Federal Contracting Equity Initiatives Overview
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Judith Stackhouse -Jordan
Michelle Leshe
GSA Office of Small & Disadvantaged Business
Utilization (OSDBU)
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(Executive Order 13895)
“Make Federal Contracting and procurement
opportunities more readily available to all eligible
vendors and to remove barriers faced by underserved
individuals and communities”
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Advancing Equity and Supplier Diversity in Federal Procurement for
Socioeconomic Small Business (SESB’s)
●
Establish new GWAC’s to increase SESB representation
●
Enhance access to opportunities for SESB’s to participate on
the Multiple Award Schedule contract vehicle
●
Post Award Support and Resources
●
Enhance supplier diversity and vendor education
●
Expand Forecast Tool
●
Educating the Acquisition Workforce
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33 percent of prime contracts for small businesses
●
21.90 percent of prime contracts for small disadvantaged businesses
●
5 percent of prime contracts for women-owned small businesses
●
3 percent of prime contracts for service-disabled veteran-owned
small businesses
●
3 percent of prime contracts for HUBZone small businesses
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:
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Doing business with the agency
●
New entrants, recent entrants, or established vendors;
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Small businesses or other than small businesses;
●
Socio-economic small businesses; and
●
Within individual market segments of the above
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Goals of the Procurement Equity Tool is to help the acquisition workforce:
●
Understand the impact of current buying practices across industries and sectors
●
Target areas with the greatest opportunity for small business growth
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Brand New - Small Businesses Seeking Work New to Business
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Familiar - Small Businesses Seeking Work New to Federal
Contracting
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Active - Small Businesses Seeking Work That Have Orders or
Contracts
Poll
Poll: Level of experience with government procurement (brand new, familiar but not
made sales, have several orders or contracts, expert)
Questions:
Poll: Level of experience with government procurement
a.
Novice- brand new
b.
Beginner but not made sales,
c.
Intermediate have several orders or contracts,
d.
Expert - several years of experience
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Lack of Understanding of the Federal Contracting Process
○
Educate yourself about the process
○
Explore resources at OSDBU, SBA, APEX, Advocacy Groups, FAR
○
Attend workshops, webinars
○
How does the Federal award what you sale?
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Lack of relevant past performance
○
Leveraging and articulating commercial experience
○
Build relationships with government agencies through smaller
contracts
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Subcontracting with primes
○
Partnering and Teaming
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Limited Access to Contracting Opportunities
○
Utilize online platforms -SAM.gov
○
Forecast of contracting opportunities
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Attend Events
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Limited Resources -Capital, Bonding
○
Explore government back loans, lines of credit, 8(a) Business
development
○
Partner with financial institutions that specialize in federal
contracting, prime contractor support
○
Prime training and support
○
Sustaining resources to grow
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Lengthy procurement process - No Feedback or follow up from government
○
Patience is key
○
Allow ample time
○
Follow instructions closely
○
Be prepared to navigate bureaucracy
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Complex certification process
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Research various certifications available
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Identify certification relevant to your firm - focus on certification requirements
- not benefits to determine applicability
○
Ensure you have required documentation -resumes, tax returns, licences
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Limited contacts/No Feedback or Follow up
○
Comment on rules
○
Utilize questions options on RFI and applicable SAM.gov notices
○
Attend Events/Industry Days
○
Use OSDBU as first POC
●
Limited resources for marketing -
○
Leverage digital tools
○
Attend conferences
○
Connect with Local Chambers of Commerce, State, Local support
●
Intense Competition -
○
Identify and research competitors
○
Large Business
○
Small Business
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Pre-Award Tips
●
Focus on contracts that align with business capabilities and
expertise
●
Consider socioeconomic designations
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Thoroughly review solicitations including evaluation criteria
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Seek clarification
●
Attend Industry Events
●
Building Strong relationships
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Leverage Technology to streamline processes
●
Join SB Associations - Align with SBA and APEX
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GSA MAS Contract
●
Understand the GSA Schedule
○
Scope of products covered and prebid considerations
●
Identify Target Customers
○
Agencies which use the GSA Schedule
●
Highlight Value
○
Understand and articulate value
●
Extensive Marketing Strategy
○
Brochures, Websites,
●
Seek clarification
●
Attend Industry Events
●
Building Strong relationships
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Leverage Technology to streamline processes
●
Join SB Associations - Align with SBA and APEX
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Post Award Tips
●
Look for socioeconomic and small business set asides
●
Foster relationships
○
Be prepared to educate your customer on what you offer
○
Attend Industry days
●
Leverage previous success performance
●
Monitor task awards
●
Customize proposal for specific task orders
●
Highlight differentiators
●
Continue to innovate
●
Ask for feedback
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Poll
Poll:
Have you developed a response to a Federal Request for Proposal/Solicitation
(Quotes)?
P
r
o
p
o
s
a
l
T
i
p
s
U
nderstanding the Phases of Government Contracting -What to know and When
●
Pre-Solicitation: Identifying the requirement, performing market research, and preparing the
statement of work and solicitation package.
●
Solicitation: Identifying prospective service providers, distributing the solicitation package,
and receiving proposals.
●
Evaluation: Evaluating the proposals submitted by the offerors fairly, accurately, and
efficiently (e.g., Technical, Management, Past Performance, and Cost). Each proposal
submitted by an offeror is evaluated based on responsiveness to the solicitation package
and each proposal is given a score.
●
Award: Making the best value decision for the award, obtaining all pre-award approvals,
executing the contract with the successful offeror, notifying the unsuccessful offerors, and
conducting debriefings.
Proposal Tips con’t
How to Prepare -What to know and When
●
Create a compliance matrix: Develop a compliance matrix that cross-references proposal
requirements with the corresponding response sections to ensure completeness and
compliance.
●
Administration: Ensuring that the contractor adheres to the terms and conditions of the
contract, monitoring contractor performance, processing and paying invoices, executing
modifications, handling claims, and closing out the contract.
●
Review the proposal: Carefully read the entire proposal to understand the requirements,
evaluation criteria, and submission instructions.
●
Develop a strategy: Determine key selling points, highlight competitive advantages, and
align them with the needs of the agency.
●
Establish a proposal team: Assemble a team with expertise in the subject matter, technical
writing, and proposal management to collaborate on developing the response.
Proposal Tips con’t
How to Prepare -What to know and When co
n’t
●
Tailor the response: Customize the proposal to demonstrate a deep understanding of the
agency's mission, objectives, and challenges. Showcase relevant experience,
qualifications, and innovative solutions.
●
Emphasize past performance: Highlight successful past performance, relevant contract
experience, and positive customer feedback to build credibility and demonstrate capability.
●
Strengthen technical approach: Clearly outline the technical approach, methodologies, and
timelines, demonstrating how the small business will meet the agency's needs effectively
and efficiently.
●
Focus on value: Articulate the value proposition, emphasizing cost-effectiveness, quality
R
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S
O
U
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S
●
Federal OSDBU Offices
●
GSA.gov/events
●
APEX Accelerators (Formerly PTAC’s)
●
SBA
●
Forecast of Contracting Opportunities
●
eTools Listed Previously
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●
Respond to Notices
●
Respond to Surveys
●
Participate in Focus Group
●
Follow up as your Grow
●
Join Industry Association
●
Subscriptions Services
●
Networking
●
Social Media and Online Communities
Q
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?
Federal contracting initiatives focus on maximizing small business success, advancing racial equity, and promoting diversity and inclusion. Efforts include creating opportunities for underserved communities, increasing supplier diversity, and setting ambitious goals for small business contract awards in fiscal year 2023.
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Leveraging Equity - Maximizing Small Business Success in Federal Contracting Judith Stackhouse -Jordan Michelle Leshe GSA Office of Small & Disadvantaged Business Utilization (OSDBU)
Advancing Racial Equity and Support for Underserved Communities through the Federal Government (Executive Order 13895) Make Federal Contracting and procurement opportunities more readily available to all eligible vendors and to remove barriers faced by underserved individuals and communities
Diversity, Equity and Inclusion: Now Executive Order 13895, Advancing Racial Equity and Support for Underserved Communities through the Federal Government January 2021 2021, December: OMB Memorandum M-22-03, Advancing Equity in Federal Procurement 2022, June: OMB Memorandum, Strategies for Meeting and Exceeding the Small Disadvantaged Business Goal for Fiscal Year 2022 2022, October: OMB Memorandum M-23-01, Increasing the Share of Contract Dollars Awarded to Small Disadvantaged Businesses 2023, February: OMB Memorandum M-23-11, Creating a More Diverse and Resilient Federal Marketplace through Increased Participation of New and Recent Entrants
GSA Equity Vision Advancing Equity and Supplier Diversity in Federal Procurement for Socioeconomic Small Business (SESB s) Establish new GWAC s to increase SESB representation Enhance access to opportunities for SESB s to participate on the Multiple Award Schedule contract vehicle Post Award Support and Resources Enhance supplier diversity and vendor education Expand Forecast Tool Educating the Acquisition Workforce
GSA Fiscal Year 2023 Goals 33 percent of prime contracts for small businesses 21.90 percent of prime contracts for small disadvantaged businesses 5 percent of prime contracts for women-owned small businesses 3 percent of prime contracts for service-disabled veteran-owned small businesses 3 percent of prime contracts for HUBZone small businesses
Equity Data Supplier Base Dashboard GSA and OMB partnered to develop this tool to track the size of the supplier base and the mix of new entrants, recent entrants, and established vendors in the supplier base. The dashboard will help agencies identify the number of entities which are: Doing business with the agency New entrants, recent entrants, or established vendors; Small businesses or other than small businesses; Socio-economic small businesses; and Within individual market segments of the above Governmentwide Procurement Equity Tool - GSA and OMB partnered to develop a tool delivering centralized data analytic capabilities capturing vendor demographic, geographic,and historical procurement. Goals of the Procurement Equity Tool is to help the acquisition workforce: Understand the impact of current buying practices across industries and sectors Target areas with the greatest opportunity for small business growth
Three Types of Firms Seeking Federal Contracts Brand New - Small Businesses Seeking Work New to Business Familiar - Small Businesses Seeking Work New to Federal Contracting Active - Small Businesses Seeking Work That Have Orders or Contracts
Poll Poll: Level of experience with government procurement (brand new, familiar but not made sales, have several orders or contracts, expert) Questions: Poll: Level of experience with government procurement a. Novice- brand new b. Beginner but not made sales, c. Intermediate have several orders or contracts, d. Expert - several years of experience
Small Business Reasons for Not Applying for Federal Contracts
Navigating Federal Contracting Lack of Understanding of the Federal Contracting Process Educate yourself about the process Explore resources at OSDBU, SBA, APEX, Advocacy Groups, FAR Attend workshops, webinars How does the Federal award what you sale? Lack of relevant past performance Leveraging and articulating commercial experience Build relationships with government agencies through smaller contracts Subcontracting with primes Partnering and Teaming
Navigating Federal Contracting Limited Access to Contracting Opportunities Utilize online platforms -SAM.gov Forecast of contracting opportunities Attend Events Limited Resources -Capital, Bonding Explore government back loans, lines of credit, 8(a) Business development Partner with financial institutions that specialize in federal contracting, prime contractor support Prime training and support Sustaining resources to grow
Navigating Federal Contracting Lengthy procurement process - No Feedback or follow up from government Patience is key Allow ample time Follow instructions closely Be prepared to navigate bureaucracy Complex certification process Research various certifications available Identify certification relevant to your firm - focus on certification requirements - not benefits to determine applicability Ensure you have required documentation -resumes, tax returns, licences
Navigating Federal Contracting Limited contacts/No Feedback or Follow up Comment on rules Utilize questions options on RFI and applicable SAM.gov notices Attend Events/Industry Days Use OSDBU as first POC Limited resources for marketing - Leverage digital tools Attend conferences Connect with Local Chambers of Commerce, State, Local support Intense Competition - Identify and research competitors Large Business Small Business
Navigating Federal Contracting Pre-Award Tips Focus on contracts that align with business capabilities and expertise Consider socioeconomic designations Thoroughly review solicitations including evaluation criteria Seek clarification Attend Industry Events Building Strong relationships Leverage Technology to streamline processes Join SB Associations - Align with SBA and APEX
Navigating Federal Contracting GSA MAS Contract Understand the GSA Schedule Scope of products covered and prebid considerations Identify Target Customers Agencies which use the GSA Schedule Highlight Value Understand and articulate value Extensive Marketing Strategy Brochures, Websites, Seek clarification Attend Industry Events Building Strong relationships Leverage Technology to streamline processes Join SB Associations - Align with SBA and APEX
Navigating Federal Contracting Post Award Tips Look for socioeconomic and small business set asides Foster relationships Be prepared to educate your customer on what you offer Attend Industry days Leverage previous success performance Monitor task awards Customize proposal for specific task orders Highlight differentiators Continue to innovate Ask for feedback
Utilizing eTools and Data Research the Federal Market SAM.gov Register, manage, and search government contracts and grants SBA Dynamic Small Business Search (DSBS) The Dynamic Small Business Search (DSBS) database is maintained by the SBA. Contracting Officers and prime contractors use this tool to identify potential small business contractors for upcoming potential prime contracting and subcontracting opportunities. GSA Forecast of Contracting Opportunities Tool Learn about potential prime contracting opportunities Federal Agency Procurement Forecasts Learn about potential prime contracting GSA eLibrary is the official online source for complete GSA and VA Schedules information including awards. Small Businesses can utilize this tool to locate contractors for potential teaming arrangements and/or subcontracting opportunities.
Utilizing eTools and Data Research the Federal Market FPDS Conduct Market Research, analyze competition, identify subcontracting opportunities and track real-time Federal Contracts USASpending USAspending is the official open data source of federal spending information, including information about federal awards such as contracts, grants, and loans. SBA Market research and competitive analysis Conducting Market Research and a Competitive Analysis affords your business a competitive edge. Performance.gov -Track what the U.S. Federal Government is doing about issues that matter to you.
Utilizing eTools and Data Research the Federal Market Contracting Assistance Programs - Access information on SBA programs to help small businesses win federal contracts. Acquisition Gateway - Access market research tools, best practices and templates, training, and collaborative spaces and communities.
Poll Poll: Have you developed a response to a Federal Request for Proposal/Solicitation (Quotes)?
Proposal Tips Understanding the Phases of Government Contracting -What to know and When Pre-Solicitation: Identifying the requirement, performing market research, and preparing the statement of work and solicitation package. Solicitation: Identifying prospective service providers, distributing the solicitation package, and receiving proposals. Evaluation: Evaluating the proposals submitted by the offerors fairly, accurately, and efficiently (e.g., Technical, Management, Past Performance, and Cost). Each proposal submitted by an offeror is evaluated based on responsiveness to the solicitation package and each proposal is given a score. Award: Making the best value decision for the award, obtaining all pre-award approvals, executing the contract with the successful offeror, notifying the unsuccessful offerors, and conducting debriefings.
Proposal Tips cont How to Prepare -What to know and When Create a compliance matrix: Develop a compliance matrix that cross-references proposal requirements with the corresponding response sections to ensure completeness and compliance. Administration: Ensuring that the contractor adheres to the terms and conditions of the contract, monitoring contractor performance, processing and paying invoices, executing modifications, handling claims, and closing out the contract. Review the proposal: Carefully read the entire proposal to understand the requirements, evaluation criteria, and submission instructions. Develop a strategy: Determine key selling points, highlight competitive advantages, and align them with the needs of the agency. Establish a proposal team: Assemble a team with expertise in the subject matter, technical writing, and proposal management to collaborate on developing the response.
Proposal Tips cont How to Prepare -What to know and When con t Tailor the response: Customize the proposal to demonstrate a deep understanding of the agency's mission, objectives, and challenges. Showcase relevant experience, qualifications, and innovative solutions. Emphasize past performance: Highlight successful past performance, relevant contract experience, and positive customer feedback to build credibility and demonstrate capability. Strengthen technical approach: Clearly outline the technical approach, methodologies, and timelines, demonstrating how the small business will meet the agency's needs effectively and efficiently. Focus on value: Articulate the value proposition, emphasizing cost-effectiveness, quality
RESOURCES Federal OSDBU Offices GSA.gov/events APEX Accelerators (Formerly PTAC s) SBA Forecast of Contracting Opportunities eTools Listed Previously
Ways to Stay Informed Respond to Notices Respond to Surveys Participate in Focus Group Follow up as your Grow Join Industry Association Subscriptions Services Networking Social Media and Online Communities
