AUGUST 7TH, 2019

9:00 A.M. – 12:00 NOON

VENDOR

OUTREACH

SESSIONS

OFFICE OF SMALL AND DISADVANTAGED BUSINESS UTILIZATION

Tips for a

Successful 

Vendor Outreach 

Session

 

PREPARING TO MEET WITH 

THE U.S. DEPARTMENT OF THE TREASURY

As part of your government contracting efforts, small businesses should be 

prepared to market their businesses to the U.S. Department of the Treasury 

(Treasury) Small Business Bureau Specialists and IT Program Manager as well as 

to Treasury Prime Contractors and Resource Partners. These representatives 

are often extremely busy and it may be difficult for a small business to schedule 

a time to meet one on one with them. As such, one of the best ways to make 

contact with these representatives is to attend the Treasury Vendor Outreach 

Sessions. The following checklist was designed as a tool for small businesses 

to refer to prior to Meeting with Treasury Bureau Specialists and Prime 

Contractor representatives. 

Are you ready to meet with a Government Agency or Prime Contractor 

Representative? 

1. Practiced 30 second “pitch”

2. Ample business cards

3. Do your homework

The Counselors you meet will be either: 

• Treasury Bureau Small Business Specialist

• IT Program Managers

• Prime Contractor small business liaison officers or Resource Partners

(unless otherwise indicated).

Check out the links below to conduct research on the Bureaus you want to 

meet with. Thorough research includes:

• Visit the Treasury Bureau Web sites to understand each Bureau’s mission;

• Review Top 25 NAICS and Forecast of Contract Opportunities to see:

- What the Bureau you want to meet with buys;

- What existing or new contract opportunities are listed for your product

or service.

• If you provide Information Technology products or services, visit the Treasury

Chief Information Officer’s website and click on the link entitled “Capital

Planning & Investment Control”.

• Go to FedBizOpps for a current list requirements valued at $25,000 or more.

• Review the column entitled “Special Notes of Interest”, for specific products/

services the Bureau buys or DOES NOT buy. If the Bureau/ company/agency

does not buy what you sell, it would not be worth your valuable time to meet

with them.
Bureau Links Special Notes 

of Interest

Comptroller of the 

Currency https://go.usa.gov/xQNBD

Departmental Offices https://go.usa.gov/xQNBW

Bureau of Engraving 

and Printing https://go.usa.gov/xQNBZ

Bureau of the Fiscal 

Service

(Formerly the Financial 

Management Service 

and the Bureau of the 

Public Debt)

https://go.usa.gov/xQNBk

Internal Revenue 

Service https://go.usa.gov/xQNB8

Does not buy:

Construction

Temporary 

Services Staff 

Augmentation 

Services

US Mint https://go.usa.gov/xQNB9 

Alcohol and Tobacco 

Tax and Trade https://go.usa.gov/xQNBX Does not buy:Construction

Financial Crimes 

Enforcement Network https://go.usa.gov/xQNB5

1. Target “hot prospects”

2. Target potential teaming partners for

subcontracting or Joint Venture/Mentor

Protégé opportunities

3. Will your competition be attending – what

can you learn?
Be prepared to meet with and get assistance from resource representatives 

Know what you do not know – be ready to ask for help and guidance 

Evaluate your strengths and weaknesses 

Bring any business information that you may need help with or have questions 

on to support your discussions with attending resources – some will have Expo 

booths 

Follow up with resource leads that may help you build capacity 

Be prepared to NETWORK - hallways, meals, reception ... 

Bring business cards 

Bring positive attitude – Ready – Willing - Able message! 

Practiced 30 second sales “pitch” 

Be prepared to take advantage of educational opportunities: 

Be prepared for your 1-2-1 Sales Meetings: 

20 copies of capability statement -- Make sure that your one page document 

includes: 

Complete contact information including email and website

NAICS Codes [www.census gov/eos/www/naics/] 

Include Past Performance examples 

Make sure registrations are up to date and complete 

(SAM, Small Business Dynamic Search, etc.) 

Include current and pending Small Business Certifications – Federal, State, Tribal, 

Local, Corporate 

Performance certifications – ex. ISO, LEED, Bio Preferred, other 

Your Firm’s logo and any graphics that would add value 

Information on what you are selling 

Value proposition to customer 

30 Business cards - 2 sided to include your full contact information, NAICS codes, 

and certifications and clear “Tag Line” on your product or service 

Practiced 1 – 2 minute presentation 

Practiced response to potential questions and areas of discussion, for example: 

Why should I choose your firm? 

 What experience do you have that would prepare you to work with our 

organization? 

 Do you have capacity, financial resources /bonding to take on a large contract? 

 Follow-up with Treasury Bureau Specialists, Small Business Liaisons and Resource 

Partners and build relationships with our organization

8(A) SOLE SOURCE DIRECT AWARD PROCESS 

(CONTRACT AWARDS UP TO $4,000,000)

1. Government Agency/Customer (Program Office/Agency) 

selects contractor.

Customer determines that 8(a) firm meets the contract requirements and 

provide best value to the Government and recommends firm to the Small 

Business (SB) Specialist & Contracting Officer (CO)

2. Contracting Officer (CO) completes the Offer Letter.

Contracting Officer (CTO) completes an Offer Letter to be sent to

the Small Business Administration (SBA) containing details regarding the 

procurement in accordance to (13 CFR 124.502(c) and FAR 19.804-2). 

These details could be brief information from the SOW or PWS.

3. CO submits Offer Letter (via email) to SBA representative.

Agency CO submits (via email) the Offer Letter or Proposed Project for 8(a) 

firms District Office and references their respective case number

4. SBA review of company’s standing in the 8(a) Program.

The assigned SBA Business Development Specialist reviews the 8(a)-firm’s

status to determine its eligibility to receive the award as well as the firm’s 

capability to perform the project. SBA has 5 working days to review 

and approve the request and send it back to the agency CO. This could be 

submitted as quickly as 24 hours if requested.

5. Acceptance Letter.

SBA issues a formal notification to the CO that it accepts the requirement into

the 8(a) program for Sole Source direct award.

6. Negotiate Requirement.

Once SBA accepts the offer, the Agency CO is authorized to negotiate directly 

with the 8(a) firm and award the opportunity.

7. Issue contract to Firm with 8(a) clauses.

Add SBA District Office to distribution list. 8(a) Clauses: DFARS

252.219-7009, and 252.219-7011 and FAR 52.219-17, 52.219-14,52.219-8.

NOTE: The SBA Area Director may accept buys over $4M for sole source if no 

other 8(a) participants are capable of providing the service/item at a fair price. 

(See 13 CFR 124.506(d))
Types of HUBZone Contracts

As the contracting officer, you will be responsible for determining what type of 

HUBZone contracting opportunity to conduct.

• A competitive HUBZone set-aside contract can be awarded if the contracting

officer has a reasonable expectation that at least two responsible HUBZone

small businesses will submit offers and that the resulting contract can be

awarded at a fair market price.

•A sole source HUBZone contract can be awarded if the contracting officer

does not have a reasonable expectation that two or more qualified HUBZone

small businesses will submit offers, determines that the qualified HUBZone

small business is responsible, and determines that the contract can be

awarded at a fair price. The government estimate cannot exceed $7.5 million

for manufacturing requirements or $4 million for all other requirements.

•A full and open competition contract can be awarded with a price evaluation

preference. The offer of the HUBZone small business will be considered lower

than the offer of a non-HUBZone/non-small business-providing that the offer

of the HUBZone small business is not more than 10 percent higher.

How can I find HUBZone contractors for the services or products

we need?

Several market research tools are available to find certified HUBZone small 

businesses.

• You can search the list of HUBZone Small Business Concerns (SBCs) at SBA’s

Dynamic Small Business Search (DSBS) at this link. DSBS serves as the official

list of small businesses that SBA has certified as HUBZone SBCs.

• Personal assistance from the SBA’s HUBZone Program Office is available at this

email address: hubzone@sba.gov(link sends e-mail).

• Contact your OSDBU or Agency Small Business Specialist for assistance.

• Issue a Sources Sought announcement in FedBizOpps seeking interested

small businesses, including HUBZone small businesses.

AWARDING HUBZONE SET ASIDE CONTRACTS
FREQUENTLY ASKED QUESTIONS PROVIDED BY SBA

When does SBA get involved on a HUBZone solicitation?

The decision to do a HUBZone set-aside may not involve SBA directly; instead 

it is an independent contracting officer’s decision to proceed with a HUBZone 

set-aside based on proper market research. SBA’s Procurement Center 

Representatives (PCRs) may become involved if the agency decides to procure 

the goods or services using full and open competition. SBA’s HUBZone 

program office will get involved in the event of a challenge to the successful 

offeror’s HUBZone status.

How can I ensure that small businesses, including HUBZone small 

businesses, respond to the sources sought?

Consider using language in your sources sought announcement that 

specifically encourages HUBZone small businesses to respond, along with the 

other federal small business categories if applicable. Also, consider structuring 

the sources sought announcement by asking only for the key pieces of 

information you need to make the set-aside determination along with a page 

limit, thus making it easier for HUBZone small businesses to respond.

Why can’t I just issue a small business set-aside or a full and open 

solicitation? Then, if a HUBZone SBC is the successful offeror, my 

agency can still take the HUBZone credit.

Both SBA’s regulations and the FAR require that for acquisitions exceeding the 

Simplified Acquisition Threshold, the contracting officer must first consider a 

set-aside or sole source award (if the sole source award is permitted by statute 

or regulation) under the 8(a) BD, HUBZone, SDVO SBC or WOSB programs 

before setting aside the requirement as a small business set-aside (see 13 

C.F.R. §§ 124.503(j), 125.2(f), 125.19(b), 126.607(b), 127.503(d); FAR 19.502-

2(b). There is no order of precedence among the 8(a) BD, HUBZone, SDVO

SBC or WOSB programs. The contracting officer must document the contract

file with the rationale used to support the specific set-aside, including the type

and extent of market research conducted. In addition, the contracting officer

must document the contract file showing that the apparent successful offeror’s

certifications in the System for Award Management (SAM) (or successor system)

and associated representations were reviewed.

SBA believes that progress in fulfilling the various small business goals, as well 

as other factors such as the results of market research, programmatic needs 

specific to the procuring agency, anticipated award price, and the acquisition 

history, should be considered in making a decision as to which program to 

use for the acquisition. Although agencies can take HUBZone small business 

credit if a HUBZone small business is awarded a contract using a general small 

business set-aside or full and open competition, this strategy significantly 

reduces an agency’s chance to meet the statutory 3% HUBZone goal.
You should also check with your Agency Small Business Specialist to see how making HUBZone procurements can assist them in 

meeting their agency goals.

Can I do formal HUBZone set asides using the GSA schedule?

Yes. A number of HUBZone small businesses participate in the GSA Schedule 

program and Contracting Officers can use this tool to target HUBZone small 

businesses.

Can a HUBZone firm self-certify?  I know that under the FAR, small 

businesses and small disadvantaged businesses can do so.

Firms cannot self-certify as a HUBZone. Only the SBA has the authority to certify 

a firm as a HUBZone small business concern. You can verify a firm’s HUBZone 

certification at SBA’s Dynamic Small Business Search at this link. Contracting 

Officers must ensure that an apparent awardee is HUBZone certified prior to 

making an award under a HUBZone set-aside process or an award where a price 

evaluation preference was applied. Please see FAR 19.1303(a).

News Update as of January 4, 2018

The 2018 National Defense Authorization Act (“NDAA”), signed last week, 

made some significant changes to the HUBZone Program. Most of the changes 

will not take effect until January 1, 2020, but one important change is effective 

immediately: the current HUBZone maps will be “frozen” and will not change 

until at least January 1, 2020. This means that areas that currently are designated 

as HUBZone (or in redesignated status) will remain HUBZones until 2020. Under 

the 2018 NDAA, SBA is charged with creating a publicly accessible online tool 

to depict the HUBZones. The current HUBZone areas will remain the same until 

the new online tool is created – which will be no sooner than January 1, 2020, 

and potentially longer. 
Types of SDVOSB Contracts

As the contracting officer, you will be responsible for determining what type of 

SDVOSB contracting opportunity to conduct.

1. The requirement is not exempted from SDVO contracting, the

Contracting Officer (CO) considers setting aside the requirement for

8(a), HUBZone, or SDVO SBC participation before considering setting

aside the requirement as a small business set-aside.

2. There is a reasonable expectation that at least two responsible SDVO

SBC will submit offers; and

3. The award can be made at a fair market price.

A contracting activity may not make a requirement available for a SDVO contract 

if and be exempted if:

1. The requirement would be fulfilled through the award of Federal Prison

Industries, Inc. or Javits-Wagner-O’Day Act participating non-profit

agencies for the blind and severely disabled.

2. The requirement is currently being performed by an 8(a) participant

or SBA has accepted that requirement for performance under the

authority of the Section 8(a) Program.

Sole Source Contracts

A Contracting Officer (CO) may award a sole source contract if:

1. If the requirement is not exempted from SDVO contracting and cannot be setaside.

2. The CO does not have a reasonable expectation that at least two responsible 

SDVO SBCs will submit offers.

3. The anticipated award price of the contract, including options, will not exceed:

o $6.5M for manufacturing requirements

o $4.0M for all other requirements

4. Award can be made at a fair market price.

AWARDING SERVICE-DISABLED VETERAN OWNED SMALL 

BUSINESS (SDVOSB) SET ASIDE CONTRACTS
Simplified Acquisition Threshold

If the requirement is at or below the simplified acquisition threshold, the CO 

may set-aside the requirement for consideration among SDVOSBCs using 

simplified acquisition procedures or may award a sole source contract to a 

SDVOSBC. A sole source award is only permissible where there is only one 

SDVO SBC that perform the contract in accordance with Federal Acquisition 

Regulations § 19.406 (a)(3).

Additional Contract Requirements

There are some limitations on subcontracting that a SDVO SBC Prime or Subcontractor can subcontract for:

• Services Contracts (Except Construction):

- 50% of the contract performance incurred for SDVO SBC personnel

• Supply Contract:

- 50% of the cost of manufacturing the supplies

• General Construction:

- 15% of the contract performance incurred for SDVO SBC personnel

• Construction by Special Trade:

- 25% of the contract performance incurred for SDVO SBC personnel

Executive Order 13360

Executive Order 13360 signed in October 2004, requires each agency to:

• Develop a strategy to significantly increase its contracting and subcontracting

with small businesses owned and controlled by service-disabled veterans;

• Designate a senior-level official to be responsible for developing and

implementing the agency’s strategy; and

• Report its progress annually to the SBA.
Women-Owned Small Businesses (Section 825) – Permits sole-source contracts 

for Women-Owned Small Businesses (WOSBs) and Economically-Disadvantaged 

Women-Owned Small Businesses (EDWOSBs) if there is only one WOSB or 

EDWOSB who can perform the work and the value of the contract is below $ 4 

million, or $6.5 million for manufacturing. This provides WOSBs and EDWOSBs 

with the same sole-source authority currently available to HUBZone and ServiceDisabled Veteran-Owned Small Businesses firms. Originated as the Women’s 

Procurement Program Equalization Act of 2013.

FOUR REQUIREMENTS FOR WOSB SOLE SOURCE CONTRACTS

1. Is the contract in a WOSB/EDWOSB eligible NAICS code?

The WOSB program is unique in that it is only applicable to contracts in certain 

NAICS codes. In addition some NAICS codes are open to all WOSBs, while 

some are only available to Economically- Disadvantaged WOSBs (EDWOSBs). A 

list of all NAICS codes in the program, and their WOSB/EDWOSB designation 

is readily available at: https://www.sba.gov/sites/default/files/files/2012_WOSB_

EDWOSB_NAICS_Codes.pdf.

2. Is the contract (including options) valued at $6.5 million or less

for manufacturing contracts or $4 million or less for all other contracts?

Similar to other small business contracting programs, WOSB sole source 

contracts are limited to certain sizes. For manufacturing contracts (the 31-33 

NAICS codes) that cap is $6.5 million, while all other contracts have a cap of 

$4 million. This is including all options on the contract. More on the specifics of 

the NAICS manufacturing codes can be found at: http://www.census.gov/econ/

manufacturing.html. 

3. Can the contract be awarded to the WOSB/EDWOSB at a fair and

reasonable price?

The statute and regulations also require that the contract can be awarded 

at a “fair and reasonable price.” This common term in federal contracting is 

described in the Federal Acquisition Regulation (FAR) Subpart 15.4 available at: 

https://www.acquisition.gov/?q=/browse/far/15. 

AWARDING WOMEN-OWNED SMALL BUSINESS (WOSB) 

SOLE-SOURCE CONTRACTS
4. In the estimation of the contracting officer, is there a reasonable

expectation that only one WOSB will submit an offer?

The final requirement for a sole-sourced contract in the WOSB contract is 

the contracting officer’s estimation that only one WOSB will submit an offer. 

Determining the number of WOSB/EDWOSBs likely to submit offers can be 

done through market research, as noted in the regulations. 

Note: If 2 or more WOSB/EDWOSBs are expected to submit an offer for an 

opportunity, the contract can be set-aside through the WOSB program.
THE D EPARTMENT OF THE TREASURY

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