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The Politics of Procurement

US Federal Government Contracting


Webinar Series - 2016
Presented By:
Aaron Grau, Esq.
JUNE 10, 2016

2016 US Federal Government Contracting Webinar Series


CALENDAR OF EVENTS:
(All Webinars are at 12pm EST & Recorded)
JUNE 1 - Maximizing The Value of Your GovCon Business
https://attendee.gotowebinar.com/register/74156936435694851

JUNE 2 - Capture Planning - To Bid Or Not To Bid


https://attendee.gotowebinar.com/register/7051206926535220483

JUNE 3 - Teaming Agreements - The Good, The Bad & The Enforceable
https://attendee.gotowebinar.com/register/7352313683359938307

JUNE 6 - Teaming With Tribally Owned 8(a) Businesses


https://attendee.gotowebinar.com/register/4324839202604449539

JUNE 7 - Color Reviews For Successful Proposals


https://attendee.gotowebinar.com/register/3973323136181419267

JUNE 8 - Preparing The FSO for a DSS Audit


https://attendee.gotowebinar.com/register/423786240906737667

JUNE 9 - Life After 8(a) - Best Practices & Case Study


https://attendee.gotowebinar.com/register/6473232146721067779

JUNE 10 - The Politics Of Procurement


https://attendee.gotowebinar.com/register/3924758807094447107

JUNE 13 - Contract Administration - Best Practices


https://attendee.gotowebinar.com/register/2132047978959217667

JUNE 14 - So You Have A Facility Clearance, Now What?


https://attendee.gotowebinar.com/register/9028972158695833091

JUNE 15 - Unsolicited Proposals - Why, What & How.


https://attendee.gotowebinar.com/register/4729436391901262849

JUNE 17 - SBIR's - The Good, The Bad & The "How"


https://attendee.gotowebinar.com/register/6337198369128857857

2016 US Federal Government Contracting Webinar Series

AGENDA

2016 US Federal Government Contracting Webinar Series


AGENDA:

Introduction HOST
Introduction - GUEST
Presentation
Conclusions
Q & A

2016 US Federal Government Contracting Webinar Series

INTRODUCTION
Host

2016 US Federal Government Contracting Webinar Series

Jennifer Schaus
About The Host
* Approx 20 Yrs in Gov Contracting
* Career: D&B (Govt Division)
Federal Sales & GSA Scheds
* Frequent Speaker: Chambers, NCMA, AFCEA, etc
* Member: WIPG
* Education: Towson University B.A.
UC Berkeley - Leadership Accelerator
Cornell University - Exec Leadership

2016 US Federal Government Contracting Webinar Series

Jennifer Schaus
Jennifer Schaus & Associates
* DC Based Consulting Firm
* Over 10 Yrs in Business
* Support Services for Gov Cons
Proposal Writing / Contract Vehicles (GSA)
Sales & Biz Dev
Certifications SBA 8(a); SDVO; etc.
Events

2016 US Federal Government Contracting Webinar Series

INTRODUCTION
Guest

2016 US Federal Government Contracting Webinar Series

Aaron Grau, Esq.


ABOUT OUR SPEAKER
Director, Cohen & Grigsby Federal
Government Affairs
Lobbyist Engaging Administrative
Agencies & Capitol Hill
Previously Senate Labor Subcommittee
Majority Counsel
Mercer University School of Law
Macon, Georgia 1995
Emory University Atlanta, Georgia - 1992

2016 US Federal Government Contracting Webinar Series

Aaron Grau
Cohen & Grigsby, P.C.
140 Attorneys
30 Practice Areas
Public Affairs Practice Area Has Dedicated Focus
on State & Federal Procurement
Based in Pittsburgh, PA
Office in Naples, FL

2016 US Federal Government Contracting Webinar Series

PRESENTATION
Politics of Procurement

2016 US Federal Government Contracting Webinar Series


GETTING THE MONEY
Grants v. Contracts
ALL grants are contracts, but NOT ALL contracts are grants.
Grant v. Contract Depends on Agency
Many Different Vehicles

Appropriations / Earmarks
SBIRs (Small Business Innovative Research)
STTRs (Small Business Tech Transfer Research)
CRADAs (Cooperative Research And Development Agreement)
Programmatic Expenditures
Direct Sales

2016 US Federal Government Contracting Webinar Series

Ask & Answer These Questions:


1. WHERE is the money; WHAT federal agency is right for
you?
2. WHO in that agency has the money & authority to spend
it?
3. WHO in that agency has the programmatic priority?
4. WHEN should you ask them to spend the money on you?

2016 US Federal Government Contracting Webinar Series

The Science

and The Art


HOW?
How to hit your
target requires good
relationships,
creativity, and a
strategic approach

2016 US Federal Government Contracting Webinar Series

Many factors to consider.


Each opportunity will present their own realities and
tools.
Consider the following:

The General Services Agency (GSA) Schedules


Sub-Contracting (Small to Large or Large to Small)
Congressional Influence
Small Business Set-Asides & The Rule of Two
Federal Agency Small Business Goals SBA Scorecard
Spoon Feeding the Contract Officer
Indefinite Delivery Indefinite Quantity Contracts - IDIQ

2016 US Federal Government Contracting Webinar Series

CONCLUSIONS

2016 US Federal Government Contracting Webinar Series


CONCLUSIONS

Discerning your target customers is a science.

Developing a strategy to hit your target is an art.


Politics will always play a role: agency priorities, available funding, & contractor personalities.

2016 US Federal Government Contracting Webinar Series

Q & A

CONTACT DETAILS
Ms. Jennifer L. Schaus
Washington DC
+ 1 -2023650598
jschaus@jenniferschaus.com
www.JenniferSchaus.com
Aaron Grau
Pittsburgh, PA / Washington DC
4124801809
agrau@cohenlaw.com
www.cohenlaw.com

2016 US Federal Government Contracting Webinar Series


CALENDAR OF EVENTS:
(All Webinars are at 12pm EST & Recorded)
JUNE 1 - Maximizing The Value of Your GovCon Business
https://attendee.gotowebinar.com/register/74156936435694851

JUNE 2 - Capture Planning - To Bid Or Not To Bid


https://attendee.gotowebinar.com/register/7051206926535220483

JUNE 3 - Teaming Agreements - The Good, The Bad & The Enforceable
https://attendee.gotowebinar.com/register/7352313683359938307

JUNE 6 - Teaming With Tribally Owned 8(a) Businesses


https://attendee.gotowebinar.com/register/4324839202604449539

JUNE 7 - Color Reviews For Successful Proposals


https://attendee.gotowebinar.com/register/3973323136181419267

JUNE 8 - Preparing The FSO for a DSS Audit


https://attendee.gotowebinar.com/register/423786240906737667

JUNE 9 - Life After 8(a) - Best Practices & Case Study


https://attendee.gotowebinar.com/register/6473232146721067779

JUNE 10 - The Politics Of Procurement


https://attendee.gotowebinar.com/register/3924758807094447107

JUNE 13 - Contract Administration - Best Practices


https://attendee.gotowebinar.com/register/2132047978959217667

JUNE 14 - So You Have A Facility Clearance, Now What?


https://attendee.gotowebinar.com/register/9028972158695833091

JUNE 15 - Unsolicited Proposals - Why, What & How.


https://attendee.gotowebinar.com/register/4729436391901262849

JUNE 17 - SBIR's - The Good, The Bad & The "How"


https://attendee.gotowebinar.com/register/6337198369128857857