Click here to view the slides.

Excel document: VIP program calculator V2

Session 4: Developing and Managing a Pipeline

Instructor: Carlos Rivera, Vysnova Partners, Inc.

The session will provide insights and strategies for researching and qualifying federal contract opportunities to help you develop and manage an effective pipeline. These efforts will help you increase your win rates by targeting those opportunities that are a better fit for your company.

Click Here to view slides.

Session 3: Hands-on Session on Using SAM Contract Data to Identify Opportunities. Instructor: Judy Bradt, Summit Insight

What You Will Learn:

o How to define your research goals o Which data fields are most valuable for opportunity identification

o How to create the recommended “storyboard” field selection for a comprehensive ad-hoc report

o The steps to export your data to Excel o How to create pivot tables of your data

o How to use resulting data views to identify leads, partners, competitors, acquisition strategies, and opportunities for engagement & business

Click here to view the slides.

Instructor: Richard Schreiber, GSA

About: A Demo of a Market Research Tool to Help You Understand Agency Spend, and Where Your Business Fits Into the Federal Marketplace

Richard A. Schreiber is an operations research analyst for GSA that specializes in data analysis, application development, and process improvement with a focus on the Federal Procurement Data Source (a.k.aFPDS). After graduating with his masters degree, he worked for the Information Technology Category in the Federal Acquisition Service. Now, he works in the Government Wide Category Management Data Team where he improves the use of data in the federal marketplace.

Click here to view the slides.

Session 1: Learn How to Identify Which Customers Have Money to Spend and Their Forecast

Government funding is mostly public information, but you have to know how to find it and follow it. This course will teach you how to “follow the money” by understanding the Congressional funding process and where to find the latest funding information. Learn how to elevate your company by becoming a thought leader and advocate.

Speaker: Ann Sullivan is the Founder of Madison Services Group, Inc. She brings over 40 years of government relations experience in the United States Senate and the House of Representatives, serving in key advisory roles. Ms. Sullivan works with the United States Congress and the Administration to garner national attention for the small and midsize business community.

Click here to view presentation slides.

Where are you in the CVE Process and transition to SBA?

The transfer of the Department of Veterans Affairs’ (VA) Center for Verification and Evaluation (CVE) to the SBA is effective January 1, 2023. All functions of the CVE will be Managed by SBA.

Hear from VIP Graduate, Marc Goldschmitt, discuss this change and ensure your company experience a smooth transition.

Click here to view slides.

Where are you in the CVE Process and transition to SBA?

The transfer of the Department of Veterans Affairs’ (VA) Center for Verification and Evaluation (CVE) to the SBA is effective January 1, 2023. All functions of the CVE will be Managed by SBA.

Hear from Mr. Larry Stubblefield who is the Associate Administrator for the Office of Veterans Business Development (OVBD) at the U.S. Small Business Administration (SBA). In this role, Mr. Stubblefield oversees the OVBD team in developing and implementing policies and programs that equip veterans, service members (active duty, National Guard, Reserve), and military spouse-owned small businesses with counseling and education, access to capital, and contracting opportunities. Mr. Stubblefield has first-hand military experience, having served 30 years as an enlisted soldier and active duty officer in the US Army.

This is a two part series as Mr. Stubblefield will address what SBA is doing to ensure that all Veteran-Owned businesses and Stakeholders experience a smooth transition.

Click here to view the presentation slides.

Click here to view slides

Join Kimberly Ball, Director, Office of Small & Disadvantaged Business Utilization (OSDBU), U.S. Agency for International Development (USAID), for a “fireside chat,” with VIP Graduates. Ms. Ball will provide a brief overview on doing business with USAID, followed by an open dialogue Q&A with attendees.

ABOUT THE SPEAKER:
Kimberly Ball serves as the Director of the U.S. Agency for International Development’s (USAID) Office of Small and Disadvantaged Business Utilization (OSDBU). USAID/OSDBU coordinates the Small Business Program and is the initial point of contact at USAID for all categories of U.S. small businesses. USAID/OSDBU also oversees USAID’s efforts to increase the participation of Minority Serving Institutions of Higher Education in USAID-sponsored programs and activities.

Prior to joining OSDBU in 2008, Ms. Ball served as a Contract Specialist in USAID’s Management/Office of Acquisition and Assistance (M/OAA). During her ten year stint in M/OAA, she supported the Global Health (GH), Europe and Eurasia (E&E), Economic Growth and Trade (EGAT), Democracy, Conflict and Humanitarian Assistance (DCHA) Bureaus and M/OAA’s Policy Division. She ended her M/OAA career as a Contracting Officer and Team Leader supporting various divisions in the DCHA Bureau.

Prior to joining USAID, Ms. Ball worked as a contract negotiator with the United States Air Force. As a civilian employee of the U. S. Air Force, Ms. Ball served at Nellis Air Force Base, Gunter Annex and Bolling Air Force Base. She began her career with the U.S. Air Force as a Palace Acquire Intern.

Click here to view the slides.

The fourth quarter of the government fiscal year is the busiest. You may be pressed for time because you are responding to multiple proposals simultaneously, or your deadlines are short because the government wants to obligate money fast. How do you win despite shortage of time and resources?

This webinar focuses on proven practices in developing persuasive proposals fast. We go through 10 tips smart businesses can implement for winning proposals. From faster ways of developing robust technical and management solutions to doubling your writing speed, you will gain techniques you can apply right away to land more contract awards this quarter.

Making sense of the political climate as it relates to the business community is not easy. Listen to our experts on politics and policy discuss the changes important to your business in 2021.

SPECIAL GUEST SPEAKERS:

Elizabeth Sullivan is the President of Madison Services Group, a woman-owned company that provides government relations and federal business development services.

Ann Sullivan is the Founder of Madison Services Group. She brings over 40 years of government relations experience in the United States Senate and the House of Representatives, serving in key advisory roles.

Dan Snyder is Bloomberg Government’s director of government contracting analysis. He specializes in identifying the largest contracts in the government market and advising clients on custom research engagements.

On October 21, 2020, Bloomberg Government’s Senior Data Analyst Paul Murphy and Senior Defense Analyst Rob Levinson gave a presentation on the impending National Defense Authorization Act (NDAA) for fiscal 2021 including the differences between the House and Senate versions of the bill that are of particular interest to contractors. They discussed the defense appropriations bills and the impact of the continuing resolution on defense contracting. Additionally presented data on overall contracting as a percent of the defense budget and set-asides for Service-Disabled Veteran-Owned Small Businesses.

The Veteran Institute for Procurement (VIP), the Montgomery County Chamber of Commerce (MCCC), and the Montgomery County Chamber Community Foundation (MCCCF) presented this webinar that provides an overview of the recently passed CARES Act Small Business Loan Program from Antonio Doss, District Director, Washington Metropolitan Area District Office, U.S. Small Business Administration (SBA).

Join PilieroMazza’s Nichole Atallah and Sarah Nash, partners in the Firm’s Labor & Employment Group, for an overview of recent legal developments and trends on vaccine and mask mandates and their implications for employers, whether engaged in the commercial or federal sector.

Click here for presentation slides

In this webinar, Tony Franco, senior partner of PilieroMazza PLLC, will provide an overview of the various types of strategic partnership agreements available to veteran and service-disabled veteran owned small businesses. Tony will start with a review of basic teaming agreements which will include performing due diligence, eligibility requirements, and how to structure the division of work when putting together the agreement. Tony will then move into subcontracting and discuss the key clauses to include in these agreements. Joint Ventures always generate many questions, so Tony will also spend time reviewing the main characteristics of joint ventures, the advantages and disadvantages of JVs, and how to structure a JV, especially with set-asides components. He will also discuss the special rules for joint ventures.

PilieroMazza attorneys Peter Ford and Anna Wright give a presentation on key changes for government contractors. SBA recently issued a final rule that will impact joint ventures, the mentor-protégé program, the 8(a) program, much more. Understanding the new rule is essential to leveraging your small business status. The changes that Peter and Anna will discuss include Mentor-Protégé Program Limitations and Requirements, Joint Ventures, Small Businesses Affiliation and Recertification Rules, and Revised 8(a) Program Requirements. Click HERE for a copy of the presentation slides.

In this webinar, subject matter expert, Jon Williams from PilieroMazza PLLC will present the new rules impacting ownership and control of SDVOSBs.

Jon will share insight on how these rules will:

• Be handled by the Small Business Administration (SBA)
• Impact your operating agreement
• Influence the way your business operates
• Interplay between VA and SBA
Downloads:
PowerPoint Presentation: New SDVOSB Rules Presentation

Instructors:
Jonathan Williams, Partner
PilieroMazza | Bio

Presented by:
Tina E. Patterson, CF APMP, ACIArb
Principal, Jade Solutions, LLC

Tina Patterson, Principal of Jade Solutions, LLC will share with attendees tips and strategies to adapt your proposal management strategies to continue delivering winning solicitation responses during the upcoming projected busy buying season.

Jade Solutions, LLC is a woman-owned, MBE/DBE/SBE, WOSB, SWaM and WBE certified small business with more than 20 years’ experience providing consulting services including proposal and grants management support to a wide range of clients.

Tina is a certified Proposal Manager and a member of the Association of Proposal Management Professionals.

Takeaways Include:
• Effective tips to address quick turn-around on RFP’s
• Solicitation trends to be aware of
• Tools to help manage the volume of RFP requests

Downloads:
PowerPoint Presentation is available: please: Presentation

Instructors:
Tina E. Patterson, CF APMP, ACIArb
Principal, Jade Solutions, LLC | Bio

Presented by:
SBA Office of Hearings and Appeals

In this webinar, Judge Holleman will present a program on how protests and appeals from the Department of Veterans Affairs (VA) Center for Verification and Evaluation (CVE) database will be handled at the Small Business Administration’s (SBA) Office of Hearings & Appeals (OHA).

Topics include:

• Congress recently authorized OHA with the task of adjudicating these matters and this program will walk the participant through each stage of the process for both CVE protests and appeals.
• It will explain how both CVE protests and appeals are initiated, who may initiate them, what issues may be addressed, when protests and appeals may be filed, what protective orders are, when protests and appeals may be dismissed, who may respond to them, the basis for the decisions, and whether the decisions may be reconsidered.
• At the conclusion, participants will grasp the new CVE database protests and appeals process and have a better understanding on how they may initiate or defend a CVE protest or appeal at SBA’s OHA.
Downloads: PowerPoint Presentation is available: please: CVE Presentation

Instructors:
Judge Christopher Holleman
Administrative Judge, Office of Hearings and Appeals
U.S. Small Business Administration
Judge Christopher Holleman | Bio

Hear from GSA’s Charles Robinson and Rick Parker for an overview of the GSA Federal Donation Program. Learn what equipment they have and how you can take advantage of this great opportunity set aside just for veteran-owned small businesses.

Key topics will include:
How to become eligible;
How to screen available personal property;
Guidelines on use of the property;
The memorandum between the General Services Administration (GSA), Small Business Administration (SBA), and the State Agencies for Surplus Property (SASPs).

Click here to view the slides. 

On October 1, 2019 GSA released its highly anticipated Multiple Award Schedule (MAS) solicitation. MAS consolidates and streamlines the legacy 24 Schedules into a single vehicle for commercial products, services, and solutions – creating a new world of opportunities for contractors and agencies.

In this webinar, you will learn how to ensure that your solutions stand out in the consolidated world. Hope Lane and Vanessa Payne Wilson will highlight the opportunities and challenges to successfully managing a MAS contract including:

• Lowered barriers to entry for new and existing Schedule holders
• Impact of new, broader service and product categories
• Pursuing contract modifications and overall contract management
• Potential new compliance and audit risks – it is possible for MAS sales to become too much of a good thing?

This presentation assumes an understanding of the fundamental concepts of Schedule contracting. Join us to learn about MAS success strategies and challenges to ensure you can Thrive!

In government FY18, GSA Schedule sales totaled over $31 billion. As the world’s largest buyer and marketplace, government contracts can present your business with tremendous opportunities for growth. GSA Schedules continue to be the go-to source for federal buyers of commercial goods and services, and are a common point of entry for companies new to federal contracting. The process isn’t easy though. The Federal Government has painstakingly designed a maze of rules, regulations, and requirements. These rules make the Federal procurement process fair and transparent, leveling the playing field and promoting healthy competition. They also make it slow and difficult to navigate, as the number, type, and interpretation of requirements are continually changing. Pursuing any government contract is an investment of resources, so make sure you are armed with the knowledge you need to be successful. In this webinar, we answer your top questions on GSA Schedules, helping you navigate whether your business should go down the path of acquiring your first GSA Schedule.

It is no longer enough to have a security plan, a playbook, an outsourced vendor or make a claim to have your CUI covered in a “secure” environment. The Cyber Security Maturity Model Certification (CMMC), which combines a selection of security controls from NIST 800-171 and other frameworks, has teeth and is coming for you.

In this webinar, we will take a deep dive into the basic yet intricate certification levels and controls, venture into the technical weeds, and review pre-audit case scenarios. We will discuss perspectives from legal and industry experts, and ultimately, the reality of what’s right around the corner for the greater GovCon community.

The federal government is still spending money and has changed processes to quickly make decisions for all types of immediate and ongoing needs in all 50 states and territories. These needs include cybersecurity, IT, engineering, health, staffing, construction, and all services and products not just addressing the pandemic, but keeping the nation functioning.

In this information-packed webinar, Gloria Larkin, President, CEO of Targetgov will show you what you can do right now and in the coming weeks and months to step up your pace and build business opportunities as a prime contractor, subcontractor, and teaming partner.

Join Pasquale (Pat) M Desanto Jr., Corporate Supplier Diversity Program Manager for Lockheed Martin Corporation, along with three VIP Graduates who have cracked the code as Lockheed Martin suppliers. Pat will provide tips on how to make a great first impression and have a more successful outcome when engaging with Large Primes like Lockheed. Our VIP grads will share their lessons learned and proven strategies on how to become a successful vendor.

Moderator:
Pat DeSanto, Corporate Supplier Diversity Program Manager for Lockheed Martin Corporation.

Panelists:
Micheal Billings, VIP graduate and President and CEO of KayDev Technology, LLC
Liz Carreon, VIP graduate and Vice President at Ascent Technologies Inc.
Greg Whaley, VIP graduate and President and Owner of Academy Solutions Group, LLC

Did you know – Most agencies have high rates of incumbents?

Participants will learn:
-Why acquisitions are uniquely suited for the federal govcon space
– Why an acquisition can be a growth tool for small businesses
– How to determine the valuation of company
– How to finance an acquisition and identify the right target
– athe federal agency set asides and contracting buy trends

Downloads:
PowerPoint Presentation: Presentation

Presentation in full audio is now available on VIP’s YouTube page:

Instructors:
Erin Andrew, Managing Director for Government Contracting
Live Oak Bank | Bio

This webinar will discuss how small businesses can position themselves to win federal multiple-award contracts and compete for work at the order level.

• Explanation of the multiple-award contract (MAC) landscape, including  definitions for Government-wide Acquisition Contracts, Federal Supply  Schedule, Blanket Purchase Agreements, and other indefinite              delivery/indefinite quantity contracts
• How MACs are competed and managed by federal agencies
• Techniques for identifying and responding to MAC solicitations
• Top MACs used by federal agencies for acquiring goods and services
• Market research tactics for pricing your contract
• Forecasting upcoming opportunities to build your pipeline
Downloads: PowerPoint Presentation is available: please: MAC Overview

Instructors:
Daniel Snyder
Deputy Director of Government Contracts Research
Bloomberg Government | Bio

Downloads: PowerPoint Presentation is available: please click here

This webinar will provide knowledge in understanding your company’s indirect rate structure to:

• Understand how to calculate auditable indirect rates that comply with Federal Regulations for bidding on Federal RFPs and excluding any unallowable costs
• Design a Competitive Indirect Rates to win new awards
• Understand what details of your indirect rates are shared when you are subcontractor vs. prime contractor when submitting cost proposals

Instructor:
Donna Dominquez
Director
Aronson LLC | Bio

The looming deadline of 12/31/17 to be compliant to bid and perform on DoD unclassified contracts has caught many by surprise. Our goal for this webinar is to:

• Outline who has to comply
• What are the requirements
• Outline steps to get there
Downloads: PowerPoint Presentation is available: please: click here

Instructors:
Payal Vadhani, Partner
Technology Risk Services Group
Aronson LLC | Bio

Renzo Portella, Manager
Technology Risk Services Group
Aronson LLC | Bio