tag:blogger.com,1999:blog-60649674064149132642024-03-13T18:18:37.065-07:00The Acquisition CornerA discussion forum on federal acquisition topicsJaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.comBlogger143125tag:blogger.com,1999:blog-6064967406414913264.post-88305974469268237462017-09-26T12:39:00.000-07:002017-09-26T13:17:13.540-07:00Is Innovative Procurement the Answer to Budgetary Constraints?<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi1bKZxXShx-6aombcbFgPjKqAY2CSL_rhnjco3BUbMJgvY02mBKVJJc5j7maxDqslEj41VUJX6XZybBJ1DaZpJfITI0CdPe6-K_4FOos3vh0B5wiZ98IA3SAIVVTPu_QbL4ygZP8s8VUQ/s1600/Innovative_technology550.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="459" data-original-width="1600" height="113" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi1bKZxXShx-6aombcbFgPjKqAY2CSL_rhnjco3BUbMJgvY02mBKVJJc5j7maxDqslEj41VUJX6XZybBJ1DaZpJfITI0CdPe6-K_4FOos3vh0B5wiZ98IA3SAIVVTPu_QbL4ygZP8s8VUQ/s400/Innovative_technology550.jpg" width="400" /></a></div>
As agencies continue to feel pressure to modernize their aging infrastructure, and find other avenues for completing their respective missions with restrained funding, several areas of interesting solutions seem to be working their way across government.<br />
<br />
As blogged by Steve Kelman on <a href="https://fcw.com/blogs/lectern/2017/09/kelman-next-big-thing-in-it-procurement.aspx?admgarea=thelectern&lipi=urn%3Ali%3Apage%3Ad_flagship3_pulse_read%3BSmprkVLoRdaW55KJY92HNw%3D%3D" target="_blank">Federal Computer Week's <i>The Lectern</i></a>, several agencies are using competitive prototyping, and other innovations, as a step to encourage groundbreaking solutions by industry, combined with evaluating process over paper.<br />
<br />
First up the Department of Homeland Security’s (DHS) Flexible Agile Support for the Homeland or FLASH, which was designed to be a small business contract for a variety of Agile development and other DevOp services. The source selection process focused on the use of tech demonstrations, and forgoing the typical Request for Proposal process which is usually daunting for small businesses, especially newer entrants into the market.<br />
<br />
This was an excellent approach to acquiring software development services, but was regretfully <a href="https://washingtontechnology.com/blogs/editors-notebook/2017/07/~/link.aspx?_id=9B57DFCF88DB4F839580DD84CFEDD62F&_z=z&lipi=urn%3Ali%3Apage%3Ad_flagship3_pulse_read%3BSmprkVLoRdaW55KJY92HNw%3D%3D" target="_blank">plagued with management errors</a> in the evaluation and selection process.<br />
<br />
A teachable moment for sure, but DHS has made a commitment to innovative, and will continue to find ways to improve its procurement processes and find the best ways to bring in innovative firms and solutions to the agency as discussed on <a href="http://govmatters.tv/dhs-leaders-discuss-where-flash-went-wrong-and-right/?lipi=urn%3Ali%3Apage%3Ad_flagship3_pulse_read%3BSmprkVLoRdaW55KJY92HNw%3D%3D" target="_blank">Government Matters</a>.<br />
<br />
These tech demos are an excellent way to see how firms behave, think, interact with users, and of course, verify the quality of the products and services being developed. These are tangible factors for evaluation, and can simply not be done with paper-based approaches to selecting vendors.<br />
<br />
Besides DHS and 18F from the General Services Administration, the Department of Veterans Affairs, used a tech demo to select a vendor for a task order for software development to support benefit appeals processing modernization. The Center for Medicare and Medicaid Services has done tech demos, as has the Department of Health and Human Services, who have been pioneers in digital services through the Buyers Club, and the leadership of Mark Naggar.<br />
<br />
This past week, the Office of Personnel Management issued a <a href="https://www.fbo.gov/index?s=opportunity&mode=form&id=ed9f0b9016f5f68c9d994c74d348d9a7&tab=core&_cview=0&lipi=urn%3Ali%3Apage%3Ad_flagship3_pulse_read%3BSmprkVLoRdaW55KJY92HNw%3D%3D" target="_blank">Request for Information </a>on innovative solutions to modernize their infrastructure, and how best to pay for it.
Perhaps a culture shift is underway across government, which is a good thing. A very, very good thing.<br />
<br />
Let’s hope that these initiatives continue to spread across government, and that the days of reading through 100-page RFPs are at an end for both industry and the government.Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-50151925816293599232017-07-28T12:25:00.003-07:002017-07-28T12:27:49.376-07:00Federal Procurement Innovation Through 'Micro-Consulting'<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEidu-IYAYPVYtjTN8_VuKIORiaeIbLGdzVyEjYxpwJGHEEE6qeVJKqIY2RHPS1Bl1KOm78mpfaBXf1FgW0aVG_UvaVEyGzsXbKGz9VtqgiYfMe9XjdjgROqSyLSAf8PN0zAOZhW-E48SZQ/s1600/microconsulting.png" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="520" data-original-width="1600" height="130" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEidu-IYAYPVYtjTN8_VuKIORiaeIbLGdzVyEjYxpwJGHEEE6qeVJKqIY2RHPS1Bl1KOm78mpfaBXf1FgW0aVG_UvaVEyGzsXbKGz9VtqgiYfMe9XjdjgROqSyLSAf8PN0zAOZhW-E48SZQ/s400/microconsulting.png" width="400" /></a></div>
I was intrigued by an article written by <a href="https://fcw.com/blogs/lectern/2017/07/kelman-microconsulting.aspx?admgarea=thelectern" target="_blank">Dr. Steve Kelman on FCW</a> on how to improve opportunities for small businesses, and also allow for rapid acquisition processes for very targeted problems (i.e. innovative procurement methods).<br />
<br />
This approach, known as "micro-consulting", focuses on targeted initiatives providing services at or below the micro-purchase threshold. As described in the article, this is the business model of Chris Cairns, one of the co-founders of 18F, and who started a firm called <a href="https://skylight.digital/" target="_blank">Skylight</a>.<br />
<br />
In announcing the creation of his firm, the post announced:<br />
<br />
<i>...Not every problem requires a full-blown consulting engagement. Often times, a short burst of work on a specific topic is all that's needed to help propel government managers and teams forward. That's why we're introducing digital consulting services priced within the federal micro-purchase thresholds... </i><br />
<br />
This model seems to make sense on many fronts, across the entire spectrum of federal government.
Take requirements development for example, one of the most critical issues that often leads to program failures.<br />
<br />
This was a recent focus by Gen. John Michael Loh (ret.), who recently lamented on the <a href="https://www.defensenews.com/opinion/2017/07/26/defense-acquisition-focus-on-the-requirement-document-not-the-process-commentary/" target="_blank">bureaucratic, non-value added defense procurement process</a>.<br />
<br />
Gen. Loh stated:<br />
<i><br /></i>
<i>...We need to learn from the past and get back to basics in the acquisition system starting with the requirements process. From the start of the F-15 and F-16 programs in the early 70s through the F-22 start in the late 80s, concept development began with small, smart teams working together from the operating and developing commands; understanding the need; conducting trade-off analyses to assess risk and cost, in continuous dialogue, producing a requirements document unfettered by top-down micromanagement or wall-to-wall reviews and nitpicking...</i><br />
<br />
What if these teams can have very targeted engagements from experts in the field on particular topics, such as cyber, cloud, logistics, etc? What if the process was able to be turned on its head, and instead of contracting out for a typical engagement of years, hundreds of thousands of dollars, and questionable results, you <b>simply purchase exactly what you need, very quickly, cheaply, and with targeted results? </b><br />
<br />
This process could open the door to many entities, consultants, and start-ups that have what the government needs, but can not be at the table because of the barriers to entry, for starters. <b>Small businesses would have expanded opportunities for introducing innovation, risks could be taken, and experimentation can be more readily conducted. </b><br />
<br />
Firms can build past performance, and perhaps even be rated on an Amazon-like scale. Engagements can be purchased with days, and provide input and value in a short-time frame, as needed. <b>Raising the micro-purchase threshold to $10,000, or maybe even up to $100,000, would further expand the opportunities for these types of engagements. </b><br />
<br />
This is a very interesting way to expand innovation in federal buying, lower barriers to entry, expand the base of contractors, lower administrative costs dramatically, and also add value immediately.
I too hope this initiative can have a disruptive effect on federal procurement. It can be a win-win for both parties. So why not give it a try?Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-1473055242137349342017-06-13T10:50:00.000-07:002017-06-13T10:50:48.714-07:00Is Procurement Reform Possible Or Illusory?<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEglyQYy9JA1Q-GNwHz09tQdtd3UjQ4P0QdtutrnxFFe-Nj3CLDeS77S9DkByI8j4Ac2_IGxYiihcPQIOz6u34cIUSOmwLp7wwjbLWB7rJCun32TFQEeU4Is52FCFs-kitMAIRbjVtF9SjA/s1600/Daydreaming.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="600" data-original-width="1280" height="150" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEglyQYy9JA1Q-GNwHz09tQdtd3UjQ4P0QdtutrnxFFe-Nj3CLDeS77S9DkByI8j4Ac2_IGxYiihcPQIOz6u34cIUSOmwLp7wwjbLWB7rJCun32TFQEeU4Is52FCFs-kitMAIRbjVtF9SjA/s320/Daydreaming.jpg" width="320" /></a></div>
This article originally appeared on the <a href="http://www.publicspendforum.net/blogs/jaime-gracia/2017/06/13/is-procurement-reform-possible-or-illusory" target="_blank">Public Spend Forum</a>.<br />
<br />
There has been much talk about procurement reform over the last few decades, and has been a hot topic for the last several years. Many initiatives are ongoing, most notably the Section 809 Panel for the Department of Defense. In its <a href="https://section809panel.org/wp-content/uploads/2017/05/Section-809-Panel-Interim-Report-Supplement-May-2017.pdf">initial report</a>, new policies are not being proposed, no new laws or regulations. There is actually a focus on elimination of what bogs down the ability for the desired; speed, agility, and a renewed sense of mission.<br />
<br />
However, much talk of “acquisition reform” revolves around a discussion of what is wrong with federal procurement. This discussion is about what needs to happen if we are going to keep up with modern technology, secure our aged technological platforms, and overall improve the performance of government.<br />
<br />
An excellent example of this type of thinking comes from Orion Hindawi, CEO and co-founder of Tanium, in a recent piece on <a href="https://federalnewsradio.com/commentary/2017/06/government-it-cant-modernize-without-reforming-procurement-practices/">Federal News Radio</a>. Although I completely agree with his positions, the talk of “acquisition reform” never centers on the root cause of the issues, and why we are seemingly going in circles when it comes to federal buying.<br />
<br />
If one wants to get at the heart of the matter, then required reading should be the guest blog of Steve Kelman’s <em>The Lectern</em> on <a href="https://fcw.com/blogs/lectern/2017/06/dont-reform-procurement-eaves.aspx">Federal Computer Week</a>. David Eaves, Lecturer in Public Policy at the Harvard Kennedy School and Director, discusses why reform efforts may prove to be fruitless, and even dangerous.<br />
<br />
Mr. Eaves writes:<br />
<br />
<div style="padding-left: 30px;">
<em>…Procurement is often cited as the big bad bogeyman holding us back. If only we fixed procurement, there would be more choice, better vendors and less failure among government IT projects.</em></div>
<div style="padding-left: 30px;">
<em><br />I don't buy it.</em><br />
<em><br /></em></div>
<div style="padding-left: 30px;">
<em>We can get better choice, better vendors and less failure without reform. I'm not saying procurement is perfect. But the benefits of reforming procurement are not needed and the dangers are significant…</em></div>
<br />
So what is the issue then?<br />
<br />
<div style="padding-left: 30px;">
<em>…My observations have been that learning to navigate procurement is one of the key elements that differentiates successful from unsuccessful companies in the government space. Sadly, it can sometimes become the core skill of success, more relevant than even the ability to deliver an effective product or service…</em><br />
<em><br /></em></div>
Here is where we start to narrow our focus about what the real issues are, since we are talking about culture, and why this culture has created a system that is complex, slow, and does not normally satisfy needs.<br />
<br />
Part of this situation needs to start looking beyond simply blaming contracting officers for poor performance. I never understood how this strategy would be effective. <strong>How can one possibility be expected to be “innovative” when you are not provided any resources our support for doing so?</strong> Performance metrics are misaligned with objectives, all actions are focused on simple compliance and not taking any unnecessary risks, and servicing the customer as a business advisor is often seen as less than ideal.<br />
<br />
Leadership is a major issue. There needs to be more knowledge transfer to demonstrate to acquisition leaders that the reason things are so bad might be the reflection in the mirror. Cultivating a culture for people to really think outside the box is a good thing. The current procurement rules allow for innovation, and more commercial practices, as discussed in the Office of Science Technology Policy and the Office of Management and Budget <em><a href="https://obamawhitehouse.archives.gov/blog/2014/08/21/buying-what-works-case-studies-innovative-contracting">Innovative Contracting Case Studies</a></em>, a document that describes several ways federal agencies are getting more innovation per taxpayer dollar – all under existing laws and regulations.<br />
<br />
A major shift in collaborating with industry is also in order. As Mr. Eaves points out, government personnel who can identify good technology and practices from bad ones is limited. It really is asking a lot of public servants who rarely buy technology, or who are not experts, to be able to work on this ever-changing landscape without specialization. Therefore, industry must be able to step in and help government understand the technology and practices that provide a mutually satisfactory outcome.<br />
<strong>Win-win is always at the top of industry’s mind, regardless of the unfortunate stigmas associated with the industry-government relationship. </strong><br />
<br />
Finally, back to Mr. Eaves:<br />
<br />
<div style="padding-left: 30px;">
<em>…The reality is procurement law allows for a fair degree of flexibility. Procurement lore does not…</em><br />
<em><br /></em></div>
<div style="padding-left: 30px;">
<em>…This culture change that USDS engaged in is not easy, but changing lore is probably easier and more effective than changing law…</em></div>
<br />
The U.S. Digital Service <a href="https://playbook.cio.gov/techfar/">TechFar handbook</a>, is an excellent guide on procuring IT in a flexible and innovative manner, and a culture-hacking tool. It can be done, all within the existing framework, if there is a will to be better buyers, and the desire to change the status quo.<br />
<br />
Many in industry believe that acquisition reform efforts will have a net positive outcome, that will lower barriers to entry, and allow them more opportunities. Mr. Eaves believes this to be fantasy, and I agree.Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-14589970585132369062017-02-28T07:45:00.000-08:002017-09-03T06:57:55.041-07:00What Is The Future of 18F?<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgluAeac9m34QffnqBDklojw-aMDEjsFWaId2EtLbNDwF6gFEKEoAlpHzs4SXFX0y7nl7Jx7ioffrKLZkf3IJnUJMpoO4oYVu1MNVO8-5NpSXWLbRJJQorgDLHMCWizgzmSlqyHhA6Fet4/s1600/GS+18F.png" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="141" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgluAeac9m34QffnqBDklojw-aMDEjsFWaId2EtLbNDwF6gFEKEoAlpHzs4SXFX0y7nl7Jx7ioffrKLZkf3IJnUJMpoO4oYVu1MNVO8-5NpSXWLbRJJQorgDLHMCWizgzmSlqyHhA6Fet4/s320/GS+18F.png" width="320" /></a></div>
After another <a href="http://www.gsaig.gov/sites/default/files/ipa-reports/OIG%20EVALUATION%20REPORT_Evaluation%20of%2018F%20IT%20Security%20Compliance_JEF17-002_February%2021%202017.pdf" target="_blank">scathing inspector general (IG) </a>report about the 18F program at the General Services Administration, it seems like perhaps this program needs some retooling.<br />
<br />
This report was was <a href="http://fcw.com/articles/2017/02/21/gsa-oig-18f-report-rockwell.aspx" target="_blank">covered extensively by FCW</a> and many other federal IT media outlets, in addition to the <a href="http://www.washingtonpost.com/news/powerpost/wp/2017/02/22/report-federal-tech-start-up-falls-down-on-rules-procedures/?utm_term=.e58bac5bcf18" target="_blank">Washington Post</a>.
18F has been a bit of a punching bag, as they also got negative press for spending <a href="http://www.meritalk.com/why-congress-needs-to-take-a-long-hard-look-at-18f/" target="_blank">a weekend redesigning their logo</a>, and of course the <a href="http://www.gsaig.gov/sites/default/files/ipa-reports/OIG%20EVALUATION%20REPORT_Evaluation%20of%2018F_%20JE17-001_October%2024%202016.pdf" target="_blank">first IG report</a> discussing their finances and their management failures.<br />
<br />
What has always bothered me about 18F is how they seemingly have been able to operate outside the constraints that all other IT service providers are forced into. Further, why does following established enterprise architecture, cyber, QA, and IA standards seem like "<a href="http://www.nextgov.com/cio-briefing/2017/02/18f-wants-change-rules-not-break-them-leader-says/135628/" target="_blank">needless bureaucracy</a>", which seems to be the pervasive attitude of many at 18F, according to internal sources? I understand that many of these developers and engineers have little to no government experience, but doesn't management?<br />
<br />
It just seems like you have to either have innovation or be trapped by rules and regulations. Can they not co-exist? It is akin to saying you cannot have both procurement innovation and the FAR? Steve Kelman's piece on his FCW blog countered that argument, <a href="http://fcw.com/blogs/lectern/2017/02/kelman-acquisition-innovations.aspx?admgarea=thelectern" target="_blank">discussing share in savings</a>.<br />
<br />
Government management can be frustrating, messy, and sometimes redundant. However, it takes effective leadership to produce results. I have no doubt in the talents of 18F, but the IG reports are highlighting important shortcomings in the program that need to be addressed.<br />
<br />
Is the IG report seemingly biased and possibly agenda driven? Maybe. Nonetheless, it does not make what they found not true either.
Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-89189303702805010232017-01-26T06:35:00.001-08:002017-09-03T07:06:45.706-07:00On the Horizon: Small Business IT Opportunities in the Trump Administration<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhLxyLvLZs0PuuCUWWUlL8tHDqRMq6gtdvU7FH6Ie4THwInp8hFlUpivkbJGnaOLKTQFlFEWLJiPDtJLdt0PKvkLabwtA-_RtSBQAriTIiWV2DsLr9J2hx8nviGGKDIjefsyCgItGUmXVs/s1600/C3GltT1WYAA4YhJ.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><span style="font-family: "arial" , "helvetica" , sans-serif;"><img border="0" height="192" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhLxyLvLZs0PuuCUWWUlL8tHDqRMq6gtdvU7FH6Ie4THwInp8hFlUpivkbJGnaOLKTQFlFEWLJiPDtJLdt0PKvkLabwtA-_RtSBQAriTIiWV2DsLr9J2hx8nviGGKDIjefsyCgItGUmXVs/s320/C3GltT1WYAA4YhJ.jpg" width="320" /></span></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: "arial" , "helvetica" , sans-serif;">vectorfusionart/Shutterstock.com</span></td></tr>
</tbody></table>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Although the Trump Administration is only into its first week, it certainly has been a busy one so far. Granted many of the initiatives and priorities that the new Administration will fund are still coming into focus, however <b>recent developments signal where small businesses may want to focus, or continue to focus, in fiscal year 2017. </b></span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><u>Cybersecurity</u> </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b>Cybersecurity will continue to be an important mission, and one that will continue to see more growth.</b> Given the <a href="http://www.technewsworld.com/story/84231.html" target="_blank">steady stream of data protection contracts</a> that have been awarded recently, <b>small businesses offering these services would be wise to research some of the contracts, the awardees, and the vehicles used to award these contracts to build relationships and develop opportunities. </b></span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Examples include: </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Department of Homeland Security (DHS) – DHS awarded a <a href="http://www.nextgov.com/cybersecurity/2016/09/lockheed-scores-395m-dhs-cyber-contract/131539/" target="_blank">contract to Lockheed Martin</a>, with a potential value of $395 million, for various cybersecurity protection services designed to prevent, detect, contain and eradicate cyberthreats.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">General Services Administration (GSA) – GSA continues to expand and modify their existing cadre of procurement vehicles for cyber. According to GSA, in commenting on their recent contract with Adobe: </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<i><span style="font-family: "arial" , "helvetica" , sans-serif;">…The agreement will help agencies "comply with current information security and electronic government policy recommendations and requirements," including the Cybersecurity National Action Plan, the Cybersecurity Strategy and Implementation Plan, the Cybersecurity Act of 2015, the Government Paperwork Elimination Act, and the E-Sign Act of 2000, according to GSA… </span></i><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">GSA chose <a href="http://gsablogs.gsa.gov/technology/2016/10/20/new-cybersecurity-sins-open-for-business/" target="_blank">Adobe as a provider of data protection capabilities</a> for federal agencies, via <a href="http://www.carahsoft.com/vendors/adobe" target="_blank">Carahsoft</a>, as an existing GSA Schedule 70 provider, and designated reseller of Adobe offerings. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Other awards of note: </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">GSA awarded two contracts with a potential total value of $110 million to <a href="http://investor.mantech.com/releasedetail.cfm?releaseid=983863" target="_blank">ManTech, on behalf of DHS</a>, under the GSA Alliant Government-Wide Acquisition Contract vehicle. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">The Center for Medicare and Medicaid Services awarded a contract to Iron Vale, for providing a comprehensive cybersecurity support, using GSA’s IT 70 schedule. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">DHS awarded Advanced Concepts and Technologies International a <a href="http://www.govconwire.com/2016/12/act-i-to-provice-acquisition-support-to-dhs-cyber-michael-niggel-comments/" target="_blank">$21 million contract</a> through the GSA’s OASIS Small Business Pool. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">The U.S. Air Force <a href="http://finance.yahoo.com/news/engility-awarded-31-million-u-123000233.html" target="_blank">awarded Engility Holdings</a> a $31 million contract to provide cyber-research, security assessments, and analysis. The Defense Technical Information Center, a centralized agency within the Defense Department, facilitated the contract award. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">The U.S. Army <a href="http://news.clearancejobs.com/2016/09/28/booz-allen-hamilton-awarded-army-cyber-security-enterprise-support-contract-dod-daily-contracts/" target="_blank">awarded Booz Allen Hamilton</a> a $13.2 million contract for cyber security enterprise support via the Army Contracting Command. </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Federal agencies will continue to look for opportunities to enhance cybersecurity capabilities, so <b>small businesses should see more prospects to build relationships with these agencies, and other firms in the space. </b></span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<u><span style="font-family: "arial" , "helvetica" , sans-serif;">Big Data Analytics </span></u><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">After two Senate confirmation hearings, President Trump’s nominee to head the Office of Management and Budget, Rep. Mick Mulvaney, <b>clearly sees <a href="http://www.fedscoop.com/mulvaney-data-act-crucial-for-sorting-out-federal-spending/" target="_blank">big data analytics</a> as a path to improving efficiency of government operations.</b></span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">Rep. Mulvaney stated that the Digital Accountability and Transparency Act (<a href="http://www.usaspending.gov/Pages/Data-Act.aspx" target="_blank">DATA Act</a>), a 2014 law that requires standardized reporting on spending data across the federal government, as a critical tool to eliminating waste.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;">He also stated in one of the hearings: </span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<i><span style="font-family: "arial" , "helvetica" , sans-serif;">…“We’re living in an age of big data, and then here we are as the federal government and we probably have some of the best big data available anywhere, but we can’t use it because no one can share it or read it.”…</span></i><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b>Small businesses with data analytic services, which also help support DATA ACT, can perhaps find some interesting opportunities in this sector.</b> Further, helping the government with <a href="http://www.govexec.com/govexec-sponsored/2017/01/data-analytics-can-improve-dod-decision-support/134384/?oref=ngfromoursponsors" target="_blank">decision-making analytics </a>about improper payments, and other means of rooting out waste, fraud, and abuse, should also continue proving to be an interesting market for further exploration. These capabilities should create new and expanded opportunities at agencies across the government, and the Pentagon.</span><br />
<span style="font-family: "arial" , "helvetica" , sans-serif;"><br /></span>
<span style="font-family: "arial" , "helvetica" , sans-serif;"><b>As always, being successful in these areas requires good intelligence about how best to add value, and how to solve your customer’s problem.</b> Although modernization should also see significant investment in the Trump Administration, cyber and analytics tools should continue to prove fruitful for new and continuing contracting opportunities.</span>Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-74200425493723398262017-01-06T09:04:00.000-08:002017-01-09T11:58:27.808-08:00Small Businesses Escape Major Contract Killer<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhEuk1BVGN1gwzbbBuSr_NHrQBCRrjW9eONdaDbV3c7pDlMlMpap3M0D_SQEkDpaHSovjg3b24hkxnYwXz9Us2tPDsywDQsFl5vpWRZ7KYMAFaiqN3RKwVxXiz4nD4dj4weamu-l7OwyqA/s1600/Relief-800x445.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="178" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhEuk1BVGN1gwzbbBuSr_NHrQBCRrjW9eONdaDbV3c7pDlMlMpap3M0D_SQEkDpaHSovjg3b24hkxnYwXz9Us2tPDsywDQsFl5vpWRZ7KYMAFaiqN3RKwVxXiz4nD4dj4weamu-l7OwyqA/s320/Relief-800x445.jpg" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">www.marketintelligencecenter.com</td></tr>
</tbody></table>
Update - Back in the fall, the U.S. Senate, with help of executives of major defense contractors, crafted the FY 2017 defense authorization bill that would potentially c<b><a href="http://www.forbes.com/sites/robbmandelbaum/2016/09/30/congress-appears-poised-to-gut-government-contracts-for-small-business" target="_blank">ut federal government contracts to small companies by as much as a 25 percent</a></b>. I also commented on this legislation <a href="http://www.linkedin.com/pulse/you-small-business-federal-government-contract-long-jaime-gracia?trk=mp-author-card" target="_blank">on LinkedIn. </a><br />
<br />
The legislation in question was <a href="http://www.govtrack.us/congress/bills/114/s2943/text/es#link=A_VIII_C_838&nearest=HC176DB5B9BF340BEA7434B798AD07550" target="_blank">Section 838</a> of the annual <a href="http://www.congress.gov/bill/114th-congress/senate-bill/2943" target="_blank">National Defense Authorization Act </a>(NDAA), which allowed the Department of Defense to count subcontracts with small businesses against the agency's prime contract goals. This was a huge issue for the small business community, since the provision could have replaced as much as $22 billion in prime contracts with subcontracts.
<br />
<br />
Section 838 was thankfully stripped from legislation — for now — when President Obama recently signed the 2017 NDAA into law, and replaced it with a <a href="http://www.govtrack.us/congress/bills/114/s2943/text/enr#link=A_VIII_D_851&nearest=H7DE652E812A249B39214DC21665A30B4" target="_blank">call for information</a> from the Pentagon.<br />
<br />
The Pentagon will also have to recalculate its <a href="http://www.sba.gov/contracting/finding-government-customers/see-agency-small-business-scorecards" target="_blank">annual performance goals for small business </a>contracting after excluding some other types of contracts, such as overseas contracts that typically are not awarded to small businesses.<br />
<br />
Small businesses were rightfully worried about this provision, but can breath a sigh of relief, for the time being. Hopefully the Trump Administration will allow for better opportunities for small businesses, and overall improving performance goals for the taxpayer.Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-26970242880265347462016-12-14T13:09:00.000-08:002016-12-14T13:12:23.716-08:00Will Category Management Take a Pause, or Full Speed Ahead?<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjBKuVnPMCWvQfmYrMybJ6jPz6M51Vqd9vGvNc9DBdKlPlk6C0oq4iIFUnIgbvAhnBtBKoPNsv51-O9JlqKBpaEtF5V3JN1eGgdEDV5__ROM0ix4vN9TnGm5zzxCAekftQLi3t38R3nEtw/s1600/pause_0.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="209" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjBKuVnPMCWvQfmYrMybJ6jPz6M51Vqd9vGvNc9DBdKlPlk6C0oq4iIFUnIgbvAhnBtBKoPNsv51-O9JlqKBpaEtF5V3JN1eGgdEDV5__ROM0ix4vN9TnGm5zzxCAekftQLi3t38R3nEtw/s320/pause_0.jpg" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">healthcareitnews.com</td></tr>
</tbody></table>
One of the initiatives that the Office of Management and Budget (OMB) continues to diligently institutionalize is Category Management. This initiative, a governmentwide effort to <a href="http://www.govexec.com/contracting/2015/10/omb-and-gsa-tout-progress-federal-agencies-buying-one/122850/" target="_blank">consolidate contracts</a> to save money through reduced duplication, is widely used in the private sector.<br />
<br />
However, many in industry and government are concerned, and with good reason.
Improving federal acquisition is a very difficult task, and OMB and the General Services Administration's (GSA) efforts are laudable and should be commended, especially those that look to reduce contract duplication, and save taxpayer money. However, the OMB Circular No. A-XXX, “Implementing Category Management for Common Goods and Services” raises many issues.<br />
<br />
My principal concern is the way that contracts are to be consolidated, and the way execution of this goal under Category Management will affect the small business community. My firm's comments to the circular can be found <a href="http://web2.siteengineserver.com/upload/10471/documents/BD4D98B410E47F42.pdf" target="_blank">here</a>.<br />
<br />
Roger Waldron, president of the <a href="http://thecgp.org/friday-flash-12-9-16#far" target="_blank">The Coalition for Government Procurement</a>, has raised a number of significant issues when it comes to Category Management, and the concerns with the “best-in-class” (BIC) contract solutions for mandatory use, I believe, are worth noting.<br />
<br />
<i>...Mandatory contract vehicles could lead to significant risk for government and industry. Without vigilance, a well-intended cross-functional team could designate “winners and losers” through mandatory contract solutions for customer agencies and contractors in an attempt to manage the market. Such an approach can limit access to ongoing commercial competition and innovation, as well as negatively impact the small business community... </i><br />
<br />
One size does not necessarily fit all, and this is one of the major concerns for both government and industry that needs further review.
Also of note is the fact that BIC contract solutions are seemingly not getting enough industry input. For these initiatives to be successful, more input, not less, is necessary from both industry and government stakeholders.<br />
<br />
Certainly input from industry partners should be sought to help government make more informed decisions about commercial solutions.<br />
<br />
It will be interesting to see how this initiative moves forward under a Trump Administration. I believe the goals to be important, but I know many in industry do not have the information they need to help government reduce regulations, streamline processes, and improve competition and innovation.<br />
<br />
Perhaps a pause is in order, and a fully vetted review and cost benefit analysis can be conducted or shared. If after all the facts are in, and the initiatives need to move forward as-is, then I believe we can call agree to get on board and do what is necessary for successful implementation.<br />
<br />
I am just not sure we are there yet...Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-45030819149498295582016-12-07T12:25:00.001-08:002016-12-07T12:25:05.361-08:00Needed or Redundant Regulation: You Make the CallRemember those "You Make the Call" commercials that used to air during Monday Night Football games during the 1980’s and early 90’s, where you test your knowledge of the rules against the officials?<br />
<br />
If not, here is a sample:<br />
<br />
<div class="separator" style="clear: both; text-align: center;">
<iframe width="320" height="266" class="YOUTUBE-iframe-video" data-thumbnail-src="https://i.ytimg.com/vi/0lnz1PnHGso/0.jpg" src="https://www.youtube.com/embed/0lnz1PnHGso?feature=player_embedded" frameborder="0" allowfullscreen></iframe></div>
<br />
<br />
I was talking to several people this week about the utility of a <a href="http://www.gpo.gov/fdsys/pkg/FR-2016-11-29/html/2016-28450.htm" target="_blank">proposed rule</a> by the Federal Acquisition Regulatory Council in Nov. 29’s Federal Register, which is aimed at improving communications between government and industry.<br />
<br />
According to the proposed rule:<br />
<br />
<i>...“government acquisition personnel are permitted and encouraged to engage in responsible and constructive exchanges with industry, so long as those exchanges are consistent with existing laws and regulations, and promote a fair competitive environment.”... </i><br />
<br />
Doesn't the language in the Federal Acquisition Regulation Part 10 (Market Research) effectively provide similar language and/or sentiment? Is this new rule even necessary? How is creating this new rule going to change anything?<br />
<br />
As reported by <a href="http://federal%20news%20radio/" target="_blank">Federal News Radio</a>:<br />
<br />
<i>...Two mythbusters memos from the Office of Federal Procurement Policy; the reestablishment of the Frontline Forum for contracting officers; a host of Web and in-person educational sessions over the last five years, and still the idea that government and industry can communicate about contracts is hard for many acquisition workers to grasp... </i><br />
<br />
So this is where we are. Does anyone really think the communications issue is getting better?
Yes and No.
Is it the fear of auditors? Too much oversight? A risk averse culture that creates fear of doing something wrong? Lack of training? Leadership?<br />
<br />
Yes on all counts.<br />
<br />
<b>For starters, the message of communication and collaboration with industry seems to have stayed at the top of most organizations</b>, because most leaders in the federal procurement world state they are implementing such measures.<br />
<br />
Really? Because someone needs to talk to the acquisition workforce. The acquisition workforce is being taken to task for not communicating more, and being more collaborative. Granted there is truth to that complaint. However, it is the equivalent of screaming at a customer service agent of a large corporation. It might make you feel better, but that person is doing their best to follow the policies placed before them, along with the resources and direction they have been given.<br />
<br />
<b>The acquisition workforce needs help to improve. They need resources, training, and the ability to be empowered to make decisions, do what is in the best interest of the taxpayer, and be able to make mistakes. Provide them motivation, show them how, and establish the tools they need to be more successful. </b><br />
<br />
Under the current environment of being overworked, poorly trained and supported, not having proper direction and guidance, fear of effective engagements under threat of protest, not to mention intense oversight scrutiny, I don't see how any new rule of telling the workforce to do what they already know they need to be doing will change.<br />
<br />
We need to figure out why this collaboration is not being done, and help create a culture of being able to be more communicative. Some of the best federal contracting officers and program managers I know sadly tell me they simply have no reason to continue being collaborative and communicative with industry. Why bother, when they don't get supported by above, get misinformation or no support from legal, and continuously are getting hammered from all sides? All negative, and no positive reasons.<br />
<br />
There is vast room for improvement on both sides of the fence, because this is not just a problem with the federal government. For example, threatening the "P" word at the drop of a hat is counterproductive, and breeds the resentment and fear that closes the doors to effective communication.<br />
<br />
There are pockets of excellence that need to be leveraged, such as liaison positions in government, ombudsman, and great leadership at the General Services Administration in developing programs such as Alliant, OASIS and Networks 2020. You can also just follow <a href="http://www.treasury.gov/about/organizational-structure/offices/Mgt/Pages/dcfo-osdbu-contacts-osdbu.aspx" target="_blank">Jose Arrieta</a> around town in Washington, D.C., who is a maverick in this area, and did a marvelous job at the Department of Homeland Security (<a href="http://www.youtube.com/watch?v=EVHgAj-IcZ0" target="_blank">video</a>), and continues this work as Director of the Office of Small and Disadvantaged Business Utilization at the Department of Treasury.<br />
<br />
Let's do what we need to do. We don't need more rules and regulations. We know what the problems are, so let's fix it.<br />
<br />
So, to the original question. Is this new proposed rule a path forward to improving the communications issue?<br />
<br />
You make the call!
Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-54301675928429719012016-11-26T08:31:00.001-08:002016-12-07T12:26:10.914-08:00Small Business Teaming: 3 Tips For Forming Productive Partnerships<!--[if gte mso 9]><xml>
<o:OfficeDocumentSettings>
<o:AllowPNG/>
<o:PixelsPerInch>96</o:PixelsPerInch>
</o:OfficeDocumentSettings>
</xml><![endif]-->
<!--[if gte mso 9]><xml>
<w:WordDocument>
<w:View>Normal</w:View>
<w:Zoom>0</w:Zoom>
<w:TrackMoves/>
<w:TrackFormatting/>
<w:PunctuationKerning/>
<w:ValidateAgainstSchemas/>
<w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid>
<w:IgnoreMixedContent>false</w:IgnoreMixedContent>
<w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText>
<w:DoNotPromoteQF/>
<w:LidThemeOther>EN-US</w:LidThemeOther>
<w:LidThemeAsian>X-NONE</w:LidThemeAsian>
<w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript>
<w:Compatibility>
<w:BreakWrappedTables/>
<w:SnapToGridInCell/>
<w:WrapTextWithPunct/>
<w:UseAsianBreakRules/>
<w:DontGrowAutofit/>
<w:SplitPgBreakAndParaMark/>
<w:EnableOpenTypeKerning/>
<w:DontFlipMirrorIndents/>
<w:OverrideTableStyleHps/>
</w:Compatibility>
<m:mathPr>
<m:mathFont m:val="Cambria Math"/>
<m:brkBin m:val="before"/>
<m:brkBinSub m:val="--"/>
<m:smallFrac m:val="off"/>
<m:dispDef/>
<m:lMargin m:val="0"/>
<m:rMargin m:val="0"/>
<m:defJc m:val="centerGroup"/>
<m:wrapIndent m:val="1440"/>
<m:intLim m:val="subSup"/>
<m:naryLim m:val="undOvr"/>
</m:mathPr></w:WordDocument>
</xml><![endif]--><!--[if gte mso 9]><xml>
<w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="false"
DefSemiHidden="false" DefQFormat="false" DefPriority="99"
LatentStyleCount="382">
<w:LsdException Locked="false" Priority="0" QFormat="true" Name="Normal"/>
<w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 1"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 2"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 3"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 4"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 5"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 6"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 7"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 8"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 9"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 9"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 1"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 2"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 3"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 4"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 5"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 6"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 7"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 8"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 9"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footnote text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="header"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footer"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index heading"/>
<w:LsdException Locked="false" Priority="35" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="caption"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="table of figures"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="envelope address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="envelope return"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="line number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="page number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="table of authorities"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="macro"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="toa heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 5"/>
<w:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Closing"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Signature"/>
<w:LsdException Locked="false" Priority="1" SemiHidden="true"
UnhideWhenUsed="true" Name="Default Paragraph Font"/>
<w:LsdException Locked="false" Priority="0" SemiHidden="true"
UnhideWhenUsed="true" Name="Body Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Message Header"/>
<w:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Salutation"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Date"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Block Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Hyperlink"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Document Map"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Bottom of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Sample"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Variable"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation subject"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="No List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Contemporary"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Professional"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Balloon Text"/>
<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Theme"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 9"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="46" Name="List Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Mention"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Smart Hyperlink"/>
</w:LatentStyles>
</xml><![endif]-->
<style>
<!--
/* Font Definitions */
@font-face
{font-family:Arial;
panose-1:2 11 6 4 2 2 2 2 2 4;
mso-font-charset:0;
mso-generic-font-family:auto;
mso-font-pitch:variable;
mso-font-signature:-536859905 -1073711037 9 0 511 0;}
@font-face
{font-family:"Cambria Math";
panose-1:2 4 5 3 5 4 6 3 2 4;
mso-font-charset:0;
mso-generic-font-family:auto;
mso-font-pitch:variable;
mso-font-signature:-536870145 1107305727 0 0 415 0;}
@font-face
{font-family:Calibri;
panose-1:2 15 5 2 2 2 4 3 2 4;
mso-font-charset:0;
mso-generic-font-family:auto;
mso-font-pitch:variable;
mso-font-signature:-536870145 1073786111 1 0 415 0;}
/* Style Definitions */
p.MsoNormal, li.MsoNormal, div.MsoNormal
{mso-style-unhide:no;
mso-style-qformat:yes;
mso-style-parent:"";
margin:0in;
margin-bottom:.0001pt;
mso-pagination:widow-orphan;
font-size:12.0pt;
font-family:Calibri;
mso-ascii-font-family:Calibri;
mso-ascii-theme-font:minor-latin;
mso-fareast-font-family:Calibri;
mso-fareast-theme-font:minor-latin;
mso-hansi-font-family:Calibri;
mso-hansi-theme-font:minor-latin;
mso-bidi-font-family:"Times New Roman";
mso-bidi-theme-font:minor-bidi;}
p
{mso-style-noshow:yes;
mso-style-priority:99;
mso-margin-top-alt:auto;
margin-right:0in;
mso-margin-bottom-alt:auto;
margin-left:0in;
mso-pagination:widow-orphan;
font-size:12.0pt;
font-family:"Times New Roman";
mso-fareast-font-family:Calibri;
mso-fareast-theme-font:minor-latin;}
.MsoChpDefault
{mso-style-type:export-only;
mso-default-props:yes;
font-family:Calibri;
mso-ascii-font-family:Calibri;
mso-ascii-theme-font:minor-latin;
mso-fareast-font-family:Calibri;
mso-fareast-theme-font:minor-latin;
mso-hansi-font-family:Calibri;
mso-hansi-theme-font:minor-latin;
mso-bidi-font-family:"Times New Roman";
mso-bidi-theme-font:minor-bidi;}
@page WordSection1
{size:8.5in 11.0in;
margin:1.0in 1.0in 1.0in 1.0in;
mso-header-margin:.5in;
mso-footer-margin:.5in;
mso-paper-source:0;}
div.WordSection1
{page:WordSection1;}
</style>
<br />
<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjMcl3KmDyIhNnB8o4VAXG5qmpHTRaxOzO6uOlZdoHxbZkCu68PE7NmQQJVIey6Mrqcso9dfXmsVZ01LIgWJGoxxKP0Hhq_4ys7f7kjJHr0vrmvTqYEMcllloCmbYDNBV1Zx2VIy-WIq68/s1600/Teaming.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="172" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjMcl3KmDyIhNnB8o4VAXG5qmpHTRaxOzO6uOlZdoHxbZkCu68PE7NmQQJVIey6Mrqcso9dfXmsVZ01LIgWJGoxxKP0Hhq_4ys7f7kjJHr0vrmvTqYEMcllloCmbYDNBV1Zx2VIy-WIq68/s320/Teaming.jpg" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Forbes.com</td></tr>
</tbody></table>
<span style="font-family: "arial"; font-size: 14pt;">Although the small business market
is currently difficult, there are opportunities for small businesses in the
federal market. This is particularly true in the professional services sector,
where large businesses are seeing their contracts being recompeted as
socioeconomic set-asides.</span><br />
<div style="margin-bottom: 0.0001pt; margin-top: 0in; vertical-align: baseline;">
<span style="color: rgba(0 , 0 , 0 , 0.701961); font-family: "arial"; font-size: 14pt;"><br /></span></div>
<div style="margin-bottom: 0.0001pt; margin-top: 0in; vertical-align: baseline;">
<span style="color: rgba(0 , 0 , 0 , 0.701961); font-family: "arial"; font-size: 14pt;">As a result,
teaming relationships for small businesses are of particular interest, and can
provide an excellent opportunity for new business either as a prime or
subcontractor, with new partners and relationships. However, teaming does come
with issues that are of particular concern as well, such as </span><strong style="font-family: arial; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; outline: 0px;"><span style="border: 1pt none windowtext; padding: 0in;">running afoul of small business size status, eligibility,
affiliation, and being taken advantage of by firms needing to “rent” a
designated socioeconomic designation.</span></strong></div>
<div style="margin-bottom: 0.0001pt; margin-top: 0in; vertical-align: baseline;">
<span style="color: rgba(0 , 0 , 0 , 0.701961); font-family: "arial"; font-size: 14pt;"><br /></span></div>
<div style="margin-bottom: 0.0001pt; margin-top: 0in; vertical-align: baseline;">
<span style="color: rgba(0 , 0 , 0 , 0.701961); font-family: "arial"; font-size: 14pt;">Here are
three issues to consider when teaming for small businesses:</span><span style="font-family: "arial"; font-size: 14pt;"> </span></div>
<div style="margin-bottom: 0.0001pt; margin-top: 0in; vertical-align: baseline;">
<span style="color: rgba(0 , 0 , 0 , 0.701961); font-family: "arial"; font-size: 14pt;"><br /></span></div>
<div style="margin-bottom: 0.0001pt; margin-top: 0in; vertical-align: baseline;">
<span style="color: rgba(0 , 0 , 0 , 0.701961); font-family: "arial"; font-size: 14pt;">1. </span><strong style="font-family: arial; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; outline: 0px;"><span style="border: 1pt none windowtext; padding: 0in;">Details</span></strong><span style="color: rgba(0 , 0 , 0 , 0.701961); font-family: "arial"; font-size: 14pt;">. Worrying about details later is a recipe
for disaster. The teaming agreement should detail how the parties will
structure the team, and the work that each party will be performing through a
clear statement of work. Further, the teaming agreement should have very
specific terms that demonstrate the party’s intent to be bound in the structure
of the relationship (e.g. the proposed </span><strong style="font-family: arial; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; outline: 0px;"><span style="border: 1pt none windowtext; padding: 0in;">prime contractor “SHALL”</span></strong><span style="color: rgba(0 , 0 , 0 , 0.701961); font-family: "arial"; font-size: 14pt;">),
and their performance in connection with the contract, such as those that meet
limitations on subcontract provisions. You should also have a copy of the
subcontract you plan on entering into, should the proposed prime be awarded the
contract.</span></div>
<div style="margin-bottom: 0.0001pt; margin-top: 0in; vertical-align: baseline;">
<br /></div>
<div style="margin-bottom: 0.0001pt; margin-top: 0in; vertical-align: baseline;">
<span style="color: rgba(0 , 0 , 0 , 0.701961); font-family: "arial"; font-size: 14pt;">The last
thing on Earth you want is to have an unenforceable agreement that is not
definitive enough to qualify as enforceable. </span><strong style="font-family: arial; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; outline: 0px;"><span style="border: 1pt none windowtext; padding: 0in;">Do not leave details vague, and
do not leave issues subject to too many conditions.</span></strong></div>
<div style="margin-bottom: 0.0001pt; margin-top: 0in; vertical-align: baseline;">
<br /></div>
<div style="margin-bottom: 0.0001pt; margin-top: 0in; vertical-align: baseline;">
<span style="color: rgba(0 , 0 , 0 , 0.701961); font-family: "arial"; font-size: 14pt;">2. </span><strong style="font-family: arial; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; outline: 0px;"><span style="border: 1pt none windowtext; padding: 0in;">Communication</span></strong><span style="color: rgba(0 , 0 , 0 , 0.701961); font-family: "arial"; font-size: 14pt;">. Small businesses must ensure that
when executing the contract, there are </span><strong style="font-family: arial; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; outline: 0px;"><span style="border: 1pt none windowtext; padding: 0in;">no negative impacts on their
small business size or status</span></strong><span style="color: rgba(0 , 0 , 0 , 0.701961); font-family: "arial"; font-size: 14pt;">. Make sure that any issues
such ownership, control, and affiliation are dealt with, and that all
requirements for small business regulations and governance are met. This is
especially true for firms that are certified in the Small Business
Administration’s 8(a) program, and for veteran owned business certifications by
the Department of Veteran’s Affairs.</span></div>
<div style="margin-bottom: 0.0001pt; margin-top: 0in; vertical-align: baseline;">
<br /></div>
<div style="margin-bottom: 0.0001pt; margin-top: 0in; vertical-align: baseline;">
<span style="color: rgba(0 , 0 , 0 , 0.701961); font-family: "arial"; font-size: 14pt;">3. </span><strong style="font-family: arial; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; outline: 0px;"><span style="border: 1pt none windowtext; padding: 0in;">Exclusivity</span></strong><span style="color: rgba(0 , 0 , 0 , 0.701961); font-family: "arial"; font-size: 14pt;">. The purpose of the relationship is to
create a winning team that complements each other, and having each party add
capability that wins the contract and differentiates the team from the
competition. Exclusivity provisions are especially necessary for small
businesses as primes, because it prevents the larger businesses sub from
“shopping around”, and teaming with others businesses to win no matter what.
Not having exclusivity provisions defeats the purpose of teaming. Make sure that
your proposed teaming partner is teaming with you, and you alone, such that you
are the only offeror benefitting from what the teaming partner brings to the
table.</span></div>
<div style="margin-bottom: 0.0001pt; margin-top: 0in; vertical-align: baseline;">
<br /></div>
<div style="margin-bottom: 0.0001pt; margin-top: 0in; vertical-align: baseline;">
<span style="color: rgba(0 , 0 , 0 , 0.701961); font-family: "arial"; font-size: 14pt;">Understand
that your short-term gain could have devastating impacts long-term. Small businesses
too often sacrifice these concepts, and that is a mistake. A small business
should understand that they need to be prepared to walk away from the teaming
agreement, if it is in your firm’s long-term interest. </span><br />
<span style="color: rgba(0 , 0 , 0 , 0.701961); font-family: "arial"; font-size: 14pt;"><br /></span>
<span style="color: rgba(0 , 0 , 0 , 0.701961); font-family: "arial"; font-size: 14pt;">Always
consult a legal professional, and ensure your teaming agreements are clear,
concrete, and will help shape the successful teaming partnership to the benefit
of both parties.</span></div>
<div class="MsoNormal">
<br /></div>
<!--EndFragment-->Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-82049138997122801862016-10-21T08:58:00.000-07:002016-11-26T08:34:13.502-08:00Are you a small business with a federal government contract? Not for long…<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhAG4TadBZ07eCIc5nznVz1QJguoAAj32b8eEjrhiPTcio8sIfLuxyqQFgIGrSddZm96JGDXGA_PMgxPW1N2wOXecoZFtaLcknasZzSC5O1NzptO-jp95jjq7J2YveFRmS4-n5oWU0Ym_c/s1600/closed-for-business-sign.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhAG4TadBZ07eCIc5nznVz1QJguoAAj32b8eEjrhiPTcio8sIfLuxyqQFgIGrSddZm96JGDXGA_PMgxPW1N2wOXecoZFtaLcknasZzSC5O1NzptO-jp95jjq7J2YveFRmS4-n5oWU0Ym_c/s320/closed-for-business-sign.jpg" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">foodgps.com</td></tr>
</tbody></table>
<div class="MsoNormal">
<span style="font-family: "arial";">There is no question that the current environment in the federal
market for small businesses is challenging, to say the least. However, the
environment for small business may soon need to be declared a full on disaster
zone.</span></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-align: start; widows: 2; word-spacing: 0px;">
<br /></div>
<div style="-webkit-text-stroke-width: 0px; font-variant-caps: normal; font-variant-ligatures: normal; margin-bottom: .0001pt; margin: 0in; orphans: 2; text-align: start; widows: 2; word-spacing: 0px;">
<span style="color: rgba(0 , 0 , 0 , 0.701961);"><span style="color: black; font-family: "arial";">Two recent developments are moving
forward to continue making being a prime contractor and a small business more
difficult, if not impossible.</span><o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<span style="font-family: "arial";">First is the recent decision by a federal judge to
rule against the small business community. One of the leading voices fighting
for small business federal government contractors is Lloyd Chapman, President
of the <a href="http://www.prnewswire.com/news-releases/judge-says-only-congress-can-end-small-business-fraud-300348238.html#continue-jump" style="cursor: pointer; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; outline: none; word-wrap: break-word;" target="_blank"><span style="border: none 1.0pt; color: #8c68cb; padding: 0in;">American Small Business League</span></a>
(ASBL). Mr. Chapman had hoped to bring to light the state of the small business
federal government contracting market, and the way that <strong style="font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; outline: 0px;"><span style="border: none 1.0pt; font-family: "arial"; padding: 0in;">small businesses get cheated
out of billions of dollars in potential contracts.<o:p></o:p></span></strong></span></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<span style="font-family: "arial";">In the wake of the decision, Mr. Chapman stated:<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<em style="font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; outline: 0px;"><span style="border: none 1.0pt; font-family: "arial"; padding: 0in;">"This case would uncover
billions in fraud in federal small business contracting programs. If the
Federal courts cannot stop fraud in federal small contracting, where do you
go?"<o:p></o:p></span></em></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<span style="font-family: "arial";">According to a <a href="http://www.gao.gov/new.items/d03704t.pdf#page=12" style="cursor: pointer; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; outline: none; word-wrap: break-word;" target="_blank"><span style="border: none 1.0pt; color: #8c68cb; padding: 0in;">Government Accountability
Office report</span></a>, the Small Business Administration <strong style="font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; outline: 0px;"><span style="border: none 1.0pt; font-family: "arial"; padding: 0in;">had included billions of
dollars in federal small business contracts to over 5,300 Fortune 500 firms and
other large businesses</span></strong>. Therefore, the government's compliance
with the goal of awarding 23% of government contracts to small business
continues to be in question.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<span style="font-family: "arial";">Even government contract experts agree that the small
business community is seeing a large share of lost contracting opportunities:<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<em style="font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; outline: 0px;"><span style="border: none 1.0pt; font-family: "arial"; padding: 0in;">Professor </span></em><span style="font-family: "arial";"><a href="http://law.ubalt.edu/faculty/profiles/tiefer.cfm" style="cursor: pointer; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; outline: none; word-wrap: break-word;" target="_blank"><em style="font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; outline: 0px;"><span style="border: none 1.0pt; color: #8c68cb; font-family: "arial"; padding: 0in; text-decoration: none;">Charles Tiefer</span></em></a><em style="font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; outline: 0px;"><span style="border: none 1.0pt; font-family: "arial"; padding: 0in;">, one of the nation's leading
experts in federal contracting law and former Commissioner of Wartime
Contracting in Iraq and Afghanistan, submitted a declaration in
support of the ASBL case. "If the lawsuit had been allowed to get its
rightful day in court on the merits, the lawsuit would have required the SBA to
give all small businesses -- and doubly so for minority, women-owned,
and disabled veteran businesses -- a larger and proper share of federal
procurement."<o:p></o:p></span></em></span></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<span style="font-family: "arial";">The ASBL plans to appeal the ruling to the
9th Circuit Court of Appeals.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<span style="font-family: "arial";">Second, and more pernicious, is the unthinkable
actions by Congress, who are supposed to be fixing this problem.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<span style="font-family: "arial";">With no surprises behind the impetus, <a href="http://www.govtrack.us/congress/bills/114/s2943/text/es" style="cursor: pointer; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; outline: none; word-wrap: break-word;" target="_blank"><span style="border: none 1.0pt; color: #8c68cb; padding: 0in;">Section 838 of the 2017
National Defense Authorization Act</span></a>, <em style="font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; outline: 0px;"><span style="border: none 1.0pt; font-family: "arial"; padding: 0in;">Counting of major defense
acquisition program subcontracts toward small business goals</span></em>, is
nothing short of a small business killer.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<span style="font-family: "arial";">The impact would be catastrophic on the small
business community, since the Pentagon spends the most. This provision allows
the Department of Defense to count <strong style="font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; outline: 0px;"><span style="border: none 1.0pt; font-family: "arial"; padding: 0in;">first tier and second tier
subcontract dollars</span></strong> towards the current goal established
for competitive and noncompetitive set-aside awards to small business.
Subcontract dollars would therefore <strong style="font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; outline: 0px;"><span style="border: none 1.0pt; font-family: "arial"; padding: 0in;">replace </span></strong>dollars
being awarded to small contractors today.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<span style="font-family: "arial";">To see the potential impact, and the potential
disaster awaiting small businesses, Guy Timberlake, the Chief Visionary Officer
of the American Small Business Coalition, has an <a href="http://govconchannel.com/2016/09/28/counting-mdap-subcontracts-hurt-smallbiz/?utm_content=buffer3ff6e&utm_medium=social&utm_source=linkedin.com&utm_campaign=buffer" style="cursor: pointer; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; outline: none; word-wrap: break-word;" target="_blank"><span style="border: none 1.0pt; color: #8c68cb; padding: 0in;">excellent analysis on the
situation</span></a>.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<span style="font-family: "arial";">In three separate events in Washington D.C. this week
where this issue was mentioned, all three representatives of the small business
office for agencies at the individual events were excited at the prospect. They
falsely believe this will help meet their numbers, but correctly believe this
will be much less work for them. It was clear where the priorities are for
these, and other, small business offices across federal government.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<span style="font-family: "arial";">All small businesses should be up in arms over these
developments, as the powers that be are aligned to punch down and cheat small
businesses out of billions of dollars in federal contracts. Small businesses
need to be aware of what is happening, and <a href="http://www.usa.gov/elected-officials" style="cursor: pointer; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; outline: none; word-wrap: break-word;" target="_blank"><strong style="font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; outline: 0px;"><span style="border: none 1.0pt; color: #8c68cb; font-family: "arial"; padding: 0in; text-decoration: none;">contact their members of Congress</span></strong></a>.<o:p></o:p></span></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<br /></div>
<div style="margin-bottom: .0001pt; margin: 0in; vertical-align: baseline;">
<span style="font-family: "arial";">If this gets adopted across the federal government,
small business government contracting can be a thing of the past. <o:p></o:p></span></div>
<!--[if gte mso 9]><xml>
<o:OfficeDocumentSettings>
<o:AllowPNG/>
<o:PixelsPerInch>96</o:PixelsPerInch>
</o:OfficeDocumentSettings>
</xml><![endif]-->
<!--[if gte mso 9]><xml>
<w:WordDocument>
<w:View>Normal</w:View>
<w:Zoom>0</w:Zoom>
<w:TrackMoves/>
<w:TrackFormatting/>
<w:PunctuationKerning/>
<w:ValidateAgainstSchemas/>
<w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid>
<w:IgnoreMixedContent>false</w:IgnoreMixedContent>
<w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText>
<w:DoNotPromoteQF/>
<w:LidThemeOther>EN-US</w:LidThemeOther>
<w:LidThemeAsian>X-NONE</w:LidThemeAsian>
<w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript>
<w:Compatibility>
<w:BreakWrappedTables/>
<w:SnapToGridInCell/>
<w:WrapTextWithPunct/>
<w:UseAsianBreakRules/>
<w:DontGrowAutofit/>
<w:SplitPgBreakAndParaMark/>
<w:EnableOpenTypeKerning/>
<w:DontFlipMirrorIndents/>
<w:OverrideTableStyleHps/>
</w:Compatibility>
<m:mathPr>
<m:mathFont m:val="Cambria Math"/>
<m:brkBin m:val="before"/>
<m:brkBinSub m:val="--"/>
<m:smallFrac m:val="off"/>
<m:dispDef/>
<m:lMargin m:val="0"/>
<m:rMargin m:val="0"/>
<m:defJc m:val="centerGroup"/>
<m:wrapIndent m:val="1440"/>
<m:intLim m:val="subSup"/>
<m:naryLim m:val="undOvr"/>
</m:mathPr></w:WordDocument>
</xml><![endif]--><!--[if gte mso 9]><xml>
<w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="false"
DefSemiHidden="false" DefQFormat="false" DefPriority="99"
LatentStyleCount="382">
<w:LsdException Locked="false" Priority="0" QFormat="true" Name="Normal"/>
<w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 1"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 2"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 3"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 4"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 5"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 6"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 7"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 8"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 9"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 9"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 1"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 2"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 3"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 4"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 5"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 6"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 7"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 8"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 9"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footnote text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="header"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footer"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index heading"/>
<w:LsdException Locked="false" Priority="35" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="caption"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="table of figures"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="envelope address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="envelope return"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="line number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="page number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="table of authorities"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="macro"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="toa heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 5"/>
<w:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Closing"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Signature"/>
<w:LsdException Locked="false" Priority="1" SemiHidden="true"
UnhideWhenUsed="true" Name="Default Paragraph Font"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Message Header"/>
<w:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Salutation"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Date"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Block Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Hyperlink"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Document Map"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Bottom of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Sample"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Variable"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation subject"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="No List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Contemporary"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Professional"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Balloon Text"/>
<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Theme"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 9"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="46" Name="List Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Mention"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Smart Hyperlink"/>
</w:LatentStyles>
</xml><![endif]-->
<!--[if gte mso 10]>
<style>
/* Style Definitions */
table.MsoNormalTable
{mso-style-name:"Table Normal";
mso-tstyle-rowband-size:0;
mso-tstyle-colband-size:0;
mso-style-noshow:yes;
mso-style-priority:99;
mso-style-parent:"";
mso-padding-alt:0in 5.4pt 0in 5.4pt;
mso-para-margin:0in;
mso-para-margin-bottom:.0001pt;
mso-pagination:widow-orphan;
font-size:12.0pt;
font-family:Calibri;
mso-ascii-font-family:Calibri;
mso-ascii-theme-font:minor-latin;
mso-hansi-font-family:Calibri;
mso-hansi-theme-font:minor-latin;}
</style>
<![endif]-->
<!--StartFragment-->
<!--EndFragment--><br />
<div class="MsoNormal">
<br /></div>
Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-55992307561530993492016-09-27T06:51:00.001-07:002016-09-27T06:51:26.585-07:00Improving Transparency in Federal Government May Improve Innovation<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiDUkjFZzXfgT6uwM1U47qhD-dJn8LR0mNF1mQ0Y3YajkCycvUSG9D-3mDKiqGoRVBEAQmILvSHiDaNZMnGYGI87Jl_Dsm_3g-hmwL1ECWiuCx1i6twc0MzUFWwSonGyXMqIs_miPfBGuM/s1600/Transparency.png" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" height="183" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiDUkjFZzXfgT6uwM1U47qhD-dJn8LR0mNF1mQ0Y3YajkCycvUSG9D-3mDKiqGoRVBEAQmILvSHiDaNZMnGYGI87Jl_Dsm_3g-hmwL1ECWiuCx1i6twc0MzUFWwSonGyXMqIs_miPfBGuM/s320/Transparency.png" width="320" /></a></div>
<div class="MsoNormal">
<span style="color: black; font-family: Arial;">A while
back, <a href="https://washingtontechnology.com/blogs/editors-notebook/2016/07/netcents-contract-disclosure.aspx"><span style="border: none windowtext 1.0pt; color: #8c68cb; mso-border-alt: none windowtext 0in; padding: 0in; text-decoration: none; text-underline: none;">Nick Wakeman, of
Washington Technology</span></a>, went on a self-described “rant” about the
lack of transparency in awarding task orders on certain contract
vehicles. <o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span style="color: black; font-family: Arial;">Allow me to
continue the rant.<o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<span style="font-family: Arial;">One only needs to do a cursory review of the Interagency Contract
Directory (<a href="https://contractdirectory.gov/"><span style="border: none windowtext 1.0pt; color: #8c68cb; mso-border-alt: none windowtext 0in; padding: 0in; text-decoration: none; text-underline: none;">contractdirectory.gov</span></a>) to
see the enormous amount of contract vehicles across government. By applying a
layer of data analysis on top of it, a frustrating pattern emerges at the lack
of information available on awards off of these vehicles, or information on the
vehicles to begin with.<o:p></o:p></span></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<br /></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<span style="font-family: Arial;">According to the website:<o:p></o:p></span></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<br /></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<i><span style="border: none windowtext 1.0pt; font-family: Arial; mso-border-alt: none windowtext 0in; padding: 0in;">…The main purpose of ICD is to help agencies take advantage of
interagency contracts by supporting market research and the identification of
suitable contracts that can facilitate the efficient and effective placement of
orders, including with small and disadvantaged businesses. The new ICD will
strengthen both of these goals by making the tool more intuitive and easier to
use…</span></i><span style="font-family: Arial;"> <o:p></o:p></span></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<br /></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<span style="font-family: Arial;">As Nick mentioned is his blog:<o:p></o:p></span></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<br /></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<i><span style="border: none windowtext 1.0pt; font-family: Arial; mso-border-alt: none windowtext 0in; padding: 0in;">…This task order is worth $224.4 million. That’s nearly a quarter
of a billion dollars. This is a big deal. Why keep it hidden?...<o:p></o:p></span></i></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<br /></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<span style="font-family: Arial;">Why indeed. <o:p></o:p></span></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<br /></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<span style="font-family: Arial;">I agree wholeheartedly with Nick that transparency into larger awards
should be mandatory, as there simply is too much secrecy with the amount of
money flowing through all the contract vehicles across government. Perhaps the
$10 million threshold Nick mentions might be a good start. I know many small
businesses spend countless hours trying to find out information about these
activities, with little success unless you have some insider knowledge. <o:p></o:p></span></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<br /></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<span style="font-family: Arial;">As Nick mentions, <b><span style="border: none windowtext 1.0pt; mso-border-alt: none windowtext 0in; padding: 0in;">disclosure would not only bring
more transparency to the process, but valuable data can be another component to
offer small businesses an important pathway to opportunities which are
currently closed.</span></b> <o:p></o:p></span></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<br /></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<span style="font-family: Arial;">However, I also want to take transparency a step further in the
pre-solicitation phase, by finally allowing some transparency to shine on
responses to sources sought notices across government. <o:p></o:p></span></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<br /></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<span style="font-family: Arial;">One of the main issues here is that procurement personnel often complain
about the poor responses, or lack of responses, by small businesses. Granted
there is very little review of why this might be occurring, but perhaps another
data point on <a href="https://fedbizopps.gov/"><span style="border: none windowtext 1.0pt; color: #8c68cb; mso-border-alt: none windowtext 0in; padding: 0in; text-decoration: none; text-underline: none;">Fedbizopps.gov</span></a> might
be something to explore.<o:p></o:p></span></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<span style="font-family: Arial;"><br /></span></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<span style="font-family: Arial;">Currently, firms can list themselves as an “interested party”, and
appear under the tab labeled <i><span style="border: none windowtext 1.0pt; mso-border-alt: none windowtext 0in; padding: 0in;">Interested Vendors List.</span></i> <b><span style="border: none windowtext 1.0pt; mso-border-alt: none windowtext 0in; padding: 0in;">What if we took this a step further, eliminated the <i>Interested
Vendors List</i>, and actually created a way to show firms that have actually
responded, and create a tab with this data called “Respondents”?</span></b><o:p></o:p></span></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<span style="font-family: Arial;"><b><span style="border: none windowtext 1.0pt; mso-border-alt: none windowtext 0in; padding: 0in;"><br /></span></b></span></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<span style="font-family: Arial;">This would eliminate many of the firms that are simply fishing or
unqualified, unscrupulous legal firms who are “experts in protests” advertising
on these notices, scammers and spammers, and provide real data on who is
responding and their capabilities. <o:p></o:p></span></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<br /></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<span style="font-family: Arial;">I know I always wonder: <o:p></o:p></span></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<br /></div>
<ul style="margin-top: 0in;" type="disc">
<li class="MsoNormal" style="mso-list: l0 level1 lfo1; tab-stops: list .5in; vertical-align: baseline;"><span style="font-family: Arial; mso-fareast-font-family: "Times New Roman";">Whatever happened to my response?<o:p></o:p></span></li>
<li class="MsoNormal" style="mso-list: l0 level1 lfo1; tab-stops: list .5in; vertical-align: baseline;"><span style="font-family: Arial; mso-fareast-font-family: "Times New Roman";">Was it received?<o:p></o:p></span></li>
<li class="MsoNormal" style="mso-list: l0 level1 lfo1; tab-stops: list .5in; vertical-align: baseline;"><span style="font-family: Arial; mso-fareast-font-family: "Times New Roman";">Is there any opportunity for follow up?<o:p></o:p></span></li>
<li class="MsoNormal" style="mso-list: l0 level1 lfo1; tab-stops: list .5in; vertical-align: baseline;"><span style="font-family: Arial; mso-fareast-font-family: "Times New Roman";">Who I might team with?<o:p></o:p></span></li>
<li class="MsoNormal" style="mso-list: l0 level1 lfo1; tab-stops: list .5in; vertical-align: baseline;"><span style="font-family: Arial; mso-fareast-font-family: "Times New Roman";">What were the results?<o:p></o:p></span></li>
</ul>
<div class="MsoNormal" style="margin-left: .5in; vertical-align: baseline;">
<br /></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<span style="font-family: Arial;">Perhaps with this data, small businesses can find more opportunities to
find teaming partners, and for firms to find complementary solutions to improve
service delivery and performance. <o:p></o:p></span></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<br /></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<span style="font-family: Arial;">Of course this would all need to be automated, as the last thing we
want, or need to do, is put further burdens on the acquisition workforce. <o:p></o:p></span></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<br /></div>
<div class="MsoNormal" style="vertical-align: baseline;">
<span style="font-family: Arial;">Transparency is always a good thing to improve competition,
opportunities for small businesses, and procurement outcomes. Let’s open the
curtains and see what is possible.<o:p></o:p></span></div>
<!--[if gte mso 9]><xml>
<o:OfficeDocumentSettings>
<o:AllowPNG/>
<o:PixelsPerInch>96</o:PixelsPerInch>
</o:OfficeDocumentSettings>
</xml><![endif]-->
<!--[if gte mso 9]><xml>
<w:WordDocument>
<w:View>Normal</w:View>
<w:Zoom>0</w:Zoom>
<w:TrackMoves/>
<w:TrackFormatting/>
<w:PunctuationKerning/>
<w:ValidateAgainstSchemas/>
<w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid>
<w:IgnoreMixedContent>false</w:IgnoreMixedContent>
<w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText>
<w:DoNotPromoteQF/>
<w:LidThemeOther>EN-US</w:LidThemeOther>
<w:LidThemeAsian>X-NONE</w:LidThemeAsian>
<w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript>
<w:Compatibility>
<w:BreakWrappedTables/>
<w:SnapToGridInCell/>
<w:WrapTextWithPunct/>
<w:UseAsianBreakRules/>
<w:DontGrowAutofit/>
<w:SplitPgBreakAndParaMark/>
<w:EnableOpenTypeKerning/>
<w:DontFlipMirrorIndents/>
<w:OverrideTableStyleHps/>
</w:Compatibility>
<m:mathPr>
<m:mathFont m:val="Cambria Math"/>
<m:brkBin m:val="before"/>
<m:brkBinSub m:val="--"/>
<m:smallFrac m:val="off"/>
<m:dispDef/>
<m:lMargin m:val="0"/>
<m:rMargin m:val="0"/>
<m:defJc m:val="centerGroup"/>
<m:wrapIndent m:val="1440"/>
<m:intLim m:val="subSup"/>
<m:naryLim m:val="undOvr"/>
</m:mathPr></w:WordDocument>
</xml><![endif]--><!--[if gte mso 9]><xml>
<w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="false"
DefSemiHidden="false" DefQFormat="false" DefPriority="99"
LatentStyleCount="382">
<w:LsdException Locked="false" Priority="0" QFormat="true" Name="Normal"/>
<w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 1"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 2"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 3"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 4"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 5"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 6"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 7"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 8"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 9"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 9"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 1"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 2"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 3"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 4"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 5"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 6"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 7"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 8"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 9"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footnote text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="header"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footer"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index heading"/>
<w:LsdException Locked="false" Priority="35" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="caption"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="table of figures"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="envelope address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="envelope return"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="line number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="page number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="table of authorities"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="macro"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="toa heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 5"/>
<w:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Closing"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Signature"/>
<w:LsdException Locked="false" Priority="1" SemiHidden="true"
UnhideWhenUsed="true" Name="Default Paragraph Font"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Message Header"/>
<w:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Salutation"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Date"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Block Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Hyperlink"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Document Map"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Bottom of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Sample"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Variable"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation subject"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="No List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Contemporary"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Professional"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Balloon Text"/>
<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Theme"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 9"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="46" Name="List Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Mention"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Smart Hyperlink"/>
</w:LatentStyles>
</xml><![endif]-->
<!--[if gte mso 10]>
<style>
/* Style Definitions */
table.MsoNormalTable
{mso-style-name:"Table Normal";
mso-tstyle-rowband-size:0;
mso-tstyle-colband-size:0;
mso-style-noshow:yes;
mso-style-priority:99;
mso-style-parent:"";
mso-padding-alt:0in 5.4pt 0in 5.4pt;
mso-para-margin:0in;
mso-para-margin-bottom:.0001pt;
mso-pagination:widow-orphan;
font-size:12.0pt;
font-family:Calibri;
mso-ascii-font-family:Calibri;
mso-ascii-theme-font:minor-latin;
mso-hansi-font-family:Calibri;
mso-hansi-theme-font:minor-latin;}
</style>
<![endif]-->
<!--StartFragment-->
<!--EndFragment--><br />
<div class="MsoNormal">
<br /></div>
Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-63992222475114133082016-03-21T09:20:00.003-07:002016-03-21T09:22:44.537-07:00Is Acquisition Reform at the Pentagon a Lost Cause?<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhCzNNV3p5q5s3eMOaQuiTZj-Y2MY19MTXMraxluUAzuS4SMHLZa7h6jRQ4jZA_WQeiw_c2dQqADEzQlZSYi8yH1CwacsZBNJjULQQ1WR5i4MkjViWhD8qQ762ZXgHvjO0N0iaxMEhcljA/s1600/AI.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="183" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhCzNNV3p5q5s3eMOaQuiTZj-Y2MY19MTXMraxluUAzuS4SMHLZa7h6jRQ4jZA_WQeiw_c2dQqADEzQlZSYi8yH1CwacsZBNJjULQQ1WR5i4MkjViWhD8qQ762ZXgHvjO0N0iaxMEhcljA/s320/AI.jpg" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">wired.co.uk</td></tr>
</tbody></table>
<div style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; border: 0px; box-sizing: border-box; color: #232629; font-stretch: inherit; line-height: 32px; margin-bottom: 32px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">One of the clearest signs that the Pentagon, or at least the Air Force, has seemingly thrown in the towel on any reasonable approaches to “acquisition reform” is the <a href="https://www.washingtonpost.com/business/economy/the-pentagons-procurement-system-is-so-broken-they-are-calling-on-watson/2016/03/18/a6891158-ec6a-11e5-a6f3-21ccdbc5f74e_story.html" style="border-image-outset: initial; border-image-repeat: initial; border-image-slice: initial; border-image-source: initial; border-image-width: initial; border: 0px; box-sizing: border-box; color: #8c68cb; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; outline: none; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">news that the Air Force</a> has turned to IBM’s Jeopardy-winning cognitive computer, Watson, to tame the beast that is defense procurement.</span></div>
<div style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; border: 0px; box-sizing: border-box; color: #232629; font-stretch: inherit; line-height: 32px; margin-bottom: 32px; outline: 0px; padding: 0px; vertical-align: baseline;">
<em style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; border: 0px; box-sizing: border-box; font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;"><span style="font-family: Arial, Helvetica, sans-serif;">…The idea is to create a “bureaucracy buster, or let’s call it a decoder,” said Camron Gorguinpour, a senior official in the Air Force’s acquisitions office…</span></em></div>
<div style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; border: 0px; box-sizing: border-box; color: #232629; font-stretch: inherit; line-height: 32px; margin-bottom: 32px; outline: 0px; padding: 0px; vertical-align: baseline;">
<em style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; border: 0px; box-sizing: border-box; font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;"><span style="font-family: Arial, Helvetica, sans-serif;">…The Pentagon’s procurement system is the “perfect application for Watson,” Gorguinpour said. “While our acquisition system is very complex, it is document based. . .It’s unreasonable to expect that a single individual or even a group of individuals to be able to fully understand all of the relevant documents to answer a specific question.”…</span></em></div>
<div style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; border: 0px; box-sizing: border-box; color: #232629; font-stretch: inherit; line-height: 32px; margin-bottom: 32px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">This initiative is not intended to replace the acquisition workforce, but to help enhance making more efficient procurement decisions.</span></div>
<div style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; border: 0px; box-sizing: border-box; color: #232629; font-stretch: inherit; line-height: 32px; margin-bottom: 32px; outline: 0px; padding: 0px; vertical-align: baseline;">
<em style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; border: 0px; box-sizing: border-box; font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;"><span style="font-family: Arial, Helvetica, sans-serif;">…The system will not only help government procurement officials do their jobs—by being able to query the system to find out, for example, whether a contract can be awarded on a sole-source basis…</span></em></div>
<div style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; border: 0px; box-sizing: border-box; color: #232629; font-stretch: inherit; line-height: 32px; margin-bottom: 32px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">This is nothing short of textbook treating the systems of a disease, and expecting a silver bullet approach to taming a monster that has many cooks in the kitchen. Decades of neglect and cutting the acquisition workforce has made the proverbial chicken come home to roost. Not only is training insufficient, it is not preparing the workforce for the types of challenges they currently face. Further, the hiring process is just not getting the type of talent in the contracting, project management, engineering, and IT fields that are necessary to execute the mission.</span></div>
<div style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; border: 0px; box-sizing: border-box; color: #232629; font-stretch: inherit; line-height: 32px; margin-bottom: 32px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Nonetheless, Congress needs a hard look in the mirror as to why the system is so complex, and in many regards, broken. The years of “fixing” issues with more and more legislation, more and more broken policy, and more and more oversight has created a bureaucratic mess.</span></div>
<div style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; border: 0px; box-sizing: border-box; color: #232629; font-stretch: inherit; line-height: 32px; margin-bottom: 32px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">One lonely voice in the crowd is Dan Ward, a retired Air Force Lieutenant Colonel, who has written <a href="http://www.thedanward.com/books" style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; border: 0px; box-sizing: border-box; color: #8c68cb; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; outline: none; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">several books</a> on real world examples of rapid technological innovation, despite the defense procurement system. His work should be must-reading for all involved in acquiring goods and services at the Pentagon, and hopefully help those realize there is a better way.</span></div>
<div style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; border: 0px; box-sizing: border-box; color: #232629; font-stretch: inherit; line-height: 32px; margin-bottom: 32px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;"> I just find it disheartening the sheer frustration at the inability to make real change happen at Defense, to the point that Watson has to be brought in for relief. Mr. Ward demonstrates that there is a better way, but when no one is listening, I suppose the approach is akin to surgery using a chainsaw, and not a scalpel.</span></div>
<div style="background-attachment: initial; background-clip: initial; background-image: initial; background-origin: initial; background-position: initial; background-repeat: initial; background-size: initial; border: 0px; box-sizing: border-box; color: #232629; font-stretch: inherit; line-height: 32px; margin-bottom: 32px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">I wonder if Watson will find fault with it’s own contract?</span></div>
<br />Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-34739304986209369822016-02-09T11:39:00.000-08:002016-02-09T11:43:31.596-08:00Performance Incentive Strategies for Improved Contract Management<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjU84qLwjXKAbssS0-X1xWz0lDPdyfU1IAmeGkcOlEYPxvgpplJCUkIOpbI62K-Zm6gtJxsA7JdJDD3ksTXB-yinJ0H0El1TrP_pJd-YQFIuy0tNXldq2RYuV4P0RKseurmhnlcijMJWY0/s1600/financial_incentives.jpg" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><span style="font-family: Arial, Helvetica, sans-serif;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjU84qLwjXKAbssS0-X1xWz0lDPdyfU1IAmeGkcOlEYPxvgpplJCUkIOpbI62K-Zm6gtJxsA7JdJDD3ksTXB-yinJ0H0El1TrP_pJd-YQFIuy0tNXldq2RYuV4P0RKseurmhnlcijMJWY0/s320/financial_incentives.jpg" /></span></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-size: small; text-align: start;"><span style="font-family: Arial, Helvetica, sans-serif;">www.ecohome.net </span></span></td></tr>
</tbody></table>
<span style="font-family: Arial, Helvetica, sans-serif;">Continuing the conversation started by Dr. Steve Kelman on <a href="https://fcw.com/Blogs/Lectern/2016/01/kelman-asi-toolkit.aspx">FCW</a> and from my<a href="https://www.linkedin.com/pulse/contract-management-starts-beginning-jaime-gracia">last post</a> on improving contract management, one way highlighted was better use of performance-based contracts. <br /><br />During some research for a project this week, I couldn't help notice the supposed incentives these performance work statements (PWS) included. I reviewed the PWS for almost five contracts across several agencies, and what was almost the universal incentive?<br /><br /><i>...Satisfactory contract performance will result in a positive past performance review...</i><br /><br />The negative incentives were almost all the same as well, namely:<br /><br /><i>...Unsatisfactory contract performance will result in a negative past performance review...</i><br /><br />I suppose you can categorize this "incentive/disincentive" plan as non-monetary. However, this is nothing short of mandatory contract management functions required under Federal Acquisition Regulation Part 42.<br /><br />However, the reality is that incentives should motivate a contractor to achieve higher than average performance levels, consistent with economic efficiency and risk. To this end, incentives need to ensure that they are effective, and that they reflect value both to the government and to the contractor.<br /><br />As I previously stated, effective contract management starts in the beginning. Early planning is essential in determining and defining requirements in clear, concise language. Further, there needs to be a focus on specific work outcomes to ensure that they are to the greatest extent practicable based on the <u><i>SMART</i></u> acronym: </span><div>
<ul>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Specific – target a specific requirement. </span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Measurable – quantify an indicator of progress. </span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Achievable – specify outcomes that are possible and can be successful. </span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Realistic – state what results can realistically be achieved, given available resources. </span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Time-phased – specify when the result(s) can be achieved. </span></li>
</ul>
<span style="font-family: Arial, Helvetica, sans-serif;">Collaboration with industry is also essential. Through market research (i.e. industry days, one-on-one sessions, draft solicitations, etc.), industry feedback needs to be solicited regarding performance objectives, requirements, standards, and incentives.<br /><br />I always prefer monetary incentives, again keeping in mind SMART. Working in conjunction with industry partners to achieve the desired outcomes, incentives should be consistent with the effort and the contract value. They also must be carefully structured to consider the overall impact for providing value in achieving the mission, and to avoid any unintended consequences. Further, if the incentives are not clearly communicated, or through a lack of communications between the government and the agency regarding desires and expectations, there will be little chance of achieving the desired outcome. <br /><br />Positive incentive examples: </span></div>
<div>
<ul>
<li><span style="font-family: Arial, Helvetica, sans-serif;">When performance exceeds standard, pay x% of monthly payment into pool. At end of y months, pay contractor amount accrued in pool. </span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">When performance exceeds standard, pay x% of monthly payment into pool. When pool has reached y dollars, pay contractor amount accrued in pool.</span></li>
</ul>
</div>
<div>
<span style="font-family: Arial, Helvetica, sans-serif;">Negative incentive examples: </span></div>
<div>
<ul>
<li><span style="font-family: Arial, Helvetica, sans-serif;">When performance is below standard for a given time period, x% of that period’s payment will be withheld. </span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">When performance is below standard for a given time period, require the contractor to re-perform the service at no additional cost to the government.</span></li>
</ul>
</div>
<div>
<span style="font-family: Arial, Helvetica, sans-serif;">Simply stating that a negative past performance rating will be the result of poor performance, with little information or desire about how the contract will be managed, is a recipe for mediocre performance and not an effective way to execute performance-based acquisition.<br /><br />A very effective tool is the <a href="http://www.acq.osd.mil/dpap/Docs/pbsaguide010201.pdf">Guidebook for Performance-Based Services Acquisition (PBSA) in the Department of Defense</a>. It is worth a read, and provides a good roadmap to helping ensure a contract has a better chance of success through the upfront work necessary to realize better contract management outcomes.</span></div>
Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-78303109000976211562016-02-03T08:44:00.001-08:002016-02-03T08:54:25.232-08:00Contract Management Starts at the Beginning<div style="border: 0px; box-sizing: border-box; color: #232629; font-stretch: inherit; line-height: 32px; margin-bottom: 32px; outline: 0px; padding: 0px; vertical-align: baseline;">
<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgEZBJRcYxkzg93kXo4OobRfleDMkDtBWR2OY5pUVOPdeegAVxQ5kaex5XONDOqCmEySRI6dbTeer-U1R_2kuEa1ir-ZLEGdrwYnyiEJYX0y8OTTGDqCCK75Lsax1P5K0p8DX3ATYZEcoU/s1600/contract_negotiation_350x250.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><span style="font-family: Arial, Helvetica, sans-serif;"><img border="0" height="228" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgEZBJRcYxkzg93kXo4OobRfleDMkDtBWR2OY5pUVOPdeegAVxQ5kaex5XONDOqCmEySRI6dbTeer-U1R_2kuEa1ir-ZLEGdrwYnyiEJYX0y8OTTGDqCCK75Lsax1P5K0p8DX3ATYZEcoU/s320/contract_negotiation_350x250.jpg" width="320" /></span></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: Arial, Helvetica, sans-serif; font-size: 12px; font-style: italic; line-height: 14px;">http://www.billgenie.com/</span></td></tr>
</tbody></table>
<div style="line-height: 24pt; margin: 0in; vertical-align: baseline;">
<span style="color: #232629; font-family: Arial, Helvetica, sans-serif;">As
part of a continuing discussion on contract management, former Administrator of
the Office of Federal Procurement Policy, Steve Kelman, blogged about the need
to focus on this issue on <a href="https://fcw.com/blogs/lectern/2016/01/kelman-asi-toolkit.aspx?admgarea=thelectern" style="border-image-outset: initial; border-image-repeat: initial; border-image-slice: initial; border-image-source: initial; border-image-width: initial; box-sizing: border-box; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; outline: none;" target="_blank"><span style="border: none 1.0pt; color: #8c68cb; padding: 0in; text-decoration: none;">Federal Computer Week</span></a>. <o:p></o:p></span></div>
<div style="line-height: 24pt; margin: 0in; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif; line-height: 24pt;"><br /></span></div>
<div style="line-height: 24pt; margin: 0in; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;"><span style="line-height: 24pt;">Responding
to this call, </span><a href="https://www.asigovernment.com/ideas-insights/post-award-contract-administration-toolkit/" style="box-sizing: border-box; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; outline: none;" target="_blank"><span style="border: none 1.0pt; color: #8c68cb; padding: 0in; text-decoration: none;">ASI Government</span></a><span style="line-height: 24pt;"> is allowing access to some of their tools,
which are normally only provided as part of a subscription to their Virtual
Acquisition Office. </span><span style="line-height: 24pt;">These
tools are a good primer on contract management, and should provide some useful
reference for those seeking to learn more about how to effectively manage
contracts.</span></span></div>
<div style="line-height: 24pt; margin: 0in; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif; line-height: 24pt;"><br /></span></div>
<div style="line-height: 24pt; margin: 0in; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif; line-height: 24pt;">Nonetheless,
effective contract management can only be successful if a real, outcomes-based
focus is done upfront, and before the contract is even awarded. The acquisition
reform initiatives currently underway across government continue to be focused
primarily on pre-award contracting functions, without a clear path on how to
effectively manage these contracts once they are awarded.</span></div>
<div style="line-height: 24pt; margin: 0in; vertical-align: baseline;">
<span style="color: #232629; font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div style="line-height: 24pt; margin: 0in; vertical-align: baseline;">
<span style="color: #232629; font-family: Arial, Helvetica, sans-serif;">Why
has this been problematic? First and foremost, failed leadership continues to
plague effective contract management. Either through a lack of attention to
agencies' contracting activities, or the inability to properly analyze data
through antiquated or ineffective contract management solutions, it seems like
senior officials remain blissfully ignorant of waste and abuse. As <a href="http://www.gao.gov/assets/110/104799.pdf" style="box-sizing: border-box; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; outline: none;" target="_blank"><span style="border: none 1.0pt; color: #8c68cb; padding: 0in; text-decoration: none;">reported</span></a> by the Government Accountability Office (GAO) in
testimony from 1992: <o:p></o:p></span></div>
<div style="line-height: 24pt; margin: 0in; vertical-align: baseline;">
<span style="color: #232629; font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div style="line-height: 24pt; margin: 0in; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;"><em style="box-sizing: border-box; font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; outline: 0px;"><span style="border: 1pt none; color: #232629; padding: 0in;">…In other cases, senior officials have not
made managers accountable for effective contract administration, nor have they
made a sufficient commitment to correct contracting problems that have
surfaced…</span></em><span style="color: #232629; font-family: Arial;"><o:p></o:p></span></span></div>
<div style="line-height: 24pt; margin: 0in; vertical-align: baseline;">
<em style="box-sizing: border-box; font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; outline: 0px;"><span style="border: 1pt none; color: #232629; font-family: Arial, Helvetica, sans-serif; padding: 0in;"><br /></span></em></div>
<div style="line-height: 24pt; margin: 0in; vertical-align: baseline;">
<span style="color: #232629; font-family: Arial, Helvetica, sans-serif;">It
seems little has changed in the almost 25 years since this testimony was given.
Even recent <a href="http://www.gao.gov/assets/110/109052.pdf" style="box-sizing: border-box; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; outline: none;" target="_blank"><span style="border: none 1.0pt; color: #8c68cb; padding: 0in; text-decoration: none;">testimony</span></a> by GAO describes ongoing issues with contract
management, as they relate to services contracts: <o:p></o:p></span></div>
<div style="line-height: 24pt; margin: 0in; vertical-align: baseline;">
<span style="color: #232629; font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div style="line-height: 24pt; margin: 0in; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;"><em style="box-sizing: border-box; font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; outline: 0px;"><span style="border: 1pt none; color: #232629; padding: 0in;">…As we testified before you in May, Mr.
Chairman, agency procurements of services often are not being conducted as
efficiently as they could be. We have found that too frequently agencies are
not clearly defining their requirements, fully considering alternative
solutions, performing vigorous price analyses, or adequately overseeing
contractor performance. Such problems clearly point to a need for more focused
management attention…</span></em><span style="color: #232629; font-family: Arial;"> <o:p></o:p></span></span></div>
<div style="line-height: 24pt; margin: 0in; vertical-align: baseline;">
<span style="color: #232629; font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div style="line-height: 24pt; margin: 0in; vertical-align: baseline;">
<span style="color: #232629; font-family: Arial, Helvetica, sans-serif;">This
report describes several areas of needed improvement. Namely, strong Chief
Acquisition Officers across government with clearly defined roles and
responsibilities, improved training of the acquisition workforce, and better
adoption of performance-based contracts.<o:p></o:p></span></div>
<div style="line-height: 24pt; margin: 0in; vertical-align: baseline;">
<span style="color: #232629; font-family: Arial, Helvetica, sans-serif;"><br /></span></div>
<div style="line-height: 24pt; margin: 0in; vertical-align: baseline;">
<span style="color: #232629; font-family: Arial, Helvetica, sans-serif;">However,
if we want to start fixing contract management issues across government, we
need to start at the beginning, and have leaders across government who
recognize the problem. These leaders need to be engaged, and have the ability
to address the problems from the ground up if we expect any real change.<o:p></o:p></span></div>
<!--[if gte mso 9]><xml>
<o:OfficeDocumentSettings>
<o:AllowPNG/>
<o:PixelsPerInch>96</o:PixelsPerInch>
</o:OfficeDocumentSettings>
</xml><![endif]-->
<!--[if gte mso 9]><xml>
<w:WordDocument>
<w:View>Normal</w:View>
<w:Zoom>0</w:Zoom>
<w:TrackMoves/>
<w:TrackFormatting/>
<w:PunctuationKerning/>
<w:ValidateAgainstSchemas/>
<w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid>
<w:IgnoreMixedContent>false</w:IgnoreMixedContent>
<w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText>
<w:DoNotPromoteQF/>
<w:LidThemeOther>EN-US</w:LidThemeOther>
<w:LidThemeAsian>X-NONE</w:LidThemeAsian>
<w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript>
<w:Compatibility>
<w:BreakWrappedTables/>
<w:SnapToGridInCell/>
<w:WrapTextWithPunct/>
<w:UseAsianBreakRules/>
<w:DontGrowAutofit/>
<w:SplitPgBreakAndParaMark/>
<w:EnableOpenTypeKerning/>
<w:DontFlipMirrorIndents/>
<w:OverrideTableStyleHps/>
</w:Compatibility>
<m:mathPr>
<m:mathFont m:val="Cambria Math"/>
<m:brkBin m:val="before"/>
<m:brkBinSub m:val="--"/>
<m:smallFrac m:val="off"/>
<m:dispDef/>
<m:lMargin m:val="0"/>
<m:rMargin m:val="0"/>
<m:defJc m:val="centerGroup"/>
<m:wrapIndent m:val="1440"/>
<m:intLim m:val="subSup"/>
<m:naryLim m:val="undOvr"/>
</m:mathPr></w:WordDocument>
</xml><![endif]--><!--[if gte mso 9]><xml>
<w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="false"
DefSemiHidden="false" DefQFormat="false" DefPriority="99"
LatentStyleCount="380">
<w:LsdException Locked="false" Priority="0" QFormat="true" Name="Normal"/>
<w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 1"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 2"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 3"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 4"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 5"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 6"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 7"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 8"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 9"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 9"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 1"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 2"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 3"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 4"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 5"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 6"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 7"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 8"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 9"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footnote text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="header"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footer"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index heading"/>
<w:LsdException Locked="false" Priority="35" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="caption"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="table of figures"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="envelope address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="envelope return"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="line number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="page number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="table of authorities"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="macro"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="toa heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 5"/>
<w:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Closing"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Signature"/>
<w:LsdException Locked="false" Priority="1" SemiHidden="true"
UnhideWhenUsed="true" Name="Default Paragraph Font"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Message Header"/>
<w:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Salutation"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Date"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Block Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Hyperlink"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Document Map"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Bottom of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Sample"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Variable"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation subject"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="No List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Contemporary"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Professional"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Balloon Text"/>
<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Theme"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Level 9"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="46" Name="List Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 6"/>
</w:LatentStyles>
</xml><![endif]-->
<!--[if gte mso 10]>
<style>
/* Style Definitions */
table.MsoNormalTable
{mso-style-name:"Table Normal";
mso-tstyle-rowband-size:0;
mso-tstyle-colband-size:0;
mso-style-noshow:yes;
mso-style-priority:99;
mso-style-parent:"";
mso-padding-alt:0in 5.4pt 0in 5.4pt;
mso-para-margin:0in;
mso-para-margin-bottom:.0001pt;
mso-pagination:widow-orphan;
font-size:12.0pt;
font-family:Calibri;
mso-ascii-font-family:Calibri;
mso-ascii-theme-font:minor-latin;
mso-hansi-font-family:Calibri;
mso-hansi-theme-font:minor-latin;}
</style>
<![endif]-->
<!--StartFragment-->
<!--EndFragment--><br />
<div class="MsoNormal">
<br /></div>
</div>
Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-49943009585681348202015-06-27T09:03:00.000-07:002015-06-27T09:03:48.988-07:00Agile Development Starts With Agile Contracting<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEibl6z_kmjPi8iJUv5ohLJT2_lMja03GEDNuunCzdkVWi3JbLbJrAYA93rJIeW6GwBygnthldsZto_hgorljKzv-xVzdF3YmZR_jBLOR-QTMiBfPfZF2u8E2uHKqT3sJjUJNoQ1WgDuVik/s1600/Agile-Development-Diagram.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="240" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEibl6z_kmjPi8iJUv5ohLJT2_lMja03GEDNuunCzdkVWi3JbLbJrAYA93rJIeW6GwBygnthldsZto_hgorljKzv-xVzdF3YmZR_jBLOR-QTMiBfPfZF2u8E2uHKqT3sJjUJNoQ1WgDuVik/s320/Agile-Development-Diagram.jpg" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="background-color: white; font-family: Helvetica, Arial, sans-serif; font-size: 12px; font-style: italic; line-height: 14px; text-align: start;">ttp://www.heightsit.com</span></td></tr>
</tbody></table>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
The General Services Administration’s highly touted Blanket Purchase Agreement for Agile development, otherwise known as 18F, has been <a href="http://fcw.com/articles/2015/06/26/18f-rfq.aspx" style="border: 0px; box-sizing: border-box; color: #96999c; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">delayed until July 1.</a> Perhaps GSA should think about delaying the solicitation some more. </div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
One issue that I have been discussing is the lack of capability in the acquisition workforce when it comes to Agile, in general. Their training and experience has been centered, for the most part, on large, multi-year contracts that use waterfall approaches to software development. Agile requires a new set of skills, and my fear is that 18F will face difficulties with implementation because the cart is being put before the horse.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
To help alleviate this issue, the U.S. Digital Service and Office of Management and Budget’s Office of Federal Procurement Policy has recently put up a <a href="https://www.challenge.gov/challenge/digital-service-contracting-professional-training-and-development-program-challenge-2/" style="border: 0px; box-sizing: border-box; color: #96999c; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">Challenge</a>; to teach the acquisition workforce how to contract for these digital services.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
According to the Challenge announcement, the program, which is deigned to be six months or fewer in length (fewer is the hope), would be aimed at helping federal contracting officers and contract specialists navigate digital services procurement.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Per the announcement, a successful program will teach contracting professional how to:</div>
<ul style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin: 0px 0px 30px 40px; padding: 0px; vertical-align: baseline;">
<li style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px 0px 5px; padding: 0px; vertical-align: baseline;"><em style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">Understand and procure digital services and supplies utilizing concepts such as those described in the Digital Services Playbook and the TechFAR (e.g, DevOps, UX, Design Services, Agile Software Development, Open Source, Cloud, Iaas, SaaS, and PaaS).</em></li>
<li style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px 0px 5px; padding: 0px; vertical-align: baseline;"><em style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">Appropriately measure the success of these contracts based on industry standards.</em></li>
<li style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px 0px 5px; padding: 0px; vertical-align: baseline;"><em style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">Accurately describe and define the value received.</em></li>
<li style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px 0px 5px; padding: 0px; vertical-align: baseline;"><em style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">Encourage the use of commercial practices and innovative approaches (e.g. modular contracting, broad agency announcements, challenges and prizes) to ensure procurements can capture flexible and rapidly changing technology advancements.</em></li>
</ul>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
This Challenge demonstrates the reality that procurement shops across government do not have the internal capability to acquire these services. However, why was this Challenge not done a year ago? Why has capability for Agile contracting not become a top priority for the Federal Acquisition Institute, or the Defense Acquisition University?</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
The Challenge program is set to rollout January 2016, but I hope that agencies understand the capability gaps and fill them such that the 18F program does not get further delayed in its implementation.</div>
Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-48727808378504976652015-05-11T16:32:00.002-07:002015-05-11T16:45:54.811-07:00Politicians and Protests Don't Mix<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhS-dh_iwlnJixtXTXECtq3GTBs7SQw7UmuE7selOqg7O4NUhFZboeBeWzo5euM8jOplS6Ls8R9QX5PiNwxyJR6K5moC4TQU-3R9EUFkXH-WZpEoHMWQQGRH3-OC86fz_y9bclHW2gzi_c/s1600/SGC+Government+Protest.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" height="213" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhS-dh_iwlnJixtXTXECtq3GTBs7SQw7UmuE7selOqg7O4NUhFZboeBeWzo5euM8jOplS6Ls8R9QX5PiNwxyJR6K5moC4TQU-3R9EUFkXH-WZpEoHMWQQGRH3-OC86fz_y9bclHW2gzi_c/s320/SGC+Government+Protest.jpg" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="color: white; font-size: 12px; font-style: italic; line-height: 14px; text-align: start;">blog.theodorewatson.com</span></td></tr>
</tbody></table>
According to language included in the National Defense Authorization Act (NDAA), which passed out of the House Armed Services Committee on April 30, Congress is seeking answers to the recent surge in <a href="http://www.federaltimes.com/story/government/acquisition/policy/2015/05/04/ndaa-defense/26883763/?hootPostID=285f2bdec959cf45e69afbcf146613d0" style="border: 0px; box-sizing: border-box; color: #96999c; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">protests the last few years</a>.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
The NDAA has a provision instructing Defense to commission a study regarding how Defense contractors are using the protest process in their favor, or simply manipulating the system.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
I believe the Government Accountability Office (GAO) has already addressed these issues in their latest report to Congress (<a href="http://www.gao.gov/products/GAO-15-256SP" style="border: 0px; box-sizing: border-box; color: #96999c; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">here</a>). Also troubling is the desire to use a Federally Funded Research and Development Center for this analysis, which is a <a href="http://www.pscouncil.org/News2/NewsReleases/2012/PSC__Strategic_Reassessment_of_FFRDCs_Needed.aspx" style="border: 0px; box-sizing: border-box; color: #96999c; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">troubling potential contracting issue</a> in and of itself.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Allow me to answer the commission's questions and save the taxpayers untold millions:</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
The issues this “commission” is tasked with analyzing include: </div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<em style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">(1) If contractors who currently have a DoD contract enter a bid protest to delay the implementation of new contracts that would draw business away from the old one. The Government Accountability Office has up to 100 days to review a bid protest and render a decision.</em></div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
I have had only one contractor be candid with me about it, but of course you are going to protest in this situation as the incumbent! Honestly, what do you have to lose? <strong style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">You lost the contract, and that is 3 extra months of revenue</strong>. What is the downside? Some would argue bad faith, strained customer relations, etc. <strong style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">Ninety more days of revenue trump these concerns</strong>, especially in this cutthroat, hyper-competitive government contracting market. </div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<em style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">(2) The extent to which companies file a bid protest even when they do not believe the Defense Department made an error in order to delay or otherwise disrupt the process.</em></div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
I call these protests “sour grapes,” and no attorney worth their salt will admit to them, since the attorneys, in my opinion, are the only ones that win here. Some firms just get bad legal advice, other firms may just not know any better.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
However, I have had several companies tell me that these <strong style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">protests were filed</strong>simply because the <strong style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">risk averse contracting community is not providing enough information in the debrief process to give contractors confidence in the contract award decision.</strong></div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Therefore, these protests are filed in hopes of digging up some dirt, and ultimately exerting pressure on the Contracting Officer for the ultimate goal of the protest and the third issue;</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<em style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">(3) Whether there are net benefits for companies filing a protest or indicating they plan on filing a protest.</em></div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
The statistics show that this is the real path to protests, getting another bite at the apple in some form or fashion through corrective action. </div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
This effectiveness rate, which held steady at 43 percent of all cases filed last fiscal year, and as reported by the GAO, is the important figure. <strong style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">Nearly half of all protests ended by having the protested agency take some action. </strong>Those are pretty good betting odds.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
This corrective action might take the form of pulling and rewriting objectionable parts of the solicitation, brokering with the protestor to win work with the winning contractor, or reevaluating the losing contractor's proposal.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
The buying environment is creating the protests pressures on both sides, and the continued lack of communications and collaboration with industry by government exacerbates the issues. Further, many firms use protest after protest as part of their contract development strategy, with little consequence since the protest process is ripe for abuse. </div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
We do not need Congress to waste money on reports and committees that provide little useful information. Instead, taxpayers would be better served by properly resourcing government management and demanding accountability for results.</div>
Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-89531017497366022222015-04-23T05:17:00.000-07:002015-04-23T05:19:12.124-07:00Project Management: The Missing Link of Acquisition Reform<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhKUb2uF0oW_knIDWN4PtDU4wTz1THrXzp-i2zmPPGJ9PA3eJd3Puohd9fmNycBL5ZfV3MJZX0XVPsoz4y6y-ynNucftRlX1vGT3qTd3NP3gKcThfWn4g6_AUfvMhIjc8lBPhEpkFVeDB0/s1600/SGC+Project-Management1.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhKUb2uF0oW_knIDWN4PtDU4wTz1THrXzp-i2zmPPGJ9PA3eJd3Puohd9fmNycBL5ZfV3MJZX0XVPsoz4y6y-ynNucftRlX1vGT3qTd3NP3gKcThfWn4g6_AUfvMhIjc8lBPhEpkFVeDB0/s1600/SGC+Project-Management1.jpg" height="188" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">codecondo.com</td></tr>
</tbody></table>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
An article published this week on Federal Computer Week highlights the woeful state of the project management capability that currently exists in the federal government, and how attention needs to be paid to this critical government management function.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
In the <a href="http://fcw.com/Articles/2015/04/15/What-program-management-really-means.aspx?Page=2" style="border: 0px; box-sizing: border-box; color: #96999c; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">article</a>, Healthcare.gov is once again the punching bag for the model program of what a federal boondoggle is all about. However, lessons learned from this program, along with the Government Accountability Office making Information Technology (IT) acquisition the newest member of their <a href="http://www.gao.gov/products/GAO-15-290" style="border: 0px; box-sizing: border-box; color: #96999c; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">High Risk list</a> , has seemingly given traction to the fact that acquisition reform is a holistic model, and must also include those activities that happen after a contract is awarded.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Former Department of Homeland Security CIO Richard Spires made an excellent point about the focus area:</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<em style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">This is not really a technology problem as much as a skill and cultural one,” he said. “Culture is the biggest issue.</em></div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
This is an interesting article worth a look, as creating the culture of performance and constant improvement can have a major impact in improving federal programs, especially when it relates to IT.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<strong style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">It is the implementation of the <a href="https://playbook.cio.gov/" style="border: 0px; box-sizing: border-box; color: #96999c; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">U.S. Digital Services Playbook</a>, along with the<a href="https://github.com/WhiteHouse/playbook/blob/gh-pages/_includes/techfar-online.md" style="border: 0px; box-sizing: border-box; color: #96999c; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">TechFAR Handbook</a>, that holds the most promise for turning around federal IT programs through proper use of performance based contracting, and best practices of agile.</strong></div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
The <a href="https://www.whitehouse.gov/blog/2015/03/11/behind-buy-new-ofpp-podcast-series" style="border: 0px; box-sizing: border-box; color: #96999c; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">inaugural podcast</a> by Anne Rung, Administrator of the Office of Federal Procurement Policy, highlights successes in IT acquisitions using these prominent procurement tools. The first podcast featured Mark Naggar, project manager of the Department of Health and Human Services' (HHS) Buyers Club. He detailed his use of the TechFAR Handbook and the Digital Services Playbook, specifically noting that he tapped <a href="https://playbook.cio.gov/#play4" style="border: 0px; box-sizing: border-box; color: #96999c; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">play No. 4</a>, "build the service using agile and iterative practices," to help his team quickly contract with numerous firms for development of IT system prototypes.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
The HHS initiative is a great foundation for the art of the possible in government, were engaged and committed leadership demands improved performance from their teams, provide the resources and means to achieve it, and have accountability at the forefront of results.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Combined with effective and agile contracting technique, effective project management can be the critical success factor for programs to succeed. It should be an concerted, integrated effort to address the failures of government management, and not an either/or proposition.</div>
Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-48076110310465568362015-04-19T10:30:00.002-07:002015-04-19T10:30:19.969-07:00Want to Win Government Contracts? Do Your Homework<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjFBzM4U-yvSJh9DtL7Sbm_qTg0Lfw728ickEUVjtcbDA2JgbtopXXxtKTYjO-ErkdqOVVItJW2UCs_4eNMjWUTFtyEVuhIikB4haSrCpjkgZbjp8bgH6jWJQvjDb4EHamdqU5Fr8olv-E/s1600/SGC+Market+Intel.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjFBzM4U-yvSJh9DtL7Sbm_qTg0Lfw728ickEUVjtcbDA2JgbtopXXxtKTYjO-ErkdqOVVItJW2UCs_4eNMjWUTFtyEVuhIikB4haSrCpjkgZbjp8bgH6jWJQvjDb4EHamdqU5Fr8olv-E/s1600/SGC+Market+Intel.jpg" height="183" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="background-color: white; font-family: Helvetica, Arial, sans-serif; font-size: 12px; font-style: italic; line-height: 14px; text-align: start;">http://www.nxtasia.com</span></td></tr>
</tbody></table>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
One of the most common complaints that I hear from Contracting Officers in the federal government is the frustration with small businesses.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
These frustrations often revolve around responses from small business, or lack thereof, to market research, especially responding to Requests for Information (RFI). These issues are also often exacerbated by small businesses that seemingly waste the time of government officials by not being focused in their business development strategies and outreach to government.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Why? The common denominator is often the lack of education about how federal government contracting works.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Here are some tips to ensure you are educated and ready to help build productive relationships with federal prospects:</div>
<h3 style="background-color: white; border: 0px; box-sizing: border-box; color: #333333; font-family: Helvetica, Arial, sans-serif; font-size: 20px; font-stretch: inherit; font-weight: normal; line-height: 26px; margin: 0px 0px 30px; padding: 0px; vertical-align: baseline;">
<span class="underline" style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: underline; vertical-align: baseline;">Know Thyself</span></h3>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
It sounds rather self-explanatory, but there is noting worse that witnessing this train wreck, which regretfully I have seen all to often:</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<em style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">Federal prospect: “So what does your company do?”</em></div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<em style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">Small business: ”Well, we do some cyber security. Combined with some project management. We are also a SVDOSB….”</em></div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
After about 5 minutes of this, the federal prospect is looking at her watch, says thank you, and is thrilled to be heading out the door or going on to the next person.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
You need to be able to <strong style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">describe your products and services very succinctly, and be able to demonstrate the value proposition of your offerings in a typical “Elevator Speech” of no more than 30 seconds.</strong></div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Articulate what you do, discuss your differentiation, and stay focused.</div>
<h3 style="background-color: white; border: 0px; box-sizing: border-box; color: #333333; font-family: Helvetica, Arial, sans-serif; font-size: 20px; font-stretch: inherit; font-weight: normal; line-height: 26px; margin: 0px 0px 30px; padding: 0px; vertical-align: baseline;">
<span class="underline" style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: underline; vertical-align: baseline;">Don’t get intimated</span></h3>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Going to events around Washington, D.C. can be a challenge. Not only is it hard enough to get access to procurement officials, but also you normally have to wait in line behind large business representatives that have easier access and the resources to get it.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Understand that outside of events, you have to focus your messaging to your target market. The government has a 23% goal of awarding government contracts to small businesses. Granted it is not reality, nonetheless it is an opportunity to use any socioeconomic designation to your advantage. Further, looking at opportunities where the government is doing simplified acquisition procedures, normally set aside for small businesses, is another avenue to help increase your chances without having to go against the large firms in open market bids.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Be good at paperwork and administrative hoops to jump through</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Government contracting is not for the faint of heart, as the restrictions, regulations, and laws can be a minefield, and can potentially destroy companies who do not understand them.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
The <a href="https://www.sba.gov/offices/headquarters/ogc" style="border: 0px; box-sizing: border-box; color: #96999c; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">Small Business Administration</a> has many resources available to set you on the right path to compliance and ensuring your company is setup for success.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<a href="http://www.aptac-us.org/" style="border: 0px; box-sizing: border-box; color: #96999c; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">Procurement Technical Assistance Centers</a> are also available to help small businesses compete successfully in the government marketplace.</div>
<h3 style="background-color: white; border: 0px; box-sizing: border-box; color: #333333; font-family: Helvetica, Arial, sans-serif; font-size: 20px; font-stretch: inherit; font-weight: normal; line-height: 26px; margin: 0px 0px 30px; padding: 0px; vertical-align: baseline;">
<span class="underline" style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: underline; vertical-align: baseline;">Gain past performance through subcontracting</span></h3>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Prime contracts are the ultimate goal, but another path to success is to work as a subcontractor for larger companies. Although large firms not only have small business databases and small business liaisons to find potential teaming partners, don't count on firms beating down your doors.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
These big contractors have dozens of companies coming to them with hat in hand all the time, expecting to get business from them simply because they have some socioeconomic designation. This alone will not get you any interest.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<strong style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">Large businesses will be most receptive when you have identified opportunities for which the large business can see immediate potential for an award.</strong> With this potential, now the large business can bring to bear their influence, past performance, and market influence.</div>
<h3 style="background-color: white; border: 0px; box-sizing: border-box; color: #333333; font-family: Helvetica, Arial, sans-serif; font-size: 20px; font-stretch: inherit; font-weight: normal; line-height: 26px; margin: 0px 0px 30px; padding: 0px; vertical-align: baseline;">
<span class="underline" style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: underline; vertical-align: baseline;">Research government databases and build your pipeline</span></h3>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Most small business advocates at agencies will tell small businesses to go to Federal Business Opportunities, commonly referred to as <a href="https://www.fbo.gov/" style="border: 0px; box-sizing: border-box; color: #96999c; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">FedBizOpps</a>, to look for contract opportunities at their agency. Although this is not particularly bad advice, firms that think they can simply use FedBizOpps to find opportunities will typically not be successful.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Small businesses mistakenly think that they can simply bid on opportunities posted on FedBizOpps, and they stand a chance. <strong style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">The reality is that firms spend months, if not years, in the capture management process marketing their goods,</strong>building good will, and the relationships and the brand awareness necessary to lower the risk to the government of selecting your firm for award.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
One of the best tools available for pipeline and opportunity development is the Federal Procurement Data System (<a href="https://www.fpds.gov/fpdsng_cms/index.php/en/" style="border: 0px; box-sizing: border-box; color: #96999c; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">FPDS-NG</a>). The FPDS-NG system is a key open source for data related to the initial award and subsequent modification of agency contracts and contract vehicles. While it is the Government's primary repository for historical contracting data, FPDS-NG can be a key tool to analyze opportunities and develop your strategy to put you ahead of your competition, find teaming opportunities, build a pipeline, and expand your horizon to win contracts before they are posted on FedBizOpps.</div>
<h3 style="background-color: white; border: 0px; box-sizing: border-box; color: #333333; font-family: Helvetica, Arial, sans-serif; font-size: 20px; font-stretch: inherit; font-weight: normal; line-height: 26px; margin: 0px 0px 30px; padding: 0px; vertical-align: baseline;">
<span class="underline" style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: underline; vertical-align: baseline;">It’s ultimately about the relationships</span></h3>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Although it is very difficult to get access to government officials, relationships are the ultimate successful factor for a winning small business government contractor. You can't just rely on cold calling and mailing brochures, since the government official probably will not get them anyway.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
So while getting your firm compliant and doing paperwork is important, pounding the pavement and networking to meet the government decision makers, and those at large contractors, is what will ultimately lead to success. You should also be doing that in person, so pick the events you want to go to wisely. You could spend a fortune going to events literally every day in Washington, D.C. alone.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Lastly, focus your marketing on the two or three agencies where you have the best chance of success by aligning your goods and services with those of your target agency where you have the best chance of winning business.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Government contracting is extremely difficult, and has only become more challenging with budget cuts and sequestration. However, it can be extremely lucrative, and also very rewarding to work on some of the most important missions and challenges government faces.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Focus yourself and your marketing, do you homework, and the world of government contracting will be an exciting and rewarding opportunity to expand your business prospects and your company’s future.</div>
Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-13445569016470913092015-04-16T05:47:00.000-07:002015-04-16T06:55:57.545-07:00Basic Steps To Build A Project Estimate<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgPGbuCa9y3lf_pHYVZrO7xXM4OQBQDisEtuFN6_iifYJatd4YMjQ13qxYMQM-MUygooibiRG1hR6NaWtvtJY6-aJF6crCqZ5OQiIGEs6_F8ZYeAR7CivfXIbwrbidXX58zLwqZclCv78M/s1600/SGC+Implementation-Costs.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgPGbuCa9y3lf_pHYVZrO7xXM4OQBQDisEtuFN6_iifYJatd4YMjQ13qxYMQM-MUygooibiRG1hR6NaWtvtJY6-aJF6crCqZ5OQiIGEs6_F8ZYeAR7CivfXIbwrbidXX58zLwqZclCv78M/s1600/SGC+Implementation-Costs.jpg" height="150" width="200" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><!--[if gte mso 9]><xml>
<o:OfficeDocumentSettings>
<o:AllowPNG/>
</o:OfficeDocumentSettings>
</xml><![endif]-->
<!--[if gte mso 9]><xml>
<w:WordDocument>
<w:View>Normal</w:View>
<w:Zoom>0</w:Zoom>
<w:TrackMoves/>
<w:TrackFormatting/>
<w:PunctuationKerning/>
<w:ValidateAgainstSchemas/>
<w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid>
<w:IgnoreMixedContent>false</w:IgnoreMixedContent>
<w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText>
<w:DoNotPromoteQF/>
<w:LidThemeOther>EN-US</w:LidThemeOther>
<w:LidThemeAsian>JA</w:LidThemeAsian>
<w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript>
<w:Compatibility>
<w:BreakWrappedTables/>
<w:SnapToGridInCell/>
<w:WrapTextWithPunct/>
<w:UseAsianBreakRules/>
<w:DontGrowAutofit/>
<w:SplitPgBreakAndParaMark/>
<w:EnableOpenTypeKerning/>
<w:DontFlipMirrorIndents/>
<w:OverrideTableStyleHps/>
</w:Compatibility>
<m:mathPr>
<m:mathFont m:val="Cambria Math"/>
<m:brkBin m:val="before"/>
<m:brkBinSub m:val="--"/>
<m:smallFrac m:val="off"/>
<m:dispDef/>
<m:lMargin m:val="0"/>
<m:rMargin m:val="0"/>
<m:defJc m:val="centerGroup"/>
<m:wrapIndent m:val="1440"/>
<m:intLim m:val="subSup"/>
<m:naryLim m:val="undOvr"/>
</m:mathPr></w:WordDocument>
</xml><![endif]--><!--[if gte mso 9]><xml>
<w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="true"
DefSemiHidden="true" DefQFormat="false" DefPriority="99"
LatentStyleCount="276">
<w:LsdException Locked="false" Priority="0" SemiHidden="false"
UnhideWhenUsed="false" QFormat="true" Name="Normal"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="false"
UnhideWhenUsed="false" QFormat="true" Name="heading 1"/>
<w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 2"/>
<w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 3"/>
<w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 4"/>
<w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 5"/>
<w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 6"/>
<w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 7"/>
<w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 8"/>
<w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 9"/>
<w:LsdException Locked="false" Priority="39" Name="toc 1"/>
<w:LsdException Locked="false" Priority="39" Name="toc 2"/>
<w:LsdException Locked="false" Priority="39" Name="toc 3"/>
<w:LsdException Locked="false" Priority="39" Name="toc 4"/>
<w:LsdException Locked="false" Priority="39" Name="toc 5"/>
<w:LsdException Locked="false" Priority="39" Name="toc 6"/>
<w:LsdException Locked="false" Priority="39" Name="toc 7"/>
<w:LsdException Locked="false" Priority="39" Name="toc 8"/>
<w:LsdException Locked="false" Priority="39" Name="toc 9"/>
<w:LsdException Locked="false" Priority="35" QFormat="true" Name="caption"/>
<w:LsdException Locked="false" Priority="10" SemiHidden="false"
UnhideWhenUsed="false" QFormat="true" Name="Title"/>
<w:LsdException Locked="false" Priority="1" Name="Default Paragraph Font"/>
<w:LsdException Locked="false" Priority="11" SemiHidden="false"
UnhideWhenUsed="false" QFormat="true" Name="Subtitle"/>
<w:LsdException Locked="false" Priority="22" SemiHidden="false"
UnhideWhenUsed="false" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" SemiHidden="false"
UnhideWhenUsed="false" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" Priority="59" SemiHidden="false"
UnhideWhenUsed="false" Name="Table Grid"/>
<w:LsdException Locked="false" UnhideWhenUsed="false" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" SemiHidden="false"
UnhideWhenUsed="false" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" SemiHidden="false"
UnhideWhenUsed="false" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" SemiHidden="false"
UnhideWhenUsed="false" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" SemiHidden="false"
UnhideWhenUsed="false" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" SemiHidden="false"
UnhideWhenUsed="false" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" SemiHidden="false"
UnhideWhenUsed="false" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" SemiHidden="false"
UnhideWhenUsed="false" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" SemiHidden="false"
UnhideWhenUsed="false" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" UnhideWhenUsed="false" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" SemiHidden="false"
UnhideWhenUsed="false" QFormat="true" Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" SemiHidden="false"
UnhideWhenUsed="false" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" SemiHidden="false"
UnhideWhenUsed="false" QFormat="true" Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" SemiHidden="false"
UnhideWhenUsed="false" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" SemiHidden="false"
UnhideWhenUsed="false" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" SemiHidden="false"
UnhideWhenUsed="false" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" SemiHidden="false"
UnhideWhenUsed="false" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" SemiHidden="false"
UnhideWhenUsed="false" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" SemiHidden="false"
UnhideWhenUsed="false" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" SemiHidden="false"
UnhideWhenUsed="false" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" SemiHidden="false"
UnhideWhenUsed="false" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" SemiHidden="false"
UnhideWhenUsed="false" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" SemiHidden="false"
UnhideWhenUsed="false" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" SemiHidden="false"
UnhideWhenUsed="false" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" SemiHidden="false"
UnhideWhenUsed="false" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" SemiHidden="false"
UnhideWhenUsed="false" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" SemiHidden="false"
UnhideWhenUsed="false" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" SemiHidden="false"
UnhideWhenUsed="false" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" SemiHidden="false"
UnhideWhenUsed="false" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" SemiHidden="false"
UnhideWhenUsed="false" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" SemiHidden="false"
UnhideWhenUsed="false" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" SemiHidden="false"
UnhideWhenUsed="false" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" SemiHidden="false"
UnhideWhenUsed="false" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" SemiHidden="false"
UnhideWhenUsed="false" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" SemiHidden="false"
UnhideWhenUsed="false" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" SemiHidden="false"
UnhideWhenUsed="false" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" SemiHidden="false"
UnhideWhenUsed="false" QFormat="true" Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" SemiHidden="false"
UnhideWhenUsed="false" QFormat="true" Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" SemiHidden="false"
UnhideWhenUsed="false" QFormat="true" Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" SemiHidden="false"
UnhideWhenUsed="false" QFormat="true" Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" SemiHidden="false"
UnhideWhenUsed="false" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" QFormat="true" Name="TOC Heading"/>
</w:LatentStyles>
</xml><![endif]-->
<!--[if gte mso 10]>
<style>
/* Style Definitions */
table.MsoNormalTable
{mso-style-name:"Table Normal";
mso-tstyle-rowband-size:0;
mso-tstyle-colband-size:0;
mso-style-noshow:yes;
mso-style-priority:99;
mso-style-parent:"";
mso-padding-alt:0in 5.4pt 0in 5.4pt;
mso-para-margin-top:0in;
mso-para-margin-right:0in;
mso-para-margin-bottom:8.0pt;
mso-para-margin-left:0in;
line-height:107%;
mso-pagination:widow-orphan;
font-size:11.0pt;
font-family:Calibri;
mso-ascii-font-family:Calibri;
mso-ascii-theme-font:minor-latin;
mso-hansi-font-family:Calibri;
mso-hansi-theme-font:minor-latin;}
</style>
<![endif]-->
<!--StartFragment-->
<br />
<div class="MsoNormal" style="background: white; line-height: 12.15pt; margin-bottom: .25in;">
<span style="color: #444444; font-family: Arial; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">www.saferoutesnj.org<o:p></o:p></span></div>
<!--EndFragment--></td></tr>
</tbody></table>
<div style="text-align: left;">
<span style="background-color: white; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; line-height: 24px;">One of the most difficult challenges project managers have in creating the preliminary project package is the Independent Government Cost Estimate (IGCE).</span></div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<br />
First, what is an IGCE?</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
According to the Defense Acquisition University:</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<em style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">The IGCE is the Government’s estimate of the resources and projected cost of the resources a contractor will incur in the performance of a contract. These costs include direct costs such as labor, products, equipment, travel, and transportation; indirect costs such as labor overhead, material overhead, and general and administrative (G&A) expenses; and profit or fee (amount above costs incurred to remunerate the contractor for the risks involved in undertaking the contract).</em></div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<strong style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">The IGCE will be developed by the requiring activity, and will be used to establish a realistic price or cost for budgeting purposes by the Contracting Officer, in addition to being the baseline for evaluating an offeror’s price/cost proposal. Further, the IGCE will also be used for technical and management information.</strong></div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Here are some steps and tips for creating your project’s IGCE:</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
1) <span class="underline" style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: underline; vertical-align: baseline;">Define the Tasks to Estimate</span></div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
First things first, you will need to determine all the tasks that need to be performed on the project. This can be best accomplished using the Work Breakdown Structure (WBS). Planning tasks by using a WBS allows you to break down the work packages to the lowest level elements for estimating and scheduling resource requirements (people, facilities, and equipment). Further, the WBS can ensure all tasks are identified in terms of cost, schedule, and performance goals in order to reduce risk.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
2) <span class="underline" style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: underline; vertical-align: baseline;">Identify Expertise on the Project Team</span></div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Hopefully you are working in an Integrated Project Team (IPT), which should be composed of functional experts from the various disciplines needed to manage the project throughout the lifecycle. This diversity will help you estimate and define the tasks, as many of the ultimate tasks will have someone from the IPT allocated to do the work. Once identified, this resource assigned the task is probably the right person to help prepare the estimate.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
In the event that IPT members are not the right people, or you are not in an IPT, find someone who can help with the estimate. These individuals ideally have expertise from past experience on similar or like projects. Ultimately, you will need to identify who will create your estimates for every project task. Once you know who will be responsible for helping create the estimates, you can then plan to meet with the right people so you can focus on their sections of the project outside of the typical IPT meetings and the guessing game that often comes with these estimating exercises.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
3) <span class="underline" style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: underline; vertical-align: baseline;">Determine the Estimating Technique</span></div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Outside of the professional judgment of IPT members or outside the group to help shape estimates and task durations, here are three common techniques:</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<strong style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">Analogous estimating.</strong> Basing your estimates on the results of a previous project is one the best estimating techniques that project managers can use. If you can find a similar project done in the past, or currently being executed, then you can access the duration of tasks, labor categories used for task estimates, and project budget. Although this estimating technique is efficient, do not fall into the trap of simply cutting and pasting, as this technique may not get you very accurate results.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<strong style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">Parametric</strong> <strong style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">estimating.</strong> Parametric estimating is a more accurate technique for estimating costs and task durations, as it uses the relationship between variables to calculate the task cost or duration. For example, if it took me two hours to paint a 100 square foot room in my home, and I plan to now paint a 400 square foot room, I could estimate that it will take eight hours to paint.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
However, if the first hour were spent prepping the room to paint, the estimate would need to be scaled appropriately: 1 hour for prepping and then four hours to paint, for a total of five hours.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<strong style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">T</strong><strong style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">hree-point estimating. </strong>This technique allows taking into account uncertainties of estimates, but weights the result more heavily towards the most likely outcome. You will need to determine the most likely, best case, and worst-case timescales for the task. With these figures, add together the durations for the best and worst case, plus four times the most likely. Then divide by six.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<strong style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">The equation:</strong></div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Best case (O, for optimistic)</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Worst case (P, for pessimistic)</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Most likely (M, for…. Most)</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
(O + 4M + P) /6</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
You can also use this technique for labor costs, especially for labor rates per labor category. One of the best techniques for getting the rates is using the GSA Schedules from <a href="https://www.gsaadvantage.gov/advantage/main/start_page.do" style="border: 0px; box-sizing: border-box; color: #96999c; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">GSA Advantage</a>.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
4) <span class="underline" style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; text-decoration: underline; vertical-align: baseline;">Track the Accuracy of Estimates - Lessons Learned</span></div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Creating estimates is not a one and done exercise. Once they are done, you want to continue to build institutional knowledge by verifying the accuracy of the estimates to determine how well you and the team estimated the task durations and their costs. You should determine whether a particular technique for estimating worked best for your team, or for different types of tasks.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
This exercise is for lessons learned, as you will be tracking actuals versus estimates for task durations and costs. Verifying how much time you thought the task would take or cost, and comparing it to how long it really took or cost, is a great way to sharpen your estimating skills to improve on future estimates and to also verify how accurate your estimates were.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<img alt="" class="right" data-loading-tracked="true" height="161" src="https://media.licdn.com/mpr/mpr/shrinknp_240_240/AAEAAQAAAAAAAANtAAAAJGE3NjFhZjYzLTk3NjMtNDhiOS1iOGIzLTFmMzI2MWNjNTQ3Nw.jpg" style="border: 0px; box-sizing: border-box; float: right; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; font-weight: inherit; height: auto; line-height: inherit; margin: 0px 0px 15px 30px; max-width: 100%; padding: 0px; text-align: right; vertical-align: baseline;" width="235" /></div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 24px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Cost estimating is often a difficult exercise, and many project managers have difficulties knowing where to start. These tips should get you on the right path to creating realistic estimates for your project, and avoid the ever-present <em style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-variant: inherit; font-weight: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">Atmospheric Estimate.</em></div>
Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-70723305763189043402015-04-01T12:05:00.000-07:002015-04-01T12:05:26.415-07:00How To Quickly Assess Project Status through Reports<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjc3VN0N6o6Bw-EAWqxFkfj7jLR2FGyqoyCsVMumAUpB8u2grEAq3R57O1jZx93qxZ5Q3G5U8o23Tf_F643S1vPgVnnNLcIJbdgU44CQkmTJ0b6tQpfTgeERTGD_XBPE163NUocyRszB5U/s1600/SGC+Reports.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjc3VN0N6o6Bw-EAWqxFkfj7jLR2FGyqoyCsVMumAUpB8u2grEAq3R57O1jZx93qxZ5Q3G5U8o23Tf_F643S1vPgVnnNLcIJbdgU44CQkmTJ0b6tQpfTgeERTGD_XBPE163NUocyRszB5U/s1600/SGC+Reports.jpg" height="240" width="320" /></a></div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 23.9999980926514px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<strong style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">First and foremost, keep it simple</strong>. I know I have a tendency to try and over complicate things in reviewing project status. Like many others, we are managing amounts vast amounts of information on our projects (e.g. risks, activities, stakeholders, resources, etc.) and thus need to include everything so nothing gets left behind, right?</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 23.9999980926514px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
Take a deep breath with me, and let’s simply things so we can do what is ultimately or objective: quickly assess project status so we can focus or time. It will help us not only problem-solve, but help us not focus to narrowly such that we miss opportunities to take a look at potential problems and come up with solutions.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 23.9999980926514px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
<strong style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">Simplification is also important to get collaboration with the project team</strong>. If it’s broken down to manageable pieces of work (i.e. tasks due this week), it gets everyone engaged and focused in the same direction, gives resources the opportunity to discuss delivery and potential constraints, helps identify risks, and gets the project focused on the proper path ahead.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 23.9999980926514px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
So how do we simplify? For starters, only report on exceptions. These exceptions could be in any area, but should revolve around cost, timing, budget, and probably resources or quality. Issues of potential risk are also fair game, as they can eventually lead to delays and overruns. If things are on time and on budget, then great. Focus on current status.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 23.9999980926514px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
The best way to manage this process is to <strong style="border: 0px; box-sizing: border-box; font-family: inherit; font-stretch: inherit; font-style: inherit; font-variant: inherit; line-height: inherit; margin: 0px; padding: 0px; vertical-align: baseline;">visualize the data, such as the use of a Gantt chart in Microsoft Project</strong>, and subsequently using filters to just see those activities that need to be reviewed (e.g. activities due this week, milestones, etc.) It will help shape the conversation, so focus the status review on just those items, and get everyone board and engaged to ensure that the project follows the plan. Further, this strategy will allow actionable mitigation opportunities to ensure client expectations are met if delays or overruns materialize.</div>
<div style="background-color: white; border: 0px; box-sizing: border-box; color: #4d4f51; font-family: Helvetica, Arial, sans-serif; font-size: 16px; font-stretch: inherit; line-height: 23.9999980926514px; margin-bottom: 30px; padding: 0px; vertical-align: baseline;">
The last thing you want to be doing is going to the customer with problems. Go to the customer with solutions in hand instead. This not only helps build confidence, but the win-win relationships that are needed for success.</div>
Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-75780850554008379672015-03-30T11:36:00.000-07:002015-03-30T11:39:17.177-07:00Reverse auctions need more scrutiny to curtail the win-lose situation<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg1apDVU4kuMDojbsC8Pp_0-2Qbk7FG2FwpayMc_JYOlMHd6vl5057X4ss2Ot9ch9I7317Kx1aOiOIjSptauffxUZVFkTjWxpFf0ycxPPmuSAHRGRYdBpYmyB6G9Be-Ge5O0AGcCisamfo/s1600/SGC+Auctions.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEg1apDVU4kuMDojbsC8Pp_0-2Qbk7FG2FwpayMc_JYOlMHd6vl5057X4ss2Ot9ch9I7317Kx1aOiOIjSptauffxUZVFkTjWxpFf0ycxPPmuSAHRGRYdBpYmyB6G9Be-Ge5O0AGcCisamfo/s1600/SGC+Auctions.jpg" height="133" width="200" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">proxibid.com</td></tr>
</tbody></table>
<div class="MsoNormal" style="background: white; line-height: 15.6pt; vertical-align: baseline;">
<span style="color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Reverse auctions are
back in the news yet again this week, highlighted by </span><a href="http://smallbusiness.house.gov/calendar/eventsingle.aspx?EventID=397861"><span style="font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">recent testimony</span></a><span style="color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> before the House Small Business committee, in which the
discussion revolved around the proper use of reverse auctions, and potential to
harm both the government and industry without clear guidance and policy. <o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 15.6pt; vertical-align: baseline;">
<span style="color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"><br /></span></div>
<div class="MsoNormal" style="background: white; line-height: 15.6pt; vertical-align: baseline;">
<span style="color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">This is nothing new. Government Accountability Office (GAO) </span><a href="http://www.gao.gov/products/GAO-14-200T" target="_blank"><span style="border: none windowtext 1.0pt; color: #52a0c8; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-border-alt: none windowtext 0in; mso-fareast-font-family: "Times New Roman"; padding: 0in; text-decoration: none; text-underline: none;">reports</span></a><span style="color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> were critical of the process, in addition to criticism by the
Small Business Committee’s Contracting and Workforce Subcommittee, which held
a </span><a href="https://veterans.house.gov/hearing/contracting-away-accountability-%E2%80%93-reverse-auctions-in-federal-agency-acquisitions" target="_blank"><span style="border: none windowtext 1.0pt; color: #52a0c8; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-border-alt: none windowtext 0in; mso-fareast-font-family: "Times New Roman"; padding: 0in; text-decoration: none; text-underline: none;">joint hearing</span></a><span style="color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> with the
Veterans’ Affairs Committee’s Oversight and Investigations Subcommittee.<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 15.6pt; vertical-align: baseline;">
<span style="color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"><br /></span></div>
<div class="MsoNormal" style="background: white; line-height: 15.6pt; vertical-align: baseline;">
<span style="color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">Firstly, I think <b>reverse auctions are a great tool to save
money, increase competition (especially for small businesses), and speed up
procurement times. However, there is one caveat: when used appropriately.<o:p></o:p></b></span></div>
<div class="MsoNormal" style="background: white; line-height: 15.6pt; vertical-align: baseline;">
<span style="color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"><b><br /></b></span></div>
<div class="MsoNormal" style="background: white; line-height: 15.6pt; vertical-align: baseline;">
<span style="color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">On that note, one of
the best articles on appropriate usage came from Stan Soloway of the
Professional Services Council, who advised the proper use should come through </span><a href="http://www.bizjournals.com/washington/blog/fedbiz_daily/2014/07/reverse-auctions-save-them-for-rock-salt.html?page=all"><span style="font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">simple commodity buys</span></a><span style="color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"> where requirements are not to any level of sophistication that
warrant another buying method:<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 15.6pt; vertical-align: baseline;">
<span style="color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"><br /></span></div>
<div class="MsoNormal" style="background: white; line-height: 15.6pt; margin-left: .5in; vertical-align: baseline;">
<i><span style="color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">…Reverse auctions and strategic sourcing,
along with the precipitous rise in low bid buying and efforts to create
standardized labor rates that ignore how high performing businesses have to be
run, reflect a broader and disturbing tendency toward commoditizing both people
and capabilities. This trend assumes that the ability to do something minimally
or adequately equates to doing it well, let alone exceptionally well. It understates
the critical importance of historic performance and ignores the reality that
high quality professional services and technology are highly nuanced and
constantly evolving….<o:p></o:p></span></i></div>
<div class="MsoNormal" style="background: white; line-height: 15.6pt; margin-left: .5in; vertical-align: baseline;">
<i><span style="color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"><br /></span></i></div>
<div class="MsoNormal" style="background: white; line-height: 15.6pt; vertical-align: baseline;">
<span style="color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">I have written about
this issue in the past (</span><a href="http://www.sevillegovcon.com/reverse-auctions-a-tool-to-cost-savings/" target="_blank"><span style="border: none windowtext 1.0pt; color: #52a0c8; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-border-alt: none windowtext 0in; mso-fareast-font-family: "Times New Roman"; padding: 0in; text-decoration: none; text-underline: none;">click here</span></a><span style="color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";">), and the GAO report
started the salvo of calling into the question the use of reverse auctions
through disturbing findings at the center of testimony provided
by Michelle Mackin, Director of Acquisition and Sourcing Management at the
GAO:<o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 15.6pt; vertical-align: baseline;">
<span style="color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"><br /></span></div>
<div class="MsoNormal" style="background: white; line-height: 15.6pt; margin-left: .5in; vertical-align: baseline;">
<i><span style="border: none windowtext 1.0pt; color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-border-alt: none windowtext 0in; mso-fareast-font-family: "Times New Roman"; padding: 0in;">…Competition and savings-two of
the key benefits of reverse auctions cited by the agencies we reviewed-are not
always being maximized… because not all reverse auctions involve what we refer
to as interactive bidding, where vendors engage in multiple rounds of bids
against each other to drive prices lower. We found that over a third of the
fiscal year 2012 reverse auctions had no interactive bidding-and agencies paid
$3.9 million in fees for these auctions…</span></i><span style="color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-fareast-font-family: "Times New Roman";"><o:p></o:p></span></div>
<div class="MsoNormal" style="background: white; line-height: 15.6pt; margin-left: .5in; vertical-align: baseline;">
<i><span style="border: none windowtext 1.0pt; color: #333333; font-family: "Arial",sans-serif; font-size: 12.0pt; mso-border-alt: none windowtext 0in; mso-fareast-font-family: "Times New Roman"; padding: 0in;"><br /></span></i></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">Of course, one of the main issues with reverse auctions is
the transparency and oversight of the process and the contracts themselves. Dan
Gordon said in his hearing that this function is "inherently
governmental." He also stated:<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;"><br /></span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<i><span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">…FedBid
has an organizational conflict of interest. They control the data. They control
the information," said Gordon. "They have a financial interest in
having as many reverse auctions as possible, regardless of whether the
procurement is suitable for one…<o:p></o:p></span></i></div>
<div class="MsoNormal" style="margin-left: .5in;">
<i><span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;"><br /></span></i></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">The vast majority of reverse auctions are run through FedBid,
the Vienna, VA, based company that got a slap on the wrist after an inspector
general report from Veterans Affairs exposed major issues with </span><a href="http://www.federalnewsradio.com/538/3789803/Air-Force-suspends-begins-debarment-process-of-FedBid"><span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">ethics
and business practices</span></a><span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">The most troubling issue is the negative consequences that
happen more often than not to small businesses, as the race to the bottom
continues to put undue pressure on companies that are already struggling to
survive in this hyper-competitive federal market. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;"><br /></span></div>
<span style="font-family: Arial, sans-serif; font-size: 12pt; line-height: 107%;">I hope that reverse auctions get a thorough review, because
I feel it is doing more harm than good to both the taxpayer, and the firms that
are using this practice in hopes of winning federal business. </span>Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-85142182865337495092015-03-25T16:41:00.002-07:002015-03-25T18:30:08.036-07:00Re-branding Government Contracting, Mission Impossible?<div class="MsoNormal">
<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgVvCoXdB_W5rjynG9xvwqM4GtlpqfAwUpHlXWlw4YJMZjOI7CRorYBnnt4Ib93lqO1M2eSMThPz29sm26qR2VIiyjGwUkvOVwCwEQYwUG035NYBeFTuYYveIhxmJZ7UA7E0Sr8he_GyqI/s1600/SGC+Messaging.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgVvCoXdB_W5rjynG9xvwqM4GtlpqfAwUpHlXWlw4YJMZjOI7CRorYBnnt4Ib93lqO1M2eSMThPz29sm26qR2VIiyjGwUkvOVwCwEQYwUG035NYBeFTuYYveIhxmJZ7UA7E0Sr8he_GyqI/s1600/SGC+Messaging.jpg" height="216" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">eganenergy.com</td></tr>
</tbody></table>
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">An interesting question was posted by Francis Rose of
FederalNewsRadio.com on the bad reputation of the federal contracting community
in a recent article titled “<a href="http://www.federalnewsradio.com/76/3824301/Why-do-feds-and-contractors-have-such-a-bad-reputation-outside-DC">Why do feds
and contractors have such a bad reputation outside DC?</a>"<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">The federal government, and contractors that supply goods
and services to the government, do amazing, lifesaving work every day. We normally
take for granted these services, like clean air, safe water, and the one of the
best standards of living in the world.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">So why do feds and contractors have such a bad reputation
outside DC?<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">Well, there is no question that there is a concerted effort,
driven by politics, to denigrate public service and the government itself.
Regretfully, these messages are very powerful, and overshadow those messages of
the important work the government, along with support contractors, currently perform.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">However, the two points Mr. Rose makes are both a question
and an enigma:<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;"><br /></span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<b><i><span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">…Government should be more
aggressive in telling its good news to people who understand it, and want to
hear and repeat it…<o:p></o:p></span></i></b></div>
<div class="MsoNormal" style="margin-left: .5in;">
<b><i><span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;"><br /></span></i></b></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">No doubt. This is one thing that government does very
poorly. Strategic communications is just something that government apparently
does not seem to do well, especially as it pertains to sustaining a message, and
getting stakeholder buy in.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">When the <i><a href="https://www.whitehouse.gov/sites/default/files/omb/procurement/memo/Myth-Busting.pdf">MythBusters<span style="font-style: normal;"> initiative launched</span></a></i> at the Office of
Federal Procurement Policy (OFPP) in 2011, I had always made it a point to cover
this initiative, as it pertained to market research and communicating with industry,
in classes that I taught to federal project managers. Many students had heard
of this campaign, and the information we covered in the classes resonated well.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">A few years later, it is rare that any student has even
heard of the initiative.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">One initiative that can hopefully turn this trend around
comes again from OFPP, by way of the <span style="background: #FDFDFD; color: #2d2d2d;">Anne Rung, the administrator, who launched a series of podcasts
highlighting successes with some agency's prominent procurements.</span></span><o:p></o:p></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;"><span style="background: #FDFDFD; color: #2d2d2d;"><br /></span></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">The <a href="https://www.whitehouse.gov/blog/2015/03/11/behind-buy-new-ofpp-podcast-series">inaugural
podcast</a> featured Mark Naggar, project manager of the Department of Health
and Human Services' Buyers Club. He detailed the use of the <a href="http://www.acqnotes.com/Attachments/TechFAR-Handbook-2014-08-07.pdf">TechFAR
Handbook</a> and the <a href="https://playbook.cio.gov/">Digital Services
Playbook</a>, on which his team built services using agile and iterative
practices to and quickly contract and deliver the development of IT system prototypes.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">It is these type of things that government should do more
of, and get the message out there about success government is having.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">The second point:<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;"><br /></span></div>
<div class="MsoNormal" style="margin-left: .5in;">
<b><i><span style="background: white; color: #171717; font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;">…Companies that sell in the government space
should be more thoughtful about the stories they tell…<o:p></o:p></span></i></b></div>
<div class="MsoNormal" style="margin-left: .5in;">
<b><i><span style="background: white; color: #171717; font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%;"><br /></span></i></b></div>
<div class="MsoNormal">
<span style="background: white; color: #171717; font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%; mso-bidi-font-weight: bold;">This
one is a mystery. Many companies spend substantial resources on creating case studies,
white papers, and discussing their products and services as a part of their marketing.
Nonetheless, the message about their great work seems to be lost in the cacophony
of failures of government, and how contractors are either at fault or guilty by
association. <o:p></o:p></span></div>
<div class="MsoNormal">
<span style="background: white; color: #171717; font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%; mso-bidi-font-weight: bold;"><br /></span></div>
<div class="MsoNormal">
<span style="background: white; color: #171717; font-family: "Arial",sans-serif; font-size: 12.0pt; line-height: 107%; mso-bidi-font-weight: bold;">I
could not agree more with Mr. Rose, as we need more success stories out there from
both sides. They exist, so we all need to help overcome the challenges that missteps
create in exacerbating an already bad public perception.</span></div>
Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-37856622786199604102015-03-22T15:47:00.001-07:002015-03-23T05:11:18.248-07:00Acquisition 360: Will Anyone Listen?<div class="MsoNormal">
<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjcIQuLzWjVCCy-EJcshcHf2xy4wCuACI3VwfXthrG0BvLaki9FzPK7tpw-yk-ODDVRXYs8vCzePr36cR8mHQQu6OLD7DCNrtbB0SiLRou1ljKIGQivpQnL8LTFjtWOxtz1qH9enrMoBcM/s1600/SGC+Feedback+.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjcIQuLzWjVCCy-EJcshcHf2xy4wCuACI3VwfXthrG0BvLaki9FzPK7tpw-yk-ODDVRXYs8vCzePr36cR8mHQQu6OLD7DCNrtbB0SiLRou1ljKIGQivpQnL8LTFjtWOxtz1qH9enrMoBcM/s1600/SGC+Feedback+.jpg" height="200" width="186" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Photo from blog.ketchum.org</td></tr>
</tbody></table>
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt;">This
past week, Office of Federal Procurement Policy (OFPP) Administrator Anne Rung,
released guidance on a new initiative to help improve the acquisition process.
This new initiative, known as <i>Acquisition
360</i>, is a proposed rating system to gather feedback from government and
industry stakeholders on particular IT acquisitions. Ms. Rung’s <a href="https://www.whitehouse.gov/sites/default/files/omb/procurement/memo/acquisition-360-improving-acquisition-process-timely-feedback-external-internal-stakeholders.pdf">memo</a>
provided stakeholders the surveys necessary to garner this feedback, but many
questions remain about the utility of this initiative, and whether or not stakeholders
will use the data to actually improve the acquisition process itself.<o:p></o:p></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, sans-serif;"><span style="font-size: 12pt;">The
idea is not necessarily new, as it has been compared to a “Yelp” like </span></span><a href="http://www.federalnewsradio.com/517/3811770/Yelp-like-ratings-system-coming-to-IT-procurements" style="font-family: Arial, sans-serif; font-size: 12pt;">review
tool</a><span style="font-family: Arial, sans-serif;"><span style="font-size: 12pt;"> to give broad information to give decision makers a high-level view of
potential problems with a particular acquisition at the tactical level. </span>Further, the mechanism was piloted at the General Services Administration with their Governmentwide Acquisition Contract One Acquisition Solution for Integrated Services or OASIS.</span></div>
<div class="MsoNormal">
<i><span style="font-family: "Arial",sans-serif; font-size: 12.0pt;"><br /></span></i></div>
<div class="MsoNormal">
<i><span style="font-family: "Arial",sans-serif; font-size: 12.0pt;">Acquisition 360</span></i><span style="font-family: Arial, sans-serif; font-size: 12pt;"> has review mechanisms
for both industry and government. The surveys are not meant to be a tool to
provide a critique of individuals, but rather, the process itself.</span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt;">Although
Ms. Rung, and Deputy Administrator Leslie Field addressed some of the questions
about the efficacy of this initiative with <a href="http://www.federalnewsradio.com/86/3822033/Jason-Miller-Executive-Editor-Federal-News-Radio">Jason
Miller of FederalNewsRadio.com</a>, three fundamental questions remain about potential
for these surveys to be successful:</span></div>
<div class="MsoNormal">
<b style="text-indent: -0.25in;"><span style="font-family: "Arial",sans-serif; font-size: 12.0pt;"><br /></span></b></div>
<div class="MsoNormal" style="text-indent: 0px;">
<span style="text-indent: -0.25in;"><span style="font-family: Arial, sans-serif; font-size: 12pt;"><b>(1)</b> <b>Will stakeholders actually complete them? </b></span></span><span style="text-indent: -0.25in;"><span style="font-family: Arial, sans-serif;"><span style="font-size: 12pt;">– From the government’s perspective, it is yet
more potential paperwork given to overburdened acquisition personnel. Stakeholder </span>engagement<span style="font-size: 12pt;"> may be difficult, even though thoughtful
feedback may pinpoint potential issues that require further root cause analysis
and subsequent </span>re-engineering<span style="font-size: 12pt;"> to address. Nonetheless, this initiative can be
seen as a way to target personnel, or further mechanisms for oversight and
accountability. Although these surveys
will not be used for this purpose, perception can be reality.</span></span></span></div>
<div class="MsoNormal" style="text-indent: 0px;">
<b style="text-indent: -0.25in;"><span style="font-family: "Arial",sans-serif; font-size: 12.0pt;"><br /></span></b></div>
<div class="MsoNormal" style="text-indent: 0px;">
<span style="text-indent: -0.25in;"><span style="font-family: Arial, sans-serif; font-size: 12pt;"><b>(2) Is anonymity ensured?</b></span></span><span style="font-family: Arial, sans-serif; font-size: 12pt; text-indent: -0.25in;"> – Although industry covets the opportunity
to provide constructive criticism to improve the overall process to engagement
and doing business with the federal government, firms may be weary to provide
this type of information for fear of possible retribution. Companies often dare
not rock the boat, as retribution can be swift and damaging to a company’s reputation.
Further, the government can certainly make an educated guess about who would be
providing the criticism, based on the circumstances of a particular acquisition.</span></div>
<div class="MsoNormal" style="text-indent: 0px;">
<b style="text-indent: -0.25in;"><span style="font-family: "Arial",sans-serif; font-size: 12.0pt;"><br /></span></b></div>
<div class="MsoNormal" style="text-indent: 0px;">
<span style="text-indent: -0.25in;"><span style="font-family: Arial, sans-serif; font-size: 12pt;"><b>(3) Will the feedback be useful? </b></span></span><span style="font-family: Arial, sans-serif; font-size: 12pt; text-indent: -0.25in;">– The surveys are
intended to provide comprehensive, high-level feedback on the end-to-end pre-acquisition
process. Assuming thoughtful comments that provide enough information for
decision-makers, will these managers for both government and industry use the
information to improve their internal processes?</span></div>
<div class="MsoNormal" style="text-indent: 0px;">
<span style="font-family: Arial, sans-serif; font-size: 12pt; text-indent: -0.25in;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, sans-serif;"><span style="font-size: 12pt;">The
reality is that the current environment is a type of Cold War, where industry and
government are in a state of almost rampant animosity. It is a vicious circle where
firms are on the offensive with protests and challenges to government procurement</span><span style="font-size: 12pt;">,
due to budgetary pressures and ferocious competition for every federal dollar
spent on goods and services. Government has almost battened down the hatches, hoping
to weather the storm of criticism of every move, and thus believing that openness
and transparency through collaboration and communications is a losing proposition.
<o:p></o:p></span></span></div>
<div class="MsoNormal">
<span style="font-family: Arial, sans-serif;"><span style="font-size: 12pt;"><br /></span></span></div>
<span style="font-family: Arial, sans-serif; font-size: 12pt;">These
barriers only continue to grow stronger, and productive opportunities to improve
the process through communications continue to be a challenge. However, changes
are desperately needed. </span><br />
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt;"><br /></span></div>
<div class="MsoNormal">
<span style="font-family: "Arial",sans-serif; font-size: 12.0pt;">No one is expecting this initiative to be a silver bullet,
but I applaud OFFP and Ms. Rung for proactive action to break the barriers that
hinder constructive change and open the doors to communications. <o:p></o:p></span></div>
Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-7835810051658867152013-12-14T13:13:00.000-08:002013-12-14T13:13:25.254-08:00Reverse Auctions: Where Are The Cost Savings?<div class="wp-caption alignleft" id="attachment_716" style="background-color: #eeeeee; border: 0px; display: inline; float: left; font-family: inherit; font-style: inherit; margin: 0.4em 1.625em 1.625em 0px; max-width: 96%; outline: 0px; padding: 9px; vertical-align: baseline; width: 310px;">
<img alt="Photo by artworldsalon.com" class="size-medium wp-image-716 " height="229" src="http://www.sevillegovcon.com/wp-content/uploads/2013/12/Reverse-Auctions-300x229.jpg" style="border: 1px solid rgb(238, 238, 238); display: block; height: auto; margin: 0px auto; max-width: 98%; padding: 6px;" width="300" /><br />
<div class="wp-caption-text" style="border: 0px; color: #666666; font-family: Georgia, serif; font-style: inherit; margin-bottom: 0.6em; outline: 0px; padding: 10px 0px 5px 40px; position: relative; vertical-align: baseline;">
Photo by artworldsalon.com</div>
</div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Reverse auctions are back in the news this week, highlighted by a Government Accountability (GAO) <a href="http://www.gao.gov/products/GAO-14-200T" style="border: 0px; color: #52a0c8; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">report</a> critical of the process, and by the Small Business Committee’s Contracting and Workforce Subcommittee, which held a <a href="https://veterans.house.gov/hearing/contracting-away-accountability-%E2%80%93-reverse-auctions-in-federal-agency-acquisitions" style="border: 0px; color: #52a0c8; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">joint hearing</a> with the Veterans’ Affairs Committee’s Oversight and Investigations Subcommittee earlier this week as well.</span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">The title of the hearing, <i>Contracting Away Accountability – Reverse Auctions in Federal Agency Acquisitions</i>, was a good indication of what Congress thought of the procurement tool.</span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Firstly, I think reverse auctions are a great tool to save money, increase competition (especially for small businesses), and speed up procurement times. However, there is one caveat: when used appropriately.</span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">I have written about this issue in the past (<a href="http://www.sevillegovcon.com/reverse-auctions-a-tool-to-cost-savings/" style="border: 0px; color: #52a0c8; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">click here</a>), and the GAO report started the salvo of calling into the question the use of reverse auctions through disturbing findings at the center of testimony provided by Michelle Mackin, Director of Acquisition and Sourcing Management at the GAO</span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px 0px 0px 30px; vertical-align: baseline;">
<em style="border: 0px; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;"><span style="font-family: Arial, Helvetica, sans-serif;">…Competition and savings-two of the key benefits of reverse auctions cited by the agencies we reviewed-are not always being maximized… because not all reverse auctions involve what we refer to as interactive bidding, where vendors engage in multiple rounds of bids against each other to drive prices lower. We found that over a third of the fiscal year 2012 reverse auctions had no interactive bidding-and agencies paid $3.9 million in fees for these auctions…</span></em></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Further <a href="http://www.fiercegovernment.com/story/many-agencies-unaware-fees-incurred-reverse-auctions-says-gao-official/2013-12-12?utm_medium=nl&utm_source=internal" style="border: 0px; color: #52a0c8; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">disturbing news</a> in the report and testimony from Mackin was that many <strong style="border: 0px; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;">federal users did not understand that fees were associated with the reverse auction platform, most notably through the use of FedBid</strong>, a Vienna, Va.-based company that offers the most popular tool. FedBid charges a fee of 3 percent of the winning contract, not to exceed $10,000. However, FedBid can, and sometimes does, offer discounts on those fees.</span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px 0px 0px 30px; vertical-align: baseline;">
<em style="border: 0px; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;"><span style="font-family: Arial, Helvetica, sans-serif;">…”We were, frankly, a bit surprised to learn that agencies didn’t know how much they were paying FedBid in fees. They didn’t know how much duplicative fees–for lack of a better word–they were paying when they were using a schedule contract, for example, for a reverse auction,” said Mackin…</span></em></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Some agencies, such as the Department of Veterans Affairs (VA), are now trying to capture and track fee data, but it remains an illusive goal. VA had <a href="http://fcw.com/articles/2012/04/26/va-jan-frye-reverse-auctions.aspx" style="border: 0px; color: #52a0c8; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">halted the use of reverse auctions last year</a>, as according to Jan Frye, deputy assistant secretary at VA’s Office of Acquisition and Logistics, who said in a keynote at the April 26 Coalition for Government Procurement 2012 Spring Conference:</span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px 0px 0px 30px; vertical-align: baseline;">
<em style="border: 0px; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;"><span style="font-family: Arial, Helvetica, sans-serif;">…“I’m not against reverse auctions, but I’m concerned that sometimes we don’t know what we’re doing when we set about to do reverse auctions”…</span></em></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Apparently the doubt remains, as the VA has <a href="http://www.federalnewsradio.com/538/3523121/VA-puts-reverse-auctions-on-hiatus-again-to-study-value-proposition" style="border: 0px; color: #52a0c8; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;" target="_blank">once again halted the use of reverse auctions </a>this week, further pointing to issues on the use of this technique at the VA, and especially when it comes to construction contracts.</span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Also disturbing in the testimony from GAO was that more than <strong style="border: 0px; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;">one-third of auctions reviewed by the GAO in their report had only one bidder, and over half of auctions were used to procure items from pre-existing contracts.</strong></span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px 0px 0px 30px; vertical-align: baseline;">
<em style="border: 0px; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;"><span style="font-family: Arial, Helvetica, sans-serif;">…There’s a notion, said Mackin, that reverse auctions result in the lowest price. But at times the final price exceeded the government estimate and agencies may have been able to get a better price through other mechanisms…</span></em></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">GAO auditors also found issue with FedBid’s savings calculation across the four agencies GAO analyzed, which according to Mackin, was an estimated $98 million in 2012.</span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px 0px 0px 30px; vertical-align: baseline;">
<em style="border: 0px; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;"><span style="font-family: Arial, Helvetica, sans-serif;">…”We have questions about the accuracy of these savings. For example, if there was no interactive bidding, agencies perhaps could have gotten a better price using other mechanisms,” she said. “Also, the target price or government estimate may not be sound. For example, we found over 1,000 cases where the winning bid actually exceeded the government’s estimate even with interactive bidding.”…</span></em></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Some of the most insightful testimony came from construction firms, who denounced the use of reverse auctions. Nigel Cary, president of Cox Construction Co., discussed the negative effects of using reverse auctions for complex construction projects, <strong style="border: 0px; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;">and further stated agencies are hindering competition on specific contracts due to issues with unrealistic requirements for unrealistic prices.</strong></span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px 0px 0px 30px; vertical-align: baseline;">
<em style="border: 0px; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;"><span style="font-family: Arial, Helvetica, sans-serif;">“Reverse auctions ignore best value,” he said. “It’s unfortunate and misguided that each agency learns the lesson on their own.”</span></em></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Not to be outdone was Louis Celli Jr., director of the legislative division of the American Legion, who shared the message with the Committee on how his members feels about reverse auctions, as he stated that <strong style="border: 0px; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;">his members believe reverse auctions “unfair, deceptive and fraught with cheating.”</strong></span></div>
<span style="font-family: Arial, Helvetica, sans-serif; font-size: large;"><b>
What is the path forward?</b></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br />It seems that reverse auctions are a “love them or hate them” proposition. The vast majority of small businesses I know who actively use reverse auctions have negative attitudes toward the use of this tool, for the same reasons highlighted in the testimony. The overwhelming feedback is that they are being used for the wrong procurement (e.g. wrong requirements for the wrong price point), and not necessarily think that reverse auctions in and of themselves are a negative procurement method.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">What do we do about this issue? Some solutions that were offered at the hearing included increased oversight and training, and passage of H.R. 2157, which prohibits the use of reverse auctions on construction contracts which are specifically suitable for awards to small businesses. Mackin also stated that the Office of Federal Procurement Policy (OFPP) has also agreed that new guidance is needed.</span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<img alt="Right Tool" class="alignright wp-image-723" height="180" src="http://www.sevillegovcon.com/wp-content/uploads/2013/12/Right-Tool-300x225.jpg" style="border: 1px solid rgb(221, 221, 221); display: inline; float: right; height: auto; margin-bottom: 1.625em; margin-left: 1.625em; margin-top: 0.4em; max-width: 97.5%; padding: 6px;" width="240" /></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Nonetheless, I think <strong style="border: 0px; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;">construction contracts are the wrong requirement for reverse auctions, as sealed bidding is a preferred method to ensure best value</strong>, and ensure the right vendor, with the right requirements, at the right price.</span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<strong style="border: 0px; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;"><span style="font-family: Arial, Helvetica, sans-serif;">Further, OFPP guidance, along with oversight, is clearly needed, as reverse auctions seem to be doing more harm than good. </span></strong></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">We’ll see what comes of this, but I hope reverse auctions do not go away entirely, as I am not a fan on taking tools away from the procurement process. We just need to do a better job of using the right tool for the right job.</span></div>
<br />Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0tag:blogger.com,1999:blog-6064967406414913264.post-56096951027437882522013-11-29T10:43:00.002-08:002013-12-14T13:14:07.148-08:00Will VA certifications of SDVOSB go away? We in the Veteran’s community can only hope so<div class="entry-content" style="background-color: white; border: 0px; color: #363636; line-height: 18px; margin: 0px; outline: 0px; padding: 1.625em 0px 0px; vertical-align: baseline;">
<div class="wp-caption alignleft" id="attachment_701" style="background-color: #eeeeee; border: 0px; display: inline; float: left; font-style: inherit; margin: 0.4em 1.625em 1.625em 0px; max-width: 96%; outline: 0px; padding: 9px; vertical-align: baseline; width: 310px;">
<span style="font-family: Arial, Helvetica, sans-serif;"><br /></span>
<img alt="CYA at VA" class="size-medium wp-image-701 " height="199" src="http://www.sevillegovcon.com/wp-content/uploads/2013/11/CYA-at-VA-300x199.jpg" style="border: 1px solid rgb(238, 238, 238); display: block; height: auto; margin: 0px auto; max-width: 98%; padding: 6px;" title="Mismanagement at VA" width="300" /><br />
<div class="wp-caption-text" style="border: 0px; color: #666666; font-style: inherit; margin-bottom: 0.6em; outline: 0px; padding: 10px 0px 5px 40px; position: relative; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Photo by ZDNet</span></div>
</div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Recent contracting missteps, as reported by the <a href="http://www.bizjournals.com/washington/blog/fedbiz_daily/2013/11/contract-misstep-puts-vas-small.html?goback=.gde_50020_member_5811569884814934018&page=all" style="border: 0px; color: #52a0c8; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;"><i>Washington Business Journal</i></a><i> </i>(WBJ) and Microtech by the <a href="http://apps.washingtonpost.com/g/page/investigations/microtech-among-disabled-veteran-owned-firms-the-department-of-veterans-affairs-counted-as-small/568/" style="border: 0px; color: #52a0c8; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;"><i>Washington Post</i></a>, seem to have endangered the Veteran’s Affairs (VA) programs for certifying firms as either Service Disabled Veteran Owned Small Business (SDVOSB) or Veteran Owned Small Business (VOSB).</span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Although the current certification process is challenging enough, this recent issue by VA really is inexplicable, and a glaring example of the overall mismanagement of the VA contracting process for a program that supposedly is “critical” for the VA mission:</span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<i><span style="font-family: Arial, Helvetica, sans-serif;">The Department of Veterans Affairs abruptly ended a three-year contract with an Alexandria company nearly three months earlier than planned, leaving in limbo the crucial task of processing applications from contractors hoping to be verified as veteran-owned small businesses…</span></i></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">To give VA cover, in typical bureaucratic fashion, was Tom Leney, chief of small and veteran business programs at the VA:</span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<i><span style="font-family: Arial, Helvetica, sans-serif;">…The VA’s head of small and veteran-owned business programs is apologetic about the change, though short on details. He’s also vowing that the agency’s application processing work — which has drawn fire from critics — will continue, and be done efficiently…</span></i></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<i><span style="font-family: Arial, Helvetica, sans-serif;">…”I recognize the impact that this change has and I am sorry that we have not been able to avoid this situation,” Tom Leney, the VA’s executive director of the small and veteran business programs, wrote in an email to Ardelle employees who support the contract, which was obtained by Washington Business Journal…</span></i></div>
<h1 style="border: 0px; clear: both; color: black; font-style: inherit; margin: 0px 0px 0.8125em; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">
Where Do Certifications Go From Here?</span></h1>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">What to make of all this? Well, one of the main contractors processing applications, Ardelle Associates, is trying to figure out what do. Ardelle President, Art Forcey, had some interesting ideas as to what is happening:</span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<i><span style="font-family: Arial, Helvetica, sans-serif;">…”I think it was political. I think delays in getting a new competition started caused infighting about what to do and people took some heat for extending our contract,” he said. “But this wasn’t the right way to go.”…</span></i></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Was it political? Of course it was. However, one of the principal reasons that I believe caused this misstep was simply a lack of proper acquisition planning. I am sure there was infighting, but this program is a <b>great foundation for “empire building”,</b> as I like to call it, and as further demonstrated by the recent power grab by the <a href="http://www.gpo.gov/fdsys/pkg/FR-2013-09-30/html/2013-23759.htm" style="border: 0px; color: #52a0c8; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;">VA to take control of SDVOSB eligibility away from the Small Business Administration (SBA).</a></span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Nonetheless, we can only hope that these continued issues will allow the VA to get back to its core mission, which should not include certifications of SDVOSBs and VOSBs. In fact, the $40 million being spent on these programs should be diverted to the backlog of claims that are both an embarrassment, and a disservice, to veterans waiting in almost perpetuity for their claims to be processed.</span></div>
<h1 style="border: 0px; clear: both; color: black; font-style: inherit; margin: 0px 0px 0.8125em; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif; font-size: small;">
Common Sense Legislation Can Solve This Problem</span></h1>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Recent investigations and legislation into the certification process by both the <a href="http://smallbusiness.house.gov/news/documentsingle.aspx?DocumentID=361523" style="border: 0px; color: #52a0c8; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;">House Small Business Committee</a> and the <a href="http://smallbusiness.house.gov/news/documentsingle.aspx?DocumentID=344635" style="border: 0px; color: #52a0c8; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;">House Committee on Veterans’ Affairs</a> will hopefully correct these VA lapses and bring improved efficiency and consistency to the process, currently known for mismanagement and waste.</span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Further, legislation to this effect can hopefully now move forward. Representative Mike Coffman (R-CO), has introduced or co-sponsored several pieces of legislation to correct these issues, most notably <a href="http://vetlikeme.org/vlm-issues/2013-aug-sept.pdf" style="border: 0px; color: #52a0c8; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;">H.R. 2882</a>, “Improving Opportunities for Service-Disabled Veteran-Owned Small Business Act of 2013,” which requires VA to relinquish control over the verification of SDVOSBs and VOSBs to the SBA.</span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">I believe this is the way to go, as this exercise in futility is simply not working, and drastic change is needed. There is simply too much overall, redundancy, and a lack of defined methodology and processes that subject the firms seeking verification to subjective terms. Furthermore, the process is needlessly complicated and cumbersome, and lengthy delays and rejections are inevitable in this environment.</span></div>
<div class="wp-caption alignright" id="attachment_702" style="background-color: #eeeeee; border: 0px; display: inline; float: right; font-style: inherit; margin: 0.4em 0px 1.625em 1.625em; max-width: 96%; outline: 0px; padding: 9px; vertical-align: baseline; width: 310px;">
<a href="http://www.sevillegovcon.com/wp-content/uploads/2013/11/Black-Friday.jpg" style="border: 0px; color: #52a0c8; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;"><span style="font-family: Arial, Helvetica, sans-serif;"><img alt="Black Friday" class="size-medium wp-image-702 " height="198" src="http://www.sevillegovcon.com/wp-content/uploads/2013/11/Black-Friday-300x198.jpg" style="border: 1px solid rgb(238, 238, 238); display: block; height: auto; margin: 0px auto; max-width: 98%; padding: 6px;" title="Black Friday " width="300" /></span></a><br />
<div class="wp-caption-text" style="border: 0px; color: #666666; font-style: inherit; margin-bottom: 0.6em; outline: 0px; padding: 10px 0px 5px 40px; position: relative; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Photo by USPS</span></div>
</div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Although the numbers seemingly are gamed as to the length of time for certification coming out of the Center for Veterans Enterprise at 27 days, <strong style="border: 0px; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;">a line longer than Black Friday lines at Best Buy can be formed of firms that can refute this ridiculous statistic of the time and documentation required for certification.</strong></span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">I hope this legislation moves forward, as it makes sense. The SBA already has the processes, infrastructure, and experience in place to certify firms for socioeconomic certifications and eligibility. That is what they should be doing. It is a matter of sticking to your strengths, and certifications should not be part of the VA mission any longer.</span></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<strong style="border: 0px; font-style: inherit; margin: 0px; outline: 0px; padding: 0px; vertical-align: baseline;"><span style="font-family: Arial, Helvetica, sans-serif;">Contact your Congressional representative, and get them on board with H.R. 2882. You can do this directly from <a href="https://www.govtrack.us/congress/bills/113/hr2882" style="border: 0px; color: #52a0c8; font-style: inherit; font-weight: inherit; margin: 0px; outline: 0px; padding: 0px; text-decoration: none; vertical-align: baseline;">govtrack.us</a>.</span></strong></div>
<div style="border: 0px; font-style: inherit; margin-bottom: 18px; outline: 0px; padding: 0px; vertical-align: baseline;">
<span style="font-family: Arial, Helvetica, sans-serif;">Don’t our veterans deserve better?</span></div>
</div>
<br />Jaime Graciahttp://www.blogger.com/profile/06344841584780674690noreply@blogger.com0