No Shortcuts to Success: You Must Do Your Homework

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No Shortcuts to Success You Must Do Your Homework

• U.S. Department of the Treasury/Internal Revenue
  Service
• Jodie Paustian
• IRS Small Business Specialist
• April 16, 2009
• Treasury Vendor Outreach Event

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U.S. Department of the Treasury Mission

• The mission of the Department of the Treasury is
  to promote the conditions for prosperity and
  stability in the United States and encourage
  prosperity and stability in the rest of the
  world.

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Organization

• OSDBU is located at Treasury Headquarters
• Treasury is divided into 10 bureaus
• Each bureau has procurement authority, however
  Bureau of the Public Debt has assumed contracting
  responsibility for several bureaus and partial
  responsibility for one bureau

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Organization

• Each Bureau Chief Procurement Officer has
  appointed a Bureau Small Business Specialist (in
  accordance with Treasury guidelines) to serve in
  an operational capacity
• Bureau procurement activities are performed in a
  decentralized environment

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Organization

• 10 Bureaus
• Financial - OCC, FMS, IRS, OTS, BPD, TTB, FinCen
• Manufacturing - BEP, Mint
• Headquarters - Office of the Secretary
• Go to http//www.treas.gov/bureaus for a
• description of each Bureaus responsibilities.

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Treasury SB Goals

• Two Types of Goals assigned to each Federal
  Agency by the Small Business Administration
• Prime Goals those dollars awarded directly to
  small business concerns
• Subcontract Goals those dollars awarded
  indirectly to small business concerns through
  large business prime contractors with subcontract
  plan requirements in their contracts
• Each bureau negotiates their goals based on their
  individual procurement requirements with main
  Treasury.
• Goals for each Federal Agency can be found at
  http//www.sba.gov/GC/goals.

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Treasury SB Goals (Continued)

• FY09 for Treasury
• Prime Goals
• SB 29.4
• 8(a) 5.0
• SDB 6.0
• W/O 6.0
• HUB 3.0
• SDVOSB 3.0

• Subcontract Goals
• SB 40.0
• SDB 5.0
• W/O 6.0
• HUB 3.0
• SDVOSB 3.0

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IRS SB Goals

• FY09 for IRS
• Prime Goals
• SB 29.4
• 8(a) 2.5
• SDB 5.0
• W/O 5.0
• HUB 3.0
• SDVOSB 3.0

• Subcontract Goals
• SB 41.0
• SDB 5.0
• W/O 5.0
• HUB 3.0
• SDVOSB 3.0

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Major Themes

• Information Dissemination
• Forecast of Procurement Opportunities
• Outreach
• Training
• IRS 8(a) Seminar next scheduled for July 28,
  2009
• Mentor-Protégé Program

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Best Practices

• Vendor Outreach Sessions held in Oxon Hill, MD,
  featuring pre-arranged 15 minute appointments
  with
• Treasury Bureau Small Business Specialists
• Monthly
• Treasury large business prime contractors
• Semi-annually
• Treasury IT Program Managers
• Semi-annually

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Best Practices (continued)

• Targeted VOS
• for HUBZones typically in February May
• for WOSBs in March
• for Service Disabled Veteran Owned and Veteran
  Owned typically in October May
• Annual OSDBU Directors Conference April 22,
  2009, Dulles Expo Center, Chantilly, VA,
  www.osdbu.gov

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Selecting SB Concerns

• Mandatory CCR Registration
• Include information for Dynamic Small Business
  Search within your CCR Registration.
• Be sure to keep information current, especially
  email and websites. Ensure that the
  Capabilities Narrative and the Keywords under the
  SBA Profile information contain all the
  applicable products and services your company
  provides. Use complete sentences in the
  Capabilities Narrative.
• We use the CCR database to find new sources.
• Some bureaus maintain vendor databases not
  mandatory to be included to be a vendor within
  Treasury, but helpful to enable the Small
  Business Specialist to find you amongst all the
  companies who market to the bureau.
• IRS has 8(a), HUBZone SDVOSB At-a-Glance
  listings

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DOING BUSINESS WITH THE IRS
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DEPARTMENT OF THE TREASURY INTERNAL REVENUE
SERVICE Organization and Top Officials
Chief, Appeals, Sarah Hall Ingram
National Taxpayer Advocate, Nina Olson
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Guidance for Success with the IRS

• Address the tax gap by applying a mix of both
  customer service and tax enforcement
• Budget deficit driving tax policy
• Compliance vs. Customer service

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Understanding the IRS
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Understanding the IRS
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Understanding the IRS

• Schedule meeting with IRS Small Business
  Specialist
• Discuss Company Capabilities
• Ask about future opportunities
• Do your homework prior to coming to meeting ask
  specific questions ahead of time
• Follow Advice given in meeting
• Follow-up with Small Business Specialist every
  3-4 months or when there is a new development
  regarding the company
• Market to the Program Manager Community
• Look at Subcontracting and Prime Opportunities

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GENERAL TIPS --DOING BUSINESS WITH ANY AGENCY
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The Model Small Business Firm

• Working in the Federal Marketplace Understands
• Core Competencies
• Marketing and Relationship building
• Schedules/Multiple Award Contracts
• Open Market Procurement (FEDBIZOPPS)
• Prime Contracting
• Subcontracting

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The Model Small Business Firm

• Equipped to do Business with the Government
• Accepts the Government Purchase Card
• Has Good Marketing Materials
• Has a Niche (Whats Yours?)
• Has Resources (People, Equipment)
• Is Web Savvy
• Is registered in Government pre-existing
  databases (CCR)

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In SummaryWhat Really Works...

• Relationships
• Networking
• Multiple Contracting Vehicles
• Continuous Marketing

• Being Prepared
• Get Involved
• Past Performance
• Share Information
• Patience
• Persistence

Homework always comes before success in the
dictionary Small Business Procurement!
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Points of Contact

• Teresa Lewis, OSDBU Director, [phone],
  teresa.lewis_at_do.treas.gov
• Jodie Paustian, IRS Small Business Specialist,
  [phone], Jodie.L.Paustian_at_irs.gov
• www.treas.gov/sba and www.irs.gov Scroll down and
  click on Contract Opportunities, then on IRS
  Procurement