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Why and How to Use Sources Sought Notices and Rfis As a Business Advantage

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Why and How to Use Sources Sought Notices and Rfis As a Business Advantage Why and How to Use Sources Sought Notices and RFIs as a Business Advantage © TargetGov 2015 2 a . Consultant & Trainer . Author of The Basic Guide to Government Contracting . Nationally recognized federal Gloria Larkin contracting business development expert President Business Advantage . Clients have won billions in federal contracts WhyandUse How Sources to Sought andNotices as RFIs . Quoted in Wall Street Journal, Washington Post, INC Magazine, Bloomberg . Educational Foundation Board Chair for WIPP.org © TargetGov 2015 3 a In for the Win! Purpose: During this session we will discuss Why and Business Business Advantage How to respond to a Sources Sought Notice WhyandUse How Sources to Sought andNotices as RFIs (SSN) or Request For Information (RFI) that will better position your client’s company to win contracts! © TargetGov 2015 4 Are Contractors Watching? a Many Sources Sought Noticesunnoticed go Business Advantage unnoticedunnoticed WhyandUse How Sources to Sought andNotices as RFIs by the businesses to whom the Federal Government would like to award contracts. unnoticed © TargetGov 2015 unnoticed 5 FLOOD Alert a Federal agencies have posted an unprecedented FLOOD of new Sources Sought Notices on FedBizOpps. Business Advantage – Over 1,700 new Sources Sought opportunities WhyandUse How Sources to Sought andNotices as RFIs in the last 30 days! © TargetGov 2015 6 Why the Increase? a Myth Busting Memos 1 & 2 – Over 1,700 new Sources Sought opportunities in the last 30 days! Business Business Advantage Why and How to Use WhyandUse How Sources to Sought andNotices as RFIs © TargetGov 2015 Sample at FBO.gov 7 a Business Business Advantage Why and How to Use WhyandUse How Sources to Sought andNotices as RFIs © TargetGov 2015 8 Confused? a What is the difference betweenSources a Sought Sources Sought Notice and a RFI Business Advantage Request for Information (RFI)? WhyandUse How Sources to Sought andNotices as RFIs RFI Sources Sought © TargetGov 2015 9 FAR to the Rescue! --RFI a . FAR Part 15.201(e) "RFIs may be used when the Government does not presently intend to award a contract, but wants to obtain price, delivery, other market information, or capabilities for planning purposes." . RFIs are also mentioned at FAR 10.002(b)(2)(iii) as a Business Advantage technique of conducting market research. WhyandUse How Sources to Sought andNotices as RFIs Source: http://www.acquisition.gov/far © TargetGov 2015 10 FAR to the Rescue! Sources Sought Notices a . FAR 5.201(c): “…the primary purposes of the synopses notices are to "improve small business access to acquisition information and enhance competition by identifying contracting and subcontracting opportunities." . FAR 19.501(c) states: "The contracting officer shall Business Advantage review acquisitions to determine if they can be set aside WhyandUse How Sources to Sought andNotices as RFIs for small business, giving consideration to the recommendations of agency personnel having cognizance of the agency's small business programs. The contracting officer shall perform market research and document why a small business set-aside is inappropriate when an acquisition is not set aside for small business." © TargetGov 2015 Source: http://www.acquisition.gov/far 11 FBO to the Rescue! Sources Sought a “The Sources Sought notice is a synopsis posted by a government agency that states they are seeking possible sources for a project. It is not a solicitation for work, nor is it a request for proposal. Reference the FAR, Subpart 7.3 and Source: www.fbo.gov FAQs OMB Circular A-76.” Business Advantage WhyandUse How Sources to Sought andNotices as RFIs “Sources Sought: A synopsized notice to businesses to collect and analyze information about interest and capabilities within the market to satisfy agency needs.” Source: DHS Market Research Guide © TargetGov 2015 12 DHS to the Rescue! a . Sources Sought Notice: The primary purposes of the notice are to improve small business access to acquisition information and enhance competition by identifying contracting and subcontracting opportunities. Published in www.FedBizOpps.gov requesting vendors to identify themselves if they are interested in providing a Business Advantage particular product or service. WhyandUse How Sources to Sought andNotices as RFIs . Vendors responding to the notice usually describe their capabilities, similar projects they have conducted as a prime or subcontractor, central contractor registry information, GSA schedule information, current federal contract work and current socio-economic status Source: Department of Homeland Security Acquisition Manual © TargetGov 2015 13 Results a Sources Sought Sources Sought Notice and RFI Business Advantage Request for Information (RFI) WhyandUse How Sources to Sought andNotices as RFIs Are often used InterchangeablyRFI Sources Sought © TargetGov 2015 14 Now You Are Savvy a . Take time to review these opportunities Business Business Advantage . Identify those that are a good fit WhyandUse How Sources to Sought andNotices as RFIs . Respond accordingly © TargetGov 2015 15 In the know a Sharp business people use these notices to: . create set-aside contracts Business Advantage Why and How to Use WhyandUse How Sources to Sought andNotices as RFIs . start agency-focused marketing campaigns . create single source awards. © TargetGov 2015 16 What is the Purpose? a . Determine if industry can provide the agency with the required services or products Business Advantage . Determine if small business can participate WhyandUse How Sources to Sought andNotices as RFIs . Support the Rule of Two (FAR 19.502-2(b) for set-asides © TargetGov 2015 17 What is the Value of Responding? a . Very good chance of resulting in a set- Business Business Advantage aside for small business WhyandUse How Sources to Sought andNotices as RFIs . Timing allows for marketing to agency and decision-makers . Often used as a down-select – meaning only respondents receive RFP © TargetGov 2015 18 It Seems to have Disappeared a Did the opportunity get cancelled? Business Business Advantage . Most often– NO! WhyandUse How Sources to Sought andNotices as RFIs . Most often: it resulted in a sole source contract © TargetGov 2015 19 How to Respond? a Answer the mail! . Every Notice is different . Example: Interested sources shall indicate that they are capable of providing the required services and must provide: . (1) Full name and address of the firm; Business Advantage . (2) DUNs number; and WhyandUse How Sources to Sought andNotices as RFIs . (3) Size status (i.e., small business, 8(a), HUBZone, service disabled veteran owned small business (SDVOSB)). No other information is required at this time. DO NOT SUBMIT A NARRATIVE, PROPOSAL, BROCHURES OR ANY ADDITIONAL INFORMATION AT THIS TIME. © TargetGov 2015 20 How to Respond? a Business Business Advantage Why and How to Use WhyandUse How Sources to Sought andNotices as RFIs © TargetGov 2015 21 Common Mistakes a . Do respond exactly as required, not the time to get creative or stay generic Business Business Advantage . Do NOT attach a marketing document like WhyandUse How Sources to Sought andNotices as RFIs a generic Capability Statement . Do not forget to ask for a specific set-aside . Do not forget to cc: the small business representative © TargetGov 2015 22 Down-select Low Down a Many agencies are using the response process as a way to limit the numbers of Business Advantage companies who actually receive the RFP WhyandUse How Sources to Sought andNotices as RFIs © TargetGov 2015 23 How to Position Before a Identify all decision-makers for on-going Business Business Advantage company marketing efforts WhyandUse How Sources to Sought andNotices as RFIs . Small Business . Contracting and Acquisition . Program Managers and End Users © TargetGov 2015 24 How to Position After a Engage with appropriate messaging, relating Business Business Advantage to the decision-makers needs WhyandUse How Sources to Sought andNotices as RFIs © TargetGov 2015 25 The Single Award Flip a This is a perfect time to determine if the Business Business Advantage opportunity is appropriate for a sole source WhyandUse How Sources to Sought andNotices as RFIs contract. © TargetGov 2015 26 Follow Up Counts a . Engage in company-wide marketing Business Business Advantage . Ask for a Capability Briefing with decision- WhyandUse How Sources to Sought andNotices as RFIs makers . Continuously market, build relationships . Attend vendor meetings © TargetGov 2015 27 Using FedBizOpps (FBO) to find a Sources Sought Notices Step 1: Set up a username on FedBizOpps Setting up a username on FedBizOpps allows Business Business Advantage the user to customize their FBO experience WhyandUse How Sources to Sought andNotices as RFIs and receive the exact results they want. TargetGov recommends that each person using FBO have their own username instead of one name shared by the entire company. © TargetGov 2015 28 Using FedBizOpps (FBO) to find a Sources Sought Notices To set up a username, click on the “Register Now” button in the Vendors/Citizens box on FBO’s homepage. Then follow the directions on Business Advantage the subsequent pages. WhyandUse How Sources to Sought andNotices as RFIs Once you have the username set up, login using this box whenever you are on the FBO website. © TargetGov 2015 29 Using FedBizOpps (FBO) to find a Sources Sought Notices Step 2: Using Advanced Searches FedBizOpps is used by many agencies to advertise upcoming opportunities, revisions to contracts, events, and various other bits of information
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