WEBVTT 1 00:00:02.000 --> 00:00:06.844 >> Good afternoon, I'm with CDP's office 2 00:00:06.844 --> 00:00:08.917 of trade relations. 3 00:00:08.919 --> 00:00:12.015 Today's Webinar is how to do business with 4 00:00:12.015 --> 00:00:14.714 DHS, a road map for small businesses. 5 00:00:14.720 --> 00:00:17.472 Please be mindful that you will be on mute 6 00:00:17.472 --> 00:00:19.472 during the presentation, therefore, we 7 00:00:19.472 --> 00:00:21.613 therefore we ask that you submit any 8 00:00:21.613 --> 00:00:23.613 questions you have in the chat feature. 9 00:00:23.613 --> 00:00:29.131 Now, I would like to pass it over to small 10 00:00:29.453 --> 00:00:31.917 business specialists, Demetrius Smith. 11 00:00:31.921 --> 00:00:34.099 >> Thank you, Chrissy. 12 00:00:34.100 --> 00:00:36.258 Hello, everyone! 13 00:00:36.259 --> 00:00:40.059 I'm from the IPOP office here in customs 14 00:00:40.059 --> 00:00:43.384 and border protection along with myself, I 15 00:00:43.385 --> 00:00:45.760 have on the line, Ms. 16 00:00:45.760 --> 00:00:49.711 Evett and I'm not sure if Mr. David jumped 17 00:00:49.712 --> 00:00:53.663 on or not but David is also a small 18 00:00:53.664 --> 00:00:55.859 business specialist within our office. 19 00:00:55.859 --> 00:01:00.458 Today, I want to share with you guys a 20 00:01:00.462 --> 00:01:04.550 road map with how to do business with 21 00:01:04.553 --> 00:01:06.597 custom and border protection. 22 00:01:06.599 --> 00:01:10.106 It's not just custom and border protection 23 00:01:10.108 --> 00:01:13.615 because the process is pretty much the 24 00:01:13.618 --> 00:01:17.626 same for all nine DHS components so it's 25 00:01:17.628 --> 00:01:21.636 more like how to do business with DHS. 26 00:01:21.639 --> 00:01:24.384 One of the things that if you're a small 27 00:01:24.384 --> 00:01:26.384 business or a large business, doesn't 28 00:01:26.384 --> 00:01:28.384 matter. 29 00:01:28.384 --> 00:01:30.904 If you want to do business with the 30 00:01:30.904 --> 00:01:32.904 government, you have to get yourself 31 00:01:32.904 --> 00:01:34.904 registered in Sam. 32 00:01:34.904 --> 00:01:36.904 gov. 33 00:01:36.904 --> 00:01:38.904 I'm sure these slides will be shared with 34 00:01:38.904 --> 00:01:40.904 you so these links will be active to show 35 00:01:40.904 --> 00:01:42.904 you the Sam. 36 00:01:42.904 --> 00:01:44.904 gov site. 37 00:01:44.904 --> 00:01:46.980 As a small business, you need to make sure 38 00:01:46.984 --> 00:01:51.376 that your profile that you create in Sam. 39 00:01:51.379 --> 00:01:55.544 gov is reflected properly in SBA's small 40 00:01:55.544 --> 00:01:57.915 business dynamic search tool. 41 00:01:57.921 --> 00:02:01.699 The SBA small business search tool is 42 00:02:01.699 --> 00:02:05.479 pretty useful, not just for figuring how 43 00:02:05.480 --> 00:02:09.800 things work for you as a small business 44 00:02:09.800 --> 00:02:13.038 but for some of your competitors. 45 00:02:13.039 --> 00:02:16.007 You can look, search for other small 46 00:02:16.007 --> 00:02:18.007 businesses meeting your needs. 47 00:02:18.007 --> 00:02:20.752 You can look by congressional district. 48 00:02:20.759 --> 00:02:25.547 Go by states, area code, metros, SBA 49 00:02:25.549 --> 00:02:28.285 servicing office, zip codes. 50 00:02:28.286 --> 00:02:32.498 Say you want to team with the 8A company, 51 00:02:32.498 --> 00:02:36.242 you can look up 8A, 8A joint venture, 52 00:02:36.243 --> 00:02:38.583 HubZone certifications, women own small 53 00:02:38.583 --> 00:02:41.859 business, and pretty much you name it. 54 00:02:41.859 --> 00:02:45.261 You can find it but one of the most 55 00:02:45.261 --> 00:02:48.285 important things is to make sure that your 56 00:02:48.285 --> 00:02:50.285 information is correct. 57 00:02:50.285 --> 00:02:54.990 So when you go to this website, and you 58 00:02:54.992 --> 00:02:59.325 punch in your information, you want to 59 00:02:59.327 --> 00:03:03.660 make sure you have a capability statement 60 00:03:03.661 --> 00:03:08.613 that stands out that shows what you have, 61 00:03:08.615 --> 00:03:13.567 so keywords to be used when the government 62 00:03:13.569 --> 00:03:17.283 agencies are searching for your company 63 00:03:17.284 --> 00:03:20.379 things of that nature there. 64 00:03:20.380 --> 00:03:22.380 Sam. 65 00:03:22.380 --> 00:03:25.411 gov if you want to do business with the 66 00:03:25.413 --> 00:03:28.221 government and the SBA small business 67 00:03:28.223 --> 00:03:32.435 search tool is the place you can go to 68 00:03:32.437 --> 00:03:35.713 make sure your information is correct but 69 00:03:35.715 --> 00:03:39.927 it's a place where you can also find some 70 00:03:39.929 --> 00:03:42.737 of your competitors or future partners. 71 00:03:42.739 --> 00:03:49.587 DHS uses a program called the APFS Cloud 72 00:03:49.589 --> 00:03:54.725 to put all forecasted procurements above 73 00:03:54.726 --> 00:03:56.726 250,000 dollars. 74 00:03:56.726 --> 00:04:02.099 So that means you get all of the listings 75 00:04:02.100 --> 00:04:05.874 for customs and border protection, DHS 76 00:04:05.874 --> 00:04:09.017 headquarters, FEMA, which is federal 77 00:04:09.019 --> 00:04:12.162 emergency management agency, FLETC federal 78 00:04:12.163 --> 00:04:15.307 law enforcement training center, ICE 79 00:04:15.308 --> 00:04:17.824 immigration customs enforcement agency, 80 00:04:17.824 --> 00:04:19.824 TSA, transportation security 81 00:04:19.824 --> 00:04:24.110 administration, the USCG which is the U.S. 82 00:04:24.112 --> 00:04:27.886 Coast Guard USCIS U.S. citizen and 83 00:04:27.887 --> 00:04:31.661 immigration services and USSS, U.S. secret 84 00:04:31.661 --> 00:04:35.433 service so all of the procurements 85 00:04:35.434 --> 00:04:38.577 upcoming will be listed there. 86 00:04:38.579 --> 00:04:41.803 They are supposed to be loaded in starting 87 00:04:41.803 --> 00:04:44.615 August of the previous fiscal year which 88 00:04:44.619 --> 00:04:47.437 is due to funding constraints and things, 89 00:04:47.438 --> 00:04:49.854 budgets being passed by Congress, it's 90 00:04:49.856 --> 00:04:52.672 usually never the case but most agencies, 91 00:04:52.673 --> 00:04:56.701 as soon as they have an idea of how the 92 00:04:56.703 --> 00:04:59.518 funding will break down, they will start 93 00:04:59.518 --> 00:05:01.930 loading up all of the opportunities. 94 00:05:01.933 --> 00:05:04.753 That's why you may see some opportunities 95 00:05:04.755 --> 00:05:08.375 in APFS now that may show you that it's 96 00:05:08.376 --> 00:05:11.600 expected to be awarded in a second quarter 97 00:05:11.600 --> 00:05:14.412 but because we're not operating with a 98 00:05:14.416 --> 00:05:17.636 budget, that will move over to the third 99 00:05:17.637 --> 00:05:20.457 quarter or even the fourth quarter and 100 00:05:20.458 --> 00:05:23.276 sometimes the first quarter of the next 101 00:05:23.276 --> 00:05:25.276 fiscal year. 102 00:05:25.276 --> 00:05:28.915 Now, APFS, I worked at a few government 103 00:05:28.921 --> 00:05:31.340 agencies as a contracting 104 00:05:31.342 --> 00:05:34.367 specialist/contract officer and this is 105 00:05:34.368 --> 00:05:37.998 probably the best forecasting system in 106 00:05:37.998 --> 00:05:40.418 all of the government. 107 00:05:40.419 --> 00:05:42.921 I'm not just saying it because I work here 108 00:05:42.921 --> 00:05:44.921 now. 109 00:05:44.921 --> 00:05:47.399 When you go to the website, you can 110 00:05:47.403 --> 00:05:49.403 subscribe to notifications. 111 00:05:49.403 --> 00:05:51.403 You get yourself registered. 112 00:05:51.403 --> 00:05:54.637 You can have them send you weekly 113 00:05:54.637 --> 00:05:58.512 notifications or when things pop up, based 114 00:05:58.514 --> 00:06:02.391 on your NAICS code or small business 115 00:06:02.391 --> 00:06:04.391 program status. 116 00:06:04.391 --> 00:06:08.555 But when you jump in the forecast itself, 117 00:06:08.556 --> 00:06:13.612 you will see all of the current items 118 00:06:13.613 --> 00:06:19.301 listed right now and if we go to the 119 00:06:19.302 --> 00:06:23.094 bottom, right now there's 809 industries 120 00:06:23.094 --> 00:06:26.254 across all nine DHS organizations. 121 00:06:26.255 --> 00:06:29.513 You can break down your search and make it 122 00:06:29.513 --> 00:06:31.513 easy for you. 123 00:06:31.513 --> 00:06:34.186 If you see, you can see a thing called 124 00:06:34.186 --> 00:06:36.186 APFS number. 125 00:06:36.186 --> 00:06:38.420 Each acquisition is assigned one of those 126 00:06:38.420 --> 00:06:40.420 by the organization. 127 00:06:40.420 --> 00:06:42.420 If you know that, you can search by that. 128 00:06:42.420 --> 00:06:44.691 If you know which agency, you can search 129 00:06:44.692 --> 00:06:46.692 by that. 130 00:06:46.692 --> 00:06:49.564 If you know NAICS code you're working for 131 00:06:49.564 --> 00:06:54.444 work in, you can pull it up in search and 132 00:06:54.444 --> 00:06:57.857 that's probably the easiest way to search. 133 00:06:57.859 --> 00:07:01.786 You can search based on small business 134 00:07:01.786 --> 00:07:06.270 program like an 8(a) set aside or an 135 00:07:06.271 --> 00:07:10.196 Ability one or HubZone or service disabled 136 00:07:10.197 --> 00:07:12.441 veteran own small business. 137 00:07:12.441 --> 00:07:19.009 So all the way down to women owned small 138 00:07:19.009 --> 00:07:21.009 business. 139 00:07:21.009 --> 00:07:24.313 You can also search based on contract 140 00:07:24.314 --> 00:07:28.889 vehicles such as 8(a) STARS, STARS 3, 141 00:07:28.890 --> 00:07:34.771 Allient II or maybe it's an A and E 142 00:07:34.773 --> 00:07:36.773 service II. 143 00:07:36.774 --> 00:07:41.316 I will get back to you on that one. 144 00:07:41.319 --> 00:07:44.273 But we do have basic ordering agreements, 145 00:07:44.274 --> 00:07:46.274 blanket purchase agreements. 146 00:07:46.274 --> 00:07:51.293 We have some BPA set up based on FAR 8 and 147 00:07:51.293 --> 00:07:55.467 FAR part 13 requirements and then the BPA 148 00:07:55.472 --> 00:07:59.652 calls against the part 8 and 13 multiple 149 00:07:59.654 --> 00:08:01.654 award BPAs. 150 00:08:01.654 --> 00:08:03.984 We have broad agency announcements, 151 00:08:03.985 --> 00:08:06.612 building and maintenance, defintive 152 00:08:06.613 --> 00:08:09.241 contracts, sign billed construction 153 00:08:09.242 --> 00:08:13.841 services, DWAC, here's a first source II 154 00:08:13.842 --> 00:08:19.098 and GSA schedules and GWACs. There's a ton 155 00:08:19.099 --> 00:08:22.384 of different contracting vehicles out 156 00:08:22.385 --> 00:08:27.641 there that you can search by but mostly, 157 00:08:27.642 --> 00:08:31.584 when you're dealing with DHS organizations 158 00:08:31.585 --> 00:08:36.841 or agencies, most of the time it's an 159 00:08:36.842 --> 00:08:40.127 agency wide department wide acquisition 160 00:08:40.128 --> 00:08:44.727 contract, excuse me, or a government wide 161 00:08:44.728 --> 00:08:49.984 contract vehicle that a lot of orders are 162 00:08:49.985 --> 00:08:51.985 placed against. 163 00:08:51.985 --> 00:08:54.633 You can also search if something is a 164 00:08:54.633 --> 00:08:56.633 follow on contract or a new requirement. 165 00:08:56.633 --> 00:08:58.807 Even if something is no longer needed and 166 00:08:59.170 --> 00:09:02.433 I will explain to you later, why it may 167 00:09:02.433 --> 00:09:04.972 actually be something you still have an 168 00:09:04.974 --> 00:09:06.974 interest in. 169 00:09:06.974 --> 00:09:10.065 You can look at the search based on place 170 00:09:10.065 --> 00:09:12.065 of performance, and that's based on the 171 00:09:12.065 --> 00:09:14.293 city, based on the state, and I don't know 172 00:09:14.293 --> 00:09:16.700 why they have it in that order. 173 00:09:16.701 --> 00:09:18.701 You would think the state is first, but 174 00:09:18.701 --> 00:09:20.699 okay. 175 00:09:20.699 --> 00:09:23.391 You can search on dollar range, and date 176 00:09:23.391 --> 00:09:26.911 something was published in the forecast. 177 00:09:26.920 --> 00:09:34.120 What I want to do now is, I'm just going 178 00:09:34.120 --> 00:09:39.879 to take like the first listing here and 179 00:09:39.879 --> 00:09:43.478 search on that NAICS code. 180 00:09:43.479 --> 00:09:45.479 I had it up there. 181 00:09:45.479 --> 00:09:48.212 I had it saved earlier but I don't know 182 00:09:48.216 --> 00:09:50.216 what happened. 183 00:09:50.216 --> 00:09:54.986 So there's 88 requirements throughout DHS. 184 00:09:54.986 --> 00:09:58.865 And the easiest way to do it, this can 185 00:09:58.865 --> 00:10:01.017 show you the 88 requirements. 186 00:10:01.019 --> 00:10:07.249 But the easiest way to do it, if you have 187 00:10:07.253 --> 00:10:11.614 people in different offices or you just 188 00:10:11.616 --> 00:10:17.223 want to send it to other people in your 189 00:10:17.226 --> 00:10:20.964 office, generate an excel spreadsheet with 190 00:10:20.966 --> 00:10:25.950 one of the buttons up top sometimes it 191 00:10:25.953 --> 00:10:27.953 will open. 192 00:10:27.953 --> 00:10:32.698 There we go. 193 00:10:32.699 --> 00:10:37.651 So here we are with those 88 requirements 194 00:10:37.651 --> 00:10:42.603 based off of that NAICS code of 541330 195 00:10:42.603 --> 00:10:45.079 which is engineering services. 196 00:10:45.079 --> 00:10:48.703 I'm going to talk to you without the 197 00:10:48.703 --> 00:10:52.327 slides but what I'm covering is covered in 198 00:10:52.327 --> 00:10:54.327 the next few slides. 199 00:10:54.327 --> 00:10:56.327 So here you go. 200 00:10:56.327 --> 00:10:59.875 You get the APFS number in column A. 201 00:10:59.875 --> 00:11:03.271 Column B you will always find the NAICS 202 00:11:03.272 --> 00:11:05.270 code. 203 00:11:05.270 --> 00:11:08.141 Column C gives us the component so you can 204 00:11:08.241 --> 00:11:12.187 see the first one is customs and border 205 00:11:12.188 --> 00:11:16.136 protection, and you can see a bunch of 206 00:11:16.138 --> 00:11:20.090 coast guards and you can see the SILC 207 00:11:20.092 --> 00:11:22.092 construction. 208 00:11:22.092 --> 00:11:25.836 That part will come in to play later on 209 00:11:25.836 --> 00:11:29.337 when I talk about organizational small 210 00:11:29.339 --> 00:11:31.339 business specialists. 211 00:11:31.339 --> 00:11:34.346 Because the cost guard unlike most of the 212 00:11:34.346 --> 00:11:37.218 DHS agencies, they have more contracts, 213 00:11:37.221 --> 00:11:39.618 more small business specialists than 214 00:11:39.620 --> 00:11:41.620 anyone else. 215 00:11:41.620 --> 00:11:48.486 They are 20 plus so you can see a bunch of 216 00:11:48.486 --> 00:11:50.633 Coast Guard requirements. 217 00:11:50.640 --> 00:11:55.610 So you can see the slash for CISA and I 218 00:11:55.610 --> 00:12:00.079 can explain to you why that is unique as 219 00:12:00.081 --> 00:12:02.080 well. 220 00:12:02.080 --> 00:12:05.385 So that's the component. 221 00:12:05.387 --> 00:12:09.253 This is pretty much by Coast Guard and DHS 222 00:12:09.257 --> 00:12:12.267 headquarters for the most part but know, 223 00:12:12.272 --> 00:12:16.142 it's Coast Guard all of the way with the 224 00:12:16.145 --> 00:12:19.155 number of requirements loaded up under the 225 00:12:19.158 --> 00:12:21.158 NAICS code. 226 00:12:21.158 --> 00:12:24.055 So column D, you get the title of the 227 00:12:24.055 --> 00:12:26.055 project. 228 00:12:26.055 --> 00:12:28.055 So reaction and prototyping engineering is 229 00:12:28.055 --> 00:12:33.077 the CBP requirement and then you look at 230 00:12:33.497 --> 00:12:37.160 Coast Guard aviation training center, 231 00:12:37.161 --> 00:12:39.360 mobile integrated what? 232 00:12:39.361 --> 00:12:42.597 Maintenance. That's even more. 233 00:12:42.599 --> 00:12:48.521 Operations and yes, you can get picture. 234 00:12:48.521 --> 00:12:52.174 Then column E, you get the description of 235 00:12:52.177 --> 00:12:55.832 what the actual service is that they need 236 00:12:55.837 --> 00:12:57.837 done. 237 00:12:57.837 --> 00:13:02.684 So if we just stick with the top, this 238 00:13:02.684 --> 00:13:06.931 contract will serve to continue the 239 00:13:06.937 --> 00:13:10.484 technological upgrade required for customs 240 00:13:10.486 --> 00:13:15.456 and Border Protection, air and marine. So 241 00:13:15.457 --> 00:13:22.550 you get a good idea if this is in your 242 00:13:22.550 --> 00:13:26.801 company's scope of what we do. 243 00:13:26.809 --> 00:13:31.368 We can go further on with giving you the 244 00:13:31.368 --> 00:13:33.368 contract vehicle. 245 00:13:33.368 --> 00:13:36.171 So the first who are definitive contracts, 246 00:13:36.182 --> 00:13:41.612 so those will go out and the first one is 247 00:13:41.615 --> 00:13:45.416 a new requirement and the second is 248 00:13:45.418 --> 00:13:48.133 following on the existing requirement. 249 00:13:48.135 --> 00:13:53.589 So definitive contracts are contracts that 250 00:13:53.589 --> 00:13:59.945 are awarded in, start, date, end date, 251 00:13:59.948 --> 00:14:05.399 dollar amount to do the work. 252 00:14:05.400 --> 00:14:10.908 Second is the DWAC and then you have GSA 253 00:14:10.908 --> 00:14:12.908 schedule. 254 00:14:12.908 --> 00:14:17.292 IDIQ, task orders, delivery orders, so we 255 00:14:17.292 --> 00:14:23.880 will touch on some of those things later 256 00:14:23.883 --> 00:14:25.882 on. 257 00:14:25.882 --> 00:14:28.341 Column G, you get the dollar range. 258 00:14:28.341 --> 00:14:30.341 So the first one is 10 million to 20 259 00:14:30.341 --> 00:14:32.341 million. 260 00:14:32.341 --> 00:14:34.855 Remember, I said everything that is posted 261 00:14:34.855 --> 00:14:36.855 in APFS is everything over 250K. 262 00:14:36.855 --> 00:14:39.830 So when we drop down to the line number 263 00:14:40.613 --> 00:14:45.154 six, it starts the first item we have that 264 00:14:45.155 --> 00:14:47.155 is over 250,000. 265 00:14:47.155 --> 00:14:52.468 And you get a dollar range so you get a 266 00:14:52.470 --> 00:14:57.110 range, 250K to 500K, 10 million to 20 267 00:14:57.110 --> 00:15:02.330 million, and so on so that also helps if 268 00:15:02.330 --> 00:15:06.390 you're a small business to determine how 269 00:15:06.390 --> 00:15:09.290 much, especially if this engineering 270 00:15:09.290 --> 00:15:13.930 services tells you if you can afford to 271 00:15:13.930 --> 00:15:15.930 propose on this. 272 00:15:15.930 --> 00:15:20.026 It may be too big for you but remember 273 00:15:20.028 --> 00:15:23.416 what I said about the dynamic, SBA's 274 00:15:23.417 --> 00:15:25.417 dynamic search tool. 275 00:15:25.417 --> 00:15:27.537 You can find another small business and 276 00:15:27.537 --> 00:15:29.537 partner with them. 277 00:15:29.537 --> 00:15:31.537 Maybe you have the capabilities to do one 278 00:15:31.537 --> 00:15:34.888 part and you can reach and look at another 279 00:15:35.126 --> 00:15:38.101 competitor of yours and say, hey, let's 280 00:15:38.103 --> 00:15:41.078 get together because you're good at this 281 00:15:41.079 --> 00:15:44.904 and I'm good at that and go from there. 282 00:15:44.906 --> 00:15:46.906 Okay? 283 00:15:46.906 --> 00:15:49.315 Column H, we get into the small business 284 00:15:49.315 --> 00:15:52.293 program if it's designated for one. 285 00:15:52.299 --> 00:15:54.299 The first one is none. 286 00:15:54.299 --> 00:15:56.299 They haven't determined it yet. 287 00:15:56.299 --> 00:15:59.710 TBD. 288 00:15:59.710 --> 00:16:04.326 When you see TBD that means they haven't 289 00:16:04.330 --> 00:16:08.369 either sent out a sources sought to 290 00:16:08.372 --> 00:16:12.411 determine if any small businesses can do 291 00:16:12.415 --> 00:16:14.415 the work. 292 00:16:14.415 --> 00:16:17.881 The government works on the rule of two. 293 00:16:17.882 --> 00:16:21.008 If there are two qualified small 294 00:16:21.008 --> 00:16:24.125 businesses that show an interest in 295 00:16:24.129 --> 00:16:27.250 acquisition, and they have the capacity 296 00:16:27.252 --> 00:16:31.418 then that requirement has to be set aside 297 00:16:31.418 --> 00:16:33.418 for small businesses. 298 00:16:33.418 --> 00:16:37.384 So back to the small business SBA's tool. 299 00:16:37.393 --> 00:16:40.858 If you know you can do it, reach out to 300 00:16:40.859 --> 00:16:43.287 another small business that you know can 301 00:16:43.291 --> 00:16:46.067 probably do it, and tell them to respond 302 00:16:46.069 --> 00:16:48.069 to the RFI. 303 00:16:48.069 --> 00:16:50.379 You prefer to have something set aside 304 00:16:50.380 --> 00:16:54.116 then having a full and open where you're 305 00:16:54.117 --> 00:16:57.386 scrutinized against some of the other big 306 00:16:57.387 --> 00:17:01.590 guys and I'm not going to tell you that 307 00:17:01.591 --> 00:17:04.393 program offices skew towards large but 308 00:17:04.394 --> 00:17:06.729 they skew towards larger companies. 309 00:17:06.730 --> 00:17:10.041 They just do. That's why sometimes you 310 00:17:10.041 --> 00:17:14.767 have to give them a blank sheet to read so 311 00:17:14.768 --> 00:17:18.550 they can't see the name of the company. 312 00:17:18.551 --> 00:17:22.302 Because when it comes to large versus 313 00:17:22.305 --> 00:17:26.056 small, they are always going to skew 314 00:17:26.060 --> 00:17:29.276 heavily for the large business because 315 00:17:29.278 --> 00:17:33.030 they figure they have more track record 316 00:17:33.033 --> 00:17:36.249 before performing the job, you know? 317 00:17:36.251 --> 00:17:40.589 So try to keep it fair and get your 318 00:17:40.589 --> 00:17:43.471 competitors involved, keep it small and 319 00:17:43.476 --> 00:17:47.328 battle it out as small and there's nothing 320 00:17:47.329 --> 00:17:51.185 stopping you once they make it a small 321 00:17:51.185 --> 00:17:54.554 business set aside for, you know, putting 322 00:17:54.554 --> 00:17:58.402 together a joint proposal with one of your 323 00:17:58.406 --> 00:18:01.295 competitors that you have to reply. 324 00:18:01.297 --> 00:18:03.405 So this is just a lot of stuff to think 325 00:18:03.406 --> 00:18:05.404 about there. 326 00:18:05.404 --> 00:18:11.514 You guys, if you're a small business, you 327 00:18:11.520 --> 00:18:19.208 need to learn the way to keep the 328 00:18:19.211 --> 00:18:23.055 competition in your favor. 329 00:18:23.057 --> 00:18:26.497 Column I, we jump if it's a new 330 00:18:26.501 --> 00:18:29.511 requirement, if it's a follow on contract, 331 00:18:29.514 --> 00:18:33.384 and the good thing about how we do things 332 00:18:33.388 --> 00:18:35.388 with APFS. 333 00:18:35.388 --> 00:18:40.260 If it's a follow on contract, you get the 334 00:18:40.260 --> 00:18:44.928 current contract number which is column J 335 00:18:44.931 --> 00:18:50.273 and you get the contractor which helps out 336 00:18:50.274 --> 00:18:55.617 because sometimes you get to know who your 337 00:18:55.617 --> 00:19:00.290 future competitor is when this is open 338 00:19:00.291 --> 00:19:04.297 contract, full and open contract bids. 339 00:19:04.297 --> 00:19:07.719 So you can take this information, run it 340 00:19:07.720 --> 00:19:10.716 back through FPDS and get some information 341 00:19:10.717 --> 00:19:14.569 as far as some of the things you can 342 00:19:14.570 --> 00:19:17.566 already know but the contract value, you 343 00:19:17.566 --> 00:19:21.418 can look and see how many mods have been 344 00:19:21.419 --> 00:19:24.843 done to see how the contract has increased 345 00:19:24.843 --> 00:19:28.695 in value over the original award so all of 346 00:19:28.696 --> 00:19:31.264 that information becomes available to you 347 00:19:31.264 --> 00:19:34.688 to help you when you do your pricing. 348 00:19:34.689 --> 00:19:38.417 Or maybe it's a contract that was set 349 00:19:38.417 --> 00:19:42.145 aside for a small business or an 8(a) 350 00:19:42.145 --> 00:19:44.941 award and the company, the incumbent 351 00:19:44.941 --> 00:19:48.203 graduated from the 8(a) program so use 352 00:19:48.204 --> 00:19:51.466 everything that you can to your advantage 353 00:19:51.466 --> 00:19:55.660 and do the research and APFS is great at 354 00:19:55.660 --> 00:19:57.990 helping you do that. The. 355 00:19:57.990 --> 00:20:07.790 So there's the contract number, column J, 356 00:20:07.790 --> 00:20:16.186 column K here is the contractor. 357 00:20:16.189 --> 00:20:21.796 Column M, the state, L was the city. I 358 00:20:21.796 --> 00:20:26.767 guess that's why they put it in that 359 00:20:26.771 --> 00:20:28.770 order. 360 00:20:28.770 --> 00:20:30.770 It makes more sense to me. 361 00:20:30.770 --> 00:20:32.926 I never really thought about it until now. 362 00:20:32.926 --> 00:20:35.870 One of the good things about APFS is what 363 00:20:35.870 --> 00:20:38.705 happens here in column N. 364 00:20:38.711 --> 00:20:42.317 You can get the primary contact for an 365 00:20:42.317 --> 00:20:44.316 acquisition. 366 00:20:44.316 --> 00:20:47.351 I'm not talking about the contract 367 00:20:47.351 --> 00:20:51.169 specialist or the contracting officer. 368 00:20:51.171 --> 00:20:53.648 You're getting the actual program people 369 00:20:53.650 --> 00:20:56.540 from the program office whether it's a 370 00:20:56.543 --> 00:20:58.543 program manager, management, analyst, 371 00:20:58.543 --> 00:21:00.673 depending on the type of requirement. 372 00:21:00.676 --> 00:21:05.036 It may even put the COR down but at least, 373 00:21:05.036 --> 00:21:08.514 you can contact these people at this point 374 00:21:08.518 --> 00:21:12.440 in time before it ever gets out on the 375 00:21:12.441 --> 00:21:15.490 street and published as an actual RFP. 376 00:21:15.491 --> 00:21:21.651 So you can contact them. 377 00:21:21.651 --> 00:21:23.651 You can get the contact information, phone 378 00:21:23.651 --> 00:21:25.651 number, and e-mail address. 379 00:21:25.651 --> 00:21:28.108 You can try calling. 380 00:21:28.109 --> 00:21:32.078 I don't know how, you know, you may get 381 00:21:32.078 --> 00:21:35.155 lucky but the e-mail address works out 382 00:21:35.160 --> 00:21:38.241 even better as well because with the 383 00:21:38.243 --> 00:21:41.330 e-mail address, you can CC the small 384 00:21:41.330 --> 00:21:43.330 business for that component. 385 00:21:43.330 --> 00:21:46.815 So the first requirement here is customs 386 00:21:46.818 --> 00:21:50.548 and Border Protection so yes, you can 387 00:21:50.548 --> 00:21:55.342 reach out to Kenneth T James and send an 388 00:21:55.345 --> 00:22:00.137 e-mail and try to find out more about this 389 00:22:00.137 --> 00:22:04.401 requirement and but you would also CC the 390 00:22:04.401 --> 00:22:08.125 small business office at this link which 391 00:22:08.127 --> 00:22:11.323 notifies myself, Ivette or David that 392 00:22:11.324 --> 00:22:16.119 okay, you reached out to this POC and we 393 00:22:16.120 --> 00:22:20.381 should expect a response from him back to 394 00:22:20.381 --> 00:22:25.173 you but if he doesn't respond back to you 395 00:22:25.175 --> 00:22:29.969 in a week or so, say, remember e-mail I 396 00:22:29.970 --> 00:22:34.231 sent, I haven't gotten a response back and 397 00:22:34.231 --> 00:22:39.027 we need to make some decisions as if we 398 00:22:39.028 --> 00:22:43.822 want to do a proposal for this and we're 399 00:22:43.822 --> 00:22:48.078 tracking to rack and stack our dollars to 400 00:22:48.082 --> 00:22:52.876 make sure we use it as wisely as possible. 401 00:22:52.878 --> 00:22:57.138 We'll reach out to Kenneth and he'll say, 402 00:22:57.138 --> 00:23:01.402 oh, I forgot and either he will say 403 00:23:01.402 --> 00:23:05.125 exactly what you asked the question about 404 00:23:05.128 --> 00:23:09.390 or he'll respond back to you but he'll 405 00:23:09.391 --> 00:23:13.655 still CC us with the apology, sorry, I 406 00:23:13.656 --> 00:23:15.656 missed you guys. 407 00:23:15.656 --> 00:23:19.499 The best thing about APFS and this is to 408 00:23:19.499 --> 00:23:23.747 burn in it your head, you have the primary 409 00:23:23.748 --> 00:23:27.524 PLC and contract them and make sure that 410 00:23:27.525 --> 00:23:30.357 you CC the components small business 411 00:23:30.357 --> 00:23:32.357 specialist. 412 00:23:32.357 --> 00:23:34.733 And you say, how do I know the components 413 00:23:34.733 --> 00:23:36.733 small business specialist is? We'll get 414 00:23:36.733 --> 00:23:38.733 you later on that one. 415 00:23:38.733 --> 00:23:40.733 So column R. 416 00:23:40.733 --> 00:23:43.486 That gets into the expected award quarter. 417 00:23:44.690 --> 00:23:49.938 So you can see quarter 4, 2025, that's 418 00:23:49.938 --> 00:23:51.938 ways away. 419 00:23:51.938 --> 00:23:54.862 But second quarter, 2024, third quarter, 420 00:23:54.864 --> 00:23:59.680 2024, keep it in mind, actually, you have 421 00:23:59.683 --> 00:24:01.683 first quarter 2024. 422 00:24:01.683 --> 00:24:09.869 Keep in mind that we do not have a budget 423 00:24:09.872 --> 00:24:11.872 yet. 424 00:24:11.872 --> 00:24:15.849 So when I say things may slide to the 425 00:24:15.849 --> 00:24:19.840 right, that first quarter 2024 will most 426 00:24:19.843 --> 00:24:23.838 likely turn into the second quarter 2024 427 00:24:23.838 --> 00:24:28.406 or third quarter 2024 and unless they had 428 00:24:28.407 --> 00:24:32.401 money set aside, to actually get it 429 00:24:32.401 --> 00:24:34.401 awarded. 430 00:24:34.401 --> 00:24:38.472 Column S, let's jump into the estimated 431 00:24:38.477 --> 00:24:40.477 solicitation date. 432 00:24:40.477 --> 00:24:49.727 And the best thing I said is it's 433 00:24:49.728 --> 00:24:51.728 estimated. 434 00:24:51.728 --> 00:24:55.958 Estimated is still having funds related 435 00:24:55.959 --> 00:25:03.490 for RFP or RFQ if it's going against GSA. 436 00:25:03.491 --> 00:25:07.601 Column T tells you when it's published in 437 00:25:07.601 --> 00:25:09.600 the forecast. 438 00:25:09.600 --> 00:25:11.600 And column U. 439 00:25:11.600 --> 00:25:15.553 If it was previously published in the 440 00:25:15.553 --> 00:25:17.553 forecast. 441 00:25:17.553 --> 00:25:19.810 So then that is whatever is shown in 442 00:25:21.859 --> 00:25:28.674 column T is just the revised updated 443 00:25:28.676 --> 00:25:32.567 forecast for that procurement. 444 00:25:32.570 --> 00:25:43.770 Oh, there's a lot of stuff up here. 445 00:25:43.770 --> 00:25:47.823 I walked you through the spreadsheet that 446 00:25:47.823 --> 00:25:50.718 covered column F, purchase order 447 00:25:50.718 --> 00:25:53.034 agreements, government wide acquisition 448 00:25:53.035 --> 00:25:55.351 contracts, department wide acquisition 449 00:25:55.351 --> 00:25:58.825 contracts and things of that nature. 450 00:25:58.825 --> 00:26:04.951 This is just continuation, eagle NexGen, 451 00:26:04.954 --> 00:26:12.101 IT service, five XWSHGS WAC contracts we 452 00:26:12.105 --> 00:26:20.273 list, Allient 2, 8(a) STARS III and VETS2, 453 00:26:20.277 --> 00:26:29.466 CIO and SP3, and 4 is available in Sam. 454 00:26:29.470 --> 00:26:38.230 Polaris, or OASIS is out of GSA. They're 455 00:26:38.233 --> 00:26:48.088 supposed to be working on a new one so -- 456 00:26:48.092 --> 00:26:52.472 oh, there it is. 457 00:26:53.770 --> 00:26:55.770 GSA. 458 00:26:55.770 --> 00:26:57.770 gov. 459 00:26:57.770 --> 00:26:59.988 First source two is coming to an end and 460 00:26:59.992 --> 00:27:03.208 in December of 2023 and first source 3 461 00:27:03.211 --> 00:27:06.025 will be implemented starting in January of 462 00:27:06.028 --> 00:27:08.028 2024. 463 00:27:08.028 --> 00:27:13.801 That is where a lot of the IT contracts, 464 00:27:13.801 --> 00:27:18.706 small businesses for DHS items are 465 00:27:18.710 --> 00:27:23.621 purchased from, BS first source III. 466 00:27:23.623 --> 00:27:28.738 We covered column H, talking about the 467 00:27:28.738 --> 00:27:30.928 small business programs. 468 00:27:30.930 --> 00:27:33.090 The main take away is to have a 2. 469 00:27:33.090 --> 00:27:35.930 If you see the sources sought or RFI 470 00:27:35.930 --> 00:27:37.930 posted in Sam. 471 00:27:37.930 --> 00:27:43.305 gov, or even eBuy, respond to it. 472 00:27:43.318 --> 00:27:45.432 If you don't know of another small 473 00:27:45.432 --> 00:27:47.847 business that does what you do, have them 474 00:27:47.847 --> 00:27:49.846 respond. 475 00:27:49.846 --> 00:27:53.527 You want to make sure that these 476 00:27:53.527 --> 00:27:55.527 procurements are set aside for small 477 00:27:55.527 --> 00:27:58.123 businesses and if you're a large business, 478 00:27:58.666 --> 00:28:02.348 you hope they don't respond. Okay, just 479 00:28:02.348 --> 00:28:04.448 being honest with you. 480 00:28:04.450 --> 00:28:07.509 Column I, new requirement or follow on. 481 00:28:07.510 --> 00:28:20.362 Column K is the incumbent, historical data 482 00:28:20.362 --> 00:28:25.870 and let's see. 483 00:28:25.870 --> 00:28:29.910 So this is FPDS. 484 00:28:29.910 --> 00:28:35.172 Remember I grabbed the contract number 485 00:28:35.173 --> 00:28:42.189 from one that is a follow on contract. 486 00:28:42.190 --> 00:28:48.494 So it wasn't a new requirement but here 487 00:28:48.495 --> 00:28:55.587 you can go in here and see that the 488 00:28:55.588 --> 00:29:01.104 company that had the contract, that has 489 00:29:01.105 --> 00:29:06.621 the contract is AERO simulation, pop open 490 00:29:06.622 --> 00:29:08.622 view. 491 00:29:08.622 --> 00:29:13.094 You get the information about the contract 492 00:29:13.094 --> 00:29:19.580 which the main thing, the last day they 493 00:29:19.583 --> 00:29:26.074 can order against this is April 12, 2024 494 00:29:26.076 --> 00:29:32.569 and the dollar value, the ceiling is 10 495 00:29:32.570 --> 00:29:34.570 million 97,000. 496 00:29:34.570 --> 00:29:42.127 So this is a Coast Guard requirement. 497 00:29:42.130 --> 00:29:46.230 So integrate, maintenance, modifications, 498 00:29:46.231 --> 00:29:53.406 support, services so if that's your line 499 00:29:53.408 --> 00:30:01.608 of work, knowing how much this award was 500 00:30:01.611 --> 00:30:10.836 for, helps you in planning how to do your 501 00:30:10.838 --> 00:30:16.988 proposal for the follow on contract. 502 00:30:16.990 --> 00:30:50.387 Task order listed against this one. Okay, 503 00:30:50.388 --> 00:30:59.930 let's see. 504 00:30:59.930 --> 00:31:01.930 I will go here. 505 00:31:01.930 --> 00:31:04.600 Order placed against task order placed 506 00:31:04.601 --> 00:31:06.601 against it. 507 00:31:06.601 --> 00:31:09.430 Let's go here. 508 00:31:09.430 --> 00:31:17.089 This is a little mod against one of the 509 00:31:17.090 --> 00:31:23.047 task order placed it's for this amount 510 00:31:23.048 --> 00:31:25.048 listed here. 511 00:31:25.048 --> 00:31:32.958 Remember, the overall ceiling was 10 512 00:31:32.958 --> 00:31:34.958 million. 513 00:31:34.958 --> 00:31:38.574 In this task order here, completed back on 514 00:31:38.576 --> 00:31:40.576 March 21st, 2022. 515 00:31:40.576 --> 00:31:42.576 So there's no extensions or anything. 516 00:31:42.576 --> 00:31:46.834 This was a modification to that task 517 00:31:46.835 --> 00:31:48.833 order. 518 00:31:48.834 --> 00:31:52.585 So all right. 519 00:31:52.589 --> 00:31:56.131 But you can utilize the information that 520 00:31:56.131 --> 00:32:00.179 you gathered and APFS to help you put 521 00:32:00.179 --> 00:32:03.721 together your proposal and you can reach 522 00:32:03.721 --> 00:32:07.263 out to the contracting person because the 523 00:32:07.263 --> 00:32:10.803 information for them is listed on that 524 00:32:10.803 --> 00:32:14.851 FPDS document just to find out, hey, will 525 00:32:14.852 --> 00:32:16.852 it be recompeted? 526 00:32:16.852 --> 00:32:19.779 You know, just, you have the information 527 00:32:19.780 --> 00:32:24.163 from APFS but you can do a little fishing 528 00:32:24.165 --> 00:32:27.574 against the contracting people on what is 529 00:32:27.575 --> 00:32:30.010 coming up next as well. 530 00:32:30.011 --> 00:32:33.211 All right, columns M through Q that we 531 00:32:33.211 --> 00:32:35.211 covered. 532 00:32:35.211 --> 00:32:38.623 Remember I said, make sure you put the 533 00:32:38.625 --> 00:32:42.387 component small business on your e-mails. 534 00:32:42.388 --> 00:32:46.150 Here's the link for those guys. 535 00:32:46.150 --> 00:32:50.110 And DHS headquarters, remember, I said 536 00:32:50.110 --> 00:32:52.110 CISA. 537 00:32:52.110 --> 00:32:57.126 So you have headquarters, DHS and Amy 538 00:32:57.126 --> 00:33:02.564 ULISSE is for CISA @ DHS. 539 00:33:02.570 --> 00:33:06.392 gov and then customs and Border 540 00:33:06.392 --> 00:33:10.214 Protection, you see David, myself, and 541 00:33:10.214 --> 00:33:14.673 Ivette and remember, I mentioned the Coast 542 00:33:14.673 --> 00:33:16.673 Guard. 543 00:33:16.673 --> 00:33:18.673 They just go on and on. 544 00:33:18.673 --> 00:33:22.361 But when you do something with the Coast 545 00:33:22.361 --> 00:33:28.139 Guard, you want to look for the CG-913, 546 00:33:28.142 --> 00:33:34.647 912, FLC, and I want to say, the logistics 547 00:33:34.647 --> 00:33:36.647 there. 548 00:33:36.647 --> 00:33:47.368 The ones that we saw listed earlier with 549 00:33:47.368 --> 00:33:49.368 CILC. 550 00:33:49.368 --> 00:33:54.292 You have a couple of folks working on 551 00:33:54.292 --> 00:33:59.030 those, Robert and they also just handful 552 00:33:59.034 --> 00:34:03.776 different areas but once you narrow it 553 00:34:03.777 --> 00:34:09.879 down to CILC or CG or whatever, they will 554 00:34:09.880 --> 00:34:14.620 point you to the right small business 555 00:34:14.620 --> 00:34:20.036 specialist if it's more than one that is 556 00:34:20.040 --> 00:34:22.752 assigned under that code. 557 00:34:22.755 --> 00:34:26.989 When we do our one on ones, how to do 558 00:34:26.989 --> 00:34:30.367 business, we send out to all of the 559 00:34:30.374 --> 00:34:32.916 vendors that we meet with, vendor 560 00:34:32.919 --> 00:34:36.305 engagement form and it will send it back 561 00:34:36.305 --> 00:34:39.263 to Linda so pretty much the same 562 00:34:39.268 --> 00:34:42.659 presentation we do in a one on one 563 00:34:42.661 --> 00:34:45.198 version, and that's something that you 564 00:34:45.198 --> 00:34:48.581 request, you would like, you can send a 565 00:34:48.585 --> 00:34:51.969 request to small business office at CBP @ 566 00:34:51.970 --> 00:34:53.970 DHS. 567 00:34:53.970 --> 00:34:58.867 gov and we'll get you set up. 568 00:34:58.872 --> 00:35:04.134 We also talked to you guys about the 569 00:35:04.134 --> 00:35:08.076 anticipated award quarters based on the 570 00:35:08.079 --> 00:35:10.709 fiscal year break down. 571 00:35:10.710 --> 00:35:14.418 And one take away is to know that when 572 00:35:14.418 --> 00:35:16.884 there's no budget, that's probably when 573 00:35:16.887 --> 00:35:19.357 the program office people are the 574 00:35:19.358 --> 00:35:21.358 friendliest. 575 00:35:21.358 --> 00:35:24.827 Not that they're not friendly all of the 576 00:35:24.827 --> 00:35:26.827 time but because they really can't do 577 00:35:26.827 --> 00:35:28.876 anything because there's no money, they 578 00:35:28.877 --> 00:35:32.348 are more than likely able to respond to 579 00:35:32.349 --> 00:35:35.384 your request for information for snag you 580 00:35:35.384 --> 00:35:37.384 see posted. 581 00:35:37.384 --> 00:35:39.776 Actually, if you have contact information 582 00:35:39.776 --> 00:35:41.849 and program offices and you don't see a 583 00:35:41.850 --> 00:35:44.650 requirement but you picked the name up 584 00:35:44.650 --> 00:35:47.450 from a previous APFS listing from like 585 00:35:47.450 --> 00:35:51.050 last fiscal year, this will be a good time 586 00:35:51.050 --> 00:35:55.047 to reach out to see if they have an idea 587 00:35:55.049 --> 00:35:58.248 of anything that is coming down the pike 588 00:35:58.249 --> 00:36:01.449 or that is playing for this fiscal year 589 00:36:01.449 --> 00:36:03.449 coming up. 590 00:36:03.449 --> 00:36:06.461 So getting the contact information is 591 00:36:06.461 --> 00:36:08.575 great and it's not tied to just that one 592 00:36:09.776 --> 00:36:13.288 procurement because a lot of times the 593 00:36:13.289 --> 00:36:16.803 same people will be the same people 594 00:36:16.803 --> 00:36:19.311 responsible for similar type requirements. 595 00:36:19.311 --> 00:36:21.311 Make nice with them. 596 00:36:21.311 --> 00:36:23.469 Reach out to them. 597 00:36:23.469 --> 00:36:27.143 Tell them hey, it's sunny here, how's the 598 00:36:27.680 --> 00:36:30.648 weather here, I don't know. 599 00:36:30.650 --> 00:36:32.650 Give them good graces. 600 00:36:32.650 --> 00:36:34.863 Send your capability statement and let 601 00:36:34.863 --> 00:36:37.157 them know, you have done work similar to 602 00:36:37.157 --> 00:36:39.740 what they're asking for or asked for 603 00:36:39.741 --> 00:36:41.741 before. 604 00:36:41.741 --> 00:36:45.134 So they can keep you in mind because 605 00:36:45.137 --> 00:36:50.161 people seem to like people they have done 606 00:36:50.164 --> 00:36:52.164 business with before. 607 00:36:52.164 --> 00:36:55.936 Or met before. 608 00:36:55.937 --> 00:37:03.950 So yes, breaking ice is helpful and 609 00:37:03.952 --> 00:37:10.822 sometimes it returns lasting gains for 610 00:37:10.826 --> 00:37:12.826 you. 611 00:37:12.826 --> 00:37:15.598 I went to the APFS website and I showed 612 00:37:15.599 --> 00:37:19.226 you how you can scribe when you first log 613 00:37:19.228 --> 00:37:21.228 on. 614 00:37:21.228 --> 00:37:25.471 You will get e-mail alerts and the alerts 615 00:37:25.475 --> 00:37:30.585 will come based on the NAICS code, 616 00:37:30.588 --> 00:37:33.508 contract vehicle or whatever. 617 00:37:33.510 --> 00:37:38.501 So column S was the estimated solicitation 618 00:37:38.503 --> 00:37:40.503 release date. 619 00:37:40.503 --> 00:37:42.903 Just letting you know, we post our 620 00:37:42.903 --> 00:37:44.903 requirements in Sam. 621 00:37:44.903 --> 00:37:49.026 gov if they are over 25,000 except those 622 00:37:49.597 --> 00:37:55.829 against the GSA schedule which goes to GSA 623 00:37:55.830 --> 00:37:57.830 eBuy. 624 00:37:57.830 --> 00:38:00.865 And then we also use the unison 625 00:38:00.867 --> 00:38:04.515 marketplace which is a reverse auction 626 00:38:04.517 --> 00:38:09.989 site for any item over 3500. Most of the 627 00:38:09.993 --> 00:38:14.249 time you will see copier contracts, toner 628 00:38:14.251 --> 00:38:17.899 contracts, tires, and computers and things 629 00:38:17.901 --> 00:38:21.549 like that through the unison marketplace. 630 00:38:21.551 --> 00:38:26.179 It's a reverse auction. 631 00:38:26.179 --> 00:38:30.504 If you're going that route, you have to 632 00:38:30.504 --> 00:38:34.829 figure out which of a profit you deserve 633 00:38:34.830 --> 00:38:39.698 to make on any procurement so that is one 634 00:38:39.698 --> 00:38:42.942 that companies can control their win/loss 635 00:38:42.944 --> 00:38:47.270 rate based on how much they're willing to 636 00:38:47.270 --> 00:38:51.597 lose or willing to take, not willing to 637 00:38:51.597 --> 00:38:57.002 lose but how low you can go on your profit 638 00:38:57.004 --> 00:39:00.248 margins to keep your lights on. 639 00:39:00.249 --> 00:39:05.324 If you're a small business and you're 640 00:39:05.324 --> 00:39:11.845 looking to be a sub contractor, we have a 641 00:39:11.846 --> 00:39:15.469 list of DHS prime contractors. 642 00:39:15.470 --> 00:39:19.232 And the good thing about it is they tell 643 00:39:19.233 --> 00:39:22.995 you, some of them tell you what NAICS code 644 00:39:22.996 --> 00:39:24.996 they're looking for. 645 00:39:24.996 --> 00:39:28.107 They give you the small business liaison 646 00:39:28.107 --> 00:39:30.107 for the company. 647 00:39:30.107 --> 00:39:33.160 Remember how I told you that reaching out 648 00:39:33.162 --> 00:39:36.562 to the program offices is good that you 649 00:39:36.563 --> 00:39:39.538 get direct information to them and it's 650 00:39:39.540 --> 00:39:42.515 the same here except, you don't include 651 00:39:42.517 --> 00:39:45.492 the small business person when you reach 652 00:39:45.493 --> 00:39:48.468 out to these small business liaisons for 653 00:39:48.470 --> 00:39:50.470 these companies. 654 00:39:50.470 --> 00:39:53.098 We're hands off in this process. 655 00:39:53.098 --> 00:39:55.666 But the good thing is, you may catch them 656 00:39:55.666 --> 00:39:59.379 on a great day where they want to return 657 00:39:59.380 --> 00:40:02.269 your e-mail or take your phone call. 658 00:40:02.270 --> 00:40:05.625 We do it for a lot of people so we know 659 00:40:05.625 --> 00:40:08.653 they get a lot of calls and a lot of 660 00:40:08.660 --> 00:40:10.660 e-mails. 661 00:40:10.660 --> 00:40:16.901 Others will list based on capabilities, 662 00:40:16.905 --> 00:40:23.518 certain capabilities they're looking for 663 00:40:23.518 --> 00:40:28.808 from a sub contractor. 664 00:40:28.810 --> 00:40:32.768 But if it's a dance and you're a guy and 665 00:40:32.768 --> 00:40:35.921 there's 100 girls and you really want to 666 00:40:35.928 --> 00:40:39.883 dance, you go down the line and it may be 667 00:40:39.884 --> 00:40:43.050 number 99 that says, okay, I'll dance with 668 00:40:43.051 --> 00:40:46.607 you and that is the same way that this 669 00:40:46.607 --> 00:40:48.975 works with these large businesses trying 670 00:40:48.981 --> 00:40:52.936 to become a sub or at least get them to 671 00:40:52.936 --> 00:40:55.308 return your e-mail or your call. 672 00:40:55.310 --> 00:40:59.389 You just have to go after it and it may be 673 00:40:59.389 --> 00:41:01.981 that day that they're feeling generous so 674 00:41:01.984 --> 00:41:04.209 I would say go for it. 675 00:41:04.210 --> 00:41:13.344 You have nothing to lose but the phone 676 00:41:13.344 --> 00:41:17.904 ringing or unreturned e-mail. 677 00:41:17.910 --> 00:41:20.988 Next is the DHS mentor-protege program. 678 00:41:20.990 --> 00:41:25.094 We're just now getting up and running with 679 00:41:25.097 --> 00:41:29.714 it. We're not even up and running but the 680 00:41:29.717 --> 00:41:32.795 approval from SBA was recently approved 681 00:41:32.797 --> 00:41:36.388 for DHS to run their own program. 682 00:41:36.390 --> 00:41:39.820 So the parameters and guidelines have not 683 00:41:39.820 --> 00:41:43.740 been established as to how they want to 684 00:41:43.740 --> 00:41:47.660 run the program yet so it's something you 685 00:41:47.660 --> 00:41:51.578 can tune in to that website, keep checking 686 00:41:51.580 --> 00:41:55.988 it to see when it's going to be online. 687 00:41:55.989 --> 00:41:57.989 It's a great thing. 688 00:41:57.989 --> 00:42:01.073 We have had many success stories 689 00:42:01.075 --> 00:42:04.399 previously when we, when the mentor 690 00:42:04.401 --> 00:42:08.279 protege was ran by Homeland Security but 691 00:42:08.281 --> 00:42:12.713 it was based off of the SBA's protege 692 00:42:12.715 --> 00:42:16.593 program with them having an oversight for 693 00:42:16.596 --> 00:42:18.596 it. 694 00:42:18.596 --> 00:42:21.796 Other ways that you can do joint ventures 695 00:42:21.796 --> 00:42:23.796 with large companies, if you're a small 696 00:42:23.796 --> 00:42:26.348 company, you can get with a large company. 697 00:42:26.349 --> 00:42:29.709 What I recommend is to make sure that 698 00:42:29.713 --> 00:42:33.073 you're not just being used for like you're 699 00:42:33.077 --> 00:42:36.437 a woman owned business in a large company 700 00:42:36.441 --> 00:42:39.801 and really just wants to work and they 701 00:42:39.805 --> 00:42:43.585 kind of box you out of being involved, no. 702 00:42:43.589 --> 00:42:47.805 If you are doing a joint venture, make 703 00:42:47.805 --> 00:42:52.012 sure that your people are at the table 704 00:42:52.016 --> 00:42:56.229 with the large company you team with our 705 00:42:56.230 --> 00:42:59.390 partner with and then teaming arrangement, 706 00:42:59.391 --> 00:43:03.077 like I said, find another small business 707 00:43:03.077 --> 00:43:07.814 that you can do business with to go after 708 00:43:07.816 --> 00:43:12.557 dollar amounts that may be too big for you 709 00:43:12.558 --> 00:43:16.771 to handle by yourself or where you don't 710 00:43:16.772 --> 00:43:21.511 have all of the capabilities to do the job 711 00:43:21.512 --> 00:43:25.192 and you need someone else to compliment 712 00:43:25.197 --> 00:43:27.197 what you do. 713 00:43:27.197 --> 00:43:31.949 In our 101s it's easier to do this telling 714 00:43:31.949 --> 00:43:36.548 you how you can target using FPDS to 715 00:43:36.549 --> 00:43:40.573 search for requirements can and using it 716 00:43:40.574 --> 00:43:45.171 to help you in your market research to 717 00:43:45.172 --> 00:43:47.172 find contact people. 718 00:43:47.172 --> 00:43:50.442 When we say you can search with your NAICS 719 00:43:50.446 --> 00:43:52.809 code, go to the different government 720 00:43:52.813 --> 00:43:55.965 agencies and you can look and see which 721 00:43:55.969 --> 00:43:58.333 agencies are buying what you sell. 722 00:43:58.336 --> 00:44:01.952 Because those become the ones you want to 723 00:44:01.952 --> 00:44:03.952 target. 724 00:44:03.952 --> 00:44:07.242 And we say, get yourself a spreadsheet. 725 00:44:07.242 --> 00:44:10.267 Get the name, e-mail, phone number, send 726 00:44:10.267 --> 00:44:12.873 them your capability statement. 727 00:44:12.877 --> 00:44:16.483 See if you can set up a date and time with 728 00:44:16.483 --> 00:44:19.102 them and then follow up and any comments 729 00:44:19.105 --> 00:44:21.400 that you may take from what they're 730 00:44:21.400 --> 00:44:23.400 telling you. 731 00:44:23.400 --> 00:44:25.400 And you can do the same with Sam. 732 00:44:25.400 --> 00:44:27.612 gov. 733 00:44:27.612 --> 00:44:30.160 You can get phone numbers for POCs and the 734 00:44:31.676 --> 00:44:34.156 different government organizations, not 735 00:44:34.156 --> 00:44:39.116 just CBP and DHS organizations but all of 736 00:44:39.116 --> 00:44:42.216 the DoD, NASA, everywhere else. 737 00:44:42.216 --> 00:44:48.672 Everybody's stuff is posted in Sam so you 738 00:44:48.675 --> 00:44:53.517 can do a reverse engineer awarded 739 00:44:53.519 --> 00:44:59.975 contracts and things of that nature to get 740 00:44:59.977 --> 00:45:06.433 the PLC that you want to connect with. 741 00:45:06.436 --> 00:45:11.206 One of the best time to deal with anybody, 742 00:45:11.209 --> 00:45:15.449 at any agency is when there's no budget 743 00:45:15.452 --> 00:45:18.632 and it's a natural occurrence that 744 00:45:18.634 --> 00:45:21.284 October, November, and sometimes December 745 00:45:21.285 --> 00:45:23.935 we don't have a budget. 746 00:45:23.937 --> 00:45:27.857 So there's four ways to gather direct 747 00:45:27.857 --> 00:45:30.094 points of contact data. 748 00:45:30.096 --> 00:45:33.743 You can use it to forecast contracting 749 00:45:33.745 --> 00:45:36.871 opportunities report which is columns N-Q 750 00:45:36.873 --> 00:45:38.873 in APFS. 751 00:45:38.873 --> 00:45:46.651 You can utilize FPDS easy search and Sam. 752 00:45:46.656 --> 00:45:48.656 gov. 753 00:45:48.656 --> 00:45:51.204 You can look at active contract actions 754 00:45:51.204 --> 00:45:53.204 and non active. 755 00:45:53.204 --> 00:45:56.540 You can also use the SBA profile, SBA 756 00:45:56.543 --> 00:46:01.709 dynamic small business search to look at 757 00:46:01.711 --> 00:46:05.401 your competitors, search for possible 758 00:46:05.402 --> 00:46:09.830 teaming, joint venture contractors that do 759 00:46:09.832 --> 00:46:15.736 what you do or do something similar or 760 00:46:15.739 --> 00:46:20.167 something totally different but it's a 761 00:46:20.169 --> 00:46:24.597 requirement that requires both your skill 762 00:46:24.599 --> 00:46:26.599 sets. 763 00:46:26.599 --> 00:46:30.977 Your SBA profile when you look at the 764 00:46:30.977 --> 00:46:35.196 dynamic small business search, that is 765 00:46:35.201 --> 00:46:37.313 your resume online. 766 00:46:37.316 --> 00:46:39.395 It needs to link to your website when you 767 00:46:39.395 --> 00:46:41.395 go there. 768 00:46:41.395 --> 00:46:44.470 You need to have a capability narrative 769 00:46:44.470 --> 00:46:46.470 that pretty much talks about what your 770 00:46:46.470 --> 00:46:48.470 company can do. 771 00:46:48.470 --> 00:46:52.162 You need to include what certifications 772 00:46:52.616 --> 00:46:54.616 you have. 773 00:46:54.616 --> 00:46:57.850 List all of your NAICS codes and make sure 774 00:46:57.850 --> 00:47:00.552 that your NAICS code are actual NAICS 775 00:47:00.552 --> 00:47:02.552 codes you can perform. 776 00:47:02.552 --> 00:47:05.320 We have seen where some people will have 777 00:47:05.320 --> 00:47:08.535 on their website, just a bunch of NAICS 778 00:47:08.539 --> 00:47:12.565 code and then you go what is listed on the 779 00:47:12.566 --> 00:47:14.983 dynamic small business resume and those 780 00:47:14.984 --> 00:47:18.204 NAICS codes are not listed so if things 781 00:47:18.205 --> 00:47:21.420 are incorrect, you need to go to Sam. 782 00:47:21.426 --> 00:47:25.813 gov and get your information correct. Your 783 00:47:25.813 --> 00:47:29.572 website, should have the same information 784 00:47:29.574 --> 00:47:33.335 correctly listed for what your company 785 00:47:33.335 --> 00:47:35.335 does, okay? 786 00:47:35.335 --> 00:47:37.981 And if you have past performance, make 787 00:47:37.985 --> 00:47:41.864 sure that you put it in your Sam. 788 00:47:41.868 --> 00:47:49.940 gov to show up in your dynamic -- uh-oh, 789 00:47:49.940 --> 00:47:53.976 dynamic small business search. 790 00:47:54.129 --> 00:47:57.609 You can put the organization that you do 791 00:47:57.609 --> 00:48:01.082 business with but you don't have to put 792 00:48:01.084 --> 00:48:04.126 the phone number or the actual person's 793 00:48:04.127 --> 00:48:07.606 name but if you contracted for NASA, blah 794 00:48:07.607 --> 00:48:11.517 blah for this, but you don't need to say, 795 00:48:11.517 --> 00:48:14.993 dealt with John Doe and his number is 796 00:48:14.995 --> 00:48:16.995 this. 797 00:48:16.995 --> 00:48:20.144 The same people, the same way that we tell 798 00:48:20.144 --> 00:48:22.144 you to search, your competitors are 799 00:48:22.144 --> 00:48:24.187 searching and if they see you did work and 800 00:48:24.188 --> 00:48:27.437 you didn't get give them a POC, they will 801 00:48:27.437 --> 00:48:30.682 contact that POC and say, hey, I do the 802 00:48:30.682 --> 00:48:33.204 same type of work and I'm probably 803 00:48:33.207 --> 00:48:35.207 cheaper. 804 00:48:35.207 --> 00:48:38.946 So keep that in mind. 805 00:48:38.949 --> 00:48:42.891 The capabilities statements that you send 806 00:48:42.891 --> 00:48:46.833 out to organizations should include an 807 00:48:46.833 --> 00:48:50.118 executive summary, the product and 808 00:48:50.118 --> 00:48:54.717 services that you have, that you offer, 809 00:48:54.717 --> 00:48:58.001 your experience with working with 810 00:48:58.001 --> 00:49:01.285 government agencies or even private 811 00:49:01.286 --> 00:49:03.286 companies. 812 00:49:03.286 --> 00:49:05.783 Certifications such as SBA's 8(a) or 813 00:49:05.784 --> 00:49:08.984 SDVOSB, HubZone, NAICS code with 814 00:49:08.985 --> 00:49:12.185 descriptions, and list any government 815 00:49:12.186 --> 00:49:16.026 contract vehicles your company may have 816 00:49:16.027 --> 00:49:21.147 and you can actually even list any state 817 00:49:21.149 --> 00:49:24.989 contract vehicles you may have. Okay? 818 00:49:24.990 --> 00:49:29.750 Make sure your cage code is on there. 819 00:49:29.750 --> 00:49:33.576 And business cards or people who still 820 00:49:33.577 --> 00:49:37.952 carry them, you know, because you work on 821 00:49:37.954 --> 00:49:42.877 a smaller area, it should at least have a 822 00:49:42.878 --> 00:49:47.254 search logo, NAICS cage code . That's why 823 00:49:47.255 --> 00:49:52.178 you see them front to back now for the 824 00:49:52.178 --> 00:49:57.101 ones that do carry them because a lot of 825 00:49:57.102 --> 00:50:00.931 times you can't squeeze everything in that 826 00:50:00.932 --> 00:50:02.932 little bitty card. 827 00:50:02.932 --> 00:50:08.683 I would like to say thank you on behalf of 828 00:50:08.683 --> 00:50:12.945 Ivette, David, and our director of the 829 00:50:12.951 --> 00:50:15.392 small business office, Julie. 830 00:50:15.395 --> 00:50:26.791 If there's any questions, let's go for 831 00:50:26.791 --> 00:50:28.791 them. 832 00:50:28.791 --> 00:50:34.611 >> Thank you, Demetrius. Right now we 833 00:50:34.611 --> 00:50:40.790 don't have questions in the chat. I just 834 00:50:40.795 --> 00:50:46.983 want to remind everyone, if you have a 835 00:50:46.984 --> 00:50:53.949 question, go ahead and put it in the chat 836 00:50:53.951 --> 00:51:00.135 and we can get it answered for you. 837 00:51:01.928 --> 00:51:04.256 So we have one question that says, will 838 00:51:04.257 --> 00:51:06.294 the recording of the presentation be sent 839 00:51:06.295 --> 00:51:08.295 out by e-mail? 840 00:51:08.295 --> 00:51:11.335 To answer that question, it will not be 841 00:51:11.335 --> 00:51:13.628 sent out by e-mail but it will be placed 842 00:51:13.628 --> 00:51:15.628 on the CBP. 843 00:51:15.628 --> 00:51:18.230 gov website in the coming weeks. 844 00:51:18.230 --> 00:51:26.645 So keep an eye out for that. 845 00:51:26.747 --> 00:51:29.071 It looks like Tray has a question. 846 00:51:29.071 --> 00:51:34.578 I'm assuming he's putting it in so one 847 00:51:34.578 --> 00:51:36.578 second. 848 00:51:36.579 --> 00:51:41.729 It says how do I find contracts that are 849 00:51:41.735 --> 00:51:43.889 media production related? 850 00:51:43.890 --> 00:51:48.944 >> Now, so he's talking about contract 851 00:51:48.944 --> 00:51:53.988 vehicles that have already been awarded or 852 00:51:53.992 --> 00:51:59.042 just media production type RFP or whatever 853 00:51:59.044 --> 00:52:01.932 that is out there? 854 00:52:01.933 --> 00:52:09.056 >> He says he owns a film production 855 00:52:09.057 --> 00:52:11.057 company. 856 00:52:11.058 --> 00:52:13.107 >> Okay, you would do it based on your 857 00:52:13.112 --> 00:52:15.112 NAICS code for your company. 858 00:52:15.112 --> 00:52:17.982 And sometimes if you search around on 859 00:52:17.982 --> 00:52:21.093 different sites trying to marry up what 860 00:52:21.094 --> 00:52:24.207 your company does, it will sometimes point 861 00:52:24.208 --> 00:52:27.766 you to which NAICS code you're supposed to 862 00:52:27.766 --> 00:52:29.989 fall under with that requirement. 863 00:52:29.990 --> 00:52:35.178 I don't know off the top of my head what 864 00:52:35.178 --> 00:52:39.318 film production would be, but I know that 865 00:52:39.322 --> 00:52:42.434 agencies procure that stuff which means 866 00:52:42.436 --> 00:52:45.030 there's a code for it. 867 00:52:45.031 --> 00:52:47.031 And then you just go for Sam. 868 00:52:47.031 --> 00:52:49.617 gov, punch in the NAICS code or you can go 869 00:52:49.619 --> 00:52:51.619 to Sam. 870 00:52:51.619 --> 00:52:55.987 gov and punch in video production. 871 00:52:55.989 --> 00:53:03.925 You can start using keywords and you can 872 00:53:03.926 --> 00:53:10.870 usually find things that way as well. 873 00:53:10.870 --> 00:53:13.862 >> His follow up question is, should I 874 00:53:13.863 --> 00:53:16.855 reach out to all of the agencies and 875 00:53:16.856 --> 00:53:18.856 inquire? 876 00:53:18.856 --> 00:53:20.856 >> Yes! 877 00:53:20.856 --> 00:53:26.281 I would say, make contact with as many 878 00:53:26.281 --> 00:53:28.983 agencies as possible. 879 00:53:28.989 --> 00:53:32.885 Tell him, send an e-mail to the small 880 00:53:32.886 --> 00:53:35.808 business office at SBP @ DHS. 881 00:53:35.809 --> 00:53:39.265 gov that is shown there on the last screen 882 00:53:39.267 --> 00:53:41.955 and request the how to do business. 883 00:53:41.956 --> 00:53:47.647 It's the same presentation but what is 884 00:53:47.651 --> 00:53:54.968 sent out prior to the meeting is not just 885 00:53:54.972 --> 00:54:00.663 the vendor registration but there is a 886 00:54:00.667 --> 00:54:07.171 sheet that gets sent out that has like, 887 00:54:07.175 --> 00:54:11.240 POC and different other government 888 00:54:11.242 --> 00:54:17.746 agencies that may be of help to him. 889 00:54:17.750 --> 00:54:22.601 >> Okay, I don't see any additional 890 00:54:22.601 --> 00:54:28.138 questions. Trey says thank you! We can 891 00:54:28.140 --> 00:54:32.987 hold out for a couple of seconds. 892 00:54:32.989 --> 00:54:43.759 And then we can wrap up. Okay, I don't see 893 00:54:43.762 --> 00:54:49.147 any other questions coming in. 894 00:54:49.149 --> 00:54:52.569 Oh, we have an additional question. 895 00:54:52.569 --> 00:54:54.569 Is Sam free? 896 00:54:54.569 --> 00:55:05.149 >> Yes. 897 00:55:05.150 --> 00:55:10.588 >> Okay. 898 00:55:10.589 --> 00:55:13.284 We have no other additional questions so 899 00:55:13.284 --> 00:55:16.749 we can go ahead and wrap up from here. 900 00:55:16.749 --> 00:55:18.749 This concludes our Webinar for this 901 00:55:18.749 --> 00:55:20.749 afternoon. 902 00:55:20.749 --> 00:55:23.458 This is a reminder that this Webinar will 903 00:55:23.458 --> 00:55:25.458 be posted on the CBP website. 904 00:55:25.458 --> 00:55:27.458 Thank you for joining us and enjoy the 905 00:55:27.458 --> 00:55:29.458 rest of your day!