Is Your Capabilities Statement Sending The Right Message?

Here is a quick tutorial on how to prepare a Capabilities Statement.

A Capability Statement is a written summary highlighting your company’s overall experience, expertise, resources and specific services or products you provide. The Statement should tell your reader who you are, what you do and why a client should choose you. It should be customized for your target market in much the same way you would your resume. The Statement is a factual presentation of your company and should be one to two pages in length. Your capabilities statement should include: Your logo Address, name of primary contact, phone & fax numbers, and e-mail address NAICS codes Cage code ---- (Commercial and Government Entity code is a five-character ID number used extensively within the federal government. If you don’t have one, it is automatically assigned when you do your SAM.gov registration.) D&B number Certifications (Both certifications such as 8(a) or DBE, but also industry specific certifications such as ISO 9000 or other quality assurance certifications) Provide a business summary – It should be a paragraph that tells your reader who you are & what you do. Capabilities: Areas of expertise – type of work you can do for your client. Use short sentences or bullet statements. This should not be a long narrative about your capabilities or areas of expertise. Facilities and Equipment: -- List all facilities, equipment and resources used to manufacture the products or provide the service(s). Include unique qualifications, techniques and approaches used to perform work, including any state-of-the-art equipment or capabilities that are part of your business. Expertise: --- A brief summary of your expertise, as well as that of your key personnel/staff, highlighting their education and technical experience as it relates to your business. Customers: --- Provide a list of at least three or four of your key customers, past or present. Company names are sufficient. The Capabilities Statement should be on your business stationary and titled Capability Statement. Keep it simple, but tell the reader what makes you special and why they should choose to do business with you. This can be used as a stand-alone document to market your business, or attached to any pertinent literature you may already have. This along with a simple cover letter can introduce your company to any government agency or large business. Once you have your capabilities statement, you are ready to get out there and begin to develop relationships.

How Could the Passage of CA's AB 53 Impact Your Business?

Insurance companies first report is due by July 1, 2013.

Passed in the fall of 2012, AB 53, authored by former Assembly Member Jose Solorio of Orange County, requires CA insurance companies to report on their efforts to purchase goods and services from minority-owned, women-owned, and service disabled veteran-owned business enterprises. The bill mandates that every insurance company collecting over $100 million in premiums in California must report on its outreach efforts to diverse businesses and also designate a person as the point of contact for diverse suppliers that are interested in becoming a supplier to that insurance company. There are just over 200 insurance firms doing business in CA that are required to comply. As also mandated by the bill, the state insurance commissioner is required to establish and maintain a link on the Department of Insurance (DOI) website that provides public access to the contents of each insurer's report on their diversity procurement efforts. The first report from the insurance companies is due July 1, 2013 and the data will be posted on July 31, 2013 at http://www.insurance.ca.gov/. Although insurance companies purchase a myriad of products and services, it is expected that a large portion of the potential spend will be in the area of repairs (both auto and home), advertising and marketing, and computer services.

SBA Finalizes Rule Adopting Changes to Contracting Program for Women-Owned Small Business

Women-owned businesses will have greater access to federal contracts.

A press released issued by the U. S. Small Business Administration (SBA) announced that an interim final rule has been published in the Federal Register and is effective immediately. The rule will amend regulations to the SBA's Women-Owned Small Business Federal Contract Program allowing for greater access to federal contracting opportunities for women-owned businesses as a result of the National Defense Authorization Act of 2012 (NDAA) signed in January 2013. The interim rule removes the anticipated award price of the contract thresholds for women-owned small businesses (WOSB) and economically disadvantaged women-owned small business (EDWOSB) to allow them greater access to federal contracting opportunities without limitations to the size of the contract. The rule can be accessed at: http://www.gpo.gov/fdsys/pkg/FR-2013-05-07/html/2013-10841.htm. As a result of this rule change, contracting officers will be able to set aside specific contracts for certified WOSBs and EDWOSBs at any dollar level which will help the federal agencies achieve the existing statutory goal of 5% of federal contracting dollars being awarded to WOSBs. SBA is currently working on the changes to the Federal Acquisition Regulations (FAR). Prior to the rule change, the anticipated award price of the contract for women-owned and economically disadvantaged women-owned small businesses could not exceed $6.5 million for manufacturing contracts and $4 million for all other contracts. Any firm that wishes to participate in the WOSB program must meet the eligibility requirements and either self-certify or obtain third party certification. There are four approved third-party certifies that perform eligibility exams: El Paso Hispanic Chamber of Commerce, National Women Business Owners Corporation, U. S. Women's Chamber of Commerce, and the Women's Business Enterprise National Council. Additional information and links about approved third-party certifiers are available at www.sba.gov/wosb. To qualify as a WOSB, a firm must be at least 51% owned and controlled by one or more women, and primarily managed by one or more women. The women must be U. S. citizens and the firm must be considered small according to SBA size standards. To be deemed "economically disadvantaged," a firm's owners must meet specific financial requirements set forth in the program regulations. The WOSB Program identifies 83 four-digit North American Industry Classifications Systems (NAICS) codes where WOSBs are underrepresented or substantially underrepresented. Contracting officers may set aside contracts in these industries if the contract can be awarded at a fair and reasonable price and the contracting officer has a reasonable expectation that two or more WOSBs or EDWOSBs will submit offers for the contract.

High-Speed Rail Authority Announces Series of Statewide Small Business Certification Workshops

Orange County SBDC to host HSR Small Business Certification Workshop.

Wanting to insure that all who have registered have an opportunity to complete their Small Business Registration with the State of California, reservations are no longer being accepted for this event. However, there is a networking opportunity that is open to all small businesses that are interested in learning more about the California High-Speed Rail Authority (Authority) and the goals established for small business utilization.   "The Authority is committed to creating opportunities for small businesses with an aggressive 30 percent goal of participation in California's high-speed rail program," said Jeff Morales, Authority CEO. "We have been working to engage small businesses and encouraging them to get involved. Many of our contracts are long-term and will be a big boost economically for small businesses. We want to help small businesses prepare to work on the project." The Authority's Small Business Advocate Robert Padilla added, "The initial construction in the Central Valley is expected to cost $6 billion dollars and a significant amount of that could go to certified small businesses. These workshops are a critical part of the process for the Authority to partner with California's small businesses." Orange County SBDC is proud to host a southern CA workshop.           When: May 15, 2013                              9 AM to 12 Noon -- On-line Certification                              11 AM to 12 Noon -- Networking                  Where: Rancho Santiago Community College Distrist                              2323 N. Broadway, #107                              Santa Ana, CA 92706  For those that have registered for the certification portion of this workshop, your portion of the event will begin at 9 AM.   Workshop participants should bring the following materials with them to the workshop: Applicant/Affiliate Federal Tax Returns for the past three (3) years Federal Employer Identification Number (FEIN) (if applicable) Secretary of State Number (if applicable) Home address of Officers, Member/Manager and Partners Social Security Number (if sole proprietor) Dunn & Bradstreet Number (if applicable) Contractors State License Board Number (if applicable) The Authority will host several more workshops around the state in the coming months. For updates, visit CA High-Speed Rail.

Courts Upholds CALTRANS DBE Program

Ninth Circuit Court of Appeals rules in favor of the California Department of Transportation.

On April 16, 2013 the Ninth Circuit Court of Appeals ruled that the California Department of Transportation's (CALTRANS) equal opportunity program ensures minority and women owned businesses have an opportunity to compete for Department of Transportation (DOT) and related contracts. The program is known as the Disadvantaged Business Enterprise (DBE). The U.S. Court of Appeals for the Ninth Circuit said that CALTRAN's DBE outreach program is clearly within constitutional parameters. In 2009 the San Diego Chapter of the Associated General Contractors of America (AGC) filed a lawsuit challenging CALTRAN's DBE program. They claimed the DBE program was unconstitutional because it provides preferences based on race and sex to businesses owned by African Americans, Native Americans, Asian-Pacific Americans, and women on federal DOT contracts. AGC filed an appeal in 2011 after summary judgment was granted in U.S. District Court. AGC's attorney has indicated that it is likely they will appeal the decision to the Supreme Court. Read the Court's full decision...

California High-Speed Rail Authority Announces Bid Results on Central Valley Construction Project

Groundbreaking expected in 2013.

The California High-Speed Rail Authority (CHSRA) has announced that Tutor Perini/Zachry/Parsons, a Joint Venture, is the best scoring team for the design-build contract for the first section of the high-speed rail system, Madera to Fresno. CHSRA had estimated the cost for the design-build contract to be $1.2 to $1.8 billion. It was determined that Tutor Perini/Zachry/Parsons, a California-based Joint Venture, who bid $985,142,530, was the "apparent best value." In the competitive bidding process, five teams submitted proposals to the CHSRA for the first design-build contract, which combines project design and construction in one contract. The proposals were evaluated and ranked based on 30 percent for technical merit and 70 percent for cost. Factors such as an understanding of the project, schedule capability, project approach and safety were part of the technical scoring. The CHSRA had previously issued a Request for Qualification for potential design-build teams interested in the contract in late 2011. Five teams qualified and competed for the contract. The five teams submitted their proposals in January 2013, which were reviewed by an evaluation panel comprised of California state personnel. The design-build contract will include the CHSRA's adopted 30 percent goal for small business participation in the work. The CHSRA is committed to small businesses playing a major role in delivering the high-speed rail program. The ongoing procurement process will continue and it is expected that a contract will be presented to the CHSRA's Board of Directors in the coming weeks. To learn more about the high-speed rail project and what opportunities are available for small business, visit www.cahighspeedrail.ca.gov.

Lora Morrow, NAVFAC, Provides Insight on Government Contracting for Small Businesses

Tips for selling to NAVFAC. By Mike Sabellico, Business Consultant, Orange County SBDC

This month's edition of Contracting Central features the Naval Facilities Engineering Command (NAVFAC) and specifically their Deputy for Small Business, Lora Morrow. She has over twenty years of small business experience working for the Navy and has served in virtually every contracting position during that period. She has been in her current position for two years. NAVFAC is a global military Command with a Headquarters element and Component Commands that work together as one team providing facilities engineering, contingency engineering, and expeditionary support to the Navy, Marine Corps, Federal Agencies, and other Department of Defense Clients. NAVFAC provides Systems Command (SYSCOM) support to all Warfare and Provider Enterprises, serves as the lead SYSCOM for the Navy Expeditionary Combat Command, and provides warfighter support, including contingency engineering, expeditionary operations, sealift support programs, and ocean facilities. The local NAVFAC Command, NAVFAC Southwest, is located in San Diego and is one of ten facilities engineering commands in NAVFAC. The command is comprised of over 3,400 Federal employees (civil service, officers, and enlisted). NAVFAC Southwest is responsible for the public works, planning, engineering/design, construction, real estate, environmental services, and acquisition / disposal of facilities and real estate in a six state area on the West Coast. NAVFAC Southwest contracts with commercial businesses to produce and deliver construction for the military such as housing, piers, airfields and hospitals to name a few. The command also provides public works services such as transportation, maintenance, utilities/energy delivery, facilities management and base operations support to the Navy and Marine Corps Installations within its geographic area of responsibility as well as support to other federal agencies in California.   Most of these services are performed by ROICC & Public Works Teams composed of Seabees and Sailors with different levels of expertise in construction trades. Their annual operating budget is in excess of $3 billion in client work on the West Coast resulting in huge economic impacts for many communities. I recently spoke with Lora Morrow and asked her some questions regarding small business and NAVFAC. OCSBDC: How do you like working for the NAVFAC and how would you describe the current atmosphere for small businesses who want to work with the NAVFAC? Lora: I really enjoy working for NAVFAC. I believe strongly in our mission and work with a really great group of dedicated individuals. There is always something new to learn due to constantly changing regulations. The current atmosphere for small business is challenging due to recent budget constraints, but I don't think it's any easier for large businesses either. We were able to get a lot of work done in the past few years with stimulus funding and those funds are gone and our normal funding levels have been cut. We had about $4 billion in our executive portfolio for the last 3 to 4 years and the outlook for 2014 & 2015 is closer to $1Billion. OCSBDC: What is the best way for a small business to track upcoming opportunities for your agency? Lora: There are two avenues to track opportunities for NAVFAC Southwest: First as a prime contractor you need to monitor our website https://www.neco.navy.mil/ and also FedBizOps. On the FBO site look for our unit ID code N62473. I recommend not relying on the FBO email notification alone, get on the website and conduct active searches once or twice a month. The second way to look for opportunities to work with us is via a subcontracting role and you can find information about that on our website on the NAVFAC Southwest Small Business portal. OCSBDC: What is the best way for companies to market their products or services to the NAVFAC? Lora: First and foremost, they have to understand how NAVFAC works - do your homework! The best way for companies to learn about how we operate is to schedule a one-on-one meeting with myself or another Small Business Specialist or attend one of our various outreach events. You can always check with your local SBDC and find out what events we'll be attending or you can find the information on our website. Also make sure that you tailor your capability statement to the targeted customer. In a similar fashion to resumes, tailored capability statement are more likely to get you a call than a generic statement. OCSBDC: What are some of the common mistakes you've seen small businesses make when working with the NAVFAC? Lora: There are several mistakes that I've seen small businesses make over and over again. #1. Capability Statement - Make them succinct, eye catching, and tailored to the individual opportunity. #2. Don't drop in for a visit with the SB office or any technical POC. Everyone is busy and drop in appointments can't be supported. I feel awful when someone has driven down from Temecula and I have to tell them that I have no time for them today. Make an appointment and send your capability statement via email so I can have some feedback ready for you when you visit. #3. Not doing your homework - When I ask you what you sell or what service do you provide and you answer with whatever you need, I get the impression that you're not ready to work with NAVFAC. At matchmaking events never ask the agency or prime contact what they need or what they do...You want to make them your customer so do your homework and know those details in advance. #4 Performance - Once awarded the contract you NEED to perform on that contract. The worst thing a small business can do is to win a contract and then not be able to perform the work. The company will likely lose money on that contract and then it will be nearly impossible to get another contract. This may mean saying no to a larger opportunity that you're not ready to support. Winning a contract that the company is not ready to support can result in overextending the company and possibly watching it unravel. #5 Business Cards - Use the back and have all important information on the card. It may be worthwhile to have a card for commercial work and one for government work. On the Government card ensure you have the DUNS number and any federal certifications with their associated expiration dates. OCSBDC: Any last comments for our readers? Lora: Use the outstanding resources available to small businesses like the agency SBLO's and the Orange County SBDC consultants who have incredible experience and knowledge available to qualified small businesses at no cost! Last Word: Lora Morrow is an exceptional advocate of small business in a variety of facets and I want to thank her for taking the time to conduct this interview. We have several Orange County SBDC clients who have achieved incredible success both from a contract awarded and jobs created perspective working closely with Lora and supporting NAVFAC on a variety of projects.