HOW TO DO BUSINESS WITH THE DEPARTMENT OF VETERANS AFFAIRS LORENZO HOBBS VA OSDBU DIRECT CONNECT Program Manager DATE: March 20, 2014 VA’s Mission “To care for him who shall have borne the battle, and for his widow, and his orphan, by serving and honoring the men and women who are America’s Veterans.” --Abraham Lincoln VA Organizational Structure •  Veterans Health Administration (VHA) •  Veterans Benefits Administration (VBA) •  National Cemetery Administration (NCA) •  Staff Offices VHA Structure – “VISNs” Veterans Integrated Service Networks VA Hierarchy of Small Business Programs 1.  Service-Disabled Veteran-Owned small businesses 2.  Veteran-Owned small businesses 3.  Women-Owned Small Business, HUBZone firms and 8(a) participants 4. All others (including general small business) OSDBU DIRECT CONNECT PROGRAM Direct Connect Program •  How can the OSDBU Direct Connect Program help Service-Disabled Veteran-Owned Small Businesses, Veteran-Owned Small Businesses, and the Small Business Community? Direct Connect Program •  The Direct Connect Program will provide the Small Business Community with Awareness, Access, and Risk Management. Direct Connect Program   Awareness: The goal is to cultivate awareness in order to reflect and respond to challenges and opportunities rather than react to them. Conscious awareness is a process of recognizing what is happening in an organization, the effects of decisions, and actions in the organization, and how complex and diversified the organization is, such as VA, when it comes to Small Businesses marketing their products and services. Direct Connect Program   Access: The goal is to provide easier methods to market to VA by providing VA PDMs in different industries to brief and engage with Small Businesses through the use of Opportunity Showcases, Industry Days, workshops, and conference events. Direct Connect Program Risk Management: The goal is to provide solutions that can help reduce problems a Veteran Small Business may encounter when doing business with the Federal Government, and can help solve and reduce problems the Federal Government may have doing business with a Small Business. Opportunity Showcase Purpose “To increase Small Business access to Program Buyers and Procurement Decision Makers.” *To assist Small Business with the task of becoming procurement ready. Opportunity Showcase What is an VA Opportunity Showcase? •  Opportunity to connect VA’s Procurement Decision Makers (PDM) with multiple Small Business (SBs) creating quality collaboration and added value to VA’s mission. BUSINESS REQUIREMENT SESSIONS NETWORKING ROUNDTABLES Small Businesses Value   Gives Small Businesses opportunity to connect directly with Procurement Decision Makers.   Learn more about future opportunities.   Demonstrates their abilities and capabilities.   Allows Small Businesses to provide past performance.   Enables Small Businesses to position themselves for future partnerships and teaming arrangements. What is Procurement Ready? • Procurement Ready is the assurance that small businesses have positioned their companies to compete in the Veteran Affairs (VA) acquisitions and contracts procurement process. • Ensure acquisition eligibilities thru appropriate registrations, certifications, and verification procedures coupled with documentation compliance and readiness. • Provide VA a clear, focused, and structured approach to delineating its mission capabilities through research, marketing, and knowledge of industry specific requirements and solicitations. Checklist for being Procurement Ready (not all inclusive)   Complete SAM registration. (CCR and ORCA) Update on a regular basis for accuracy.   Veteran-owned businesses should register in VetBiz and obtain SDVSOB/VOSB verification.   Subscribe to government websites for current contract opportunities: FBO, FedBid, and GSA e-Buy (FSS contract-holders).   Monitor the VA Forecast of Contracting Opportunities for future contract opportunities. All actions valued at more than $3,000 are listed on the Forecast, whether being procured via FSS or open market. Checklist for being Procurement Ready cont. (not all inclusive)   Analyze the procurement history of your products/services. At no cost, you can data mine the FPDS records for your NAICS code and/or geographic and then position your prices accordingly   Become familiar with the FAR and VAAR to better understand solicitations and contracts. The local PTAC or Small Business Development Center has classes at least monthly. Procurement Ready Strategies Understand the benefits and limitations of marketing: •  Capability statements should be clear, concise and easy- to-digest by government staff One page length is ideal. •  List your NAICS codes, display your CVE logo, include a short list of recent contracts and a link to your website and/or FSS catalog. Submit at least annually or whenever your info changes. •  Marketing material is not used to pre-qualify vendors. Vendors must demonstrate their professional qualifications, experience, and past performance as specified in each solicitation. •  Understand that procurements are governed by to the Competition in Contracting Act (CICA). Awards are not based on personalities or marketing material, but are the end product of a transparent, competitive process to assure that VA receives the best value for patients and taxpayers. Characteristics of a Successful Vendor •  Competitively position their products, services, and prices based on a careful analysis of VA procurement history and the state of their industry as a whole. •  Submit innovative ideas in a professional manner that supports VA’s mission. •  Monitor business opportunities via the Forecast, FBO, FedBid, and eBuy as applicable to their business. Characteristics of a Successful Vendor cont. •  Establish a strong financial capability to ensure ability to perform if awarded a contract. •  Plugged in with your local PTAC, SBDC, and Veteran Business Opportunity Center (VBOC). •  Offer competitive bids/proposals that clearly present the best value to VA. •  Address each line item requested in the proposal solicitation. Characteristics of a Successful Vendor cont. •  Address each line item requested in the proposal solicitation. •  Become familiar with industry representatives that may purchase your services or goods. •  Research the current contracting firm or incumbent. •  Be willing to team with other small business to increase capabilities and offerings. •  Look for subcontract or joint venture possibilities to expose your company. Prime & Subcontracting Opportunities •  Open market requirements published at www.fbo.gov •  VA Forecast of Contracting Opportunities: https:// www.vendorportal.ecms.va.gov/eVP/fco/FCO.aspx •  Small Business Administration’s Sub-net: www.sba.gov/subnet Improve Your Chances Become verified. Register on all applicable Government websites. Review Agency Forecasts of Contracting Opportunities (FCO). Ensure your information matches on all of these sites. Register in SAM for the NAICS in which you hold expertise. Obtain FPDS Account. Identify appropriate Federal Supply Schedules. Accept Purchase Cards. Sharpen Your Pencil-Competitive Pricing. Take Advantage of Capacity Building resources: (e.g. PTAC and SBDC) •  Know Your Customer. •  •  •  •  •  •  •  •  •  •  Direct Connect Program Contact Information Lorenzo C. Hobbs [email protected] Direct Connect Program Manager U.S. Department of Veteran Affairs Office of Small and Disadvantaged Business Utilization (OSDBU) Phone: (202)461-4255 or (202)461-4448 http://www.va.gov/OSDBU “I Care” Integrity, Commitment, Advocacy, Respect, Excellence VA Core Values VA Office of Small & Disadvantaged Business Utilization 202-461-4300 www.va.gov/osdbu Center for Verification And Evaluation (866)584-2344 Coming Soon!!!!! Any Questions