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CMMC – Don’t Get Left Behind | Episode 35 Nov 10, 2022

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Cybersecurity Maturity Model Certification (“CMMC”) is a cybersecurity requirement that is coming down through the U.S. Department of Defense (“DoD”), and it will ultimately affect all suppliers throughout all the tiers in the supply chain for DoD contracts.

In this episode we host Scott Dawson, President of Core Business Solutions, discussing the new cybersecurity requirements for large primes through small business subcontractors; anywhere that information is being exchanged or contracts are being put in place to support defense contracts.

To safeguard sensitive national security information, the DoD launched CMMC as a three level set of practices to protect the defense industrial base’s sensitive information from frequent and increasingly complex cyberattacks.

Federal Contract Information (“FCI”) is protected by CMMC Level 1 and Controlled Unclassified Information (“CUI”) is protected by CMMC Level 2. CMMC Level 3 exists to protect highly sensitive CUI.

While companies should already have cybersecurity protections in place as a matter of good business practices, CMMC is a formal compliance process based on self-assessments (Level 1 and lower-priority Level 2), third-party assessments (higher-priority Level 2), and government assessments (Level 3). Without this certification, companies will be ineligible for work on DoD projects.

CMMC is a DoD requirement, but has not yet been integrated into contracts. However, companies should be aware that this will soon be part of the terms and conditions of all DoD and related contracts. In order to be awarded future contracts, companies will need to employ several information security solutions and put formal cybersecurity policies into place that drive action for their organizations and require technical and organizational upgrades.

The rapidly approaching deadline for implementation means that defense industry contractors and subcontractors can’t wait to get started. The formal CMMC regulations should be finalized by March 2023 with the requirements beginning to appear in contracts in May 2023. It is estimated this may impact as many as 300,000 companies doing business with the DoD.

The requirements for CMMC originate from the National Institute of Standards and Technology at the U.S. Department of Commerce, commonly referred to as “NIST.” NIST SP800-171 is a codification of the requirements that any non-federal computer system must follow in order to store, process, or transmit CUI or provide security protection for such systems.

Defense contractors must implement the recommended requirements contained in NIST SP 800-171 to demonstrate their provision of adequate security to protect CUI included in their defense contracts, as required by DFARS clause 252.204-7012. If a manufacturer is part of a DoD, General Services Administration (“GSA”), NASA or other federal or state agencies’ supply chain, the implementation of the security measures included in NIST SP 800-171 is required.

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Get Your Start by Subcontracting | Episode 34 Oct 28, 2022

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Why would a business want to subcontract under a prime contractor for the federal government? It can open the door to many more contracting opportunities allowing you to build a past performance track record and help you create relationships within the federal government.

In this episode we discuss starting in federal contracting by subcontracting. This is a good way to open the door to more opportunities and build experience within the contracting marketplace.
First, it's a great way to increase revenue. Secondly, if you're new to the business of government contracting, it's a good way to get your feet wet and gain important contracting experience. It's also a way to get into a targeted government agency.
There are many ways to find vendors that have contracts, especially multiple contracts within a particular agency. A database such as the Market Intel provides you information on who buys what you sell, as well as who they bought from previously.
By subcontracting, it allows companies that cannot otherwise bid on contracts the opportunity to be able to participate in these awards. This can take place if the contract size or certain other requirements for the contract as placed by the government.
The primary advantage of subcontracting is it can open the door to many more opportunities. Say for example, you're a small business, and you could never bid a large multi-million dollar contract on your own. Well subcontracting to a company that can meet those requirements would at least allow for you to take home part of the award revenue.
There are also set-aside contracts that the government issues for certain socio-economic conditions. For example, these set-aside requirements may be for businesses that are veteran-owned, woman-owned, minority-owned, HUBZone, or 8(a) disadvantaged to bid on contracts. So, if you've come across a situation where there's a set aside, and you don't qualify or you're not certified under that particular set aside, finding a prime that does qualify would certainly be a way for you to get involved in that contract. Conversely, prime contractors are always looking for set-aside qualified small businesses to participate as subcontractors in their contracts as may be required by federal guidelines under large contracts.
To find prime contractors it’s important to network and speak with contracting and small business liaison officials at the government agencies that you're looking to work with. Ask questions about specific contracts and vendors in your industry and then reach out to these vendors directly with your Capability Statement to discuss how you can help them better fulfill their contracts.
When subcontracting, it’s important that you find the right fit. By right fit, you want to work with a prime contractor that has similar goals and values as you. Think of it as a partnership.

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Need help in the government marketplace? Call a FedBiz Specialist today: 844-628-8914

Or, schedule a complimentary consultation at your convenience.

Your Capability Statement Makes a Difference | Episode 33 Oct 12, 2022

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A professional Capability Statement is your ‘Government Resume’ and a powerful tool you can use to make a great first impression.
Your Capability Statement should be a concise, aesthetically pleasing document that speaks to your business's competencies.
Its purpose is to provide specific information that will convince buyers in government agencies and at prime contractors to do business with you. When written well, a Capability Statement will help differentiate your business from others.
A quality Capability Statement is your opportunity to make a positive and lasting first impression. It should be informative and include images to add a little bit of a ‘Wow’ factor.
It should tell the viewer that your business is competent, committed, and competitive in your market. Bottom line, your business is the better choice.
While your Capability Statement is primarily designed for government buyers, it is equally effective in any business-to-business settings. For example, small businesses who may be looking to subcontract with larger prime contractors or looking to partner with other small businesses. It is even beneficial to use with commercial clients, so they better understand your capabilities.
Your goal is to develop a relationship with contracting officials and have them keep your Capability Statement on file, typically organized by category. Then whenever need arises for a particular type of business, for example IT services, or call center, or general contractors, or even specialty contractors, government buyers can pull up their files to search for a firm or firms that perform the services and/or provided the products needed.
This is especially used for micro-purchases (under $10,000), and under the Simplified Acquisition Procedures for awards up to $250,000 that are set-aside for small businesses.
A professionally developed statement is a powerful tool to make a great first impression. You can use it as an email attachment, link it on your website, or use it as part of a presentation at a meeting or conference.
You want to get your Capability Statement into as many hands as possible, because you never know when it hits the right person's inbox or will reach the right set of hands that will result in the formation of a new relationship. Ultimately, one of many contracts that should come your way.
The key to government contracting is connections. Buyers purchase from businesses that they know, they have their Capability Statement on file, and experience proves they can be a reliable source.
FedBiz Access has a fulfillment team that takes time to understand your business and ask questions to ensure you have a solid engagement plan.
FedBiz offers marketing packages to targeted buyers in the federal government with its Federal Connections Package, and on the state, local, and education market with its Local Connections Package.

Visit us: FedBizAccess.com

Stay Connected:

Need help in the government marketplace? Call a FedBiz Specialist today: 844-628-8914

Or, schedule a complimentary consultation at your convenience.

Find Targeted Buyers | Episode 32 Sep 30, 2022

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FedBiz Find Provides Access to Award History and Targeted Points of Contact

Did you know the majority of federal contracts are repeat orders? In fact, approximately 90% of service contracts expire within 2-3 years but are renewable.

Wouldn’t you like to know more about these expiring contracts and who to contact? Who buys what you sell and how much they paid?

FedBiz Find provides you with the award history and specific agency and office, with contact emails and phone numbers, of who you should be targeting.

To find award information on your specific industry, enter your NAICS Code on the top of the dashboard. First select the 2-digit Industry Sector, then 4-digit Industry Group, and then 6-digit Industry Classification (NAICS Code).

For example, in the NAICS code 541611 – Administrative Management and General Management Consulting Services there were 28,436 awards for $23.4 Billion over the prior twenty-four months.

By scrolling over and selecting the state or states that you do business in, you can view the awards and spending based on the geography that you have selected.

In the lower left corner of the dashboard, you can view the Top Prime Contractors or the Top Small Businesses that have won awards.

This will give you a good preview of potential subcontracting partners, as well as what type of business your competition is winning.

By clicking on the business name, you get complete contact information and details on the business, including their historical contracting track-record.

To the right on this table, click on the ‘Awards #’ to view details on the actual awards won by the business.

You will find the actual contract number and can sort by award dollars, date the contract was signed, PSC code, PSC code description, and subagency.

In addition, by clicking on the contract number you get the complete contract scope directly from fpds.gov with full contract details.

Now let’s find out who your buyers are!

In the lower, center field, you can find the top awarding agencies and their specific points of contact.

Click ‘View All Awards’ to find the awards issued by the top agencies based on your selected criteria. You will find the actual contract number and can sort by award dollars, date the contract was signed, PSC code, PSC code description, and subagency.

Again, by clicking on the contract number you get the complete contract scope directly from fpds.gov with full contract details.

Click ‘Agency Contacts’ to get the contact information of the specific buyers, including Name, Title, Email Address, Phone Number, number of awards and award dollars.

Clicking on number of awards, you can get the specific Contract Number with complete contract scope directly from the Federal Procurement Data System with full contract details.

In addition, there is a link to the agency website to learn more about the agency’s programs, as well information on the right side of the dashboard to learn more about how awards were competed:

Contracts reserved for Small Businesses
Contracts awarded to out of state contractors
Contracts that received a Single Bid
Contracts not publicly posted

You also have access to our Government Contracting Resources page. This includes access to Agency Websites, Agency Forecasts and Small Business Offices, State and Local Opportunities, as well as other resources, guides and videos.

Our goal is to provide you a clear path from registration to award. We help you get informed, get connected and get results.

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Need help in the government marketplace? Call a FedBiz Specialist today: 844-628-8914

Or, schedule a complimentary consultation at your convenience.

Client Teams with FedBiz Access for New Opportunities | Episode 31 Sep 13, 2022

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Marc Schulman, CEO and Founder of Advocate Consulting Group, LLC (“ACG”), leads a team of professionals providing medical devices and diagnostic testing resources for the medical community, federal government, private industry, and school systems. ACG distributes a wide array of point-of-care and over-the-counter medical test kits and a catalog of certified personal protective equipment (“PPE”).

Marc previously served in the U.S. Navy, and ACG is SBA Certified as a Service-Disabled Veteran-Owned Small Business (“SDVOSB”). After his naval service, Marc worked in the corporate world as a turnaround specialist for Fortune 50 companies and has mentored hundreds of executives in the U.S., China, and Vietnam. Marc and his wife, Jeannie, have seven grown children and four grandchildren.

ACG began working with FedBiz Access in 2021 and has been awarded his SDVOSB Certification. In addition, he has worked with FedBiz Access to maintain his SAM & DSBS registrations and to help market his business to the government marketplace with a Capability Statement and Federal Connections Package (“FCP”). He is currently working with FedBiz Access to complete his GSA Schedule.

“I'd rate FedBiz Access a ten out of ten! I recommend them to anyone who is either in the government services space or looking to get into the space,” said Marc.

ACG is currently working within the Veterans Administration (“VA”). Marc’s goal is for the business to continue to grow by working as a subcontractor with larger prime contractors, as well as acting as a prime contractor and expanding ACG’s network with the federal government.

“This would not have been possible without the great help of the wonderful people at FedBiz Access,” said Marc.

FedBiz Access is leading government contracting business development and marketing firm that offers research and engagement strategy coaching, registrations, certifications, and GSA Schedules, as well as marketing packages to targeted buyers at the federal, state, and local levels. The company has over 21 years of experience working with thousands of companies worldwide to help them win over $35.7 billion in awards. From registration to award, FedBiz helps businesses succeed in the government marketplace.

Visit us: FedBizAccess.com

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Need help in the government marketplace? Call a FedBiz Specialist today: 844-628-8914

Or, schedule a complimentary consultation at your convenience.

Benefits of the Veteran Certification | Episode 30 Aug 23, 2022

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In its mission to care for veterans, the federal government developed the veterans set-aside certifications for Veteran-Owned Small Businesses (“VOSB”) and Service-Disabled Veteran-Owned Small Businesses (“SDVOSB”). Per the SBA there are approximately 2.5 million veteran owned businesses in the U.S., but only 15,299 are certified through the Veterans Administration (“VA”).

In this episode of FedBiz’5 we are hosting Amanda Bach from FedBiz Access to discuss the benefits of the veteran certification program.

The federal government has set-aside and sole source contracts available for veteran-owned small businesses that have been certified through the VA. In total the SBA goal for awarding small businesses federal contracts is 23.0% of all federal contract spending. For FY2021 this spending exceeded 27.0% or $154.2 Billion.

In particular, set-aside federal contract spending for SDVOSB has a targeted goal of 3.0% and exceeded this in FY2021 to 4.4% or $25 Billion.

To qualify as a veteran-owned small business, a business must:

Be a for-profit small business according to SBA’s size standards
Be at least 51% owned and controlled by one or more veterans that have been honorably discharged
Have one or more veterans manage day-to-day operations and make long-term decisions
In addition, to qualify for the SDVOSB designation eligible veterans must have a VA verified service-connected disability

Currently, eligible small businesses must receive their VOSB and SDVOSB certification through VA’s Center for Verification and Evaluation (“CVE”), as required by the National Defense Authorization Act (“NDAA”) of 2021.

Effective January 1, 2023, the VA’s CVE responsibilities will be transferred to SBA. At that time veterans will no longer be able to self-certify in the SBA Dynamic Small Business System (“DSBS”).

Federal agencies will still be mandated to set-aside a certain percentage of their business to certified VOSB and SDVOSB businesses. This will increase the need for SBA certified veteran-owned business, instead of relying on self-certification to be considered for candidacy for certain of those set-aside awards.

FedBiz Access honors the sacrifice of our veterans and proudly offers support services to help veteran-owned businesses expedite registration for certification as a VOSB or SDVOSB business eligible for certain federal contracts set-aside specifically under the SDVOSB and VOSB designations.

FedBiz Access has over 21 years of experience working with companies to help them win business by ensuring their set-aside certifications, research, engagement strategy, registrations, and GSA Multiple Award Schedules are current, complete, and compliant.

FedBiz Access helps companies build a clear path from registration to award.

Visit us: FedBizAccess.com

Stay Connected:

Need help in the government marketplace? Call a FedBiz Specialist today: 844-628-8914

Or, schedule a complimentary consultation at your convenience.

Recession Proof Your Business | Episode 29 Jul 26, 2022

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Government contracting is a good way to expand your business opportunities in preparation for a potential downturn in the economy.

In this episode of FedBiz’5, we are hosting Amanda Bach from FedBiz Access to discuss the how you may be able to recession proof your business by expanding your government contracting opportunities.

So why is it important for businesses to learn about and understand government contracting in preparation as the U.S. and world economies approach a forecasted recession?

With persistent inflation, a likely increase in the Federal Reserve interest rate, and the Ukraine war as threats to the health of the U.S. economy, diversification is important as commercial and consumer spending slows. For example, the consumer price index shot up more than 9.1% in June, creating more trepidation for the economic outlook.

However, the federal government remains the largest single purchaser of goods and services in the world. With the federal government working to simulate the economy, government spending will likely continue to grow. Why not get your piece of this pie?

The federal government makes “small” purchases (under the Simplified Acquisition Procedures regulation, small businesses must be considered for all federal awards under $250,000 if there are two or more small business offerors expected to compete). These purchases include everything from office supplies, office furniture, security systems, spending for commercial services, including IT software and service solutions, janitorial, landscaping, facilities management, marketing, and other services.

In addition, large contracts are awarded to prime contractors that need small business subcontractors to meet their set-aside contracting goals. These large projects include everything from military hardware, large scale engineering and construction projects, and major IT system upgrades, to name a few.

To take advantage of the current economic environment, time is of the essence and there is and will be an influx of businesses in pursuit of government contracting work as the recession is coming upon us.

The important steps are to get informed by knowing who your government buyers are and get connected with them, as well as having your business ‘government ready’, including all registrations compliant, complete, and competitive. In addition, submitting applicable set-aside certifications and a GSA Schedule contract that your business may qualify for. This is all part of your Government Readiness Level(“GRL”).

It is important to be educated regarding all the contracting vehicles that are available to your business. FedBiz Access provides its clients with solutions, including registration services, training, engagement coaching, and market research. This provides you with the necessary tools and resources to find your government buyers, know when they're buying, how they're buying, and get connected with the right targeted government buyers for your business.

FedBiz has over 21 years of experience working with thousands of companies worldwide to help them win over $35.7 billion in awards. From registration to award, FedBiz Access helps businesses succeed in the government marketplace.

Visit us: FedBizAccess.com

Stay Connected:

Need help in the government marketplace? Call a FedBiz Specialist today: 844-628-8914

Or, schedule a complimentary consultation at your convenience.

The Importance of SAM | Episode 28 Jun 30, 2022

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SAM ("System for Award Management") is a federal registration that is required if you are going to participate in the federal market. It is sometimes called your “accounting record” and is used as the primary database of vendors doing business with the federal government.

In this episode of FedBiz’5, we are hosting Cassie Elbany from FedBiz Access to discuss the importance of your SAM registration.

SAM can be found on the official government website (SAM.gov) used to register entities for government contracts or grants.

When you register in SAM you are assigned a CAGE code (Commercial and Government Entity) and a UEI number (Unique Entity ID) as your official federal government identifiers. Within the SAM website federal buyers can search for your business, and you can use the system to search for contract opportunities using search features such as keywords, NAICS codes (North American Industry Classification System), or PSC codes (Product and Service Codes).

That is why it is important to properly identify is your industry classification using NAICS and PSC codes. Simply put, NAICS codes are for your business function or commercial activity, and PSC describe your products or services themselves. These codes let the federal government, or the federal buyers know what it is you do and makes it easier for them to identify you for award opportunities based on your industry and your products or services offered.

A business can self-certify in SAM, but because of the complexity of the registration process many businesses are better suited to use a professional service to complete their registration. This may be considered in the same way that many businesses use a professional accountant to file their tax returns to ensure they are complete and compliant.

For businesses looking to work with the federal government, they must remain compliant and keep their registration active to be awarded a federal contract.

As your business evolves, so should your SAM be updated to reflect your most current information. SAM must be renewed annually, but can be updated more frequently.

Additionally, businesses must conform to the Federal Acquisition Regulations, referred to as the FAR. The FAR are the overriding set of regulations for federal procurement and agreement to adherence to the FAR is required to be registered in SAM. Having a clear understanding of the FAR as you are completing your SAM registration is very critical. A misrepresentation or wrong answer could not only get you in trouble but could bar you from federal work.

Businesses also register their business size and socio-economic status while completing the required solicitation clauses and certification. By completing the required solicitation clauses and certifications you certify that the information provided about your company and its business activities are correct.

In addition, it is very important that your SBA registration in the Dynamic Small Business Search be properly aligned with your SAM for marketing purposes.

One source federal buyers turn to to easily find information you register in SAM is FedBiz Connect, a searchable database of businesses registered for federal contracting that highlights their business to contracting officers and prime contractors. The database is searchable by keywords, business name, CAGE code, UEI No., location, socio-economic status, NAICS Codes, PSC, capability statement, past performance, FEMA registered, smart cards, points of contact, etc.
FedBiz is a leading government contracting business development and marketing firm that offers SAM registration services, as well as research and engagement strategy coaching, and certification and GSA Schedule registrations.

Visit us: FedBizAccess.com

Stay Connected:

Need help in the government marketplace? Call a FedBiz Specialist today: 844-628-8914

Or, schedule a complimentary consultation at your convenience.

September Spending: “Use-It-or-Lose-It” | Episode 27 Jun 24, 2022

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The month of September marks the end of the federal government’s fiscal year and the beginning of its annual year-end spending spree.

In this episode of FedBiz’5, we are hosting Amanda Bach from FedBiz Access to discuss the advantages of marketing your business to the Federal Government for ‘September Spending.’

During the month of September, federal agencies typically scramble to spend what’s left in their annual budget, for fear that leaving excess funds unspent may prompt Congress to spend less in the following year. It is known as “use-it-or-lose-it” spending, and it happens every year.

Most budget authority provided to federal agencies for discretionary spending requires the agencies to obligate funds by the end of the fiscal year or return the funds to the Treasury; state and local government agencies typically face similar constraints.

Early in their fiscal year, when future spending demands are uncertain, agencies have an incentive to hold back on marginal spending early in the budget cycle and then burn through those dollars near or at the end of their fiscal year, by September 30th.

So, in the month of September you'll find that government buyers are purging their remaining budgets and looking accelerate award opportunities. Government buyers are required as part of their incentives to create set-aside award opportunities for certified small businesses.

As a government contractor the best time to plant the seed with buyers is early in the cycle. Research who buys what you sell, make sure your registrations are current and compliant, and market your capabilities.

One source federal buyers turn to is FedBiz Connect, a searchable database of businesses registered for federal contracting that highlights their business to contracting officers and prime contractors. The database is searchable by keywords, business name, CAGE code, UEI No., location, socio-economic status, NAICS Codes, PSC, capability statement, past performance, FEMA registered, smart cards, points of contact, etc.

The key to government contracting is connections. Government buyers purchase from businesses that they know, they have their Capability Statement on file, and experience proves they can be a reliable source.

September spending creates an opportunity for federal contractors, who have established relationships with buyers, to support their immediate needs. FedBiz Access (“FedBiz”) has a fulfillment team that takes the time to understand your business and ask questions to ensure you have a solid engagement plan.

FedBiz offers proprietary marketing packages to targeted buyers in the federal government with its Federal Connections Package, and on the state, local, and education market with its Local Connections Package.

FedBiz is a leading government contracting business development and marketing firm that offers research and engagement strategy coaching, registrations, certifications, and GSA Schedules.

FedBiz has over 21 years of experience working with thousands of companies worldwide to help them win over $35.7 billion in awards. From registration to award, FedBiz helps businesses succeed in the government marketplace.

Visit us: FedBizAccess.com

Stay Connected:

Need help in the government marketplace? Call a FedBiz Specialist today: 844-628-8914

Or, schedule a complimentary consultation at your convenience.

Marketing Your Business to the Federal Government | Episode 26 Jun 16, 2022

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Do you know who your buyers are?

In this episode of FedBiz’5 we are hosting Anthony D’Attore from FedBiz Access to discuss marketing your business to the Federal Government.

Once you complete your SAM and DSBS registrations, your next step is to market your business to federal buyers who buy what you sell.

Your Capability Statement is your government resume representing your business. It is your opportunity to make a good first impression and highlight your strengths and experience.

To successfully market your business, you need to get that Capability Statement into the right hands. Who buys what you sell?

Step 1 – Research & Target

Research and identify agencies and points of contact within the agencies that have purchased the products and/or services you sell. As an example, you can find this information in the FedBiz Access Market Intel database. You’ll get award history, name, phone number, and email address in a downloadable format.

Step 2 – Email Introduction

Send a personalized introductory email highlighting your capabilities, stating who you are, and why you are reaching out. It is also important to include your professional Capability Statement.

Step 3 – Introductory Call

Be prepared with an engagement plan including your ‘elevator pitch,’ and make sure you have done your homework to know what types of solicitations the buyers have awarded in the past. Your goal here is to get your name into their rolodex for future awards.

Step 4 – Connect

Repeat this process and you will begin to establish your company’s ‘brand’ with federal buyers. You want to build relationships. When buyers are conducting their market research, deciding on set-aside and sole source awards, or simply evaluating their options, you want to be part of their buying decision.

The key is to let buyers know who you are. Because, how else would they know if you don't tell them? Let them know your advantages - how you can help them save money, provide better products and/or services, speed of delivery, etc.

Federal buyers want to include small businesses in their buying decisions. It is part of their job goals. You job is to make it easy for them to find you.

Through research you will learn which agencies are buying what you sell, how they buy, when they buy, and who signs the contract. This gives you a better idea of how to position and present your business, as well as ask the right questions so you understand how to best solve their problem.

FedBiz Access (“FedBiz”) has a fulfillment team that takes the time to understand your business and ask questions to ensure you have a solid engagement plan.

FedBiz is a leading government contracting business development and marketing firm that offers research and engagement strategy coaching, registrations, certifications, and GSA Schedules.

Visit us: FedBizAccess.com

Stay Connected:

Need help in the government marketplace? Call a FedBiz Specialist today: 844-628-8914

Or, schedule a complimentary consultation at your convenience.