National Veterans Small Business Engagement (NVSBE) November 2, 2016 Minneapolis Convention Center, Minneapolis, MN.

Transcription

1 Capabilities & More! National Veterans Small Business Engagement (NVSBE) November 2, 2016 Minneapolis Convention Center, Minneapolis, MN Pat Dotter, ACAS PTAC Area Manager CVE Verification Counselor

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3 Business Cards * Purpose? Who you are, what you do, contact info, calling card, business name, your title, location Criteria Government Perspective What is your business, what does your business do, where can I find your business, how can your business help me? 3

4 What is your Business?? What s in YOUR business name? Alphabet? Actual Business? Mystery service? Will a stranger know what this business does? What does your business do? - Do you need a tagline? 3 to 5 word explanation, not brand recognition, that clearly provides a picture of what you do - NAICS codes pick your focus, your best 3 to 5 word descriptors for focus 4

5 Where do I find your Business? LOCATION, DUNS, CAGE, website url? Location City and State, physical address not necessary DUNS (Data Universal Numbering System) number is a unique nine digit identification number, for each physical location of your business, used to identify a business. It is a social security number for businesses world-wide, but not officially used for anything other than identification of a business and not even necessarily required. DUNS IS required to do business with the government 5

6 Where do I find your Business? LOCATION, DUNS, CAGE, website url? CAGE (Commercial and Government Entity) Code - standardized method which identifies specific facility and its location. Always 5 alpha-numeric characters assigned by the DLIS (Defense Logistics Information System) Website url do you have one? Use www. Or Contact information person, title, phone, professional 6

7 How can YOUR business help me? How can your BUSINESS help Uncle Sam? What do you bring to the table? - Are you a preference program goal? 8a, Minority, WOSB, EDWOSB, SDVOSB, VOSB, or HUBZone? DBE through DOT? (socio-economic marketing) - Are you on a GSA schedule? GSA program? Schedule #, GSA STARS?, Approved PBS, TMSS? - Others? Room for GSA logo? State certifications? - list Federal first, then State 7

8 Business Cards Format of the business card: Font size 10 +, style Layout (follow any logo rules if they apply) Detractors? color, background color, combinations of colors or style? Too busy? This is the first FACE of YOUR company 8

9 Signature Signature extension of YOU & the business - your contact name, title, phone, - Business name, tagline (optional), logo (optional), important qualifiers (socioecon goals) ! Message Board your choice 9

10 Capabilities Statement Electronic Extension of your Business Card Much more information NO BS, No fillers ONE page, business capabilities, information Core Competencies, Past performance Differentiators, Capacity no less than 10pt font Design Layout: your choice, pix(s)? (optional) Logos for company & contracts or programs (Include the tag line, other branding?) Balanced appearance, organized, informational, stress the key points, name drop, wrap up

11 Capabilities Statement DO s Brag about BUSINESS, Capabilities (discrete, logo or statement, small print) Major accomplishments, projects (new technology, new industry, etc.) General personnel statements Past Projects, includes, largest project Extra Values, Problems you can solve Name drop the best

12 Capabilities Statement DO s DUNS, CAGE, NAICS with descriptors Certifications, Verifications (federal first, then state) Phone, Fax, Professional , physical address with zip+4 Business name, tagline if needed Web address, contact Socio-economic category GSA Contract logos, program Name drop the best (speaks to capabilities)

13 Cap. Statement DON Ts Focus on personal, personnel Brag about individual awards or accomplishments Highlight the Boss Too many pictures (have purpose) Detracting background or pictures Small font or hard to read font Duplicate Information

14 Capabilities Statement Focused on Business One page Elevator Speech (Capabilities) A Snap Shot of what the business can bring to the table Include the criteria NAICS, DUNS, CAGE, Socio-Econ Goal, contacts, info, web address, location, physical address, etc. Look Good, balanced, effective, communicate YOUR JOB TO MAKE IT WORK

15 Two important items to start developing within your company that will assist in better proposal responses: Develop a Capabilities Database Human Capital / Capacity / Capabilities Equipment Capacity / Capability Develop a Past Performance Database A record of all Past Projects/Contracts 15

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18 Need help? Call a Local PTAC visit APTAC website:

19 Developing a Capabilities Data Base The information you should keep on file for instant adjustments to capability statements: Current Updated resumes for all key personnel (updated every time you add personnel, remove, fire, hire, death, retire, etc.) Keep a Skills list of personnel- Always update the skills that are brought or lost, any new certifications/trainings, etc. Current updated equipment list (what is new, what was retired, removed from premises, etc.) Keep a list of Skills equipment allows Always update as machine capabilities change Capacity to Perform: square footage of building, storage on site, number of employees, any latest software that allows you to perform better, faster, etc. Remember to update/refresh your current capabilities document for each job you propose. Keep the Capabilities Statement focused on what the SOW is looking for. Your CORE competencies might not be the same for every project, nor will your skills. Updated

20 Developing a Past Performance Data Base The info you should keep on file for EACH job is: Name of the Job: Name of Agency, Office, Business or Company that extends the contract to you: Dollar Value of the contract (Job): Name and number for contact person or CO or PM that you report to: Your position (Prime or Subcontractor): A complete description of the SOW and Scope of project: Date started; date ended: Change Orders? Delay in job? A complete narrative of how the job went start to finish; any problems that arose; how issues were resolved; any solutions you brought to the table; who was involved in aspects of the job or problem solving; any contract changes; anything that happened while working; etc. Final result of the job: everyone happy? If not- how did you resolve that? Any invoice or payment problems?

21 Business Card Evaluation Checklist Government Criteria Yes No Sort of Business name clearly states what the business does? Tagline needed? NAICS Codes present? Location? DUNS? CAGE? Website? Contact Information? Professional ? Socio-Economic Set-Aside Group? GSA Schedule or Contract Holder? Program? State certifications? Font size 10 or >? Easy to read font? Card distractions? Overall professional appearance?

22 Capabilities Evaluation Checklist Government Criteria Yes No Sort of Business name, physical address, location, including zip code plus 4? Tagline included? Company: phone, fax, ? Professional? NAICS Codes present? DUNS:? CAGE:? GSA Schedule or Contract Holder? Program? Logo(s)? (appropriate) Socio-Economic Set-Aside Group? (Federal Certifications) Website address? State certifications? Font size 10 or >? Easy to read font? Any distractions? (pictures or logos or font overpowering) Appearance, Balance? Focus? (business only, not personal or personnel) Mentions Facilities? Mentions capacity? Clearly states what business does? Capabilities? Clearly states performance experience? (past projects, demonstrating capabilities) Mentions problems, solutions offered? Name drops? Mentions any value added? (optional) Mention Business Awards or Honors? (optional)

23 YSTEMS, INC. VVhat Teach: Budget Analysis with Microsoft Exc.el Budget Accounting... Non-Financial Personnel Budget Formulation Budget Execution Interpersonal Communications Critical Thinking and Problem Solving Data Analysis with Microsoft Excel 2007 Data Analysis and Business Modeling Data Collection & Analysis Techniques Federal Appropriations Law Courses Grammar and Writing Workshops Leadership/Management/Supervision Management Analysis Courses Operations Management Project Management Training Pre-Retirement Planning Presenting Statistics Using Charts/Graphs Strategic HR Analytics Training Strategic Planning Writing Effective Budget Justifications What We Do: Build Internal Capacity in your Organization Identify Workforce Needs Conduct Gap Analyses Determine Skill Mix Determine Workforce Requirements Perform Competency Analysis and Modeling Perform Organization Analyses Restructure Workflows Facilitate Collaboration What Our Clients Have Said: "The contractor exemplifies the ideal working relationship between government and industry. personnel have a solid knowledge base of government operations and continue to provide quality services under the terms of the contract." DOD/Army, CHRA "... amazing, animated, and very captivating instructor." GSA, Program Analyst "The quality and work ethic of the contractor is superb." DOD/Navy Building Internal Capacity... is able to minimize disruption in your organization using our inclusive methodology, a virtuaj!mr-degree assessment environment, providing us with information on your organization's emerging mission requirements and adjusting your workforce to meet those changes. Our training classes can be customized for your organization held on-site or at our facility. Com cilll Overview. is a small woman-owned business with offices in-and We are professaonals training professionals. Since 1998, we have to r performance, increase organ.izational productivity, and build collaborative work groups. CLIENTS US Army US Navy US Air Force US Marines Environmental Protection Agency Internal Revenue Service Department of Homeland Security Department of Justice Department of Veteran Affairs Pima County Government Eaton Corporation NAICS CODES CORPORATE VEHICLES GSA MOBIS 10F- NASBA#10.

24 ABOUT US:. ()f vast COnstruction <>Vt"\t:u' ic<> t'!or:<:>,::or,n.r million in annual volume.. < ex<:eeding $20 million fors.ingle proje,cts. fpr ability tp prqvi.de more in.. '.. not afront., 480 N Dean Road, Suite F-5 Auburn, AL (334) Fax: (334) estimating@dab-llc.com. Consultant- You.have what? Let us guide you getting the project started ot'l. the fight Desig11J Build -Why spend..a separate design and construction f:irrrf? want, when you want it, for a price you c;an on.e contract :.. '... ;_ : -: :: i.. :::" '' -.., ;: :.... :t-.. '!:$;., J "'!: '. Construction Manager - Let us be your eyes, i-.,.-.",;-voice: DAB's team of seasoned professionals can..: ' with proven past performance managing ' " t :n J::!:t='-:-:'''!'.:"'' d scopes.. We actually do build things. DAB 1. J I,,...,. g yetthriving company. Where we.. -rience, we EXCEL in overall in a vast array of construction i;tyto impress you.

25 Note: The OSDBU recommends that a company this one page capability statement or a similar fo rmat to the Forecast Contact to be considered for the best qualified list. WONDERFUL COMPANY, LLC Principal Name Address Phone Number Fax Number www. wonderfulcompany.com @wonderfulcompany.com Certifications (If applicable, list all certifications, schedules, and designations) 8(a) Certified (Case#) HUBZone Certified Small Disadvantaged Business (SOB #) Women-Owned Small Business Service Disabled Veteran-Owned Business, GSA (IT, MOBIS... ) Schedule: GS-XXX-XXXXX Other certifications relevant to the Forecast opportunity being sought Company Overview Wonderful Company, LLC is a certified Wonderful Company, LLC provides_-,- Wonderful Company, LLC has XX employees and has been in business since l9xx. Wonderful Company, LLC has the following core competencies: Core competency 1 (Must be similar in nature and relevant to the Forecast oppotiunity being sought.) Core competency 2 (Must be similar in nature and relevant to the Forecast opportunity being sought.) Core competency 3 (Must be similar in nature and relevant to the Forecast opportunity being sought.) Government, Quasi-Public or Private Sector Experience (Experience performed within the preceding three years and is similar in nature and relevant to the Forecast opportunity being sought.) List Specific HUD or Program Area Experience (IMPORT ANT) Be prepared to list references if requested. List Specific Team Members Experience (Must be similar in nature and relevant to the Forecast opportunity being sought.) If teaming, and members of the team are not employees of your firm, submit teaming agreements from each team member listed. DISCLAIMER: This sample is provided by the Office of Small and Disadvantaged Business Utilization to assist small businesses in their marketing efforts to HUD onlv. No implied representation should be inferred that any use of this format will guarantee an award of a contract.

26 Company Name: Address: Cage Code: SERVICES/PRODUCTS NAICS Code DESCRIPTION I I I I CURRENT GSA SUPPLY SCHEDU ES CERTIFICATIONS of Certification MAJOR PAST PERFORMANCES I REFERENCES lu). J>r:I'AH.TME.N1' OF THF. INl"Jo:RJOit OFt' lch Ofo' SMXt ; -& DISA"OVAN'rAG..::O l rnuution For more information about the /u.s. Department of the Interior's Small Business Program, please contact the Office of Small and Disadvantaged Business Utilization at I (Toll-free) or our website at:

27 :' About Superior Widget: Superior Widget Company has manufacturing af'ld supplying high quality precision manufactured widgets to the wholesale and retail markets for over 50 years. this period, we have pridec{ ourselves on the quality of our and knowledge and helpfulness of our staff. Company Principal: Walter Widget, Jr., Company experience at Superior Widget, working in every department of management. Walter worked prepared to t ake over ma of his father, Walter Widget, Sr. Superior Widget received ISO. Manufacturing Principals. :. Manufacturer' s A<:nrt;,ttn Company Information: DUNS Number: CAGE Code: 5AAA5 Corporation, ME, 1964 ISO 9000 Certified, 2008 WMAA Northeast Regional Widget Manufacturer of the Year: 1978, 1983, 1987, 1993 & 2001; National Widget Manufacturer of the Year: 2001 Accept all Major Credit Cards & federal Government Purchase Cards Clients: usive supplier of Widgets to the ring Company of Woburn, MA nance at your location or ours. at Bangor, ME production facility at Lewiston, ME production facility is part of the Northeast Regional Widget Manufacturers Supply Network, serving New England and the MidAtlantic Region The SuperiorChoice for All Your WldgetNeeds!

28 COMPANY NAME ADDRESS WEBSITE ADDRESS/ ADDRESS Capabilities Statement Company Overview COMPANY NAME, a Service Disabled Veteran Owned Small Business headquartered in Albuquerque, New Mexico, supplies IT solutions to the Federal Government and local business. Our team of highly trained and experienced IT professionals customizes IT solutions to meet each of our unique client's needs. Through assessments, design, and implementation, COMPANY NAME ensures that all solutions operate at optimum performance. Functional Areas Network Operations Disaster Recovery and Storage Solutions Information Assurance and Security e-business Company Demographics Service Disabled Veteran NAICS Codes DUNS# CAGE# Owned Small Business CCR Registered Industry Partners-YOU MAY NOT HAVE ANY BUT IF YOU DO PLEASE NOTE THEM We are industry partners or authorized resellers of the following industry leading companies. IBM Symantec Brocade Sendmail HP/Compaq Computer Associates DataDirect Rimage 3Com Veritas DeepNines Technologies Open Source Technologies Juniper BakBone Astaro Novell/SuSE Overland Storage Checkpoint Microsoft Spectra Logic Advanced Biometric Solutions *This is a partial list of industry partners. COMPANY NAME has access to hundreds of industry leading IT products. Corporate and Contact Information COMPANY NAME is a privately held Limited Liability Corporation headquartered in Albuquerque, New Mexico. COMPANY NAME PHONE # @ .com ADDRESS FAX # Albuquerque, NM WEB SITE ADDRESS CONTACT PERSON, VP of Sales CONTACT PERSON@CONTACT.COM

29 CAPABILITY STATEMENT Sample Template Title this document: Capability Statement Show your logo and contact information, with a specific person s name, phone and . TargetGov Tip: This is a CONTENT template, not a design template. Add color & graphic elements! Use this section title: Core Competencies Short introduction statement relating the company s core competencies to the agency s specific needs followed by key-word heavy bullet points TargetGov Tips: No long paragraphs. Use short sentences followed by keyword heavy bullet points Create a new document for each agency, prime or teaming opportunity Tailor each Capability Statement to the agency mission or specific opportunity Call this document a Capability Statement Preferably, this Capability Statement is one page, one side Go to two sides only if absolutely necessary Save and distribute as a PDF, not a Word, PowerPoint or other format Section Title: Past Performance List past customers for whom you have done similar work. Prioritize by related agency, to all federal to other government to commercial contracts. If the past projects do not relate to the targeted agency s needs, do not list it. TargetGov Tip: Ideally, include specific contact information for immediate references. Include name, title, , phone. Section Title: Differentiators Identify what makes you different from your competitors and how this benefits the targeted agency TargetGov Tip: Relate your key differentiators to the needs of the agency, prime or teaming partner. COMPANY DATA One very brief company description detailing pertinent data. TargetGov Tip: Readers will visit your web site for additional information. Make sure your web site is constantly updated and government focused. List Specific Pertinent Codes DUNS Socio-economic certifications: 8(a), HUB Zone, SDVOB, WOSB, etc. NAICS (all reasonable number) CAGE Code Accept Credit and Purchase Cards GSA Schedule Contract Number(s) Other federal contract vehicles BPAs and other federal contract numbers State Contract(s) and Numbers Your logo, address, phone numbers (voice, mobile and fax) , web site and other related contact information 2011 TargetGov Need help crafting your Capability Statement? Contact Gloria Berthold Larkin at info@targetgov.com Permission granted to distribute in this format with exact content