AGENDA 9:30 AM Introductions 9:35 AM Posting of the Colors 9:40 AM Distinguished Guest Speakers 10:45 AM Panel #1: How Veteran-Owned Businesses Pivoted During the COVID-19 Pandemic 11:45 AM 10 Minute Intermission 11:55 AM Panel #2: Alternative Small Business Financing 1:00 PM Panel #3: Government Contracting 2:05 PM Panel #4: Cybersecurity for Small Business 2:55 PM Closing Remarks
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WELCOMING REMARKS Coreena Conley, CEO, VBOCIX Coreena Conley is the CEO of the Veterans Business Outreach Center, Region IX whose mission is to advance the growth and commercial competitiveness of veteran owned small business enterprises through education and services focusing on business development, technology deployment and e-commerce. Hazel Beck, Director, SoCal VBOC As Director of the SoCal Veterans Business Outreach Center (VBOC), Hazel is responsible for the overall management of the VBOC, ensuring that business development services are provided to transitioning active-duty service members, Guard, Reserve, Veterans and military-connected family members. 3
THANK YOU, VETERANS Thank you for your service to our great nation. Now it’s time for your great nation to serve you and your entrepreneurial endeavors.
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POSTING OF THE COLORS Coronado High School Navy Junior ROTC: Islander Company Color Guard: Jack Jaramillo, Morgan Ayan, Anthony Ferrell and Sophia Bates National Anthem: Natalie Lusitania
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DISTINGUISHED GUEST SPEAKER
Larry Stubblefield, Associate Director, U.S. Small Business Administration Mr. Larry Stubblefield is the Associate Administrator for the Office of Veterans Business Development (OVBD) at the U.S. Small Business Administration (SBA). In this role, Mr. Stubblefield oversees the OVBD team in formulating, implementing, administering, and promoting policies and programs that equip veterans, service members (active duty, National Guard, Reserve), and military spouse-owned small businesses with counseling and education, access to capital, and contracting opportunities.
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DISTINGUISHED GUEST SPEAKER Isabel Guzman, Director of the Office of Small Business Advocate, The Governor’s Office of Business and Economic Development (GO-Biz) Isabel Casillas Guzman is California’s Director of the Office of the Small Business Advocate and serves as the lead on the Entrepreneurship Task Force for the Governor’s Office of Business and Economic Development. Prior to her appointment, Isabel was a consultant in technology commercialization and an entrepreneur who co-founded an advisory firm focused on helping small business contractors leverage government and private supply chains. Isabel previously served in the Obama Administration as the Deputy Chief of Staff at the U.S. Small Business Administration, where she oversaw policy across all program areas including capital access, counseling, disaster assistance, contracting, international trade, and innovation. Before joining the Obama Administration, Guzman co-founded small businesses and advised founders, growth companies and Fortune 1000s across multiple sectors.
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DISTINGUISHED GUEST SPEAKER Keith Boylan, Deputy Secretary, Veterans Services, California Department of Veterans Affairs Keith Boylan was appointed February 11th 2013 by Governor Brown as Deputy Secretary for the Veterans Services Division at the California Department of Veterans Affairs. In his current role as Deputy Secretary with CalVet, Keith shepherds the provision of services and access to benefits for the more than 1.8 million veterans in the state. This responsibility includes: all compensation and pension claims and appeals filed with the USDVA, the approval and oversight of all post-secondary institutions in California for reception of GI Bill benefits, the Veteran Housing and Homeless Prevention (VHHP) program, State Veteran Cemeteries, Veteran Memorials and Monuments, the Disabled Veterans Business Enterprise (DVBE) program, Incarcerated Veterans program, and all outreach efforts statewide.
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DISTINGUISHED GUEST SPEAKER Angela Shell, Deputy Director, Procurement Division, Department of General Services Angela Shell was appointed Deputy Director of the Procurement Division at the Department of General Services and Chief Procurement Officer for the state of California on November 1, 2017. In her current role, Angela is responsible for overseeing the state’s purchase of goods and services vital to state department operations that serve the needs of California. This includes developing and awarding statewide leveraged procurement agreements, delegating purchasing authority, developing statewide policy and training, identifying sustainable procurement methods and products, and certifying Small and Disabled Veteran Business enterprises. Angela has more than 25 years of experience in California state service including 19 years at the Department of Transportation (Caltrans) from 1998 to 2017 serving as the Division Chief and Chief Procurement Officer for the Division of Procurement and Contracts, Assistant Director for the Office of Business and Economic Opportunity, Chief of the Office of Construction Support, and Labor Compliance Program Manager. 9
PANEL #1 HOW VETERAN-OWNED BUSINESSES PIVOT DURING THE COVID-19 PANDEMIC Moderator: Hyacinthe Luna, Business Opportunity Specialist, Los Angeles SBA District Office, U.S. Small Business Administration
Taggart Neal, CEO, TAGCarts, Inc. www.tagcarts.com
Jackson Dalton, President, Black Box Safety https://blackboxsafety.com/
Robert Vermillion, CEO, RMV TECHNOLOGY GROUP LLC https://www.esdrmv.com/
Jack Smith, CEO, Fortuna BMC http://fortunabmc.com/
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10 MINUTE INTERMISSION NEXT ON DECK: ALTERNATIVE SMALL BUSINESS FINANCING Keli Benham-Anthis, Associate Director, SoCal VBOC
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PANEL #2 ALTERNATIVE SMALL BUSINESS FINANCING Moderator: Godfrey Hinds, Lead Economic Development Specialist, Orange County/Inland Empire District Office, U.S. Small Business Administration
Elizabeth Schott CEO, Accion https://us.accion.org/
Jonny Price Director of Fundraising, Wefunder https://wefunder.com/
Victor Hernandez Outreach Coordinator and Sociologist, USDA https://www.usda.gov/
Tim Robertson Robertson Working Capital https://www.robertsonworkingc apital.com/
Darius Mahajer, SVP, Regional Lending Director, Veteran Launch https://mainstreetlaunch.org/vet eran-launch /
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NEXT ON DECK: GOVERNMENT CONTRACTING Wayne Gross, Business Outreach Liaison, Procurement Division – Communication & Outreach, State of California - Department of General Services https://www.dgs.ca.gov/
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PANEL #3 GOVERNMENT CONTRACTING Moderator: Paul Tavernia, Lead Business Opportunity Specialist, Sacramento District Office, U.S. Small Business Administration Paul Tavernia leads a team of Business Development Specialists whose focus is primarily in the government contracting arena. He and his team interface with federal government agencies to ensure small business participation in contracting opportunities. Their mission includes assisting small businesses with government certifications as well as marketing and business planning. The team also has an important marketing and outreach responsibility, as they interact with local chambers of commerce, economic development entities, resource partners, and small businesses in general, to help them understand the programs and services available through the SBA. Prior to joining the SBA in 2005, Paul spent over 20 years in private industry in a variety of sales and marketing assignments in the technology industry, including 16 years at IBM. He has also been a small business owner. Paul holds a Bachelor of Science degree in Civil Engineering from the University of Nevada.
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PANEL #3 GOVERNMENT CONTRACTING
Michael Aguillio, Business Outreach Liaison, Procurement Division, Office of Small Business and DVBE Services, State of California, Department of General Services Michael Aguillio currently serves as a Business Outreach Liaison for the State of California in the Office of Small Business and Disabled Veteran Business Enterprise Services. In this role, he educates business owners about the benefits and opportunities of pursuing a Small Business (SB) certification, Disabled Veteran Business Enterprise (DVBE) certification, and contract opportunities with the state of California. Email: michael.aguillio@dgs.ca.gov
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Updated 0402200
How to do Business with California State Government Michael Aguillio Business Outreach Liaisons Office of Small Business and DVBE Services California Department of General Services
Objectives ยง SB/DVBE Certification ยง Benefits of Certification ยง Registration/Certification Instructions ยง Marketing/Tips for Success ยง Resources
State’s SB/DVBE Goals §Requires state agencies to award at least 25% of their annual contracting dollars to certified Small Business §Military & Veterans Code Section 999 requires agencies to award at least 3% to certified Disabled Veteran Business Enterprises (DVBE)
State’s SB/DVBE Goals Fiscal Year 2018-19 •Statewide departments awarded approximately $10.5 billion in contracts with $2.2 billion going to SBs/MBs and $336 million going to DVBEs.
State’s SB/DVBE Numbers •SB/DVBE – 19,349 •DVBE – 2,423 •As of 4/6/20
Small Business Eligibility Requirements ยง Must be independently owned and operated ยง Cannot be dominant in the field of operation ยง Must have its principal office located in California ยง Have its owners (or officers in the case of a corporation) domiciled in California;
Small Business Eligibility Requirements ยง And, together with the affiliates, be either: - a business with 100 or fewer employees, and have gross annual receipts of $15 million or less (averaged over the previous 3 tax years) or - a manufacturer with 100 or fewer employees
Small Business - Public Works Eligibility Requirements ยง Must be independently owned and operated ยง Cannot be dominant in the field of operation ยง Must have its principal office located in California ยง Have its owners (or officers in the case of a corporation) domiciled in California;
Small Business - Public Works Eligibility Requirements ยง And, together with the affiliates, be either: - a business with 200 or fewer employees, and have gross annual receipts of $36 million or less (averaged over the previous 3 tax years) or - a manufacturer must meet the gross annual receipts
DVBE Eligibility Requirements To be eligible for DVBE certification, the business must meet the following criteria: ยง Must be at least 10% service disabled ยง Be at least 51% owned by one or more disabled veterans ยง Limited Liability Companies (LLCs) must be wholly owned by one or more disabled veterans
DVBE Eligibility Requirements ยง Daily business operations must be managed and controlled by one or more disabled veterans. The disabled veteran(s) who manages and controls the business is not required to be the disabled veteran business owner(s). ยง The home office must be located in the United States. The home office cannot be a branch or subsidiary of a foreign corporation, foreign firm, or other foreign based business.
Benefits of Certification §As a California certified SB/DVBE, your firm is added to the Department of General Services’ certified firm database. §State agencies use this database to find suppliers.
Small Business Preference ยง 5 percent bid preference ยง Competitive solicitations, few exceptions ยง Not applicable when using the SB/DVBE Option
Applying The SB Preference Bidder A Not a Certified SB
Bidder B Is a Certified SB
Bids $100,000
Bids $102,000
$100,000 x .05 (5%) $ 5,000
$102,000 - 5,000 $ 97,000
Bidder A Bid = $100,000
Adjusted Bidder B Bid =$97,000
Bidder B wins the contract for the original amount of $102,000. It pays to get certified!!!
DVBE Incentive ยง The DVBE incentive applies to all competitive solicitations that include the DVBE Program Requirement ยง Incentive percentage (up to 5 percent) must be identified in the solicitation
SB/DVBE Option §Certified SB or DVBE §Goods, Services, & IT goods and services $5,000.01 to $249,999.99 §Public Works - $5,000.01 to $333,000.00 §At least two price quotes (2 SBs or 2 DVBEs) §Market your company to state agencies §Authorized by Govt Code 14838.5
Market Your Business Certain other local government and industry partners honor the State’s SB/DVBE certification www.dgs.ca.gov/pd/reciprocity
www.caleprocure.ca.gov
www.caleprocure.ca.gov
Resources The Small Business Administration (SBA) www.sba.gov Veterans Business Outreach Center www.vbocix.org (916) 527-8400 | admin@vbocix.org U.S. Veterans Business Alliance (USVBA) www.gousvba.org | (888) 517-3822 The Elite Service Disabled Veteran Owned Businesses (SDVOB) Network www.elitesdvob.org | (619) 284-9922 Veterans In Business Network www.vibnetwork.org | (877) 270-8426 CONTACT Office of Small Business and DVBE Services Department of General Services 707 Third Street West Sacramento, CA 95605 (916) 375-4940 Certification Inquires: OSDSHelp@dgs.ca.gov Business Outreach Inquires: CustServ@dgs.ca.gov
California Department of General Services Procurement Division
PANEL #3 GOVERNMENT CONTRACTING
Dawneen A. Williams, Procurement Analyst, RPO West, Veterans Health Administration Dawneen Williams currently services as Lead Procurement Analyst with the Department of Veteran Affairs, Veterans Health Administration, Regional Procurement Office (RPO) West. She is responsible for oversight of Region’s Business Operations and Small Business program. She ensures acquisition personnel have the most up to date operational guidance to provide cradle-to-grave acquisition support to VA Medical facilities throughout the western region. She also provides training to both small and large business contractors on the Department of Veteran Affairs procurement processes to ensure they have the maximum opportunity to compete for acquisitions. A Veteran, Mrs. Williams honorably served 21years in the United States Air Force.
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Doing Business with the Department of Veteran Affairs (VA) Dawneen Williams Senior Procurement Analyst Veterans Health Administration Regional Procurement Office West
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Regional Procurement Offices (RPOs)
RPO Website
RPO East: 1 - 8 RPO Central: 9 - 16 & 23 RPO West: 17 - 22 46
What We Do Support America’s largest Veteran Health Care Network by: – Managing annual expenditures of more than $15 billion – Providing oversight for the purchase and distribution of: • • • • •
pharmaceuticals, medical and operational supplies, prosthetics, high-tech medical equipment, and other critical patient care items
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Medical Support by the Numbers Who we support: 5M+ Veterans 172 VA Medical Centers 143 VA Acute Inpatient Care Centers 300 VA Veteran Centers 1241 VA Outpatient Sites 56 Veteran Benefits Regional Offices 136 VA National Cemeteries
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Getting Register to do Business • Obtain a Data Universal Numbering System (DUNS) from Dun & Bradstreet at www.dnb.com • Register in the System for Award Management (SAM) at beta.sam.gov • Identify your North American Industry Classification System (NAICS) codes and Federal Supply Classification (FSC) codes at www.census.gov/naics • Register in the Invoice Payment Processing System (OB10/Tungsten) at https://authentication.tungstennetwork.com/login • If you are a veteran get certified at https://www.vetbiz.va.gov
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RESOURCES AVAILABLE FOR ASSISTANCE
Training
VA Learning Sessions: https://www.va.gov/osdbu/outreach/soc/learning-sessions.asp q Procurement Readiness q Doing Business with the VA q Responding to Sources Sought q Advanced Teaming Strategies q Making the Leap from Subcontracting to Prime q Mitigating Risk as a Small Business q Capability Statements q Financial Literacy q Submitting for Verification
VA Small Business Specialists: https://www.va.gov/osdbu/about/contacts.asp#sbl
Contact Us
VA Direct Access Program: https://www.va.gov/OSDBU/calendar.asp
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Where to find what we buy § FPDS-NG.gov – Federal Database § Beta.SAM.gov – Solicitations § VA FCO.gov – Forecast of FY21 Opportunities § VA MSVP.gov – Medical/Surgical Prime Vendors • Medical, Surgical, Dental, Lab & Environmental Medical Supplies
§ VA FSS – VA’s GSA Schedules 65, 66 & 621I • • • • • • • •
Drugs, Pharmaceuticals, & Hematology Products Medical Equipment and Supplies Dental Equipment and Supplies Invitro Diagnostics, Reagents, Test Kits, & Test Sets X-Ray Equipment & Supplies Cost Per Test, Clinical Laboratory Analyzer Professional & Allied Health Staffing (not mandatory) Medical Laboratory Testing & Analysis Services (not mandatory) 51
What we buy § § § § §
Medical Supplies/Equipment Medical Services/Staffing Minor Construction under $10M & Non-Recurring Maint. Prosthetics Real Property Leases for: § Acquisition Staff § Medical Facilities
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Other VA Contracting Agencies National Acquisition Center (NAC) http://www.va.gov/oal/about/nac.asp , responsible for high volume multiple award schedule national contracts.
Technology Acquisition Center (TAC) http://www.va.gov/officeofacquisitionoperations/about/tac.asp responsible for enterprise-wide solutions in IT.
Strategic Acquisition Center (SAC) http://www.va.gov/officeofacquisitionoperations/about/sac.asp program management office for VA’s complex contracts v Community Care Network
VA’s Federal Supply Schedule Service at http://www.fss.va.gov mandatory
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Small Business Contracting Goals Accomplishments Based on VA’s $9B Eligible Dollars Category
FY20 Goal
FY20 Achieved
Small Business
50%
54%
Service-Disabled Veteran
25%
38%
Veteran Owned
27%
39%
Woman Owned
5
4.5%
Small Disadvantaged
3.5
19%
HUBZone
3.0
3.5%
Small Disadvantaged (8A)
3.5
20%
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Questions?
Dawneen Williams dawneen.williams@va.gov (916)545-4095
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PANEL #3 GOVERNMENT CONTRACTING Julie Clowes, District Director, San Francisco District Office, U.S. Small Business Administration Julie is the District Director of SBA’s San Francisco District Office where she oversees delivery of SBA’s programs and services within 14 counties in Northern California. Prior to joining the SFDO Julie held numerous positions within SBA including Deputy District Director of the Washington Metropolitan Area District Office, Chief Marketing & Outreach attorney in the Office of General Counsel and Public Affairs Specialist with the Michigan District Office. Julie also volunteers her time for colorectal cancer advocacy efforts and is a Board member of the Colorectal Cancer Alliance.
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Small Business Contracting Goals Targeted acquisition goals: Women-Owned Small Businesses (including EDWOSB) (5%) Small Disadvantaged Businesses (including 8(a)) (5%) HUBZone Businesses (3%)
Overall Small Business 23%
Service-Disabled Veteran-Owned Small Businesses (3%)
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2019 Scorecard Results
Prime Contracting Achievement
FY2019 Goal
FY2019 Actual
Small Business
23%
26.5%
Women-Owned
5%
5.19%
Small Disadvantaged
5%
10.29%
Service-Disabled Veteran Owned
3%
4.39%
HUBZone
3%
2.28%
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Market Research Does the government buy what you sell?
• Do you know your NAICS? • Which agencies purchased your goods/services? • USASpending.gov • beta.SAM.gov
• From whom did they purchase?
• Who is your competition for Federal contracts?
• How are you different? • Look at agency forecasts (acquisition.gov) • Talk with OSDBU offices • Self-Market
• Identify Federal buyers • Learn agency contracting procedures/who’s making purchasing decisions • Network – make contact through agency hosted and other events
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beta.SAM.gov • Data Sets • Entity Registrations (SAM) • Contract opportunities (FBO) • Historical contract data (FPDS) • Resources • Learning Center
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Sources of Federal Contract Information • Sign up for notifications from and search the Contract Opportunities Search Tool on beta.SAM.gov, which is now the official database of federal contracting opportunities. • On Acquisition Gateway you can review agency forecasts- Forecast of Contracting Opportunities Tool • Become part of the General Services Administration (GSA) Schedules Program. • Find contracts through individual agencies’ Offices of Small and Disadvantaged Business Utilization. • Become a subcontractor by working for another company that already has a contract with the federal government. • Contract-Awarded Labor Category-hourly labor rates Understand certification application process • New SBA resource – Bidspeed Platform for 7(j) companies – 8(a), EDWOSB and HZ
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PANEL #3 GOVERNMENT CONTRACTING Thomas Scheu, Business Opportunity Specialist, Fresno District Office, U.S. Small Business Administration Thomas Scheu is the Business Opportunity Specialist with the Small Business Administration Fresno District Office. In this role, he oversees the 8(a) Business Development Program for Economically and Socially Disadvantaged small business owners in the 15 county CA Central Valley. Additionally, Tom helps any small business owner learn about the Small Business Administration’s tools and resources to serve small businesses. Most notably, there are programs for veterans, women, minorities, and anyone willing to run their business in designated areas identified as Historically Under-utilized Business Zones (HUBZone).
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Resources for Govt Contracting
Procurement Technical Assistance Centers PTAC throughout the US Local (client) resources: – SBA District Office (Business Opportunity Specialist) – Procurement Technical Assistance Centers (PTAC) – Veterans Business Outreach Centers (VBOC) – Small Business Development Centers (SBDC) – Women’s Business Centers (WBC) – SCORE
© 2020 MBPTAC
Creating a Persuasive Capability Statement Presented by Victor Valdez (PTAC) & Thomas Scheu (SBA) Ph: 831-216-3000 Email: vvaldez@mcbc.biz www.montereybayptac.org
PTAC Services • Small business counseling services • Electronic Bid-Match service • Proposal review • Subcontracting opportunity distribution • Certification and Registration assistance • Webinar and Outreach events © 2020 MBPTAC
Agenda •Learn the purpose and format • of a Capability Statement •Understand the three types of Capabilities Statement •General •Federal, State and Local Agency targeted •Sources Sought/RFP/RFI response targeted
•Develop an understanding of what is required on a Capabilities Statement
© 2020 MBPTAC
Purpose of Capability Statement One-page synopsis of your business A door-opener to government agencies Performance expertise and proficiencies Clearly defines your business and how it sets you apart from the competition Proof of qualification Proof of past performance Required in many government registration processes
Š 2020 MBPTAC
Format One side of one page is ideal Maximum: two sides of one piece of paper Create in Word, save as a searchable PDF −Do NOT save as graphic file: tif or jpg −Small file size, under 1MB
5 section format PDF should be named as:
CompanyName CapabilityStatement.pdf
© 2020 MBPTAC
3 Versions of a Capability Statement 1) General • Basic representation of your business 2) Agency specific Response • Spotlight the Federal, State and Local agency 3) Sources Sought/RFI/RFP Response • How your business can meet proposal requirements
© 2020 MBPTAC
General Capability Statement Person to person §Conferences §Vendor outreach sessions §Agency and base events §Matchmaking §Associations, social events Referral §From decision-makers Virtual §Email, web site, blog, LinkedIn
© 2020 MBPTAC
Agency targeted Capability Statement •
Federal, State, Local Agencies
•
Prime Contractors
•
Small Business Representatives
•
Contracting Professionals
•
Technical managers
•
Teaming Partners
Laser-focused on the agency's requirements with a short introduction statement mentioning the agency Ex: ABC Company provides the services DHS requires to meet its mission of _______________________.
© 2020 MBPTAC
Sources Sought/RFI/RFP Response Capability Statement Narrative of Capabilities Statement relates to the opportunity Targeted to meet the contract requirement(s) Illustrates how your businesses differentiates itself from the competition
Š 2020 MBPTAC
5 Key Elements 5 section format 1. 2. 3. 4. 5.
Title it: Capability Statement Core Competencies Past Performance Differentiators Company Data
Š 2020 MBPTAC
Core Competencies The firm’s solid expertise Relate your company’s core competencies to the agency’s specific needs Followed by key-word heavy bullet points Refrain from paragraphs and lengthy sentences
© 2020 MBPTAC
Past Performance Opportunity to illustrate the benefit to the agency List past customers for whom similar work was performed. This is NOT a resume, prioritize by: §Internal to that agency §Related agency §Other government entities:
federal, state, local
§Commercial contracts
© 2020 MBPTAC
Past Performance: Example 1 Example (as the subcontractor): Department of Homeland Security: As a subcontractor to PRIME[company name], provided the horizontal boring services to cleanly and rapidly cut the underground path, thereby finishing the job 4-weeks early and reducing costs by $200,000. Give contact reference, name, title, phone and email. Note: If past projects do not relate to the targeted agency’s needs, do not list. © 2020 MBPTAC
© 2020 MBPTAC
Past Performance: Example 2 Example (as an employee) or no past performance history: Department of Homeland Security: As an employee of COMPANY, provided the x-y-z services to enable the effective use of a-b-c thereby reducing costs by $xxxxx over three years. Give contact reference, name, title, phone and email. Note: If a reference is not available, do not list.
Š 2020 MBPTAC
Differentiators Identify what makes the firm different from its competitors •
Location
•
Training
•
Exclusiveness
•
Experience
•
ISO
•
Metrics
Better to have only 2 or 3 strong differentiators than an entire list of mediocre or poor examples
© 2020 MBPTAC
Differentiators Defined: Remain focused on Agency needs Specific decision-maker Upcoming contracts
Highlights benefits Incorporate metrics Separates your firm from
Simply “other certified and qualified firms” Real competition
© 2020 MBPTAC
Differentiators are NOT Socio-economic certifications Generic statements “one type fits all approach”
“quality” people, services, products “XX” years of experience “solutions provider” “best in class”, “world class”, “best of breed” or other superlatives
© 2020 MBPTAC
Sample Differentiator Questions Why did your biggest customer want you? How and why is your company the best choice for the needs of this opportunity or agency? What is it about your services/products that make you stand out from the rest? Is your business located in a place that is beneficial to this opportunity or agency? What is it about your business that give you the advantage over your competitors?
Š 2020 MBPTAC
Company Data Company Information •
Contact Name
•
Direct Contact Number
• •
Email address Cage Code
• •
Website DUNS
1 or 2 sentence summary of highlights Federal: DUNS & CAGE Code NAICS (grouped) keep concise GSA Schedule Contract Number(s) SB, WOSB, 8(a), HUB Zone, SDVOB Licenses Bonding Capacity - Single © 2020 MBPTAC
Common Mistakes Not understanding the difference between the 3 types and using the wrong one No individual contact person information Too much text Larger than one page (front and back) Not providing an electronically accessible format Lack of images No website
Š 2020 MBPTAC
Your Company (If it is not clearly in the logo)
CAPABILITIES STATEMENT (1) Replace this short introductory paragraph with a short introductory paragraph briefly describing your business. (2) Share your business mission in three sentences, detailing what is special about your business. (3)This is the only narrative in the Capabilities Statement and meant to tell your story without repeating your core competencies and differentiators word for word.
CORE COMPETENCIES •
•
Bulletized list o
of services that your company offers
o
List in priority order – significance
o
No narrative descriptions
o
Customize to focus on what the potential client needs
Separate topics as needed o
Make this an easy at-a-glance list
o
No narrative descriptions
o
If using details . . .quantify and qualify whenever Possible
DIFFERENTIATORS What makes you different than the competition? How do you stand out? Are your employees especially skillful? Why is your service/products better? BE VERY VERY BRIEF
KEY CLIENTS Chevron, AT&T, County of Santa Clara various local establishments.
PAST PERFORMANCE Most Recent or Most Relevant Client List experience in order similar to the targeted audience (Federal, State, Local, public, etc.) No logos or references. Customize to focus on what the potential client.
Continued on backside
______________________________________________________________________________________________________________________ 111-222-3333 | 123 Your Street, City, CA 98765 | www.company.com (This text box is anchored to text above)
© 2020 MBPTAC
© 2020 MBPTAC
© 2020 MBPTAC
© 2020 MBPTAC
Summary and Conclusion • • •
• • •
Key phrases – Elevator Speech It is not static – Update as needed Use three types
− General Networking − Targeted to Agency − Response to an Opportunity
Save PDF electronically for easy distribution You can use as a marketing tool for Local, State, & Federal opportunities Mimic your capability statement to your website and visa versa © 2020 MBPTAC
Questions ? Victor Valdez Ph: 831-216-3000 Email: vvaldez@mcbc.biz www.montereybayptac.org
© 2020 MBPTAC
QUESTION AND ANSWER
NEXT ON DECK: CYBERSECURITY PANEL Barry VanOrden, Economic Development Specialist is Nevada’s District Office, U.S. Small Business Administration Barry is a Veteran liaison, as well as a veteran himself. He also services as the Emerging Leaders Project Manager and Public Information Officer. He provides outreach to start, grow, or expand their business. He is a former contract specialist for Defense Logistics Agency and other contracting agencies. https://www.sba.gov/offices/district/nv/las-vegas
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PANEL #4 CYBERSECURITY FOR SMALL BUSINESS Moderator: Jamye Pritchett Solorzano Economic Development Specialist Administrative Officer, San Diego District Office, U.S. Small Business Administration
Alma Galvan Communications & Marketing Manager Better Business Bureau of Northeast California www.bbb.org
Christella Sanchez, Senior Stakeholder Liaison in the IRS Communications & Liaison Division www.irs.gov
Charlie Fike, Cybersecurity Expert, 171 Comply
www.171comply.com .
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CLOSING REMARKS
Save the Date! National Veterans Small Business Week November 5, 2021 9 4