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: earl@growthstrategyconsultants.comwww.growthstrategyconsultants.com

The Government Technology & Services Coalition and Government Contracting Weekly partnered to recognize exceptional mentors in the government contracting community.

 The awards program recognizes and salutes government contractors for their leadership and concrete actions in assisting small government contracting firms through mentoring, training, inspiration, teaming and cooperation.  The awards recognize that mentoring is critical to the contracting community.  Large firms that mentor small companies play a critical role in saving their Federal clients money and time, commit to putting action behind the mantra of bringing “innovation and creativity” to the Federal mission and bring a higher level of professionalism to the contracting community.

Honoring our Federal Small Business Titans:  

Frank Barros 

Program Analyst, Science & Technology Directorate, U.S. Department of Homeland Security

Sandra Broadnax 

Elissa Sobolewski 

Federal Small Business Titan of the YEAR: 

Kevin Boshears
 Director, Office of Small & Disadvantaged Business Utilization, U.S. Department of Homeland Security 

KEYNOTE SPEAKER ANNOUNCED FOR MATCHMAKING SESSION

Les Rose is the Corporate Vice President & President of L3 National Security Solutions group. He also serves as the co-chair of the GTSC Mentor Forum. L-3 NSS’ six operating units deliver full-spectrum cyber operations, enterprise and mission information technology, intelligence operations support and operational infrastructure solutions. Mr. Rose’s career has spanned over 40 years of management and engineering. Upon completing a successful 20-year career as an officer with the U.S. Army Corps of Engineers and as an Army pilot, Mr. Rose joined Delta Research Corporation, an L-3 legacy company in 1990. He was promoted to president of Delta Research, and through a series of acquisitions and promotions became president of L-3 STRATIS one of the largest division of the global defense leader. Today Mr. Rose serves as president of both L-3 STRATIS and L-3 NSS. Mr. Rose holds a Bachelor of Science in Mechanical Engineering from the South Dakota School of Mines & Technology and a Master of Science in Civil Engineering from the University of Michigan.

Are you a small business interested in teaming partners?  Do you work on:

• information technology
• identity management
• configuration management
• help desk.call center support
• warfighter support services
• C4ISR experience
• Maritime/Port security operations services
• Wireless Network technical support
• Health IT
• information security/information assurance
• IA support for validation testing
• logistics support
• networks services
• modeling and simulation
• training courseware capabilities
• Intelligence Community IT services
• or other services?

Join us for an afternoon of new contacts, teaming and insight into new market areas.

TENTATIVE AGENDA – GTSC Small Business Mega-Matchmaking & The Mentor Awards

1:00 pm  Introduction

1:15 – 4:00 pm  Matchmaking with GTSC Mentors and other large companies

4:30 pm  Small Business Government Panel

5:30 pm  The Mentor Awards program and reception

Download the Brochure.

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