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FEDERAL ACQUISITION
How to position your company to receive a Government contract
Lance Petteway, Director, Contract Management Division
Food and Nutrition Service
Women Impacting Public Policy (WIPP) is a nonprofit, membership
organization working to increase the economic power and public policy clout
of women entrepreneurs by providing essential business skills education,
leadership opportunities for business and personal growth, and a seat at the
table among policymakers in Washington, D.C.
WIPP was founded in 2001 and is recognized as a national, nonpartisan
voice for women business owners, advocating on behalf of its coalition of
4.7 million businesswomen including 78 business organizations. WIPP
identifies important trends and opportunities and provides a collaborative
model for the public and private sectors to advance the economic
empowerment of women.
www.WIPP.org
Give Me 5
• National program from WIPP & American Express OPEN designed to
educate women business owners on how to apply for and secure federal
procurement opportunities.
• Give Me 5 works to increase the representation of Women Business
Owners that win government contracts. We provide accessible business
education tools to assist both new and experienced federal contractors.
• Women Business Owners could gain more than $4 billion in annual
revenues if the 5% contracting goal set by Congress was reached.
FEDERAL ACQUISITION
How to position your company to receive a Government contract
Lance Petteway
Director, Contract Management Division, Food and
Nutrition Service
U.S. Department of Agriculture
Outline
 Guiding
principles (FAR)
 Toolkit for increasing your chances of receiving
Government contracts




Building relationships
Marketing your products or services
Challenges procuring with small businesses
Pre-award processes


Submitting smart proposals
Post-award
 Summary
Guiding Principles
FAR 1.102- Statement of guiding principles for the
Federal Acquisition System

The vision for the Federal Acquisition System is to deliver on a timely basis
the best value product or service to the customer, while maintaining the
public's trust and fulfilling public policy objectives.

Contracts is a Contact Sport.

Our goal is not to give you a contract; our goal is to maximize
opportunities for small businesses. Acquisition is a contact sport, we
provide opportunities, and you compete for the work.
Toolkit
Building Relationships
Understand
who your
prospect
customers
are.
Phase 1
Phase 2
Phase 3
Phase 4
Prospecting
Prospecting
Prospecting
Prospecting
Select one or
two agencies
that do a lot of
work in your
particular
NAICS Code.
Determine if
SBA has
designated the
NAICS Code as
underrepresent
ed for WOSB.
Make an
appointment to
meet with the
Head of
Contracting
Activity
Designee
(HCAD)/or
supervisor over
small business
program. See if
the agency has
opportunities
for small
businesses to
meet with
program
offices.
If you are in the
8(a) program,
your goal is to
become a
HCADs go to,
reliable, just in
time contractor.
Recommend to
the HCAD to
establish a
roundtable
program
(mention
USDA/FNS has
a model in
place).
Identify business
needs
Identify business
needs
Identify business
needs
Identify business
needs
Submit Smart Proposals
Marketing your Products or Services
Sign up with
FEDBIZOPS to
receive
notifications.
Subcontract with
off schedule prime
contractors.
Get a GSA
schedule or
subcontract with a
holder.
Build a close
relationship with
SBA
representative.
Attend vendor
outreach
programs.
Contact the Office
of Small
Disadvantaged
Business
Utilization
(OSDBU) for your
targeted agencies.
Start small; go
after projects
under $150K.
Subcontract with
WOSB, HUBZone,
8(a), etc.
Challenges Procuring with Small Businesses
 They
cannot do the work
 Way too much oversight
 The span of control of the contract is too big for them
 Poor quality
 Cannot meet deadlines
 Costly
 Do not have the necessary skill-sets
Pre-award Processes
Debrief
Source Selection
Process
Performance-Based
vs.
Sealed Bid
Source Selection
Processes
 Tradeoff
 LPTA
Submitting Smart Proposals
 Performance
based contract is a gift to contractors
 Read and follow instructions
 At a minimum, ensure you meet the minimum
requirements prior to elaborating on what you do better
than your competition
 If you identify a risk, address the solution to the risk
 Don’t make assumptions based on past performance with
the government
 Spell check
 Submit your proposals as if you will not get a second
chance to resubmit (award without discussions)
 Request debrief
Post-award
 Post-award
orientation
 Timely deliverables
 Timely contract completion
 Contractor evaluation (Contractor Performance
Assessment Reporting System (CPARS))
Summary
 Understand
the guiding principles for the Federal
Acquisition System
 Be proactive, network, and build effective relationships
 Understand the pre-award and post-award processes
 Submit smart proposals
 Ensure timely deliverables and contract completion
Questions
Thank You For Participating
Following this call you will receive links to the podcast
of this session.
For questions, please contact Lin Stuart at
Lstuart@wipp.org
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