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Call to Action

• Sole Source Authority is being considered by the U.S. Senate after passing the House

• S. 2481 would bring sole source authority to the WOSB Procurement Program

• S. 2693 would also add sole source authority as part of a broader women’s entrepreneur package

• Go to the WIPP Action Center to get involved(www.wipp.org)

Small Business Success: Leveraging 8(A) and WOSB Certifications into Contracts

Presented by:

Nancy Aber Goshow, AIA, LEEDAP BD+CGoshow Architects

WIPP is a national nonpartisan public policy organization, advocating on behalf of nearly 4.7 million businesses women representing 78 business organizations. WIPP provides timely economic policy information and identifies important trends and

opportunities to its membership.

www.WIPP.org

Give Me 5

• National program from WIPP & American Express OPEN designed to educate women business owners on how to apply for and secure federal procurement opportunities.

• Give Me 5 works to increase the representation of Women Business Owners that win government contracts. We provide accessible business education tools to assist both new and experienced federal contractors.

• Women Business Owners could gain more than $4 billion in annual revenues if the 5% contracting goal set by Congress was reached.

Small Business Success: Leveraging 8(A) and WOSB Certifications into Contracts

Presented by:

Nancy Aber Goshow, AIA, LEEDAP BD+CGoshow Architects

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1INTRODUCTION

About Nancy & Goshow Architects

8(A) & WOSB ESSENTIALS

PLANNING & RESEARCH

HOW AGENCIES PROCURE

INTRODUCTION

• Founding Partner of Goshow Architects

• Leader in numerous professional, civic

and small business organizations:

• Women Impacting Public Policy

(WIPP)

• National AIA Women's Leadership

Development Summit

• AIA New York Women in Architecture

• Women Builders Council

• Women Presidents Organization

(WPO)

• Women Construction Owners &

Executives (WCOE)

INTRODUCTION

• Established in 1978

• Largest WOSB Architectural Firm in NYC;

Graduated from 8(A) in 2011.

• 30-person practice

• Leader in green design for the public

sector

• Federal Clients:

• GSA, US Department of State, US

Department of Labor, US Army

Corps of Engineers

• Sustainable Design and LEED

Certification; Multi-family and affordable

housing developments; Airports

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1INTRODUCTION

8(A) & WOSB ESSENTIALS

You’re Certified…Now What?!

PLANNING & RESEARCH

HOW AGENCIES PROCURE

You are 8(A) & WOSB Certified—Now what?!

• Must do marketing. Certification

is not a guarantee for business.

• Must do research. What agencies

are buying your products/services?

• Must stay competitive. Still

competing with other 8(a) firms.• Must stay active. Attend federal agency Small Business Events

and Office of Small and Disadvantaged Business Utilization

(OSDBU) Industry Days. www.osdbu.gov

• Must educate yourself. Attend outside events such as the

ChallengeHER programs or OPEN For Government Contracts for

updated information and networking opportunities.

The “Threes”

• Identify THREE agencies

to target.

• Make a THREE year plan.

• Meet with each agency

every THREE months.

Mindset

What are the essential qualities to

run a successful Federal

Government Marketing and Sales

Campaign?

• Passion

• Attitude

• Willingness

• Drive

• Focus

Mindset

What are the essential qualities to

run a successful Federal

Government Marketing and Sales

Campaign?

• Comfortable with

promoting company.

• Knowledge leader in your

field.

• Know your value

proposition.

• Practice elevator speech.

Skills

What are some of the most

important skills in being an

effective spokesperson for your

company?

• Prioritize

• Be responsive to the

needs of different

agencies

• Practice active listening

• Be objective

Skills

What are some of the most

important skills in being an

effective spokesperson for your

company?

• Be reliable and

accountable, engage and

actively follow-up

• Know how to delegate

• Know when to use a

Collaborative vs.

Command-and-Control

approach

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1INTRODUCTION

8(A) & WOSB ESSENTIALS

PLANNING & RESEARCH

Maximize your Marketing Efforts

HOW AGENCIES PROCURE

Strategy

What are some of your strategies

to achieve your current position in

the market place? • Visibility with each agency-put a

face to the company name

• Look for opportunities that can be

leveraged from your current

market position and past

experience

• Staff and manage this as its own

project, as others produced by your

firm. Make this a conscious effort

Strategy

What are some of your strategies

to achieve your current position in

the market place? • Identify your customers and

research their requirements

• Learn federal procurement

regulations

• Present your capabilities directly to

the federal agencies and large

prime contractors that buy your

products or services

• Show how your company is a good

match for their needs and

requirements

Strategy

What are some of your strategies

to achieve your current position in

the market place? • Attend procurement conferences

and business expos

• Attend Business Matchmaking

events

• Add details to your DSBS (Dynamic

Small Business Search) profile

• Develop a Capabilities Statement

• Create a cohesive, recognizable

brand

Prioritization

What are your specific goals? • You can’t be everything to

everyone

• First things first

• Know which agencies buy your

services

• Use the multiple of three – three

agencies at a time

• Learn the procurement process &

methods of each agency you target

• Align your priorities with those of

each agency under consideration

Research

• Know your customers. Use

agency websites to research

• Know your competitors. Use

SAM to identify your competitors

and learn about them.

• Know yourself!• What are your limitations?

• Seek teaming agreements with

companies whose expertise

complements your own

Tools to Help

• Know there are many tools out there to assist you:

www.GiveMe5.com – resource of approximately 80 webinars from

industry experts to walk you through the procurement process from

the most basic to most advanced

http://www.sba.gov/gcclassroom - resource of online contracting

courses for existing businesses to understand the basics of working

with the government.

Integration

Explore SBA Sub-contracting Opportunities

• Prime consultants NEED you to fulfill

their requirements

• The SBA/GC Subcontracting

Opportunities Directory lists by state

the large business federal prime

contractors with the contact

information for each Small Business

Liaison Officer (SBLO). View the

directory at:

http://www.sba.gov/subcontracting-

directory

• SBA’s SUB-net: SUB-Net can be used to

post solicitation and notices:

http://web.sba.gov/subnet

OSDBU

• Advocate for YOU. Want the

maximum practicable use of small

business within the Federal

Acquisition process.

• Tasked with ensuring that each

Federal agency and their prime

vendors comply with federal laws,

regulations, and policies

• www.osdbu.gov

Federal Procurement Data System

• Spending patterns of the

Federal government

• Federal Procurement Report • Data can be used for

geographical analysis, market

analysis, and analysis of the

impact of the congressional and

presidential initiatives in socio -

economic areas such as small

business.

Other Tips

• Consider being a GSA Schedule

Holder

• SAM.gov (System for Award

Management)

• Any additional socio-economic

classification beyond Small

Business is a plus.

Planning Your Strategy

Create a plan!• Implement the plan

• Coordinate efforts

• Track progress

• Focus energies on the highest

priority activities

• Select staff members to involve

• 3-6 month timeline – then RE-

EVALUATE

• Revise the plan

• Implement the revised plan

• On and on…

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1INTRODUCTION

8(A) & WOSB ESSENTIALS

PLANNING & RESEARCH

HOW AGENCIES PROCURE

Know Your Customer

How do Agencies Procure?

• OSDBU Procurement

Conference

• Websites• FedBizOpps

• Agency websites

• Entrepreneurial sites

• Talk to Officers• Small Business Utilization Officers

• Agency Procurement Officers

Trade Organizations

Join organizations that go to

Washington DC• Women Impacting Public Policy

• Industry Associations

• WCOE

• AIA

• Chambers of Commerce

• Local, National, Ethnic

• SBA offices and resources

• Local agency offices

More “Three’s”

• Show up, show up, show up

• Be flexible, realistic, positive

• Make your plan measurable,

accountable, focused

• Create a support system – staff,

mentor, other WBE’s

Don’t

• Feel entitled

• Whine or complain

• Become impatient

• Lose focus – it’s a long process!

Not right for every business,

But it’s how I built my business.

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Questions? Contact WIPP StaffProgram & Education Coordinator: Lin Stuart▪ LStuart@wipp.org ▪ (415) 434-4314

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