Increasing Small Business Access to VA Procurements
Tom Leney, Executive Director, Small and Veteran Business Programs
Office of Small and Disadvantaged Business Utilization (OSDBU)
U.S. Department of Veterans Affairs
National 8(a) Association 2015 Winter Conference
February 4, 2015
Increased Opportunity Through Access
• VA Small Business Goal
Achievement
• Where Are VA Buyers Located?
• Areas of Opportunity at VA
• Path to Success
• Procurement Readiness
• VA’s Direct Access Program
2
VA
Small Business Achievement
VA is committed to providing opportunities for all Small Business.
Federal Goal
All small business
VA Goal
VA
Percentage
VA Dollars
(billions)
2013
2013
23%
34%
36.2%
$6.5
SDVOSB
3%
10%
19.4%
$3.5
VOSB
N/A
12%
21.7%
$3.9
Small Disadvantaged Business
(SDB) – includes 8(a)
5%
5%
7.9%
$1.4
Women-Owned Small Business
(WOSB)
5%
5%
3.3%
$0.6
Historically Underutilized
Business Zone (HUBZone)
3%
3%
1.7%
$0.3
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Where Are VA Buyers Located?
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Primary Opportunities at VA
Average Annual
Total VA Spend
Average Annual
Total VA SB Spend
3-Digit
NAICS
NAICS Description
FY12-FY14
Average Annual
SB Percentage
FY12-FY14
FY12-FY14
238 Specialty Trade Contractors
$
233.1M
$
251.4M
92.7%
237 Heavy and Civil Engineering Construction
485 Transit and Ground Passenger Transportation
$
$
128.9M
83.6M
$
$
160.1M
109.1M
80.5%
76.6%
812 Personal and Laundry Services
337 Furniture and Related Product Manufacturing
$
$
55.3M
98.9M
$
$
72.9M
134.2M
75.8%
73.6%
327 Nonmetallic Mineral Product Manufacturing
236 Construction of Buildings
541 Professional, Scientific, and Technical Services
$
$
$
34.6M
1.3B
1.9B
$
$
$
47.6M
1.9B
3.2B
72.8%
66.4%
60.6%
443 Electronics and Appliance Stores
333 Machinery Manufacturing
561 Administrative and Support Services
$
$
$
28.0M
113.5M
293.9M
$
$
$
48.5M
199.2M
523.8M
57.7%
57.0%
56.1%
339 Miscellaneous Manufacturing
$
545.0M
$
1.3B
42.0%
532 Rental and Leasing Services
$
47.8M
$
118.1M
40.5%
423 Merchant Wholesalers, Durable Goods
Total
$
$
299.9M
5.2B
$
$
749.6M
8.8B
40.0%
58.6%
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Top 5 Buying Areas in VA
Industry
Total
SB
SB %
325412-Pharmaceutical
Preparation Manufacturing
$4,381,642,614.45
$63,987,174.57
1.46%
236220-Commercial And
Institutional Building
Construction
$1,378,479,633.78
$1,123,903,939.37
81.53%
334510-Electromedical And
Electrotherapeutic Apparatus
Manufacturing
$654,379,161.99
$35,139,744.88
5.37%
541519-Other Computer
Related Services
$645,598,026.16
$582,177,750.30
90.18%
339113-Surgical Appliance And
Supplies Manufacturing
$631,889,088.14
$254,511,422.76
40.28%
Source:
Federal Procurement Data System (FPDS) Data for Fiscal Year 2014 (October 1, 2013 to September 30, 2014).
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8(a) Procurements
• FY 2014:
– VA spend toward 8(a) Vendors: $338 Million
 71% ($239 Million) of the $338 Million went to
Veteran Owned Businesses (VOBs)
 87%($207 Million) of that $239 Million went to
Verified Veteran Owned Businesses (VOB).
Data as of 1/20/2015
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Compatibility Scoring
• Used to define the percentage quotient of successful
contracting opportunities between government
procurement decision makers (buyers) and small business
entities (sellers) by using criteria such as those listed below.
– Business Opportunity (i.e., NAICS, Title, Opportunity Value,
Description, etc.)
– VOSB Verification Status
– Federal Supply Schedule (i.e., BPA, 00Corp, 03FAC, etc.)
– Defense Contract Audit Agency (DCAA) Compliant
– Business Certification (i.e., CPA, CGFM, ITIL, etc.)
– Socioeconomic Category
– Past Performance
– Revenue
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VA Small Business Resources
• Veteran Entrepreneur Portal (VEP):
http://www.va.gov/osdbu/entrepreneur/
• VA Small Business Liaisons:
http://www.va.gov/osdbu/about/contacts.asp#sbl
• VA Forecast of Contracting Opportunities (FCO):
https://www.vendorportal.ecms.va.gov/eVP/fco/FCO.aspx
• VA Federal Supply Schedule (FSS):
http://www.fss.va.gov/
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VA FSS
1. 65 I B—Drugs, Pharmaceuticals, & Hematology Related
Products
2. 65 II A—Medical Equipment & Supplies
3. 65 II C—Dental Equipment & Supplies
4. 65 II F—Patient Mobility Devices
5. 65 V A—X-Ray Equipment & Supplies
6. 65 VII—Invitro Diagnostics, Reagents, Test Kits, — Test
Sets
7. 66 III—Cost-Per-Test, Clinical Laboratory Analyzer
8. 621 I—Professional & Allied Healthcare Staffing Services
9. 621 II—Medical Laboratory Testing & Analysis Services
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Path to Success
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What Is Procurement Readiness?
Demonstrated ability to win
and to successfully perform
contracts
“In the eye of the beholder”
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Basic Elements of Procurement Readiness
•
•
•
•
•
Registration in SAM
Industry Specific Licenses and Requirements
Web Site/Capabilities Statement
Experience
Knowledge of Federal Procurement Readiness
and Process
• Knowledge of Customer
• Verified
• Be present
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How to Achieve Procurement Readiness
• Partner with procurement ready businesses
• Obtain Non-Government Contracts to gain
experience
• Compete for Small Contracts (SAT)
• Seek help from programs that promote
procurement readiness.
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Help Is Available
• 8(a) Business Development Program
• SBA Business Development Programs
“Boots to Business”
• Procurement Technical Acquisition Centers
(PTACs)
• Veterans Business Opportunity Centers
• Minority Business Development Agency (MBDA)
• SCORE (Service Corps of Retired Executives)
• Mentor Protégé Programs
• Federal Contracting Certification
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VA Focus: Direct Access
• Provides access for Procurement Ready Small
Businesses to Procurement Decision Makers
(PDMs)
• Partner Opportunity Showcases, Commercial
Opportunity Showcases, and Communities of
Interest (COIN)
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Plan for 2015
Upcoming Events
•
Direct Access Program (DAP) Upcoming Schedule
– VA Medical Center (VAMC)/The American Legion Opportunity Showcase in
Washington, DC
– Government Procurement Conference in Washington, DC
– Utah Procurement Conference: Salt Lake City, UT
•
Currently Planning
– Pennsylvania PTAC Event
– VA OSDBU/Women As Veteran Entrepreneurs (WAVE) Opportunity Showcase
– National Acquisition Center Industry Day
– VA Office of Information and Technology Cloud Services Direct Access Event
Full Calendar of Upcoming Events at:
http://www.va.gov/osdbu/library/events.asp
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Important Contacts
OSDBU:
http://www.va.gov/osdbu
Verification:
http://www.Vetbiz.gov
Helpdesk: (866) 584-2344
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