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Doing Business with FEMA

Doing Business with

Doing Business with FEMA

Introductions

Doing Business with FEMA

www.isiFederal.com 888-9-GET-isi

Doing Business with FEMA

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www.isiFederal.com 888-9-GET-isi

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Doing Business with FEMA Federal Contracting Success

Sales & Marketing

Project Management

Compliance Funding

Core Capabilities

Doing Business with FEMA Federal Contracting Success

Sales & Marketing

Project Management

Compliance Funding

Core Capabilities

Doing Business with FEMA

Session Objectives...

Help You Decide if Federal is Right for You Introduce FEMA Registering for FEMA Federal Fundamentals Get REAL About How Federal Works How Relationship Development Works How to Identify & Develop Give you real tools you can use today Show off isiFederal

Doing Business with FEMA

Disclaimer

This event is not affiliated with or endorsed by GSA or any other agency and is provided to the audience for informational purposed only. All participation in this briefing is voluntary and any engagement by government personnel is not an indication of endorsement of, or commitment to purchase from, any vendor.

Doing Business with FEMA

Citizenship & Immigration Services Ombudsman Countering Weapons of Mass Destruction Office Federal Emergency Management Agency Federal Law Enforcement Training Centers Management Directorate National Protection and Programs Directorate Office for Civil Rights & Civil Liberties Office of General Counsel Office of Intelligence and Analysis Office of Legislative Affairs Office of Operations Coordination Office of Partnership & Engagement Office of Strategy, Policy, and Plans Office of Public Affairs Office of the Inspector General Privacy Office Science & Technology Directorate Transportation Security Administration United States Citizenship and Immigration Services United States Coast Guard U.S. Customs and Border Protection U.S. Immigration and Customs Enforcement United States Secret Service

DHS 23 Sub Agencies

Doing Business with FEMA

FEMA’s mission is to support our citizens and first responders to ensure that as a nation we work together to build, sustain and improve our capability to prepare for, protect against, respond to, recover from and mitigate all hazards. When the President declares a major disaster

• r emergency under the Stafford

Act, FEMA collaborates with Federal agencies local, state and tribal to provide federal assistance to survivors.

Doing Business with FEMA Established: 1979 Transferred to DHS in 2003 Major Divisions:

Protection and National Preparedness Response and Recovery Federal Insurance and Mitigation Admin. Mission Support United States Fire Administration

HQ – DC

2017 - $16.96B 2018-2019 + $80B

Doing Business with FEMA

10 Operational Regions

1-Boston, MA 2-New York, NY 3-Philadelphia, PA 4-Atlanta, GA 5-Chicago, IL 6-Denton, TX 7-Kansas City, MO 8-Denver, CO 9-San Francisco, CA 10-Seattle, WA

Doing Business with FEMA 2 Responsibilities Emergency Support Functions (ESF) Recovery Support Functions (RSF)

HQ – DC

2017 - $16.96B 2018-2019 + $80B

Doing Business with FEMA Emergency Support Functions (ESFs)

ESF #1 Transportation (DOT) ESF #2 Communications (DHS – NCS) ESF #3 Public Works and Engineering (USACE) ESF #4 Firefighting (Forest Service) ESF #5 Information and Planning (FEMA) ESF #6 Mass Care, Emergency Assistance, Temporary Housing and Human Services (FEMA) ESF #7 Logistics Management and Resource Support (FEMA) ESF #9 Search and Rescue (FEMA) ESF #10 Oil and Hazardous Materials Response (EPA) ESF #11 Agriculture and Natural Resources (AG) ESF #12 Energy (DOE) ESF #13 Public Safety and Security (DOJ) ESF #14 Long-Term Community Recovery (FEMA) ESF #15 External Affairs (DHS)

Doing Business with FEMA

Recovery Support Functions

• Community Planning and Capacity Building (CPCB)

Recovery Support Function (FEMA)

• Economic Recovery Support Function (DOC)
• Health and Social Services Recovery Support

Function (HHS)

• Housing Recovery Support Function (HUD)
• Infrastructure Systems Recovery Support Function

(USACE)

• Natural and Cultural Resources Recovery Support

Function U.S. (DOI)

Doing Business with FEMA

Infant/Toddler Products Durable Medical Equipment Kits Consumable Medical Supplies Kits Plastic Sheeting Tarps Blankets Comfort/ Hygiene Kits8 Water Meals Forklift Rentals Cargo Vans Security Guard Services Generators Cots Joint Field Office Kit Leased Copiers Leased Generators Office Supplies Shredded Bins Portable Toilets Sign Language Temporary Labor Janitorial Services

Top Commodities Procured for Disasters

Doing Business with FEMA

SAM Registration www.SAM.gov TIN www.irs.gov/businesses/small/article/0,,id=102767,00.html DUNS http://fedgov.dnb.com/webform CAGE NAICS Business Size Socio Economic Past Performance References

Doing Business with FEMA

Industry Liaison Program Vendor Profile

https://www.fema.gov/industry-liaison-program

Business Name Contact Cage DUNS NAICS

Doing Business with FEMA

Industry Liaison Program Vendor Profile

https://www.fema.gov/industry-liaison-program

Socio Economic Current Business GSA Current Contact

Doing Business with FEMA

Industry Liaison Program Vendor Profile

https://www.fema.gov/industry-liaison-program

Reason for contacting FEMA Met with FEMA? How did you get here? Commodities you sell

Doing Business with FEMA

Doing Business with FEMA

Industry Liaison Program Vendor Profile

https://www.fema.gov/industry-liaison-program

Capabilities Commodities/Services

Doing Business with FEMA

Debris Contractor Registration www.usace.army.mil/Missions.aspx

Debris Removal

8 Divisions 43 Districts

Great Lakes and Ohio River Mississippi Valley North Atlantic Northwestern Pacific Ocean South Atlantic South Pacific Southwestern Transatlantic

Doing Business with FEMA

1-866-MOVEGSA (1-866-668-3472)

www.gsa.gov/tdrs

Transportation Schedule 48 (14 SINs) Transportation Lodging Relocation

Doing Business with FEMA

Corporate Lodging Consultants https://ela.corplodging.com

Emergency Lodging Assistance

Doing Business with FEMA

Opportunities DHS Forecast: http://apfs.dhs.gov/forecast/ DHS Notifications: http://apfs.dhs.gov/subscribe/

The Department of Homeland Security (DHS) Forecast of Contract Opportunities includes projections of all anticipated contract actions above $150,000 that small businesses may be able to perform under direct contracts with DHS, or perform part of the effort through subcontract arrangements with the Department’s large business prime contractors.

Doing Business with FEMA

SAM + FEMA Registration =

Doing Business with FEMA Submission of the vendor profile form does not:

• Place you on a preferred list of vendors to be

considered for procurements; FEMA does not maintain such a list.

• Guarantee contract award. Please continue to

monitor contracting opportunity sites.

• Guarantee meeting with FEMA

Representatives. ***The form is used to assist in secondary market research and is voluntary***

Doing Business with FEMA Submission of the vendor profile form does not:

• Place you on a preferred list of vendors to be

considered for procurements; FEMA does not maintain such a list.

• Guarantee contract award. Please continue to

monitor contracting opportunity sites.

• Guarantee meeting with FEMA

Representatives. ***The form is used to assist in secondary market research and is voluntary***

Doing Business with FEMA

Do FEMA buyers have Preferred Vendors? What about unanticipated? What about under $150k?

Doing Business with FEMA Opportunities

DHS Forecast: http://apfs.dhs.gov/forecast/ DHS Notifications: http://apfs.dhs.gov/subscribe/ FedBizOps www.FBO.gov

The Department of Homeland Security (DHS) Forecast of Contract Opportunities includes projections of all anticipated contract actions above $150,000 that small businesses may be able to perform under direct contracts with DHS, or perform part of the effort through subcontract arrangements with the Department’s large business prime contractors.

Doing Business with FEMA

Do FEMA buyers have Preferred Vendors? What about unanticipated? What about under $150k?

Doing Business with FEMA

Tips from FEMA... Promote in SAM Watch FBO Accept Credit Cards Promote GSA on Advantage Link Catalog on Website Pursue State Opportunities & Grants Team, Partner, Joint Venture Persevere – Right Connections Take Time Submit Vendor Profile

Doing Business with FEMA

How can I find the Right Connections? How do I pursue? How do I promote? So I Can Be the Preferred Vendor?

Doing Business with FEMA

Winnable Opportunities First – Adjust Your Mindset

Doing Business with FEMA

Winnable Opportunities First – Adjust Your Mindset __________ vs. ________

Doing Business with FEMA

Winnable Opportunities First – Adjust Your Mindset Opportunity vs. People

Doing Business with FEMA

Opportunities Come From: ________________.

People

Doing Business with FEMA

Opportunities Come From: ________________.

People

• 1. Buy From People They Like
• 2. Have Buying Patterns
• 3. Have Preferences

Doing Business with FEMA

Opportunities Come From: ________________. Winnable Opportunities Come From: _________________________.

People

Doing Business with FEMA

Opportunities Come From: ________________. Winnable Opportunities Come From: _________________________.

People

People who like us

Doing Business with FEMA

Want to Win? We need to find the people who buy our stuff… And get them to like us. Federal Marketing

Doing Business with FEMA

“Finally, don’t wait for a disaster to strike. Register your business today and start the process of learning the steps required to work with the federal government.”

Doing Business with FEMA

Professional Representation Business Development Federal Marketing Introduction Campaigns Briefings GSA Schedule Development GSA Schedule Monitoring GSA Advantage Marketing

David Lowe

dlowe@isiFederal.com www.isiFederal.com

202-568-6398

Thanks for Joining Us!

Doing Business with FEMA

FBO aka FedBizOps aka Federal Business Opporunities

Doing Business with FEMA

The Problems with FBO

• 1. Reactive

2. 80% are a virtual lock for competition 3. 10% will never be awarded 4. 10% - That are winnable will likely have more than 5 competitors 5. 7,500 Winnable Opportunities

Doing Business with FEMA

What Doesn’t Hit FBO...

• Less than $25k.
• GSA eBuy
• IDIQ task orders
• BPA calls
• “choice of two”
• Simplified acquisition (up to $150k)
• Sole source manufacturing contracts up to $7M
• Sole source contracts other than manufacturing up to $4M
• “Shortlisted” between 2 or more small businesses
• Emergency acquisitions

Doing Business with FEMA

The FBO RFP Process is... Inclusionary Exclusionary

Doing Business with FEMA

The FBO RFP Process is... Inclusionary Exclusionary

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