NAMGC is asking the GovCon community for input to assist them in developing the best possible programs to serve the credit union members. They are asking interested parties to complete the voluntarily survey linked t0 below and to submit it via email to info@namgc.org.

http://www.namgc.org/NAMGC_GCFCU_Survey.html

NAMGC President, Alpha Roberts, invites you to contact her via email with any questions regarding their proposed federal credit union at alpharoberts@namgc.org.

Links:

National Association of Minority Government Contractors (NAMGC): http://www.namgc.org/

National Credit Union Administration (NCUA): http://www.ncua.gov/

Bethesda, MD (PRWEB) February 8, 2010 — Carroll Publishing, the nation’s leading provider of top quality government contact solutions, announced today the launch of new purchasing “transactions” content, expanding the coverage of its online database services. The Company’s Federal government “transactions” addition is part of a focused initiative to develop its GovSearch™ product line into a comprehensive research tool that can fully assist companies in doing business with the Federal government.

The new data is the purchasing history of products and services by the Federal government, with detail including dollars spent, contract completion dates and vendors from whom the government made its purchases. Users can access the data by selecting from a product/service category, by a Federal department or by a funding office. As an added benefit, this purchasing data is linked directly to the funding office key contacts and decision makers.

With the launch of “transactions,” subscribers will have timely, one-stop access to find and track where the government is spending money. By using the database service, subscribers can effectively render strategies for positioning their companies in the government marketplace. This data is seamlessly integrated with the government contact files to take the user directly to the funding office linked to the “transaction” – an exclusive feature only delivered by Carroll Publishing.

Bill Wade, President of Carroll Publishing said, “We are pleased to announce a total database solution that will help provide our customers the most comprehensive access available to the Federal government’s purchasing activities. We have transformed our product to set us apart from the competition and truly impact the delivery of government information today.”

The launch of purchasing transactions is part of a focused effort by Carroll Publishing in expanding its online services to become the essential research tool for doing business with the government.

To register for a free trial of the database go to www.carrollpub.com/transactionsPR.asp.

About Carroll Publishing Carroll Publishing, in business since 1974, maintains a robust database of government contact information for federal, state, municipal and county government levels, including the federal and defense industry contractors. Exclusive to its offering are published and real-time organization charts detailing reporting structures within the government. Products are delivered as a subscription website, CRM-friendly data sets, print directories and organizations charts, and Real-time XML Delivery, offering on-demand access.

Revenue Trends – Fifty percent of survey participants experienced revenue increases from federal business during the past year, while 20% suffered decreases.

Revenue impact from stimulus spending – Only 4% of surveyed companies anticipate significant revenue increases from the stimulus package.

Management and support headcount – At 14.6%, management and support headcount as a percentage of total headcount is somewhat lower than the 16% reported in last year’s survey.
Profit rate – Profits before interest and taxes continue to be modest in the government contracting industry. Forty-five percent of surveyed companies had either no profit or profit rates between 1% and 5% of revenue in this year’s survey, compared with 37% last year.
Proposal win rates – Survey participants report a 30% win rate from proposals for non-sole-source business. The win rate jumps to 60% when the company establishes a special business unit such as a joint venture or a limited liability corporation to bid the work.
Identifying out-of-scope work – Fifty-six percent of surveyed companies consider their procedures for identifying out-of-scope work to be either not effective or only somewhat effective.
Executive compensation – Executive compensation remains the cost element most frequently challenged by DCAA. DCAA’s methods for questioning these costs tend to be weak and can be challenged from several perspectives.

New compliance regulations – The government has recently expanded requirements for compliance systems which are applicable to most government contractors. Compliance with these regulations is mandatory, and failure to comply can result in prosecution, suspension and debarment.

Recent DCAA developments – DCAA operations have been severely criticized in two recent GAO reports, and as a result there have been major changes in DCAA management and audit procedures. These changes are likely to increase the risks facing government contractors.

Take advantage of this valuable survey Grant Thornton produces for the GovCon community each year. You can view and download (free) here: Grant Thornton Annual GovCon Survey

Whether you agree, disagree, are happy with the outcome, or not, here are some of the opinions I’ve read about what it will mean:

• “loss of a filibuster-proof majority” – Republicans (at least in the Senate) matter again.

• “a debilitating media narrative: that Martha Coakley’s loss was a referendum on the President” – The President will find it far more difficult to persuade nervous Democrats to ignore their constituents and vote with him.

• “in certain ways not having a filibuster-proof majority is politically advantageous to the President. If you have 60 votes, the pressure is on you to deliver every single one of them. If you have 59, the pressure is suddenly on the minority party not to be obstructionist.” – I’ve heard this a couple of times and I agree that an end to the extreme rush to pass sweeping reform will improve the President’s chances of getting relected in 2012.

What this means for business is unclear and will depend on whether truly bi-partisan efforts to invigorate our economy emerge or we go into a phase of stalemate where nothing much gets done.

No matter what your political views are this election will go down as one of the most significant of all time.

Reuters story on Scott Brown, the winner of this historic election: FACTBOX-Massachusetts U.S. Senator Scott Brown

The deal will provide GovDelivery with capital and other resources needed to continue expanding its business, the companies said in a statement earlier.

“ICG is partnering with GovDelivery because we recognize that they are the clear leader in delivering innovative software as a service and social media solutions to the public sector market. We are confident we can help GovDelivery continue to build off of its strong foundation and broaden its market presence,” said Walter Buckley, CEO of ICG (Nasdaq: ICGE), in a press statement.

PR Newswire: GovDelivery Management Partners with Internet Capital Group to Acquire GovDelivery from Existing Investors

For starters we have a twitter account devoted exclusively to ferreting out the GovCon Jobs we find in the twitterverse and elsewhere and tweeting them to our growing crowd of followers. You can find the account here: http://twitter.com/govconjobs

If you tweet all you have to do to catch our attention and have us retweet your GovCon related positions is use the hashtag #govconjobs – our radar will catch it and if it’s a genuine GovCon job we will retweet it for you.

To cast an even broader net our @GovConJobs tweets are automatically fed into our newly launched GovCon Jobs group on LinkedIn. Please join our Government Contractors Network Group and the GovCon Jobs subgroup to take advantage of these in 2010.

Please share this new resource with others you think can benefit from more exposure on either side of the equation.

Thanks and have a prosperous ‘10′ and help others do the same!

“HIMSS has long offered educational and other resources to support our members’ growth, and we’re pleased that we can now offer a home for diverse enterprises to take advantage of those resources and share strategies to develop their businesses, “said HIMSS President and CEO H. Stephen Lieber, CAE.

“The health IT business community has an unprecedented opportunity to make an impact with innovative solutions and services, job growth, and overall transformation of the health industry,” said Roundtable Co-Chair Peggy McShane. “Business leaders understand that this fundamental change can only occur when there is collaboration and partnership, which diversity-owned businesses deliver every day. The launch of the Roundtable could not have come at a better time.”

HIMSS has a wide range of resources to help its Corporate members capitalize on the American Recovery and Reinvestment Act funding and other opportunities to grow their businesses, and invites entrepreneurs who want to be part of the healthcare transformation to join in the inaugural conference call of the Diversity Business Roundtable on Nov. 13 and to take part in networking events at HIMSS10 in Atlanta, March 1-4, 2010. (http://www.himssconference.org/registration)

The Roundtable will be co-chaired by Peggy McShane of Net New Growth (woman-owned), Rick Blake of Strategic Health Resources (minority-owned), and Keith Moore from Martin-Blanck (veteran-owned). For more information and to join, please visit himss.org.

Links:
HIMSS: www.himss.org
New Net Growth: www.netnewgrowth.com

Avoiding the SBA 8A Graduation Trauma: Preparing Your Brand for Higher Valuation

Remember that feeling of accomplishment you had receiving your college diploma? “I’ve made it,” you probably thought. “I’m finally ready.”

Then came the sobering discovery—the realization that post-graduation life has its own challenges and impediments.

It’s the same story for SBA-certified minority-owned companies, designated 8(a).  Once they’ve graduated from the SBA program, they find themselves competing in a different world. Their revenues drop; key employees get poached; worst of all, buyers use “comparables” to consistently undervalue their company’s true worth.

According to a study from the Merrill Advisory Group, the three critical components of Government Contractor Valuation are:

1. Business Focus
2. Financial Operations
3. Unique Characteristics

But what are Unique Characteristics? That’s the question most minority-owned government contractors aren’t prepared to answer.  Assuming all things are equal (including past performance, business focus, and financial operations), what makes your company worth more than your competitors’?

Often, the answer is rooted in a company’s Strategic Brand Management (SBM), or lack thereof.
SBM, like marketing in general, may sound superfluous to government contractors. But you’ll find it’s intimately and inextricably linked to your company’s growth post-graduation. Buyers and investors have many names for it, “Good Will,” “Intellectual Property,” and “Reputation with Customers, Suppliers, and Partners,” to name a few.

When stakeholders visit your Web site—your digital brand identity—what will they find? User experiences, thought leadership pieces, and collaborative technologies that demonstrate your unique value proposition? Or a hollow, unconvincing mission statement bootlegged from a competitor: “We’re the only company that’s truly customer-focused,” or “We deliver solutions!”

Few 8(a) companies have invested the proper time to position themselves for optimal value. The same IT systems integrator can be perceived as an “Architect” (highly skilled strategic partner), or as “Mr. Fix It” (low-cost vendor). Savvy entrepreneurs know that brand equity and the art of strategic communications can make or break perceived value to both Federal customers and potential buyers.

Often, we hear 8(a) graduates lament that they can’t afford marketing, advertising, or public relations. It’s the equivalent of bemoaning the need to buy a suit for your first real job interview. Image matters, particularly when you’re building your company for higher valuation. And that, 8(a) graduates, is the bottom line.

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Gal S. Borenstein is the Founder & Chairman of The Borenstein Group. The Borenstein Group, Inc. is an integrated strategic marketing communications agency that specializes in supporting private and public-sector marketers in the areas of systems integration, information technology, homeland security, defense, telecommunications, aerospace, and government. For more information, visit www.BorensteinGroup.com

Regulations being as they are Judy set out to keep it interesting for readers. We appreciate her effort to keep it interesting and we especially appreciate her allowing us to publish the highlights here for you and other small government contractors.

- Judy Bradt is an author, speaker & consultant for over 20 years, Judy works with her clients on business strategies to win government contracts. Judy is Principle of Summit Insight LLC. Her blog is Sell2USGOV. Follow Judy on Twitter @JudyBradt

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Federal Acquisition Regulations – FARS by Judy Bradt

Rules of the Road

In writing my book, “Seven Steps to Success in Government Contracting,” I knew I had to cover acquisition regulations. How could I make it something you’d want to read?

Today I planned to launch my “FAR – a – Week” blog series — working through the Federal Acquisition Regulations. Life got in the way…but brought the perfect lesson to start me off!

I was delayed by what I thought would be a routine annual vehicle inspection. An hour later, I found out that it’s gonna cost me $2600 in mandatory repairs — including replacing the pump that feeds the power steering — just to keep my beloved six-year-old Mini Cooper on the road.

What’s this got to to with the FARS?

Easy: If I want to drive, my vehicle’s gotta meet the rules of the road. When you get on the acquisition superhighway of selling to the federal government, you agree to comply with those rules.

Even if it costs us. So, let’s know before we go.

Part 1: The Opening Act

Explains the purpose of the federal procurement rules, how they are managed and by whom, and who has authority to bind the government to a contract. (You really care about that last part, because you need to know whether or not the person you’re talking to has the authority to buy from you.)

Highlights:

1.102: The acquisition regulations are intended to achieve:

• on-time delivery
• of products or services that give best value to the government customer
• while maintaining the public’s trust
• and fulfilling public policy objectives

1.601 Agency heads delegate contracting authority to Contracting Officers.

1.602-1: Contracting officers have authority to enter into, administer, or terminate contracts and make related determinations and findings, including ensuring that all 2requirements of law, executive orders, regulations, procedures, clearances and approvals have been met.

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Part 2: The Joy of Lex – When Lexicon Means Profit

Why would FARS Part 2 be interesting? It’s about the language, or lexicon, of contracting and its definitions. Because the Joy of “Lex” can be tangible. “Oh, Yawn,” you say. Not so fast. What if tiny little FARS Part 2 were a key to profit and competitive advantage? Read on.

In government contracting, everyday words and phrases have very specific meanings. How is a “commercial item” different from a “commercially available off-the-shelf item”? What does “cost or pricing data” include? Is your product or service “environmentally preferable”?

You want to know the answers for two reasons.

First: Competitive Advantage

Understand and comply with the terms and ensure your proposal qualifies for every advantages.

Three examples:

1. if the solicitation says that environmentally preferable products shall receive preference in evaluation, you want to be sure your products qualify, find out how that sets you apart from your competition, and, if so, be sure your proposal shows how you qualify.
2. If the solicitation says that only environmentally preferable products shall be purchased, you want to be sure to include information about how your products meet that definition, so you don’t get disqualified on a technicality.
3. Armed with Good Lex, you can also point out competitors who aren’t compliant — and disqualify them from a competition.

Second: Compliance with Incorporated Terms

The standard contract includes definitions simply by referring to FAR Part 2. That’s called “incorporation by reference.” Government contracts incorporate hundreds of provisions by reference. In other words, the government buyer expects you to know what all these terms mean when you sign that contract, even though the contract doesn’t spell them all out. And if you don’t know what they mean, the FAR reference points you to where you can look it up.

Neeld Wilson, President of GEAR Engineering, found himself scrambling on his first federal contract proposal to remove an underground storage tank. He was looking for the statement of work in order to cost the job, because that information seemed to be missing from the Request for Proposal.

His proposal consultant showed him the small clause that referred to published project standards that his proposal needed to meet.

If his proposal hadn’t complied with those standards, his offer would have been rejected. Instead, he went on to win a project worth several hundred thousand dollars.

The Joy Of Good Lex: Helps You Win.

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Part 3: Ethics & the No Free Lunch Rule

Part 3 of the FARS is about procurement integrity. Its full name is Improper Business Practices And Personal Conflicts Of Interest.

Here are three reasons why you care, and where it says so:

1. How not to lose your contract

In general, government officials can’t seek or receive coffee, lunch, gifts or entertainment from a contractor. (FAR Part 3.101-2) So don’t offer. Individual agencies are allowed to have their own rules about this, so if you’re uncertain, look up their rules online and/or ask the contracting officer to confirm your understanding.

Pay Attention: if you do so with intent to get favorable treatment on a contract worth more than $100,000, your contract can be cancelled (FAR Part 52.203-3).

2. How to protect your business secrets

Find out how to mark your documents to prevent the government giving competitors sensitive business information from your proposal (FAR 3.104.4). This really can happen if you don’t watch out.

3. How to avoid shady practices

Whether you’re a prime or a subcontractor, ethics rules apply to you. Those rules prohibit things like kickbacks, contingent fees, and under-bidding today in order to raise prices after award. If you’re even remotely concerned about whether a business practice is legitimate and permitted, run, do not walk, to FAR Part 3. It’s not long, but it’s very clear.

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FAR Part 4: How to Turn Paper Into Gold

Didn’t File Your Paperwork? You Lose.

Learn FAR Part 4, Administrative Matters and you’re almost there. You’ve got to complete certain applications and registrations in order be eligible for a government contract. These don’t guarantee you’ll win anything…but you can’t win without them. Roz, here (or YOUR friendly neighborhood contracting officer) wants your paperwork — like:

• A properly signed contract (FAR Part 4.1)
• Registration in the Central Contractor Registry (FAR Part 4.11) and
• Online Representations and Certifications (ORCA, FAR Part 4.12)

Roz has to do HER share, too. This part of the FARS includes government’s obligations to:

• Safeguard classified information within the industry (FAR Part 4.4)
• Report contract actions to the Federal Procurement Data System (FAR Part 4.6) and track achievement on mandatory small business subcontracting plans (FAR Part 4.14) and any Stimulus-funded spending (FAR Part 4.15)
• And KEEP your paperwork (FAR Part 4.7, Records Retention)

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FAR Part 5: It’s *Not* All on FedBizOpps

Clues to Opportunities You May Be Missing

The FARS say all opportunities worth more than $25,000 have to be published in FedBizOpps, right?

Nope! Clue words include “urgent”, 8(a), “perishable”, “national security”, “commercial items” and “under Simplified Acquisition Threshold”… but don’t guess! Learn about them all in FAR 5.202.

Looking for a small job to launch your track record? Here’s how buyers publicize opportunities worth more than $10,000 but less than $25,000 (FAR Part 5.101)

FAR 5.4 says government can also use other methods do publicize opportunities, including traditional advertising. That could be an opportunity for marketing communication firms to offer services to procurement shops, if there is an extraordinary requirement that the buyers expect will be hard to meet.

FAR 5.404 encourages Federal agencies to publish procurement forecast information. Find those forecasts online 24/7 at Acquisition Central.

Looking for Stimulus-funded work? FAR Part 5.7 says how those have to be publicized — both pre- and post-award.

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FAR Part 6: Get Competitive

Never Cry “Wired” Again!

When I teach an intro procurement class, someone complains that government business always seems wired for somebody else.

“Wanna know how to get sole-sourced?” I ask them. Everyone’s ears perk up. “It’s in the FARS.”

FAR Part 6 gives you these secrets that help experienced contractors win:

* When things must be competed, and what “Full and Open Competition” means (FAR Part 6.1)

* The small businesses set aside you might not know about (Can you name all five? See FAR Part 6.203)

* When federal buyers can sole-source (FAR Part 6.302)

* How to justify being sole-sourced (FAR Part Part 6.303)

* When competitions must be based primarily on price (“Sealed Bidding” — FAR Part 6.4)

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FAR Part 7: Insider Stuff — Authorized!

More reasons the Contracting Officer is one of the Five People You Need To Meet… (if you know enough what to ask for!)

The best part of FARS Part 7 is arguably FARS 7.105: buyers need an acquisition plan. That means, before any buying begins, the contracting officers can already tell you some VERY useful things…if you know enough to ask.

Wouldn’t you want to know your buyer’s plans for:

* invitation and selection of vendors
* contract type
* funding
* environmental/energy requirements
* logistics
* providing you with property or data
* security
* timing and nature of acquisition milestones

FARS Part 7.103 lays out the things that are supposed to happen when government buys. If these things don’t happen, you can certainly politely ask why not. FARS Part 103 requires the program manager to:

* Maximize Competition, particularly opportunities for small business, buy commercial items, buy Green/biobased products, minimize (or at least justify) bundling and urgent purchases that can restrict competition, and not discriminate against vendors who propose to use a telecommuting workforce to serve the government.

* Coordinate with the small business specialist on all contracts worth more than:
o $7.5 million or more for the Department of Defense;
o $5.5 million or more for the National Aeronautics and Space Administration, the General Services Administration, and the Department of Energy; and
o $2 million or more for all other agencies.

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Links:

Judy’s blog: Sell2USGov

Federal Acquisition Regulation (FAR) Home Page

GovCon Directory of Federal Government Resources