Big Tax Credits for Hiring Veterans

Tax Credit offers businesses that hire veterans with service-connected disabilities with a maximum credit of $9,600 per veteran.

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White House seeks to bust myths about talking to contractors

An article from last year but still worth another read!


White House seeks to bust myths about talking to contractors
By Aliya Sternstein asternstein@govexec.com <mailto:asternstein@govexec.com> February 3, 2011
White House officials on Wednesday circulated a memorandum, first obtained by Nextgov, that encourages procurement officers to communicate with contractors before finalizing solicitations, in an effort to dispel misperceptions about conflicts of interest.
The idea is that companies know the costs and features of current technology better than the government so potential bidders should be consulted early in the process of drawing up system requirements for contracts.
"Although industry may have had their best technical representatives engaged with the program manager, the contracting officer should communicate to vendors as much information as possible about the government's needs as early as possible," stated a copy of the guidance <http://www.whitehouse.gov/sites/default/files/omb/procurement/memo/Myth-Busting.pdf> , signed by Federal Procurement Policy Administrator Daniel Gordon. "As a result of early communication, the contracting officer may learn some things that suggest that an approach somewhat different than planned may cause increased competition, more small business participation, lower prices, or even a better definition of the government's technical requirements."
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The so-called "myth-busting" campaign is part of a 25-point plan <http://www.cio.gov/documents/25-Point-Implementation-Plan-to-Reform-Federal%20IT.pdf>  for overhauling the way the government buys $500 billion worth of computer equipment and services annually.
Fears of contract protests or signing unauthorized deals have prevented some acquisition officers from talking to vendors, according to the memo. Similarly, industry officials may stay away, out of concern that overstepping boundaries could bar them from future government business.
The document requires agencies by June 30 to develop plans for communicating with contractors. The plans must be made public within a month of the White House reviewing them.
Wednesday's memo takes pains to stress that nothing within the guidelines should be interpreted to "alter, or authorize violations of, applicable ethics rules, procurement integrity requirements, or other statutes or regulations that govern communication and information sharing."
After discussions with company representatives and agency staff, the White House identified the 10 most frequently-mentioned misconceptions about contractor-government fraternization:
1.  "We can't meet one-on-one with a potential offeror." Fact: Government officials can generally meet one-on-one with potential offerors as long as no vendor receives preferential treatment.
2.  "Since communication with contractors is like communication with registered lobbyists, and since contact with lobbyists must be disclosed, additional communication with contractors will involve a substantial additional disclosure burden, so we should avoid these meetings." Fact: Disclosure is required only in certain circumstances, such as for meetings with registered lobbyists. Many contractors do not fall into this category, and even when disclosure is required, it is normally a minimal burden that should not prevent a useful meeting from taking place.
3.  "A protest is something to be avoided at all costs -- even if it means the government limits conversations with industry." Fact: Restricting communication won't prevent a protest, and limiting communication might actually increase the chance of a protest, in addition to depriving the government of potentially useful information.
4.  "Conducting discussions or negotiations after receipt of proposals will add too much time to the schedule." Fact: Whether discussions should be conducted is a key decision for contracting officers to make. Avoiding discussions solely because of schedule concerns may be counter-productive, and may cause delays and other problems during contract performance.
5.  "If the government meets with vendors, that may cause them to submit an unsolicited proposal and that will delay the procurement process." Fact: Submission of an unsolicited proposal should not affect the schedule. Generally, the unsolicited proposal process is separate from the process for a known agency requirement that can be acquired using competitive methods.
6.  "When the government awards a task or delivery order using the Federal Supply Schedules, debriefing the offerors isn't required so it shouldn't be done." Fact: Providing feedback is important, both for offerors and the government, so agencies should generally provide feedback whenever possible.
7.  "Industry days and similar events attended by multiple vendors are of low value to industry and the government because industry won't provide useful information in front of competitors, and the government doesn't release new information." Fact: Well-organized industry days, as well as pre-solicitation and pre-proposal conferences, are valuable opportunities for the government and for potential vendors -- both prime contractors and subcontractors, many of whom are small businesses.
8.  "The program manager already talked to industry to develop the technical requirements, so the contracting officer doesn't need to do anything else before issuing the RFP." Fact: The technical requirements are only part of the acquisition; getting feedback on terms and conditions, pricing structure, performance metrics, evaluation criteria, and contract administration matters will improve the award and implementation process.
9.  "Giving industry only a few days to respond to an RFP is OK since the government has been talking to industry about this procurement for over a year." Fact: Providing only short response times may result in the government receiving fewer proposals and the ones received may not be as well-developed -- which can lead to a flawed contract. This approach signals that the government isn't really interested in competition.
10.   "Getting broad participation by many different vendors is too difficult; we're better off dealing with the established companies we know." Fact: The government loses when we limit ourselves to the companies we already work with. Instead, we need to look for opportunities to increase competition and ensure that all vendors, including small businesses, get fair consideration. 

Top 7 Problems With Proposal Win Themes

From my collegue Olessia Smotrova-Taylor.  Enjoy!

Most companies, despite their best intentions (and even understanding of what a win theme is supposed to look like), fail to sell in their proposals. Win theme is one of the top five elements of proposal persuasion – and if they don’t work, it will be much harder to stand out.

Time pressures force the team to start writing before themes are sufficiently developed and the entire proposal process begins to unravel. Here are the top 7 problems with win themes we have observed in a number of companies, no matter what their business size and maturity level has been:

Win themes are lacking outright – what people think are win themes are not effective. For example, many think that being an incumbent is a win theme; but your customer may care less about it, and therefore the key requirement for a win theme to be a win theme (e.g. your customer caring about it now or in the future) is missing.

Win themes come out ho-hum because the win themes development process and skills are “unnatural” – and most technical people who are supposed to develop win themes are not trained in selling. Win theme should include, at the very least, a feature and a benefit – and those who are not trained in sales and marketing often fail to understand a difference between a feature and a benefit. More importantly, because the difference is often more subtle than one may think, even proposal veterans make this mistake. There is much more to features and benefits that meets the eye – and getting them right requires correct training.

Win Themes take forever to develop and therefore a team gives up at a few good ones–they have spent hours or days to drum up and most processes we have observed are flawed from the start, and therefore lead to waste. Learning the correct win theme development process can save countless hours, let alone make a company a more likely winner.

Win Themes don’t pass a substitution test – if you put some other company’s name in your win theme instead of yours, would it still sound true? – “we are the low-risk, best value provider” is not a win theme – it is an overused generality . Same goes for “we understand the customer,” “we have great past performance,” “we are ISO and CMMI Level whatever...” and so on.

Win Themes are lacking a punch because someone didn’t have time to verify the facts. Win themes have to have numbers in them to make them stronger. If you cannot quantify the facts, saying something like “hundreds of thousands in savings” is weak.

Win Themes are self-centered and self-serving – they are about you, and not the customer. A customer could care less about your CMMI Level 3 unless you tell them what it can do for them.

Win Themes are trivialized to the point that the company believes they can recycle them from other proposals. Most customers and RFPs are unique – so how could the very focus of your offer be the same?

Still trying to fight the VA to get your VOSB and SDVOSB Certified?

Please share your story or horror story dealing with the CVE.  We will help get the word out!

Virtual Career Fair For Cleared Jobs

Virtual Career Fair For Cleared Jobs
http://www.clearancecareerfair.com/

Small Business Developement Centers Can Help if...

The Small Business Development Centers better know as the SBDCs can help small business owners if you know what you are looking for.  Just like anything, you need to know what it is you need help with in your business.  If you really do not know start by putting together a list and try to prioritize what you feel are your top three concerns, whether that be access to capital or just how to write a business plan.  Once that is done take your priorities in with you.   That will help you of course, but it will also help the SDBC Counselors better serve you. 

Military, Veteran and Spouse Job Fair

Third Annual AFCEA Veterans Retraining Initiative (VRI)

(In partnership with the MOAA spouse symposium)
 “Veteran Transition Panel Discussions &

Career and Resource Fair at West 2011”

VETERANS, ACTIVE DUTY MILITARY & SPOUSES:                 

√ Are you looking for transition assistance from the community?

√ Are you currently or anticipate looking for new career opportunities?

√ Do you want to meet local employers hiring vets?

• Where:  WEST 2012 Conference, San Diego Convention Center

• When:  Thursday January 26^th  

• How: Register for West 2012 (required but free) Walk-in can also register day of on site for free. https://show.jspargo.com/West12/Default.aspx

• Attire: Active Duty-Uniform of the Day or business casual.

• What to bring: Resumes (if you have them)

Program:

PANEL 1:  (8 AM –930 AM) “Transition from the Veteran’s Perspective”.  Transition from the Veteran’s Perspective will feature military veterans who have transitioned into careers in the local industry who will share their secrets to success.

PANEL 2: (10 AM-1130 AM) “What Veterans need to know about the Civilian & the Corporate Community”.  This panel will feature local business human resource experts with information valuable to both prospective hirers and transitioning vets.

CAREER FAIR: 1 PM to 4 PM:

Bring your resumes and gain insight into what job skills you already have that will put your job applications to the top of the pile with any employer.  Take the mystery out of transitioning and find out what you can do to make your experience after the military as exciting and rewarding as you want it to be.

Entrepreneur/Business Training:  3 PM-4 PM:  “How to start your own on-line internet marketing company”. If want to be an entrepreneur, you will learn what it takes to start your own small business.  Special Guest Speaker, Steve Murch.

*Parking at the Convention Center is $10.00

Article: Small Business Needs Moratorium on Regulations

Great Article
http://www.foxandhoundsdaily.com/2012/01/small-business-needs-moratorium-on-regulations/

By Marty Keller

CEO, Small Business Revolution

Doing Business as a Disabled Veteran or Veteran Business Owner

Love to hear your thoughts on the climate and opportunities for Disabled Veterans and Veteran Business Owners.
Thanks!

Why is it so difficult to do business with the Government?

With shrinking budgets and greater competition it is harder than ever to break into the federal goverment in order to find business opportunities for your company.  If you are more mature, established company you might consider highering local business developers or consultants that already have the relationships with those customers you are looking to do business.  If I can't help you, I know several good consultants and consulting firms that may make it more cost effective than hiring a full time Business Developement (BD) person.

Welcome to my new Blog

Hi everyone!  Stay tunned for some great info advice and more on business and success for Veterans and Non-Veterans alike!