Presentation 1: Section 809 Discussion
Speaker:Larry Trowell, Commissioner, Section 809 Panel
Presentation 2: All About Status: The VetBiz Verification Gauntlet
Speakers: Sarah Schauerte, Attorney at Law, Legal Meets Practical, LLC
William Thomas, Consultant, NVSBC
Description: This session guides prospective firms (or currently verified firms) through the verification process as it exists today in light of numerous recent changes. All major eligibility issues will be addressed as our seasoned professionals guide applicants through a “test” application, jumping over technical and eligibility hurtles to reach the finish line of verification. The effect of recent rule changes will also be discussed, as well as the logistics to submitting a Change Request. Spend some time in this session to avoid wasting hours spinning your wheels later! Sarah Schauerte Reida’s 2019 Handbook on the VetBiz process will also be made available.
Presentation 3: Bid Decision Gate Review
Speaker: Tan Wilson, PMP, President, Entellect, LLC.
Description: Who has unlimited amount of bid and proposal funds? No one and this include the large government contractors. Terms such as a pipeline, blue team, black hat and other qualifying gate reviews are often spoken, but rarely executed or given the proper time and respect they deserve. If you find excuses for not qualify your pipeline or forgoing an opportunity review, then stop immediate! You must begin to lay the foundation to adopt better business development processes and decision-making activities within your organizations. These decision gates are business development milestones where the BD team and key executives can decide whether to continue or initiate capture, or no bid and end the pursuit. Stop spending good money over bad on bid and proposal efforts that won’t result in a contract win.
Presentation 4: Update on Legislative and Regulatory Proposals & New Rules: How They May Impact Your Business
Speaker: Megan Connor, Partner, PilieroMazza, PLLC.
Description: During the past 12 months, several legislative and regulatory measures have been proposed or passed that could impact the ways that SDVOSBs can do business while remaining compliant. For instance, new SDVOSB rules limit where the service-disabled veteran may reside and the hours when the SDV should work. There have been changes in the way the SBA calculates whether a business is small, and proposals are pending to increase the use of sole source contracts and contractor teaming agreements. This session will address the recent changes and proposals and provide tips on best practices.
Presentation 5: Why Corporations Demanded a New Certification
Speaker: Darrol Brown, 2nd Vice President, National Veteran Business Development Council
Description: Learn why Private industry demanded a certification program that meets their standards; similar to NMSDC and WBENC. Self-certification is obsolete and the BDR has made it clear that certification of SD/VOBs must meet their “best practice” corporate standards. To fully understand what this means to our veteran business owners; they must now accept their responsibility to adopt and embrace the corporate certification standards. There is no such thing as: set asides, sole source, entitlement or any reason to hire you except that you bring a good value to the corporation, being a SD/VOB might help you but it is never the reason for you to get the contract.
Presentation 6: How To Effectively Take Advantage of Your Socio-Economic Status – It’s Not What You Think
Speaker: Joshua Frank, Founder and Managing Partner, RMS Federal
Description: One of the more educational, fast-paced, high-energy and thought-provoking seminars you will attend at this year’s conference. Guaranteed. Does this sound familiar? “Hi, we’re a VOSB or SDVOSB that provides. . .” Small business offices, your mentors, your colleagues, and small business counselors all tell you to, “Put it front and center! There are federally mandated set-asides for your company! Large companies require sub-contracting plans for companies just like yours!” We’ve all purchased the same business books, attended the same seminars, attended conference training seminars, and your mentors have all given the same advice – “Use your status!”
You need to think like a business that provides value rather than a company with a socio-economic status. You will be taught real-world techniques, strategies, and examples on how to “softly” communicate your status, differentiate from the competition, and facilitate a perception of corporate maturity. You will learn methods to communicating quantifiable and qualifiable metrics that focus on the value of your solutions. You will also receive a step-by-step process on introducing yourself and your company at conferences (like VETS’19), with partners and with government decision makers, what to do during government meetings and how and when to properly communicate your socio-economic status.
Added takeaway: Attendees will receive various business templates outlined in the seminar. This seminar provides award- winning techniques and strategies that have directly helped small businesses win more than $2 Billion in government contracts.
Presentation 7: Competitive Intelligence—Harnessing the Power of the Federal Procurement Data System Part 1: Instructional
Speaker: Wayne Simpson, CFCM, CSCM, Principal, FedBizzAssist, LLC
Description: Federal Acquisition Regulation Subpart 4.6 establishes government procurement reporting requirements. The Federal Procurement Data System—Next Generation (FPDS-NG) is the official repository for Federal Procurement Data. FPDS-NG is a treasure trove of procurement data available for the taking. Data which can be used to identify procurement opportunities to supplement agency Forecasts of Contracting Opportunities, to identify where your competitors are in the Federal Marketplace, and the “who,” “what,” “when,” “where,” and “how” of Federal Procurement.
Session 8: Growing and Maintaining SDVOSB Status Through Investment and Beyond
Speaker: Megan Connor, Partner and Kathryn Hickey, Partner, PilieroMazza, PLLC.
Description: SDVOSBs are subject to unique control and ownership requirements, making it hard to attract investors and partners. Given the restrictions created by SDVOSB ownership and control requirements, how can a founder grow and incentivize key employees and investors effectively while still playing within the rules? In this session, we will identify common control pitfalls for veteran owners, particularly in light of SBA’s new regulations. We will also discuss how a veteran owner can protect the company’s SDVOSB eligibility while still enticing top executives and investors and explore creative strategies for investment structure and incentive models. This is a can’t-miss session for owners looking to expand while preserving SDVOSB status.
Session 9: How To Get In Front of Your Federal Buyer So You Can Win The Work You Deserve
Speaker: Judy Bradt, Chief Executive Officer, Summit Insight
Description: Are you a federal contractor who’s frustrated by losing the projects you deserve to win? Do buyers keep giving work to your competitors, but never want to talk to you? Find out what really it takes to get in front of your federal buyer!
What you will learn:
What contracting officers really think of vendors
Why they don’t take your calls (and what to do next)
What federal buyers really want
How to prepare for that first call (and get invited back)
The Five Worst Mistakes Vendors Make (and what do to instead)
Finally, you’ll discover how to tap the secret super-power of Micro-Engagements, and transform your win rate for the better right away!
All attendees will get this bonus:
How To Pick Your Best Federal Prospect So You Can Spend Your Time Where The Money Is
Session 10: Come and Learn What Type of Capital is Available for Your Firm to Enable it to Expand and Grow – Intelligently
Sue Malone, President, Strategies for Small Business
Linda Dozier, Contract Negotiator, Sr. Staff, Lockheed Martin Space
Grant Bennett, Project Manager, CDFI Collaborative, Peoplefund
Description: Every business faces financial challenges at one time or another, may it be financing the new government contract, meeting weekly payrolls, managing the growth of the business, managing the upfront costs required, purchasing equipment or office building. Please join us for a frank conversation on what types of financing are available for your firm. We will be discussing the various options since every firm has their own special requirements. In addition we will discuss ways to finance global opportunities. Don’t say no to a contract because you do not have the funds, there are many different options available. Come and learn about them. There will be time after the session to meet one on one to discuss your firm’s special needs.
Session 11: Competitive Intelligence—Harnessing the Power of the Federal Procurement Data System – Part 2: Computer Lab
Speaker: Wayne Simpson, CFCM, CSCM, Principal, FedBizzAssist, LLC
Description: Continuation of Part 1. Laptop computer is mandatory for accessing FPDS to pull reports. Wifi will be available.
Session 12: Certification and Verification: What is it and why does it matter?
Speaker: Matthew Pavelek, M.A, President & Chief Executive Officer, National Veteran Owned Business Association (NaVOBA)
Description: This session will provide an overview of the various options for verification as well as certification for veteran-owned businesses. It will also explore what vetrepreneurs should consider regarding either option based on their current or prospective customer bases. This is a beginner to medium-level session geared toward business owners who are exploring selling to the federal government or large corporations and are concerned with the costs and benefits of certifications.
Session 14: SBA Unfiltered – Tips & Tactics on how to leverage and navigate SBA programs and resources to achieve your business goals.
Description: SBA team members will provide an overview of SBA programs and share tips on how, when and why to leverage the wide range of resources.
Topics to be covered:
Loans & Lenders
Government Contracting Certifications & Support
Session 15: Business is Booming Beyond the Beltway
Liz Wallis, Manager, Supplier Diversity, American Airlines
Brian K. Hall, Manager; Supplier Diversity & Outreach, Shell Oil Company
Paige Adams, Sr. Manager, Supplier Diversity, Pepsi Co.
Description: Opportunities for Veteran’s Business Enterprises in the private sector have never been better. That’s right, more than 435 FORTUNE 1000 companies include veterans as preferred vendors in their supplier diversity programs. Meet with managers from NaVOBA’s large Corporate Allies to learn how to do business with Corporate America. This is a medium to advanced-level session geared toward business owners who are serious about private sector contracting with large corporations.
Session 16: Are You ‘Flowing’?
Speaker: Wayne Simpson, CFCM, CSCM, Principal, FedBizzAssist, LLC
Description: This session will inform of the flow-down requirements for Federal Prime and Subcontractors, to improve compliance and risks associated with non-compliance. Small businesses are not exempt from flowdown requirements.
Title: The 2% CEO Habits of Profitability™
Speaker: Kirk W. McLaren, Chief Executive Officer, Foresight CFO
Description: If you are a 2% CEO, we give you something unique about how to grow your business into the top percentile. This ensures that you are not leaving money on the table. We show CEO’s how to use the numbers to identify growth options, select the best ones, then drive results every month with the financial scoreboard. Clarity and confidence is amplified when we show you how to use competitive benchmarks and your business valuation to be in the 2% club.
Title: Set the Table for Success and Growth: Growth Strategies for SDVOSBs
Speaker: Sarah Djamshidi, President and Managing Partner, Speedshift Ventures
Description: In this presentation, you’ll learn about:
– Current trends and the pros and cons of each alternative available to government contractors for liquidity & exit.
– Valuation drivers and recommendations for increasing the value of your business.
– Importance of wealth and succession planning for your most important asset, your business.
Session 18: Moving Forward with Federal Supply Schedule Contracting – GSA Schedule Consolidation + VA FSS Considerations
Speakers: Gregory Madden, Managing Member and Hannah Zerphey, Managing Member, Orlaithe Consulting LLC
Description: There is a lot of talk about the Federal Supply Schedule program these days – from GSA Schedule consolidation to the VA’s rules about distributors with insignificant commercial sales, and new contracting regulations designed to promote SDVOSB and VOSB. During this panel discussion, Orlaithe Consulting LLC will discuss the potential impact of GSA move to a consolidated Schedule and best practices for SDVOSB and VOSB to navigate the windy road of VA FSS contracting and related vehicles.
Session 19: CPARS and Open Ratings: How do they impact my bid?
Speaker: Cindy Gaddis, Vice President, TargetGov
Description: Your rating may be the determining factor in your next win or loss. The Contractor Performance Assessment Reporting System (CPARS) and the Dun and Bradstreet (D&B) Open Ratings may be the two most critical, and most overlooked, elements that impact an organizations success in winning business with the federal government. During this session, we discuss both and how to leverage to help your business grow.
Session 20: Smart Pursuit and Teaming Effectively
Speaker: Al Saxon, Sr., Vice President, Principal, Vision Technologies, Inc.
Description: A look at federal contracts, how teams are formed, why post-award BD is many times futile for small businesses. Sharing lessons learned as one of the most successful SDVOSB companies ($1 Billion in cumulative revenue) that transitioned from purely commercial to fed/commercial mix. The emphasis is on the SDVOSB in a subcontracting role. “So you won a $100 Million contract, and there’s nothing in it that I can do??”
Session 21: GSAs Single Schedule Revolution – What You Need to Know to Prepare for the Changes Ahead
Speaker: Stephanie Shutt, Director, Multiple Award Schedules Program Management Office, General Services Administration
Description: In 2018, GSA announced it will modernize federal acquisition by consolidating the agency’s 24 Multiple Award Schedules (MAS) into one single schedule for products and services. The MAS transformation of a $31B program, is currently underway, and is part of GSA’s strategy to make the Schedule buying and selling experience more efficient and user-friendly. While intending to simplify the contracting and purchasing process by providing a single point-of-entry for Government buyers, nonetheless, this Schedule consolidation will present new challenges and significantly impact the small business community and how the 4000+ VOSB/SDVOSB GSA Schedule holders will administer their contracts, report sales, ensure compliance and interact with GSAs contracting staff.
Session 22: How to Sell You SDVOSB Company (or How to Acquire an SDVOSB)
Speaker: Sharon B. Heaton, Chief Executive Officer, sbLiftOff
Description: The goal of the session is to provide the knowledge and strategy veterans need to either buy a GovCon company, or to sell one. Given the recent Shutdown, the market for veteran-owned GovCon businesses has changed. Learn how recent economic trends have changed the dynamics between buyers and sellers of GovCon companies, and how veterans can successfully transition into business owners through acquisition … or if they are already business owners of GovCon companies, how they can successfully sell and lift off to their next goal in life.
The session will feature a Veteran who has recently sold his GovCon business and an M&A Advisor who specializes in the VOSB/SDVOSB space.
Session 23: Time Costs Money: Government Delays
Speaker: Sarah Schauerte, Attorney at Law, Legal Meets Practical, LLC
Description: This session covers delays in government contracting, including both contractor-caused and government-caused (or both), and what this can mean for a contractor both in terms of liability and recovery. Our professionals will highlight the FAR clauses every contractor should know, different types of delays, and best practices to protect yourself while maintaining a solid working relationship with a government client.
Session 24: Your Strategic Roadmap: For 2019 and Beyond
Speaker: Edward Tuorinsky, Managing Principal,DTS
Description: Mention strategic planning and many people think ‘offsite retreat.’ While a day or two away from the office is a good time to focus on your strategic plan, the plan itself is a valuable guide year-round – one that encompasses every action, initiative and dollar spent.
Edward Tuorinsky, Managing Principal of DTS, will share his perspectives and experience on how organizations wanting to be viable, fiscally healthy and results-oriented should take the time to create and maintain a strategic plan. Learn more about the key elements in a plan, some tips for DIY efforts, when to call in professional help, and more in this session.