Georgia Tech Procurement Assistance Center

GTPAC hosts cost/price proposal workshop

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One of the most important skills government contractors must learn is how to prepare a quality cost/price proposal.  Recently, on April 24, 2019, the Georgia Tech Procurement Assistance Center (“GTPAC”), with support provided by The Contracting Education Academy at Georgia Tech, held a free cost/price proposal workshop at the Georgia Tech Global Learning Center in midtown Atlanta, GA.  Attendees at the day-long workshop were provided detailed instruction on cost estimating, cost/price proposal preparation, and how to properly analyze their direct costs, indirect costs, profit, and other factors when determining a competitive cost/price.

“I am extremely happy with the event, and I thought the contractors in attendance asked some fantastic questions about pricing,” said Andrew Smith, Program Manager of GTPAC, he continued, “There are a lot of resources available on how to put together the technical proposal, but a lot fewer resources available, that focus specifically on how to put together a great price or cost proposal.  I think this workshop provides that missing piece.”

The cost/price proposal slideshow materials from the workshop are provided below at no cost.  Permission is granted to other Procurement Technical Assistance Centers (“PTACs”) to use and modify the presentation in conjunction with the delivery of training and other services to PTAC clients.  

“I would encourage government contractors to learn from the materials, and other PTACs to use or incorporate the materials in their own presentations to the business community,” said Smith, he continued, “The slideshow is detailed and high quality and a great resource to take advantage of.”

To download the presentation, click the following links:

Cost and Price Proposal Handout (PDF)

Cost and Price Proposal Handout (PowerPoint)

Chris Downing, vice president and director of Enterprise Innovation Institute, announces retirement

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Chris Downing, VP of EI2

Chris Downing, who has led the Georgia Institute of Technology’s economic development efforts as vice president and director of the Enterprise Innovation Institute (EI2), is retiring after 31 years of service.

Downing, who has led EI2 since 2016, leaves behind a decades-long legacy of leadership experience at Georgia Tech in technology-based economic development, university outreach and technical assistance, entrepreneurship and start-up support, and program management.

His retirement is effective June 1, 2019.

“I feel very fortunate for such a diverse and challenging career and to have shared so many good years with the Georgia Tech family, and I am very appreciative of the many faculty, staff, and students who have made my time at Georgia Tech so interesting and inspiring,” Downing said. “Although I am leaving my full-time duties, I look forward to staying connected to Georgia Tech and supporting its mission of progress and service.”

After leaving IBM where he was a mechanical facilities engineer, Downing joined Georgia Tech in 1988 as a senior research engineer with the Georgia Tech Research Institute.

In 1996, he joined EI2 — then called the Economic Development Institute (EDI) — as the Griffin regional office manager and provided industrial extension and economic development services to the south metro Atlanta region.

Two years later, he was named group manager of technology services for the Economic Development Institute, where he was charged with overall management of technology deployment and information technology services to more than 200 EDI staff and associates located both on campus and in 12 regional offices across the state. In addition, this group provided technical research services for EDI clients in industry, business, and community economic development organizations.

In 2005, he was tapped to lead EI2’s Industry Services group, which included several key outreach programs: the Georgia Manufacturing Extension Partnership (GaMEP), the Energy and Environmental Management Center, the Georgia Tech Procurement Assistance Center (GTPAC), the Southeast Trade Adjustment Assistance Center (SETAAC), and the Georgia Tech Regional Office Network.

Downing was named EI2’s associate vice president in 2013 and vice president in 2016.

In that time, he spearheaded the three-fold expansion of the Advanced Technology Development Center (ATDC) and created the Venture Center space that has helped to attract several Fortune 100 corporate innovation centers to Technology Square.

His technology-based economic development efforts helped Georgia Tech and the EI2 win the prestigious “2014 Innovation Award” from the Association of Public and Land-grant Universities, and the “2014 Outstanding Research Park Award” from the Association of Research Parks.

Most recently, Downing led the feasibility study for the expansion of Georgia Tech’s second research park, Technology Enterprise Park, into a broader life sciences and technology innovation district.

“Chris has been a tireless champion and supporter of our economic development initiatives, working to maintain strong partnerships across the state while creating new collaborations,” said Georgia Tech President G. P. “Bud” Peterson. “We appreciate his leadership role as Georgia Tech partners with the state to strengthen Georgia’s economy.”

Downing is a graduate of the University of Florida, where he earned his bachelor’s and master’s degrees in mechanical engineering.

‘Teaming and Joint Venture Agreements’ is the subject of our special April 11 seminar

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Interested in what it takes to form a successful teaming arrangement or joint venture?  If so, then be sure to put GTPAC’s April 11, 2019 free seminar on your to-do list!

Teaming agreements can make or break a business.  Our April 11th program — held from 9:30 am until noon — is designed to help new and experienced business owners understand the various types of teaming structures, the state and federal laws that impact teaming relationships, and the most common teaming agreement clauses that create risk (or shift rewards) for the parties.

Our presenters include three very experienced attorneys who counsel government contractors — including Mary Donne Peters, a former federal prosecutor; Amy C. M. Burns, a former senior attorney at the Georgia Attorney General’s office; and Mike Gorby, an experienced litigator, author and lecturer.

Don’t wait to sign-up for our Teaming and Joint Venture Agreements training seminar!   For more details and to register, visit: https://gtpac.ecenterdirect.com/events/8672.  Space is limited.

GTPAC hosts ‘Creating the Next: Defense Innovation Conference’

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The Georgia Tech Procurement Assistance Center (GTPAC) recently sponsored an event where 200 small innovative tech companies learned about special funding opportunities and programs that are available to small businesses at the Department of Defense (DoD), including the Small Business Innovative Research (SBIR) and Small Business Technology Transfer (STTR) programs.

“The goal of the January 14th conference was to help small companies, especially small technology companies and innovative manufacturers, learn about how they can do business with the Defense Department and its various components,” explained Andrew Smith, GTPAC’s program manager.  “We wanted to have an event where we could educate the small business community about DoD opportunities.”

GDX connects Georgia businesses with each other and with DoD contract opportunities.

The event featured numerous prominent speakers.  Khai Edouard, the co-founder of the technology consulting firm The Simple Vue, spoke about the Georgia Defense Exchange (GDX), a technology platform that was built for the Georgia Department of Economic Development that helps government defense contractors network with other contractors and find contracting opportunities with DoD.  Contractors can access the Georgia Defense Exchange at https://gdx.georgia.org

The National Security Technology Accelerator prospects, vets, and develops technology.

Tim Greeff, the founder, and CEO of the National Security Technology Accelerator (NSTXL), which prospects and develops innovative technology for the Department of Defense, spoke about Other Transaction Authority (OTA) contracts, and how DoD utilizes OTAs to fund research and prototype development.

Adele Navarrete, senior corporate counsel for the Logistics Management Institute, a major not-for-profit defense contractor, provided attendees with insights and advice on how to win business with the Department of Defense.  Ms. Navarrete later joined an industry panel with Raven Smith, senior regulatory compliance analyst with Lockheed Martin, and John Roman, senior vice president at Huntington Ingalls Industries – Technical Solutions.  They discussed the important attributes and qualities defense contractors look for in subcontractors.

Panelists, representing defense industry giants, provided attendees with subcontracting insights.
Lisa R. Sanders with U.S. Special Operations Command discussed technology problems she’s counting on industry to solve.

The keynote address was delivered by Lisa R. Sanders, the director of science and technology for the U.S. Special Operations Command (USSOCOM).  As a defense intelligence senior leader, Ms. Sanders is responsible for all research and development funded activities for the U.S. Special Operations Forces at MacDill Air Force Base.  Ms. Sanders gave an overview of USSOCOM’s technology and purchasing priorities, and the difficult technology problems Special Operations Forces needs industry to solve.  Ms. Sanders also gave an overview of how industry could engage and do business with the USSOCOM.

After the keynote speech, attendees were able to network with one another and forge potential business relationships.

Four concurrent workshops were also held in the afternoon sessions that covered a variety of topics of interest to government contractors, including how to develop successful bids and proposals and how to comply with DoD cybersecurity requirements.

“Overall, I’m very proud of the event and how industry and government came together to provide such excellent information and training to our attendees,” said Mr. Smith.  “I think everyone came away learning a lot about how to best engage the Department of Defense if you are a small technology company or manufacturer with the next great product or idea.  I firmly believe Georgia Tech can help connect the next great idea to those in DoD who need that idea and solution — and that is going to keep our nation safe.”

Copies of all presentations made at the Jan. 14, 2019 event — along with related resource materials — can be downloaded from: https://gtpac.org/training-video/

 

GTPAC enters 33rd year of continuous service to Georgia businesses

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On Feb. 1, 2019, the Georgia Tech Procurement Assistance Center (GTPAC) enters its 33rd year of continuous operation, providing assistance to Georgia’s business community in the pursuit of government contracts.

Specifically, GTPAC helps businesses identify, compete for, and win contracts at all levels of government – federal, state, and local.

GTPAC is one of about a dozen programs – known as Procurement Technical Assistance Centers (PTACs) – that were established shortly after Congress launched the initiative in 1985.  Today, there are 95 PTACs across the nation that serve all 50 states, the District of Columbia, Guam, and Puerto Rico.

GTPAC’s continued operation is made possible through funds provided by the Defense Logistics Agency (DLA) along with state funding made available through Georgia Tech’s Enterprise Innovation Institute (EI2).

On Jan. 24, 2019, GTPAC received a fully executed award document from the DLA ensuring that funding would be made available to Georgia Tech for another year of PTAC operations in the state of Georgia.

“We are grateful for the confidence DLA places in us to carry out this program in Georgia,” says Program Manager Andrew Smith, “and we are very thankful for the support that Georgia Tech provides to the program.”

The Georgia Tech Procurement Assistance Center (GTPAC) regularly hosts events that bring together government buyers with Georgia-based businesses. On Jan. 14th of this year, GTPAC hosted a Defense Innovation Conference attended by 220 businesses, Defense Department officials, and major prime contractors.

GTPAC is widely recognized as a PTAC with one of the strongest track records in the nation.  Over the last decade, GTPAC helped Georgia businesses win between $500 million and $1 billion in government contracts, annually.

While tabulations for calendar year 2018 are not yet complete, preliminary reports show that GTPAC’s clients won at least 3,400 government prime contracts and subcontracts worth more than $1 billion.

GTPAC counseled, instructed, and identified bid opportunities for 2,300 businesses across the State of Georgia last year. GTPAC also conducted 150 training workshops and participated in 31 events statewide where more than 3,000 business people received instruction on how to effectively compete for government contracts.

GTPAC maintains staff in Albany, Atlanta, Gainesville, Carrollton, Savannah, and Warner Robins.  Training is also conducted in Athens and Columbus as well as via on-line webinars.  All businesses in Georgia are eligible to receive GTPAC’s services at no cost. The program provides Georgia businesses with counseling, training, and a complete set of electronic tools to research and identify government contracting opportunities.

For contact information, and to register for any GTPAC workshop statewide, visit the program’s website at www.gtpac.org.

DoD is now taking applications for 2019’s Rapid Innovation Fund

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The Department of Defense has opened applications for the 2019 edition of its Rapid Innovation Fund (RIF) — a program that offers up to $3 million in funding for “innovative technologies” that “meet critical national security needs.”

The defense agency posted its broad agency announcement on FedBizOpps on Jan. 11, 2019 and will be taking white paper submissions until March 8, 2019.

What’s the DOD looking for?

Per the announcement, the agency is seeking tech solutions to support the ambitions of the National Defense Strategy.

Keep reading this article at: https://www.fedscoop.com/rapid-innovation-fund-2019/

Gain insights into this development by visiting resources posted at https://gtpac.org/training-video from GTPAC’s Jan. 14th Defense Innovation Conference.

See an explanation of DoD’s Rapid Innovation Fund (RIF) at: https://business.defense.gov/Programs/RIF/

Defense Innovation Conference less than a week away — Register now!

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Note: The Defense Innovation Conference referenced in this article was held on Jan. 14, 2019.  For reference, you can find copies of presentations and other resource materials from the conference posted at: https://gtpac.org/training-video/
Let’s start with a few questions …
  • Are you interested in doing business with the Department of Defense (the biggest buyer on earth of everything)?
  • Do you want to learn about the latest programs designed to help innovative small companies do business with DoD?
  • Would you like to know how major Defense contractors select their subcontractors?
  • Are you interested in the new cybersecurity requirements and how they apply to DoD contractors?

If you answered “yes” to any or all of these questions, you need to be in attendance at GTPAC’s Defense Innovation Conference to be held on Monday, Jan. 14, 2019 at the Georgia Tech Hotel & Conference Center in Atlanta.

Hurry — Space Is Limited!

The registration fee to attend this one-of-a-kind, day-long conference is only $50, and includes both breakfast and lunch.  Registration details are at: https://www.eventbrite.com/e/creating-the-next-defense-innovation-conference-tickets-53056770228.  Advance registration is required — no registration at the door!

One-of-a-Kind Opportunity

The conference represents a unique and rare opportunity to:

  • Hear directly from Lisa R. Sanders, Director of Science and Technology for the U.S. Special Operations Command (SOCOM).  She will be speaking about SOCOM’s contracting priorities, problems to solve, and doing business with SOCOM.
  • Learn from major defense contractors who will be speaking on their subcontracting needs and their procedures for selecting subcontractors.
  • Meet scores of small businesses who are looking for opportunities to form teaming partnerships to apply their innovative technologies, services, and products.
  • Participate in break-out workshops on topics like compliance with DoD’s cybersecurity requirements.

Don’t miss this rare opportunity to meet and hear from leaders in the Defense industry!  Advance registration is required. 

To register, click here.

Full Agenda and Featured Speakers

An advance copy of the conference agenda is available here: Agenda – Defense Innovation Conference – 01.14.2019 – Final.

Biographical sketches of all the featured speakers is available here: Featured Speakers – Defense Innovation Conference 01.14.2019.

 

Interest in GTPAC continued to grow in 2018 – What did you miss?

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If you’re a regular visitor to the GTPAC web site, you know that our content consists of a very comprehensive collection of news articles, resources and advice — all designed to help your business succeed in the government marketplace.

To keep our web site fresh and relevant, we update it each weekday.  We also pay attention to what interests you most. During 2018, for instance, we tracked the articles that visitors to our site read most often.  You’ll see the 15 most popular articles listed below.

Did you miss these Top 15 most important news developments last year?
  1. Georgia companies won federal contracts throughout 2018
  2. SAM.gov registration is free, and help with SAM is free, too
  3. Schemes targeting small business contractors proliferate
  4. Cybersecurity training video launched by GTPAC
  5. Management of DoD contractor pleads guilty to ‘Made in the USA’ contract fraud
  6. GTPAC to host ‘Defense Innovation Conference’ on Jan. 14th
  7. Multiple defendants charged with 22 counts of fraud and money laundering involving $200 million in small business contracts
  8. DoD awards more than $230 billion to minority- and women-owned businesses from 2010-2016
  9. Quick guide to product and service codes in government contracting
  10. Judge imposes maximum sentences in Fort Gordon bid-rigging conspiracy
  11. You must be registered in SAM before you submit a federal bid, proposal or quote
  12. SBA sneaks in rule on small business recertification
  13. Scam Alert: Malicious e-mail spoofs being sent to vendors
  14. Two companies and individuals indicted for exploiting disadvantaged business program
  15. What to expect during a government shutdown: Submitting bids, getting paid, and more
Who’s Watching Us

You’ll be interested to know that 95,491 visitors came to the GTPAC web site 126,160 times in calendar year 2018, viewing individual pages 181,097 times.  These numbers represent 52% growth in web visitors, 39% growth in visits, and 38% growth in page views compared to 2017.  

As can be seen from the map above, business people from all parts of Georgia found useful information on the GTPAC web site in 2018.

During 2018, the top 50 locations in Georgia where folks visited the GTPAC web site were: Atlanta, Marietta, Warner Robins, Augusta, Union City, Sandy Springs, Redan, Stockbridge, McDonough, Smyrna, Lawrenceville, Douglasville, Roswell, Savannah, Albany, Columbus, Macon, Woodstock, Fayetteville, Mableton, Johns Creek, Conyers, Cumming, Tucker, Chamblee, Snellville, Duluth, Alpharetta, Dunwoody, Acworth, Athens, Milton, Suwanee, Kennesaw, Riverdale, Decatur, Dacula, Gainesville, Peachtree City, Lilburn, Vinings, Brookhaven, East Point, Evans, Powder Springs, Panthersville, Norcross, Newnan, and Buford.

Visitors to the GTPAC web site during 2018 came from all parts of Georgia — 266 cities and towns in all.  This includes lots of smaller communities where business people pay attention to the GTPAC website, too.  Those include more rural communities like: Appling, Bogart, Cave Spring, Dawson, Experiment, Folkston, Guyton, Hahira, Helen, Hiawassee, Ludowici, McRae, Newington, Oxford, Pine Mountain, Reynolds, Roopville, Riceboro, Skidaway Island, Senoia, Swainsboro, Tallapoosa, Temple, Trion, Vienna, Warm Springs, Watkinsville, Waynesville, Young Harris and Zebulon.

There’s no question about it, in-state visitors to our web site reflect the fact that GTPAC currently serves 6,300 business people working for 2,300 businesses located in 150 of the 159 counties in Georgia.

Topics of Interest

So, what topics did visitors to GTPAC’s web site search for most in 2018?  Below is a list of the top 15 and, again, each one is hyperlinked so you can check it out:

  1. SAM (System for Award Management — the federal government’s vendor database)
  2. Useful Links (to government contracting resources)
  3. iSearch (a guide to using GTPAC’s powerful tool to identify contract opportunities)
  4. Tips for Attending a Government Expo or Trade Show (what you should do before, during, and after)
  5. Tips for Researching Contract Awardees and Probable Bidders (how to be effective at market research)
  6. Elevator Speech (what it is and why you need one)
  7. Discussions vs. Clarifications vs. Communications (these words have special meanings in federal contracting)
  8. Why Your Contracting Officer Is Hard to Reach (this could explain why)
  9. Rules for Doing Business with the State of Georgia (updates to the State’s purchasing manual)
  10. Crucial Details You Need to Know Before You Bid on a Government Contract (5 critical things can help you prepare)
  11. Sources Sought (how government agencies identify vendors)
  12. Capabilities Statement (marketing to government agencies)
  13. Responding to Government Solicitations (tips for responding to an RFP)
  14. Money Laundering, Bribery and Fraud (reports of government contracting fraud)
  15. Contracting Tips (government contracting advice)
Interest in GTPAC Outside Georgia’s Boundaries

Significantly, even though the GTPAC web site is designed for Georgia businesses, 80 percent of our U.S. visitors during 2018 came from the other 49 states, and 6 percent of our visitors came from 184 other countries.

This table shows the top 10 states where visitors to the GTPAC web site during 2018 are located. For the first year ever, there were more visitors from Virginia than from Georgia.
Our Recommendation To You for 2018

With what amounts to both nationwide and worldwide interest in the content on GTPAC’s web site, maybe you should be visiting more often!

Be sure to visit the GTPAC web site regularly for all the latest news and information about doing business with the government.  Remember, new information and resources are posted every weekday at www.gtpac.org!

 

 

 

 

 

Learn what DoD prime contractors want in a subcontractor

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Note: The Defense Innovation Conference referenced in this article was held on Jan. 14, 2019.  For reference, you can find copies of presentations and other resource materials from the conference posted at: https://gtpac.org/training-video/

How do major Defense Department contractors select their subcontractors?

If you want answers to this question — and even more insights into doing business in the Defense industry — you should plan to be in attendance at “Creating the Next: Defense Innovation Conference” to be held on Monday, January 14, 2019.

Included in the conference is a panel presentation by representatives of large contractors — including Lockheed Martin, LMI, and Huntington Ingalls Industries — who will describe how their companies pick subcontractors.

The Georgia Tech Procurement Assistance Center (GTPAC) is hosting this day-long event to provide businesses with details on how to contribute to the achievement of the Defense Department’s mission.

A featured speaker at the event is Lisa R. Sanders who is Director of Science and Technology for the U.S. Special Operations Command (SOCOM).  She will be speaking about SOCOM’s contracting priorities, problems to solve, and doing business with SOCOM — with a focus on options available to small businesses.

Don’t miss this rare opportunity to meet and hear from leaders in the Defense industry!  Advance registration is required. 

To register, click here.

The Jan. 14th event is being held at the Georgia Tech Hotel and Conference Center in Atlanta, Georgia.  Both breakfast and lunch are included in the $50 registration fee.

Full Agenda and Featured Speakers

An advance copy of the conference agenda is available here: Agenda – Defense Innovation Conference – 01.14.2019 – Final.

Biographical sketches of all the featured speakers is available here: Featured Speakers – Defense Innovation Conference 01.14.2019.

 

 

Pentagon considers cybersecurity certification for its contractors

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In cybersecurity, you’re only as strong as your weakest link.

For the Defense Department, the area with the fewest cyber protections are the defense contractors the department works with, particularly the small businesses that don’t have the expertise or resources to build a robust security posture.

The Pentagon put together a task force to assess whether small businesses within the defense industrial base are complying with the cybersecurity framework published by the National Institute of Standards and Technology and provide assistance to companies that need help.

The department issued a new rule last year requiring vendors to show that they are in compliance with NIST standards or have a plan to get there quickly. Those plans were due Jan. 1.

Keep reading this article at: https://www.nextgov.com/cybersecurity/2018/12/pentagon-considers-cybersecurity-certification-its-contractors/153330/

See GTPAC’s video, template and other resources designed to help contractors comply with the DoD/NIST cybersecurity rules at: http://gtpac.org/cybersecurity-training-video/

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