Winning and Implementing Government Contracts
By
Lamont Hames
LMH Strategies, Inc.
National Sponsored Programs Administrators Alliance
Conference
June 6, 2013
LMH Strategies, Inc.
Mission: LHM Strategies, Inc. a management consulting firm, leverages Federal government
management, industry, and higher education relationships to provide business development
services that increase Federal and Commercial revenue streams to HBCUs.
─ Build the immediate and long term capacity of HBCUs to participate in Federally funded
programs
─ Procure and sustain lucrative Federal funding that strengthens the institutions
resources and ability to attract, retain, and graduate outstanding students
─ Diversify institutions’ revenue streams and increase their share of Federal dollars which
may increase unrestricted revenue
─ Increase institutional competitiveness in a highly competitive higher education
environment
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LMH Strategies, Inc.
Declining Federal HBCU Investments
Sponsored
Programs Office
Limitations
Federal Agency
Perceptions
LMH Strategies, Inc.
Total Higher Education Federal Funding:
 2009 saw the highest levels of funding to HBCUs by the Federal government; since
2009 funding has decreased to all HBCU’s by 47%
 According to the most recent Department of Education report, funding for
scholarships and tuition assistance account for 70.9% of all HBCU support
 In 2009, 2.7% ($4.7B) of IHE funding awarded to HBCUs.
─ Once you remove Title III and Pell Grants approximately $1.4B awarded to HBCUs in
grants and contracts
 .23% ($407M) of IHE funding awarded to UNCF member institutions
─ Once you remove Title III and Pell Grants approximately $118M awarded to UNCF
member institutions in grants and contracts
Major Funding Categories
IHEs
HBCUs
HBCU % Share
Scholarships and Tuition Assistance
Research & Development
Training
Facilities & Equipment
Direct Institutional Subsidies
Technical Assistance and Other Services
Other Categories*
TOTAL
$132,561,583,438
$30,623,433,970
$3,555,702,356
$694,655,601
$674,067,204
$1,173,878,177
$5,188,759,941
$174,472,080,687
$3,388,024,318
$356,382,387
$115,721,357
$71,128,474
$51,219,549
$41,995,709
$756,224,977
$4,780,696,771
2.6%
1.2%
3.3%
10.2%
7.6%
3.6%
14.6%
2.7%
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LMH Strategies, Inc.
What Is Need Now….to reverse the trends
Advocate Federal Agencies
• Monitor & Oversight of Federal Laws and Executive Orders enacting HBCU/MSI programs in the
Federal Government
• Federal Agency Memorandum of Agreement(s)
• White House Initiative on HBCU’s
Technical Assistance
• Establish HBCU National Contracting Center and presence in Washington, DC
• Support and augment Inst. Sponsored Programs Offices (40% of UNCF Institutions do NOT have
SPO’s)
• GSA Schedule Mission Oriented Business Integrated Services (MOBIS) Contract
• Establish HBCU Consortium(s)
• Developing national CRM and HBCU/MSI Capabilities Database
• Project Management
Procurement Policy & Initiatives
•
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Develop Institutional Pipeline of Federal Grants
Develop HBCU/MSI Contracting & Subcontracting Reports
Pursue Cooperative Agreements
Pursue Mentor-Protégé Programs
Pursue SBIR/STTR
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LMH Strategies, Inc.
Federal Marketplace for HBCU/MSI’s Opportunities (Q1) 2013:
Cabinet Agency
National Aeronautics and Space Administration (NASA)
Department of Health and Human Services (HHS)
US Department of Agriculture (USDA)
Department of Energy (DOE)
Department of Justice (DOJ)
Deaprtment of Education (ED)
Environmental Protection Agency (EPA)
National Science Foundation (NSF)
National Endowment for the Humanities (NEH)
Department of Homeland Security (DHS)
Department of Defense (DOD)
Department of Commerce (DOC)
Grand Total
Total
$ 39,600,000
$ 12,425,000
$ 8,240,000
$ 1,750,000
$ 1,330,000
$ 1,065,000
$
900,000
$
765,000
$
500,000
$
500,000
$
150,000
$
100,000
$ 67,325,000
Source: Grants.gov & Govwin.com
Federal Marketplace for HBCU/MSI’s Opportunities (Q2) 2013: $131,000,000
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LMH Strategies, Inc.
1. In Reach to Schools - Identification of HBCU Core Capabilities
A. Consolidate information on existing capabilities, labs, resources and partnerships
B. Conduct and capture outreach to sponsored program offices, faculty and administration
C. FEDERAL BUSINES DEVELOPMENT TRAINING FOR HBCU’S
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LMH Strategies, Inc.
2. Opportunity Identification, Announcement, Training
 Prioritize procurement opportunity PIPELINE with Federal project-ready institutions
 Identify and distribute opportunities and announcements for Federal awards
 Launching a Federal Training Program for HBCU’s: Federal Business Development and
Proposal Writing
Details
Opportunity Number
Details
Opportunity Name
Details
Primary Customer
Cabinet Agency
Details
Solicitation Number
Details
Contract Type
Details
Est. Revenue
0177
Minority Serving Institution (MSI)
Advanced Rehabilitation Research Training ED
(ARRT) Projects
ED Office of Special Education and
Rehabilitative Services
CFDA NUMBER: 84.133P-3
Grant
$
150,000
http://w
mode=
0202
Research Training Program for College and
EPA
University Students
National Risk Management Research
Laboratory
EPA-ORD-NRMRL-CI-12-03
Cooperative
Agreement
$
900,000
http://w
mode=
0162
NASDAQ OMX Group Educational
Foundation 2013 Grant
NASDAQ OMX Group Foundation
N/A
TBD
http://w
atives/
N/A - Private Foundation
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Grant
LMH Strategies, Inc.
3. Teaming Partner Identification and Relationship Building
Consortium Management
 Identifies, recruits and organizes clusters of IHE’s with
aligned skills, resources and expertise for targeted Federal
solutions
Multiple partnerships and agreements with large, medium
and small federal contracting primes to utilize IDIQ Vehicles
GSA MOBIS (prime)
Seaport-e
CIOSP
PMSS3
Others
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HBCU R&D Consortium
Established to conduct research and development activities that advance scientific, technology, engineering and
mathematical (STEM) skills to develop solutions for national defense, homeland security, medicine, energy and space
Alabama A&M University
Dillard University
Langston University
South Carolina State University
Alabama State Univ.
Edward Waters College
Lincoln University of Missouri
Southern University
Albany State Univ.
Elizabeth City State Univ.
Morehouse College
Spelman College
Alcorn State Univ.
Fisk University
Morgan State University
Tennessee State Univ.
Benedict College
Florida A&M Univ.
NC A&T State Univ.
Texas Southern Univ.
Cal State Univ. at Fullerton
Grambling State Univ.
NC Central Univ.
Tougaloo College
Cal State Univ. at San Bernardino
Hampton University
Oakwood University
Univ. of Arkansas at Pine Bluff
Cheyney University
Howard University
Polytechnic Univ. of Puerto Rico
Univ. of Texas El Paso
Claflin University
Jackson State Univ.
San Francisco State Univ.
Voorheese College
Clark Atlanta Univ.
Jarvis Christian College
Savannah State Univ.
Wilberforce Univ.
Delaware State Univ.
Johnson C. Smith Univ.
Sojourner-Douglas Univ.
Winston Salem State Univ.
Sampling of research and technical capabilities for over 40 leading HBCUs/MIs
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Aeromechanics and Propulsion
Bioengineering/Biotechnology
Chemical/Biological Engineering
Cyber Security
Ecological Modeling
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Emergency Response
Energy/Renewable Energy
Fluid Dynamics
Human Factors
IT/Information Assurance
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Materials Science
Mechanical Engineering
Modeling and Simulation
Nanotechnology
Optics/Electro-optics
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Physics/Biochemistry
Remote Sensing
Simulation Training
Supply Chain Management10
Transportation Systems
LMH Strategies, Inc.
HBCU Federal Government Implementation Strategy
Federal Opportunities
HBCU & STEM Oversight
Monitor Laws, Regulations, E.O,
and Policy Impacts
Identify, Market and Advocate
HBCU Capabilities to Federal
Decision Makers
Institution Acquisition & Procurement “Deal Flow”
Federal Agency Outreach
Proposal & Technical Support
Department of Defense; ARMY;
NAVY; AIR FORCE (PM’s)
Assist with RFP & Proposal
Strategy
Homeland Sec. & Intel (PM’s)
Direct Proposal Process and
provide technical support
Civilian Agencies (PM’s)
Coordinate strategy with White
House Initiative/HBCU’s
Confirm Federal STEM
Objectives
Gather Federal STEM Req.
Identify Federal Funding
Programs & “Target” Opps.
Federal Prime Contractors
Most Fed. CTR’s have NO formal
relationship with HBCU’s
Comm. With HBCU’s
Customer Communications
Records & File Keeping Support
Progress Reports
Research Consortium
Program Expansion
Manage Consortium Members
HBCU Vendor/Supplier Mgmt.
Secure Contracts & Grants
using Agency or GSA Vehicles
Business Development Support
Fed. SBIR & STTR Programs
STEM Knowledge Forums
NSPAA*
Assist with Contract Mgmt. on
behalf of HBCU’s
Assist with Workflow and
Business Process for HBCU’s
Joint Marketing: (i.e. NSF,
HHS, NASA, Northrup Grumman
Corp)
HBCU Start-up Initiative
Update HBCU CRM
Pipeline Report to HBCU’s
Federal Compliance Reviews
Ad Hoc Service and Support
Contract Vehicle Management
Knowledge Management (InReach)
Program Management
Assist with Cost Proposals
Research Federal Grant & Ctr’s
Align HBCU Capabilities with
Federal Interests
Post Award Mgmt. Support
Operations Compliance
NSPAA*
HBCU National Contracting Center / Federal Project Management Support
Proposal Writing Training
Program Kick Off Support
Cluster Marketing (i.e. HBCU
Cyber Security Working Group
and Energy Consortium)
Federal Agency MOA’s (i.e.
FEMA, SBA, MBDA, Others
3rd Party Professional Services
and Consulting as needed
Higher Education Business
Events (i.e. Nat’l Academies of
Science)
NAVIGATING THE DEPARTMENT OF DEFENSE: AN ILLUSTRATION
Influencing Dept. of Defense STEM & HBCU Revenue Stream Strategy
External Influencers: ASEE,
Nat’l Academies of Science,
Bus.& Higher Education
Forum, Nat’l Defense
Industries Assoc.
Congressional Committees:
House Armed Services
Committee Staff
Tim McClese
Kevin Gates
National Defense Authorization Act
DoD: Procurement Policy
DoD: STEM Strategic Plans & Policy
$ Defense
Budget
DoD STEM
Executive Board,
Chair
Assistant Secretary
for Research & Eng.
Victoria Bowens, Col, USAF
Senior Military Advisor, Diversity
Management & Equal Opportunity
Department of Defense, Pentagon
Dr. Regional
Brothers, Director
Karen Harper STEM Program Manager
Dr. Laura Adolfie,
Director STEM Dev.
Office
Charmane Collins, Program
Manager, Minority Serving
Institutions
Gary Strack, Director of Air Force STEM
Outreach Coordination Office
Sean Crean, Director, NAVY Small Business Programs
Installation Small Business Specialists
National Defense Education
Programs
White House Initiatives Office:
Historically Black Colleges &
Universities
Ed Lee, U.S. Air Force Office of Scientific Research
HBCU/MI Program Manager
$ MSI
Budget
Office of Naval Research
HBCU/MI Program Manager
Joseph McDade Jr., Director, Air Force Small Business
Programs
Installation Small Business Specialists
HBCU External Organizations
Dennis Via, Commanding General
ARMY Materiel Command, Huntsville, AL
Nancy Small, Associate Director Small Business Specialist
and HBCU/MI programs
$ MSI
Budget
Pressure Points where UNCF must exert STEM input
Dr. Laura Stubbs,
Science &
Technology
Initiatives
$ 85% of
ARMY
Budget
Enjoli Ramsey
Air Force STEM Diversity Outreach Program
Manager
Djuana Lea, Ph.D
Program Element Monitor, Basic Research AF Science
& Technology Division
Andre Gudger, Director, Office of Small Business Programs
Joseph Misanin, Deputy Director, SBIR & STTR
Farooq Mitha, Staff
$100M IHE
Budget
Evelyn Kent
HBCU/MI Program
Mgr.
$ MSI
Budget
NEW STEM
CLAUSE IN
RFP’s FEDERAL
REGISTER
Tracey Pinson, Director, ARMY Small Business Programs
Cynthia Lee, HBCU/MI Program Manager
Installation Small Business Specialists
Oakwood University well positioned
RFP’s, Grants, Cooperative Agreements
HBCU
HBCU
HBCU
HBCU
HBCU Centers of Excellence and UNCF Consortia
Intuitions on “RFP” ALERT
External Community, Associations, an Influencers
Internal Advocate, Policy, and Stakeholder
LMH Strategies, Inc.
LMH Strategies, Inc.
SMALL BUSINESS
PRIVATE INDUSTRY
Commercial
• Access to HBCU/MI market
•
•
Qualified Staff
Federal Contractors
• Competitive advantages
• Competitive Teaming Partners
• Meet set-aside requirements
• Qualified staff
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•
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Access to funding sources
Capacity Building
Capability Marketing
Competitive Teaming Partners
Bid & Proposal Support
Back-end office Support
Access to business support systems
Cost/operational efficiencies
Federal Contractors
Access to decision-makers
• Capability marketing
Competitive Teaming Partners
• Bid & Proposal support
• Back-end office support
• Qualified staff
•
•
HBCUs/MIs
•
Commercial
Access to HBCU/MI market
• Qualified Staff
“Eco-System”
For
Success
FOUNDATIONS
• Fulfillment of minority
focused philanthropy goals
GOVERNMENT
NEXT GENERATION WORKFORCE
• Career Development
• Opportunity
• Employment
Mission support (STEM)
Socio-economic Business
Minority Higher Education
• Diverse human capital
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•
•
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LMH Strategies, Inc.
Save the Date
Tele-Seminar on Federal Business Development for HBCU’s –
Friday, June 14, 2013
2 - 3 pm EST
Point of Contact:
LMH Strategies, Inc.
Lamont Hames
President & CEO
lhames@lmhsi.com
301-655-0608
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