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How to Effectively Market to HHS Teresa L.G. Lewis, Director
Office of Small & Disadvantaged Business Utilization U.S. Department of Health and Human Services
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THANK YOU FOR YOUR SERVICE!
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http://www.youtube.com/user/HHSOSDBU
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www.facebook.com/HHS
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@HHSOSDBU
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• The U.S. Government's principal agency for protecting the health of all Americans and providing essential human services, especially those who are least able to help themselves.
• HHS encourages the use of small businesses to achieve its mission.
Mission of Health and Human Services
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300 PROGRAMSSome highlights include:
Health and social science researchPreventing disease, including immunization services
Assuring food and drug safetyMedicare and Medicaid
Health information technologyFinancial assistance and services for low-income families
Improving maternal and infant healthHead Start (pre-school education and services)
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HHS Stats
Employees: Approx 85,000Grants: $400 Billion avg
Contracts: $20 Billion
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10 OPERATING DIVISIONS
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• OTHER PROFESSIONAL SERVICES
• BIOMEDICAL (ADVANCED)
• OTHER ADP & TELECOMMUNICATIONS SERVICES
• AUTOMATED INFORMATION SYSTEM SERVICES
• OTHER ADMINISTRATIVE SUPPORT SERVICES
WHAT HHS BUYS
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• HHS issues an average of more than 80,000 grant awards each year
• In FY2014, HHS made > 79,000 awards totaling $402 billion
• HHS awarded more than 4,000 grants to Small Business Organizations for a total of approximately $2 billion
GRANTS
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Who’s “eligible” to Search and FIND Grant
opportunities? EVERYONE!
• Government Organizations• Native American/ Tribal
Organizations• Non-Profit Organizations• Educational Organizations• Small Businesses
WHO IS ELIGIBLE TO APPLY FOR GRANT OPPORTUNITIES?
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Pre-Award
• Catalog for Federal Domestic Assistance (https://www.cfda.gov/)• Other Agency “Forecasting Tools” such as:
– HHS Grants Forecast (http://www.acf.hhs.gov/hhsgrantsforecast/)• System for Award Management/Central Contracting Registry (https://www.sam.gov/sam/)• Grants.gov (http://www.grants.gov/)
Post-Award• USASpending.gov (http://www.usaspending.gov/)• Other Agency “Transparency” systems such as:
– Tracking Accountability in Government Grants System (TAGGS) (http://taggs.hhs.gov/)
ALL ALLOW PROSPECTIVE GRANTEES AND INTERESTED MEMBERS OF THE PUBLIC TO SEARCH BY KEY WORD
KEY GRANTS SYSTEMS
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BEST PRACTICES
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BEST PRACTICES
Certifications
Cape Statement
VOS
Respond to RFPs
Sources Sought Strategic
Partnering
Industry Days
Mentor- Protégé
Rules & Regs
Customer Needs
Business Cards
BEST PRACTICES
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• 236220 Commercial and Institutional Building Construction• 238140 Masonry Contractors
• 492110 Couriers and Express Delivery Services• 511130 Book Publishers• 512230 Music Publishers• 541211 Offices of Certified Public Accountants• 541511 Custom Computer Programming Services• 541612 Human Resources Consulting Services• 541614 Process, Physical Distribution, and Logistics Consulting
Services• 561210 Facilities Support Services• 561410 Document Preparation Services• 561720 Janitorial Services
• 722320 Caterers
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Centers for Medicare and Medicaid Services
Consumer and Beneficiary Education and Outreach: $412
Million for beneficiary education and outreach activities, including
$335 million for the National Medicare Education Program, $71
million for consumer support for the Marketplaces, and approximately $6
million for other outreach.
Substance Abuse and Mental Health Services Administration
Transition from Homelessness: $139 million for services for
individuals facing homelessness and suffering from substance
abuse or mental illness.
Budget in Brief
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COMPANY OFFERS
TOP NAICS AGENCY #1
TOP NAICS AGENCY #2
TOP NAICS AGENCY #3
TOP NAICS AGENCY #4
112990Animal Production,All Other
HHS DOD DHS EPA
541990Technical Services, All Other
DOD HHS DOI USAID
541712R&D, Physical, Engineering and Life Sciences
DOD NASA HHS DOI
LOCATING OPPORTUNITIES
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Federal CustomerHHSOperating DivisionNational Institute of Health
NAICS112990Current Vendor
Federal Procurement VehicleExpiration Date
Point of Contact
National Institute of Environmental Health Sciences(NIEHS)
Taconic Farms BPANo Expiration
Y. Browne(301) 443-9636
National Institute of Mental Health (NIMH)
Taconic Farms BPA No Expiration
Y. Browne(301) 443-9636
LOCATING OPPORTUNITIES
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HHS AGENCY
NAICS/DESCRIPTION
COMPETITION TYPE
TOTAL CONTRACT RANGE END DATE
HHS Procurement Forecast Data Repository
http://procurementforecast.hhs.gov
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RFP# Notice Type HHS AGENCY
NAICS/DESCRIPTION
COMPETITION TYPE
CLOSE DATE
2014-N-16601 Combined Synopsis/Solicitation
CDC Domestic Professional/Technical, Administrative, and Medical Support Services
8(a) Competitive
02/23/2015 at 2:00 pm EST
http://www.fbo.gov
FedBizOpps
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• ASPR – Assistant Secretary for Preparedness and Readiness• CDC – Centers for Disease Control and Prevention• FDA – Food and Drug Administration• NIH – National Institutes of Health• PHS – Public Health Service
www.hhs.gov
EBOLA SUPPORT
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RESPONDING TO SOLICITATIONS
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Read solicitation carefully Focus heavily upon the “Instructions to Offerors,” or its equivalent Identify:
– The contracting officer (CO) to whom responses and questions about the solicitation are to be sent
– Due date and time for responses– The method for response delivery (e-mail, agency mail room, etc.)– Location (the complete and accurate mailing address, if applicable) to
which responses are to be sent:• Agency Name• Correctly spelled name of the response recipient• Organizational Unit within the Agency – including organizational
code• Physical address (including, as applicable, building number, floor,
mail stop, street, city and zip code)
RECOMMENDED TECHNIQUES
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Review the requirements document (Statement of Work, Performance Work Statement, etc.)– Identify all required deliverables, associated due dates,
place of delivery and recipient– Identify all places of performance (government site,
contractor site, etc.) and travel requirements, as applicable
– Note any level of effort or other information that states specific requirements that drive costs
– Unusual requirements
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If numerical data is provided (for example, columns of labor hours required), perform a mathematical verification of the data, if applicable
Verify the accuracy of data such as the mileage of distances, as applicable
Note any information that seems to be lacking or that you deem necessary in order to provide an adequate response
Request missing information from the contracting officer immediately – note the time, date, location, method of delivery (generally, e-mail) and recipient for such requests
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Submit questions, requests for information, etc., as quickly as possible, but no later than the due date so as to allow adequate time for the agency to respond
If the due date for questions has passed, submit them anyway – you may get the agency’s answer timely
Avoid including proprietary data or information that may disclose your technical approach
The agency will generally be required to provide your question and their answer to all prospective responders
They should eliminate proprietary information, but might not – be careful
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Address all technical requirements Include a technical and business proposal, if directed by the
solicitation Provide a narrative regarding key business and technical assumptions
as deemed necessary by the circumstances If you don’t address a requirement, explain your reason for not
addressing Provide the appropriate level of pricing information to demonstrate
what your approach will cost the government Use a quality control process to ensure that all items are priced,
where needed, and to verify the mathematical accuracy of all numerical data that constitutes your price
PREPARING YOUR RESPONSE
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Identify your technical and business points of contact, as well as other key individuals, including business partners or subcontractors– Include an “expiration date” for the validity of your
pricing and overall response– Ensure that an authorized organizational official’s
contact information is provided, and signs the responseAlways include a total or “bottom line” priceProvide assumptions for major technical and pricing issuesAlways observe page limitations, if any – the government
will not evaluate pages beyond the limitation
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Do not include extraneous marketing material – include only documentation that supports your technical or business approach
Respond fully to requests for past performance information
Be sure to prepare and submit the required number of printed copies of your response
Deliver your response on time, to the correct location and to the correct recipient
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RESPOND TO SOURCES
SOUGHT NOTICES
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Provide what the agency asks for; no more or less. This is not a solicitation. Do not submit cost proposal Submit a capability statement that demonstrates the SBs potential
capability. If a draft Statement of Work/Performance Work Statement is posted,
address the requirements in your response. Ability to manage, include key personnel Technical ability SB’s capacity or potential approach
Include teaming partners, including subcontractors Past performance, emphasize similar work performed Respond by the due date, usually within 10 days Adhere to page limitations Tailor to specific request, do not submit canned cape statements Do not expect a response from the contracting officer
RECOMMENDED TECHNIQUES
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• One Page/PDF• Tailored for Audience• Primary NAICS• Core Competencies• Team
Members/Subcontractors• Past Performance• Value Proposition• Bullet Points• Spell Check• Remove Jargon• Visually Interesting
EFFECTIVE CAPABILITY STATEMENT
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BUSINESS CARDS (front)
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BUSINESS CARDS (back)
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NETWORK
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THE GATEKEEPERSVENDOR OUTREACH SESSIONS
INDUSTRY DAYSMENTOR-PROTEGE
STRATEGIC PARTNERING
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• NIH Information and Technology Acquisition and Assessment Center (NITAAC)– Chief Information Officer Solutions and Partners (CIOSP-3)
• $20 Billion set-aside for small businesses• $20 Billion for small business to compete with other than
small• Streamlined ordering process for program officials
• GSA FSS and GWAC Contracts• NASA SEWP• DHS EAGLE
EXISTING CONTRACTS
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KNOW THE RULES
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Statutory Lawhttp://thomas.loc.gov
Small Business Act (Public Law 85-536, as amended)http://www.sba.gov/sites/default/files/tool_serv_sbact.pdf
Small Business Jobs Act of 2010 National Defense Authorization Act of 2013
1. LEGISLATIVE GUIDANCE
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2. REGULATORY GUIDANCETitle 13 of the United States Code of Federal Regulations (13 CFR)
Section 121 – SB Size Regulations Section 124 – 8(a) BD/SDB Programs Section 125 – Subcontracting – Limitations on Subcontracting – SDVOSB Program Section 126 – HUBZone Program Section 127 – WOSB Program Section 134 – Appeal Procedures http://ecfr.gpoaccess.gov
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Do Your Homework
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Meeting Customer Needs• Performance
Requirements Large Businesses Small Businesses
• Problem Solution• Security Clearances• Differentiating Factors
• Innovation• Proven Experience• Strong Financial Position• Long Term Viability• Go Green
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KNOW THE ORGANIZATION’S POINTS
OF CONTACT
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BE PREPARED WHEN OPPORTUNITY KNOCKS!
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SMALL BUSINESS ARE THE
OF THE ECONOMY
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OSDBU CONTACT
200 Independence Avenue, SWRoom 537
Washington, DC 20201
Website: www.hhs.gov/smallbusiness Phone: 202.690.7300
Email: [email protected]
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http://www.youtube.com/user/HHSOSDBU