WOSB Workshop Agenda

FOUNDATIONS

 The RFP Cycle  Set Aside groups - Meeting the Qualifications  WOSB 8(M) AND EDWOSB  Discussion of Proposed Rule Changes to WOSB Authority – Sole Source, NAICS Codes, Third Party Certification Requirement – RECORDED and Presented to Federal Register as Comments regarding the Proposed Rule Change.  Getting Registered Adequately, Completely and Legally  Dealing with Bureaucrats  Finding buyers  Identifying a buyer's level  Locating Opportunities  Matching the two COMPETITIVE EDGE  Market Research  Know your market  Public Sources you will need, FOIA requests  Business Intelligence - paying for it.  Who is buying what and how much from whom, how often, at what price?  When did you say that contract was expiring?  The best kept secret in all of Washington DC. SOLE SOURCE (Special Section)

 Qualifications for sole source contracting

 Case studies – how it is done

 Means and methods

 Pricing the sole source contract

 How it is justified, when is it done, can you do it?

The SNOOKER (The essence of contract capture)  Identifying the Competition  Making the Decision  Positioning and pricing your offer  Situational intelligence - Julius Caesar/ Octavian/ Cleopatra/ Gallic Wars/ Theles of Miletus  Moving decisively and intelligently to preclude and exclude or overcome the competition, in pivotal and decisive ways.  Reality permits manipulation of competitive situations via cause and effect Examples for Each Attendee

 Finding Opportunities  Analyzing the Market  Understanding the Requirements and the Buyer  Making the Decision  Knowing the Competition  Identifying the Program Manager (end user)  Knowing the Rules and Applying Them to your Advantage  Preparing and Submitting the Bid or Required Response Questions Every Seller Has  How to do business with the DLA and DOD  Is a GSA schedule/contract worth your investment?  Does moving within broad circles help?  Shaping Your Identity - The Line Card/ Capabilities Statement  Setting a capabilities briefings when, why and with whom?  What do I say when I call to be successful? Filing and Dealing with Protest

 How to respond  How to file  Popular Basis for Protest One Million Dollar Investment for Small Business

 Identify foreign investors that desire to immigrate into the USA with a minimum $1 Million dollar investment.

 Identify owners of small businesses who desire a $500K to $1 Million investment in their business and are open to:

 Foreign owners.

 Sharing management roles with the new investor.

 Going through the process to prepare their business to meet the US Citizenship and Immigration Service (USCIS) requirements for the new immigrant investor.

 Creating a business plan that can justify the addition of at least 10 new employees in three years while putting the investor’s capital investment at risk and other necessary elements of the USCIS requirement.

 Creating a professionally sound analysis and certified sales plan of the going concern involved.

 Identify multiyear multimillion dollar Federal Contracts that the small business can qualify for and win at least one of them.

New Paradigm brings all these disparate elements together to justify the investment, assure the achievement of goal necessary to secure the foreign investor a permanent visa and work authorization, bring the investment to the small business so that it can grow and create jobs. SBIR/STTR Grant Programs

 Program Basics  What are your chances 1/5?  Proposal Submissions and Deadlines  Program Funding Sources  Solicitation Updates  Phase I, ($150K) Phase II ($750K) and Phase III  Agency Mission Driven Things you will receive at the workshop:

 A list of 15 major Primes looking to partner with WOSB's and EDWOSB's  A list of 25 to 100 Federal buyers who buy what you sell  A list of 5 to 25 open contracts and opportunities for you  An ability to create such a list for yourself the very next day  Knowledge of how to approach buyers to your greatest advantage