HUBZone Small Business Conference 051018


GOOD MORNING, EVERYONE. MY NAME IS NICOLE JACKSON. I’M WITH THE OFFICE OF THE
CHIEF PROCUREMENT OFFICER. I’D LIKE TO THANK YOU ALL FOR
COMING OUT TO HUD’S THIRD HUDZONE CONFERENCE. I WANT TO GIVE YOU A FEW
ADMINISTRATIVE ITEMS. I WOULD ASK THAT YOU PLEASE
SILENCE YOUR CELL PHONES. IF YOU HAVE IMPORTANT BUSINESS
YOU NEED TO SEE TO, WE ASK YOU STEP OUT TO THE LOBBY. ALSO OUT IN THE LOBBY AND TO
YOUR LEFT AT THE END OF THE HALLWAY, YOU WILL FIND THE
RESTROOMS. YOU CAN GO AT YOUR LEISURE AND
ALSO, WE ALSO HAVE A CAFE THAT’S OUT THE DOORS TO YOUR RIGHT IF
YOU NEED SOME REFRESHMENTS. SO WE’RE GOING TO GET STARTED
THIS MORNING. JUST WANT TO, AGAIN, WELCOME YOU
ALL FOR COMING TO HUDZONE’S THIRD ANNUAL CONFERENCE. WE’RE GOING TO START WITH OUR
FIRST SPEAKER, MS. JEAN LYNN
POWELL, WHO WAS RECENTLY APPOINTED AS DIRECTOR OF THE
OFFICE OF SMALL AND DISADVANTAGED BUSINESS
UTILIZATION. MS. POWELL HAS OVER 25 YEARS OF
FEDERAL AND OPERATIONS EXPERIENCE. PREVIOUSLY SHE SERVED AS THE
DEPUTY ASSISTANT SECRETARY FOR BUSINESS MANAGEMENT AND
ADMINISTRATION, CHIEF MANAGEMENT OFFICER IN HUD’S OFFICE OF THE
CHIEF HUMAN CAPITAL OFFICER, AND THE GENERAL DEPUTY ASSISTANT
SECRETARY FOR HUD’S OFFICE OF POLICY DEVELOPMENT AND RESEARCH. SHE’S AN EXCELLENCE IN
GOVERNMENT SENIOR FELLOW AND A RECIPIENT OF THE PRESIDENTIAL
BRINK AWARD. SHE’S ALSO A CERTIFIED EXECUTIVE
LEADERSHIP COACH. IF YOU PLEASE WELCOME MS. JEAN
POWELL. [ APPLAUSE ]
>>THANK YOU, NICOLE, FOR THAT VERY KIND INTRODUCTION AND
WELCOME. IT’S GREAT TO SEE ALL OF YOU
HERE! THANK YOU FOR JOINING US TODAY. THIS IS OUR THIRD ANNUAL HUDZONE
BUSINESS TRAINING CONFERENCE AND WE’RE SO DELIGHTED THAT YOU’RE
ABLE TO PARTICIPATE IN THIS OUTREACH EVENT. I’D LIKE TO THANK THE COSPONSOR
OF THIS EVENT, THE OFFICE OF THE CHIEF PROCUREMENT OFFICER, AND I
ALSO WANT TO THANK THE PROGRAM OFFICES FOR THEIR STRONG
SUPPORT. WE ALSO HAVE GUEST SPEAKERS
TODAY AND A WHOLE LINE-UP OF FEDERAL PARTNERS HERE TO MEET
WITH YOU. SO WE HAVE A TERRIFIC LINE-UP OF
LEADERSHIP SPEAKERS. FIRST OF ALL, HUD SECRETARY
CARSON IS ENROUTE AND WILL BE SPEAKING TO YOU TODAY, AS WELL
AS OUR DEPUTY CHIEF OF STAFF, MS. GINA BASS WILLIAMS. AND WE HAVE SBA DIRECTORS HERE
TODAY AND ACTUALLY THEY’RE GOING TO BE SPENDING A WHOLE DAY WITH
US. THEY’RE GOING TO PROVIDE
EXCELLENT TRAINING TO OUR HUD EMPLOYEES LATER THIS AFTERNOON,
SO WE’RE VERY APPRECIATIVE. WE WILL HAVE ALSO A PANEL
DISCUSSION AND THEY’LL SHARE THEIR TIPS FOR SUCCESS IN BEING
SUCCESSFUL IN THE HUBZONE PROGRAM AND THAT WILL BE
MODERATED BY THE HUBZONE COUNCIL. AND, OF COURSE, ALL OF YOU ARE
WAITING TO BE PART OF THE MATCHMAKING SESSION THAT WILL
OCCUR AFTER THE FORMAL PROGRAM. WE HAVE ALL OF OUR PROGRAM AND
ACQUISITION STAFF PARTICIPATING IN THE NEXT ROOM AND OUT IN THE
OUTER HALLWAY. WE ALSO HAVE A SLEW OF FEDERAL
PARTNERS. YOU’LL SEE THE FEDERAL AGENCIES
SUCH AS USDA, DEPARTMENT OF ENERGY, LABOR, GENERAL SERVICES
ADMINISTRATION, OF COURSE U.S. SMALL BUSINESS ADMINISTRATION,
NATIONAL SCIENCE FOUNDATION, THE HUBZONE COUNCIL AND THE
PROCUREMENT TECHNICAL ASSISTANCE CENTERS OF D.C. AND AS WELL AS
VIRGINIA, AND SCORE. SO PLEASE TAKE ADVANTAGE OF THE
OPPORTUNITY TO MEET WITH THEM AND WE ALSO HAVE PRIME
CONTRACTORS THAT ARE ALSO SEEKING TEAMING OPPORTUNITIES
WITH ALL OF YOU. I WANTED TO HIGHLIGHT A COUPLE
OF THINGS THAT ARE NOTEWORTHY THAT WE’RE DOING HERE AT HUD IN
BEING MUCH MORE STRATEGIC IN OUR ACQUISITIONS. FOR ONE, WE RECENTLY SET ASIDE
JUST TO HUBZONES AN EDITORIAL RESEARCH CONTRACT, AND IT’S
MULTI-MILLION-DOLLAR OPPORTUNITY. ALSO, IN OUR NEW PARTNERSHIP
WITH OUR OFFICE OF INSPECTOR GENERAL, THEY FOR THE FIRST TIME
SET ASIDE CONTRACT OPPORTUNITIES FOR HUBZONE AS WELL AS SERVICE
DISABLED VET-OWNED SMALL BUSINESSES. AND MY OFFICE IS REVIEWING QUITE
CLOSELY SBA’S BLUEPRINT FOR SUCCESS AND WE WANT TO GLEAN THE
BEST PRACTICES IN ORDER FOR US TO MAXIMIZE OPPORTUNITIES FOR
ALL OF YOU. SO I DO WANT TO ENCOURAGE ALL OF
YOU, PLEASE, PLEASE DO PARTICIPATE. WHEN YOU SEE A NOTICE,
SOLICITATION NOTICE OR SOURCE OF SOUGHT NOTICE, PLEASE PUT IN
YOUR PROPOSAL. PLEASE TAILOR YOUR CAPABILITY
STATEMENT FOR THAT SPECIFIC OPPORTUNITY. AND ALSO, KEEP ON COMING TO
EVENTS LIKE THESE. THESE ARE GREAT OPPORTUNITIES
FOR NETWORKING, FOR ALL OF YOU TO MEET EACH OTHER, FOR US TO
GET TO KNOW YOU, AND FOR YOU TO GET TO KNOW OUR ACQUISITION AND
OUR PROGRAM STAFF. SAVE THE DATE FOR JUNE 21st. HUD WILL CONVENE ITS FINAL
VENDOR OUTREACH PROGRAM. IT WILL FOCUS ON
SERVICE-DISABLED, VETERAN-OWNED SMALL BUSINESSES AND WE
ENCOURAGE YOU TO PARTICIPATE. IT’S OPEN TO ALL SMALL BUSINESS
CONCERNS. SO AGAIN, THANK YOU VERY MUCH
FOR COMING TODAY. I WANT TO THANK MY STAFF,
MS. HAYES AND JARED PRUITT. WE’RE A SMALL BUT MIGHTY STAFF
AND RECENTLY WE HAVE GREAT SUPPORT FROM LEADERSHIP
PROGRAMS. WE HAVE TIMI FROM DEPARTMENT OF
ENERGY WITH THE PRESIDENT’S MANAGEMENT COUNCIL FELLOWS
PROGRAM AND JEAN LEE FROM THE OFFICE OF INSPECTOR GENERAL WHO
IN IS THE LEADERSHIP PROGRAM. I WANT TO THANK LETHIA CLEMMONS
FOR HER ADMINISTRATION SUPPORT AND I WANT TO THANK THE
COSPONSORS AND MY PARTNERS IN THE OFFICE OF THE CHIEF
PROCUREMENT OFFICER. KEITH IS HERE WITH US AS WELL AS
JIMMY SCOTT WHO’S DEPUTY AND, OF COURSE, NICOLE JACKSON, AND THE
ASSISTANT SECRETARY FOR ADMINISTRATION, SUZANNE TUFT,
SHE IS OUR SENIOR PROCUREMENT EXECUTIVE. SO I UNDERSTAND THE SECRETARY IS
IN THE HOUSE, SO IT’S NOW MY PLEASURE TO INTRODUCE DR. BEN
CARSON. HAVING A LONG DISTINGUISHED
CAREER AS A WORLD RENOWNED PEDIATRIC NEUROSURGEON,
SECRETARY BEN CARSON HAS SWORN IN AS THE 17th SECRETARY OF THE
U.S. DEPARTMENT OF HOUSING AND URBAN DEVELOPMENT ON MARCH 2nd,
2017. SECRETARY CARSON HAS BEEN A
CHAMPION OF HUD’S MISSION AND SMALL BUSINESS PROGRAMS HERE AT
THE DEPARTMENT. I TRULY APPRECIATE HIS
LEADERSHIP AND HIS PARTICIPATION. THE SECRETARY BRINGS A VERY
IMPORTANT PERSPECTIVE ON AREAS IN THE COUNTRY THAT ARE
STRUGGLING. I’M EXCITED BY THE IMPORTANT
LINKAGE BETWEEN ONE OF HIS INITIATIVES, THE ENVISION
CENTERS, AND THE HUBZONE BUSINESSES. SO PLEASE JOIN ME IN WELCOMING
DR. TERRY CARSON. [ APPLAUSE ]
I DO WANT TO NOTE, OUR COLLEAGUES FROM THE U.S. SMALL
BUSINESS ADMINISTRATION HAVE PROVIDED YOU A TOKEN. YOU’RE AN HONORARY HUBZONE
PROGRAM CHAMPION.>>THAT’S WHAT I’VE ALWAYS
WANTED. THANK YOU. [ LAUGHTER ]
WELL, THANK YOU, JEAN, AND I WANT TO THANK ALL THE STAFF FROM
THE HUD OFFICE OF SMALL BUSINESS, SMALL BUSINESS AND
DISADVANTAGED BUSINESS UTILIZATION. THEY CALL IT AROUND HERE OSBDBU
AND I HEARD THAT AND I SAID WHAT IN THE WORLD ARE YOU TALKING
ABOUT? AND ALSO THE OFFICE OF CHIEF
PROCUREMENT OFFICER FOR ALL THEIR HARD WORK IN PUTTING THIS
CONFERENCE TOGETHER AND ALL THE HUD PROGRAM OFFICES, THE GUEST
SPEAKERS, THE FEDERAL PARTNERS WHO ARE PARTICIPATING IN THIS
EVENT. WE’RE VERY GRATEFUL TO HAVE YOU
HERE AT A HISTORIC BUILDING, THE UGLIEST BUILDING IN WASHINGTON,
D.C. [ LAUGHTER ]
WITH THE MOST BEAUTIFUL EMPLOYEES. NOW, THE CHIEF OBJECTIVES OF THE
HISTORICALLY UNDERUTILIZED BUSINESS ZONE OR HUBZONE, ARE
JOB CREATION AND CAPITAL INVESTMENT IN DISTRESSED
COMMUNITIES. THREE YEARS AGO, HUD HOSTED THE
FIRST HUBZONE SMALL BUSINESS CONFERENCE WHEN WE LEARNED THE
DEPARTMENT WAS FALLING FAR BEHIND THE GOAL OF AWARDING 3%
OF ELIGIBLE SMALL BUSINESS DOLLARS TO HUBZONE DESIGNATED
FIRMS. IN ONE YEAR, WE NEARLY DOUBLED
HUD’S HUBZONE ACHIEVEMENT, AND IN TWO YEARS, WE’VE REACHED
2.94%. $44.5 MILLION, WHICH IS MORE
THAN A 400% INCREASE AND AN ADDITIONAL $36.3 MILLION SPENT
WITH HUBZONE BUSINESSES. SMALL BUSINESSES AND HUD CAN AND
DO WORK TOGETHER. THE LAST SBA SCORECARD GAVE OUR
COLLABORATIVE EFFORT, YOURS AND OURS, AN A-PLUS, WHICH IS THEIR
TOP RANK. IN FISCAL YEAR 2017, HUD AWARDED
OVER $746.3 MILLION IN CONTRACTS TO OVER 188 SMALL BUSINESSES. WE EXCEEDED OUR SMALL BUSINESS
GOAL BY MORE THAN 10% WITH 49% OF THE CONTRACTS GOING TO SMALL
BUSINESSES. SMALL BUSINESSES AND HUD HAVE A
HISTORY OF HELPING EACH OTHER SERVE THE AMERICAN PEOPLE, AND
SMALL BUSINESSES REMAIN ESSENTIAL TO HUD’S WORK. IN FACT, THEY’RE OFTEN LOCATED
IN THE VERY NEIGHBORHOODS WHERE HUD ASSISTED FAMILIES WORK,
LIVE, SHOP, AND THEY PLAY A CRITICAL ROLE IN THE LOCAL
ECONOMIES. RECOGNIZING THE VALUE OF SMALL
BUSINESSES IN OUR COMMUNITIES, HUD WORKED WITH THE SBA TO
INVITE LOCAL HUBZONE BUSINESSES TO PARTICIPATE IN A BUSINESS
ROUNDTABLE IN DETROIT LAST DECEMBER AS PART OF THE SOFT
LAUNCH OF HUD’S ENVISION CENTER INITIATIVE. NOW, ENVISION CENTER IS
SOMETHING THAT ACTUALLY WAS DERIVED FROM THE BIBLE. THERE’S A VERSE IN THE BIBLE IN
PROVERBS THAT SAYS WITHOUT A VISION, THE PEOPLE PERISH. SO IN THE BEGINNING, WE CALL
THEM VISION CENTERS, BUT WE FIGURED EVERYBODY WOULD THINK
THEY WERE GOING TO GET GLASSES, SO WE CHANGED IT TO ENVISION
CENTERS, AND GINA BASS WILL BE SPEAKING MORE ABOUT THAT VERY
SHORTLY, BUT WE HOPE MORE HUBZONE BUSINESSES WILL PARTNER
WITH HUD THROUGH THE ENVISION CENTERS AS WE WORK TO PROVIDE
MORE PATHWAYS TO ECONOMIC OPPORTUNITY AND JOB TRAINING. THOSE UTILIZING THE SERVICES OF
OUR CENTERS MAY VERY WELL BE YOUR FUTURE EMPLOYEES. HUD WILL CONTINUE TO SUPPORT
BUSINESSES THAT PLAY SUCH AN INTEGRAL ROLE IN THE LIVES OF SO
MANY PEOPLE. IN MY TIME AT HUD, WE’VE
INCREASED OUR OUTREACH EFFORTS TO BRING SMALL BUSINESS PROGRAMS
SUCH AS THE ENVISION CENTERS. WE HAVE ADDITIONAL OUTREACH
PROGRAMS COMING UP THAT WE’RE VERY EXCITED ABOUT, WHICH YOU’LL
BE HEARING ABOUT, AND AS JEAN MENTIONED, ON JUNE 21st, HUD
WILL HOST AN EVENT FOCUSED ON SERVICE-DISABLED VETERANS AND
THEIR SMALL BUSINESSES, AND WE HOPE THAT YOU WILL BE ABLE TO
ATTEND. AND PLEASE TAKE FULL ADVANTAGE
OF THE NETWORKING OPPORTUNITIES WITH OUR PROGRAM AND ACQUISITION
STAFF AS WELL AS THE OTHER BUSINESSES AND FEDERAL AGENCIES
HERE TODAY. SMALL BUSINESS IS THE BACKBONE
OF OUR COUNTRY. THEY PROVIDE THE MOST JOBS, THE
MOST SUSTENANCE, AND PLAY A CRITICAL ROLE IN OUR JOINT
EFFORTS TO RID OURSELVES OF THE DEPENDENCY, CREATE MUCH MORE
SELF-SUFFICIENCY IN OUR NATION, BECAUSE WE NEED ALL OF OUR
PEOPLE. WE NEED ALL OF OUR PEOPLE TO BE
DEVELOPED. WE ONLY HAVE 330 MILLION. WE’RE COMPETING WITH CHINA WITH
FOUR TIMES THAT MANY, INDIA FOUR TIMES THAT MANY, SO WE REALLY
CAN’T AFFORD TO WASTE ANY OF OUR PEOPLE, AND SMALL BUSINESS IS A
CRITICAL PART OF ENABLING AND EMPOWERING THE AMERICAN
WORKFORCE. THANK YOU SO MUCH. [ APPLAUSE ]
>>THANK YOU VERY MUCH, SECRETARY CARSON, FOR THOSE
WORDS OF VERY STRONG SUPPORT AND YOUR LEADERSHIP. OUR NEXT SPEAKER IS OUR DEPUTY
CHIEF OF STAFF, MS. GINA BASS
WILLIAMS. MS. BASS WILLIAMS HAS BEEN
INSTRUMENTAL IN SHAPING AND IMPLEMENTING THE SECRETARY’S
OPPORTUNITY AGENDA AND SHE’LL SPEAK MORE ABOUT THE ENVISION
CENTERS AND PUBLIC-PRIVATE PARTNERSHIPS. PLEASE WELCOME DEPUTY CHIEF OF
STAFF GINA BASS WILLIAMS. [ APPLAUSE ]
>>THANK YOU, GOOD MORNING. I ALREADY HAVE MY PIN. THANK YOU SO MUCH FOR THAT. THANK YOU SO MUCH FOR GIVING ME
A CHANCE TO CHAT WITH YOU ALL. YOU HAVE NO IDEA HOW EXCITED I
AM. I AM SO EXCITED, I DON’T KNOW
HOW FAR I CAN MOVE. I’M A WANDERER. ITS EXCITED BECAUSE I AM ONE OF
YOU. I AM ONE OF YOU. I BROUGHT A PROMPT. OVER 15 YEARS AGO, MY SISTER, MY
BIG SISTER [ INAUDIBLE ]. OKAY. OVER 15 YEARS AGO, MY SISTER AND
I, WE STARTED JOURNALING BIG IDEAS FOR A BUSINESS BECAUSE IN
THE ’80s, WE GREW UP WATCHING, YOU KNOW, BOBBY AND J.R. AND WE
KNEW THAT ONE DAY WE WOULD OWN OUR OWN BUSINESS, SO WE HAD
THESE JOURNALS AND WE STARTED WRITING DOWN IDEAS AND SOME OF
THESE THINGS I CAN’T READ OUT BECAUSE THEY’RE KIND OF CRAZY,
BUT ALMOST 11 YEARS AGO, WE LANDED ON AN IDEA AND FOR TEN
YEARS, MY SISTER HAS BEEN RUNNING THE BUSINESS AND I TOOK
A LITTLE DETOUR, CAME TO HUD TO WORK WITH SECRETARY CARSON, BUT
I’M ONE OF YOU! I’M AN ENTREPRENEUR, A SMALL
BUSINESS OWNER AT HEART. AND BECAUSE OF THE FACT THAT YOU
ARE THE SOLUTIONISTS IN OUR COMMUNITY, THAT’S WHY I’M SO
EXCITED TO TALK TO YOU ABOUT THE SECRETARY’S — ONE OF HIS MAIN
PRIORITIES AND THAT’S THIS ENVISION CENTER INITIATIVE. SO THE ENVISION CENTER. WHAT IS THE ENVISION CENTER? BASICALLY SECRETARY COORDINATOR
HAS BROUGHT THIS WAY OF — SKRAECT CARSON HAS — SECRETARY
CARSON HAS BROUGHT THIS WAY OF THINKING TO HUD AND IT’S
ACTUALLY RAISING AWARENESS ABOUT ANOTHER PART OF OUR MISSION. AS MUCH AS WE ARE IN THE
BUSINESS OF CREATING SAFE AND ACCESSIBLE HOUSING, WE ALSO HAVE
TO MAKE SURE THAT WE ARE CREATING POSITIVE EXITS. AND THAT MEANS AS IMPORTANT AS
IT IS TO HOUSE PEOPLE, WE HAVE TO BEGIN TO IDENTIFY WAYS THAT
WE CAN MAKE SURE THAT PEOPLE NO LONGER NEED US. I’M LOOKING AT ONE OF MY
ENVISION CENTER TEAM MEMBERS, STEPHANIE, AND SHE ALWAYS SAYS
WE HAVE TO WORK OURSELVES OUT OF BUSINESS. WE GET IN TROUBLE FOR SAYING
THAT, BUT I HAVE NO SHAME IN MY GAME. WE HAVE TO WORK, LIKE HUD, WE
HAVE TO WORK OURSELVES OUT OF BUSINESS AND THE ONLY WAY TO DO
THAT IS SO MAKE SURE THAT WE ARE CREATING OPPORTUNITIES FOR THE
PEOPLE THAT WE SERVE. SO WE HAVE A WALK AND CHEW GUM
AT THE SAME TIME. EVERY DAY IN THIS BUILDING,
THERE ARE THOUSANDS OF PEOPLE ALL ACROSS THE COUNTRY WORKING
ON CREATING SAFE AND ACCESSIBLE HOUSING FOR AMERICANS. BUT WE KNOW THAT FOR EVERY ONE
PERSON THAT WE SERVE, THERE ARE 10 OR 11 MORE PEOPLE THAT WE
COULD BE SERVING. SO WE HAVE TO MAKE SURE THAT
WE’RE ADVANCING OPPORTUNITIES SO THAT PEOPLE NO LONGER NEED US. AND IT WILL BE VERY DIFFICULT
FOR US TO WORK OURSELVES OUT OF BUSINESS, BUT WE HAVE TO HAVE
THAT MINDSET. SO ONE OF THE SECRETARY’S
PRIORITIES IS THE ENVISION CENTER INITIATIVE. BASICALLY, AN ENVISION CENTER IS
A HUB OF OPPORTUNITY LOCATED IN AND AROUND THE PEOPLE THAT WE
SERVE, AND SO THERE ARE FOUR PILLARS OF OPPORTUNITIES. ECONOMIC EMPOWERMENT,
EDUCATIONAL ADVANCEMENT, HEALTH AND WELLNESS, AND CHARACTER AND
LEADERSHIP. AND WE REALLY BELIEVE THAT IN
PARTNERSHIP WITH YOU, WE WILL BE ABLE TO IMPROVE THE NUMBERS,
WE’LL BE ABLE TO IMPROVE THE NUMBERS, BE ABLE TO HAVE MORE
PEOPLE EXIT HUD FOR POSITIVE REASONS AND WE WILL BE ABLE TO
HELP MORE PEOPLE. SO STEPHANIE HOLDERFIELD HAS
BEEN WORKING ON — WE CALL HER THE SILO BUSTER. SHE’S WORKING ON BREAKING DOWN
THE SILOS — STAND UP, STEPHANIE, BECAUSE YOU HAVE TO
MEET STEPHANIE. SHE’S THE PARTNERSHIP BUILDER,
SO THIS IS STEPHANIE. A ROUND OF APPLAUSE FOR
STEPHANIE. [ APPLAUSE ]
I SHOULD ALSO SAY THAT EVERY TEAM HAS THEIR GIRL FRIDAY AND
OUR GIRL FRIDAY IS LAURA WHO KEEPS US ORGANIZED. LAURA, ROUND OF APPLAUSE FOR
LAURA. [ APPLAUSE ]
SO THIS IS THE THING. POSITIVE EXITS WILL ONLY HAPPEN
IF WE’RE BUILDING STRONG PARTNERSHIPS. SO WE HAVE TO — AND THE PEOPLE
THAT WE SERVE, YOU’RE IN HUBZONES AND MORE THAN LIKELY,
YOU ARE IN AREAS WHERE THERE WILL BE AN ENVISION CENTER. VERY SOON, WE WILL ANNOUNCE THE
FIRST COHORT OF ABOUT 10 TO 15 ENVISION CENTERS AND WE WOULD
LOVE TO BEGIN TO THINK ABOUT HOW YOU CAN OFFER TRAINING IN
ENVISION CENTERS, HOW THE PEOPLE THAT WE SERVE MAY BE EMPLOYED BY
YOU, AND SO ONE THING HAS TO HAPPEN. WE HAVE TO BEGIN TO HAVE
CONVERSATIONS ABOUT REALISTIC WORK THAT CAN HAPPEN. ONE OF THE THINGS I ENJOYED MOST
ABOUT BEING IN BUSINESS FOR MYSELF, I LOVED GETTING PAID,
BUT I’M GOING TO BE HONEST WITH YOU. WHEN WE GREW ENOUGH THAT WE
COULD ACTUALLY PAY OTHER PEOPLE, OH MY GOSH, THERE IS SOMETHING
SO AWESOME ABOUT ACTUALLY PAYING OTHER PEOPLE. LIKE BEING ABLE TO GROW A
BUSINESS IN SUCH A WAY THAT YOU ACTUALLY HAVE THE CAPACITY TO
WRITE A CHECK FOR SOMEONE OTHER THAN YOURSELF, AND SO WHAT WE
WOULD LOVE TO DO AND STEPHANIE IS GOING — THEY WILL HAVE CARDS
ON THE — ACTUALLY, JEAN, HOW DO WE MAKE SURE THEY GET IN TOUCH
WITH STEPHANIE FOR THE PARTNERSHIPS? [ INAUDIBLE COMMENTS ]
>>OKAY, SO JEAN — AND LOOK AT JEAN’S TEAM. THIS SMALL TEAM DOES ALL OF
THIS. ENTREPRENEURS ARE SOLUTIONISTS. THAT’S HOW SHE’S ABLE TO PULL
THIS OFF, BUT STEPHANIE IS GOING TO BE ABLE TO — WILL MAKE SURE
YOU HAVE HER CONTACT INFORMATION SO THAT WE CAN BEGIN TO BUILD
PARTNERSHIPS SO THAT YOU CAN OFFER TRAINING. WE’D LOVE FOR YOU TO BE A PART
OF THIS INITIATIVE, AND AGAIN, THE ONE THING THAT WE KNOW WE
HAVE TO DO IS CREATE SAFE AND AFFORDABLE HOUSING FOR
AMERICANS. BUT WITHOUT QUESTION, WE’VE GOT
TO BE ABLE TO CREATE POSITIVE EXITS. SO THAT’S THE ONLY THING I
WANTED TO TALK TO YOU ABOUT WAS THE FACT THAT WE’RE EXCITED, SO
EXCITED ABOUT THE ENVISION CENTER INITIATIVE. OVER THE NEXT SEVERAL MONTHS,
WE’LL BE ROLLING OUT MORE ENVISION CENTERS, BUT THE FIRST
COHORT WE’LL ANNOUNCE IN THE NEXT MONTH OR SO, AND WITHOUT
QUESTION, THERE WILL BE ENVISION CENTERS IN YOUR AREA AND WE’D
LOVE FOR YOU TO EITHER EMPLOY THE PEOPLE THAT WE SERVE OR
BEGIN TO CREATE PARTNERSHIPS SO THAT YOU CAN PROVIDE SERVICES IN
OUR ENVISION CENTERS. I DON’T KNOW IF I HAVE TIME FOR
QUESTIONS, BUT I WOULD LOVE TO TAKE ANY OR — YES, SIR. [ INAUDIBLE COMMENTS ]
>>GREAT QUESTION. HOW DOES AN AREA QUALIFY TO BE
AN ENVISION CENTER? THERE IS A NOTICE IN THE FEDERAL
REGISTER THAT CAME OUT DECEMBER, ON DECEMBER 12th, STEPHANIE
KNOWS THE EXACT DATE, DECEMBER 12th, I CAME OUT, AND BASICALLY
COMMUNITIES CAN SUBMIT A COMMITMENT LETTER AND THEY CAN
PARTNER WITH — IN THE COMMITMENT, WE HAVE A TEMPLATE
COMMITMENT LETTER IF YOUR COMMUNITIES WANT TO SUBMIT ONE,
BUT BASICALLY, YOU SUBMIT THIS COMMITMENT LETTER AND THERE ARE
A COUPLE OF THINGS THAT WOULD — THAT ARE HELPFUL WHEN YOU SUBMIT
THE COMMITMENT LETTER. THAT MEANS YOU WOULD HAVE
SOMEONE FROM YOUR MUNICIPALITY, WHETHER IT’S THE MAYOR OR CITY
COUNCILOR WHO WOULD SAY THAT THEY SUPPORT THIS OPPORTUNITY
AGENDA. IF YOU HAVE SOMEONE, A PUBLIC
HOUSING AUTHORITY TO SAY THAT THEY SUPPORT IT, THOSE ARE
HELPFUL THINGS, BUT REALLY, IF YOU HAVE THE CAPACITY TO HOST A
SITE THAT WOULD ALLOW PEOPLE TO COME IN AND OFFER TRAINING. AND WHEN I CALL STEPHANIE THE
SILO BUSTER, BASICALLY SHE HAS — THERE ARE OVER 20 FEDERAL
AGENCIES WHO HAVE AGREED TO PARTNER WITH THE ENVISION CENTER
INITIATIVE, AND ACTUALLY — I THINK OUR ACTUAL NUMBER IS IN
THE 40s, BUT SOME OF THOSE ARE SUBAGENCIES, RIGHT? SO FEDERAL AGENCIES WHO HAVE
SAID THEY WANT TO COME IN AND OFFER SERVICES TO THE PEOPLE WE
SERVE HERE AT HUD. ONE THING WE KNOW, THERE’S A
FANCY, SMART, YOU KNOW, GAO REPORT THAT TALKS ABOUT HOW IT’S
IMPORTANT TO, LIKE MANY AGENCIES OFFER SELF-SUFFICIENCY SERVICES,
BUT IT’S IMPORTANT TO HAVE THESE SERVICES IN ONE AREA. THE PEOPLE THAT WE SERVE WILL
HAVE TO TAKE A DAY OFF OF WORK TO GO TO THE DEPARTMENT OF
LABOR, TO GO TO SBA, TO GO TO, YOU KNOW, HUD, TO ARRANGE THESE
SERVICES, RIGHT? BUT IF WE HAVE THEM IN ONE
LOCATION, THEN IT’S EASIER FOR THEM. SO WE HAVE FEDERAL AGENCIES THAT
WILL BE IN THE LOCATIONS, BUT WE ALSO HAVE ORGANIZATIONS LIKE YOU
THAT MAY OFFER SERVICES ON RESUME WRITING AND ACTUAL JOB
TRAINING PROGRAMS AS WELL THAT WILL PHYSICALLY BE IN THE
ENVISION CENTER. WE ARE SO EXCITED ABOUT THIS. STEPHANIE AND I ACTUALLY HAD THE
OPPORTUNITY TO PHYSICALLY WALK THROUGH THE FIRST ENVISION
CENTER A COUPLE WEEKS AGO AND IT WAS AMAZING. DIRECTLY ACROSS THE STREET FROM
ONE OF OUR LOCATIONS, THERE IS A SPACE FOR PEOPLE TO GO AND GET
THEIR GED, A SPACE FOR PEOPLE TO GET OTHER TYPES OF JOB TRAINING,
AND THIS SPACE HAD BEEN ABANDONED FOR TEN YEARS, AND
THEY JUST DID HAVE ALL THE RESOURCES TOGETHER TO BE ABLE TO
DO IT. SO BY PULLING — AND WHAT WE SAY
IS THAT WE TURN THESE ENVISION CENTERS OVER TO THE COMMUNITY. THIS IS TRULY A PUBLIC-PRIVATE
PARTNERSHIP. WE CAN’T DO IT — LIKE IF —
TRUST ME, YOU ARE THE SOLUTIONISTS AND I LOVE WORKING
FOR HUD. I LOVE BEING IN THIS SPACE, BUT
I HAVE LEARNED THAT THIS SHIP TURNS SLOW. YOU ALL —
[ LAUGHTER ] I MEAN, YOU’RE THE ONES THAT,
YOU’RE THE SOLUTIONISTS, YOU’RE THE ONES THAT UNDERSTAND HOW TO
INNOVATE AND MOVE QUICKLY AND THAT’S WHY WHEN WE BUILD IT, WE
TURN IT OVER TO THE COMMUNITY SO THE COMMUNITY CAN BUILD ITS OWN. THAT IS A VERY LONG WAY OF
SAYING TO BE AN ENVISION CENTER, THERE’S A LINK ON OUR WEBSITE,
HUD.GOV/ENVISION CENTERS AND IT GIVES YOU THE FEDERAL REGISTER
NOTICE AND ALSO GIVES YOU THIS VERY EASY LETTER, THIS TEMPLATE
THAT YOU CAN FOLLOW TO SUBMIT SO THAT YOU CAN AND YOUR COMMUNITY
CAN BE AN ENVISION CENTER.>>OKAY. GREAT, THANK YOU, AND WE, AGAIN,
DO BELIEVE THAT PARTNERING WITH ORGANIZATIONS IS THE BEST WAY TO
MAKE THIS HAPPEN. WE KNOW WE DON’T HAVE THE
ANSWERS. YOU HAVE THE ANSWERS, SO WE WANT
TO MAKE SURE THAT WE ARE PARTNERING WITH YOU.
AND STEPHANIE, RAISE YOUR HAND AGAIN. STEPHANIE WILL BE ABLE TO —
STEPHANIE WILL BE ABLE TO ANSWER ANY QUESTIONS ABOUT THE
PARTNERSHIP SPECIFICALLY AND JEAN KNOWS HOW TO CONTACT THE
ENVISION CENTER TEAM. ONCE YOU GO TO THE WEBSITE, IF
YOU DO HAVE ADDITIONAL QUESTIONS, THEN WE WILL BE HAPPY
TO ANSWER ANYTHING THAT YOU HAVE. OKAY? THANK YOU SO MUCH. [ APPLAUSE ]
>>REMEMBER, I AM ONE OF YOU. THIS IS GREAT! YOU ALL ARE SOLUTIONISTS, I’M SO
EXCITED THAT YOU’RE IN THE BUILDING! HERE WE GO.>>THANK YOU, THANK YOU SO MUCH
FOR HAVING THOSE WORDS FROM MS. JEAN AND SECRETARY CARSON
AND THE DEPUTY CHIEF OF STAFF MS. GINA. SO I SEE SOME PEOPLE STANDING AT
THE DOOR. IF YOU WANT TO COME ON IN,
THERE’S SOME SEATS OVER HERE ALL THE WAY TO MY RIGHT, YOU WANT TO
COME ON IN AND GRAB A SEAT, NOW IS A GREAT TIME. WONDERFUL, WONDERFUL. I HOPE EVERYBODY IS ENJOYING OUR
CONVERSATIONS AND OUR SPEAKERS SO FAR, AND WE JUST WANT TO LET
YOU KNOW THAT I’M GLAD TO SEE THIS ROOM IS FILLING UP. AS YOU CAN SEE FROM OUR MAP HERE
BEHIND US, THIS IS THE HUBZONE MAP AND YOU CAN SEE HUBZONES ARE
STEADILY GROWING ACROSS THE UNITED STATES, SO THANK YOU ALL
FOR, YOU KNOW, ALL OF YOUR HARD WORK AND FOR ALWAYS TRYING TO
HELP THE GOVERNMENT TO ACCOMPLISH THEIR MISSION AND
FOR — WE’RE HERE TO TRY TO HELP YOU ALL GROW. OUR NEXT SPEAKER IS GOING TO BE
MR. KEITH SERBER. HE IS HUD’S CHIEF PROCUREMENT
OFFICER. PRIOR TO JULY 2016, HE ACTED AS
THE CHIEF PROCUREMENT OFFICERS SINCE MARCH OF 2014 AND PRIOR TO
THAT, HE WAS THE DEPUTY CHIEF PROCUREMENT OFFICERS TO WHICH HE
WAS APPOINTED IN JUNE OF 2010. HE HAS OVER 35 YEARS OF
ACQUISITION EXPERIENCE IN DENVER AND DIRECTOR OF THE REGIONAL
CONTRACTING DIVISION FOR HUD’S FORT WORTH REGIONAL OFFICE. HE WAS AN OFFICER IN THE UNITED
STATES AIR FORCE FROM 1979 TO 1992 SERVING IN VARIOUS
CONTRACTING AND LEADERSHIP POSITIONS. HE HAS A BACHELOR’S DEGREE IN
BUSINESS ADMINISTRATION FROM OREGON STATE UNIVERSITY AND
RECEIVED HIS MBA FROM TROY UNIVERSITY. PLEASE WELCOME MR. KEITH SERBER,
HUD’S CHIEF PROCUREMENT OFFICER. [ APPLAUSE ]
>>THANK YOU, NICOLE, FOR THAT INTRODUCTION. THE LONGER I WORK, THE LONGER
THAT BIO GETS, SO I THINK IT’S PROBABLY TIME TO RETIRE PRETTY
SOON. I’VE BEEN TELLING EVERYBODY THAT
I KNOW THAT I’M PLANNING ON RETIRING THE END OF THIS SUMMER
OR INTO FALL, BUT EVERYBODY KEEPS TRYING TO TALK ME OUT OF
IT. SO WE’LL HAVE TO SEE HOW THAT
WORKS. THIS MAY BE MY LAST ONE, IT MAY
NOT, SO WE’LL SEE. BUT I DO WANT TO THANK EVERYBODY
FOR COMING. WE WERE A LITTLE BIT NERVOUS AT
THE BEGINNING WITH A LOT OF EMPTY SEATS, BUT, YOU KNOW, PART
OF THAT WAS REGISTRATION WAS OPEN UNTIL 10:30, SO SOME OF YOU
MAY HAVE WAITED UNTIL JUST BEFORE THAT TO SHOW UP. BUT WHEN THEY SAID WE HAD 250
PEOPLE REGISTERED, I THOUGHT, WOW, THAT’S REALLY GREAT. THAT’S REALLY A TESTAMENT TO
WHAT OUR ASBU IS DOING IN TERMS OF TRAINING EVENTS AND OUTREACH
EVENTS, GETTING PEOPLE TO COME IN. IT ALSO HELPS US DO BETTER AT
REACHING OUR GOALS. ONE THING I WANTED TO TALK ABOUT
IS SPECIFICALLY THE HUBZONE PROGRAM ITSELF VERSUS OUR OTHER
PROGRAMS. AS MENTIONED BEFORE, HUD HAS
GENERALLY DONE A VERY GOOD JOB OF MEETING AND FAR EXCEEDING OUR
SMALL BUSINESS GOALS, ACTUALLY, AND IN MANY OF THE OTHER
SOCIOECONOMIC CATEGORIES, SMALL DISADVANTAGED BUSINESS, WE’VE
ALWAYS DONE REAL WALE IN WOMEN-OWNED BUSINESS AND THE
AREAS WE’VE BEEN CHALLENGED IS REACHING THE SERVICE DISABLED
VET SMALL BUSINESSES AND THE HUBZONE. IN THE LAST FEW YEARS, WE’VE
REALLY REDOUBLE OUR EFFORTS TO TRY TO MEET THOSE GOALS. IN PARTICULAR, I LOOK AT THE
HUBZONE GOAL AS NOT JUST A SOCIOECONOMIC PROGRAM. IF CREW THINK OF THE OTHER —
YOU THINK OF THE OTHER PROGRAMS, THOSE ARE ABOUT
ENTREPRENEURSHIP. THEY’RE ABOUT IF YOU — IF THE
OWNERSHIP FALLS INTO A CERTAIN CATEGORY, YOU GET CATEGORIZED AS
THAT GROUP. BUT THERE’S NO REAL RESTRICTIONS
ON WHO YOU HIRE. YOU KNOW, THINGS LIKE THAT, AND
WHERE YOU HAVE TO LIVE. WHERE YOU HAVE TO HAVE YOUR
BUSINESS. THE HUBZONE PROGRAM IS REALLY
ABOUT — IS REALLY ABOUT EMPOWERMENT AND EMPLOYMENT, SO
AS A HUBZONE, YOU HAVE TO HAVE YOUR BUSINESS IN THAT HUBZONE
AREA, IN THAT HISTORICALLY UNDERUTILIZED BUSINESS DISTRICT,
AND A LARGE PERCENTAGE OF YOUR EMPLOYEES ACTUALLY HAVE TO LIVE
IN THAT AREA, AND SO I LOOK AT THE HUBZONE PROGRAM AS REALLY
PART OF BUILDING AMERICA BACK UP AND ESPECIALLY SOME OF THESE
AREAS, AS YOU CAN SEE ON THE MAP THERE’S A LOT OF THEM THAT
HISTORICALLY HAVE BEEN UNDERUTILIZED, AND SO I THINK
THE HUBZONE PROGRAM FOR ME IS REALLY ONE OF THE ONES THAT WE
NEED TO DO A LOT MORE FOCUS ON. AND AS YOU’VE HEARD, WE ALMOST
REACHED OUR GOAL THIS PAST YEAR, NOT QUITE. PART OF THAT IS DUE TO A LOT OF
EFFORTS ON OUR PART, OTHER PARTS OF IT ARE SIMPLY — I DON’T WANT
TO SAY THE LUCK, BUT WHERE HUBZONES WERE ABLE TO COMPETE
AGAINST OTHER SMALL BUSINESSES AND WIN THE CONTRACT. IT WAS — THEY WEREN’T HUBZONE
HE SAID-ASIDES NECESSARILY — SET-ASIDES NECESSARILY, THEY
JUST SIMPLY WON AND THAT’S A REAL SUCCESS STORY. A LOT OF OUR PROGRAMS, THEY HAVE
SET-ASIDES WHERE THEY SET ASSIGN FOR ONLY THOSE GROUPS OR EVEN
THE 8-A PROGRAM WHERE YOU’RE NOT EVEN COMPETING, YOU GET A SOLE
SOURCE CONTRACT, BUT WHEN OUR VENDORS START WINNING CONTRACTS
IN COMPETITION, I’M A FIRM BELIEVER THAT COMPETITION FOR
THE GOVERNMENT BRINGS DOWN PRICES, BUT I THINK IT ALSO
BRINGS IN SOLUTIONS. IT’S NOT ALWAYS GOING TO THE
SAME PERSON ALL THE TIME. SO I’M REALLY THRILLED THAT OUR
HUBZONE PROGRAM IS BEGINNING TO REALLY RAMP UP AND BE SUCCESSFUL
IN LARGE PART DUE TO A LOT OF THE EFFORTS THAT WE’RE DOING,
BUT ALSO WITH THE ASBU JUST GETTING THE WORD OUT AND DOING
THE MARKETING AND RESEARCH AND THINGS LIKE THAT. ALSO GETTING OUR PROGRAM OFFICE
CUSTOMERS. SOMETIMES IT CAN BE HARD TO
CONVINCE THEM THAT A SMALL BUSINESS CAN DO THEIR WORK, AND
THAT A SERVICE-DISABLED VET OR HUBZONE CONTRACTOR CAN DO THEIR
WORK, AND WE REALLY HAVE TO DO THE MARKET RESEARCH AND HELP
THEM TO UNDERSTAND THAT OPPORTUNITY. AND SO THE EFFORTS THAT WE’VE
TAKEN TO REALLY IMPROVE ON THAT OUTREACH AND, YOU KNOW, THAT
WE’RE REALLY FOCUSING ON OUR MARKET RESEARCH. ONE OF THE THINGS I DID,
ESPECIALLY FOR OUR I.T. PROCUREMENTS A COUPLE YEARS AGO,
WAS MANDATE THAT MY STAFF WILL LOOK AT HUBZONE FIRST BEFORE WE
LOOK AT ANY OTHER SOCIOECONOMIC CATEGORIES FOR OUR I.T. PROCUREMENTS. [ APPLAUSE ]
AND I THINK THAT’S BEEN SUCCESSFUL FOR US IN SOME
RESPECTS, SO — BUT AT THE SAME TIME, WE’RE NOT LOOKING AT
WHETHER IT’S HUBZONE OR ANY OTHER GROUP, AT ANY COST. SO WHILE WE LOOK AT THOSE AS OUR
FIRST OPPORTUNITIES, WE’RE NOT SAYING, WELL, WE’RE NOT GOING
TO — WE’RE GOING TO AWARD TO IT A HUBZONE CONTRACTOR AT ANY COST
WHETHER THEY HAVE ANY EXPERIENCE DOING IT, WHETHER THEIR PRICES
ARE TOO HIGH OR NOT, SO IT’S A VERY ROBUST PROCESS FOR US. AND IT’S IMPORTANT THAT WE DO
THAT STRONG MARKET RESEARCH TO FIND VENDORS THAT FIT INTO THE
HUD ENVIRONMENT. ONE OF THE THINGS I WANT TO
LEAVE WITH YOU ALL IS THAT THE WAY FOR YOU TO GET INTO THE HUD
ENVIRONMENT AND TO COMPETE FOR HUD CONTRACTS, IF YOU’RE A NEW
HUBZONE, CHANCES ARE YOU’RE NOT GOING TO GET A CONTRACT RIGHT
OFF THE BAT WITH ANY FEDERAL AGENCY BECAUSE YOU DON’T HAVE
ANY EXPERIENCE IN FEDERAL CONTRACTING AS A HUBZONE
CONTRACTOR. THE THINGS I WOULD ENCOURAGE YOU
TO DO, ESPECIALLY IF YOU’RE A NEWER VENDOR, IS LOOK AT THINGS
LIKE TODAY, ATTENDING THESE EVENTS, TRAINING, BUT ALSO
NETWORKING, FINDING OTHER VENDORS THAT YOU CAN WORK WITH
TO GAIN YOUR EXPERIENCE. OUR LARGE BUSINESS CONTRACTORS
HAVE SOCIOECONOMIC GOALS AS WELL THAT THEY’RE SUPPOSED TO BE
REACHING AND THAT’S ONE OF THE THINGS THAT I’VE BEEN HARPING ON
VERY HEAVILY WITH MY STAFF AND THE ASBDU, THAT OUR LARGE
BUSINESS CONTRACTORS HAVE TO HAVE SOME REALISTIC
SOCIOECONOMIC GOALS, SUBCONTRACTING GOALS, AND THEY
HAVE TO MAKE THEM. AND SO FINDING — IF YOU FEEL
YOU HAVE A NICHE SOMEWHERE, FIND A LARGE BUSINESS CONTRACTOR THAT
IS GETTING A CONTRACTOR, THAT’S SEARCHING FOR A CONTRACT OR EVEN
HAS A CONTRACT ALREADY, AND SEE IF YOU CAN SUBCONTRACT WITH THEM
AND GAIN SOME OF THAT EXPERIENCE. ONE OF THE THINGS WE LOOK AT IS
NOT SO MUCH EXPERIENCE, BUT WHAT WE CALL PAST PERFORMANCE. PAST PERFORMANCE ENCOMPASSES NOT
JUST EXPERIENCE, BUT THE QUALITY OF THAT EXPERIENCE. HOW WELL DID YOU DO THE JOB IN
THE PAST. SO PARTNER WITH SOMEBODY, EITHER
ANOTHER HUBZONE, ANOTHER SMALL BUSINESS OR A LARGE BUSINESS,
GAIN SOME OF THAT EXPERIENCE, AND MAKE SURE YOU DO IT WELL. AND THAT’S WHAT AGENCIES WILL
LOOK AT, THAT’S WHAT WE’RE LOOKING FOR WHEN WE’RE SEARCHING
OUT HUBZONE AND SERVICE-DISABLED VETS AND ANY OTHER BUSINESSES
FOR THAT MATTER THAT, YOU KNOW THAT, WE WANT TO DO BUSINESS
WITH HUD. LIKE I SAID, IT’S NOT HUBZONE AT
ANY COST. WE’VE GOT TO MAKE SURE — WE
STILL HAVE A MISSION TO SUPPORT, SO WE’VE GOT TO MAKE SURE WE’RE
GETTING GOOD VENDORS TO SUPPORT THE MISSION. SO LIKE I SAID, WHEN YOU’RE
LOOKING FOR OPPORTUNITIES, THOUGH, DO YOUR MARKET RESEARCH. LOOK AT THE AGENCIES, ALL THE
AGENCIES ARE SUPPOSED TO HAVE A BUSINESS OPPORTUNITIES WEB PAGE. OSBDU DOES A VERY GOOD JOB OF
MAINTAINING OURS, KEEPING IT UP TO DATE. LOOK ON THOSE OPPORTUNITIES
PAGES FOR PROCUREMENT — PLAN PROCUREMENTS THAT MAY FIT THE
AREA YOU’RE LOOKING FOR, AND THERE ARE POINTS OF CONTACT ON
THOSE PAGES. TALK TO THOSE FOLKS. I HAVE HAD SOME ISSUES WHERE
PEOPLE VENDORS HAVE CONTACTED US AND SAID I’M TRYING TO REACH
OUT, BUT THEY’RE NOT RESPONDING TO ME. SOME OF OUR PROGRAM OFFICES ARE
A LITTLE BIT LEERY, THEY DON’T KNOW FOR SURE WHAT THEY CAN TALK
TO YOU ABOUT AND THEY WANT TO MAKE SURE THEY DON’T CROSS THE
LINE. SO, YOU KNOW, WE NEED TO EDUCATE
THEM A LITTLE BIT MORE, TOO, BUT IF YOU DO HAVE PROBLEMS GETTING
SOMEBODY TO REACH OUT TO YOU, CONTACT US OR CONTACT THE OSBDU,
AND WE CAN HELP FACILITATE THAT. THEY’RE NOT GOING TO TELL YOU —
GIVE YOU COPIES OF THE WORK STATEMENT OR THE IGCE, THE
GOVERNMENT COST ESTIMATES, BUT THEY CAN TALK TO YOU ABOUT
GENERALLY WHAT THE REQUIREMENTS ARE AND THEY CAN TAKE YOUR
CAPABILITY STATEMENT AND MAKE SURE YOU EMPHASIZE SOME OF YOUR
BACKGROUND IN THOSE STATEMENTS, YOU KNOW, AND TAILOR THEM TO
THOSE OPPORTUNITIES. IF ALL YOU’RE DOING IS GIVING
OUT A GENERAL, HERE’S EVERYTHING I’VE DONE IN THE LAST TEN YEARS
AND IT’S VERY GENERAL, PEOPLE ARE GOING TO GO, WELL, THAT’S
GREAT, AND TOSS IT ASIDE. SO TAILOR THAT STATEMENT TO WHAT
YOU’RE LOOKING TO, LET THEM KNOW THAT THAT IS IMPORTANT TO YOU,
NOT JUST ANYTHING. WE HAVE VENDORS WHO SAY I CAN DO
EVERYTHING AND THEY GET NOTHING. SO TAILOR IT TO THE
OPPORTUNITIES YOU’RE LOOKING FOR, AND THE MAIN THING IS DO
YOUR NETWORKING AS MUCH AS YOU CAN. LIKE I SAY, WITH THE LARGE
BUSINESSES THAT ARE HERE, WITH THE OTHER AGENCIES. I’M TRYING TO REMEMBER, I THINK
THIS IS THE FIRST ONE WE’VE DONE WITH OTHER AGENCIES
PARTICIPATING, TOO. COULD BE WRONG ABOUT THAT, BUT
AS FAR AS I REMEMBER ANYWAY. SO THAT’S A GREAT OPPORTUNITY
FOR THEM AND YOU AS WELL. THE LAST THING I WANT TO
EMPHASIZE, YOU KNOW, THERE CAN BE TENDENCIES SOMETIMES TO, LIKE
I SAY, CROSS THE LINE AND EVERY WEEK, I SEE AN ARTICLE ABOUT
EITHER A BUSINESS OR A GOVERNMENT PERSON WHO HAS
CROSSED THE LINE AND THEY’VE DONE THINGS THEY SHOULDN’T HAVE
DONE AND THEY GET AWAY WITH IT FOR A LITTLE WHILE, BUT IT
CATCHES UP TO THEM. THE FEDERAL CONTRACTING ARENA
HAS A LOT OF RULES AND REGULATIONS. IF YOU’VE HAD ANY CONTRACTS, YOU
KNOW IT. JUST TRY READING THE FAR, THE
FEDERAL ACQUISITION REGULATION. IF YOU HAVE INSOMNIA, THAT WILL
WORK FOR YOU AND YOU’LL SLEEP FOR A YEAR BECAUSE THAT’S HOW
LONG IT WILL TAKE YOU TO READ IT ALL, BUT THERE ARE A LOT OF
RULES AND REGULATIONS. MAKE SURE YOU’RE IN COMPLIANCE
WITH THEM. LAST YEAR I HAD TOO MANY
CONVERSATIONS WITH OUR OFFICE OF INSPECTOR GENERAL ABOUT
POTENTIAL VIOLATIONS, BY BOTH CONTRACTORS AND STAFF, AND THOSE
AREN’T GOOD CONVERSATIONS TO HAVE. SO, YOU KNOW, I JUST WANT TO
LEAVE YOU WITH THAT. MAKE SURE — IT’S NOT GETTING
THAT DOLLAR AT ANY COST. JUST LIKE WE DON’T WANT TO
TWAERD A CONTRACT AT ANY COST. YOU SHOULDN’T SEARCH TO TRY TO
OBTAIN THAT BUSINESS AT ANY COST. MAKE SURE YOU’RE IN — DON’T
IMPUGN YOUR INTEGRITY AND YOUR ETHICS, WHICH ACTUALLY THERE’S A
FAR CLAUSE FOR THAT, THAT YOU HAVE TO HAVE AN ETHICS PROGRAM
IN PLACE, SO IT’S REALLY, REALLY IMPORTANT IF YOU WANT TO BE
SUCCESSFUL FOR A LONG TIME. AND THAT’S KIND OF A DOWN POINT. MAYBE I SHOULD HAVE DONE THAT IN
THE MIDDLE SOMEWHERE RATHER THAN — BUT I DON’T WANT TO TALK
TOO LONG. I’M NOT SURE IF MY STAFF HAVE AN
OVER-UNDER ON ME, WHETHER I’LL BE ABLE TO KEEP IT TO TEN
MINUTES OR NOT. I DON’T KNOW IF I DID, BUT I’LL
LEAVE YOU WITH THAT BECAUSE I KNOW WE HAVE A GOOD PANEL UP
HERE AND THERE WILL BE A VERY ROBUST DISCUSSION ON THAT. THANK YOU SO MUCH AGAIN FOR
ATTENDING. WE’RE REALLY LOOKING FORWARD TO
GREAT THINGS AND BIG RESULTS OUT OF THIS. I’M HOPING TO SEE SOME OF YOU
WITH SOME CONTRACTS IN THE NEAR FUTURE. THANKS. [ APPLAUSE ]
>>THANK YOU, AGAIN, MR. SERBER
FOR THOSE WORDS OF ENCOURAGEMENT. NOW WE’RE GOING TO PREPARE TO
RECEIVE OUR HUBZONE PROGRAM PANEL. I’M GOING TO CALL YOUR NAMES AND
AS I DO, IF YOU ALL WOULD COME UP TO THE STAGE AND TAKE YOUR
CEASES. — SEATS. IT’S GOING TO BE MODERATED BY
MS. MICHELLE BURNETT FROM THE
HUBZONE COUNCIL AND WE’LL HAVE MS. MARIANA PARDO, MS. HOLLY
SCHICK, MR. JIMMY SCOTT, I DON’T
KNOW IF I’M PRONOUNCING YOUR NAME RIGHT. DELI, DE ROSSA WHO IS THE
PRESIDENT OF BEALER SOLUTIONS, SO THEY’RE GOING TO GO THROUGH
SOME QUESTIONS THAT HAVE ALREADY BEEN SENT IN AND ONCE THEY GO
THROUGH THOSE QUESTIONS, WE’LL HAVE TIME AT THE PHONED
QUESTIONS YOU MAY HAVE FROM — AT THE END FOR QUESTIONS YOU MAY
HAVE FROM THE AUDIENCE. EACH PERSON IS GOING TO GIVE A
BRIEF INTRODUCTION OF THEMSELVES AND AFTER THAT, THEY’LL START
WITH THE QUESTIONS. I’LL TURN IT OVER NOW TO
MICHELLE.>>HI, I’M MICHELLE BURNETT. I RECENTLY TOOK OVER THE
MANAGEMENT OF THE HUBZONE CONTRACTORS NATIONAL COUNCIL AND
IT’S REALLY HUMBLING TO BE UP HERE WITH THESE INDIVIDUALS. MY FIRST JOB WAS WORKING UNDER
MARIANA, SO I’M SUPER EXCITED. SHE’S KIND OF A ROCK STAR IF YOU
GUYS HAVEN’T GOT TO MEET HER. I LOOK FORWARD TO BEING ABLE TO
REALLY REPRESENT YOU GUYS HERE. [ INAUDIBLE COMMENTS ]
>>OH, IT’S A TOUCH SCREEN BUTTON. OKAY. GOOD MORNING. THANK YOU SO MUCH POINT VESTING
THE TIME HERE TODAY. MY NAME IS MARIANA PARDO, I’M
THE DIRECTOR OF THE HUBZONE PROGRAM. I’M VERY PROUD OF THIS PROGRAM
AND THE WORK THEY ARE DOING AND PARTICULAR THIS AGENCY. THANK YOU SO SO MUCH FOR WHAT
YOU’RE DOING, JEAN, FOR YOUR AGENCY. AND OF COURSE THE PROCUREMENT
CHIEF — WHAT IS THE TITLE? PROCUREMENT — CHIEF PROCUREMENT
OFFICER. HE HAS DONE A TREMENDOUS JOB. I WAS HERE LAST YEAR AND HE WAS
IN THE AUDIENCE, AND VERY FEW TIMES, I GO TO A LOT OF EVENTS
LIKE THIS AND VERY FEW TIMES I SEE THE LEVEL OF LEADERSHIP THAT
HUD PROVIDES. SO THAT DEMONSTRATES TO YOU THE
IMPORTANCE THAT THIS PROGRAM HAS FOR THE AGENCY. SO THANK YOU SO MUCH FOR
INVESTING THE TIME. I’M SURE YOU’RE GOING TO FIND IT
VERY PRODUCTIVE TODAY. THANK YOU.>>I’M NOT DOING SO WELL WITH
THIS EITHER. GOOD MORNING, EVERYONE. I’M HOLLY SCHICK. I’M THE DIRECTOR OF THE PROTEGE
PROGRAM AT THE SMALL BUSINESS ADMINISTRATION. IT IS SUCH A PLEASURE TO BE HERE
AND I’D LIKE TO THANK JEAN AND HER STAFF FOR ALL THE GOOD WORK
THAT THEY DO, FOR THE INVITATION AND THE OPPORTUNITY TO COME AND
GIVE YOU JUST A BRIEF BIT ABOUT THE ALL SMALL PROGRAM THAT WE
HAVE. I’M NOT SURE — DO YOU WANT ME
TO DO SOME INTRODUCTORY REMARKS AND COME BACK? BECAUSE I HAVE A LITTLE POWER
POINT AND I DON’T WANT TO TAKE TOO MUCH TIME.>>WHAT DO YOU GUYS WANT? YES? THE PROTEGE IS PRETTY AWESOME IF
YOU DON’T KNOW ABOUT IT. YOU WANT TO START OFF WITH THAT? AFTER WE DO THAT.>>OKAY. SO YOU WANT ME TO —
[ INAUDIBLE COMMENTS ]>>GOT IT, ALL RIGHT.>>YES, I’M JIMMY SCOTT, THE
DEPUTY CHIEF PROCUREMENT OFFICER HERE AT HUD. IT IS GOOD TO SEE ALL OF YOU
HERE. I SEE A LOT OF FAMILIAR FACES AS
WELL AS NEW FACES, BUT I ALSO NOTE THAT THE AUDIENCE IS
GROWING. I’VE BEEN AT HUD FOR ALMOST
EIGHT YEARS NOW. I STARTED AS A DIVISION DIRECTOR
AND I WAS ALL OF THE ACPOs FOR BOTH FIELD AND HEADQUARTERS AND
NOW I’M THE DEPUTY. I’VE REALLY WATCHED THE PROGRAM
GROW. AS YOU HEARD, WE HAVE A CONSTANT
PROGRESSIVE INCREASE IN OUR HUD SMALL BUSINESS UTILIZATION, SO
IT’S REALLY AWESOME TO SEE YOU ALL TODAY AND I’M LOOKING
FORWARD TO A GREAT PANEL.>>HI, I AM PRESIDENT OF BEELER
SOLUTIONS, A SOFTWARE FIRM. THANK YOU FOR PUTTING TOGETHER
THE CONFERENCE. I DO JUST ABOUT ANYTHING
MICHELLE AND MARIANA TELL ME TO DO, SO I GOT DRESSED UP FOR THE
PANEL TODAY. WE’RE A SOFTWARE ENGINEERING IF
YOU REMEMBER AND REALLY, WE EXIST, WHEN YOU THINK ABOUT
TECHNOLOGY TODAY THAT YOU CAN HIT A BUTTON AND A CAR WILL SHOW
UP IN A COUPLE OF MINUTES. I ORDER SOMETHING ON AMAZON AND
WITHIN AN HOUR, IT CAN BE AT MY HOUSE AND THAT HAPPENS BECAUSE
THERE’S A LOT OF TECHNOLOGY BEHIND THE SCENES, THEY CAN
PREDICT WHAT I NEED BEFORE I NEED IT. WHEN WE LOOKED AT ALL THE
TECHNOLOGY THAT WAS HAPPENING IN THE COMMERCIAL SPACE, WE LOOKED
AT CIVIC TECHNOLOGY AND WHAT WAS HAPPENING IN GOVERNMENT SERVICES
FROM FEDERAL LEVEL, STATE LEVEL, AND LOCAL LEVEL, AND REALIZED
THAT’S NOT THE SAME TECHNOLOGY THAT LIVES IN BOTH OF THOSE
WORDS. WE EXIST TO FIT IN THAT GAP AND
PROVIDE TECHNOLOGY THAT WE SAY POWERS THINGS THAT MATTER AND WE
WANT TO BUILD WHAT’S CALLED SOFTWARE WITH A SOUL. ONE OF OUR INVENTIONS HERE, YOU
SEE THE HUBZONE MAP, WE’RE THE FIRM THAT BUILT THE MODERNIZED
HUBZONE MAP, SO WE HAVE A LOT OF INTEREST IN SOLVING SOFTWARE
CHALLENGES. THANK YOU.>>ALL RIGHT. WE’RE GOING TO BRING UP MENTOR
PROTEGE BECAUSE A LOT OF QUESTIONS THAT INDIVIDUALS
BROUGHT IN IS WHAT IS — HOW DO YOU MAKE YOURSELF SUCCESSFUL
WHEN YOU’RE SMALL, AND THIS IS A VERY GOOD WAY TO DO IT. SO I’M GOING TO HAND THAT OVER.>>ALL RIGHT. I’M BACK ON. THE POWER POINT IS PROJECTING
THAT WAY, THAT DIRECTION TOO? OKAY. [ INAUDIBLE COMMENTS ]
>>OKAY, SO LET ME SEE HERE. OH, ALL RIGHT, THAT’S NICE. I CAN REALLY DRIVE THIS. THE POWER POINT PRESENTATION
HAS — [ INAUDIBLE COMMENTS ]
>>OH, OKAY. BECAUSE I CAN’T SEE WHAT YOU CAN
SEE. THE POWER POINT WILL BE
AVAILABLE TO YOU AFTER THE CONFERENCE. I’M NOT GOING TO GO INTO DETAIL
ON EVERYTHING, BUT I WANT TO COVER SOME OF THE HIGHLIGHTS
THAT BRINGS TO YOUR ATTENTION THE FACT THAT IT IS ONE OF THE
NEWEST TOOLS IN THE FEDERAL ACQUISITION MARKETPLACE, AND ONE
THAT I THINK VERY SPECIFICALLY HUBZONE FIRMS CAN TAKE ADVANTAGE
OF IN TERMS OF BUILDING THEIR PORTFOLIO IN THE FEDERAL
ACQUISITION MARKETPLACE. THE FIRST SLIDE JUST REALLY
QUICKLY TALKS ABOUT THE HISTORY. I’M NOT GOING TO GO INTO DETAIL
ABOUT THAT, BUT JUST TO LET YOU KNOW, IT’S RELATIVELY NEW. WE KICKED OFF THE PROGRAM
OCTOBER 1 OF 2016, SO WE’VE BEEN IN EXISTENCE ABOUT 18 MONTHS. WE HAVE BEEN INCREDIBLY
SUCCESSFUL. WE HAVE RIGHT NOW 530 MENTOR
PROTEGE TEAMS IN OUR PORTFOLIO, GROWING AT ABOUT TWO A DAY,
WHICH IS PRETTY EXCITING FOR US. AND SO WE DIDN’T DO A LOT OF
MARKETING WHEN WE STARTED. WE DID KIND OF A SOFT LAUNCH TO
LET IT GROW ORGANICALLY. REALLY GLAD WE DO THAT. AND I THINK THE THING THAT’S
IMPORTANT TO NOTE IS THAT WE WERE A BIT MODELED AFTER THE
SUCCESSFUL 8-A PROGRAM WHICH I’M SURE MANY OF YOU ARE AWARE OF. 8-A HAS A MENTOR-PROTEGE
COMPONENT AS WELL, WHICH WAS VERY SUCCESSFUL WITHIN THE
CONFINES OF THE 8-A PROGRAM, AND CONGRESS THOUGHT AND OTHER
ADVOCACY GROUPS THOUGHT THAT WHILE THIS KIND OF
MENTOR-PROTEGE TEAMING APPROACH WOULD REALLY SERVE THE OTHER —
THE REST OF THE MARKETPLACE VERY, VERY WELL. SO THEY THOUGHT ABOUT CREATING A
BUNCH OF DIFFERENT SEPARATE MENTOR-PROTEGE PROGRAMS FOR LIKE
WOMEN-OWNED BUSINESS OR SERVICE DISABLED VETERAN HUBZONES,
WHATEVER, AND THE COMMENTS CAME BACK, THANKFULLY, “YOU GOT TO BE
KIDDING ME,” CREATING ALL THE DIFFERENT PROGRAMS. SO JUST CREATE ONE.
AND IN CREATING JUST ONE, YOU WILL BUILD THE ECONOMY AND THE
EFFICIENCY AND OPEN THE DOOR FOR ALL OF THEM. SO THAT’S WHAT WE DID, AND SO
THE ALL SMALL, THAT IS OUR HALLMARK, IS THAT WE COVER ALL
OF THE AREAS OF WHAT TYPICALLY IS KNOWN AS THE SET-ASIDE
PROGRAM CATEGORY, SMALL BUSINESS, WOMEN-OWNED BUSINESS,
SERVICE-DISABLED VETERAN, HUBZONE. WE EVEN DO MANY 8-A FIRMS IN OUR
PORTFOLIO. SO I WANTED TO TELL YOU A LITTLE
BIT ABOUT THAT HISTORY. THE CONCEPT OF THE
MENTOR-PROTEGE PROGRAMS IN GENERAL IS TO TAKE A SUCCESSFUL,
GROWING, BLOOMING SMALL BUSINESS, PARTNER THEM WITH A
MENTOR THAT HAS SOME TRACTION AND YOU HEARD MENTIONED EARLIER
PAST PERFORMANCE, THAT HAS SOME KNOWLEDGE OF THE FEDERAL
MARKETPLACE, AND PARTNER UP WITH THAT MENTOR TO GET WHAT IS
CALLED IN GENERAL MANAGEMENT AND TECHNICAL ASSISTANCE. AND THERE ARE — LET ME SEE
HERE. I CAN’T READ MY OWN SLIDES HERE,
BUT THOSE ARE THE SIX AREAS THAT WE ALLOW THE MENTOR-PROTEGE
TEAMS TO SELECT IN TERMS OF HOW THE MENTORS ARE GOING TO HELP
THOSE PROTEGES. AND THEY DO THAT BY MAKING
APPLICATION TO US ON A PLATFORM CALLED CERTIFY.SBA.GOV.
AND THAT IS A PLATFORM FOR ALL OF THE GOVERNMENT CONTRACTING
PROGRAMS WITHIN THE SMALL BUSINESS ADMINISTRATION. THAT’S MARIANA AND I AND THE 8-A
PROGRAM AND OTHERS ARE MOVING TOWARD. WE’RE NOT ALL THERE YET, BUT
WE’RE MOVING THERE. BUT OUR APPLICATION IS ON THAT
PLATFORM, AND AGAIN, IT’S CERTIFY.SBA.GOV. IN THAT APPLICATION, AS A
COMPANY, YOU WILL IDENTIFY — HOPEFULLY WILL HAVE ALREADY
IDENTIFIED YOUR MENTOR, AND AGREED TO WHAT AREAS OF
ASSISTANCE IS GOING TO BE PROVIDED. AND THAT CAN BE ANYWHERE FROM
JUST MENTORING AND COACHING ON BUSINESS SYSTEMS, IT CAN BE ON
MARKETING AND OUTREACH, IT CAN BE WHAT WE CALL BUSINESS
DEVELOPMENT, FINDING THOSE ACQUISITION TARGETS THAT YOU
WANT TO GO AFTER, AND THEN LOOKING AT WHAT CAPABILITIES DO
YOU NEED TO DEVELOP WITHIN YOUR COMPANY TO BE SUCCESSFUL. OUR PROGRAM IS A LITTLE
DIFFERENT THAN SOME OF THE OTHER MENTOR-PROTEGE PROGRAMS IN THE
FEDERAL MARKETPLACE, AND I THINK IT’S IMPORTANT THAT YOU
UNDERSTAND THAT DISTINCTION. THERE ARE FIVE OTHER
MENTOR-PROTEGE PROGRAMS IN DIFFERENT AGENCIES THROUGHOUT
THE FEDERAL GOVERNMENT. THOSE PROGRAMS PARTICULARLY
DESIGNED FOR PRIME CONTRACTORS, USUALLY THE LARGE BUSINESSES,
AND THEY’RE DESIGNED TO DEVELOP THE SUBCONTRACTING RELATIONSHIPS
AND BASICALLY HELP WITH THE SUPPLY CHAIN. OUR PROGRAM WAS DESIGNED TO BE
PROTEGE OR SMALL BUSINESS DRIVEN, SO WE LOOK AT THE
PROTEGE AS THE NUMBER ONE TARGET FOR OUR PROGRAM. THE MENTOR COMES IN AS THE
ADJUNCT AND THEY FORM THIS MENTOR-PROTEGE AGREEMENT OR
PAIR. LET’S SEE. LET ME GO BACK HERE. TAKE A LOOK AT THIS SLIDE. IT JUST BASICALLY COVERS KIND OF
THE LEVELS OF ADVANTAGE THAT OUR PROGRAM WOULD PROVIDE. FIRST OF ALL, YOU CAN ENTER INTO
A MENTOR-PROTEGE AGREEMENT AND BASICALLY JUST THE PROTEGE
DEVELOP THOSE INTERNAL BUSINESS CAPABILITIES AND GROW AND MAY
NOT TURN AROUND AND BID ON THAT — WHAT’S IN ANY PARTICULAR
ACQUISITION FORMAT. THEY’RE JUST GROWING THEIR
COMPANY AND MAYBE THEY’RE LOOKING TO THE FUTURE, TWO OR
THREE YEARS DOWN THE ROAD, WE WANT TO BID ON SOMETHING. SO WE CONSIDER THAT A SUCCESS AS
WELL. THE NEXT LEVEL FOR THE ADVANTAGE
OF THE PROGRAM IS ACTUALLY IF THE PROTEGE BECOMES A
SUBCONTRACTOR TO THE MENTOR, AND THAT IS SOMETHING, AGAIN, THAT
TAKES IT A LITTLE BIT MORE INTO THE MORE SOPHISTICATED ARENA
AND, AGAIN, STARTS TO GIVE THEM A LITTLE MORE EXPERIENCE IN
TERMS OF THE SUBJECT MATTER AND CONTRACTING. THE THIRD AREA, WHICH IS REALLY
ONE OF THE HALLMARKS OF OUR PROGRAM, IS THE CAPABILITY OF
THAT MENTOR AND PROTEGE TO TAKE IT A NEXT STEP TO A JOINT
VENTURE, AND THAT JOINT VENTURE IS THE LEGAL ENTITY WHEREBY THEY
BID ON SMALL BUSINESS SET-ASIDE CONTRACTS, HUBZONE CONTRACTS OR
WHATEVER. THE PROTEGE IN THAT JOINT
VENTURE CARRIES WITH IT THE CERTIFICATION THAT IT HAS
ALREADY ACQUIRED, SO IF IT IS A HUBZONE CERTIFIED FIRM, IT COMES
INTO A JOINT VENTURE. THAT JOIN VENTURE CARRIES
WITH — JOINT VENTURE CARRIES WITH IT THAT CERTIFICATION. THEREFORE, THE JOINT VENTURE CAN
BID ON A HUBZONE SET-ASIDE CONTRACT. RIGHT NOW, ABOUT 14% OF OUR
PORTFOLIO IS HUBZONE CERTIFIED, AND AGAIN, AS I MENTIONED, WE’RE
NOT A CERTIFICATION PROGRAM. WE ARE, I WOULD SAY, A TOOL. ONE OF THE THINGS THAT WE ARE
FINDING AS FOLKS GO THROUGH THIS DEVELOPMENTAL CHAIN AND GET
THEIR MENTOR-PROTEGE AGREEMENTS APPROVED, ONE OF THE THINGS
WE’RE FINDING IS AS THEY FORM THEIR JOINT VENTURE AND START TO
BID, THEY HAVE LOTS OF QUESTIONS ABOUT JOINT VENTURES BECAUSE
IT’S RELATIVELY NEW IN THE FEDERAL MARKETPLACE. NOT ALL AGENCIES OR CONSIDERING
OFFICERS UNDERSTAND IT — OR CONTRACTING OFFICERS UNDERSTAND
IT, SO RIGHT NOW WE ARE FINDING THAT WE ARE DOING A LOT OF
EDUCATION AND OUTREACH TO THE PROCUREMENT COMMUNITY IN TERMS
OF JUST WHAT IS IT, HOW IS IT TO BE USED. AND WE’VE MADE SOME GREAT
PROGRESS IN THAT REGARD, BUT AS WITH MANY OTHER THINGS, EACH
FEDERAL AGENCY HAS THEIR OWN LITTLE TWIST ON IT AND SO WE ARE
TRYING TO KIND OF BUILD THE EDUCATION AROUND THE JOINT
VENTURES TO BE MORE AGENCY-SPECIFIC. BECAUSE AGAIN, THERE IS NO
OVERARCHING RULE ON HOW THAT IS APPROACHED. THE ONE OTHER THING I WOULD
BRING TO YOUR ATTENTION IS THAT WE ARE FINDING THAT AS FOLKS ARE
BIDDING ON THESE CONTRACTS, SECURITY CLEARANCES ARE BECOMING
A CHALLENGE. DIFFERENT AGENCIES HAVE
DIFFERENT APPROACHES TO SECURITY POSTURES AND HOW THEY LOOK AT
THAT, AND HOW THEY LOOK AT THE JOINT VENTURE AND WHETHER OR NOT
IT CARRIES WITH IT THE SECURITY CLEARANCE THAT IS NEEDED IN
ORDER FOR THEM TO SUCCESSFULLY BID. SO THOSE ARE SOME OF THE THINGS
THAT WE’RE WORKING ON IN THE PROGRAM THAT WE’RE LEARNING FROM
OUR FOLKS THAT ARE OUT THERE DOING BUSINESS IN THE
MARKETPLACE. OF THE 530 THAT WE HAVE, ROUGHLY
30% OF THEM HAVE FORMED JOINT VENTURES AND HAVE PURSUED
CONTRACTS, AND WE’RE IN THE PROCESS NOW OF BEGINNING TO
COLLECT THAT IMPACT DATA TO SEE EXACTLY HOW SUCCESSFUL HAVE THEY
BEEN, WHAT WAS THEIR APPROACH, AND TO JUST LEARN A LITTLE BIT
ABOUT THEIR EXPERIENCE. WE DRIVE A COMMUNITY OF PRACTICE
FOR OUR MENTOR-PROTEGE PAIRS. ABOUT EVERY OTHER MONTH, WE HAVE
THEM ON THE PHONE AND THEY TALK AMONGST THEMSELVES IN TERMS OF
LEARNING WHAT’S WORKING, WHAT’S NOT WORKING, AND WE FIND THAT A
LOT OF TIMES, THEY’RE TEACHING AND INFORMING US. SO WE’RE TRYING TO BUILD THAT
INTO THE RULES AND THE PROCEDURES AND OUR PROGRAM. LET ME SEE WHAT ELSE. THIS IS JUST A SNAPSHOT OF OUR
WEB PAGE, AND IF YOU GO INTO FEDERAL CONTRACTING AND CLICK
ALL SMALL, THAT WILL TELL YOU A LOT MORE DETAIL THAN I’M ABLE TO
GO INTO HERE TODAY. THERE IS ALSO A LIST OF THE
DIFFERENT CFR REGULATIONS AND THIS WAS MENTIONED BEFORE,
GOVERNMENT CONTRACTING IS HIGHLY REGULATED. THERE ARE SEVERAL REGS THAT
IMPACT OUR PROGRAM AND HOW WE APPROACH OUR MARKETPLACE, BUT I
THOUGHT THAT WOULD BE INTERESTING FOR YOU IF YOU WANT
TO GO TAKE A LOOK AND SEE SPECIFICALLY ABOUT THE ALL
SMALL, WHICH IS 125.9. THIS IS JUST A SLIDE THAT WILL
TELL YOU THE HIGHEST PERCENTAGE OF PARTICIPANTS IN OUR PROGRAM
SO FAR IS SERVICE-DISABLED VETERANS AT ABOUT 38, 39%. NEXT HIGHEST AMOUNT IS 8-A,
WHERE WE HAVE ELIGIBLE 8-A FIRMS WHO ARE IN THE PROGRAM
CURRENTLY, NOT GRADUATING, BUT IN THE PROGRAM CURRENTLY, USING
THE ALL SMALL AS A MECHANISM — OR AS A PROCUREMENT TOOL. ALSO, WE HAVE IN THERE A LISTING
OF THE TOP CODES THAT WE’RE SEEING IN THE PROGRAM AND YOU
CAN SEE THAT THE AREAS OF I.T. AND CONSTRUCTION, THE USUAL
SUSPECTS. LET’S SEE, WHAT ELSE HERE. I THINK IT WAS MENTIONED
EARLIER, BUT I JUST WANT TO BRING TO YOUR ATTENTION THAT WE
COULD NOT DO THIS ALL ON OUR OWN. MY PROGRAM IS OPERATED OUT OF
HEADQUARTERS JUST LIKE MARIANA AND THE HUBZONE PROGRAM. THE 8-A PROGRAM IS RUN
THROUGHOUT OUR SYSTEM AROUND THE COUNTRY, THROUGH OUR DISTRICT
OFFICES, AND SO WE RELY ON THE PARTNERSHIPS THAT WE HAVE WITH
THE PROCUREMENT TECHNICAL ASSISTANCE CENTERS, OUR SMALL
BUSINESS DEVELOPMENT CENTERS, WOMEN’S BUSINESS CENTERS, AND I
WANTED TO LIST THEM FOR YOU. YOU CAN FIND THEM ON OUR WEBSITE
AS WELL UNDER RESOURCES, BUT JUST KNOW THAT WE COULD NOT DO
THIS ALONE JUST FROM OUR STAFF, AND THAT AS YOU THINK ABOUT
STEPPING INTO OUR WORLD AND MAYBE WANTING TO MAKE AN
APPLICATION, WE ARE AVAILABLE AS A RESOURCE AND I HAVE OUR EMAIL
ADDRESSES UP HERE. BUT THOSE FOLKS ALSO CAN BE VERY
HELPFUL IN HELPING YOU THINK THROUGH FROM A BUSINESS
DECISION, IS THIS PROGRAM GOING TO BE HELPFUL FOR ME? I’M ALREADY A HUBZONE CERTIFIED
COMPANY, HOW CAN I USE THIS ALL SMALL — AGAIN, NOT A
CERTIFICATION, BUT HOW CAN I USE THIS TOOL TO GET ME TO THE NEXT
LEVEL FOR MY BUSINESS GROWTH? THESE ARE THE EMAIL ADDRESSES
THAT WE HAVE, BUT OUR MAIN MAILBOX IS THE ONE THAT YOU
WOULD WANT TO — IT’S [email protected]
AND WE HAVE PRIDED OURSELVES IN TERMS OF OUR TURNAROUND TIME. WE RESPOND TO THEM WITHIN 24
HOURS AND RIGHT NOW, OUR APPLICATION TURNAROUND TIME IS
ABOUT EIGHT TO TEN WORKING DAYS, AND WE’RE VERY PROUD OF THAT
QUALITY STANDARD. IF EVERYTHING IS RIGHT IN THE
PACKAGE WHEN IT COMES IN, WE LOOK AT A BUSINESS PLAN, WE LOOK
AT A MENTOR-PROTEGE AGREEMENT, WE LOOK AT SOME OTHER THINGS. THERE’S A TRAINING MODULE THAT’S
REQUIRED, BUT IN GENERAL, IF EVERYTHING IS THERE AND THE
BUSINESS PLAN SHOWS THAT THERE’S STRATEGY BEHIND WHAT YOU’RE
DOING, OUR TURNAROUND TIME IS PRETTY QUICK. WE WANT TO MAKE SURE THAT WE CAN
HELP FACILITATE AND GET YOU GUYS INTO THE MARKETPLACE, GET YOU
USING THIS TOOL, AND THEN WORKING WITH US TO FIGURE OUT
THE DIFFERENT NUANCES AS YOU, SAY, WORK WITH HUD OR WITH GSA
OR SOME OF THE OTHER AGENCIES. WE TRY TO HELP YOU NAVIGATE
THROUGH THAT. SO I’VE GONE THROUGH THIS
REALLY, REALLY QUICKLY, BUT CERTAINLY AVAILABLE FOR
QUESTIONS AS WE CONTINUE THE PANEL HERE. SO THANK YOU SO MUCH.>>I JUST WANT TO GIVE KUDOS TO
HER. SHE’S BEING A LITTLE BIT HUMBLE
UP HERE BECAUSE WHEN SHE SAID EIGHT TO TEN DAYS, SHE MEANT IT. I’VE HAD A COUPLE OF OUR MEMBERS
GO THROUGH THIS AND I COULDN’T BELIEVE HOW FAST IT WENT
THROUGH. IT TOOK — I WAS LIKE, MAN, THAT
WAS REALLY LONG, HOW DO YOU EVEN READ IT THAT FAST? IT’S DEFINITELY GREAT AND SBA
HAS AN AMAZING TUTORIAL THAT REALLY ENCOMPASSES A LOT OF
INFORMATION AND THEY HAVE A LOT OF TEMPLATES AND EVERYTHING TO
MAKE IT VERY SEAMLESS FOR YOU GUYS TO BE A PART OF THIS. BUT ONE QUESTION THAT DOES COME
UP IS AFTER, AS YOU MENTIONED WITH THE JOINT VENTURE, THERE IS
SOME OBSTACLES THAT ARE COMING ABOUT WITH THAT, MEANING LIKE
HOW PEOPLE PROPERLY UPDATE THEIR SAM PROFILE TWLARK IS THE
REPORTING REQUIREMENTS FOR JOINT VENTURES FROM A COMMERCIAL
STANDPOINT, SUBCONTRACTING, BECAUSE IF THEY DEVELOP THIS
JOINT VENTURE THEY’RE COMPETING MAYBE NOT ALWAYS ON PRIME
CONTRACTS. SO IS THERE GOING TO BE SOME
SORT OF TUTORIAL WHERE PEOPLE CAN GO TO GET A BETTER
UNDERSTANDING OF THAT?>>YES, WE’RE DOING RIGHT NOW A
COUPLE OF THINGS TO TRY TO BRING ALL OF THAT INFORMATION TOGETHER
THAT WE’RE LEARNING KIND OF AS WE GO HERE. THE EXPERIENCE. WE ARE GOING TO HOPEFULLY NEXT
WEEK POST ON OUR WEBSITE TWO DOCUMENTS, A JOINT VENTURE
TEMPLATE. AGAIN, IT’S NOT A FORM — A
REQUIRED FORM. IT’S A TEMPLATE. IT’S MEANT TO BE A GUIDE. IN THE FEDERAL REGISTER, THERE
ARE 12 ITEMS THAT ARE REQUIRED TO BE, A MINIMUM, IN A JOINT
VENTURE AGREEMENT THAT THOSE CONTRACTING OFFICERS WILL TAKE A
LOOK AT AND WE WANT TO MAKE SURE THAT IN THE TEMPLATE, IF YOU
CONSIDER DOING IT, THAT YOU DO — AND ARE ABLE TO CHECK OFF
AT LEAST THOSE 12 THAT ARE REQUIRED. THE OTHER ITEM THAT WE’RE GOING
TO POST IS A GUIDEBOOK THAT GOES ALONG WITH I, THAT KIND OF
EXPLAINS — WITH IT, THAT KIND OF EXPLAINS HERE’S HOW YOU FILL
THIS ON YOU, HERE’S WHAT YOU SHOULD THINK ABOUT AS YOU’RE
DOING IT. ONE OF OUR BIGGEST ISSUES AND
WHAT WE’RE TRYING TO GUIDE FOLKS IS, AS A PROTEGE, AS A SMALL
BUSINESS, DON’T JUST TAKE THE TEMPLATE, SIGN IT, SEAL IT WITH
YOUR MENTOR AND HAND IT IN. GET LEGAL COUNSEL. THIS IS A BUSINESS AGREEMENT. YOU KNOW, THE MENTOR IS WORKING
ON THEIR BEHALF TO GET WHAT THEY NEED OUT OF THE AGREEMENT. YOU NEED TO, AS ANOTHER PARTY TO
THAT AGREEMENT, MAKE SURE THAT YOU’RE GETTING OUT OF THAT
AGREEMENT WHAT YOU NEED. SO WE GIVE YOU THE TEMPLATE AS A
PLACE TO START, BUT YOU SHOULD NOT END THERE. THE THINGS THAT WE ARE ALSO
LEARNING WITH THE JOINT VENTURES IS THAT DIFFERENT AGENCIES HAVE
DIFFERENT LEVELS OF UNDERSTANDING ABOUT HOW THE
JOINT VENTURES APPEAR IN AN ACQUISITION. FOR EXAMPLE, THE PAST
PERFORMANCE. ONE AGENCY MIGHT LOOK AT THE
PAST PERFORMANCE OF THE MENTOR AND THE PROTEGE TOGETHER, AND IT
IS IMPUTES TO THE JV, AND, OF COURSE, THAT IS WHAT OUR INTENT
IS, THAT THAT IS ONE OF THE VALUE PROPOSITIONS THAT THE
MENTOR BRINGS IS THAT THEY BRING PAST PERFORMANCE AND EXPERIENCE. NOT ALL AGENCIES RIGHT NOW ARE
LOOKING AT IT LIKE THAT. THEY’RE LOOKING AT THE JOINT
VENTURE AS A BRAND-NEW COMPANY AND IT IS A BRAND-NEW COMPANY. SO THEY’RE NOT SEEING ANY PAST
PERFORMANCE, AND SO WE’RE GETTING A LOT OF CALLS IN THAT
REGARD. AND THEN I’M PUTTING ON MY HAT,
ADVOCACY HAT AND REACHING OUT AND TALKING TO FOLKS ABOUT LET’S
WALK THIS THROUGH, LET’S THINK ABOUT THIS A LITTLE BIT. ONE OF THE GREAT PARTNERS THAT
WE’VE HAD IS WITH GSA IN TERMS OF WORKING WITH THEIR POLICY
FOLKS, AND AT THIS POINT, THE ONE DETERMINATION — WE WEREN’T
AS HAPPY WITH IT AS WE COULD HAVE BEEN, BUT WE MADE SOME REAL
DEFINITIVE PROGRESS, WAS THAT THE JOINT VENTURE HAS TO BE ON
THE SCHEDULE. IF YOU HAVE A MENTOR WHO’S ON A
SCHEDULE AND THE PROTEGE WHO’S ON THE SCHEDULE, IT WON’T
AUTOMATICALLY IMPUTE TO THE JV. SO THE JV HAS TO APPLY AND GET
ON THE SCHEDULE. AND AS WE’RE ROLLING OUT THIS
PROGRAM, WE’RE LEARNING THESE THINGS AND, AGAIN, TRYING TO
WORK THROUGH AND BE GOOD POLICY ADVOCATES AND TRYING TO IDENTIFY
IF THERE ARE, YOU KNOW, SPEED BUMPS THAT FOLKS ARE, YOU KNOW,
INCURRING, WHAT ARE THEY. SO WITH THE JOINT VENTURES, WE
ARE ALSO LOOKING AT — WE HAVE A TUTORIAL ONLINE AND RIGHT NOW,
WE ARE DOING ANOTHER VERSION AND WE’RE ADDING A LOT MORE CONTENT
ON THE JOINT VENTURE PART OF IT. BECAUSE IT IS COMPLICATED AND WE
HAVE DIFFERENT AUDIENCES FOR THAT PARTICULAR INFORMATION,
WHAT WE WANT OUR CUSTOMERS TO LEARN AND READ IS MAYBE A LITTLE
DIFFERENT THAN HOW WE WOULD APPROACH, SAY, TRAINING
CONTRACTING OFFICERS, YOU KNOW, IN THAT REGARD. SO IT’S PROBABLY ONE OF OUR —
THAT AND THE SECURITY CLEARANCES ARE TOP PRIORITIES FOR THIS YEAR
TO DO MORE INVESTIGATING AND FIGURE OUT HOW CAN WE HELP YOU
NAVIGATE THROUGH THAT BECAUSE WE WORK WITH THE OMB, OFFICE OF
FEDERAL PROCUREMENT POLICY AND PLANNING, AND WHAT THEY ARE
GREAT ADVOCATES OF OURS AND HAVE BEEN CHAMPIONS, BUT ONE OF THE
THINGS WE REALIZE IS THAT WE ARE NOT GOING TO BE ABLE TO MAKE AN
IMPACT WITH LARGE — IN THE ARENA IN TERMS OF SOME OF THESE
THINGS. SO WE’RE GOING TO HAVE TO HELP
EDUCATE AND NAVIGATE FOR EACH PARTICULAR AGENCY AND THEY HAVE
PLEDGED THEIR SUPPORT IN TRYING TO HELP US BRING CLARITY TO
THAT.>>WELL, THAT’S AWESOME. I’M SUPER EXCITED BECAUSE A LOT
OF THOSE QUESTIONS ARE MINE. SO RIGHT NOW WE’RE GOING TO HAVE
TO KEEP IT FLOWING, BUT I KNOW A LOT OF YOU GUYS HAVE SEEN
CHANGES TO THE MAPPING TOOL, THE CHANGES THAT CAME OUT WITH THE
MBAA AND I KNOW THAT I’VE MET WITH MARIANA A NUMBER OF TIMES. IS THERE ANY NEW UPDATES THAT
INDIVIDUALS SHOULD BE AWARE OF REGARDING THE HUD ZONE PROGRAM?>>YES, DEFINITELY. BY THE WAY, HOW MANY
REPRESENTATIVES HERE — I SEE TODAY THAT HAVE — THAT ARE
REPRESENTING HUBZONE FIRMS? WONDERFUL. I DON’T HAVE TO GO THROUGH THE
BASICS. LET ME JUMP RIGHT IN ON THE
UPDATES. AS YOU SEE THE MAP BEHIND ME,
THE BIGGEST UPDATE IS THE STABILIZATION OF THE GEOGRAPHIC
AREAS. WHEREAS IN THE PASS WE HAD TO
REALLY — PAST, WE HAD TO REALLY REVIEW THE DATA COMING IN EVERY
YEAR AND THEN IF AN AREA LOST A DESIGNATION, WE NEED TO
GRANDFATHER IN OR REDESIGNATE FOR THREE YEARS. NOW WE BASICALLY, STARTING IN
2020, WE’RE GOING TO BE REVIEWING THE MAP EVERY FIVE
YEARS. NOW, WHEN I SAY STARTING IN
2020, THAT’S VERBATIM FROM THE MBAA 2018, WHICH IS A NATIONAL
DEFENSE ACQUISITION ACT THAT PASSED LAST DECEMBER. WHEN THEY’RE REFERRING IN TERMS
OF THE MAP THAT UPDATES EVERY FIVE YEARS STARTING IN 2020,
JANUARY 2020, THEY’RE ACTUALLY REFERRING TO THE CENSUS 2020. SO IT IS IMPORTANT TO REMEMBER
THAT THE CENSUS, OBVIOUSLY WE’RE ALL GOING TO BE FILLING OUT THE
CENSUS IN 2020, BUT THE DATA THAT WE GET FROM THE CENSUS,
WE’RE NOT GOING TO HAVE AVAILABLE UNTIL 2021. SO WHENEVER YOU GO TO THE MAPS
RIGHT NOW, YOU’RE CHECKING AN ADDRESS FOR AN EMPLOYEE OR A
POTENTIAL SITE THAT YOU WANT TO LOCATE IN THE FUTURE OR
SOMETHING LIKE THAT, YOU MAY SEE SOME AREAS THAT SAY THIS AREA
WILL BE HUBZONE UNTIL DECEMBER 2021. AND THAT REFERS TO THE DATE THAT
WE ESTIMATE THAT WE’RE GOING TO HAVE THE DATA FROM THE CENSUS
2020. NOW, THE AREAS THAT WERE
EXPIRING, BECAUSE WHEN THEY’RE REDESIGNATED FOR THREE YEARS, AT
THE END OF THREE YEARS, UNLESS THEY BECOME NEWLY DESIGNATED,
THEY’RE GOING TO BE EXPIRING. AN EARLIER SPEAKER WAS SAYING,
WE’RE TRYING TO — WE’RE ALL WORKING TOGETHER SO THAT WE
DON’T HAVE AS MANY UNDERUTILIZED AREAS, SO EVENTUALLY WE WANT TO
SEE A MAP WITH A LITTLE BIT MORE WHITE IN IT AND NOT SO MUCH
COLOR IN THERE, SO BASICALLY WHAT HAPPENS IS THERE WERE A LOT
OF AREAS IN ’18 AND ’19 THAT WERE EXPIRING, TO THESE NDAA
2018 ALSO PUT A FREEZE ON THE MAPS, BASICALLY SAYING SBA,
DON’T DO ANYTHING UNTIL THAT DECEMBER 2021. THEY’RE TALKING ABOUT JANUARY
2020, BUT WE DOUBLE CHECKED WITH THEM, THEY’RE ACTUALLY REFERRING
TO THE CENSUS. OKAY, SO THAT’S A BIG BIG CHANGE
THERE. OTHER CHANGES ALSO PERTAINING TO
THIS LOCATIONS IS AN OPPORTUNITY FOR THE GOVERNOR TO ACTUALLY
PETITION SBA FOR THE DESIGNATION OF A HUBZONE. OKAY? IT HAS A LOT OF NUANCES IN IT. NOT EVERY AREA OBVIOUSLY, THEY
CAN ONLY PETITION ONE AREA A YEAR UNLESS THERE’S UNUSUAL
CIRCUMSTANCES. THEY HAVE TO — I DON’T KNOW
MUCH ABOUT IT YET BECAUSE WE WILL HAVE REGULATIONS. THAT IS NOT YET IMPLEMENTED,
IT’S GOING TO COME IMPLEMENTED. THAT ONE WILL BE JANUARY 2020
FOR REAL, JANUARY 2020. NOT CONNECTED TO THE CENSUS,
OKAY? SO SOMETIME IN 2019, YOU WILL
SEE IN THE FEDERAL REGISTER NOTICES OF REGULATORY CHANGES
AND REGULATORY UPDATES BECAUSE WE NEED TO DRAFT REGULATIONS TO
MAKE SURE THAT COMMUNITIES KNOW HOW THE GOVERNOR IS GOING TO BE
PETITIONING THIS. SO THIS IS IMPORTANT FOR ALL OF
YOU TO KNOW. YOU CAN GOOGLE NDAA 2018 AND
IT’S THOUSANDS OF PAGES, BUT IF YOU DO A KEY SEARCH FOR SPECIFIC
WORDS, JUST PUT HUBZONE AND THEN YOU GET TO THE PARTICULAR PAGE. AND THE PARTICULAR REQUIREMENTS
FOR THE GOVERNORS’ PETITIONS ARE THERE. IF YOU WANT TO SHARE IT WITH
YOUR LOCAL OFFICIALS, AT LEAST THEY CAN START UNDERSTANDING
THAT A LITTLE BIT MORE BECAUSE, AGAIN, AS ONE OF THE PREVIOUS
SPEAKERS SAID, THE DIFFERENCE WITH THIS PROGRAM IS ECONOMIC
DEVELOPMENT. IT’S EMPOWERMENT. I KNOW THAT THE — I WANT TO
SPEAK VERY QUICKLY BECAUSE I’M LOOKING FORWARD TO JIMMY’S AND
DELALI’S TALK AND PARTICULARLY DELALI BECAUSE YOU ACTUALLY WORK
IN A HUBZONE AND YOU HAVE EMPLOYEES IN DIFS HUBZONES
AND — DIFFERENT HUBZONES AND THAT’S THE PURPOSE OF THIS
PROGRAM, RIGHT? FOR COMPANIES TO INVEST IN THESE
AREAS AND INVESTING IN EMPLOYEES. THOSE ARE THE MAJOR UPDATES I
WANT TO BRING TO YOUR ATTENTION. OTHER UPDATES ARE NOT AS MAJOR
AS THIS. LIKE FOR EXAMPLE, PROCESSING
APPLICATIONS WITHIN 60 DAYS BECOMES NOW STATUTORY FROM THE
TIME WE HAVE A COMPLETED APPLICATION, OBVIOUSLY. RIGHT NOW OUR PROCESS OF
PROCESSING INITIAL APPLICATIONS IS A LITTLE OVER 60 DAYS, 61, 67
DAYS, SO WE’RE ALMOST THERE ANYWAY, WHICH IS GOOD. NOW WE’RE ON THE HOOK BECAUSE IT
BECOMES BY LAW THAT WE NEED TO DO IT. THE OTHER THINGS ARE AN
OPPORTUNITY, AND THIS WE NEED TO KIND OF SHIFT THROUGH A LITTLE
BIT MORE. YOU WILL SEE WHEN YOU’RE READING
THERE, IT SAYS THAT COMPANIES WHEN THEY’RE UNDERGOING A
PROGRAM EXAM, IF THEY’RE OUT OF COMPLIANCE, REFERRING TO THE
EMPLOYEE COMPLIANCE, IF THE COMPANIES ARE FOUND TO BE NOT IN
COMPLIANCE, THEY WILL HAVE 30 DAYS TO COME UP TO COMPLIANCE. WE NEED TO DRAFT REGULATIONS
AROUND THERE. I’M GOING TO STAY HERE LONGER
TODAY, SO WHENEVER YOU COME IN WITH QUESTIONS ABOUT THAT, I
PROBABLY AM NOT GOING TO KNOW THE ANSWER YET, BUT YOUR
QUESTIONS WILL HELP US FRAME THESE REGULATIONS AROUND, WE
WANT TO MAKE IT AS CLEAR AS POSSIBLE FOR ALL OF YOU. AGAIN, REMEMBER WHEN THESE
THINGS GO OUT IN THE FEDERAL REGISTER, THERE WILL BE
OPPORTUNITY FOR YOU TO COMMENT AND WE WANT COMMENTS, NEGATIVE
AND POSITIVE, YOU KNOW, BOTH OF THEM. SOMETIMES THE NEGATIVES ARE A
LITTLE BIT BETTER BECAUSE IF WE GET ALL POSITIVE, THEN WE THINK
THAT EVERYBODY LOVES IT AND WE GO WITH IT WHEN THERE MAY BE
SOME FOLKS THAT ARE HAVING A PROBLEM WITH IT, AND WE DO WANT
TO HEAR ABOUT IT, OKAY? SO THOSE ARE THE ONES THAT I
WANTED TO HIGHLIGHT. YOU WANT TO GO THROUGH THE OTHER
TWO?>>WELL, I KNOW THAT THERE’S A
LOT OF — HUBZONE COUNCIL IS A ADVOCACY GROUP AND IT’S A BUNCH
OF COMPANIES, SO THERE’S A LOT OF REGULATIONS IN THE HUBZONE
PROGRAM SPECIFICALLY VERBIAGE THAT REALLY INHIBITED GROWTH,
AND I KNOW THAT THE SBA HAS BEEN DILIGENTLY, MARIANA AND MR. LONG
HAVE BEEN LOOKING AT DIFFERENT WAYS IN ORDER TO MODIFY SOME OF
THE LANGUAGE. IS THERE ANY UPDATES ON THAT
LANGUAGE?>>THERE WILL BE SOMETIME THIS
YEAR, AGAIN IN THE FEDERAL REGISTER, WE’RE GOING TO
PUBLICIZE A REVIEW TO THE FULL 130 CFR PART 126, AND AS MY
COLLEAGUE FROM HUD SAID EARLIER, REALLY UNDERSTANDING THE
REGULATIONS, IT’S VERY IMPORTANT. LIKE FOR EXAMPLE, EMPLOYEE. WELL, GUESS WHAT, EMPLOYEE HAS A
REGULATORY DEFINITION. IT’S NOT PLAIN OLD EMPLOYEE. AND IT’S EXTREMELY IMPORTANT TO
UNDERSTAND IT BECAUSE IF YOU DON’T, THEN YOU’RE GOING TO
COUNT WRONG AND THEN, REMEMBER, 35%. 35% OF WHAT? OF WHAT TOTAL, RIGHT? AND SO IT’S VERY IMPORTANT. NOW, I AM GOING TO — YOU’RE
GOING TO BE REFERRING AFTERWARDS SOME WEBINARS THAT WE CONDUCTED
ABOUT EMPLOYEE DEFINITIONS AND AFFILIATION AND JOINT VENTURES,
HUBZONE JOINT VENTURES AND HUBZONE CONTRACTING THAT
PROVIDES MORE INFORMATION, SO YOU WILL BE REFERRING THAT
LATER — RECEIVING THAT LATER ON. THAT’S THE OTHER ITEM THAT IS
GOING TO COME IN.>>YOU PLAYED A GOOD COMMENT
THAT YOU — MADE A GOOD COMMENT THAT YOU SENT IT OUT AND ASKED
FOR FEEDBACK. WHERE DID WE REFER THE
INDIVIDUALS TO LOOK AT TO PROVIDE FEEDBACK?>>THE FEDERAL REGISTER. IF YOU BASICALLY — YOU CAN — I
THINK IN THE FEDERAL REGISTER, I THINK THAT ACTUALLY YOU CAN SIGN
IN TO GET NOTICES, BUT IF THAT’S NOT THE CASE — IT USED TO BE. IF THAT IS NOT THE CASE,
PERIODICALLY GO IN, OR YOU BELONG TO DIFFERENT COMMUNITIES
OR ORGANIZATIONS, WE ALSO SEND VIA GOV DELIVER TO OUR
DISTRIBUTION LIST, HAS NOW ABOUT 14,000 OR SO PEOPLE, WE SEND
NOTICES AND WE ACTUALLY BRING INTO THAT DISTRIBUTION LIST ALL
THE CERTIFIED FIRMS. IF YOU DON’T WANT NOTICES FROM
HUBZONE, UNFORTUNATELY, EVERY TIME THAT WE SEND A NOTICE,
WHICH IS NOT OFTEN, OKAY? WE DON’T FLOOD YOU WITH STUFF,
BUT EVERY TIME WE SEND THROUGH THE DISTRIBUTION LIST, WE UPDATE
TO IT MAKE SURE THAT YOU’RE GETTING THE LATEST. SO WE WILL BE SENDING NOTICES
WHEN WE PLACE THINGS IN THE FEDERAL REGISTER. ONE THING THAT I WANTED TO
DISCUSS THAT IS COMING UP EFFECTIVE MAY 25th, SO IN A
COUPLE OF WEEKS, IS A CHANGE IN THE OWNERSHIP REQUIREMENTS. SO THIS ONLY APPLIES FOR FIRMS
THAT ARE OWNED BY ANOTHER FIRM, OKAY? SO IF YOU’RE NOT OWNED BY
ANOTHER FIRM, YOU CAN ACTUALLY DON’T HEAR THIS. DON’T EVEN PAY ATTENTION. BUT IF YOU HAPPEN TO BE OWNED BY
A — OR YOU THINK THAT EVENTUALLY YOUR FIRM IS GOING TO
BE CHANGING STRUCTURE AND YOU WANT TO HAVE A HOLDING COMPANY
OWNING THE FIRM, IT’S GOING TO BE OKAY. IN THE PAST, IT WAS NOT. ACTUALLY, CURRENTLY, IT’S NOT. IT’S GOING TO BE OKAY STARTING
MAY 25th. THERE’S A LOT OF MORE DETAIL
AROUND THERE, BUT THAT IS REALLY THE CRUX OF IT AND WE CHANGED IT
BECAUSE IT REALLY DOES NOT MAKE SENSE FOR THE HUBZONE PROGRAM TO
HAVE THAT RESTRICTION THAT SIMPLY BECAUSE I OWN THIS
CORPORATION, THAT IT’S OWNED BY ME, MARIANA, 100%, I’M A
CITIZEN, AND THEN I OWN THIS OTHER LLC AND I WANT TO HAVE THE
LLC APPLY FOR HUBZONE CERTIFICATION, WELL, RIGHT NOW
GUESS WHAT? MY LLC WOULD NOT BE OBTAINING
THE CERTIFICATION BECAUSE IT’S OWNED NOT BY A HUMAN BEING THAT
HAPPENS TO BE A CITIZEN, IT’S OWNED BY AN ENTITY, BY A
CORPORATION. WE’RE CHANGING THAT SO KEEP THAT
IN MIND IF IN THE FUTURE YOU WANT TO CHANGE THAT. IF I MAY, I WANT TO GO INTO THE
EMPLOYEE BECAUSE I KNOW WE HAVE VERY LITTLE TIME AVAILABLE. I WANT TO GO INTO THE 1099s AND
I KNOW THAT IS A QUESTION THAT MICHELLE HAS MENTIONED. IT’S A CONSTANT QUESTION. A 1099 IS CONSIDERED TO BE NOT
AN EMPLOYEE. REMEMBER THIS PROGRAM IS FOR
ECONOMIC DEVELOPMENT, SO WE WANT TO SEE EMPLOYEES MEETING YOUR
PAYROLL, REFERRING BENEFITS, YOU KNOW — RECEIVING BENEFITS,
PAYING SOCIAL SECURITY, ALL THOSE THINGS. SO A 1099 ORDINARILY WOULD NOT
BE INCLUDED IN THE EMPLOYEE COUNT. WHEN I SAY ORDINARILY, IT’S
BECAUSE WE APPLY TOTALITY OF THE CIRCUMSTANCES ANALYSIS TO IT,
MEANING THAT WE TRY TO — WE LOOK AT TRYING TO PREVENT A
COMPANY FROM KIND OF LIKE TRYING TO GO AROUND THE REGULATIONS
SOMETIMES. YOU KNOW? BY DESIGNATING SOMEBODY THAT
REALLY WALKS AND TALKS AND WORKS JUST LIKE AN EMPLOYEE, YOU KNOW. I’M AN ADMINISTRATIVE SUPPORT
PERSON, I WORK FOR THIS COMPANY 40 HOURS A MONTH, WHICH IS THE
MINIMUM, AND — BUT THEY PAY ME UNDER A 1099. I’M NOT A W-2. THAT IS NOT YOUR TYPICAL 1099. A 1099 IS USUALLY SOMEBODY THAT
ALREADY HAS A LOT OF OTHER BUSINESSES. SOMEBODY THAT TELLS ME, MAINTAIN
MY WEBSITE FOR EXAMPLE, OR I’M IN CONSTRUCTION AND SOMEBODY
THAT INSTALLS THE ROOF, AND SO THEY INSTALL OTHER ROOFS. THAT’S YOUR TYPICAL 1099. SO THERE’S A LOT OF INFORMATION
YOU WILL RECEIVE IN THIS WEBINAR THAT YOU’RE GOING TO BE
RECEIVING LATER ON. IF YOU HAPPEN TO HAVE 1099s IN
YOUR WORKFORCE, I WOULD ENCOURAGE YOU TO VIEW THIS
WEBINAR SO THAT YOU UNDERSTAND A LITTLE BIT MORE THE NUANCES OF
IT. OKAY?>>AND THERE WAS SOMETHING ELSE,
I THINK.>>WELL, THERE’S PROBABLY ABOUT
A MILLION QUESTIONS PEOPLE HAVE OUT THERE.>>I THINK JUST ONE MORE IF I
MAY –>>GO AHEAD.>>IS HOW TO KEEP MY DESIGNATION
ONCE AN AREA LOSES IT. VERY QUICKLY, IT’S AGAIN
UNDERSTANDING THE REGULATIONS AND I’M GOING TO GET DELALI TO
TALK ABOUT THAT BECAUSE IT’S BASICALLY PRINCIPAL OFFICE IS
THE PLACE WHERE I HAVE THE MAJORITY OF MY EMPLOYEES WORKING
FROM. IF I HAVE TWO LOCATIONS AND ONE
IS MY HEADQUARTERS IN THE HUBZONE, AND ONE IS NOT IN A
HUBZONE, THIS OFFICE NEEDS TO HAVE MORE EMPLOYEES THAN THIS
ONE BECAUSE IT’S ECONOMIC DEVELOPMENT, SINCHG AS THAT. LET’S SAY — SIMPLE AS THAT. LET’S SAY IN 2030 OR SO, THIS
AREA IS NO LONGER GOING TO BE A HUBZONE, I’M GOING TO KNOW —
NOW WITH THE CHANGE, I’M GOING TO KNOW PROBABLY FIVE YEARS EVEN
BEFORE IT CHANGES, BUT LET’S SAY THAT I KNOW THREE YEARS BEFORE. LET’S SAY THAT I KNOW THREE YEARS BEFORE. THAT GIVES ME AMPLE TIME, NOT TO MOVE FROM
HERE, THAT’S NOT THE INTENT, BUT PERHAPS I’VE BEEN GROWING, MAYBE I CAN OPEN ANOTHER OFFICE
RIGHT HERE OR ANOTHER HUBZONE, AND OVER THE PERIOD OF THREE YEARS OR SO, PUT MORE EMPLOYEES
THERE. EVENTUALLY I WILL HAVE THREE LOCATIONS, BUT
IF IT MAKES BUSINESS SENSE TO ME, WELL, WHY NOT? I INVEST IN ANOTHER AREA, HAPPENS TO BE A
HUBZONE, EVENTUALLY THIS OFFICE THREE YEARS FROM NOW WHEN IT’S ABOUT TO EXPIRE — THIS
IS WHAT COMPANIES ARE DOING. I DIDN’T INVENT THIS. THIS COMPANY WILL BE — THIS AREA WILL BECOME
THE PRINCIPAL OFFICE EVENTUALLY BECAUSE IT’S IN A HUBZONE, THIS ONE NO LONGER WILL BE IN
A HUBZONE. THIS ONE IS NOT. BUT THIS ONE HAS MORE EMPLOYEES THAN THIS
ONE AND THIS ONE, OKAY? SO THAT’S WHAT I WANTED TO SAY ABOUT MAINTENANCE. AND I’M GOING TO BE QUIET NOW.>>AS SHE KEPT REFERRING TO DELALI, HE’S A
SMALL BUSINESS OWNER, A CERTIFIED COMPANY, SO WHEN YOU ARE PURSUING, YOU ARE OBVIOUSLY
8(A) FIRST, WHAT MADE YOU MOVE TOWARD THE HUBZONE AND WHAT IS MORE LIKE ASSISTING — YOU
MADE A COMMENT ABOUT TECHNOLOGY WITH A SOUL. CAN YOU EXPLAIN THAT A LITTLE BIT MORE?>>SURE. ABSOLUTELY. SO WE GOT OUR HUBZONE CERTIFICATION FIRST,
BEFORE WE GOT OUR 8(A), AND PART OF OUR KIND OF VALUE PROPOSITION HAD ALWAYS BEEN WE WANT
TO DO THINGS FOR THE COMMUNITY, GIVE BACK, AND WE WANT TO BID TECHNOLOGY THAT SUPPORTS
THE COMMUNITY. I THINK IT WAS IN SBA TRAINING I WENT TO,
LEARNED ABOUT THE HUBZONE PROGRAM, AND EVERYONE TALKED ABOUT HOW AMAZING IT WAS AND HOW MUCH
IT WAS SUPPOSED TO DO FOR COMMUNITIES. THIS IS AWESOME, THIS IS GREAT. WE WERE SO EXCITED WITH OUR NEWFOUND HUBZONE
KNOWLEDGE, WE WENT TO GO TALK TO YOU, I DON’T KNOW IF IT WAS A PRIME CONTRACT OR A GOVERNMENT
OFFICIAL, WE WALKED THROUGH THE RULES AND WHAT IT MEANT, AWESOME, BEST PROGRAM EVER. THAT HAPPENED KIND OF OVER AND OVER AGAIN. AND OVER TIME, WE STARTED SAYING, EVERYONE
THINKS THIS PROGRAM IS AMAZING AND WE LOOKED AT THE NUMBERS AND SAID, WHY ISN’T THE GOVERNMENT
MAKING NUMBERS IF IT’S SO GREAT? WE STARTED TO REALLY PEEL BACK THAT ONION,
AND IT ALMOST BECAME LABOR OF LOVE, WHY AREN’T THE DOTS CONNECTED? WE SAW THAT TECHNOLOGY WAS ALSO A FACTOR. THE MAP — WE ACTUALLY WERE IN A SITUATION
WHERE THE MAP HAD REPORTED WRONG DATA AND THE HUBZONE THEY WERE IN WAS SCHEDULED TO
EXPIRE BUT IT WASN’T REALLY, AND ENDED UP MOVING LOCATIONS AND CAUSED A BIG STORM WITHIN
THE ORGANIZATION, AND SO WE REALIZED THAT OUR CONTRIBUTION, WE COULD FIX THE TECH. WE ACTUALLY WENT AND SCRAPED ALL THE DATA
AND WE BUILT OUR OWN MAP, AND BUILT A MAP THAT WE THOUGHT WAS A MORE EFFICIENT WAY TO
MANAGE A HUBZONE, ENDED UP BUILDING A COMPLIANCE TOOL THAT BECAME THAT A TOOL WE PROVIDED TO
OTHER HUBZONE COMPANIES, SO MUCH SO THAT IT CAUSE THE ATTENTION OF THE SBA WHO SAID THEY
WANTED THE WHOLE THING, WHICH TURNED INTO THE MODERNIZATION OF THEIR HUBZONE PROGRAM. AND FOR US, PART OF BEING A HUBZONE, AND A
NUMBER OF FOLKS HAVE MENTIONED TODAY, IT’S NOT JUST ABOUT YOUR CAPABILITY, BUT IT’S ABOUT
YOUR COMMUNITY. AND SO WHEN YOU LEAD ONLY WITH THE CAPABILITY
PLAY, YOU’RE MISSING THE ENTIRE SPIRIT OF WHAT THE HUBZONE PROGRAM IS MEANT TO BE, THAT
MUST BE PART OF THE STORY THAT WE TELL. AND IT CAN’T BE JUST A CONSTRUCT FOR CONTRACTING,
BUT WHETHER YOU’RE A GOVERNMENT OFFICIAL, A PROCUREMENT PERSONNEL, OR A FIRM ITSELF,
YOU MUST INCLUDE THE COMMUNITY PORTION. WHAT ARE YOU DOING FOR YOUR COMMUNITY? HOW ARE YOU MAKING YOUR HUBZONE BETTER? AND WE WANT TO WORK OURSELVES OUT OF JOBS. WE WANT TO MAKE SURE THIS MAP BECOMES ALL
CLEAR AND THAT WE INVEST IN EMPLOYEES COMMUNITIES AND THEY’RE REVITALIZED AND BUILT UP.>>THE ONE THING THAT I SEE IN FIRMS, IS BY
INVOLVING THE COMMUNITY, IT ALSO IN SOME WARES, IT SEEMS IT ALSO — AREAS, IT HELPS LOWER
THEIR OVERHEAD BECAUSE THEY MAKE CONNECTIONS WITH COLLEGES, WORK SEASON DEVELOPMENT CENTERS,
YOU KNOW, THE IDEA THAT HUD HAS THESE I KNOW VERSION CENTERS, BECAUSE THERE’S A LOT OF
INVESTMENT. CAN YOU TELL US ABOUT THAT INVOLVEMENT, AND
WHAT IT HAS MEANT FOR THE EMPLOYEES THAT ARE COMING TO YOUR FIRM AND THE OPPORTUNITIES
YOU’RE PROVIDING?>>ABSOLUTELY. WE’RE LOCATED IN DOWNTOWN BALTIMORE AND WE’RE
ALL ABOUT REVITALIZING AND INVESTING IN BALTIMORE CITY. WE HAVE A NUMBER OF PARTNERSHIPS. AS A TECHNOLOGY COMPANY, WE’RE INTERESTED
IN NOT JUST GROWING THE COMMUNITY BUT ALSO THE TECH TALENT PIPELINE WITHIN BALTIMORE. WE’VE PARTNERED WITH A NUMBER OF ORGANIZATIONS,
SCHOOLS, AND WE HELP TO ASSIST SOME OF THESE YOUNG FOLKS IN BUILDING UP THEIR TECHNICAL
CAPABILITY THROUGH TRAINING, INTERNSHIPS, ANYTHING THEY NEED. THEY CALL AND SAY WE NEED SOMETHING, AND WE
TRY TO PROVIDE FOLKS THAT WILL GO MENTOR THEM, SUPPORT THEM, AND THAT’S GOOD FOR THE COMMUNITY,
IT’S GOOD FOR THE STEM PIPELINE, AND IT BECOMES A REALLY GOOD PIPELINE INTO FUTURE EMPLOYEES
WITHIN OUR ORGANIZATION.>>I WANT TO MAKE ONE POINT IN CASE YOU GUYS
WERE NOT AWARE, THAT THE MAPPING TOOL THAT YOU SEE UP HERE IS ONLY ONE COMPONENT OF THE
TECHNOLOGY THAT DELALI BUILT OUT, CALLED THE HUB FINDER, IT IS EXTREMELY IMPRESSIVE IF
YOU WANT TO CHECK IT OUT. I DID WANT TO MOVE FORWARD BECAUSE WE ARE
HERE AT HUD, AND I WAS IMPRESSED AT HEARING HOW HUD HAS TURNED EVERYTHING AROUND AND CHANGED. CAN YOU HIGHLIGHT MORE ABOUT WHAT YOUR CURRENT
PROCUREMENT PRACTICES ARE, LIKE WHAT CONTRACT VEHICLES YOU UTILIZE, WHAT MADE YOU GUYS TURN
IT AROUND THAT QUICKLY?>>OKAY. SO, ONE OF THE THINGS WE DID WAS, WE ACTUALLY
LOOKED AT ALL OF THE PAYING POINTS THAT WE HAD IN THE ACQUISITION PROCESS, AND ONE OF
THE THINGS THAT CAME OUT WAS, IN OUR ACQUISITION PLANNING. AND SO WE REVITALIZED THROUGH OUT POLICY SHOP
OUR ACQUISITION PLANNING, THANK YOU, NICOLE, FOR YOUR HARD WORK THERE, AND SO THAT WE GOT
AHEAD OF THE ACTUAL REQUIREMENTS THAT THE PROGRAM OFFICERS WERE GOING TO HAVE. THE SECOND PIECE WAS WORKING WITH THE OFFICE
AND REVITALIZING OUR PROCUREMENT FORECAST. I THINK IT WAS KEITH THAT MENTIONED THAT WE
— THAT WE WORK VERY HARD TO KEEP THAT UP. ONE OF THE THINGS THEY’VE DONE IS ACTUALLY
UPDATING IT EVERY MONTH VERSUS ONCE A YEAR, WHICH IS HUGE FOR YOU ALL IN TRYING TO IDENTIFY
OPPORTUNITIES THAT YOU ACTUALLY CAN BID ON. WE ARE — WHICH IS STILL A LABOR OF LOVE,
WORKING ON THE RESPONSIVENESS OF OUR PROGRAM AREAS IN RESPONDING TO YOUR INQUIRIES ABOUT
THINGS THAT ARE ON THE FORECAST, BUT IF YOU KEEP BEING VIGILANT AND ASKING, WE’LL KEEP
VIGILANT AND ACTUALLY TRYING TO MAKE SURE THAT THEY DO RESPOND SO YOU GET THE INFORMATION
THAT YOU NEED. THE OTHER THING THAT WE DID WAS EVENTS LIKE
THIS. SO THE EARLY EXCHANGE PROCESS WITH INDUSTRY. AND NOT ONLY JUST SMALL BUSINESS IN GENERAL,
BUT ACTUALLY LOOKING AT TARGETED EVENTS LIKE THIS WITH HUBZONES, WOMEN OWNED SMALL BUSINESSES,
ET CETERA, TO GET THE WORD OUT THAT WE REALLY WANT TO DO BUSINESS WITH YOU WHEN YOU BRING
THE CAPABILITIES, YOU KNOW, THE TALENT, AND THE QUALITY PERFORMANCE TO THE REQUIREMENTS
THAT WE ACTUALLY HAVE. AND SO THINGS LIKE — WE’RE COMMITTED TO PUTTING
OUT MORE RFIS, MORE SOURCES SOUGHT, DOING PRE-SOLICITATION CONFERENCES AND PRE-PROPOSAL
CONFERENCES. ALL OPPORTUNITIES FOR US TO HEAR FROM YOU
HOW WE CAN BETTER OUR REQUIREMENTS AND WHAT WE’RE ASKING YOU FOR AND ALSO ALLOWING YOU
TO GET MORE INFORMATION ABOUT THE REQUIREMENTS SO YOU CAN MAKE SMART BUSINESS DECISIONS ABOUT
WHERE TO INVEST YOUR B AND P DOLLARS MOST EFFECTIVELY. THE OTHER THING IS, WE HAVE, YOU KNOW — KEITH
HAS PUT OUT ACTUAL POLICY THAT — OR PREFERENCES OR GUIDANCE TO OUR TEAMS TO SAY, WE HAVE HUBZONES
AND SERVICE DISABLED VET OWNED SMALL BUSINESSES, MARKET RESEARCH INDICATES THAT THEY CAN SATISFY
THE REQUIREMENT, THEN WE ACTUALLY SET IT ASIDE TO THOSE — FOR THOSE ACTUAL ENTITIES. AND THAT INFORMATION DOES COME FROM THE MARKET
RESEARCH. AND SO — THE OTHER THING IS, THE WAY OUR
EVALUATION FACTOR IS STRUCTURED FOR SOCIAL ECONOMIC — IT GIVES PREFERENCE TO SMALL BUSINESSES
FOR PRIMING AND SUBCONTRACTING OPPORTUNITIES AT HUD. WE KIND OF HAVE GIVEN SMALL BUSINESS A LEG
UP IN BEING ABLE TO WITHIN AWARDS THAT THEY QUALIFY FOR AND THEY CAN PUT IN A GREAT PROPOSAL
ON. THOSE ARE THE THINGS THAT WE DID. WHAT DID WE ASK YOU ALL TO DO? THE THINGS THAT WE ASKED YOU TO DO, LOOK AT
THE PROCUREMENT FORECAST AND IN A TARGETED MANNER, IDENTIFY THOSE OPPORTUNITIES THAT
FIT WITHIN YOUR WHEELHOUSE, THAT YOU CAN ACTUALLY SATISFY, REACH OUT AND GET MORE INFORMATION,
BUT ALSO RESPOND TO THE NOTICES OF THINGS THAT GO OUT FOR THAT AS PART OF THE MARKET
RESEARCH SO THAT WE KNOW YOU’RE OUT THERE AND YOU’RE INTERESTED IN THOSE ACTUAL OPPORTUNITIES. THE OTHER THINGS THAT WE DID IS — OR ASKED
YOU ALL TO DO WAS TO SHOW UP TO EVENTS LIKE THIS BECAUSE THIS IS PART OF OUR MARKET RESEARCH. WHEN YOU PUT YOUR NAMES ON A LIST AND YOU
IDENTIFY YOUR COMPANIES AND YOUR CERTIFICATIONS THAT YOU HAVE, WE USE THIS AS PART OF OUR
MARKET RESEARCH TO SAY, WHAT IS OUR POTENTIAL BIDDERS LIST FOR WHAT KIND OF WORK WE’RE ACTUALLY
LOOKING FOR. THE OTHER THING WE ASK YOU ALL TO DO IS BID
ON OPPORTUNITIES. YOU KNOW, IF YOU — THE ONE THING I CAN GUARANTEE
YOU IS, IF YOU DON’T PUT A PROPOSAL IN, YOU WON’T WIN THE AWARD. SO DOES YOU NO GOOD AND US NO GOOD FOR YOU
TO SAY, WHY ARE HUBZONES — WHY ARE WE NOT MAKING OUR HUBZONES GO IF THEY’RE NOT APPLYING
FOR THE OPPORTUNITIES THAT ARE OUT THERE? YOU HAVE TO BID. IT’S THE ONLY WAY THAT WE CAN — THAT YOU
CAN HAVE THE OPPORTUNITY TO ACTUALLY GET THE WORK. LIKE KEITH MENTIONED, SOME OF THE INCREASE
THAT WE SAW IN THE LAST COUPLE YEARS WAS PARTLY DUE TO BUSINESSES WHO WERE APPLYING NOT AS
A HUBZONE BUT JUST HAPPENED TO HAVE THE HUBZONE DESIGNATION AS WELL, WINNING WORK, AND WE
GOT CREDIT FOR THAT EVEN THOUGH IT WASN’T A SET-ASIDE. BUT YOU HAVE TO BID.
AND THEN THE LAST THING IS, IN SEEKING THE OPPORTUNITIES, IS TO ACTUALLY LOOK AT WHAT’S
GOING ON IN THE FEDERAL ACQUISITION MARKETPLACE. THERE IS A HEAVY PUSH ON STRATEGIC SOURCING,
CATEGORY MANAGEMENT, THE USE OF GOVERNMENT-WIDE ACQUISITION VEHICLES. SEEK OPPORTUNITIES AND PARTNERSHIPS TO ACTUALLY
GET ON THOSE VEHICLES SO THAT YOU MAXIMIZE THE NUMBER OF OPPORTUNITIES THAT YOU CAN ACTUALLY
BE A PART OF OR PUT A BID IN ON, EITHER AS A PRIME OR AS AN ACQUISITION TEAM. AND SO THOSE ARE THINGS THAT WE ASK YOU TO
DO. THE MESSAGE IS OBVIOUSLY GETTING OUT BECAUSE
YOU SAW THE DRAMATIC INCREASES IN HOW WELL WE DID. WE’RE LOOKING FORWARD TO THIS YEAR, HOPEFULLY
ACTUALLY FAR EXCEEDING OR AT LEAST EXCEEDING OUR HUBZONE GOALS. BUT THE ONLY WAY THAT ACTUALLY WORKS IS IF
WE’RE WORKING IN PARTNERSHIP WITH YOU TO DO THE THINGS THAT I JUST OUTLINED MEANT IF WE
DO THE THINGS THAT WE’VE COMMITTED TO AND YOU DO THE THINGS THAT WE’RE ASKING YOU TO
DO, THEN I THINK WE HAVE A WINNING COMBINATION THERE TO ACTUALLY INCREASE OUR PERFORMANCE
EVEN GREATER.>>OF THE CONTRACTS THAT HUD TRADITIONALLY
PROCURES, BECAUSE YOU MADE A VALID POINT THAT JUST BECAUSE IT WASN’T A HUBZONE SET ASIDE
DOESN’T MEAN THAT IT DIDN’T GO TO A COMPANY THAT WAS CERTIFIED, THEY PROVIDED THE BEST
PRODUCT, WHAT PARTICULAR CONTRACT VEHICLES, ACCORDING TO YOUR CURRENT BUDGET, BECAUSE
THAT’S AWESOME THAT YOU GUYS UPDATE IT EVERY MONTH, BUT OF THAT FORECLOSURE THAT YOU UPDATE,
ARE A MAJORITY OF THOSE ALREADY FUNDED AND, YOU KNOW, WHERE SHOULD THEY BE LOOKING FOR
THESE OPPORTUNITIES THAT THEY ANTICIPATE COMING DOWN THE PIPELINE HERE SOON BASED ON THE FORECAST,
GOING TOWARDS A VEHICLE?>>YES, SO, ACTUALLY, ONE OF THE ELEMENTS
IN THE FORECAST IDENTIFIES THE TARGETED — THE TIME WHEN THAT ACTUAL SOLICITATION IS ANTICIPATED
TO ACTUALLY HIT THE STREET, AND SO YOU CAN KIND OF PHASE IN AND LOOK AT WHEN IT’S GOING
TO HAPPEN, YOU KNOW, AS DINA SAID, THE SHIP DOESN’T NECESSARILY TURN FAST, SO SOMETIMES
THINGS HAPPEN, YOU KNOW, WE’RE UNDER A CR UNTIL APRIL, MAY. SO THERE’S THINGS THAT MAY HAPPEN THAT MAY
CHANGE THOSE TIMELINES. AND JUST BE UNDERSTANDING, IT’S JUST THE NATURE
OF THE BEAST AND THE GOVERNMENT. BUT, YOU KNOW, WE ACTUALLY — LIKE I SAID,
WE ARE ACTUALLY UPDATING THAT MONTHLY, SO WHEN THINGS ARE CHANGING DRAMATICALLY OR THERE’S
A SIGNIFICANT CHANGE, SOMETHING’S NOT GOING TO HAPPEN, IT COMES OFF THE FORECAST. IF THE — THROUGH THE PROGRAM OFFICE, WE CAN
IDENTIFY THAT THE TIMING OF AN ACQUISITION IS CHANGING DUE TO PRIORITY CHANGES, THEN
THE FORECAST, YOU KNOW, CAN BE UPDATED TO ACTUALLY SHOW THAT. ONE OF THE INITIATIVES THAT WE’RE WORKING
ON, BUT AS I SAID, WE’RE NOT THERE YET, IS LOOKING AT DOING A LONGER TERM FORECAST, SO
INSTEAD OF ONE YEAR, MAYBE A LONGER TERM FORECAST WHICH WILL GIVE EVEN MORE FORESIGHT INTO WHAT’S
ACTUALLY GOING TO HAPPEN, BUT IF YOU LOOK AT THE FIELDS THERE, IT DOES IDENTIFY WHEN
OPPORTUNITIES ARE ACTUALLY GOING TO POTENTIALLY HIT THE STREET, AND THEN IF YOU UNDERSTAND,
BECAUSE, YOU KNOW, ALL OF THE REGULATION AND LITIGATION AROUND THE ACQUISITION PROCESS,
YOU CAN NORMALLY BACK IN TO WHEN — WHAT PARTS OF THE PHASE OF THE PROCESS ARE ACTUALLY GOING
TO HAPPEN. THE OTHER THING IS, THERE’S ANOTHER FIELD
ON THE FORECAST THAT IDENTIFIES WHAT TYPE OF SET ASIDE, IF ANY, IS ACTUALLY FOR THAT
PARTICULAR REQUIREMENT, AND THE ONES TO LOOK AT ARE, IF IT ALREADY SAYS IT’S A HUBZONE,
IT’S ALREADY DESIGNATED, ALSO PAY ATTENTION TO THE ONE THAT IS LISTED AS TOTAL SMALL BUSINESS
SET-ASIDE. WHAT’S THAT SAYING, WE KNOW IT CAN BE SET
ASIDE TO SMALL BUSINESS BUT WE HAVEN’T IDENTIFIED WHETHER, THROUGH MARKET RESEARCH, A PARTICULAR
SOCIOECONOMIC OTHER CLASS IS ACTUALLY AVAILABLE TO DO THAT WORK, AND SO YOU CAN KIND OF EXPECT
OR IT IS MOST LIKELY THAT YOU’LL SEE EITHER AN R 5 OR SOURCES SOUGHT COMING OUT RELATED
TO THAT IN ADVANCE OF THAT SOLICITATION DATE SO WE CAN MAKE A CONSCIOUS DETERMINATION OF
WHETHER WE ARE ABLE TO SET THAT ASIDE FOR A HUBZONE.>>AND IS THERE ANY SPOILER ALERTS FOR ANYBODY
IN HERE THAT, YOU KNOW, SOMETHING MIGHT BE COMING DOWN THE PIPELINE THAT THEY SHOULD
BE LOOKING FOR? OR IS THAT OFF KEY RIGHT NOW AND PUT YOU ON
THE SPOT?>>NO SPOILER ALERTS THERE, BUT UNDERSTAND
THAT WE ARE MOVING INTO THE LAST TWO QUARTERS OF THE FISCAL YEAR, AND THE BUDGET WAS JUST
RECENTLY PASSED, SO THE FLOODGATES HAVE OPENED, SO THINGS THAT MAY HAVE BEEN BEING DELAYED
DUE TO BUDGET RESTRICTIONS AND THE THINGS THAT ARE LOOKED AT FOR THIS YEAR, BECAUSE
HUD DOES GET SOME MULTIYEAR MONEY BUT MOST OF THE — A LOT OF THE MONEY THAT HAS TO BE
SPENT HAS TO BE SPENT IN THE FISCAL YEAR, SO THERE’S GOING TO BE A VAST AMOUNT, TO — A
LOT OF SOLICITATIONS, A LOT OF R5S AND SOURCES SOUGHT THAT ARE GOING TO HIT THE STREETS. IF YOU HAVEN’T TAGGED HUD IN YOUR FED BIZ
OPS, NOTICES, OR ON THE PORTALS THAT ARE OUT THERE, PLEASE DO SO BECAUSE THERE’S GOING
TO BE A LOT OF ACTIVITY GOING ON HERE FOR THE NEXT FOUR TO FIVE MONTHS — OR FOUR TO
FIVE MONTHS, YEAH.>>I THINK THAT WAS A PRETTY CLEAR HINT, GUYS,
SO IF YOU DIDN’T PICK UP ON THAT MESSAGING, WE’VE GOT BIGGER PROBLEMS. ONE OF THE BIG CONCERNS —
>>I DO WANT TO KIND OF PIGGYBACK ON SOMETHING THAT WAS SAID EARLIER. HUD DOES A LOT OF DIFFERENT TYPE OF ACTIVITIES,
FROM FINANCIAL TYPE ACTIVITIES TO I.T. TO — WE’RE IN A LOT OF DIFFERENT INDUSTRIES
AND BUSINESS AREAS. AND WE ARE SEEING ACROSS THE BOARD A LOT OF
JOINT VENTURES THAT ARE ACTUALLY BIDDING ON WORK THAT WE’RE DOING. AND SOME OF THEM ARE ACTUALLY A PART OF THE
PROTEGE PROGRAM, IT IS A GREAT PROGRAM. I WON’T SAY HUD IS THE MOST MATURE IN ACTUALLY
LOOKING AT AND EVALUATING THOSE, BUT WE DO SEE A LOT OF THEM IN PROPOSALS BECAUSE THE
NATURE OF THE WORK THAT WE DO IS GEOGRAPHICALLY DISPERSED AND OFTENTIMES THERE IS — IT CAN
BE VERY COMPLEX, AND SO HAVING THOSE PROPER TEAMS PUT TOGETHER IN THE JOINT VENTURES IS
ONE WAY TO ACTUALLY DO THAT AND COME WITH THE BEST TEAMING ARRANGEMENT TO ACTUALLY ADDRESS
THE ACTUAL REQUIREMENT.>>I WANT TO PIGGYBACK ON THE JOINT VENTURE
BECAUSE A JOINT VENTURE CAN BE USED OUTSIDE OF THE MENTOR PROTEGE. WE ARE SEEING — THE WAY WE’RE SEEING IS BECAUSE
THEY COME AS A PROTEST, RIGHT? SO SOMETHING THAT IS VERY IMPORTANT THAT HOLLY
WAS MENTIONING, THE 30 MINUTES ARE UP FOR THE PANEL, THAT’S WHY I’VE GOT TO CLICK, BUT,
AT ANY RATE, IT’S VERY IMPORTANT THAT JOINT VENTURE, THE STRUCTURE AGREEMENT, TO FOLLOW
THE REGULATIONS, SO, FOR EXAMPLE, IF YOU’RE LOOKING INTO FORMING A HUBZONE JOINT VENTURE,
WHICH ARE GETTING AWARDS, IT’S VERY IMPORTANT TO FOLLOW THAT THE AGREEMENT HAS TO HAVE ALL
THE ELEMENTS THAT IS DESCRIBED IN THE REGULATIONS, 13 C.F.R. PART 126, SOMEWHERE IN THERE. SO, IN THE JOINT VENTURE WEBINAR THAT YOU
ARE GOING TO BE RECEIVING, THERE IS MORE INFORMATION ABOUT ALL THE LITTLE ELEMENTS THAT HAVE TO
BE THERE, AND IF IT DOESN’T, IF WE GET A PROTEST OF AN AWARD TO A HUBZONE JOINT VENTURE, AND
THE PROTEST IS USUALLY CHALLENGING THE ELIGIBILITY OF THE HUBZONE MEMBER, AND WE FIND THE HUBZONE
MEMBER ELIGIBLE BUT THE JOINT VENTURE AGREEMENT IS ANEMIC, IT DOESN’T HAVE SOME OF THESE ELEMENTS,
GUESS WHAT? THAT JOINT VENTURE IS NOT GOING TO RECEIVE
THAT AWARD. SO IT’S EXTREMELY IMPORTANT, I CANNOT EMPHASIZE
ENOUGH WHAT MY COLLEAGUES HAVE SAID HERE. THANK YOU.>>WELL, I JUST WOULD LIKE TO ADD ONE POINT
TO THE JV DISCUSSION. I DIDN’T MENTION IT EARLIER BUT ONE OF THE
ADVANTAGES OF OUR PROGRAM IS WHAT’S KNOWN AS EXCLUSION FROM AFFILIATION. AND THAT BECOMES REALLY IMPORTANT BECAUSE,
IN THAT MENTOR PROTEGE AGREEMENT AND ULTIMATELY IN THE JOINT VENTURE, YOU HAVE A COMBINING
OF PAST PERFORMANCE, EXPERIENCES, RESOURCES, ALL OF THOSE THINGS. BY VIRTUE OF JUST THE DEFINITION OF A JOINT
VENTURE, TWO BUSINESS ENTITIES BECOME AFFILIATED, AND IN THE FEDERAL ACQUISITION LANDSCAPE,
AFFILIATION IS FROWNED UPON. SO, OUR PROGRAM, IF YOU PARTICIPATE, OFFERS
AN EXCLUSION FROM THAT AFFILIATION AND ALLOWS YOU TO BRING TO THE TABLE THE PAST PERFORMANCE,
THE SKILLS AND EXPERTISE OF THE JOINT VENTURE AND THE COMBINED ASSETS, AND THAT IS REALLY,
REALLY IMPORTANT BECAUSE THAT GIVES YOU EXTRA SHOPPING POWER AS YOU’RE LOOKING AT THE ACQUISITIONS.>>AND WE’RE BEING TOLD TO WRAP UP, SO I WANT
TO THANK EVERYBODY FOR COMING, AND JUST, MR. SCOTT MADE A COMMENT ABOUT CATEGORY MANAGEMENT,
AND IF YOU DID NOT UNDERSTAND WHAT THAT MEANT OR YOU’VE NEVER HEARD IT, YOU BETTER DO A
QUICK GOOGLE. OKAY? BECAUSE IT’S DEFINITELY PROBABLY GOING TO
IMPACT YOU. OR JUST COME TALK TO ME BECAUSE I GOOGLE A
LOT.>>ALL RIGHT. SO THANK YOU VERY MUCH, ESTEEMED PANEL, YOU
GAVE SOME WONDERFUL INFORMATION AND I HOPE IT WAS HELPFUL. WHAT WE’RE GOING TO DO NOW IS TRANSITION INTO
OUR MATCHMAKING SESSIONS, WHICH WILL BE — WE HAVE SOME OF THE OTHER AGENCIES LOCATED RIGHT
OUTSIDE THE DOOR ALONG THE BACK WINDOW, AND THEN IN THE NEXT ROOM, IF YOU GO OUT THE DOOR
TO YOUR RIGHT, WILL BE THE HUD PROGRAM OFFICES WILL BE LOCATED IN THERE. I WILL TELL YOU THAT HOUSING IS AT THE VERY
BACK, WE PUT THEM AT THE BACK FOR A REASON, SO WE DON’T HAVE A CONGESTION AND CONFUSION
AT THE DOOR. SO I WOULD ASK THAT YOU ALL BE MINDFUL OF
THE TIME, TRY TO SPEND MAYBE FIVE MINUTES WITH THEM SO — BECAUSE WE DO HAVE OTHER FOLKS
THAT WANT TO SEE THEM WITHIN THE TIMEFRAME THAT WE’VE OFFERED. I THINK WE’RE GOING TO GO TO 1:00 WITH THE
MATCHMAKING SESSION, AND THEN AFTER THAT, YOU’RE FREE TO GO FOR TODAY, BUT WE DO APPRECIATE
YOU ALL SO MUCH FOR GIVING US YOUR TIME SO FAR AND I HOPE THAT YOU FIND THIS INFORMATION
VERY INFORMATIVE. IF YOU STILL HAVE QUESTIONS, I’M SORRY WE
DIDN’T HAVE TIME FOR INDIVIDUAL QUESTIONS AT THE MIC. YOU CAN SPEAK TO OUR FOLKS, THEY’LL BE HANGING
AROUND FOR A LITTLE WHILE, AND YOU CAN ASK THEM QUESTIONS, AND OTHER THAN THAT, THANK
YOU VERY MUCH, AND ENJOY THE REST OF YOUR DAY. [ APPLAUSE ] CAPTIONING PROVIDED BY CAPTION ASSOCIATES,
LLC WWW.CAPTIONASSOCIATES.COM

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