Federal Contractor

[federalcontractor]

Science Applications International Corporation awarded $99M for Weapon Engagement Simulation Technology.

Science Applications International Corp., Reston, Virginia, has been awarded a $99,000,000 indefinite-delivery/indefinite-quantity contract for Weapon Engagement Simulation Technology for Advanced Research (WESTAR). The contract provides for the development of multi-spectral and multi-modal phenomenology modeling capabilities towards the research, development and transition of Air Force munitions. Work will be performed at Eglin Air Force Base, Florida, and is expected to be completed by Nov. 30, 2026. This award is a result of a competitive acquisition and one offer was received. Fiscal 2021 research, development, test and evaluation funds in the amount of $2,843,404 are being obligated at the time of award. Air Force Research Laboratory, Eglin Air Force Base, Florida, is the contracting activity (FA8651-22-D-1001).

Science Applications International Corporation (SAIC) helps federal agencies make the most of their information technologies. SAIC is a provider of technical, engineering and enterprise information technology (IT) services primarily to the U.S. government. The Company provides engineering and integration services for large, complex projects and offers a range of services with a targeted emphasis on differentiated technology services. SAIC gets over 95% of the total revenues during each of the last three fiscal years from contracts with the U.S. government. It also works with the Department of Defense, National Aeronautics and Space Administration (NASA), U.S. Department of State, Department of Justice and several sensitive intelligence community agencies. On January 19, 2020, SAIC completed the acquisition of Engility Holdings, Inc. (www.dnb.com)

[federalcontractor]

SOURCES SOUGHT: NOTICE OF INTENT TO RENEW OFFICE LEASE - WYNNE, A

The U.S. Government currently occupies office and related space in a building under lease that will be expiring, and they are considering to renew office lease if economically advantageous. In making this determination, the government will consider, among other things, the availability of alternate space that potentially can satisfy the government’s requirements, as well as costs likely to be incurred through relocating, such as physical move costs, replication of tenant improvements and telecommunication infrastructure, and non-productive agency downtime. The Government’s desire is for a full service lease for approximately 3000 rentable square feet of office space, 2000 square feet of storage space for an U.S. Army Corps of Engineers Area Office, for a term not to exceed five (5) years with Government termination rights and located within a defined delineated area: Near or within a 15 mile radius of Wynne, Arkansas. Non-exclusive on-site parking for thirteen (8) government vehicles must be provided for on a 24 hours 7 days a week basis. Offered space must meet Government requirements per the terms of the Government Lease. Interested respondents may include building owners and representatives with the exclusive right to represent building owners. Representatives of building owners must include the exclusivity agreement, representation letter, listing contract or other executed agreement granting the exclusive right to represent the building owner with their response to this advertisement. Interested parties may contact:

Paige Pinkston Realty Specialist U.S. Army Corps of Engineers, Tulsa District CESWT-REA/Pinkston 2488 East 81st Street Tulsa, OK 74137-4290 Office: 918-669-7264 Cell: 918-521-6253 Email: [email protected]

Original Set Aside:

Product Service Code: X1AA - LEASE/RENTAL OF OFFICE BUILDINGS

NAICS Code: 53112 - Lessors of Nonresidential Buildings (except Miniwarehouses)

Original Response Date: Jan 12, 2022 12:00 am CST X1AA

Place of Performance: Wynne , AR 72396 USA

Full details via beta.sam.gov

Check out our RESOURCES page for a sample letter that we use in response to government market research.

[federalcontractor]

SOURCES SOUGHT: Vehicle System Level Suitability and Effectiveness Testing

In support of the Combat Capabilities Development Command (CCDC), the Ground Vehicle System Center (GVSC) is active in developing advanced military ground vehicle technologies, and systems engineering and integration expertise. The intent of this Request for Information is to obtain information in response to full automotive vehicle system level suitability and effectiveness testing capabilites.

Original Set Aside:

Updated Response Date: Nov 23, 2021 01:30 pm EST

Product Service Code: AC33 - National Defense R&D Services; Defense-related activities; Experimental Development

NAICS Code: 541330 - Engineering Services

Place of Performance: USA

Full details via beta.sam.gov

Check out our RESOURCES page for a sample letter that we use in response to government market research.

[federalcontractor]

Robb Wong: Former Associate Administrator of SBA’s Office of Government Contracting and Business Development

Learn the BEST tips in winning government contracts straight from former SBA Associate Administrator, Robb Wong!

BACKGROUND

Robb Wong started his career in the US Small Business Administration (SBA) as attorney advisor at the Office of General Counsel.

He, then, became a Special Assistant US Attorney at the SBA Houston District Office and later as the Acting District Director at the Lubbock, Texas District Office.

Meanwhile, after a year as Acting District Director, he left SBA to manage several small businesses that successfully use SPS products and programs to enhance their growth.

Then, in 2017, Robb was appointed by the White House as the Associate Administrator of the U.S. Small Business Administration Office of Government Contracting and Business Development.

During his service, he advocated for small businesses and represented them on behalf of the President of the United States.

Currently, he is the CEO of Fedsolve LLC where he provides consulting services for small government contractors.

“I didn’t want to do something just so I could wave my flag and leave and get a better job or something like that. But I wanted to do something that was meaningful... I’m not here for myself. I’m here because this agency in this industry has provided me with a pathway and a goal, and it’s given me a purpose. And I just wanted to try to do something that was efficient and effective. That helps everybody.”

BEING IN THE SERVICE FOR SMALL BUSINESSES

With over 10 years of service in the SBA, Robb Wong found certain lapses in the small business certifications such as the HUBZone program.

HUBZone is a perfect program for economically disadvantaged areas, but it also had some rules that penalized small businesses for being successful. So, they made some changes to help both small businesses and the economically distressed areas.

However, even with this, there are still government actions that continue to penalize small businesses.

For instance, when he met someone who was running the 809 panel, that person said that the panel is making recommendations based on who could do all of the work better than anyone else.

“So I met the gentleman that was running the (809) panel… he said that hitting goals for goals sake is a noble idea, but it is not necessarily an efficient idea. He says, in general, he says... huge government contract companies could do all of the work better than anyone else. We would make a recommendation that they go with them. I said, okay. And he says, this is not personal. They're asking us what is the fastest way to get there? And this is it.”

Still, Wong continues to hope that contracting officers and officials would make some improvement to these inefficiencies in the certifications and other related to small businesses.

“I would say (to) the government contract officer, ‘Look, we've made them better, stronger, faster to fit your needs. You take a look at us again for the first time.’”

ADVICE FOR SMALL BUSINESSES

1. Treat your business as a business.

The industry will put everybody on the same path, but at the end of the day, the real secret is that you treat your business as a business that needs the necessary help to reach your goals.

Look at it the same way you look at your kids who have a flu. If your kids have this, you would go everywhere and you won’t quit just to find the cure.

That’s the same way in handling your business. For most businesses, business development is an afterthought, when in fact, this is necessary.

“Try something. You're either going to succeed or you're going to learn… The only people that— it's a failure if you quit.”

2. Understand what your client needs.

When you talk to your client, it should not only be about them. Of course, you will have your elevator pitch, but it should be as short as possible because the highlight of your conversation is their problem and how you could help them with it.

After your 15-second elevator pitch, go directly with your, “But that's enough about me. What are the problems that keep you up at night? I'm a problem solver. Let me try to help you. I don't know if I can do it myself, but I'll try and find somebody,” because that’s how you start a conversation.

3. Be personal with your approach.

All the contracts that you have comes from ordinary people. They have problems to solve and hang ups in life, so why not just have a little personal touch to your approach?

If you have 10 clients, respect them enough to remember their names, remember to call when you say you're going to call, and show up because they're taking their time.

“Your government contracting officers, all they hear is people barking at them with orders. It's very impersonal. But if you reach out and ask them something personal, try to make a personal connection with them. They'll remember. They'll always remember.”

RESOURCES

If you want to learn the BEST tips in winning government contracts straight from former SBA Associate Administrator, Robb Wong, then be sure to click the resources below. You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

080: Robb Wong – Best tips and advice from the Former Associate Administrator, Govt. Contracting & Business Development

https://govcongiants.com/podcast/080/

80: The ABSOLUTE Best Tips From Former Associate Administrator!

https://www.youtube.com/watch?v=RqaCqr_GuqY

[federalcontractor]

General Electric Power Conversion Awarded $125M for services and supplies in support of Military Sealift Command’s

General Electric Power Conversion (GE), Cranberry, Pennsylvania (N3220521D4113), is awarded a single-award, indefinite-delivery/indefinite-quantity contract with a ceiling of $125,000,000 for services and supplies in support of Military Sealift Command’s (MSC) GE brand equipment aboard the command’s fleet of ships. This award will provide original equipment manufacturer authorized parts and service technicians in order to maintain the systems aboard multiple classes of ships including MSC’s dry cargo/ammunition class (T-AKE); expeditionary sea base class (ESB); expeditionary transfer dock class (ESD); fleet auxiliary oiler class (T-AO); the command ship USS Mount Whitney (LLC 20); oceanographic survey ship class (T-AGS); and roll-on/roll-off class (T-AKR) vessels. Work will be performed worldwide, with an expected completion date of Sept. 30, 2026. The maximum dollar value of this award is $125,000,000. Working capital funds (Navy) in the amount of $3,500 are being obligated for the first order of fiscal 2021 at the time of the award. Additional orders may be placed throughout the 5-year ordering period. Funding for the appropriate fiscal year will be utilized at the time orders are placed. This sole-source contract was procured under solicitation number N3220521D4113 via the beta.sam.gov website and one time offer was received. The Navy’s Military Sealift Command, Norfolk, Virginia, is the contracting activity (N3220521D4113).

GE Energy Power Conversion USA Inc. is located in Imperial, PA, United States, and is part of the Other Electrical Equipment and Component Manufacturing Industry. GE Energy Power Conversion USA Inc. has 325 total employees across all of its locations and generates $75.77 million in sales (USD). (Sales figure is modeled). There are 4,482 companies in the GE Energy Power Conversion USA Inc. corporate family. (www.dnb.com)

For more contents like this, visit www.govcongiants.com

[federalcontractor]

Sources Sought: Elevator Testing and inspection

The Department of Veterans Affairs (VA). Responses to this notice is not a request to be added to a prospective bidders list or to receive a copy of the solicitation. The Network Contracting Office (NCO) 16 is seeking preferably Service-Disabled Veteran-Owned Small Businesses, Veterans Owned Small Businesses, or Small Businesses (but will accept other than small business for market research purposes), capable of providing Elevator Testing and Inspection for the Southeast Louisiana Veterans Healthcare System, 2400 Canal St. New Orleans, LA per the DRAFT statement of work below.

Product Service Code: J059 - MAINT/REPAIR/REBUILD OF EQUIPMENT- ELECTRICAL AND ELECTRONIC EQUIPMENT COMPONENTS

NAICS Code: 811310 - Commercial and Industrial Machinery and Equipment (except Automotive and Electronic) Repair and Maintenance

Place of Performance: Southeast Louisiana Veterans Healthcare System New Orleans LA, 70119

Original Response Date: Nov 05, 2020 01:00 pm CST

Full details via beta.sam.gov

Check out our RESOURCES page for a sample letter that we use in response to government market research.

[federalcontractor]

SCIENCE APPLICATIONS INTERNATIONAL CORPORATION AWARDED $420M FOR THE CHEMICAL, PETROLEUM, OIL AND LUBRICANT PROGRAM

Science Applications International Corp., Fairfield, New Jersey, has been awarded a maximum $420,000,000 modification (P00045) exercising the three-year option period of a five-year base contract (SPE4AX-16-D-9008) with one two-year option and one three-year option period for the chemical, petroleum, oil and lubricant program. This is an indefinite-delivery/indefinite-quantity contract. Locations of performance are New Jersey, Texas, Pennsylvania, Georgia, California, and Arizona, with an Oct. 14, 2024, performance completion date. Using customers are Army, Navy, Air Force, Marine Corps, federal civilian agencies, and Foreign Military Sales, customers. The type of appropriation is fiscal 2022 through 2025 defense working capital funds and Foreign Military Sales. The contracting activity is the Defense Logistics Agency Aviation, Richmond, Virginia (SPE4AX-16-D-9008).

Science Applications International Corporation (SAIC) helps federal agencies make the most of their information technologies. SAIC is a provider of technical, engineering, and enterprise information technology (IT) services primarily to the U.S. government. The Company provides engineering and integration services for large, complex projects and offers a range of services with a targeted emphasis on differentiated technology services. SAIC gets over 95% of the total revenues during each of the last three fiscal years from contracts with the U.S. government. It also works with the Department of Defense, National Aeronautics and Space Administration (NASA), U.S. Department of State, Department of Justice, and several sensitive intelligence community agencies. On January 19, 2020, SAIC completed the acquisition of Engility Holdings, Inc. (www.dnb.com)

For more contents like this, visit govcongiants.com

[federalcontractor]

SOURCES SOUGHT: DRY-DOCK: USCG STA SAN DIEGO (45682) FY22

This notice is issued by the U.S. Coast Guard, Surface Force Logistics Center, Norfolk, VA to identify sources capable of providing services in accordance with thWork Items in Attachment. The vessel will be restricted to an area no greater than 400 nautical miles from the boat’s location at 2710 N. HARBOR DRIVE, SAN DIEGO, CA 92101 to the contractor’s facility. Anticipated Period of Performance: The USCG SFLC intends on awarding one (1) contract(s) on a firm-fixed price basis consisting of an estimated sixty-four (64) calendar day period of performance (Subject to change at the discretion of the Government). Anticipated NAICS Code/Size Standard: The applicable NAICS Code is 336611, Ship Building and Repairing and the size standard is 1250 employees. Submission of Information: Companies having capabilities necessary to meet or exceed the stated requirements are invited to provide information to contribute to this market survey/sources sought notice including commercial market information and company information. Companies may respond to this Sources Sought Notice via e-mail to [email protected] no later than 26 September 2021 2:00 p.m., Eastern Time. Email size not t

Original Set Aside: Total Small Business Set-Aside (FAR 19.5)

Product Service Code: J999 – NON-NUCLEAR SHIP REPAIR (WEST)

NAICS Code: 336611 – Ship Building and Repairing

Place of Performance:

Original Response Date: Sep 26, 2021 02:00 pm EDT

Full details via beta.sam.gov

Check out our RESOURCES page for a sample letter that we use in response to government market research.

[federalcontractor]

ROBERT WINK: FEMA PROGRAM SPECIALIST WITH YEARS OF CONTRACTING EXPERIENCE

Learn how to avoid risking your company and paying millions of dollars in doing government contracts with FEMA Program Specialist, Robert Wink!

BACKGROUND

Robert Wink has years of experience in the US Army with multiple deployments to Iraq before he worked as a contract specialist and contracting officer full-time.

Currently, he is the CEO of Integrity Lion Acquisitions where he offers government consulting and management services.

He is also working as a Program Specialist overseeing Contract Management at the Federal Emergency Management Agency (FEMA).

Apart from that, he also wrote two books: the Small Business Starter Guide to Federal Government Contracts & Searching for Solicitations and the Secrets to Noncompetitive Government Contracts.

KNOW THE DIFFERENCES

STATEMENT OBJECTIVE VERSUS PERFORMANCE WORK STATEMENTS

Performance Work Statement lists all of the things that you need to complete in the contract. With this, you have to provide documents and you have to perform different types of work while the government measures your process along the way.

Meanwhile, the Statement of Objectives states what you need to do within a specific area and time period while you also develop the metrics on how you could accomplish the requirements.

CONTRACT SPECIALIST VERSUS CONTRACTING OFFICER

The contract specialists are the people who look into the laws and regulations written in the contract. They write everything before it is given to the contracting officer.

Meanwhile, contracting officers are the people who have the authority to sign the check and also review the contract before they can actually argue on behalf of a specific government agency.

Basically, the contracting officer takes all the information that the contract specialist gathers and reviews it before making a determination whether or not to obligate the government.

AVOID THESE MISTAKES

BE CAREFUL OF COMPANIES OVERCHARGING FREE SERVICES.

There are a handful of companies providing services that you can actually do for free, such as registering in the SAM database and getting your DUNS, among others.

In fact, in most cases, almost everything that you can do to do business with the government is free.

However, if you want to pay someone because you don’t have the time to do it for yourself, check the companies that offer these services. They may be overcharging you anywhere from $400.00 up to $5,000.00 just to enroll in SAM.gov.

UNDERSTAND THE CLAUSES IN YOUR SOLICITATIONS.

The federal marketplace might be a lucrative space with contracts ranging from thousands to millions, but if you don’t understand the clauses in your solicitations, you might need to pay a lot.

This is why, before sending your proposals, you must first understand all of the clauses written in that solicitation.

You need to read it. You can do it by yourself or you can find a consultant to help you. Just make sure that you check all the boxes correctly.

With this, you need to answer these questions:

1. TO WHOM IS THIS CONTRACT WRITTEN TOWARDS?

You need to consider that there are contracts written for all small businesses while there are some that are only for specific small business certifications.

So, before you waste hours of trying to check the boxes, check if it is meant for your certification first.

2. WHAT TYPE OF CONTRACT IS IT GOING TO BE?

Most importantly, go find FAR provision 52.216-1. What this does is it tells you what type of contract it’s going to be.

You need to know if a contract is a set-aside, a BPA, or another type because it will automatically tell you its price points.

Just then you can provide a fair and reasonable price for that contract while also earning profit.

RESOURCES

If you want to learn more on how to avoid risking your company and paying millions of dollars in doing government contracts with Robert Wink, then check the resources below.

You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

002: Robert Wink – Contract Specialist with USACE former FEMA Contracting Officer

https://www.youtube.com/watch?v=jfgf-f1twgo

https://govcongiants.com/podcast/2019/05/08/02-2/

[federalcontractor]

BRAXTON TECHNOLOGIES LLC AWARDED $139M FOR SATELLITE OPERATIONS, PROTOTYPING, AND INTEGRATION FOR SUPPORT AND DELIVERY, NETWORK, INFRASTRUCTURE

Braxton Technologies LLC, Colorado Springs, Colorado, has been awarded a $139,448,344 cost-plus-fixed-fee modification (P00036) to contract FA8806-19-C-0003 for satellite operations, prototyping, and integration for support and delivery, network, infrastructure, hardware, and architecture solutions. This modification provides cross-domain solutions, design, integration, and rapid delivery team services. Work will be located at Colorado Springs, Colorado; and Los Angeles, California, and is expected to be completed May 16, 2024. Fiscal 2021 research, development, test and evaluation funds in the amount of $5,748,384 are being obligated at the time of award. Total cumulative face value of the contract is $233,956,395. Space and Missile Systems Center, Los Angeles Air Force Base, California, is the contracting activity.

Braxton Technologies, LLC is located in Colorado Springs, CO, United States and is part of the Computer Systems Design and Related Services Industry. Has 100 total employees across all of its locations and generates $15.52 million in sales (USD). (Sales figure is modelled). There are 495 companies in the corporate family. (ww.dnb.com)

for more contents like this, visit www.govcongiants.com

[federalcontractor]

MASTERMIND MONDAY: HOW TO PREPARE FOR YOUR CALL AND GET INVITED BACK?

Learn how to prepare for your call and get invited back in this blog highlight of our second Mastermind Monday video!

GETTING THE FEDERAL BUYER’S ATTENTION IS NOT EASY

Winning contracts in the federal marketplace is a long cycle and it can really be disheartening for the folks who never experience success because they expect something to happen in the first few months.

As Carrie Fisher said, “Instant gratification takes too long,” and if that resonates with you, then the federal market is not your happy place.  

Why is this? Because getting your federal buyer’s attention is not easy.  The federal buyer needs to trust you.

“All the contract door openers in the world can’t do that, if you haven’t done the work to win and earn the real trust.”

With this in mind, you need to consider the fact that getting in a meeting with the federal buyer is just the first step, the real win is to get invited back.

So, how can you stay committed and stay engaged in the effort of winning the federal business when nothing seems to happen for the longest time? Continue reading this blog.

THE FEDERAL BUYER DOESN’T RETURN MY CALL

When someone doesn’t return your calls, our brains start to make up answers that they’re not interested in your product or they have already found other people, among other things.

However, the only reason is if they didn’t call you back. Until you talk to them, you have no way of knowing what happened to your inquiries.

“The only thing you can know when your federal buyer is not returning your calls is that they didn’t return your calls.”

Remember, in a really distracted universe, when everybody and everything is vying for your attention, it can take 15 to 30 instances to get from contact to contract.

THINGS TO DO TO GET THE FEDERAL BUYER’S ATTENTION

1. THINK IN VERY HUMAN TERMS.

When somebody is trying to sell you something, but they don’t know about you and your company, what would you feel?

Remember, we are humans, and so are your federal buyers; so grasp the concept of thinking generously in very human terms about the person you’re trying to reach.

“If you’re too busy to learn about your federal buyer, they sure don’t have time to learn about you.”

2. EXPERIMENT.

It can take from 15 to 30 instances to get from contact to your first contract, so don’t just stop after a few call.

With this, you also need to consider experimenting how you communicate with them and what time of the day.

Remember, as business owners, we are open to take calls every time, so let’s also consider that towards our federal buyer.

3. DRESS THE PART.

Are your online profiles well-alined? Is the information about your business the same as it was written in the SAM database?

Consider that your average federal buyer checks you out 12 times online before they have the first contact with you, so if your online profiles are not aligned, that might be the reason they don’t respond to your calls.

Remember, you want to be taken seriously as a federal contractor, so you should dress for the occasion and this includes your online wardrobe.

“When you’re showing off in the federal arena, your electronic wardrobe also matters.”

4. PAY ATTENTION TO CUSTOMER EXPERIENCE.

Pay attention to the experience that you’re giving somebody when you are wooing them.

What is going on for them? How could I be of service to them? What happens when we treat marketing and sales as acts of service?

“Give somebody the quality of experience when you’re wooing them that they’re gonna start to believe that you’re going to continue to give them when they say yes.”

5. SOLVE SMALL PROBLEMS.

As small businesses, you might not have the huge capabilities that are needed in million-dollar contracts.

In this case, why not solve small government problems? There are state and local contract opportunities. If you are part of a set-aside, you can also do a joint venture or a partnership.

The reason why these are recommended is the fact that this can help you in improving your past performance while also letting the federal buyer learn more about you.

“Somebody who has already done business with you is more likely to do business with you again than somebody who has never heard of you.

HERE’S ARE CHECKLISTS TO HELP YOU!

Every profession has their own checklist in every process that they follow. This is also the same in meeting your federal buyer.

With this in mind, here is the checklist in every stages of the process and the things to do:

PRE-MEETING

Why: What are your goals? Why are you meeting with them?

Who: Who’s gonna be there? Who’s gonna be the hosts, guests, speakers, and notetakers?

Where: Where or what platform? What location? What facility?

How: How will you get there? What are the security, the clearance, rehearsals needed?

What: What are you gonna do? What is your agenda? What are the kinds of handouts you are allowed to have? What kind of equipment and media to use?

Emergency: What are your backup plans? What will you do if the technology fails? What will you do if somebody doesn’t arrive? What would you do if you couldn’t get into the building? What would you do if the security clearance papers couldn’t get there?

MEETING DAY

Final Checks: Check your technology and look for the point of contact upon arrival.

Where: Use the necessary transportation and arrive ahead of time.

Who: Sign-in sheets are really important. Know who’s in the room.

What: Set up something that you can deliver in 10 minutes and consider the 60% of your time for Q&A, discussions, and engagement.

How:  Relax. Your federal buyer is just human. Be grateful and show empathy.

FOLLOW-UP

Who: Have an internal and agency debriefing.

What: Send what you said you would.

When: Send it when and how you said you would.

How: Send follow-up in a thorough manner and with gratitude.

RESOURCES

No one is entitled to a federal contract, but you can earn the federal buyer’s trust. So, continue building their trust and wait for the response that will yield more contracts!

“I remember another story about calling them. Calling, calling, and calling. And finally when they needed me, they called me more than I called them.”

If you want to learn more about how to prepare for your call and get invited back, then check our full Mastermind Monday video with Judy Bradt.

You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

How to prepare for your call and get invited back with Judy Bradt

https://www.youtube.com/watch?v=p4-3y9RcOaM

[federalcontractor]

VICKY MANGANO: ITALY-BASED CONSULTANT HELPING INTERNATIONAL COMPANIES DO BUSINESS WITH THE US!

Vicky Mangano shares how she learned about the US procurement and how she helps international companies win contracts as an Italy-based Consultant!

BACKGROUND

Vicky Mangano is a consultant based in Italy through her company Mangano International Development.

She helps international clients in Europe in terms of doing business with the United States government in Italy.

This includes registering their company to translating English contracts to Italian, among others.

WORKING AS A CONSULTANT IN ITALY

Mangano started working in a construction company that was doing business with the U.S. government. That’s when she got interested in how the US federal procurement works.

She then continued in getting more qualifications as an expert in the construction industry while also learning about US federal procurement through research.

After that, she then decided to become a consultant and started researching about what the U.S. government needs near Sicily.

“This is very important to note that… we cannot be improvised overnight. This is hard work… That’s why, if you use the full, to surround ourselves with people… who give us important lessons.”

With this, she looked for Italian-based or any Europe-based companies that are actually ready to work with the U.S. government.

At the first appointment, she usually analyzes if the company is ready and eligible to bid. If not, she provides more information on how the procurement process works.

Then, if they agreed, she helps in making sure that they get the right codes and documents needed in registering as an international company to the U.S. procurement database.

After that, she then helps in analyzing their market and their target clients while also looking for possible opportunities.

She even translates some of the English solicitations to Italian just to make sure that her clients understand what that specific agency needs and they’ll be able to provide it.

ADVICE FOR INTERNATIONAL COMPANIES

1. RESEARCH EVERYTHING ABOUT THE MARKETPLACE.

When Vicky got interested in doing business with the US government, she also found that there’s not much support about this matter in Sicily, Italy.

So, she researched further and that’s when she bumped into our GovCon Giant videos on YouTube.

“We needed to have armored open knowledge… That’s very important because you can’t tell anything to the government in terms of good in service, if you don’t know what the federal agency needs and where. You can’t organize anything. You need to know how the government has organized it.”

2. FIND THE NEAREST US CLIENT.

While researching how US federal procurement works, you also need to find the nearest US military installation or any US clients near you and see what you can offer to them.

Remember, the United States has operations across the globe and it’s impossible that you can’t find one in your region.

For instance, Vicky used EuroNECO to look for RFQs. She also uses this platform to build her customer profile and learn what their clients need.

“Find opportunity, provide something, and how to deliver it… And when you have completed these pictures, we can create our customer portfolio and start to do business internationally. that’s what I did and what I’m doing.”

3. GET REGISTERED AS AN INTERNATIONAL COMPANY.

To start working with any US government agencies in your region, you need to register first as an international company.

However, because you’re an international company, consider that the US government asks different requirements and the process may differ from the normal registration process in US-based companies.

With this, you can check this video that we have on how to register if you are a foreign company.

RESOURCES

If you want to learn more on how Vicky Mangano learned about the US procurement and how she helps international companies win contracts as a consultant based in Italy, then check the resources below.

You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

She does business in 🇮🇹 ITALY 🇮🇹 for the U.S!

https://www.youtube.com/watch?v=vkUPG26Cbhs

https://govcongiants.com/podcast/2019/09/02/019-2/

[federalcontractor]

TOP 10 NAICS CODE FOR SAP THIS 2021

Government agencies are always looking for businesses to invest in, however, it is often taken for granted or missed. More than $5 billion in Simplified Acquisition dollars are ‘left on the table’ by small businesses each fiscal year.

Through simplified acquisition procedures (SAP), rules are thrown out the window. A new set of rules are followed but it only applies to contracts that follow the specified category.

Having said that, federal agencies use NAICS code for SAP to determine the products and services that they want to buy. Choosing the wrong NAICS code for SAP could hinder your path to success.

Are you interested in learning how to win in the marketplace? Get to know the top players that have been in high demand, here’s the top 10 industries in 2021 for SAP.

1.331410

Non-Ferrous metal (except aluminum) smelting and refining comes first on our list.  This industry is responsible for the smelting of non-ferrous metals, except aluminum, from ores and/or the primary refining of these metals by electrolytic methods or other processes.

Non-ferrous metals are considered highly valuable, which is probably why the collective amount obligated by the federal government to this industry has reached $229 million.

2. 541512

In this day and age, all organizations rely on computer and information technology but many of them don’t have the internal resources to effectively design, implement, or manage the products and systems that they need, this is where computer systems design services enter.

Government agencies, at all levels, are undergoing digital transformation. They have invested about $212 million in this industry, for SAP contracts alone. Digital government transformation has become critical for meeting the expectations of modern citizens.

3. 336413

This is the industry that manufactures and/or develops aircraft parts or auxiliary equipment (except engines and aircraft fluid power subassemblies).

Aviation has made a significant impact on human life, one of which is the import and export of goods. With a cumulative spending amount for SAP contracts of $202 million, it is clear that the government sees the importance of these companies.

4. 541519

Other computer related services pertain to businesses that provide computer related services except those that are offered by companies under the 541512 NAICS code. They come in when there is a need for computer disaster recovery or software installation.

SAP contracts under this code that have won are worth about $184 million, collectively, not as much as those under 541512 but it is still quite up there.

5. 541611

Administrative management and general management consulting services provide operating advice and assistance to businesses and other organizations on administrative management issues.

Since this industry is vital for every business of all kinds, it does not exclude the federal government from needing it, which is why they’ve also spent around $184 million on it.

6. 336611

Establishments under this code are primarily engaged in ship building and repairing. To put it simply, they operate a shipyard which includes constructing, repairing, altering, and producing ships.

In 2021, the government spending on this industry for SAP contracts is around $148 million.

7. 541330

Engineering services apply physical laws and principles of engineering in the design, development, and utilization of machines, materials, instruments, structures, processes, and systems.

This industry is quite broad, as engineering encompasses a wide range of industries, but as a whole, they have won SAP contracts worth $138 million.

8. 511210

This code comprises software publishers that are primarily engaged in computer software publishing or publishing and reproduction.

Software development matters. The contracts that have won under this code are worth $126 million. It is difficult to imagine a successful business model without online marketing, since a well-integrated software can take any company to the next level.

9. 561210

The facilities support services provide operating staff to perform a combination of support services within a client’s facilities. The government has invested $124 million in this industry.

Oftentimes, people don’t notice the benefits of proper facilities management and how it significantly increases productivity.

10. 339113

Businesses in this industry manufacture surgical appliances and supplies such as orthopedic devices, prosthetic appliances, surgical dressings, etc. The relevance of the healthcare industry has always been constant, but 2021 has increased that tenfold.

Although it comes last on the list, the federal government’s spending on this industry is about $118 million, which is still an insane amount.

RESOURCES

The ranking from this article was taken from usaspending.gov. Federal awards that were completed under SAP were listed from highest to lowest, according to their NAICS code and their respective cumulative amount obligated by the federal government.

If you want to know how to win small contracts with the U.S. federal government through SAP, check out this video entitled, “Low hanging fruit contracts (SAP) Simplified Acquisition Procedures – Eric Coffie”, to know your way around the industry.

To also learn more about all things NAICS, you can check out the website here and for more contents like this, visit www.govcongiants.com

[federalcontractor]

TOP 10 PSC CODES IN 2020

If you’re a small business owner and have been trying to get into the federal arena, you are probably familiar with the North American Industry Classification (NAICS) code. It is very important in terms of gaining visibility to the government but did you know that the Product Service Codes are just as important?

One of the reasons why business owners get lost in government contracting is because of the overwhelming variety of products and services needed by the agencies.

PSCs can help a business easily describe what they can offer to the government buyers, as they are straightforward and also narrower compared to NAICS codes.

Most business owners think their companies stand out from their competition, but only a few have actually attempted to validate that.

Find your competitive advantage by getting to know the marketplace. This could expand potential opportunities for you and your company. With that in mind, here’s a list of the top 10 PSC codes that have dominated 2020 and what they offer to the market.

1. 1510

Aircraft, Fixed Wing

This code pertains only to complete aircraft which means end items, assemblies, parts, attachments, or accessories for use in or on fixed-wing aircraft are classified in classes other than this class.

2. R425

Professional: Engineering/Technical

This is designated for engineering and technical services. Under this category are services that offer systems engineering, technical assistance, and other services used to support the program office during the acquisition cycle. This excludes language translation and sign language interpretation.

3. 1905

Combat Ships and Landing Vessels

This code includes aircraft carriers; battleships; cruisers; destroyers; submarines; frigates and corvettes; gunboats; motor torpedo boats; sub chasers; landing barges; minelaying and mine sweeping craft.

4. R499

Support- Professional: Other

Services in this category offer advisory management. Businesses that fall under this are wide-ranging. One of the few possible NAICS codes for this is engineering services, environmental consulting services, and other computer-related services.

5. 1410

Guided Missiles

This class includes only complete guided missiles, with or without warheads and explosive components, whether in assembled or unassembled form. Complete drones, initially designed as missiles, but converted to drone use, are also part of this code.

End items, assemblies, parts, attachments, or accessories for use in or on guided missiles are classified in classes other than this class.

6. 6505

Drugs and Biologicals

This code refers to establishments that provide all drugs, medicinal grade chemicals, and biologicals subject to the Federal Food, Drug and Cosmetic Act, listed in the Monograph section of the U.S. Pharmacopeia or the National Formulary or covered by the United States Adopted Names (USAN). The items in this category, however, must be formulated for human use only.

Medicated cosmetics and toiletries classifiable in FSC 6508 and in vitro diagnostic substances and reagents classifiable in FSC 6550, and Veterinary Drugs and Biologicals classifiable in FSC 6509 are excluded from this class.

7. D399

IT and Telecom- Other IT and Telecommunications

This refers to establishments that offer IT and telecommunication services, as the name states. This category comprises services that offer any form of electronic information use and transmission.

8. Q201

Medical- General Health Care

This code is also self-explanatory, as it pertains to general health care services. Possible NAICS codes under this category are general medical and surgical hospitals, temporary help services, and home health care services.

9. M1JZ

Operation of Miscellaneous Buildings

Codes under M1 are designated for companies that operate on government-owned buildings. Most of the industry titles under the M1 classification are specified. This code, on the other hand, refers to the construction of buildings that may not particularly fall into other categories, hence the term miscellaneous.

10. 6515

Medical and Surgical Instruments, Equipment, and Supplies

The items offered in this class include anesthesia apparatus, blood transfusion apparatus, oxygen therapy apparatus, respirators, orthopedic supplies, arch supports, clinical thermometers, sutures, hearing aids, veterinary equipment, endoscopes, fiber optic. The ophthalmic instruments and non-medical endoscopes, however, are not included.

RESOURCES

The ranking from this article was taken from usaspending.gov. Federal awards in 2020 were categorized by their PSC codes and were then listed from highest to lowest, according to their respective cumulative amount obligated by the federal government.

To learn more about PSC codes and how to use them, check this video entitled, What is a PSC (product service code) and how to use it? to know your way around the industry and find your competitive edge.

The information found in this article is taken from the Products and Service Codes Manual, wherein the products, services, and research and development (R&D) purchased by the federal government were described according to its specified code. For more contents like this, visit www.govcongiants.com for more info.

[federalcontractor]

SOURCES SOUGHT: GENERAL SERVICES ADMINISTRATION (GSA) SEEKS TO LEASE THE FOLLOWING OFFICE SPACE IN RALEIGH NC (7NC2166)

The U.S. Government currently occupies office and related space in a building under lease in Raleigh NC (7NC2166), that will be expiring. The Government is considering alternative space if economically advantageous. The agency will consider, the availability of alternative space that potentially can satisfy the requirements, as well as costs likely to be incurred through relocating, such as physical move costs, replication of tenant improvements and telecommunication infrastructure, and non-productive agency downtime.

The Government will consider space located in an existing building or new construction. A minimum of 7,200 of American National Standards Institute/Building Owners and Managers Association (ANSI/BOMA) Office Area (ABOA) square feet (SF) consisting of approximately (6,400 ABOA SF of contiguous office space and 800 ABOA SF of nearby securable storage space) to a maximum of 7,560 ABOA SF of contiguous office space and 840 ABOA SF nearby securable storage space within the Area of Consideration set forth below.

Original Set Aside:

Product Service Code: X1AA – LEASE/RENTAL OF OFFICE BUILDINGS

NAICS Code: 531120 – Lessors of Nonresidential Buildings (except Miniwarehouses)

Place of Performance: Raleigh, NC USA

Updated Response Date: Jun 04, 2021 05:00 pm EDT

Full details via beta.sam.gov

Check out our RESOURCES page for a sample letter that we use in response to government market research.

[federalcontractor]

ANGELA O’BYRNE: AWARD WINNING ARCHITECT AND PRESIDENT OF INTERNATIONALLY-KNOWN PEREZ APC

Learn how to win local and international federal contracts with award-winning architect and CEO of Perez APC, Angela O’byrne!

BACKGROUND

Angela O’Byrne came from Cali, Columbia where she was born and moved to the United States years later.

She then earned two master’s degrees in architecture from Tulane University and in real estate development from Columbia University, respectively.

Meanwhile, she became part of the Perez APC, a U.S. based architecture and planning company with international reach. A few years later, she was asked by the owner to take over the company.

Currently, O’Byrne is a licensed architect in 15 states, a licensed general contractor in two states, a Fellow of the American Institute of Architects, and a LEED Accredited Professional.

She has also successfully led complex design and construction projects around the world, including a $500 Million USAID contract in Afghanistan— the largest infrastructure construction contract awarded to a women-owned business to date by the USAID-Afghanistan Mission.

With all of these, she was named as the 2016 Small Business Person of the Year in New Orleans and the first runner-up for the National Small Business Person of the Year by the U.S. Small Business Administration.

“Keep going around the world and keep doing more and more.”

ADVICE FOR BUSINESSES

1. BID BUT ASK FOR A DEBRIEF.

O’Byrne doesn’t think that bidding is a bad strategy, in the sense that it’s a way to get your name in front of people. The only thing that you should do is ask for debriefs.

Although you don’t win every bid, you will be able to learn a lot from it through asking what’s wrong with your proposal and it also helps agency decision-makers learn from your company.

“Like everything, if they don’t know who you are and they’ve never met you, at some point, you do have to look on FedBizOpps and start submitting proposals… You’re not going to win it the first time because they don’t know who you are.”

2. MARKET TO INTERNATIONAL MISSIONS.

It’s not enough to just go after contracts in Washington D.C. because there are far more opportunities in the international market.

With this, why not market to missions because these basically have their own budgets.

Apart from that, you can meet people who are doing these jobs for years and learn from them. Although you will be spending money on marketing, the return on investment is far more advantageous.

3. FIND THE ONES WHO WANT TO HELP.

Avail all the resources that you can use in building your business and these include organizations and people who want to help you.

In fact, it was years on being in the 8(a) program when O’Byrne got their first contract and she would have never done that without the help of their Procurement Technical Assistance Center person.

So, you really have to find the ones who really care and then latch onto those people and they will help you. They really will.

“You can tell quite quickly who in those agencies and which OSDBUs actually care about the mission and want to help you. And you can tell which ones don’t care. So, don’t waste your time with the ones that don’t care because they will waste a whole lot of time.”

ARE YOU COMMITTED ENOUGH?

Building a business is really difficult and it is easy to get discouraged, so O’Byrne recommends to do some soul searching and decide whether you’re committed enough to stick it out.

You have to decide, “Are you committed enough to stay the course?” Because if you’re not, don’t do it.

Don’t put yourself through this because it’s going to be tough. There are going to be a lot of ups and downs. You never arrive, you’re always striving, and it’s always going to be difficult.

“It’s not for everybody. You know, you really need to be real with yourself and don’t do it, if you don’t really feel like you’re up for it.”

RESOURCES

If you want to learn more on how to win local and international federal contracts with Angela O’byrne, then be sure to click the resources below. You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

005: Angela O’Byrne – Award Winning and Internationally Known Architect

https://govcongiants.com/podcast/2019/05/28/005/

https://www.youtube.com/watch?v=BbcwfN57Y9Y

[federalcontractor]

SOURCES SOUGHT: DEFENSE HEALTH AGENCY – MEDICAL FACILITY OPERATIONS AND MAINTENANCE

The U.S. Army Corps of Engineers, Little Rock District, has been tasked to solicit for and award an Indefinite Delivery Multiple Award Task Order Contract (MATOC) for Defense Health Agency (DHA) Medical Facility Operations and Maintenance (O&M). The proposed contract will be a competitive firm-fixed-price contract procured in accordance with FAR Part 15, Negotiated Procurement, using the “Best Value” trade-off process. The type of set-aside decision(s) to be issued will depend upon the responses to this synopsis.

The purpose of this synopsis is to gain knowledge of interest, capabilities, and qualifications of various members of industry, to include the Other than Small & the Small Business Community: Small Business, Section 8(a), Historically Underutilized Business Zones (HUB-Zone), Service-Disabled Veteran-Owned Small Business (SDVOSB), & Woman-Owned Small Business (WOSB). The Government must ensure there is adequate competition among the potential pool of responsible contractors. Small businesses, Section 8(a), HUBZone, SDVOSB, & WOSB are highly encouraged to participate.

Original Set Aside:

Product Service Code: Z1DA – MAINTENANCE OF HOSPITALS AND INFIRMARIES

NAICS Code: 561210 – Facilities Support Services

Place of Performance: USA

Updated Response Date: Apr 28, 2021 02:00 pm CDT

Full details via beta.sam.gov

Check out our RESOURCES page for a sample letter that we use in response to government market research.

Visit more related articles at www.govcongiants.com