October 2010 DoD Northeast Regional Small Business Matchmaker held in Maine
Maine was this year‟s host state for the "Uncle Sam has quotas they expect us to
DoD Northeast Region‟s Small Business meet," said Joseph Brem, Gloss‟ colleague
Conference and Matchmaker Event from Moog Inc.
(October 5-7th) which was sponsored by
U.S. Senators Olympia Snowe and Susan For companies such as Rood‟s, the
Collins. This event travels among the matchmaking event was a target-rich
states in the northeast region, coming to environment. Instead of working for days,
Maine every three to four years. During weeks or even months to track down the
the Small Business Matchmaker, held on right person to talk to at a prime contractor
October 6th, nearly 400 small business or agency, small businesses had an
representatives from throughout the opportunity to spend a day meeting with
ups and downs," said Bob Ziegelaar, a board
northeast region had the opportunity to them in 10-minute sessions.
member of Old Town-based Sewall.
meet with representatives of over 100
Rood attended a similar event in 2006 and
different government agencies, prime Another benefit of these types of contracts
had a Vermont-based aerospace customer
contractors, and service providers. is that they bring new money to the state:
about four months later.
It‟s not just Maine companies spending
The event caught the attention of money on other Maine companies.
"It was the face-to-face connection, being
statewide media, including the Bangor
able to give our elevator speech about what
Daily News which published the Ziegelaar met with representatives from the
we do," said Rood.
following article (reprinted with Portsmouth Naval Shipyard in Kittery as
permission): In today‟s global economy, entrepreneurs in well as from the Army Corps of Engineers.
Maine are proving the truth in the assertion Sewall employs about 145 people, mostly in
Wickenheiser, Matt, "Matchmaking Old Town, and is a leader in high-tech
that high-skill companies can be based
Event Helps Small-Business People." aerial photos and all the back-office support
anywhere, with customers across the country
Bangor Daily News, October 6, 2010. needed to process them.
and world. But it‟s equally true that old-
SOUTH PORTLAND, Maine -- The fashioned business customs such as a
"I‟d be very surprised if we didn‟t have any
two chatted amiably across the table; he handshake and personal meeting are critical.
business out of this conference within a
was earnest, she was interested. year," said Ziegelaar.
CB Smith employs 35 people in Caribou at
Laura Gloss knew what she wanted. She Virtual Managed Solutions. Employees, most
Philip Lander worked for Sargent Corp. for
was looking for a small business that of them ATX workers who were laid off,
years, then was deployed with the Air
could make precision parts for her $2 remotely access and service computer systems
National Guard after the Sept. 11 attacks
billion company‟s aerospace division. across the country, working on the telecom
for 3½ years. When he returned, he decided
infrastructure put into place by FairPoint and
Will Rood owns B&B Precise Products to start his own business, Atlantic Defense
Inc., a high-end contract machine shop in Co. of Bangor, in 2005, as a Certified
Benton that employs 40 and does work in Smith came to the South Portland conference Service Disabled Veteran Owned Small
sectors including defense, commercial hoping to break into government work. His Business. Today the firm employs about 25
aerospace, oil and gas, energy and company is a veteran-owned business, a small people.
semiconductors. business and is "HUBZone-Certified" -- all
Working with other Maine businesses such
things that federal agencies find desirable. On
It was a match made in South Portland -- as Cianbro, Sargent, Lane Construction,
Wednesday, he met with the Department of
one of many happening Wednesday. Milton Industries and others, Atlantic
Homeland Security, the Treasury
Defense has worked on a number of
Department and SAIC, a giant science,
More than 385 small-business people projects, including some significant ones at
technology and engineering company.
attended the Department of Defense the Togus VA Medical Center. Lander
Northeast Region Council‟s "An event like this lets us walk up, look would like to increase his government work.
matchmaking event, organized by the someone in the eye and get to know them on
offices of Maine Sens. Susan Collins and "Years ago, construction companies had a
a personal level," said Smith.
Olympia Snowe and the Maine good market in paper mill work and at air
Procurement Technical Assistance Center. Getting into government work, either directly bases such as Loring in Aroostook County.
About 150 of those small-business people or as a subcontractor, can be important for a But that work has dwindled. Small firms like
were from Maine. number of reasons. his must take advantage of opportunities
such as the networking event to build other
The matchmaking on Wednesday was "You want to have customers with money to sources of business," said Lander. "Today,"
part of a three-day conference. It featured spend," said Ed Dahl, regional manager of he said, "the lack of jobs means Maine
roughly 100 officials from federal the Maine Procurement Technical Assistance exports its children and grandchildren."
agencies and prime contractors -- big Center, a federally funded nonprofit group
companies such as General Dynamics, that helps small businesses access the "I would like to export knowledge," he said.
Burns & McDonnell Inc., Teradyne and government market.
"The federal government spends more than
Federal agencies and contractors working half a trillion dollars a year on goods and
on U.S. government contracts are services," Dahl said, "and 23 percent of that
supposed to make good-faith efforts to is directed to small business." "And long-
have varying percentages of work done by term government contracts tend to mitigate
small businesses. bumps in the economy, smoothing out the
SBA’s Women-Owned Small Business (WOSB) Program
As we go to press, the Small Business
Administration (SBA) is in the process of
Poised to go into Effect in Early 2011
business operations must be conducted by one
establishing the procedures to implement the
or more economically disadvantaged women
Women-Owned Small Business (WOSB)
(for EDWOSBs) or women (for WOSBs).
Program. It is anticipated that the program will
Further, for EDWOSBs, the economically
launch in February of 2011. In the meantime,
disadvantaged woman must hold the highest
the following information from the SBA‟s
officer position, manage it on a full‐time basis,
WOSB Program Fact Sheet dated October,
and devote full‐time to the business concern
2010, provides a helpful primer on this new
during the normal working hours of the
business concern in the same or similar line of
“The Small Business Act authorizes contracting business. For WOSBs, the woman must hold
officers to specifically limit, or set aside, certain the highest officer position, manage it on a
requirements for competition solely amongst full‐time basis, and devote full‐time to the
women‐owned small businesses (WOSBs) or business concern during the normal working
hours of the business concern in the same or codes can be found in the WOSB Federal
economically disadvantaged women‐owned
similar line of business. Contract Program regulations which are
small businesses (EDWOSBs). This is referred
available on the U.S. Small Business
to as the WOSB Program. These procurement
In addition, the woman who holds the highest Administration‟s (SBA) website www.sba.gov/
mechanisms are meant to increase Federal
officer position may not engage in outside wosb.
contracting opportunities for WOSBs and to
employment that prevents her from devoting
assist agencies in achieving their women‐owned Responsibilities of the Contracting Officer
sufficient time and attention to the daily affairs
small business goals. These procedures are Contracting officers may set aside solicitations
of the concern to control its management and
implemented in SBA‟s regulations, which can be to allow only EDWOSBs or WOSBs to
daily business operations. Although, the
found at 13 C.F.R. part 127. Although the SBA compete.
woman manager need not have the technical
has issued a final rule on the WOSB program,
expertise or license required, she must
the rule will not be effective for several months. A contracting officer may set aside a
nonetheless demonstrate that she has the
In the interim, the SBA can work with the requirement for WOSBs if:
ultimate managerial and supervisory control
Federal Acquisition Regulatory Council and The North American Industry Classification
over those who possess the required licenses or
others in implementing the rule in the Federal Systems (NAICS) code assigned to the
Acquisition Regulations (FAR) and contracting solicitation, invitation for bid, or quote is in an
systems. Certification industry in which SBA has designated that
A WOSB or EDWOSB must: (1) be certified WOSBs are substantially underrepresented.
This fact sheet provides a basic overview of the
by a Federal agency, a State government, or a
program. The SBA intends to issue a Small The contracting officer has a reasonable
national certifying entity approved by the
Business Compliance Guide that will provide expectation that two or more WOSBs will
Administrator, as a small business concern
more detailed information about the program. submit offers. This is sometimes referred to as
owned and controlled by one or more women
the “rule of two.”
Economically Disadvantaged (referred to as a Third Party Certifier); or, (2)
Women‐Owned certify to the contracting officer that it is a The anticipated award price of the contract
Small Business small business concern owned and controlled does not exceed $5 million in the case of
An Economically Disadvantaged Women‐ by women and provide adequate manufacturing contracts and $3 million in the
Owned Small Business (EDWOSB) is a small documentation, in accordance with standards case of all other contracts.
business concern that is at least 51 percent established by SBA, to support such
directly and unconditionally owned and certification. In the estimation of the contracting officer, the
controlled by one or more women who are contract can be awarded at a fair and reasonable
Self‐ Certification price.
citizens (born or naturalized) of the United
WOSBs and EDWOSBs will self‐certify their
States and who are economically disadvantaged.
status in the Central Contractor Registration A contracting officer may set aside a
The EDWOSB automatically qualifies as a
(CCR) and the Online Representations and requirement for EDWOSBs if:
women‐owned small business eligible for the
Certifications Application (ORCA) as other The NAICS code assigned to the solicitation,
small businesses do. invitation for bid, or quote is in an industry in
A woman is presumed economically
disadvantaged if she has a personal net worth of which SBA has designated that WOSBs are
WOSB or EDWOSB will also be required to underrepresented.
less than $750,000, her adjusted gross yearly post certain documents to the WOSB Program
income averaged over the three years preceding Repository. The contracting officer has a reasonable
the certification does not exceed $350,000, and expectation that two or more EDWOSBs will
the fair market value of all her assets (including Third‐Party Certification submit offers. This is sometimes referred to as
her primary residence and the value of the The WOSB or EDWOSB may be certified by the “rule of two.”
business concern) does not exceed $6 million. an SBA approved Third Party Certifier. The
SBA will accept certifications from the U.S. The anticipated award price of the contract
Women‐Owned Small Business Department of Transportation‟s (DOT) does not exceed $5 million in the case of
A Women‐Owned Small Business (WOSB) is a Disadvantaged Business Enterprise (DBE) manufacturing contracts and $3 million in the
small business concern that is at least 51 Program [only from those states that are first case of all other contracts.
percent directly and unconditionally owned and deemed by SBA to have certification standards
controlled by one or more women who are that meet the eligibility requirements of the In the estimation of the contracting officer, the
citizens (born or naturalized) of the United WOSB program], or by SBA as an 8(a) contract can be awarded at a fair and reasonable
States. Participant. A copy of the third‐party price.
Certification must be provided to the WOSB
Eligibility Requirements Additional information about the WOSB
To qualify as an EDWOSB or WOSB, the 51 Program can be obtained by calling 1‐800‐U‐
percent ownership must be unconditional and Eligible Industry Codes ASK‐SBA or visiting the website at
direct. In addition, the management and daily There are eighty‐three NAICS codes www.sba.gov/wosb,”
business operations of the concern must be designated as eligible for Federal contracting
controlled by one or more economically under the WOSB Program. There are forty‐ Contact your Maine PTAC
disadvantaged women (for EDWOSBs) or five NAICS codes in which WOSBs are counselor if you have questions
women (for WOSBs). Control means that both underrepresented and thirty‐eight NAICS or would like assistance
the long‐term decision making and the day‐to‐ codes in which WOSBs are substantially regarding the WOSB Program.
day management and administration of the underrepresented. A complete listing of these
Service Disabled Veteran, and Veteran-Owned Small Business Update
ALL SDVOSB/VOSB businesses inclusion in the database, to access the verifying the applicant's eligibility, (a) For existing SDVOSB/VOSB
that wish to participate in the VA‟s person's personal information to CVE discovers that false registrants, go to
Veterans‟ First contracting program verify information contained in the information has been knowingly www.vip.vetbiz.gov and click on
must apply or reapply for VA application. The act also requires such submitted by a firm, CVE will the "Update A Business Profile"
Certification under the new application and verification remove the “verified” status from field on the left of the screen. Log
Veterans Small Business procedures to be followed with the VIP database and notify the in with your UserID and password,
Verification Act of respect to small businesses currently business by phone and mail. and your existing profile will
2010. Previously, SDVOSB/ included in the database but not yet Whenever CVE determines that the appear. Verify all of the
VOSB verification had essentially verified. applicant submitted false information, update as needed, and
been a self-certification process, but information, the matter will be click on the "update"
due to fraud and other issues Here's what is required for the referred to the Office of Inspector button. Click on the link to the
discovered during GAO scrutiny of application/reapplication: General for review. In addition, the VA Form 0877 and follow the
the program, major revisions to the CVE will request that debarment steps to complete it. If problems
process were promulgated by the (a) Ownership and control. A small proceedings be initiated by the occur with access to the form or if
Veterans Small Business business concern must: be Department. specific questions emerge, the VA
Verification Act of 2010 unconditionally owned and controlled has a special number -- (202) 303-
(10/13/2010). The act requires by one or more eligible veterans, (d) Federal financial obligations. 3260 -- to get help.
all existing SDVOSB/VOSBs to service-disabled veterans or surviving Neither a firm nor any of its eligible
recertify and all new SDVOSB/ spouses; have completed the online individuals that fails to pay (b) For new SDVOSB/VOSB
VOSBs to register under the new Vendor Information Pages database significant financial obligations registrants, go to
procedures. forms at http://www.VetBiz.gov; owed to the Federal Government, www.vip.vetbiz.gov and click on
and been examined by VA's Center including unresolved tax liens and the "Register Your Business"
Although the recertification for Veterans Enterprise (CVE). Such defaults on Federal loans or other option on the left of the
requirement may sound onerous for businesses appear in the VIP database Federally assisted financing, is screen. Complete the pre-
existing registrants, the original self as “verified.” eligible for VetBiz VIP Verification. qualification check-list, then create
-certification was an annual a user account, ID and
requirement and most SDVOSB/ (b) Good character. Veterans, service- (e) U.S. Small Business password. Follow the steps to
VOSB's already certified are up for disabled veterans and surviving Administration (SBA) Protest complete the VA Form 0877. If
renewal within the next few spouses with ownership interests in Decisions. Any firm registered in the problems occur with access to the
months. VetBiz verified businesses must have VetBiz VIP database that is found form or if specific questions
good character. Debarred or to be ineligible due to an SBA emerge, the VA has a special
The Veterans Small Business suspended concerns or concerns protest decision or other negative number -- (202) 303-3260 -- to
Verification Act of 2010 prohibits owned or controlled by debarred or finding will be immediately removed get help.
the Secretary of Veterans Affairs suspended persons are ineligible for from the VetBiz VIP database. Until
from including a small business in a VetBiz VIP Verification. such time as CVE receives official The VA has a dedicated
VA-maintained database of small notification that the firm has proven SDVOSB/VOSB VetBiz VIP
businesses owned and controlled by (c) False statements. If, during the that it has successfully overcome the Verification help desk that is run
veterans UNTIL the Secretary has processing of an application, CVE grounds for the determination or by government contractors. The
verified that: (1) the small business determines that an applicant has that the SBA decision is overturned phone number is (202) 618-3765.
is owned and controlled by knowingly submitted false on appeal, the firm will not be
veterans; and (2) if the small information, regardless of whether eligible to participate in the 38 PTAC counselors can also render
business owner claims to be a correct information would cause U.S.C. 8127 program. assistance for interpreting the
service-disabled veteran, that such CVE to deny the application, and questions and providing
person is a veteran with a service- regardless of whether correct Here's how to get started with the appropriate responses.
connected disability. information was given to CVE in SDVOSB/VOSB application/
The act authorizes the Secretary, accompanying documents, CVE will reapplication process:
upon a person's application for deny the application. If, after
Important Changes for Small Businesses in Government Contracting
Changes are afoot for small competition to HUBZone small changing of one little word, all of several changes including most
businesses when it comes to businesses.” The language of the the SBA‟s small business significantly an increase in the
government contracting and it is statutes creating the Service programs including the soon to simplified acquisition threshold
important that you are aware of Disabled Veteran-Owned Small be implemented Woman-Owned – the ceiling for federal contract
them. Business program and the Small Small Business (WOSB) actions that should generally be
Business Administration‟s Program are now considered to set aside for small businesses --
Choose your words carefully – (SBA‟s) 8(a) Business be equal forest-aside from $100,000 to $150,000.
Parity Restored among SBA Development program each used opportunities and competitive Along with the increase in the
Small Business Programs; the word “may”. Because of the purposes. simplified acquisition threshold,
With President Obama‟s signing definitions of these two words, the contract level at which prime
of the 2010 Small Business Jobs the courts ruled that contracting Simply Put, Things are Looking contractors must submit
Act, parity has been restored to officers had to give preferential Up! subcontracting plans has also
the world of small business consideration to certified HUB Simplified Acquisition been raised, from $500,000 to
contracting. A technical revision Zone businesses. This court Procedures as prescribed in Part $650,000. Unchanged is the
was made to the language of the ruling made it difficult for 13 of the Federal Acquisition micro-purchases threshold, which
Historically Underutilized contracting officers to meet their Regulations (FAR) and formerly remains generally at $3,000.
Business (HUB) Zone statute, goals and created disparity referred to as “small purchases” Purchases below this threshold
changing the word “shall” to amongst the programs; creating a governs when agencies can buy do not require a contracting
“may”. Prior to this change, the pecking order that contracting products or services more quickly officer for completion and can be
wording of the statute said “a officers had to follow with and economically with a focus on made by authorized federal
contracting officer „shall‟ award HUBZone on the top. With the small businesses. Recently, personnel using a federal
contracts based on limited signing of this act and the simplified acquisition has seen government purchase card.
Mo & Flo on DSBS CONTACT PTAC
“Hey Mo, Didn‟t hardly recognize yuh with all
those whiskers. What happened? Lose y‟razor? Y‟
too danged skinny t‟ be playin‟ Santa Claus.”
Bangor Portland/Saco Augusta/Bath
Jaci Hancock Ernie Gray Ed Dahl
“Just gettin‟ ready f‟ winter Flo. No tellin‟ where
the price o‟ fuel‟s goin‟. Least this‟ll keep my face 942 - 6389 653 - 8625 443 - 5790
from freezin‟.if the stove goes out”
“Well Mo, I ain‟t „t all s‟prised that y‟d be
hibernatin‟ behind that scraggly beard. Just like the
David Spooner Larry Giroux
way y‟ do y‟ business, hunkerin‟ down an‟ expectin‟ 498-8736 783-9186
folks t‟ find ya” Let me ask ya sumthin‟. How‟s y‟
business doin? Y‟ getting‟ anywhere yet with sellin t‟
the gov‟nment?” WORKSHOPS & EVENTS
“Well them PTAC folks over t‟ Bangor got me
For information about upcoming training workshops & events please contact a
registered with CCR and I been gettin‟ them PTAC counselor or visit our website at:
gov‟nment bid matches they send me until they‟s www.maineptac.org and click on Events Calendar.
comin‟ outa my ears. But I ain‟t found one o‟ them
jobs yet I could understand well enough t‟ bid on. I BID MATCH SERVICE
been thinkin‟ about callin PTAC and askin‟ „em t‟
stop sendin‟ me them bid matches.” REMINDER: Annual Bid Match Fee Payment of $60 is due by
February 15, 2011. Access our convenient online payment from at:
“So that‟s it Mo? Just sittin‟ back and expectin‟
business t‟ come fallin‟ inta y‟ lap? Are you registered https://www.emdc.org/bidmatch.php. If you have any questions about the bid
in the CCR Dynamic Small Business Search?” match fee please contact your PTAC counselor.
“The dangnabbed small what? What in blazes is that
Flo? More o‟ y new fangled computer stuff I
New Counselor’s Perspective
“Come on over here Mo, and sit down with me on
this park bench… Ah Mo what in blazes y‟lookin‟ My name is Larry Giroux and bid matches per week to sort even more acronyms, and of
over y‟ shoulder for? I ain‟t gonna bite ya‟ an anyone I am pleased to have recently through to determine the best course, I‟ve visited countless
who knows ya, knows how harmless y‟ are. I just joined Maine PTAC‟s Auburn fit for me to bid on. Life was clients with my mentors, Ed
wanna see if I can get on line an‟ find out if you are Office at the Androscoggin good. Dahl and Ernie Gray, two of
registered in DSBS.” Valley Council of the best PTAC counselors
Governments (AVCOG) as a Here it is almost a year later, around. The issues we‟ve seen
“Flo, whatcha think y‟doin‟ openin‟ that danged Procurement Counselor and I am now a Maine PTAC cover the entire spectrum from
computer out here in the park? I may not be the simple to complex. However,
serving clients in Counselor. What I experienced
brightest light on the tree but I know y‟ gotta be
Androscoggin, Franklin and being a new client is only the with the vast amount of
hooked up ta‟ the int‟net t‟ get on line”
Oxford Counties. Prior to tip of the iceberg compared to knowledge and experience
“Mo, it‟s time y‟ took them blinders off an‟ shaved joining Maine PTAC , I was what it‟s like being a new displayed by these diehards,
them whiskers an‟ find out what‟s goin on in the employed by Digital counselor. I am amazed at the the clientele have been well
world. This is sumthin like y‟ cell phone. Y‟ don‟t Equipment Corporation for resources that are available to served.
need no wires. I‟m hopin‟ I can use the Library 16 years, did Procurement assist the small business entity.
wireless t‟ log on. There we are! Y‟see that Mo? Consulting for four Maine Each government agency has As I‟m getting out on my own
Let‟s see if we can get on CCR. There. Now let‟s see businesses for several years and its own acronym and its own and feeling more comfortable
if you‟re in DSBS”. most recently worked for website. It‟s one thing to learn each week, I‟m looking
Sappi Fine Paper for 10 years, all the agencies and their forward to signing up new
“What‟s the name o y‟ Business, Mo? There. See, five as a consultant at the acronyms and I‟m just getting clients, working with existing
there y‟ are. You are registered. Congratulations! clients, and possibly bringing
Westbrook Mill and five as a started, but to familiarize
But let‟s see sumthin‟ else. Let‟s use your NAICS
Procurement Specialist at the myself with all the websites is some former clients back into
code an‟ do a search t‟ see how you look compared t‟
y competition. See that Mo? No wonder you ain‟t Skowhegan Mill. I was a very daunting task. the PTAC fold.
been getting any business. See most o‟ y‟ responsible for all the Capital
competition has sumthin‟ in their narrative block. Equipment purchases and The acronyms alone should Regardless of the workflow, I
Your‟s is empty, just like y‟ head!” hiring contractors for all warrant a dictionary from the know that with the continued
services at all three of Sappi‟s federal government. It‟s an support of the knowledgeable,
“Hold it Flo! Y‟ goin‟ too fast for me. What‟s this Maine locations. alphabet soup of letters that intelligent and dedicated
DSBS stuff all about an‟ why should I give a hoot?” can jumble the mind. I‟m not people of Maine PTAC, I can
In the past year I have also going to go through the ones I provide the clients of
“Mo, listen up! DSBS is where the Gov‟nment and been a PTAC client. I am a think I know, because there is Androscoggin, Franklin and
large businesses and anyone else who knows about Licensed Arborist with over a very good chance that I‟ll get Oxford counties the level of
DSBS will go to find companies they can hire to 30 years experience in them wrong, and there are government procurement
work for „em. When these folks do a „Dynamic technical assistance and
mechanical tree repair and certainly a lot more that I have
Small Business Search‟ in CCR if they see your
difficult tree removal. My first yet to discover. Suffice it to guidance they need to
company with nothin‟ in the narrative block, guess
what? Old Mo just got passed over like a runt in a exposure to PTAC was with say that it is an ongoing successfully market their goods
litter o‟ pups.” my counselor Brad Straight. learning activity. and services to the federal,
Prior to our initial meeting, I state and local governments.
“Wow, Flo. How do I fix that?” had no idea what PTAC was I‟ve had some awesome
like or that anything like it experiences in the two short
“Jus‟ sit tight Mo. We‟ll fix it right now. Give me y‟ even existed. After getting months that I‟ve been with
CCR user ID an‟ Password an‟ we‟ll log into y‟ CCR through the registrations, the PTAC. I‟ve been to
and then go on t‟ DSBS and find that narrative biggest part of signing on with matchmakers, both local and
block. There. Now, go ahead an‟ start braggin t‟ me PTAC, Brad and I developed a regional. I‟ve been to a LEAN
about y‟ business an‟ I‟ll put what ya‟ say inta the Bid Match Profile for my Manufacturing Class. I‟ve been
narrative block. An‟ stop lookin over ya shoulder,
business and I was on my way. to the APTAC Fall
Mo. Ain‟t nobody gives a hoot if it looks like we‟s
gettin‟ chummy” I probably received six to eight Conference, where I learned