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Copyright 2015, Fairfield Technologies Inc.www.fairfieldtech.comKXE]RQHFRXQFLO RUJOctober 30, 2015National HUBZone ConferenceOctober 30, 2015Advanced HUBZone Best PracticesRoundtable 8% RQH Ɣ (':26%&00, /HYHO Ɣ 8% RQHStreet LegalIndustriesFairfieldTechnologies Inc.2FWREHU 1 7,21 / 8% 21( &21)(5(1&(1 7,21 / 8% 21( &21)(5(1&(2FWREHU Goals of The Advanced HUBZoneBest Practices Roundtable %ULQJ LQ H[SHUWV :LWK SUDFWLFDO LGHDV 7KDW FDQ EH TXLFNO\ DGRSWHG E\ RXU VHVVLRQ DWWHQGHHV 7R JHW DQ LPPHGLDWH ) SHUIRUPDQFH LPSDFW FURVV \RXU HQWLUH EXVLQHVV OLIH F\FOH VWUDWHJ\ VDOHV DQG RSHUDWLRQDO GHOLYHU\ KXE]RQHFRXQFLO RUJOctober 30, 2015Copyright 2015, Fairfield Technologies Inc.www.fairfieldtech.com2
1 7,21 / 8% 21( &21)(5(1&(2FWREHU Panelists/Topics Ken Fried (Fairfield Technologies) and Pat Bisese(Street Legal Industries) – Myths, Truths, and HUBZonebest practices Guy Timberlake (American Small Business Coalition[ASBC]) – Six Essentials for Finding and WinningSimplified Acquisitions Shaanon Lindauer (Federal Proposal Experts) –Managing Your Federal Sales Pipeline Rowland Bradley (VisibleThread) – Automation Tools inCapture/Business Development, Proposal DevelopmentKXE]RQHFRXQFLO RUJCopyright 2015, Fairfield Technologies Inc.www.fairfieldtech.comOctober 30, 20151 7,21 / 8% 21( &21)(5(1&(32FWREHU Roundtable Format Presentation, discussion, and Q&A Designed to be very interactive; questionsduring/between/after presentations Hard stop at 11:50, for informal networkingwith panelists (and so we are not late to theAwards luncheon)KXE]RQHFRXQFLO RUJOctober 30, 2015Copyright 2015, Fairfield Technologies Inc.www.fairfieldtech.com4
1 7,21 / 8% 21( &21)(5(1&(2FWREHU FairfieldTechnologies Inc.Street LegalIndustries&00, /HYHO Ɣ 8% RQH 8% RQH Ɣ (':26% HUBZone Myths, Truths,and Best PracticesNational HUBZone ConferenceOctober 30, 2015KXE]RQHFRXQFLO RUJCopyright 2015, Fairfield Technologies Inc.www.fairfieldtech.comOctober 30, 20151 7,21 / 8% 21( &21)(5(1&(2FWREHU HUBZone Myths, Truths,and Best Practices 8% RQH 3URJUDP 0\WKV DQG 7UXWKV 6DPSOH 8% RQH &RPSOLDQFH 5HSRUW 0DLQWDLQLQJ &RPSOLDQFH &RPSOLDQFH 6WUDWHJLHV 3URYLQJ &RPSOLDQFH %XLOGLQJ &RPSOLDQFH ,QWR RXU 3URSRVDOV 0RUH %HVW 3UDFWLFHV DQG QRW MXVW IRU V 7KLQN ³:LQ :LQ RU 1R 'HDO 5(6( 5& ,I :H &DQ¶W :LQ :LWK 6L]H :H¶OO DYH WR :LQ :LWK %UDLQV KXE]RQHFRXQFLO RUJOctober 30, 2015Copyright 2015, Fairfield Technologies Inc.www.fairfieldtech.com2
1 7,21 / 8% 21( &21)(5(1&(2FWREHU Street Legal BackgroundTN Corporation, Continuous Operation since 1994Corporate Office: Oak Ridge, TNDUNS Number: 127614316ED Woman-Owned BusinessSBA HUBZone Certified (2000)Size Std: Small 7 MilKey Management Personnel on Staff: Accounting,Certified Business/Project Managers; HR & FacilitySecurity OfficerCAGE Code: 1QEL4 – Participant in NGA SmallBusiness Clearance ProgramExperience Modification Rate 0.84Bonding Capacity 3MNQA-1 (DOE approved) & ISO 9001compliant Quality Assurance ProgramEnvironmental, Safety & Health Program(DOE approved 10 CFR 851)Primary NAICS Code: 561210 – Facilities Support ServicesSecondary NAICS Code:Infrastructure: 13,000 sq. ft. corporate office; employeebenefited; Statutory & Corporate Insurances; Bonding;DCAA Audited; Est. Lender Line of CreditC O R P O R A T E2014 TN HUBZoneKXE]RQHFRXQFLO RUJof theYear October 30,2015541330 – Engineering Services541620 – Environmental Consulting Services561110 – Office Administrative Services611430 – Professional and Management Development Training238910 – Site Preparation Contractors (Demolition)562111 – Solid Waste Collection562910 – Remediation ServicesA W A R D S35th best company in the Nation to2009 Received HistoricCopyright2015, Fairfield TechnologiesInc.work forby the employees PreservationAward www.fairfieldtech.com1 7,21 / 8% 21( &21)(5(1&(Current Street LegalClient Base366th in Nation’s top500 growing firms 32.15 - Street Legal Capabilities2FWREHU Prime ContractsSubcontracts, Partnerships and Joint VenturesKXE]RQHFRXQFLO RUJOctober 30, 2015Copyright 2015, Fairfield Technologies Inc.www.fairfieldtech.com4
1 7,21 / 8% 21( &21)(5(1&(2FWREHU Fairfield in One Slide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ı (90 30%2. &,663 WHFKQLFDO FHUWLILFDWLRQV EHWWHU UHVXOWV GHOLYHUHG IDVWHU FKHDSHU ZHVRPH SHRSOH UHWHQWLRQ UDWH 5HVSRQVLYH KLJK SHUIRUPDQFH UHFUXLWLQJ RQJRLQJ FOLHQW VDWLVIDFWLRQ KXE]RQHFRXQFLO RUJCopyright 2015, Fairfield Technologies Inc.www.fairfieldtech.comOctober 30, 20151 7,21 / 8% 21( &21)(5(1&(52FWREHU FTI Corporate Certifications and Awards&HUWLILFDWLRQV DQG ZDUGV 'HVFULSWLRQ 5HFHUWLILHG DW &00, /HYHO 'HY 6% FHUWLILHG 8% RQH ILUP ZLWK D :RPDQ 2ZQHG VPDOO EXVLQHVV DIILOLDWH 6') 3URIHVVLRQDO 6HUYLFHV 6: 0 6PDOO %XVLQHVV FHUWLILHG 'HSDUWPHQW RI 0LQRULW\ %XVLQHVV (QWHUSULVH &RPPRQZHDOWK RI 9LUJLQLD ,1& /LVW RI )DVWHVW *URZLQJ &RPSDQLHV ZDUGHG IRU ³RXWVWDQGLQJ ZRUN LQ VXSSRUW RI WKH ' 6 ' 6 6PDOO PLVVLRQ 3URMHFW PDQDJHPHQW DQG LQIRUPDWLRQ WHFKQRORJ\ %XVLQHVV FKLHYHPHQW ZDUG VXSSRUW IRU 'HSDUWPHQW RI RPHODQG 6HFXULW\ SUHVHQW@ KXE]RQHFRXQFLO RUJOctober 30, 2015Copyright 2015, Fairfield Technologies Inc.www.fairfieldtech.com6
1 7,21 / 8% 21( &21)(5(1&(2FWREHU HUBZone Program Myths and TruthsThe HUBZone program is full of myths related to execution These seemingly harmless myths maybe propagated by Contracting Officers, Consultants, and our competitorsMyths: Owners must reside in a HUBZone Consultants are employees The employees working on a HUBZone set-aside contractmust reside in a HUBZone Compliance is based on the payroll, not the month.Truths: Affiliated companies may be considered during an audit 35% of your employees must reside in any HUBZone An employee’s status is based on 40 hours per month The company primary office must reside in a HUBZone Upon award of a HUBZone set aside contract, the companymust be in compliance at time of bid and award.KXE]RQHFRXQFLO RUJOctober 30, 2015Copyright 2015, Fairfield Technologies Inc.www.fairfieldtech.com1 7,21 / 8% 21( &21)(5(1&(72FWREHU Sample HUBZone Compliance ReportKXE]RQHFRXQFLO RUJOctober 30, 2015Copyright 2015, Fairfield Technologies Inc.www.fairfieldtech.com8
1 7,21 / 8% 21( &21)(5(1&(2FWREHU Maintaining ComplianceIf your employees are not inherently HUBZone, then build a sidepractice to bring your numbers up above 35%. For example: Construction Kitting Grounds keepingIf you must, put folks on Overhead at not less than 40 hours permonth. For example: Front desk Filing Technical WritingIf you must, fund a HUBZone training/outreach program: InternshipKXE]RQHFRXQFLO RUJCopyright 2015, Fairfield Technologies Inc.www.fairfieldtech.comOctober 30, 20151 7,21 / 8% 21( &21)(5(1&(92FWREHU Compliance StrategiesFor example, locate your company in an opportunity-rich HUBZone area: Four TN Countiesare entirelydesignated asHUBZone Pickett CountyScott CountyFentress CountyMorgan County Every County hasnon metropolitanarea & census tracksdesignated asHUBZoneKXE]RQHFRXQFLO RUJOctober 30, 2015Copyright 2015, Fairfield Technologies Inc.www.fairfieldtech.com10
1 7,21 / 8% 21( &21)(5(1&(2FWREHU Proving Compliance1. The burden is on you! Your documentation must beindisputable and verifiable evidence.2. Check the SBA web page for rule and procedural changesquarterly3. Check the HUBZone maps for changes monthly4. Have a HUBZone compliance employee file that is separatefrom your employee file.5. Create and file a hard copy of your monthly compliancereports with back up documentation6. At the time you bid a HUBZone set aside, create a report. Atthe time of award of a HUBZone set aside contract, create areport.7. Be prepared for random and unannounced audits.KXE]RQHFRXQFLO RUJOctober 30, 2015Copyright 2015, Fairfield Technologies Inc.www.fairfieldtech.com1 7,21 / 8% 21( &21)(5(1&(112FWREHU Building Compliance Into Your Proposals Team with other HUBZone firms Put in your teaming agreements andsubsequently subcontracts that you have right offirst refusal on all HUBZone employees If the job is labor intensive, add approximately 250 per month for every employee’s Bill out rateas an OH cost. This represents the cost to hireHUBZone employees on OH. As an example for annual cost: (200 new hires, minus30% to Sub) / 3* 500*40 hrs*12 monthsKXE]RQHFRXQFLO RUJOctober 30, 2015Copyright 2015, Fairfield Technologies Inc.www.fairfieldtech.com12
1 7,21 / 8% 21( &21)(5(1&(2FWREHU More Best Practices (not just for HZs):Think “Win-Win or No Deal” Actually Win-Win-Win Your customer, your teammates or business partner(s), your owncompany Everybody (including you) should be getting something fromthe opportunity (i.e. Don’t offer up your HUBZone certification fornothing). If anyone is being left out, the deal won’t work in the end “No Deal” doesn’t mean failure, just that either the time orthe deal isn’t right yet “No Deal” Is Not Your Worst Outcome - A bad businessarrangement is worse for everyone than none at allKXE]RQHFRXQFLO RUJOctober 30, 2015Copyright 2015, Fairfield Technologies Inc.www.fairfieldtech.com1 7,21 / 8% 21( &21)(5(1&(132FWREHU Foundation for Win-Win? RESEARCH!!! Know Your End Customer – Agency strategic plans, forecasts, priorsolicitations/award intel, FAR, DFAR, FAR Supplements, USASpending.gov,FPDS-NG, outreach meetings, personal knowledge help you understandthe customer’s key goals and how you can help them meet those goals Research Potential Teammates/Partners in Depth - Websites, salesliterature, SEC/3rd party filings, trade press, your contacts, LinkedIn,PTACs, SBDCs, Chambers of Commerce, etc.; understand strategies, whatall parties are looking to gain, their track records, best potential matchesfor you (you may have a preference, but should have 1 viable choice) Know Benefits for Your Teammates/Partner(s) – Access to yourproprietary technologies or unique customer relationships, ability topursue Small Business or socioeconomic setasides, procurementpreference points for agencies or specific acquisitions, increased awardfees, lower blended solution cost, corporate “good citizenship” benefitsKXE]RQHFRXQFLO RUJOctober 30, 2015Copyright 2015, Fairfield Technologies Inc.www.fairfieldtech.com14
1 7,21 / 8% 21( &21)(5(1&( 2FWREHU If We Can’t Win With Size,We’ll Have to Win With BrainsUse the many free/low-cost/best value tools,processes and resources available to youFocus some sales efforts on easier-to-win “lowhanging fruit” (Guy Timberlake, ASBC)Manage your pipeline “by the numbers”(Shaanon Lindauer, Federal Proposal Experts)Use automation to leverage your resourcesthroughout the business development andsales lifecycle (Rowland Bradley, VisibleThread)KXE]RQHFRXQFLO RUJCopyright 2015, Fairfield Technologies Inc.www.fairfieldtech.comOctober 30, 20151 7,21 / 8% 21( &21)(5(1&(152FWREHU Contact Information #1&RQWDFW 0U 3DW %LVHVH 93 2SHUDWLRQV 3KRQH (PDLO GGUHVV SDW#VOLQG QHW -HIIHUVRQ &RXUW 2DN 5LGJH 71 :HEVLWH KWWS ZZZ VOLQG FRP KXE]RQHFRXQFLO RUJOctober 30, 2015Copyright 2015, Fairfield Technologies Inc.www.fairfieldtech.com16
1 7,21 / 8% 21( &21)(5(1&(2FWREHU Contact Information #2&RQWDFW 3KRQH (PDLO GGUHVV 0U .HQQHWK )ULHG 303 &(2 3UHVLGHQW [ NIULHG#IDLUILHOGWHFK FRP :LOOLDP 6WUHHW 6XLWH ' )UHGHULFNVEXUJ 9LUJLQLD :HEVLWH KWWS ZZZ IDLUILHOGWHFK FRP gies @FairfieldTech KXE]RQHFRXQFLO RUJOctober 30, 2015Copyright 2015, Fairfield Technologies Inc.www.fairfieldtech.com1 7,21 / 8% 21( &21)(5(1&(172FWREHU MANAGINGYOUR FEDERAL SALES PIPELINE (h ) r PwinOpportunityMeasure P-WinSmart BiddingThe contents of this presentation areproprietary to The Federal Proposal Experts.KXE]RQHFRXQFLO RUJRedistributionis by permission only.The Federal Proposal Expertswww.fedproposalexperts.comAchieve Strategic Goals!
1 7,21 / 8% 21( &21)(5(1&(2FWREHU )LQGLQJ RSSRUWXQLWLHV LV QRW WKH FKDOOHQJHOpportunity Sources (Sample)FedBizOpsGSA EBuyNECO OnlineSeaPort eArmy AFSIFedConnectAgency OpportunityAnnouncementsForecasting pages forevery agencyAlso good sources Your employees working onsite with customers Teaming partners RFP aggregators (GovWin, EZGovOpp, etc.) Business Development effortsKXE]RQHFRXQFLO RUJThe Federal Proposal Expertswww.fedproposalexperts.com1 7,21 / 8% 21( &21)(5(1&(2FWREHU 7KH FKDOOHQJH LV ILQGLQJ RSSRUWXQLWLHV WKDW UH ZRUWK \RXU WLPH DQG UHVRXUFHV D KLJK SUREDELOLW\ RI ZLQKXE]RQHFRXQFLO RUJThe Federal Proposal Expertswww.fedproposalexperts.com FWXDOO\ ILW LQWR \RXU VWUDWHJLF URDGPDS\RX KDYH RQH ULJKW"
1 7,21 / 8% 21( &21)(5(1&(2FWREHU 3LSHOLQH SSURDFK 7KURZ VSDJKHWWL DJDLQVW WKH ZDOO DQG VHH LI DQ\ RI LW VWLFNV 3LSHOLQH SSURDFK Establish growth targets that align with yourStrategic Plan Find opportunities and assess Attractiveness of Bid Track and monitor pipeline health Perform Capture to increase the Pwin Keep pipeline full of Best Fit opportunities thatreach out at least 2 yearsKXE]RQHFRXQFLO RUJThe Federal Proposal Expertswww.fedproposalexperts.com1 7,21 / 8% 21( &21)(5(1&(2FWREHU 'HWHUPLQLQJ WKH DWWUDFWLYHQHVV RI ELGo Bid Scoring Worksheet based on your company’sStrategic Goalso Calculating Win Probability of an opportunityo Performing revenue forecasting by tracking yourcompany’s Sales Pipeline valueKXE]RQHFRXQFLO RUJThe Federal Proposal Expertswww.fedproposalexperts.com
1 7,21 / 8% 21( &21)(5(1&(2FWREHU Baseline your Pwin percentage threshold using a few contract wins and a fewbig losers to get the upper and lower range 100% is a Sole Source contract 75% is a recompete of your existing contracts (usually) 50% is an opportunity with all the bid baselines in place prior to RFP 25% is an opportunity with some capture completed 10% is the minimum score to enter the pipeline trackingKXE]RQHFRXQFLO RUJThe Federal Proposal Expertswww.fedproposalexperts.com1 7,21 / 8% 21( &21)(5(1&(2FWREHU KXE]RQHFRXQFLO RUJThe Federal Proposal Expertswww.fedproposalexperts.com
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1 7,21 / 8% 21( &21)(5(1&( RI WKH WRS 2FWREHU 86 *RY &RQWUDFWRUV XVH 9LVLEOH7KUHDG VDYHG RQ HYHU\ SURSRVDO DW D WRS 86 JRY GHIHQVH FRQWUDFWRU ³:LWKRXW 9LVLEOH7KUHDG LW ZRXOG KDYH WDNHQ XV KRXUV WR PDQXDOO\ DQDO\]H WKH UHDGDELOLW\ FRQVLVWHQF\ TXDOLW\ DQG FRPSOLDQFH RI WKH SURSRVDO GRFXPHQWV 1RZ LW¶V 7KH QHW VDYLQJV ZHUH KRXUV KXE]RQHFRXQFLO RUJ1 7,21 / 8% 21( &21)(5(1&(2FWREHU Six Essentials for Finding and Winning Simplified AcquisitionsShorter procurements, lower costs and a preference for small business makes these low-hanging fruit.KXE]RQHFRXQFLO RUJAll Rights Reserved. Copyright 2011-2015The American Small Business Coalition LLC
1 7,21 / 8% 21( &21)(5(1&(2FWREHU G Timberlake is an experienced veteran of federal contracting withGuynearly three decades of insights, instincts and relationships. He began hisnjjourney supporting the manufacture of critical communications and dataccollection systems during the first Gulf War and was elevated to manageccustomer-facing roles of responsibility for several small civilian, defenseaand intelligence contractors.IIn 2004, Guy co-founded The American Small Business Coalition with hiswife Margaret. As CEO and Chief Visionary Officer, he is focused on thewccontinual building of information and relationships to aide his membersaand clients in developing access to viable growth opportunities.BBecausethe ability to find and use ‘information’ is a key inhibitor tosuccess for many small federal contractors, Guy created the EthicalStalking for Government Contractors programs to facilitate real-timeand real-world education and training for individuals and companies todevelop and leverage competitive intelligence to support the opportunitylife cycle.Guy serves on the Board of Directors for American Freedom Foundation,AFCEA International and FedTechCares.KXE]RQHFRXQFLO RUJ#WKHDVEFJX\ JWLPEHUODNH#WKHDVEF RUJ1 7,21 / 8% 21( &21)(5(1&( [ 2FWREHU Understand SAP/SAT” What They Buy” the ‘Perks’” Who Buys (or Spends)” Spend and Awards” How to EngageKXE]RQHFRXQFLO RUJAll Rights Reserved. Seminar and Webinar 2013-2015The American Small Business Coalition LLC
1 7,21 / 8% 21( &21)(5(1&(2FWREHU KXE]RQHFRXQFLO RUJAll Rights Reserved. Seminar and Webinar 2013-2015The American Small Business Coalition LLC1 7,21 / 8% 21( &21)(5(1&(2FWREHU VLPSOLILHG DFTXLVLWLRQ LV GHVFULEHG LQ 3DUW RIWKH )HGHUDO FTXLVLWLRQ 5HJXODWLRQ ) 5 DV WKHDFTXLVLWLRQ RI VXSSOLHV DQG VHUYLFHV LQFOXGLQJFRQVWUXFWLRQ UHVHDUFK DQG GHYHORSPHQW DQGFRPPHUFLDO LWHPV QRW H[FHHGLQJ WKH VLPSOLILHGDFTXLVLWLRQ WKUHVKROG KXE]RQHFRXQFLO RUJAll Rights Reserved. Seminar and Webinar 2013-2015The American Small Business Coalition LLC
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1 7,21 / 8% 21( &21)(5(1&(2FWREHU ERXW 8VThe American Small Business Coalition was founded in 2004 toassist with the organizational growth of small and emerginggovernment contractors supporting the business and missionoperations of U.S. government agencies.KXE]RQHFRXQFLO RUJAll Rights Reserved. Copyright 2011-2015The American Small Business Coalition LLC1 7,21 / 8% 21( &21)(5(1&()RU PRUH LQIRUPDWLRQ FKHFN RXW µ(GXFDWLRQ DQG 7UDLQLQJ (YHQWV¶ RQ *RY&RQ&KDQQHO FRP DW KWWS JRYFRQFKDQQHO FRP FDWHJRU\ HGXFDWLRQ DQG WUDLQLQJ HYHQWV KXE]RQHFRXQFLO RUJ2FWREHU
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4. Have a HUBZone compliance employee file that is separate from your employee file. 5. Create and file a hard copy of your monthly compliance reports with back up documentation 6. At the time you bid a HUBZone set aside, create a report. At the time of award of a HUBZone set aside contract, create a report. 7.
