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Government Contractor’s Blog

New GSA requirement – attest to software safety

According to a recent GSA memo, software vendors will be required to ensure that only approved software is acquired and used by GSA. GSA plans to use a Cybersecurity and Infrastructure Security Agency form to collect the letters. The forms will be available in early June. (FEDSCOOP February 1, 2023)

The Cybersecurity and Infrastructure Security Agency (CISA), Chief Jen Easterly recently urged industry to take responsibility to ensure the safety of its products. The CISA Chief also recommended shareholders make sure c-suite executives are viewing cyber risk as a board-level issue. (ibid)

GSA is collecting the letters of attestation in an effort to implement a memo signed by the White House. The memo requires all federal agencies to verify that all distributed third-party IT software adheres to the National Institute of Standards and Technology (NIST) supply chain security requirements. (ibid)

The Federal Acquisition Council has under consideration, embedding the requirement for software providers to attest to the security of their products within the Federal Acquisition Regulation (FAR). (ibid)

According to the memo, “GSA’s acquisition regulations (GSAM 511.170(d)) require GSA’s Information Technology (IT) Office to approve new software before its use at GSA. To comply with Executive Order 14028 and OMB Memorandum M-22-18, which require federal agencies to only use software that complies with Government-specified secure software development practices, GSA IT will update its processes to approve software including requiring vendor attestations. GSA IT anticipates issuing an updated attestation process by June 12, 2023.” (Memorandum for the GSA Acquisition Workforce 1/11/23)

The memo also states, “Contractors providing GSA with a cloud-based solution are encouraged to work with the Federal Risk and Authorization Management Program (FedRAMP). The FedRAMP approval process will streamline the GSA IT Standards Process allowing for a timely contract start. GSA also anticipates that leveraging FedRAMP will ensure and streamline compliance with the requirements of OMB Memo M-22-18 in the future.” (ibid)

Have questions or need some guidance with your letter of attestation? Give us a call.

Why the Small Business/Large Contractor Union is a Good Thing

The Biden Administration continues to focus on small businesses providing services to the federal government. This benefits not only small businesses but large contractors, as well. When large contractors partner up with a small business, it’s a win-win for both.

Federal agencies have stepped up their focus on contracting with small businesses to meet their small business contracting goals. The Small Business Administration recently reported $154 billion spent on contracts with small businesses in fiscal year 2021. In 2021, 27.2 percent of total federal contracting awards were to small businesses. This surpassed the 23 percent White House goal. (Washington Technology February 2, 2023)

Unfortunately, the past several years have seen the number of actual small businesses trend downward. The good news, there is more money for fewer small businesses that can serve as prime contractors due to limitations on the services these small businesses can offer. (ibid)

Large government contractors working with small businesses are looking like the future of federal contracting. These partnerships, which are built on mutual trust, allow for increased skills and innovative thinking. Additionally, when large contractors bring in small businesses, new jobs are created, entrepreneurship is expanded and innovation is at the forefront. (ibid)

According to Thomas A. Duckenfield III, CEO of TDB Communications, a service-disabled, veteran-owned small business, and an 8a firm, “the best partnerships between small business and large contractors are based on a shared culture and alignment. There is no one-size-fits-all approach to these relationships. It’s about developing partnerships that benefit both parties while establishing trust between the two companies to better serve federal agencies and their constituents.” (ibid)

When large businesses work with small businesses it creates opportunities, cultivates new ideas, and introduces the latest technologies. For these partnerships to work both parties must understand what each brings to the “communal table.” Skills and capabilities must provide complimentary support and additional capacity for federal agencies. (ibid)

There is no set formula for partnership success. Companies that support each other’s business and goals as well as those of the federal agencies they serve should work well together.

Are you looking to partner with a small or large business on a federal agency contract? Give us a call.

Small Business contracts critical to DOD mission

In a January 27th memo, the Office of the Under Secretary for Defense for Acquisition and Sustainment reported small businesses are critical to their mission and spell out the steps to increase small business involvement. The memo also states the importance of meeting small business goals and prioritizing those goals over attaining Best in Class contract goals if achieving both is not possible. (Federal Computer Week January 31, 2023)

The memo further states “Best in Class contracts should be balanced with other contract strategies, including the use of set-aside contracts that can help increase diversity within the supplier. The best tools and data analysis should be utilized to support small business concerns in procurement decisions to increase small business opportunities.” (Memorandum, the Office of the Under Secretary for Defense January 2023)

The acquisition teams within the DOD will receive automatic Tier 2 spend under management or SUM credits when contracts are awarded to small socioeconomic businesses. The memo states, to track progress, a Tier 2 socioeconomic small business category will be developed. (Federal Computer Week January 31, 2023)

The Department of Defense has three main strategic goals to increase small business participation:

  • Leverage programs that were originally meant to expand the industrial base.
  • Increase set-asides.
  • Greatly reduce entry barriers. (ibid)

The memo provides a foundation for the DOD to make certain small business activities are in alignment with the department’s national security priorities.

Deputy Secretary of Defense Dr. Kathleen Hicks feels that reducing barriers and creating more opportunities for small businesses will enable the department “to expand, innovate and diversify, increasing our warfighter advantage strengthening our supply chains, increasing competition in our marketplace and growing our economy here at home.” (ibid)

The memorandum recommends DOD acquisition personnel look to gain additional resources through the Acquisition University website.

Are you a small business looking to work with the Department of Defense? Give us a call.

Think you never win at the RFP game, here’s why

Does your business work on a response to an RFP for weeks, sometimes months, or years, and never win a contract? Was the contract influenced by another company or maybe the contracting officer had never heard of you? Let’s break down what you can do next time to ensure you are at least on the “shortlist” for the contract award.

According to Mark Amtower of GOVCON News, both are problems all contractors face and both are areas the contractor is in control of. In order to overcome both, a contractor must pursue procurement early in the process. Below are five steps every contractor should take. (GovConwire.com January 3, 2023)

  • Differentiate your company from the competition. Define your position by calling attention to your past performance, the time you have been involved in a defined area, and the agencies you are working with. Publicize your claims on your website and LinkedIn. LinkedIn is crucial because this is where your company and your subject matter experts are vetted. All key personnel profiles should clearly define your areas of expertise. (ibid)
  • Support your LinkedIn page through claims of your company’s differentiated position. (ibid)
  • Expand your network in targeted agencies, to those agencies that already know your company, and to agencies you want to work with. According to Mark Amtower, there are 2.72 million feds (DOD, IC, and civilian) on LinkedIn, therefore reaching out to agency leaders is not difficult. Look specifically for program managers, contracting officers, COTRs, and anyone involved in the RFP process. Connect on LinkedIn, with a personalized note. (ibid)
  • Develop and share content that reinforces your company’s differentiated position. People within your company, such as sales and subject matter experts and those involved in business development should be sharing the company content. Not only on the company’s LinkedIn page but on their personal LinkedIn profiles as well. There are GovCon groups on LinkedIn where you can and should post about your company (webinars, speaking engagements, white papers, etc.) Once an opportunity is identified, content should be sent directly to key influencers through LinkedIn. (ibid)
  • When you learn of a possible RFP or task order, increase your activity. This is the time to “step it up.” Increase content production and activity on LinkedIn. Use LinkedIn to set up meetings. LinkedIn has a meeting capability, use zoom or meet in person. (ibid)

Inflluencing a procurement and making your company known are both within your control. Start early in the process and share often.

Have questions concerning website and LinkedIn content and/or how to research GovCon agency decision-makers? Give us a call.

The SBA & DOD are teaming up to reinforce Small Business Development

On Friday, December 2, 2022, the Defense Department and the U.S. Small Business Administration signed a memorandum of understanding (MOU) for both agencies to better meet the needs of small businesses in the United States. The goal is to bolster small business development, both nationally and locally. (Executive Gov December 9, 2022)

Farooq A. Mitha, director of small business programs at DOD, and Mark Madrid, associate administrator of SBA’s Office of Entrepreneurial Development, signed the agreement at the Maryland Procurement Technical Assistance Center, a DOD-funded office in College Park, Maryland. (U.S. Department of Defense December 7, 2022 l DOD News)

There are over 90 Procurement Technical Assistance Centers throughout the US. These centers are set up to work with small businesses looking to obtain contracts with either DOD or other federal agencies. The centers are currently going through a rebranding and will move from Procurement Technical Assistance Centers to APEX Accelerators. The goal of the APEX Accelerators is to increase the number of businesses able to participate in the government marketplace. (ibid)

“One of the things that we want to make sure that we’re doing is providing resources and support to small businesses who are looking to do business with DOD, with other federal agencies, with state and local government and really reduce barriers to entry,” said Mitha. “And we can’t do that without our APEX Accelerators. And we can’t do that without a … strong partnership with the Small Business Administration and the [Small Business Development Centers] program.”  (ibid)

At the signing, Madrid said, “Today was about breaking down silos and working together because we’re all in it for the same reason. If you look at DOD [and] SBA, you look at the APEX Accelerators, you look at our SBDC network, we’re all trying to make government, and ultimately opportunities, more accessible to our small businesses at the end of the day. That’s what we achieved today.”  (ibid)

As a result of the MOU, Madrid is certain the DOD and the SBA will find many ways to better integrate training conducted by their APEX Accelerators and SBDCs. Their goal is to jointly conduct at least one national event a year together. (Executive Gov December 9, 2022)

SBA and DOD also launched a joint effort, called the Small Business Investment Company Critical Technologies Initiative, to drive investments in critical technologies that are key to national security. (ibid)

Are you looking to take advantage of one of the more than 90 APEX Accelerators resources and or the Small Business Investment Company Critical Technologies Initiative (SBICCT)? Give us a call.