Prime Contractors and Subcontracting Opportunities

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Prime Contractors and Subcontracting Opportunities

• A TEAM EFFORT
• 2008 SMART PROC Conference

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Discussion Topics

• Defining the Subcontractor Relationship
• What are the challenges to subcontracting in the
  Federal environment?
• What does your company bring to the table?
• Understand the client and the prime contractor
  you are dealing with
• Take time to understand the federal contracting
  process
• What does it take to get to the subcontract?
• Who is SAIC-Frederick and what do we offer?

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Subcontractor Relationship Defined

• To Team or partner with a prime contractor to
  assist the prime in delivering superior services
  and supplies that provide the total solution to
  the customer
• Subcontractors should compliment the primes
  capabilities
• Assist the prime in achieving a competitive
  proposal
• Perform as a team transparent to the customer
• Subcontractors do not maintain Privity with the
  client understand your role

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Some Contracting Challenges

• Competition
• Past Performance
• Customer Presence
• Existing Teaming Relationships with
  S/SDB/WOB/HUBZone/VET/SDVET/HBCUs

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Know Your Company

• Brief Core Competencies Solutions
• Be Ready with a 30 Second Hook
• Understand Issues of Past Performance
• Articulate your Expectations and Know your
  Limitations
• Know your value proposition
• What sets you apart from your competitors?

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Understand The Customer

• Know Customer Mission and Technical Requirements
• Research the Agency
• Know the Names of Key People
• Know What Areas of the Agency use your
  Product/Service
• Understand Program Requirements
• Know the Customers Focus

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Understand Your Target Prime Contractor

• Know and understand the Prime Contractors
  organization, mission and customer base
• Research their website
• Target the operational groups that compliment
  your firms capabilities and product offerings

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Beyond the Cold Call

• Provide Statement of Qualifications
• Gain Introduction to Technical Manager
• Develop Good Relationship with Subcontract
  Specialist/Administrator
• Be Prepared for Background Check on Financials,
  References, Previous Projects
• Identify Opportunities for Solutions

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Getting to the Subcontract

• Understand Federal Contracting
• Hire the Expertise in Staff or Consultants
• Review and understand federal regulations and
  requirements
• Training Through Colleges, GSA Sponsored
  Seminars, Conferences, private training firm
  offerings
• The SBA is your friend (www.sba.gov)
• Be Prepared to Facilitate the Subcontract Process

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Getting to the Subcontract

• Look for Solid Performing Incumbents
• Look for Technology Leaders
• Network in Associations
• Referrals by Customers
• High Quality and Consistent Performance
  Publicized in Various Forums (e.g. Media,
  Conferences, Trade Fairs)

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Getting to the Subcontract

• Approach primes with Tailored Capabilities
• Avoid General product or service Qualifications
  Focus on Expertise/Niche
• Dont Lead with 8(a)/SDB Requirement
• Never Mass Mail Quals to Bidders List
• Be Honest About Capabilities and Commitment of
  Resources
• Ethics are paramount

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Keys to Success

• Build Relationships
• Network
• Provide Superior Service or Products
• Be Proactive - Find Solutions
• Dont Wait for a Free Ride
• Make the Process Win/Win/Win for You, Your
  Partner, and the Government

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So who is SAIC-Frederick?

• SAIC-Frederick, Inc., a subsidiary of SAIC
• develops and applies advanced technologies to
  accelerate the delivery of new treatments to
  patients with cancer and AIDS
• Is the prime contractor for National Cancer
  Institute at Frederick, one of only 38 Federally
  Funded Research and Development Centers. With
  more than 1,600 scientific, technical and support
  staff
• Conducts basic and applied research, operates
  and manages the federal governments only drug
  and vaccine manufacturing facilities, runs the
  high-performance Advanced Biomedical Computing
  Center, and manages 300 clinical trials in the
  United States and around the world.

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Who do we support?

• All SAIC-Frederick and NCI Frederick programs
  and staff
• All NCI-Frederick Contractors
• NIAID (as well as other NIH Institutes

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What do we acquire?

• Commercial Goods
• Lab equipment and supplies, biological materials,
  capital equipment (administrative and
  scientific), administrative materials and
  supplies, consumable items, animals and animal
  supplies, maintenance repair service, and motor
  vehicles
• Construction Services
• Construction, renovation, AE services, and
  demolition services
• Research Services and Subcontracts
• Vaccine development, pharmaceutical mfg, research
  and development services (cGMP)
• Tissue specimens, cell production services,
  laboratory testing, and DNA sequencing
• Consultant and commercial services

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How much do we acquire?

• Annual award amount between 180 - 200M
• Broken down approximately as follows
• 40 Commercial Goods
• 50 Research and Development Services
• 10 Construction/Renovation Services

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Where can you find more information on
SAIC-Frederick?

• See the NCI-Frederick Business Opportunities
  website for more information
• http//web.ncifcrf.gov/campus/als/vendors/info.asp
  
• Search RFPs
• Download Vendor Guide
• New Vendor Registration
• Full Contact Information
• SAIC-Frederick does post RFPs on
  http//www.fedbizopps.gov (look under
  NCI-Frederick or SAIC-Frederick)

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Summary

• Determine how your product/service can improve or
  augment the primes requirement
• Know your strengths and limitations
• Maintain awareness regarding privity
• Understand the business environment, and read and
  understand all contractual language
• Be prepared to compete!