FEDERAL Govt Contracting - The Politics Of Procurement

1
The Politics of Procurement US Federal
Government Contracting Webinar Series -
2016 Presented By Aaron Grau, Esq. JUNE 10,
2016
2
2016 US Federal Government Contracting Webinar
Series
CALENDAR OF EVENTS (All Webinars are at 12pm EST
Recorded) JUNE 1 - Maximizing The Value of
Your GovCon Business  https//attendee.gotowebinar
.com/register/74156936435694851 JUNE 2 - Capture
Planning - To Bid Or Not To Bid  https//attendee.
gotowebinar.com/register/7051206926535220483  JUN
E 3 - Teaming Agreements - The Good, The Bad
The Enforceable  https//attendee.gotowebinar.com/
register/7352313683359938307 JUNE 6 - Teaming
With Tribally Owned 8(a) Businesses https//attend
ee.gotowebinar.com/register/4324839202604449539 J
UNE 7 - Color Reviews For Successful
Proposals  https//attendee.gotowebinar.com/regist
er/3973323136181419267 JUNE 8 - Preparing The
FSO for a DSS Audit  https//attendee.gotowebinar.
com/register/423786240906737667 JUNE 9 - Life
After 8(a) - Best Practices Case
Study  https//attendee.gotowebinar.com/register/6
473232146721067779 JUNE 10 - The Politics Of
Procurement   https//attendee.gotowebinar.com/reg
ister/3924758807094447107  JUNE 13 - Contract
Administration - Best Practices  https//attendee.
gotowebinar.com/register/2132047978959217667 JUNE
14 - So You Have A Facility Clearance, Now
What?  https//attendee.gotowebinar.com/register/9
028972158695833091 JUNE 15 - Unsolicited
Proposals - Why, What How. https//attendee.goto
webinar.com/register/4729436391901262849 JUNE 17
- SBIR's - The Good, The Bad The
"How" https//attendee.gotowebinar.com/register/63
37198369128857857
3
2016 US Federal Government Contracting Webinar
Series

• AGENDA

4
2016 US Federal Government Contracting Webinar
Series

• AGENDA
• Introduction HOST
• Introduction - GUEST
• Presentation
• Conclusions
• Q A

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2016 US Federal Government Contracting Webinar
Series

• INTRODUCTION
• Host

6
2016 US Federal Government Contracting Webinar
Series

• Jennifer Schaus
• About The Host

Approx 20 Yrs in Gov Contracting Career
DB (Govt Division) Federal
Sales GSA Scheds Frequent Speaker Chambers,
NCMA, AFCEA, etc Member WIPG Education
Towson University B.A. UC Berkeley -
Leadership Accelerator Cornell University
- Exec Leadership
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2016 US Federal Government Contracting Webinar
Series

• Jennifer Schaus
• Jennifer Schaus Associates

DC Based Consulting Firm Over 10 Yrs in
Business Support Services for Gov
Cons Proposal Writing / Contract Vehicles
(GSA) Sales Biz Dev Certifications SBA
8(a) SDVO etc. Events
8
2016 US Federal Government Contracting Webinar
Series

• INTRODUCTION
• Guest

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2016 US Federal Government Contracting Webinar
Series

• Aaron Grau, Esq.
• ABOUT OUR SPEAKER

Director, Cohen Grigsby Federal Government
Affairs Lobbyist Engaging Administrative
Agencies Capitol Hill Previously Senate Labor
Subcommittee Majority Counsel Mercer
University School of Law
Macon, Georgia 1995 Emory University
Atlanta, Georgia - 1992

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2016 US Federal Government Contracting Webinar
Series

• Aaron Grau
• Cohen Grigsby, P.C.

140 Attorneys 30 Practice Areas Public Affairs
Practice Area Has Dedicated Focus on State
Federal Procurement Based in Pittsburgh,
PA Office in Naples, FL
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2016 US Federal Government Contracting Webinar
Series

• PRESENTATION

• Politics of Procurement

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2016 US Federal Government Contracting Webinar
Series

• GETTING THE MONEY
• Grants v. Contracts
• ALL grants are contracts, but NOT ALL contracts
  are grants.
• Grant v. Contract Depends on Agency
• Many Different Vehicles
• Appropriations / Earmarks
• SBIRs (Small Business Innovative Research)
• STTRs (Small Business Tech Transfer
  Research)
• CRADAs (Cooperative Research And Development
  Agreement)
• Programmatic Expenditures
• Direct Sales

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2016 US Federal Government Contracting Webinar
Series

• Ask Answer These Questions
• WHERE is the money WHAT federal agency is right
  for you?
• WHO in that agency has the money authority to
  spend it?
• WHO in that agency has the programmatic priority?
• WHEN should you ask them to spend the money on
  you?

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2016 US Federal Government Contracting Webinar
Series

• The Science

• and The Art
• HOW?
• How to hit your target requires good
  relationships, creativity, and a strategic
  approach

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2016 US Federal Government Contracting Webinar
Series

• Many factors to consider.
• Each opportunity will present their own realities
  and tools.
• Consider the following
• The General Services Agency (GSA) Schedules
• Sub-Contracting (Small to Large or Large to
  Small)
• Congressional Influence
• Small Business Set-Asides The Rule of Two
• Federal Agency Small Business Goals SBA
  Scorecard
• Spoon Feeding the Contract Officer
• Indefinite Delivery Indefinite Quantity
  Contracts - IDIQ

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2016 US Federal Government Contracting Webinar
Series

• CONCLUSIONS

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2016 US Federal Government Contracting Webinar
Series

• CONCLUSIONS
• Discerning your target customers is a science.
• Developing a strategy to hit your target is an
  art.
• Politics will always play a role agency
  priorities, available funding, contractor
  personalities.

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2016 US Federal Government Contracting Webinar
Series

• Q A

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CONTACT DETAILS Ms. Jennifer L. Schaus Washington
DC 1 - 2 0 2 3 6 5 0 5 9 8 jschaus_at_jennifers
chaus.com www.JenniferSchaus.com Aaron
Grau Pittsburgh, PA / Washington DC 4 1 2 4 8 0
1 8 0 9 agrau_at_cohenlaw.com www.cohenlaw.com
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2016 US Federal Government Contracting Webinar
Series
CALENDAR OF EVENTS (All Webinars are at 12pm EST
Recorded) JUNE 1 - Maximizing The Value of
Your GovCon Business  https//attendee.gotowebinar
.com/register/74156936435694851 JUNE 2 - Capture
Planning - To Bid Or Not To Bid  https//attendee.
gotowebinar.com/register/7051206926535220483  JUN
E 3 - Teaming Agreements - The Good, The Bad
The Enforceable  https//attendee.gotowebinar.com/
register/7352313683359938307 JUNE 6 - Teaming
With Tribally Owned 8(a) Businesses https//attend
ee.gotowebinar.com/register/4324839202604449539 J
UNE 7 - Color Reviews For Successful
Proposals  https//attendee.gotowebinar.com/regist
er/3973323136181419267 JUNE 8 - Preparing The
FSO for a DSS Audit  https//attendee.gotowebinar.
com/register/423786240906737667 JUNE 9 - Life
After 8(a) - Best Practices Case
Study  https//attendee.gotowebinar.com/register/6
473232146721067779 JUNE 10 - The Politics Of
Procurement   https//attendee.gotowebinar.com/reg
ister/3924758807094447107  JUNE 13 - Contract
Administration - Best Practices  https//attendee.
gotowebinar.com/register/2132047978959217667 JUNE
14 - So You Have A Facility Clearance, Now
What?  https//attendee.gotowebinar.com/register/9
028972158695833091 JUNE 15 - Unsolicited
Proposals - Why, What How. https//attendee.goto
webinar.com/register/4729436391901262849 JUNE 17
- SBIR's - The Good, The Bad The
"How" https//attendee.gotowebinar.com/register/63
37198369128857857