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Posts Tagged ‘Capacity Building’

11/6 So You Want to be a Big Dog? Leadership Training for Small Businesses Moving from Sub to Prime

Join us on November 6 for an incredibly insightful and practical Leadership Training symposium on the proficiency, skills, communication and other responsibilities that accompany becoming a “prime” contractor. As more and more small businesses are thrust into the prime role, this session will teach current and future leaders the know-how, practical tools and understanding of the often complex and involved roles of the prime contractor.

GTSC has engaged some of the foremost experts in government and industry to provide attendees with practical advice on:

>>the five essential ingredients of a successful prime contractor

>>operational and business development essentials for excellent execution and delivery

>>real-world case studies from successful small and mid-term firms

>>how the government sees success

>>how winning these contracts is a core element of strategic growth

>>a strategic pipeline for future priming opportunities

Event Chair Andrea McCarthy, President, HARP

The New Paradigm of the Government Market: Plan, Prepare, Position, Partner

I recently attended a small business Match Making event sponsored by the Government Technology Services Coalition for small business and prime contractors to meet, greet and exchange information on each other in hopes of identifying potential government contracting opportunities. This event showcased a three person panel of small business program office directors from the Small Disadvantage Business Offices of three different agencies.

I have attended many of these match-making sessions and recently asked the question in one of my Linkedin discussion groups: is attending these events valuable time well spent or a waste of time? I received various comments both positive and negative. However, I must say that this particular event was one of the best that I have attended and my reason is based on the content that the government panelist shared with the small businesses.

There is no question about the changing state of the government contracting market. There is definitely a new paradigm. The landscape has and is continuing to change significantly.

What does this mean for small business? Well, it means that they are being presented with opportunities greater than they have ever been presented within the history of small business contracting in the federal market.

With the implementation of the President’s Job Act coupled with new legislation and regulation that are favoring increased small business participation for contracts and better oversight on Prime/sub-contracting relationships, larger and longer multiple year contracts are being offered to small businesses. To support these initiatives Agencies are increasing their market research activity by sending out more RFI’s and Sources Sought announcements with the intent of identifying more small business to contract with.

Agency Collaboration and the need to reduce redundancy and budget cuts are responsible for this new trend. With that said, the small business community has to change its thinking and their desire to go it alone when pursuing contracts.

The main theme presented by the government panelist was the lack of preparation by the small business community in pursuing contract opportunities. Some specifics were:

Presenting too many capabilities “jack of all trade” scenarios
Limited knowledge of agency mission
Inability to clearly present their core skills and solutions relevant to the agency mission
Not responding or poorly responding to RFI’s and Sources Sought announcements
Failure to present their value proposition as it relates to the agency request for support

Considering these things, the take away from this event boils down to the following:

Plan

Plan by performing an internal assessment of your company, who are you, what business are you really in, what are you best qualified to do – not what you want to do. Do your market research to establish where your skills and solutions best fit the agency problems you have targeted and refine your pitch based on your research and knowledge of the agency’s mission.

Prepare

Prepare by creating a compelling story of who you are and why your company is best suited to solve the agency problems based on your research and understanding of the agency mission. Responses to the RFI’s and Sources Sought should be focused on how your skills or solutions support the agency mission. Follow the congressional legislative and regulatory initiatives, and agency news. This information will provide you with great insight into the agency mission and the problems they are encountering in carrying out their mission

Position

Use your research to position your company. The more information you know about the legislative, regulatory initiatives and agency news, the easier it will be for you to communicate with agency program managers and department heads. The more knowledge you can share with them will provide them with a level of comfort that you have a understanding of their issues. This will be the basis of establishing a rapport which will lead to trust.

Partner

Performing a formal assessment on potential partners you have identified to team with is essential. The dynamics of the market demand that you spend ample time to do this. There are more contract opportunities that are multiple 8-10 year contracts and this requires thorough knowledge of who you will be spending that time with.

Compatibility, integrity, culture, vision, goals and trust will be the key factors for you to assess and consider in your selection. These criteria should be used regardless of whether or are considering a Prime or subcontractor relationship. Casual teaming is not the best way to go in the new market.

Contributing Author

Earl S. Holland III is the President and CEO, Growth Strategy Consultants, Strategic Advisor with the Government Technology Services Coalition and former Vice President of the Washington Chapter of the Association of Strategic Alliance Professionals. You can reach him at: [email protected]www.growthstrategyconsultants.com

Oct. 10: Cyber Security Acquisition: What is the Government Buying?

Join the Government Technology & Services Coalition (GTSC) during October’s National Cyber Security Awareness Month for an in-depth look at the acquisition landscape for cyber security programs across DoD, DHS, DOS, and DOJ during its Capacity Building Session, Cyber Security Acquisition: What is the Government Buying? GTSC’s Strategic Partner Dickstein Shapiro LLP will track acquisition activity and provide some insights into how the Federal government is making cyber security investments. This is a “must attend” program if you are interested in understanding the Federal cybersecurity space.

Speakers:

Brian E. Finch

Partner

Dickstein Shapiro LLP

Brian Finch, a partner in Dickstein Shapiro’s Washington, DC office, is head of the firm’s Global Security Practice. Named by Washingtonian magazine in 2011 as one of the top 40 federal lobbyists under the age of 40, Mr. Finch is a recognized authority on global security matters who counsels clients on regulatory and government affairs issues involving the Department of Homeland Security, Congress, the Department of Defense, and other federal agencies. His focuses include liability mitigation, protection of critical infrastructure, state and local grant funds, WMD response preparations, chemical security, cyber security, and border and trade security.

Mr. Finch is a Senior Advisor to the Homeland Security and Defense Business Council and also is a member of the American Bar Association’s Homeland Security Executive Committee for the Administrative Law Section. Mr. Finch served as an inaugural Senior Fellow at George Washington University’s Homeland Security Policy Institute. He also was a member of the Heritage Foundation/Center for Strategic and International Studies Task Force for Examining the Roles, Missions, and Organization of the Department of Homeland Security. Mr. Finch is a Professorial Lecturer in Law at The George Washington University Law School, where he co-teaches Homeland Security Law and Policy. He is admitted to practice in the District of Columbia.
Mr. Finch speaks and writes extensively on global security and terrorism matters, as well as other public affairs issues. He has testified on the implementation of the SAFETY Act twice before the U.S. House of Representatives Committee on Homeland Security. He is regularly quoted in publications such as CQ Homeland Security and Washington Technology, and has been profiled by Government Security News Magazine, a leading homeland security journal. Examples of his articles include “Utilizing the SAFETY Act to Assist with CFATS Process,” which appeared in Business & Industry Connection in October 2009; “The SAFETY Act Affords Protections For Smart Grid Players,” which appeared in Renew Grid in October 2009; and “How Sports Owners Can Find Protection in SAFETY,” which appeared in the Sports Business Journal in November 2006. He also has appeared on television news programs such as MSNBC Live as a global security commentator.

Graham (Rusty) Mathews

Senior Legislative Advisor

Dickstein Shapiro LLP

Rusty Mathews, the senior legislative advisor in the Public Policy & Law Practice of Dickstein Shapiro, joined the firm in 1996. Mr. Mathews’ specialties encompass representation, on a variety of legislative and appropriations issues, of the environmental community, electric utilities, competitive power producers and marketers, healthcare providers, direct marketers, homeland security and related high-tech industries, insurance and reinsurance providers, and clients involved in sports, entertainment, and Internet gaming.
During the years 1995 through 1996, in the office of U.S. Senator Barbara A. Mikulski, Mr. Mathews served as Chief Minority Clerk, Senate Appropriations Subcommittee on Veterans Affairs, Housing and Urban Development, and Independent Agencies. He managed all aspects of Congress’s second largest discretionary appropriations bill ($90 billion). He was also responsible for budget development and policy management for 25 federal departments and agencies, including the Departments of HUD and VA, the Environmental Protection Agency, the National Science Foundation, NASA and Federal Emergency Management Agency, and 15 independent boards, commissions, and offices.
In 1989 through 1994, in the office of U.S. Senator Robert C. Byrd, Mr. Mathews was the Assistant Majority Clerk, Senate Appropriations Subcommittee on the Department of Interior and Related Agencies. He managed all aspects of the Department of Interior appropriations bill relating to annual budget requests and policy development for the Bureau of Land Management, the U.S. Geological Survey, the Bureau of Mines, Office of Surface Mining, Smithsonian Institution, and the fossil energy accounts for the Department of Energy. He also served as principal negotiator for the Midwestern and Eastern coal states during Congressional deliberations on the Clean Air Act Amendments of 1990.
Among Mr. Mathews’ career highlights are membership on the Senate Democratic Policy Committee, serving as Deputy Vice President for External Affairs with the U.S. Synthetic Fuels Corporation, and being Director of Senate Relations with the Department of Energy.

Company Introductions & Capability Statements: An SBLO Overview

As the Small Business Liaison Officer for Alion Science and Technology I receive at least 10 e-mail introductions and capability statements per week. The hope from the vendor is that I will review the e-mail and capability statement and make arrangements for them to meet with the appropriate account team. This article is about improving your chances of getting your e-mail introduction and capability statement to the right account team and for them to follow-up with you.

E-mail introductions provide the opportunity to customize the information in the capability statement to the company you are targeting. In too many cases the e-mail introduction makes reference to the attached capability statement with a request to meet to discuss the capabilities of the company. Good email introductions link the product or service offerings to the targeted company’s core service areas or to a specific customer.

For example, I received an email that stated that Alion was the Prime on a specific contract that will soon be expiring and that he wanted to be part of our team for the re-compete. He outlined the services he provides to that customer in another area and the knowledge he had for that specific customer. He was in discussions with our program manager for that contract the next day. He was specific in his request, showed that he researched Alion, provided value-add information with regards to additional service offerings he could bring to Alion as well as his knowledge of the customer.

The SBLO helps to navigate your information to the appropriate team, so be specific. What account team do you want to meet with and why? What is unique about your product or service that warrants a meeting with the account team? This question is particularly important for IT companies. Many of your capability statements contain the same information as your competitors. What is your unique value add? Don’t be afraid to try new approaches. Build your capability statement around a couple of your key customers, then use that information to show breadth and depth of service offerings to the company you are targeting.

In summary, corporations look for teaming partners that can provide complimentary products or services to their core competencies, innovation and additional customer knowledge. Does your capability statement or e-mail introduction provide the necessary information to determine whether your company can provide value to us?

Clairesse Jackson Small Business Liaison OfficerAlion Science and Technology

Clairesse Jackson is the Small Business Liaison Officer for Alion Science and Technology, a Lion’s Den member of the Government Technology & Services Coalition.

Alion Science and Technology delivers advanced engineering, IT and operational solutions to strengthen national security and drive business results. For customers in defense, civilian government and commercial industries, Alion’s engineered solutions support smarter decision-making and enhanced readiness in rapidly-changing environments.

March 12: Writing Proposals for DHS & DOD

Join Tom Essig, former Chief Procurement Officer of DHS and GTSC Strategic Advisor, and Josh Kussman, President of Sentinel Business Advisory Services at The Sentinel HS Group, to gain an in-depth look at every stage in the proposal process — from the RFI to your response to an RFP. They will especially focus on proposal writing for DHS and DOD.

About Mr. Essig

As a senior acquisition professional with more than 30 years experience with the Department of Homeland Security (DHS) and Department of the Navy (DON), Mr. Essig has expertise in contracting and program management and is certified by the Departments of Defense and Homeland Security at career level III in both the contracting and program management.

He currently advises government and commercial organizations on federal acquisition and procurement and contracting matters through his company TWE, LLC. He also currently serves as a Procurement Subject Matter Expert with Kearney & Company.

His most recent federal position was as the Chief Procurement Officer for DHS from 2006 to 2009 where he was responsible for the management, administration and oversight of the department’s acquisition, strategic sourcing program, competitive sourcing program and providing leadership over the department’s $17 Billion in annual acquisitions.

Mr. Essig reported to office of the Assistant Secretary of the Navy (Research, Development and Acquisition) in February 2004. As Director of the Program Analysis and Business Transformation Division, he was responsible for overseeing analysis and support of contracting and business aspects of DON acquisition and other procurement programs and for the development and support of business transformation initiatives within DON. His division reflected the merger of the former Program Analysis and Support Division with the DON Acquisition Reform Office, and he was responsible for functions previously performed by those organizations.

From 1999 to 2004, Mr. Essig served as the Executive Director of the U.S. Navy Office of Special Projects (OSP). The OSP is a second echelon command reporting to the Commander, Naval Supply Systems Command and provides logistics, transportation, finance and other business and supply-related support to the fleet and shore establishment of the Department of the Navy. OSP’s mission supports every facet of the Navy. While in this assignment, Mr. Essig also served as the Director of the Navy Engineering Logistics Office.

Mr. Essig was selected as a member of the Senior Executive Service in 1995 and served as the Director of the Surface Systems Contracts Division of the Naval Sea Systems Command (NAVSEA). In this position he led a major procurement organization that planned, negotiated, and administered approximately 2,000 procurement actions valued at greater than $3 billion dollars annually.

Mr. Essig earned a bachelor’s degree from the University of Maryland in 1976 and graduated, with distinction, from the Industrial College of the Armed Forces in 1991. In 2000, he graduated from the Advanced Program Management Course at the Defense Systems Management College. He is a member of the Department of the Navy Acquisition Professional Community.

Mr. Essig began his federal career in 1976 when he entered the Navy’s Contracting Intern Development Program and was assigned to NAVSEA as a contract specialist, supporting various Naval weapon systems programs. In 1985, he was selected as the contracting officer for the Aircraft Carrier and Battleship programs. While in that position, he successfully negotiated what was then the largest shipbuilding contract in U.S. Navy history: a $4.3 billion contract for construction of two NIMITZ-class aircraft carriers. During his tenure at NAVSEA, Mr. Essig also served as the contracting officer for Standard Missile production, head of the Major Combatant Shipbuilding Branch, and Assistant Director of the Shipbuilding and Undersea Systems Contracts Divisions. In 1997, he received Vice President Gore’s Hammer Award for his work as a member of the Joint Navy/Industry Submarine Combat System Integrated Development Plan Team. He was awarded the Department of the Navy Superior Civilian Service Award in 1999 and the Distinguished Civilian Service Award in 2004.

About Mr. Kussman

Mr. Kussman served as Senior Policy Advisor to U.S. Customs and Border Protection (CBP) Commissioner Robert C. Bonner from Oct. 2003 to December 2005. In 2005, Commissioner Bonner named him Director of Policy for CBP. In that capacity, Mr. Kussman led the development and coordination of agency-wide policy for CBP.

Mr. Kussman has extensive experience on homeland security matters related to border security, terrorism, international trade & travel, customs, immigration, transportation and intelligence.

While serving as Senior Policy Advisor to Commissioner Bonner and Director of Policy for CBP, Mr. Kussman:

Advised Commissioner Bonner on a wide array of matters relating to CBP operations and policies, including the integration of CBP into one agency following the creation of CBP and the Department of Homeland Security (DHS).
Advised Commissioner Bonner and the Chief of the Border Patrol on policies and operations related to the transition of the Border Patrol into CBP and the establishment of a more nationally-directed, headquarters driven Border Patrol, including:
- Drafting and implementing the new National Border Patrol Strategy.
- Reorganizing and re-invigorating the Border Patrol’s new headquarters structure.
- Developing the policies and strategies for the America’s Shield Initiative (ASI).
- Developing strategies for the use by CBP and the Border Patrol of Unmanned Aerial Vehicles (UAVs).

Coordinated CBP’s efforts, in conjunction with DHS, to develop and implement the Secure Border Initiative (SBI).
Led CBP’s process of creating CBP Air, which resulted from the merger of former Air and Marine Operations unit with the U.S. Border Patrol’s aviation division into a single integrated office within CBP. CBP Air is the largest civilian law enforcement air program in the world.
Directed CBP’s efforts to coordinate CBP policies and operations with the Detention and Removals Office (DRO) of U.S. Immigration and Customs Enforcement (ICE).
Led CBP’s coordinated effort to expand the use of expedited removal procedures, for the first time, to Border Patrol Agents operating between ports of entry. This effort involved developing regulations, policies and procedures, providing training to thousands of Border Patrol Agents, and coordinating the implementation of this program with ICE and U.S. Citizenship and Immigration Services (CIS).
Served as CBP’s primary representative to the Interagency Incident Management Group (IIMG), which advises the Secretary of the Department of Homeland Security on important policy and operational issues during significant incidents and contingencies.
Developed international, multilateral, and bilateral strategies for increasing the security of our borders, including:
- The Arizona Border Control Initiative (ABCI);
- The Immigration Advisory Program (IAP);
- Coordinated CBP’s participation in the Security and Prosperity Partnership (SPP);
- Coordinated CBP policies related to the Western Hemisphere Travel Initiative, the National Security Entry Exit Registration System (NSEERS), and the biometric collection of information from travelers.

Worked closely with the Homeland Security Council, the State Department, the DHS Offices of the Secretary, the United States Coast Guard, and the Bureau of Immigration and Customs Enforcement on visa, immigration, maritime security, intelligence, and other homeland security matters.

Before serving in the Department of Homeland Security, Mr. Kussman was an attorney with the San Francisco office of O’Melveny and Myers, where he specialized in intellectual property litigation and white-collar criminal defense.
Mr. Kussman also served as a Lieutenant in the U.S. Navy Reserve. Mr. Kussman is a 1998 graduate, with honors, of the University of Chicago Law School. He graduated cum laude from Williams College in 1994.

Feb. 25: Capacity Building Workshop

SUCCESS INSIDE & OUT: ALIGNING YOUR INTERNAL RESOURCES TO REFLECT THE SUCCESSES OF YOUR COMPANY

Sequestration, budget cuts and the Continuing Resolution (CR) have frozen contract awards and new work. GTSC invites you to take this opportunity to prepare for the fall — when the allocations will flow again – and you’ll need to be primed and ready!

Through the GTSC’s work with all the companies and officials involved in the Federal homeland and national security market, we’ve learned a number of lessons and best practices to mitigate some of the traditional “thorns” in a small business’ side. When implemented, these practices assure your success with your Federal clients, large business primes and other partners. Join GTSC to shore up your resolutions to focus on your strategic plan, your marketing strategy and your legal, human resources and insurance needs. In Part I of this two-part series about building your internal capacity, the sessions will give you an in-depth look at strategic planning, marketing, talent acquisition, legal issues and ethics to expand your company’s reach in the Federal homeland and national security sector. Part II on Tuesday, March 12 will focus on every stage of the proposal process — from the RFI to your response to an RFP. Register today!

Part I Agenda:

8:00AM: Networking/Coffee Hour

8:30AM: Welcome & Opening Comments with Kristina Tanasichuk, President & CEO, Government Technology & Services Coalition

8:40-9:10 AM: KEYNOTE MENTOR SESSION

There are several unique attributes that make certain small businesses repeat partners for large primes. Ms. Petera will provide a “Top 5” list based on her experience as both an appointed official and as the client lead for one of the most prestigious IT companies in the country, Harris IT Services.

Anne Petera, former Assistant Secretary for Intergovernmental Affairs, U.S. Department of Homeland Security and DHS Client Executive, Harris IT Services,

9:15 AM – 10:30 AM: Session #1

WORKING WITH THE BIG GUYS: HOW TO MANAGE YOUR RESOURCES FOR BOTH STRATEGIC AND TACTICAL PLANNING

Large Federal contractors want — and need — to partner with small businesses to be successful in today’s Federal market. This session will show you how your strategic plan — or lack thereof — can impact how potential partners and clients view you. Are you a good partner? Is your organization able to deliver on its promises from beginning to end? How do your partners see and assess you, your company and your capabilities? Learn how to integrate your strategy and strategic plan into your thinking to improve your capabilities in all of your business relationships.

Mary-Claire Burick, CEO, MC Strategy and Strategic Advisor, GTSC

Chris Lawrence, Vice President, Engility and Mentor, GTSC

Josh Kussman, Sr. Vice President, The Sentinel HS Group

10:30 AM – 11:45 AM: Session #2

MARKETING: YOU’VE GOT THE PLAN, HOW DOES THAT TRANSLATE TO YOUR FEDERAL CLIENTS?

How do you sell yourself in the market? Are you showcasing your core capabilities in the best ways possible? Keep your company’s “name on the brain” of larger Federal contractors with these marketing tips. It is simpler than you think to maximize your relationships with them. Don’t forget to maintain an updated profile on the GTSC website – a large company’s database resource for finding subcontractors.

Mary Ann Stoops, Principal, Savvy Marketing Partners LLC

Victoria Laing, Senior Account Manager, Gotham Government Solutions

Earl Holland, President, Growth Strategy Consultants and Strategic Advisor, GTSC

11:45 AM – 1:00 PM: LUNCH KEYNOTE PANEL: WHY DOES THIS MATTER?

Join us for this discussion by several of GTSC’s mentor companies on how and why a lack of strategic planning can impact your success with both your Federal clients with your other partners, how they view and evaluate potential partners and what attributes draw them to repeat partnerships.

Wayne Pizer, Vice President Small Business Programs, L3 STRATIS

Andrea Marsh, Senior Market Manager and DHS Lead, Battelle

Mike Kelly, Senior Director, Infrastructure Protection & Security, TASC

1:00 PM – 2:15 PM: Session #3

GOT TALENT? HUMAN RESOURCES FOR SMALL BUSINESSES

Carrying out a contract is contingent on having the right talent for the project. How does a small to medium-sized company market themselves to potential talent? How can you find the right people and staff your project with high quality individuals?

Kathleen Smith, Chief Marketing Officer, ClearedJobs.Net

Jen Fritz, Director, Federal Government Solutions, CareerBuilder

Rob Edmonds, Director, Sales and Marketing, Uniplus and Chair, GTSC Small Business Collaboration Group (SBCG)

2:15 PM – 3:30 PM: Session #4

YOUR LEGAL, INSURANCE AND ETHICAL RESPONSIBILTIES: AN UPDATE

The landscape of legal, insurance and ethical requirements is constantly changing. Each “mistake” made by contractors or by government officials results in a slew of new requirements that can impact your responsibilities. Join us for a look at the latest changes in these areas from some of the foremost experts in their fields.

Richard Conway, Partner, Dickstein Shapiro

P. Allen Haney, CEO, P. Allen Haney Company

Amy Hutchens, General Counsel, Vice President Compliance & Ethics Services, Watermark Risk Management International, LLC.