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Small Business SIG Mentor / Protégé Programs

Myth BustersJune 9, 2011

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Agenda: • Some myth busters – up front• Types of programs

– Not addressing DoD programs• Developmental Assistance areas• Advantages to the Mentor• Advantages to the Protégé• Government facts & tidbits• Success & Challenges discussion

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Busting the Myths:

• Agencies do not give any monetary funding to Mentors for their Protégés

• MP agreements are not a promise of future work or guarantee work-share on any contract

• Mentors are not required to “pay” for any expense of the Protégé, or provide financial assistance (outside of the JV MP)

• Agreements can be rescinded at any time for non-participation

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Mentor / Protégé Programs: Two distinct types

• SBA Business Development Joint Venture Relationship between a large, well established firm with a financial interest in a small, socio-economic firm for the purposes of increasing revenue in a SDB contracting environment– Joint Venture with a large & small, socio-economic firm– Mentor has a financial interest in the small firm’s

success– Protégé receives specific support documentation from

the SBA

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Mentor / Protégé Programs: Two distinct types

• Teaming Relationship between a large, well established firm and a small, socio-economic or emerging technology organization with no direct affiliation for the purpose of: – Providing developmental assistance– To enhance Protégé’s capabilities– Prepare for exit from the small business program

Developmental Assistance Areas:

• Management guidance related to: – Financial Management– Organizational Management– Overall business management & planning– Business Development

• Technical Assistance (such as):– Business/Technology Certifications planning and

execution– SME support– Training support

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Developmental Assistance Areas:

• Rent-free use of facilities and/or equipment• Property• Loans• Any other types of mutually beneficial assistance

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Role of the Agency:Note: This doesn’t include agencies which only

recognize the SBA 8(a) JV mentor / protégé program• Develop the MP program guidelines• Develop measurements for success• Manage the participating firms; meet with mentors

and protégés on a regular basis• Develop and report metrics and findings• Evaluate success of small business prime and

subcontracting awards

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Success Measurements: • Increase in value of both prime and sub-contract

awards to the protégé firm from the date the protégé enters the program

• Increase in technical, managerial, financial capabilities of the protégé firm, and the developmental assistance the mentor provided

• An increase in the quality of capabilities provided by the protégé firm

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Advantages for the Mentor:

• The government’s primary avenue to increase their small business participation and achieve small business goals– Government views the Mentor as committed to

supporting the Agency’s small business goals; and supporting small businesses to achieve growth

– Eligible for specific awards for providing the most effective developmental support to a protégé (annual)

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Advantages for the Mentor:• Mentors can receive additional evaluation points

for MP participation to contract awards– Example: FAA, Treasury, GSA, State

• Mentors can receive credit toward attaining sub-contracting goals by utilizing MP participation for their Prime bid Sub-K plans– Example: FAA, State, Treasury, GSA, DHS,

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Advantages for the Mentor:• Some Agencies authorize cost incurred for MP

programs deliverables to be allowable as indirect costs under some contract awards– Example: FAA

• Procurements may be reserved exclusively for competition among respective Agency MP program participants– Example: FAA, Energy, Treasury,

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Advantages for the Protégé:

• Build strong business techniques and practices early on; adopt processes at appropriate time in size and growth

• Gain stronger visibility to customers with Co-marketed events, opportunities, call plans

• Increased training with SMEs in various areas of performing and managing government business– Certifications, FAR requirements, teaming

agreements, etc.

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Advantages for the Protégé:

• Business Development & Forecast Pipeline– Build, develop a bid process

• Capture Support during proposal phases– Reduces cost of resources; assists in mitigating risk to

compliance• Agency can use the agreement as assurance

that the Protégé firm will be able to perform under the contract than a similarly situated non-Protégé firm

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Government facts & tidbits:

• SBA: – Has the longest standing MP program– Recommends both programs; manages and tracks only the first type – Joint Venture

• GSA:– Established a program in Aug 2009

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Government facts and tidbits:

• FAA: A new program rolled out in 2010; can do directed awards and set-aside competitions for Mentors only• NASA: A new program rolled out in Jun 2009 • EPA: Likes Woman-Owned business as protégés• Commerce: Uses their program to chart SB utilization numbers

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Government facts & tidbits to be aware of:

• Treasury: Managed by the OSDBU; works with all the COs to achieve the program goals• DHS: Very comprehensive program since 2005; OSDBU office manages with the mentor firms. Require a MP agreement for some contracts• VA: New program rolled out in 2010; will have another submission and award in Aug 2011. Protégé’s must be SDVOSB or VOB

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Government facts & tidbits:

• DOL and DOJ: Both use SBA guidelines for non JV program• HUD: Recognizes SBA 8(a) support program• Energy: Mentors can award sole-source contracts to any DOE protégé • State

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Challenges for the Protégé:

• Driving the relationship• Leverage success – publicize the relationship

within the mentor’s line orgs and customers• Continue to develop customer relationship

outside of the mentor• Select a mentor that has similar work and aligns

to your business plan• Bring business to the mentor through set-asides

and other SB contracts