How to Conduct Business with the VA Building

How to Conduct Business with the VA & Building an Effective Capabilities Statement Trina Berry Small Business Liaison

Lesson Objectives Define VA’s Mission & Vision Understand How to do Business with the VA Understand the importance of a capabilities statement Identify the information needed to write a capabilities statement Distinguish the five section of a capabilities statement

Welcome to the VA (Mission and Vision) Mission Honor America's veterans by providing exceptional health care that improves their health and well-being. Vision To be a patient centered integrated health care organization for Veterans providing excellence in health care, research, and education; an organization where people choose to work; an active community partner and a back-up for National emergencies

Three (3) Service Area Offices (SAOs)

Eight (8) Medical Centers C. W. Young VA Medical Center, Bay Pines, FL www. baypines. va. gov Orlando VA Medical Center, Orlando, FL West Palm Beach VA Medical Center, FL www. orlando. va. gov www. westpalmbeach. va. gov James A. Haley Veterans’ Hospital, Tampa, FL www. tampa. va. gov Lake City VA Medical Center, Lake City, FL www. northflorida. va. gov Malcom Randall VA Medical Center, Gainesville, FL www. northflorida. va. gov Bruce W. Carter VA Medical Center, Miami, FL www. miami. va. gov San Juan VA Medical Center, San Juan, PR www. caribbean. va. gov

NCO 8 Structure Healthcare System Seven (7) Contracting Office Locations VA Sunshine Healthcare Network Miami, FL Bay Pines, FL VISN 8 Headquarters San Juan, PR Orlando, FL St. Petersburg, FL Tampa, FL West Palm Beach, FL Gainesville, FL (Supports Lake City) Contracting Professionals Purchase Products and Services by Product Lines: • • • Commodities Services Prosthetics Construction Medical Personnel Support (Doctors, Nurses, etc. ) Leasing (Real Estate and Associated Services)

NCO 8 Small Business Program • Strive to Exceed VA Small Business Goals • Ensure Small Businesses Receive Fair Opportunity to compete for VISN 8 Requirements

Small Business Programs • Service-Disabled Veteran-Owned Small Business (SDVOSB) Set-Asides or Sole Source (Public Law 109 -461 and FAR 19. 14) • Veteran-Owned Small Business (VOSB) Set-Asides (Public Law 109 -461) • Section 8(a) Program (FAR 19. 8) • Historically Underutilized Business Zone (HUBZone) Set-Asides (FAR 19. 13) • Women-Owned and Economically Disadvantaged Women-Owned Set-Asides or Sole Source (FAR 19. 15) • Small Business Set-Asides (FAR 19. 5)

Public Law 109 -461 Set-Aside Authorities U. S. Supreme Court Decision Contracting Officers “shall award contracts” by restricting competition to VOSBs based on the “Rule of Two” Service Disabled Veteran Owned Small Business (SDVOSB) and Veteran Owned Small Business (VOSB): • Competitive – Unlimited by dollar value • Sole Source – Limited to $5 M

Current FY Goals & Results Socioeconomic Category VA VISN 8 Dollars Goal Performance Awarded Small Business (SB) 45% 61. 96% $254 M Veteran-Owned Small Business (VOSB) 22% 39. 22% $77 M Service-Disabled Veteran-Owned Small Business (SDVOSB) 18% 37. 06% $152 M Small Disadvantaged Business (including Section 8(a)) 5% 17. 65% $17 M Historically Underutilized Business Zone (HUBZone) 3% 4. 74% $19 M Woman-Owned Small Business (WOSB) 5% 5. 19% $21 M

Current FY Goals & Results NCO 8 Leads SAO EAST in Meeting Small Business Goals

Locating Contracting Opportunities • GSA e. Buy https: //www. gsaadvantage. gov/advantage/login/e. Buy. Login. d o • NASA SEWP http: //www. sewp. nasa. gov/ • Federal Business Opportunities (FBO) https: //www. fbo. gov/ • Forecast of Contracting Opportunities (FCO) https: //www. vendorportal. ecms. va. gov/e. VP/fco/Visn. Map. asp x

VISN 8 Forecasting of Contracting Opportunities https: //www. vendorportal. ecms. va. gov/e. VP/fco/Visn. Search. aspx? ID=08&Type=Visn

VISN 8 Forecasting of Contracting Opportunities (continued) FORECAST 2018 Quarter 4 Class Description Approximate Dollar range Procurement Vehicle MIAMI Ponce Vet Center Relocation (VA-1800091991 $150, 000. 01 to $5, 000 573 -CSI-104 - Renovate Radiology for Equipment Installation $150, 000. 01 to $5, 000 Other Government Contracts Open Market NRM - (Project: 673 -10 -617) A/E: Upgrade Facility Security Phase 2 Station (PROJ: 546 -16 -107) B/B: Replace Cooler and Refrigerators Phase IV $150, 000. 01 to $5, 000, 000 Open Market VISN/CSI (573 A 4 -CSI-107) D/B: Replace Radiology Equipment in Room 1 $150, 000. 01 to $5, 000 Sole Source VISN/CSI (PROJ: 573 A 4 -CSI-105) D/B: Install Additional CT $150, 000. 01 to $5, 000 Open Market Construction NF/SG Construction Tampa Construction Open Market Procurement Method Scio. Economic Category Not Set-Aside Total Set-Aside Service Disabled Veteran Owned SB Not Set-Aside Competitive Total Service Disabled Set-Aside Veteran Owned SB Service Disabled Veteran Owned SB SB Competitive Total Service Disabled Set-Aside Veteran Owned SB

VISN 8 Forecasting of Contracting Opportunities (continued) FORECAST 2018 Quarter 4 Services Description Approximate Dollar range Procurement Vehicle Bay Pines NRM (Proj: 673 -18 -610) Title: D/B Replace AHU 65 and 66 Greater than $5, 000 Open Market Bay Pines Services, Laundry Equipment Maintenance $25, 000. 01 to $150, 000 Total Set-Aside Miami Generators radiators (VA-18 -00102241) Tampa Services: Medrad CT Injectors Open Market Competitive Orlando OP 2 09/01/18 -08/31/19 675 C 80211 Annual Generator Inspection, Testing, and Repair services 548 -18 -4 -555 -0858 Toshiba Aquilion CT Service Contract (VA-18 -00133083) $25, 000. 01 to $150, 000. 01 to $5, 000 Performance Based Service Agreement Open Market Competitive WPB $150, 000. 01 to $5, 000 Federal Supply Schedule Procurement Method Scio. Economic Category Service Disabled Veteran Owned SB Women Owned SB Veteran Owned SB Small Business Service Disabled Veteran Owned SB Not Set-Aside

VISN 8 Forecasting of Contracting Opportunities (continued) FORECAST 2019 Quarter 1 & 2 Class 65 & 66 Description Approximate Dollar range Procurement Vehicle Procurement Method Scio. Economic Category WPB HISTOLOGY AUTOMATION STAINING SYSTEM Supply: Immunochemical Fecal Occult Blood CPT Supply: Immunoassay Cost Per Test $150, 000. 01 to $5, 000 $25, 000. 01 to $150, 000. 01 to $5, 000 Federal Supply Schedule Source Competitive Not Set-Aside Non-Competitive Small Business Competitive Not Set-Aside Tampa Supply: Bed lease and preventive maintenance and service support $150, 000. 01 to $5, 000 Competitive Not Set-Aside Gainesville Supplies: NERVE BLOCKER TRAYS/HIGH Competitive Small Business Gainesville Supply: Community Blood Blank $25, 000. 01 to $150, 000. 01 to $5, 000 General Service Administration Contract Other Government Contracts Open Market Competitive Not Set-Aside Tampa

VISN 8 Open Market Opportunities https: //www. fbo. gov/

What is a Capabilities Statement? • Snapshot or “Business Resume” of your Company • Marketing material to showcase your company • Readily available marketing tool that can be handed to your prospective customers and partners

When is the Capabilities Statement Used? • When meeting with Procurement Decision Makers (PDMs) • When meeting with Small Business Liaisons (SBLs) • When meeting with Potential Teaming Partners • Any opportunity to market your company

Where to Hand Out a Capabilities Statement? • Outreach Events • Local • Regional • National • Through your website • Make it easy to find • Should be a downloadable PDF

STRATEGIES TO WRITE EFFECTIVE CAPABILITIES STATEMETS

Basics of Capabilities Statements • 1 -2 pages in length • If 1 page, make sure key information stands out • If 2 pages, when printed, double sided is preferred • Visually appealing and should include similar graphic elements that match your company’s brand or logo • Should be formatted in a searchable PDF file

Purpose of a Capabilities Statement • Explains how your product and/or service solves potential customers’ problem or improves their situation • Describes the specific benefits of your product and/or service • Answers the question why a customer should do business with you presents a unique value proposition

THE FIVE KEY SECTIONS

The Five Sections of the Capabilities Statement Information included on a CS fall within five key sections: • • • Core Competencies Past Performance Differentiators Company Data Pertinent Codes

Core Competency Section A Core Competency is a unique factor or specific expertise provided by your company. A core competency: • Presents an overview of what your company does • Creates sustainable competitive advantage • Offers the customer substantial benefits

Strategies for Writing Core Competencies • Analyze your operations and your experience to determine your unique capabilities of offerings • Continuously review and update core competencies as your company grows into new markets • Have someone from outside your company read your statement and provide feedback, before sharing with customers/potential customers • Be sure to check spelling, grammar, and formatting

Core Competency Identifiers When preparing to write your company’s core competency section, Consider the following examples of what to include: • Subject matter expertise • Technical expertise • Distinct process or procedure

Past Performance Section Past Performance details small business experience and expertise • List your clients and the work you’ve completed for them • Prioritize your information base on relevancy to the project scope • If applicable, add references

Strategies for Writing Past Performance Be sure to describe the following as best as possible: • The client’s situation or need • The resolution you provided • The value your company adds Information can be: • List-based – identifying for whom you have worked • Narrative – base – describing what you did and for whom

Differentiator Section Differentiators: • Unique business features • Benefits of products and/or services offered to potential customers • What sets your company’s offerings apart from that of competitors

How to Differentiate Your Business Consider the following strategies: • Explain how your company is unique, different and distinct from your competitors in responding to the needs of the client • Define and explain the needs of your clients and why your company is better positioned than others to respond to these needs • Clearly explain why potential customers should chose your company over other competitors

Corporate Data Section Corporate Data is as important as core competencies, past performance, and differentiators – it is your identity and includes company name, location(s), Phone numbers, and email addresses

What to Include in the Corporate Data Section When writing your Capability Statement be sure to include: • Office Locations: Identify the geographical location from which your company operates (i. e. , physical address, contact name, phone, fax , email) • Web Address: Available to procurement decision makers when more information about your is needed – keep updated and customer focused • Social Media: Include twitter, Facebook, Linked. In, or other social media information – refresh and update your content • Accolades and certifications: Include awards, certifications, permits, and licenses you have earned or obtained

Pertinent Code Section Pertinent Codes refers to business identifiers and classification, such as: • Data Universal Numbering System (DUNS) • Commercial and Government Entity (CAGE) Code • North American Industry Classification System (NAICS) Code • Product and Service (PS) Codes

What to Include in the Pertinent Codes Section If you have done business with your state or local Government, consider adding the following code: • National Institute of Governmental Purchasing Commodity/Service Code (NIGP)

Importance of a Capability Statement • It is a required piece of becoming procurement ready to do business with the VA and other federal agencies • It is an important element in marketing and promoting your company

Importance of a Capability Statement (continued) Once you have a written Capability Statement for your company make sure you: • Have plenty of copies readily available so that you can distribute at a moments notice • Update it regularly and make sure it targets your audience

Conducting Business with the VA Wrap-up Define VA’s Mission & Vision Understand How to do Business with the VA Understand the importance of a capabilities statement Identify the information needed to write a capabilities statement Distinguish the five section of a capabilities statement

Improve Your Chances • • • SDVOSBs and VOSBs must register with the Center for Verification and Evaluation (CVE) to participate in the VETS First Contracting Program Review Agency Forecasts of Contracting Opportunities (FCO) Ensure Your Information is Accurate Register in the System for Award Management (SAM ) for the NAICS in which you hold expertise Obtain Federal Procurement Data System (FPDS) Account Consider VA and GSA Federal Supply Schedules (FSS) Accept Government Purchase Cards (GPC) Sharpen Your Pencil-Competitive Pricing Review the Entire Solicitation and Evaluation Criteria Take Advantage of Capacity Building resources: (e. g. PTAC, SBDC, SBA, etc. ) Maintain ACTIVE Registrations with SAM and VETBIZ Email your 1 -2 page capability statement to trina. berry@va. gov

Conducting Business with VA Resources VA OSDBU: http: //www. va. gov/osdbu/ VA OSDBU Education & Training: http: //www. va. gov/osdbu/outreach/soc/training. asp Doing Business with VA Reference Guide: Https: //www. va. gov/osdbu/docs/doing. Business. With. VA_Reference. Guide. FULL. pdf Procurement Readiness Reference Guide: http: //www. va. gov/osdbu/doc/procurement. Readiness_FULL. pdf Small Business Development Center (SBDC): http: //www. sba. gov/tools/local-assistance/sbdc Procurement Technical Assistance Center (PTAC): http: //www. aptac-us. org/new/ Small Business Administration (SBA): http: //www. sba. gov/ VA Small Business Liaisons: http: //www. va. gov/osdbu/about/contacts. asp

Q&A

VISN 8: VA Sunshine Healthcare Network Contracting Office 8 (NCO 8) Trina Berry Small Business Liaison U. S. Department of Veterans Affairs Veterans Health Administration (VHA) Service Area Office (SAO) East Phone: 813. 972. 7504 Email: trina. berry@va. gov