PTAC Symposium Program 2019

2019 PTAC Symposium

Gaining the Edge in a Changing Landscape

SLCC | Miller Campus (Miller Free Enterprise Center) | 9750 South 300 West | Sandy, UT 84070

Gary R. Herbert

Utah’s 17th Governor

Dear PTAC Symposium Participants, Welcome to the 14th Annual Symposium of the Procurement Technical Assistance Center (PTAC).

As you know, PTAC assists Utah small businesses with obtaining local, state and federal government contracts. When new contracts are awarded to local companies rather than to out-of-state businesses, we see more jobs created, additional tax revenue generated and overall economic growth. During this event, we are pleased to celebrate Utah businesses’ and PTAC’s successes to date and many more successes to come.

This Symposium provides you with the opportunity to tap into PTAC’s rich resources. I encourage you to learn from the experts who will share their insights and advice in the many presentations and breakout sessions prepared for your benefit. I also urge you to take advantage of networking opportunities and vendors, so you can make the connections you need to grow your business.

Small businesses are the backbone of Utah’s economy. Thank you for your contributions to our vibrant small-business community. Your time spent at the Symposium today will prove to be an excellent investment. Indeed, a win for your business is a win for Utah.

business.utah.gov/ptac

2019 PTAC Symposium Agenda Time

Attendees

Vendors/Exhibitors

7:30 AM - 8:00 AM

Registration Opens

Booth Setup

Breakfast

Karen G. Miller Conference Center

8:00 AM

Welcome and Introductions

8:15 AM - 8:30 AM

Opening Remarks: Lt. Gov. Spencer Cox

Booths Closed

Miller Free Enterprise Center Auditorium

8:30 AM - 9:15 AM

Keynote Speaker: Joshua Frank Miller Free Enterprise Center Auditorium

9:15 AM - 9:30 AM

Move to Karen G. Miller Conference Center for breakout sessions

9:30 AM - 10:15 AM

Breakout Session A: PTAC 101

Booths Open

Breakout Session B: How Award

Karen G. Miller Conference Center

Decisions are Made 10:15 AM - 10:30 AM

Break

10:30 AM - 11:15 AM

Breakout Session C: Pathways to Success Miller Free Enterprise Center Auditorium

11:15 AM - 1:00 PM

Booths and Networking Karen G. Miller Conference Center

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Keynote address:

How to Differentiate and Communicate Past Performance | Communicating Value Anyone can say, “We are a technology company” or a “general contractor” or a company that sells “electrical equipment” or “engineering services.” But that’s what everyone does and provides little differentiation or separation from their competition.

In this session, we will start with how to brand yourself, your products and/or services, and your company. Then we discuss the categories for differentiation and walk through multiple exercises on how to “bridge” capabilities for perceived differentiation, a very important process for smaller businesses. We then finish up with consolidating these strategies and discuss how to market them.

Unlike most seminars, this is more than a general or abstract discussion. This seminar provides award-winning tactics and strategies that have directly helped small businesses win more than $2 Billion in government contracts.

As a result of these strategies, the presenter, Mr. Frank, was awarded SBA’s Veteran Business of the Year; Society of American Military Engineers (SAME) Small Business Advocate of the Year; and Silicon Reviews Top 50 Trustworthy Companies of the Year.

Spencer J. Cox | Opening Remarks

Joshua Frank | Keynote

Utah’s 8 th Lieutenant Governor

Managing Partner, RSM Federal

Lt. Gov. Spencer J. Cox is from Fairview, Utah, where he currently resides with his wife, Abby and their four children. He is a graduate of Snow College, Utah State University and Washington and Lee Law School. He formerly practiced law with Fabian & Clendenin and was vice president and General Counsel of CentraCom. Cox served as a councilman and mayor of Fairview, as a Sanpete County Commissioner and in the Utah House of Representatives.

Joshua Frank is an award-winning business coach, professional speaker, and bestselling author. He’s a nationally recognized authority on government sales and business acceleration.

Cox is, by statute, the chief election officer of the state and the liaison between the governor and Legislature.

He travels extensively throughout the state, supporting economic development and local government solutions. Cox is committed to strengthening families, transforming education, increasing voter participation, utilizing modern technologies, promoting healthy living and empowering the homeless and impoverished.

Cox and his family enjoy spending time in Utah’s incredible backcountry. He also plays the bass guitar with his brother in a local rock band.

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With 30 years in the government market, he speaks nationally on federal acquisition and business strategy. He specializes in the development and implementation of tactics and strategies required to differentiate, position for and win government contracts.

His training sessions are consistently highly rated at national conferences and events.

He is the author of Amazon’s No. 1 bestseller, “An Insider’s Guide To Winning Government Contracts – Real World Strategies, Lessons, and Recommendations.”

Frank is a former intelligence officer and the recipient of the Veteran Business of the Year and Industry Small Business Advocate of the Year awards. He serves as chairman of the Board for the Midwest Veterans Business Resource Center. He has a master’s in management information systems and an MBA.

business.utah.gov/ptac

Breakout Session #1 A) PTAC 101 - Understanding PTAC and how we help your business | New to PTAC or old friends, come learn about all of our resources and what we can do to help your business succeed in government contracting!

B) How Award Decisions are Made

Cameron Findlay | PTAC 101 Presentor Regional Manager, Utah PTAC Governor’s Office of Economic Development Over the last 14 years, Cam Findlay has helped clients succeed through the PTAC organization. In five years, he increased the value of awards from Piute, Sevier and Wayne counties from $3,276,260 to $40,126,086.

He is certified for the U.S. Army Corps of Engineers in construction quality management and is a Certified Veteran Assistance Counselor.

Doug Friedli | Program Manager, LSI Doug Friedli is currently the LSI program manager for LSI’s economic development contract with PTAC. He joined LSI after 37 years in federal government contracting at Hill AFB. He retired as the division chief over the Enterprise Acquisition Division which managed all depot maintenance and installation contracts.

As program manager of LSI’s economic development contract with PTAC, he manages the partnership contract that includes small business support, General Services Administration, grants, large business support, outreaches, various training and teaming. Friedli holds a bachelor’s degree in business and marketing from Weber State University and a master’s in organizational management from the University of Phoenix.

Christopher Hughes | Director, State of Utah Division of Purchasing and General Services In January 2018, Christopher Hughes was appointed as the director of the Division of Purchasing and General Services for the state of Utah. As the director of purchasing, he oversees the procurement for most of the executive branch agencies for the state and the State of Utah Cooperative Purchasing program. In fiscal year 2019, the Division of Purchasing processed over 2,000 procurements and nearly $600 million on over 1,000 cooperative contracts. The spend comes from over 500 Utah public entities.

Paula Kramer | Regional Manager, Utah PTAC Governor’s Office of Economic Development

highest professional certification of Level III from the Department of Army and the US Army Acquisition Corp.

In her role at PTAC, Paula works with small Utah businesses to successfully compete in the government marketplace by providing individuals and groups with instructions to help find bids and win government contracting opportunities.

George Dupin | Senior Contact Consultant, LSI With over 40 years of federal contracting experience, George Dupin has worked with LSI since March 2017 as a senior contract consultant.

Before LSI, he was located in Las Vegas and worked as the Small Business Administration’s Procurement Center Representative (PCR) for the state of Nevada. As a PCR, he assisted all federal contracting agencies located in Nevada, large prime contractors and small business contractors to achieve national small business goals.

He worked with the Nevada PTAC to provide training and contracting assistance to small businesses.

He has also served as the chief of the Specialized Contracting Branch, Maintenance Support at Hill Air Force Base (AFB).

Dupin served for more than 27 years on active duty in the Air Force beginning his career as an inventory management specialist at Mountain Home AFB in Idaho.

He served in contracting assignments in six different Air Force Major Commands and was a contracting officer working with U.S. Agency for International Development (USAID) and the United Nations for the resettlement effort of the Kurds in Northern Iraq. He retired in the rank of Chief Master Sergeant in November 2000 from Headquarters, Air Force Space Command. He was a small business owner of an RV Park in Oregon and worked as the purchasing manager for a surgery center in private industry before going back to serve the Air Force as a civilian in 2004

Jeremy MacDougall | Purchasing Agent, U.S. Forest Service

Kramer is the PTAC regional manager for the areas of Salt Lake, Summit and Tooele counties. She has a background in government contracting and is a former contracting officer and program manager for the Department of Defense.

Jeremy MacDougall joined the U.S. Forest Service as a local area program coordinator. He supervised 1,400 government purchase cardholders across 14 national forests. In 2017, he began as a purchasing agent for the Forest Service at the Geospatial Technology Center (GSTC) in West Valley City, Utah.

She received commendations from the Department of the Army (DOA) for promoting its capabilities, targeting partnering opportunities and increasing annual revenue.

Kramer was instrumental in generating millions of dollars worth of revenue for the DOA and forming many long-term public and private partnerships between the DOA and private contractors.

Before joining the Forest Service, MacDougall worked in the private sector as a buyer for environmental and mineral recovery projects, and as a materials planner for a defense contractor in Salt Lake City. He managed the Boeing waste and water tanks for several large aircraft models and the Bear-Claw™ plugs used in oil and natural gas recovery operations.

She is a graduate from the US Army Logistics Management College in cooperation with the NCMA.; and while working for the DOD Paula received the

MacDougall served in the U.S. Navy from 1995 to 2006 as storekeeper/logistics specialist with a focus on hazardous materials and environmental abatement programs.

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Breakout Session #2 C) Pathways to Success | Participants

Chuck Spence | Director, Utah PTAC

Bret Wyont | President, Business Development,

Chuck Spence has had a distinguished career in Utah public service and has spent the last 18 years in business and economic development. He oversees Utah’s PTAC office, providing leadership for the statewide program and its staff of 10.

Bret Wyont spent 13.5 years in the Air Force, including time spent deployed to Desert Storm. For 11 years, he was a munitions instructor and taught precisionguided weapons used on the F-15E aircraft.

Governor’s Office of Economic Development

Spence served in several leadership positions both locally as president of the Utah Supplier Development Council (USDC) from 2008-2011, and nationally with the Association of Procurement Technical Assistance Centers (APTAC) since 2011. In March 2015, he was elected president of APTAC. In this role, he testified before a congressional subcommittee regarding the PTAC program and its accomplishments.

Spence has been recognized for his exemplary work by receiving five letters of excellence from former Gov. and Ambassador, Jon Huntsman and Gov. Gary Herbert.

Spence has a bachelor’s degree in political science and a master’s of public administration from the University of Utah.

Aliahu “Alli” Bey | CEO, Haight Bey & Associates LLC Aliahu “Alli” Bey is an Army veteran with almost two decades of engineering and project management experience. After working for several international and Fortune 200 companies, he decided he would prefer life without corporate politics. Bey started his own business while moonlighting at a small food manufacturer and working at a ski resort rental shop.

He received two Department of Defense contracts worth more than $50 million from proposals he wrote in his basement. Now, he helps other small businesses navigate the complicated world of government contracting and cybersecurity compliance.

James Watanabe | Vice President, Watanabe Enterprise James Watanabe has spent his career working with startup business ventures and helping them grow into successful operations. His work has included developing corporate business strategies, driving product development and innovation, building strategic partnerships, directing sales, and more.

Archer Technologies International Inc

In 2001, Wyont and a business partner founded Archer Technologies International, Inc (ATI). ATI has been awarded over $70 million in defense OEM and FMS contracts. The company’s manufacturing partnership network consists of more than 100 subcontractors and has more than 4 million square feet of combined manufacturing space encompassing 25 NAICS in 15 states. In the past 24 months, ATI was awarded multiple military contracts for the manufacturing and engineering of precision-guided munitions. ATI’s contracting efforts continue to be successful, with some contract ceilings totaling more than $20 million.

Wyont is the recipient of many awards, including the USAF Meritorious Service Medal, USAF Commendation Medal with three oak leaf clusters, USAF Tactical Air Command, Non Commissioned Officers Leadership School, Class 87-D Distinguished Graduate and the Commandant’s Award, to name a few.

Sammy Fan | Principal, Enterprise Integration Sammy Fan is a first-generation immigrant from Taiwan. His family came to the U.S. and opened Dairy Queen franchises, chasing the American dream. He learned English in public schools (before ESL programs) and relied on the generosity of many along the way. Fan knew his ticket to a better life was through education and is a proud graduate of the University of Utah with a B.S. and a master’s of accounting.

Fan believes he’s where he is today because of the generosity of many people who chose to care about and help him. He’s passionate about everything he does and takes pride in doing things the right way.

He loves meeting new people and helping them implement new technologies. Fan loves to brag about his four children, enjoys skiing and the Utah lifestyle.

In his current role, Watanabe is responsible for the government contracting efforts of Watanabe Enterprises. Watanabe won its first government contract within the first 30 days of formally being able to bid on Federal government work. Following the successful completion of that contract, he has won many multi-year service contracts with the Department of Defense, Department of Veterans Affairs and Department of Health and Human Services.

Watanabe is a firm believer in the power of collaboration and counts his relationship with PTAC as one of his most valued assets.

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business.utah.gov/ptac

SLCC | Miller Campus

Free Enterprise Center Free Enterprise Center

Breakfast Breakfast Attendee Registration Attendee Registration

Auditorium: Keynote (8:00 AM) Auditorium: Breakout Session Keynote (8:00 AM) "Pathways to Success" Breakout Session (10:30 AM) "Pathways to Success" (10:30 AM) To the Karen G. Miller Conference Center To the Karen G. Miller Conference Center

Professional Development Center

Room 220/224: Breakout Session "PTAC 101" (9:30 AM)

To the Karen G. Miller Conference Center

Room 209/213: Breakout Session "How Award Decisions Are Made" (9:30 AM)

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PTAC | Vendors/Exhibitors

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Conference Center: Vendor Booths

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Exhibitor Registration

To the Professional Development Center

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Salt Lake City Corp/ Salt Lake City Airport Dept Salt Lake City Public Utilities HMS Host (Airport Concessions) Idaho National Lab (INL) Space Dynamics Lab RSM Federal Utah SBIR Center Nellis Air Force Base Hill AFB - Materials Command Defense Logistics Agency (DLA) Hill AFB - 75th Civil Engineering Group Hill AFB - Supply Chain Management Hill AFB - Small Business Office Northrop Grumman The Boeing Company L3Harris Technologies Lockheed Martin BAE Systems Truimph Geared Solutions Kihomac

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Kitco Defense Davis Technical College (DAVISTECH) SLCC - Miller Campus BRC SLCC - Purchasing Dept Granite School District Utah Transit Authority (UTA) State of Utah - Div of Purchasing Univ of Utah - Hospital & Clinics Univ of Utah - Purchasing Dept General Services Administration (GSA) Bureau of Land Management (BLM) Forest Service Bureau of Reclamation US Army Corp of Engineers US Dept of Transportion - Small Business Utah Dept of Transportation (UDOT) Stadler US Inc MICC - DUGWAY/ JACOBS MICC - DUGWAY/ CHENEGA FACILITIES MGNT PTAC/GOED

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LSI Impact Univ of Utah - MEP Center World Trade Center (WTC) US Commercial Services South Valley Chamber of Commerce Army & Air Force Exchange Goldman Sachs - 10,000 Small Businesses Women’s Business Center - Utah US Dept of Veteran Affairs (OSDBU) Veterans Business Resource Center Mountain West Small Business Finance Dept of Work Force Utah Dept of Veterans and Military Affairs Zions Bank Small Business Dev’t Center (SBDC) US Small Business Administration (SBA) Dominion Energy Conrac Solutions

SLCC | Miller Campus (Miller Free Enterprise Center) | 9750 South 300 West | Sandy, UT 84070