(TRACK) Entering the Federal Marketplace
1. Key Considerations in Federal Subcontracting and Understanding Key FAR Clauses in Construction Contracts
a. Robert Ruggieri, Cohen Seglias Pallas Greenhall & Furman PC
b. Subcontracts can be tricky business in federal contracting. This session will explain how to successfully navigate the subcontracting process on a federal contract. Primes, learn how to avoid a two-front battle between the owner and your subcontractors; and subs, avoid getting lost among confusing and conflicting contract clauses.
2. Leveraging the SB Subcontracting Program to Succeed
a. Shawn Ralston, AECOM; Terry Huber, ARCADIS, U.S., Inc; Gwen Johnson, Parsons; James Schaefer, Stantec, Inc.; Gene Snyman, USACE
b. Did you know that during GFY17 that large businesses provided over $107B in federal subcontracting to small business and that large business often must subcontract a certain percentage of their contract to small business? Hear from the experts on how to leverage these requirements to grow your small business.
3. Understanding and Navigating Technical Delivery Risks
a. John Mogge, Jacobs
b. Technical delivery risk is a principal reason small businesses fail to achieve longevity in the Federal A-E Market. This panel presentation, by experts in A-E project delivery risk understanding and management will increase the attendee’s risk acumen and offer implementable approaches to immediately lower their project delivery technical risks.
4. Small Business Federal Systems Primer
a. Tedd Wheeler, OBG; James Davis, OBG; Jackie Santisteban,
b. The Federal Government is a system of systems, and maneuvering these automated information systems for a small business can be daunting. In this presentation, I present the various Federal systems that a small business needs to be aware of from a perspective of know your client, know the systems and
5. Help Me (Contractor) Help You (Government)
a. John Jones, Martinez Construction Services
b. What can we do as a contractor to bring the most benefit to our Government clients, beyond exceeding requirements for safety, budget, quality and schedule. Hear from USACE, NAVFAC, Air Force, Coast Guard, and Customs and Border Protection on how we can help them meet their unique challenges.
6. Top 10 Decisions Facing Small Business CEOs
a. Matthew Dean, Markon Solutions; Matt Matteson, Wood.
b. Leading a small business firm can be challenging especially in the government contracting industry. In this session, you’ll learn the top 10 decisions you need to make to set your company up for success. We’ll share real lessons learned straight from the CEO of a 10-year $50M company.
7. Optimizing VA Infrastructure through Small Business Innovation
a. Glady Singh, PrecisionHawk; Troy Gonzalez, Booz Allen Hamilton, Inc.
b. Now more than ever, the Federal government needs to capture and capitalize on the vast amount of information available to glean more actionable insights. Learn how Infrastructure and facilities management industries can capitalize on this data to manage assets, maximize the investment of every infrastructure dollar, and ensure mission resilience.
(TRACK) Advanced Business & Procurement Strategies
1. Tips for Improving Small Business Development Success
a. Brian Pieplow, MCFA; BJ Kraemer, MCFA; Thandava Murthy, Etegra Inc
b. Discover how to translate and scale best practices from military leadership models and large business operations tactics to meet the unique challenges of small business while maintaining vibrancy of, and promoting growth and sustainment of, your small business enterprise.
2. What does the Government want?
a. Lisa Thoele, RS&H, Inc.; Gordon Simmons, RS&H
b. Have you ever wondered ‘what in the world are the government folks on the other side of the table thinking?’ In this session, co-led by a retired USACE Chief of Engineering and a Certified Professional Services Marketer (CPSM), we’ll dive into best practices for responding to government solicitations.
3. CPARS… Evaluation Process from the Government’s Perspective
a. Mercedes Enrique, CMS Corporation; Cindy Readal, HQ NAVFAC
b. CPARS provide numerous benefits and streamlines the source selection process. If you are a government evaluator or contractor with a significant experience, come to deepen your understanding and share your experience; if new, you don’t want to miss understanding this important performance evaluation system for capture and penetration success!
4. Necessary Subcontracts Provisions & Proposal Preparation Issues
a. David Rose, Rose Consulting LLC
b. Entering the Federal Marketplace can be daunting. The contracts can be large and with that there is risk. The bid documents can be hundreds of pages long and very detailed. Come learn 17 dangerous provisions in a Subcontract and the ways to be successful in competing a Government proposal.
5. Practical Cybersecurity Challenges during Contracting Process
a. Robert Jones, Left Brain Professionals Inc.; Michele Atkinson, Cavalry Consulting, Inc
b. Practical and affordable cybersecurity solutions every business can use when working toward NIST 800-171 compliance. We’ve jammed so many tips, tricks, and tools into this session, we’ll barely mention some of them. Bring your pen and paper to jot down names and websites.
6. Critical Business: Getting Started with Employee Engagement
a. Janelle Hogan, Engaged Talent Solutions
b. Investments in areas of employee engagement lead not only to happier employees but also larger talent pipelines and greater profitability and productivity. Let’s discuss how to get started with building an engagement strategy which will result a positive impact to your bottom line.
7. What REALLY Matters in YOUR Proposal
a. Mary Mullen, Advantage Strategy Consulting; Jeff Duguid, Rogers, Lovelock & Fritz, Inc.
b. As a former member of federal Source Selection Boards, Mary Jo will provide insights into how the Federal Government reviews proposals and what matters to the Board. You will learn how to use this knowledge to stand out from the competition and write winning proposals.
(TRACK) Marketing & Business Development
1. Strategies that Promote Corporate Growth and Expansion
a. Alix King, RELYANT
b. Insights, best practices and lessons learned from a SB perspective on how to strategically position for and accomplish growth and expansion in the Federal Market. How our company went from ‘eating what we killed’ on a monthly basis, to over $3B in Prime contract capacity and a global footprint.
2. Competitively Respond to Sources-Sought to Influence Acquisition
a. Joshua Frank, RSM Federal; Sally Clark, AFG Group, Inc.
b. Educational. Fast-paced. High-energy. Thought-provoking. Influencing the acquisition, not marketing your company, should be your primary focus on a sources sought. In this session, you will learn how to “ghost” your strengths and the weaknesses of your competition in order to position, influence the acquisition, and win more contracts.
3. Capture & Conquer: Teaming and Strategic Alliances
a. Mark R. Thomas, Reid Law PC; June Marshall, Repperio Inc.
b. Successful pacts in the federal market must fly with contracting officers, withstand challenge by competitors, and deliver exemplary performance while steering clear of the courthouse. Learn how to shape the battlespace before and after your proposal to vastly improve the odds of winning and executing contracts vital to your success.
4. Win more! Tips from Contracting and Industry
a. Tracy Argandona, AECOM; Paige Blechinger, US Army Corps of Engineers; Denver Heath, Directorate of Contracting; Alicia Rogers, AECOM
b. Need to win more work? Representatives from contracting and industry will share their tips on proposals, market research, RFI responses, and interview presentations. They will also provide tips on winning task orders through IDIQs. Bring your toughest questions for the panelists to answer!
5. Enhancing your BD Culture from the Inside-Out
a. Carrie Williams, Andana Consulting, LLC; Victoria Mechtly, Tepa, LLC; Melinda Hinsley, Aria Environmental, Inc.
b. Many seller-doers look externally to build their networks and jump straight to proposals to win more work. What if you took a different approach by starting with who you know? In this session, attendees will learn the processes to enhance and strengthen existing relationships that lead to future work.
6. Leveraging Scalable Technology for Small Business Growth
a. Mario Burgos, Burgos Group, LLC; James Blake, OBG
b. Whether launching a new business or working hard to grow an existing one, there is one simple truth you cannot ignore: Technology continues to revolutionize how we do business. This session provides a business owner’s perspective on being an innovation integrator by leveraging technology for scalability without breaking the bank.
7. Defining the Best Federal Teaming Partnerships
a. Kristi Pempin, Redbud Marketing, LLC; Frank Lippert, GO Strategies, LLC; Donna Corlew, C+Connect
b. This topic – federal teaming done right – gives AEC firm leaders, along with marketing and business development professionals, real-world tools developed in real time and in an interactive audience setting to make teaming easier, more effective, and more successful.
(TRACK) Regulations, Rules, & Government Framework
1. DOD Panel
2. DCAA Accounting System Compliance for Small Business
a. Robert Smith, ICAT Systems
b. Contractors will have more contract opportunities if their accounting system complies with DFARS requirements. Commonly known as DCAA compliance, an accounting system certified by DCAA will qualify a contractor for Cost-Reimbursement and T&M type contracts. Learn the specifics of what is needed to qualify your accounting system for DCAA certification.
3. Cybersecurity Challenges during Contracting Process
a. Jonathan Hard, H2L Solutions, Inc; JR Richardson, USGCS Contracting Services
b. The Controlled Unclassified Information (CUI) program was created through Executive Order 13356, the DOD requirement, Defense Federal Acquisition Regulation Supplement (DFARS), is the DOD's answer to protect CUI. Discover how a multi-stepped approach can ensure compliance in small, medium and large businesses.
4. Limitations on Subcontracting Alchemy: Landmines into Goldmines
a. Carl Gebo, GCARL LLC; Linecia Gilmore, The Gilmore Law Firm LLC; Roderick Hagen, Government Contractors Assistance & Resource Line
b. Inconsistent implementation of Limitations on Subcontracting regulations impacts all aspects of contract performance with serious non-compliance consequences, including Teaming and Joint Venture Agreements which frequently get overlooked. -- turning those strategic relationship Goldmines into Landmines. Learn how to use the "similarly situated entity rule" to avoid non-compliance minefields.
5. Ownership Changes & Succession Planning: Big Deals
a. Michelle Kantor, McDonald Hopkins
b. Ownership changes, equity investments, stock options, phantom stock, asset sales and succession planning must be done right. Learn guidance on structuring transactions, financing tips, due diligence and practical tips to address in your documents before the transaction closes. Lots of information and audience questions are encouraged.
6. Teaming for Growth
a. Ron Perry, National 8(a) Association; John Klein, SBA; Fritz Meyer, EA ENGINEERING, SCIENCE AND; Alan Fillip, Wood PLC
b. For both novice and experienced government contractors, teaming can open new doors and build valuable relationships. Learn about the benefits of teaming, J/Vs, as well as the SBA’s new Mentor-Protégé Program and how it can benefit your business.
7. Size (Re) Certifications: Tripwires for Small Business
a. Antonio Franco, PilieroMazza PLLC; Peter Ford, PilieroMazza PLLC
b. Small businesses can easily run afoul of the size certification and recertification rules. Do you really know how size is determined? When do you need to certify to being small? What are the triggering events for recertification? What’s the impact of a “false” certification? Are your competitors violating the rules?