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October 2021 - In This Issue:


  • How GCAP Can Help Businesses Win Government Contracts with Effective Technology


  • Government Contracting in the Aftermath of a Disaster


  • Meet Sue Crotts


  • Success Story: LSNS Consulting
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ABOUT US


The Government Contracting Assistance Program is a business and technology extension program of the UNC System. Our purpose is to generate employment and improve the general economic condition of the state by assisting North Carolina companies, including those eligible for business development programs for local, state, and federal government contracts. We provide government contracting assistance by offering no-fee and confidential counseling on selling your products and/or services to the appropriate local, state or federal government agency.

THE TEAM


SCOTT BARKER

GCAP Director

Statewide

(252) 737-1369


SUE CROTTS

GCAP Counselor

Chapel Hill / Greensboro

(336) 256-9302


BROOKLYN DELLINGER

GCAP Counselor/Events Coordinator

Boone / Hickory / Winston-Salem

(828) 322-5379


JOEL GUGE

GCAP Counselor

Durham / Elizabeth City / Greenville / Raleigh

(919) 513-0623


ROBIN LIVINGSTON

GCAP Counselor

Fayetteville / Pembroke / Wilmington

(910) 672-1359


PAM RACER

GCAP Counselor

Asheville / Cullowhee

(828) 251-6025


JACQUIE SPEARMAN

GCAP Counselor

Charlotte

(704) 687-0443

UPCOMING EVENTS

October 12, 2021

Webinar


SBA's Small Business Certification Programs

Learn more

October 28, 2021

K.E. White Graduate Center

1704 Weeksville Road

Elizabeth City, NC 27909


Let's Build Together Subcontractor Event (Session #3)

Learn more

November 9, 2021

Webinar


SBA's Small Business Certification Programs

Learn more

November 18, 2021

K.E. White Graduate Center

1704 Weeksville Road

Elizabeth City, NC 27909


Let's Build Together Subcontractor Event (Session #4)

Learn more

December 16, 2021

K.E. White Graduate Center

1704 Weeksville Road

Elizabeth City, NC 27909


Let's Build Together Subcontractor Event (Session #5)

Learn more

More GCAP events >>

How GCAP Can Help Businesses Win Government Contracts with Effective Technology

Sue Crotts, Triad GCAP Counselor

One of my GCAP Clients, a principal owner in a successful mid -sized small business shared a recurring pain point with me. A team of his staff work on capture management, reviewing requests for information, solicitations, addendums, etc., then determining whether or not to pursue a bid. 


The recurring problem was due to multiple individuals receiving notifications of bid opportunities from SAM.gov, the North Carolina Military Business Center, and other sources. This resulted in duplication of work and inefficiencies. One person would review a bid and determine it was a no go. A month later another person would see an addendum come in an email and review the entire bid again. There was no centralized way to track bids and interest in bids. This was frustrating and time wasting over and over again.


Upon learning that the Small Business Administration hired the software company, Bid Speed, to provide free software to economically disadvantaged businesses, I inquired with the President of Bid Speed about his company supporting a potential internship; he was supportive. I suggested to my client that he consider an internship project to explore this comprehensive cloud-based software as a potential solution to his pain points.


A proposal was written for and approved by, the client, the Small Business and Technology Development Center and NC A&T State University. A team including myself, a graduate student intern and project managers from my client’s staff collaborated for two semesters to learn the software, develop business processes and create training materials to onboard staff. 


An efficiency we were able to create included setting up searches based on NAICS codes, economic development program set-asides, and distance from the business. In addition, these searches were able to be emailed to various division managers (based on the NAICS codes). Division managers were then able to assign the potential bid to a project manager in their division to perform an in-depth evaluation to determine go or no go.


Once a bid was determined to be of interest, it was put on a watch list, and if the intent was to pursue, the bid was put in a pipeline. Within the bid record, all communication was created and housed through a tasking function. The project manager could task the scheduler and the scheduler could upload the schedule then task the project manager to review it. This eliminated the need to find and file emails and documents related to the project.


The software has other functionality including teaming (finding sub-contractors and partners), client relationship management and performing market research to identify government points of contact for various opportunity types. These can be implemented after the primary process efficiencies are realized. 


After the six-month internship, my client decided to purchase a subscription to the Bid Speed software and implement it. They now feel empowered to be effective. The Bid Speed internship project paved the way for that. Technology can be a powerful catalyst for your business.

Government Contracting in the Aftermath of a Disaster

Scott Barker, GCAP Director

Here in North Carolina, it is not a question of 'if' but rather 'when' the next disaster hits the state. For those companies looking to be competitive for disaster related government contracting opportunities, it is necessary to prepare one's company prior to the disaster. This consists of 1) registering in the System for Award Management (SAM) - which should include listing the company in the SAM disaster registry, 2) listing the company in the SBA's Dynamic Small Business Search (DSBS) database, and 3) becoming familiar with FEMA's missions and goals.


After the disaster hits, North Carolina companies will need to be able to identify and locate the government's needs for assistance. Here are a few sites that will assist with this effort:


  • SAM - After registering the company with SAM, this is also the site where organizations within the federal government publish notices on proposed contract actions valued at more than $25,000.
  • Unison Marketplace - This site is a fully managed online marketplace connecting sellers to federal and commercial opportunities.
  • The Department of Homeland Security's Acquisition Planning Forecast System - This is a portal for small business vendors to view anticipated contract actions above $250,000.


Companies that can provide the services and/or products that are in need after a disaster strikes can get a jump on the competition with a little planning and preparation beforehand.

Meet Sue Crotts

Triad GCAP Counselor

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Q: What motivated you to join the SBTDC as a Government Contracting Counselor?



A: My career spans 10 years of small business ownership and 13 years of government procurement administration. After retiring from local government as a procurement administrator for state, local, and federal contracts, the SBTDC Government Contracting position offered me the opportunity to help companies learn how to qualify for, find, and win bids for government contracts.


Q: What are your sector specialties? 


A: I specialize in developing effective government procurement strategies and plans that include research, capture management, strategic procurement planning, and marketing. I have extensive experience and training in government acquisition regulations.


Q: What do you enjoy most about working with small and mid-sized businesses? 


A: I love getting to know my clients and their businesses and collaborating with them to educate them, find resources, and resolve issues. It is a privilege to work with so many talented and dedicated entrepreneurs and to share in the joy of their successes, from a small business winning their first local government contract to a mid-sized business winning a large federal contract.

Success Story

LSNS Consulting

Sue Crotts, Triad GCAP Counselor

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Lamar Sullivan, owner of the small business LSNS Consulting LLC, has been in business for just about two years. During his time working with the SBTDC Government Contracting Assistance Program, Lamar has applied himself to various strategies to win government contracts. Some of his successful preparations includes obtaining NC HUB Certification, registering in the System of Award Management (SAM) and obtaining Service Disabled Veteran Owned Small Business federal certification. These certifications and registrations have helped Lamar’s business be a desirable prime and subcontractor for local, state, and federal contracts to meet economic development program goals.

 

In addition to certifications, Lamar has networked with other contractors to create good working relationships in which he serves as the prime or subcontractor. In the home stretch of completing his MBA degree, Lamar's strong writing, analytical, and project management skills have enabled him to prepare and submit winning bids in government and commercial sectors and manage those projects. 

 

Since its inception, LSNS Consulting has won over $100,000 in government contracts. It is rare to win government contracts when in business for less than two years and even at the two-year mark. Many businesses take years to develop the capacity to win government contracts. Lamar perseveres through challenges and learns at every available opportunity. He also thinks outside the box and consults with various counselors at the SBTDC and mentors in other businesses and government. I expect that we will see continued growth in LSNS Consulting's business development efforts.


SELLING TO THE GOVERNMENT


5 W Hargett St, Suite 600

Raleigh, NC 27601

(919) 600-5998

info@sbtdc.org

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