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!