Jennifer Schaus and The Virginia PTAC hosted the 5th Annual Doing Business With DOD & The Intelligence Community. Speakers discussed blockchain, AI, machine learning, M&A, teaming and subcontracting as well as cybersecurity and strategies to navigate the federal market. For more information, please contact hello@jenniferschaus.com Thank you! Visit us at https://www.JenniferSchaus.com
1. Doing Business With DOD &
The INTEL Community
Tuesday, December 1, 2020
8am – 1pm
2. About Us:
Consulting Services for
Federal Government Contractors
> GSA Schedule
> Market Analysis Reports
> Proposal Writing & Pricing Support
> Contract Administration
https://www.jenniferschaus.com
hello@JenniferSchaus.com
202-365-0598
3. 2021 Webinar Notes:
Every WEDNESDAY
12pm eastern
DFAR Defense Federal Acquisition Regulations
Complimentary Webinar Series
Learn about the rules in DOD contracting.
Register or Sponsor
https://www.jenniferschaus.com/dfar
4. 2021 Webinar Notes:
2nd FRIDAY - Monthly
12pm eastern
Gov Con LIVE Q&A Cafe
Webinar Series
Get answers to your LIVE questions from a panel of 4
experts on various topics.
Register or Sponsor
https://www.jenniferschaus.com/q-a-cafe
6. POC – Eric Schiowitz: Eric@ExpertFSO.com
Outsource your FACILITY
SECURITY OFFICER (FSO)
responsibilities to Expert FSO.
On a contract basis, we will
provide FSO support services for
both day-to-day tasks and DCSA
Continuous Monitoring
Engagements.
7. POC – Tom Johnson: Tjohnso@SetAsideAlert.com
Set-Aside Alert is the premier
federal government contract
information service, focused on
small businesses, minority-owned
and women-owned businesses,
veteran- and SDV-owned
businesses, SBA 8(a)-certified
companies and HUBzone
businesses.
8. C3 Integrated Solutions is a full-service IT provider, helping DoD
contractors achieve CMMC compliance through cloud-based
solutions including Microsoft 365 GCC and GCC High.
No matter
where you are
on your journey
to CMMC
compliance, C3
can help.
C3’s unique, step-by-step CMMC
Readiness Program helps companies
comply with NIST 800-171 and
CMMC.
Learn more at https://C3isit.com/cmmc
POC: Bill Wootton bwootton@c3isit.com
9. POC – Joshua Duvall: jduvall@matrossedwards.com
Matross Edwards LLC is a business,
government contracts,
and cybersecurity law firm in Washington, DC.
Matross handles bid protests, debriefings,
disputes,
teaming and joint ventures, SBA matters,
cybersecurity, and compliance.
Matross serves government contractors and
others by providing counsel at critical junctures
business opportunities and pressing problems
so they can focus on growth.
10. Planate Management Group is a Service-
Disabled Veteran-Owned Small Business
that specializes in facilities support
services providing Global Technical
Solutions in Difficult Environments
Worldwide. We successfully executed
projects around the world since 2007.
Our facilities, infrastructure, base
operations expertise cover Architectural
and Engineering Design, Program
Construction Management, Consulting
and Technical Services.
POC – Mychael Gaines mychael.gaines@planate.com
11. Dempsey Fontana LLP is a specialized law firm focused
on helping federal contractors world-wide.
Big firm experience.
Small firm value.
Advice you can trust.
Expertise includes mergers and acquisitions, business
alliance and joint venture formation, internal
investigations, corporate governance matters,
employment and other regulatory matters.
POC – David Dempsey ddempsey@deftlaw.com
12. Doing Business With DOD & The INTEL Community – December 1, 2020
8-8:10am WELCOME REMARKS - Lisa Wood, VA PTAC
8:10am - 8:55am
BLOCKCHAIN, AI & MACHINE LEARNING IN DEFENSE & INTEL
APPLICATIONS
MODERATOR Katie Crotty - PRAESCIENT ANALYTICS
PANELIST Gerard Dasche - GOVERNMENT BLOCKCHAIN ASSN
PANELIST Robert Stasio - DUPONT
PANELIST Ben Conklin - ESRI
8:55am – 9:40am
CMMC AND IMPACT TO DEFENSE CONTRACTORS
MODERATOR Jenny Clark - SOLVABILITY
PANELIST Bhavesh Vadhani - COHEN REZNICK
PANELIST John Weiler - CMMC CENTER OF EXCELLENCE
PANELIST Joshua Duvall - MATROSS EDWARDS
9:40am-10:15am
EVOLUTION OF CYBER SECURITY IN INTEL AGENCIES
SPEAKER Tammy Griffith – NSA
10:15am-11am
WORKING WITH PRIMES AND INTEGRATORS TO PENETRATE DOD & INTEL
MARKETS
MODERATOR Tan Wilson - ENTELLECT
PANELIST Ludmilla Parnell - GDIT
PANELIST Mary Hellem - IBM
PANELIST Karen Williams - SCORE
11-11:45am
UNCOVERING OPPORTUNITIES IN DEFENSE & INTEL AGENCIES
MODERATOR Alice Williams - AMW ACQUISITION & CONSULTING GROUP
PANELIST Carlos Duran - NAVAL SURFACE WARFARE CENTER (NAVY - NSWC)
PANELIST Brian Shay - NATIONAL SECURITY AGENCY (NSA)
PANELIST Kim Buehler – US ARMY
11:45am-12:30pm
THE STATUS OF M&A IN DEFENSE CONTRACTING
MODERATOR Elma Levy - ELDOV GROUP
PANELIST Mitch Martin - MCLEAN GROUP
PANELIST Erin Andrew - LIVE OAK BANK
CLOSING REMARKS – Jennifer Schaus
13. Doing Business With DOD & The INTEL Community – December 1, 2020
8:10am - 8:55am
BLOCKCHAIN, AI & MACHINE LEARNING IN DEFENSE & INTEL APPLICATIONS
MODERATOR Katie Crotty - PRAESCIENT ANALYTICS
PANELIST Gerard Dasche - GOVERNMENT BLOCKCHAIN ASSN
PANELIST Robert Stasio - DUPONT
PANELIST Ben Conklin - ESRI
14. Doing Business With DOD & The INTEL Community – December 1, 2020
MODERATOR: Katie Crotty
Praescient Analytics
katie@praescientanalytics.com
Katie Crotty is CEO of WOSB, Praescient Analytics in Alexandria, VA.. Founded by a group of former intelligence
analysts, software engineers, and entrepreneurs, the firm aims to revolutionize how the world understands
information by empowering our customers with the latest analytic tools and methodologies. Praescient provides
several critical services to our government and commercial clients including: training, embedded analysis,
platform integration, and custom development. Katie oversees operations within the company, with special
attention to nurturing client/partner relationships and implementing innovative technologies and analytical
methods to help solve corporate and government challenges.
15. Doing Business With DOD & The INTEL Community – December 1, 2020
PANELIST: Ben Conklin
esri
bconklin@esri.com
202.697.1174
Ben Conklin is the Director for Defense and Intelligence Solutions at Esri. Esri is the world leader in GIS and Ben has been
working to advance the role of GIS in the DOD and Intel Community for 25 years.
16. Doing Business With DOD & The INTEL Community – December 1, 2020
PANELIST: Gerard Dasche
Government Blockchain Association (GBA)
gerard.dache@governmentblockchain.org
703-474-7939
Gerard Dache has over 30 years of experience with quality, reliability, metrics-based process improvement and
blockchain. Mr. Dache has conducted Business Process Re-engineering (BPR) for large enterprise with
complex organizational and technical interfaces. He has trained, consulted with, audited, assessed and
appraised over a hundred organizations around the world. Mr. Dache has used industry standards including
ISO, CMMI, ITIL, COBIT and several others to diagnose organizational bottlenecks to optimized processes. Mr.
Dache uses statistical techniques to measure performance and he uses root cause analysis and other process
improvement models including CMMI and the IDEAL Model.
17. Doing Business With DOD & The INTEL Community – December 1, 2020
PANELIST: Robert Stasio
Dupont
robert.g.stasio@dupont.com
917.455.2994
Robert Stasio is the Cyber Threat Leader at Dupont. Over 20 years in cyber security in both public and private sector. In
private sector experience at Dupont, IBM, Bloomberg. Ten years of experience in government: US Army and NSA,
specializing in offensive cyber and intelligence operations.
21. Doing Business With DOD & The INTEL Community – December 1, 2020
8-8:10am WELCOME REMARKS - Lisa Wood, VA PTAC
8:10am - 8:55am
BLOCKCHAIN, AI & MACHINE LEARNING IN DEFENSE & INTEL
APPLICATIONS
MODERATOR Katie Crotty - PRAESCIENT ANALYTICS
PANELIST Gerard Dasche - GOVERNMENT BLOCKCHAIN ASSN
PANELIST Robert Stasio - DUPONT
PANELIST Ben Conklin - ESRI
8:55am - 9.40am
CMMC AND IMPACT TO DEFENSE CONTRACTORS
MODERATOR Jenny Clark - SOLVABILITY
PANELIST Bhavesh Vadhani - COHEN REZNICK
PANELIST John Weiler - CMMC CENTER OF EXCELLENCE
PANELIST Joshua Duvall - MATROSS EDWARDS
9.40am-10.15am
EVOLUTION OF CYBER SECURITY IN INTEL AGENCIES
SPEAKER Tammy Griffith – NSA
10.15am-11am
WORKING WITH PRIMES AND INTEGRATORS TO PENETRATE DOD & INTEL
MARKETS
MODERATOR Tan Wilson - ENTELLECT
PANELIST Ludmilla Parnell - GDIT
PANELIST Mary Hellem - IBM
PANELIST Karen Williams - SCORE
11-11.45am
UNCOVERING OPPORTUNITIES IN DEFENSE & INTEL AGENCIES
MODERATOR Alice Williams - AMW ACQUISITION & CONSULTING GROUP
PANELIST Carlos Duran - NAVAL SURFACE WARFARE CENTER (NAVY - NSWC)
PANELIST Brian Shay - NATIONAL SECURITY AGENCY (NSA)
PANELIST Kimberly Buehler – US ARMY
11.45am-12:30pm
THE STATUS OF M&A IN DEFENSE CONTRACTING
MODERATOR Elma Levy - ELDOV GROUP
PANELIST Mitch Martin - MCLEAN GROUP
PANELIST Erin Andrew - LIVE OAK BANK
CLOSING REMARKS – Jennifer Schaus
22. Doing Business With DOD & The INTEL Community – December 1, 2020
8:55am - 9.40am
CMMC AND IMPACT TO DEFENSE CONTRACTORS
MODERATOR Jenny Clark - SOLVABILITY
PANELIST Bhavesh Vadhani - COHEN REZNICK
PANELIST John Weiler - CMMC CENTER OF EXCELLENCE
PANELIST Joshua Duvall - MATROSS EDWARDS
23. Doing Business With DOD & The INTEL Community – December 1, 2020
MODERATOR: Jenny Clark
Solvability, LLC
jwclark@solvability.com
256 882 6276
Jenny Clark is the founder of Solvability and creator of GovConSummit, a virtual accelerator network for veteran
entrepreneurs in federal contracting. Jenny celebrates the top small businesses in federal contracting each year, based
on her benchmarking of the professional services organizations listed on the INC 5000 list. A fierce veterans advocate,
Jenny’s goal is to help more veteran entrepreneurs succeed in federal contracting, so they can hire more veterans.
24. Doing Business With DOD & The INTEL Community – December 1, 2020
PANELIST: Bhavesh Vadhani
CohnReznick
bhavesh.vadhani@cohnreznick.com
703-847-4418
Bhavesh Vadhani serves as CohnReznick's Cybersecurity, Privacy, and Technology Risk practice leader. Bhavesh Vadhani
helps organizations adopt industry best practices and frameworks to improve efficiencies in day-to-day processes and
identifies IT governance initiatives that help corporations and organizations enhance their existing IT environment, IT
strategy, and information security initiatives. Bhavesh is intimately familiar with regulatory requirements and standards,
including CMMC. He has successfully completed the CMMC training requirements, passed the examination, and is
awaiting the Registered Practitioner designation.
25. Doing Business With DOD & The INTEL Community – December 1, 2020
PANELIST: John Weiler
CMMC Center Of Excellence
info@cmmc-coe.org
703-768-0400
John Weiler is currently the CEO and Chief Information Officer of a congressionally charted IT “do tank” called
IT-AAC. He has forged partnerships with two dozen leading non-profits and federal agencies committed to the
Digital Transformation of the Federal IT Sector. Mr. Weiler has 40 years of Information Technology
Management, Solution Engineering and Architecture experiences covering both private and public sectors. His
expertise has taken him from senior leadership roles in fortune 1000 companies.
26. Doing Business With DOD & The INTEL Community – December 1, 2020
PANELIST: Joshua Duvall
Matross Edwards, LLP
jduvall@matrossedwards.com
202.854.9959
Joshua Duvall is an attorney and managing partner at Matross Edwards LLC. Josh regularly counsels and
represents small and mid-size businesses on a broad range of government contracting issues, including bid protests, SBA
matters, contract drafting and review, disputes, cybersecurity, and compliance. Josh is a Certified Information Systems
Security Professional (CISSP), blogs at GovConJudicata.com, and enjoys all things coffee and golf.
39. Doing Business With DOD & The INTEL Community – December 1, 2020
8-8:10am WELCOME REMARKS - Lisa Wood, VA PTAC
8:10am - 8:55am
BLOCKCHAIN, AI & MACHINE LEARNING IN DEFENSE & INTEL
APPLICATIONS
MODERATOR Katie Crotty - PRAESCIENT ANALYTICS
PANELIST Gerard Dasche - GOVERNMENT BLOCKCHAIN ASSN
PANELIST Robert Stasio - DUPONT
PANELIST Ben Conklin - ESRI
8:55am - 9.40am
CMMC AND IMPACT TO DEFENSE CONTRACTORS
MODERATOR Jenny Clark - SOLVABILITY
PANELIST Bhavesh Vadhani - COHEN REZNICK
PANELIST John Weiler - CMMC CENTER OF EXCELLENCE
PANELIST Joshua Duvall - MATROSS EDWARDS
9.40am-10.15am
EVOLUTION OF CYBER SECURITY IN INTEL AGENCIES
SPEAKER Tammy Griffith – NSA
10.15am-11am
WORKING WITH PRIMES AND INTEGRATORS TO PENETRATE DOD & INTEL
MARKETS
MODERATOR Tan Wilson - ENTELLECT
PANELIST Ludmilla Parnell - GDIT
PANELIST Mary Hellem - IBM
PANELIST Karen Williams - SCORE
11-11.45am
UNCOVERING OPPORTUNITIES IN DEFENSE & INTEL AGENCIES
MODERATOR Alice Williams - AMW ACQUISITION & CONSULTING GROUP
PANELIST Carlos Duran - NAVAL SURFACE WARFARE CENTER (NAVY - NSWC)
PANELIST Brian Shay - NATIONAL SECURITY AGENCY (NSA)
PANELIST Kimberly Buehler – US ARMY
11.45am-12:30pm
THE STATUS OF M&A IN DEFENSE CONTRACTING
MODERATOR Elma Levy - ELDOV GROUP
PANELIST Mitch Martin - MCLEAN GROUP
PANELIST Erin Andrew - LIVE OAK BANK
CLOSING REMARKS – Jennifer Schaus
40. Doing Business With DOD & The INTEL Community – December 1, 2020
9.40am-10.15am
EVOLUTION OF CYBER SECURITY IN INTEL AGENCIES
SPEAKER Tammy Griffith – NSA
Cyber Security Directorate Portfolio Manager
46. Doing Business With DOD & The INTEL Community – December 1, 2020
8-8:10am WELCOME REMARKS - Lori Wood, VA PTAC
8:10am - 8:55am
BLOCKCHAIN, AI & MACHINE LEARNING IN DEFENSE & INTEL
APPLICATIONS
MODERATOR Katie Crotty - PRAESCIENT ANALYTICS
PANELIST Gerard Dasche - GOVERNMENT BLOCKCHAIN ASSN
PANELIST Robert Stasio - DUPONT
PANELIST Ben Conklin - ESRI
8:55am – 9:40am
CMMC AND IMPACT TO DEFENSE CONTRACTORS
MODERATOR Jenny Clark - SOLVABILITY
PANELIST Bhavesh Vadhani - COHEN REZNICK
PANELIST John Weiler - CMMC CENTER OF EXCELLENCE
PANELIST Joshua Duvall - MATROSS EDWARDS
9:40am-10:15am
EVOLUTION OF CYBER SECURITY IN INTEL AGENCIES
SPEAKER Tammy Griffith – NSA
10:15am-11am
WORKING WITH PRIMES AND INTEGRATORS TO PENETRATE DOD & INTEL
MARKETS
MODERATOR Tan Wilson - ENTELLECT
PANELIST Ludmilla Parnell - GDIT
PANELIST Mary Hellem - IBM
PANELIST Karen Williams - SCORE
11-11:45am
UNCOVERING OPPORTUNITIES IN DEFENSE & INTEL AGENCIES
MODERATOR Alice Williams - AMW ACQUISITION & CONSULTING GROUP
PANELIST Carlos Duran - NAVAL SURFACE WARFARE CENTER (NAVY - NSWC)
PANELIST Brian Shay - NATIONAL SECURITY AGENCY (NSA)
PANELIST Kimberly Buehler – US ARMY
11:45am-12:30pm
THE STATUS OF M&A IN DEFENSE CONTRACTING
MODERATOR Elma Levy - ELDOV GROUP
PANELIST Mitch Martin - MCLEAN GROUP
PANELIST Erin Andrew - LIVE OAK BANK
CLOSING REMARKS – Jennifer Schaus
47. Doing Business With DOD & The INTEL Community – December 1, 2020
10:15am-11am
WORKING WITH PRIMES AND INTEGRATORS TO PENETRATE DOD & INTEL
MARKETS
MODERATOR Tan Wilson - ENTELLECT
PANELIST Ludmilla Parnell - GDIT
PANELIST Mary Hellem - IBM
PANELIST Karen Williams - SCORE
48. Doing Business With DOD & The INTEL Community – December 1, 2020
MODERATOR: Tan Wilson
Entellect, LLC
tanwilson@entellectllc.com
703-489-1947
Tan Wilson serves as the CEO of Entellect, LLC providing full-lifecycle business support to primarily small businesses.
She is an experienced and successful entrepreneur with more than 20 years’ experience in business
development and program management across federal and commercial IT business sectors. Tan supports the
small business community, by aiding in strategic planning, business development, capture management,
proposal management, partnership development, operations support, and leadership coaching. She is the 2021
Chair of AFCEA’s Small Business Committee.
50. Doing Business With DOD & The INTEL Community – December 1, 2020
PANELIST: Ludmilla Parnell
Director, Small Business Partnerships - General Dynamics Information Technology, Inc.
ludmilla.parnell@gdit.com
703-995-5148
Ludmilla Parnell leads the GDIT small business office to include compliance oversight, outreach and Mentor-Protégé
programs. For over 20 years, has led the development of long-term teaming relationships between small businesses and
General Dynamics, in a variety of technical and customer-focused areas that support GDIT growth initiatives. Promoted a
business development and “Total Company Approach” to small business outreach. BSc (Hons) Queen’s University, MBA
Saint Mary’s University (Canada), former Canadian Naval Reserve Officer and scientist with the Royal Canadian Mounted
Police.
52. Doing Business With DOD & The INTEL Community – December 1, 2020
PANELIST: Karen Williams
SCORE
karen.williams@scorevolunteer.org
240-460-3753
Karen Williams retired from Northrop Grumman Corporation as the vice president of corporate contracts, pricing &
supply chain. As a certified SCORE mentor, she helps small businesses in the DC metro area do business with the Federal
Government and understand the Federal procurement process. She is a proud alum of the University of Delaware and
American University.
Speaker Company Logo HERE
54. Doing Business With DOD & The INTEL Community – December 1, 2020
PANELIST: Mary Mahoney Hellem
US Federal Small Business Liaison Officer - IBM
mmhellem@us.ibm.com
240-460-3753
Mary Hellem has been with IBM for over 30 years and serves as the US Federal Small Business Liaison Officer. She is
responsible for outreach to small business companies to support IBM's goals of contracting with small business
in performance of US Government contracts. Small businesses may be viewed by IBM Buyers by adding their
company profile at www.supplier-connection.net
55. Doing Business With DOD & The INTEL Community – December 1, 2020
Artificial Intelligence
and Analytics
For learning, decision
making and customization
Cloud Enables the
ecosystem to move
beyond legacy
Cybersecurity Embeds
safeguards into systems
and surfaces threats
Mobile
Connects
people with
insights
where they
are
Blockchain
Increases
confidence in the
system
Hyperlocal
Geolocation
Provides a lens into
micro-moments in
proximity
APIs and
Microservices
Enables ecosystem
partners to
collectively
innovate
Internet
of Things Equips
physical assets
with digital data
Automation and
Advanced Robotics
Executes routine physical
and knowledge tasks
Serving Government Missions
Transforming Government
Defense & Intelligence
•Army
•Air Force
•Navy
•Classified
Federal Civilian &
Healthcare
•Commerce
•GSA
•Treasury
•USDA
•USPS
Homeland Security, Justice
& Foreign Affairs
•DHS
•DoJ
•State
•USAID
How to register - diverse-owned companies register at www.ibm.com/procurement/SupplierDiversity
Any small business can contact Mary Hellem (mmhellem@us.ibm.com for a follow-up conversation.
56. Doing Business With DOD & The INTEL Community – December 1, 2020
1. What is the first steps in approaching a Prime Contractor?
a. Why is Market Research Important and what does a Prime look for?
b. Marketing tool
2. Networking: how does this support BD efforts and how should a company
develop a good networking approach?
a. Why is it important? Where to network?
b. The right and wrong conferences
2. Procurement Readiness: what does this mean and provide examples?
a. Quals and PP
b. Timesheet, cost accounting, etc.
c. Security clearances and CMMC
3. Don’t shoot in the dark: know who to speak to, why, and how
60. Doing Business With DOD & The INTEL Community – December 1, 2020
8-8:10am WELCOME REMARKS - Jennifer Schaus
8:10am - 8:55am
BLOCKCHAIN, AI & MACHINE LEARNING IN DEFENSE & INTEL
APPLICATIONS
MODERATOR Katie Crotty - PRAESCIENT ANALYTICS
PANELIST Gerard Dasche - GOVERNMENT BLOCKCHAIN ASSN
PANELIST Robert Stasio - DUPONT
PANELIST Ben Conklin - ESRI
8:55am - 9.40am
CMMC AND IMPACT TO DEFENSE CONTRACTORS
MODERATOR Jenny Clark - SOLVABILITY
PANELIST Bhavesh Vadhani - COHEN REZNICK
PANELIST John Weiler - CMMC CENTER OF EXCELLENCE
PANELIST Joshua Duvall - MATROSS EDWARDS
9.40am-10.15am
EVOLUTION OF CYBER SECURITY IN INTEL AGENCIES
SPEAKER Tammy Griffith – NSA
10.15am-11am
WORKING WITH PRIMES AND INTEGRATORS TO PENETRATE DOD & INTEL
MARKETS
MODERATOR Tan Wilson - ENTELLECT
PANELIST Ludmilla Parnell - GDIT
PANELIST Mary Hellem - IBM
PANELIST Karen Williams - SCORE
11-11.45am
UNCOVERING OPPORTUNITIES IN DEFENSE & INTEL AGENCIES
MODERATOR Alice Williams - AMW ACQUISITION & CONSULTING GROUP
PANELIST Carlos Duran - NAVAL SURFACE WARFARE CENTER (NAVY - NSWC)
PANELIST Brian Shay - NATIONAL SECURITY AGENCY (NSA)
PANELIST Kimberly Buehler – US ARMY
11.45am-12:30pm
THE STATUS OF M&A IN DEFENSE CONTRACTING
MODERATOR Elma Levy - ELDOV GROUP
PANELIST Mitch Martin - MCLEAN GROUP
PANELIST Erin Andrew - LIVE OAK BANK
CLOSING REMARKS - Lisa Wood - VA PTAC
61. Doing Business With DOD & The INTEL Community – December 1, 2020
11-11.45am
UNCOVERING OPPORTUNITIES IN DEFENSE & INTEL AGENCIES
MODERATOR Alice Williams - AMW ACQUISITION & CONSULTING GROUP
PANELIST Carlos Duran - NAVAL SURFACE WARFARE CENTER (NAVY - NSWC)
PANELIST Brian Shay - NATIONAL SECURITY AGENCY (NSA)
PANELIST Kimberly Buehler – US ARMY
62. Doing Business With DOD & The INTEL Community – December 1, 2020
MODERATOR: Alice Williams
AMW Acquisition And Consulting Group
alice.williams@amwacg.com
301.788.9856
Alice Williams is the CEO of AMW Acquisition And Consulting Group and was previously the Acting Director Department of
Defense Office Of Secretary Of Defense, Office Of Small Business Programs. She lead and managed DoD OSBP’s
workforce initiatives, socioeconomic programs and multi-million-dollar Rapid Innovation Fund (RIF) program. Prior
to that role, Alice served as Director of the CECOM OSBP. In this capacity, she was the principal advisor to the
CECOM Commander (Major General), the Army Secretariat-level OSBP Senior Executive and the Small
Business Administration (SBA) on all small business matters related to CECOM and C4ISR multi-billion-dollar
acquisition program.
63. Doing Business With DOD & The INTEL Community – December 1, 2020
PANELIST: Carlos J. Duran
NAVSEA, Naval Surface Warfare Center Carderock Division
carlos.j.duran@navy.mil
301-221-3061
Mr. Carlos J. Duran serves as the Small Business Deputy at NSWC Carderock Division where one of his main roles is to foster
opportunities for Small Business concerns to enhance fair competition in government contracts. He is a retired Marine who
while in uniform, served as contracting officer. Before his current position he was a Policy Supervisor for the USMC Regional
Contracting Officer at Quantico, VA.
Speaker Company Logo HERE
64. Doing Business With DOD & The INTEL Community – December 1, 2020
National Security Agency
smallbusiness@nsa.gov
65. Doing Business With DOD & The INTEL Community – December 1, 2020
PANELIST: Kim Buehler
Director, Office Of Small Business Programs, US ARMY
kimberly.d.buehler.civ@mail.mil
703-607-2868
Ms. Kimberly Buehler serves as the Army’s Director for Small Business Programs, where she provides executive leadership
for all aspects of the Army's small business mission, including: advocacy and outreach for all small business programs,
development and dissemination of policies and procedures for execution of small business functions, and oversight over
the execution of the small business program at the Army’s contracting activities, equating to over $20 billion dollars of
annual spend.
78. Doing Business With DOD & The INTEL Community – December 1, 2020
8-8:10am WELCOME REMARKS - Lisa Wood, VA PTAC
8:10am - 8:55am
BLOCKCHAIN, AI & MACHINE LEARNING IN DEFENSE & INTEL
APPLICATIONS
MODERATOR Katie Crotty - PRAESCIENT ANALYTICS
PANELIST Gerard Dasche - GOVERNMENT BLOCKCHAIN ASSN
PANELIST Robert Stasio - DUPONT
PANELIST Ben Conklin - ESRI
8:55am - 9.40am
CMMC AND IMPACT TO DEFENSE CONTRACTORS
MODERATOR Jenny Clark - SOLVABILITY
PANELIST Bhavesh Vadhani - COHEN REZNICK
PANELIST John Weiler - CMMC CENTER OF EXCELLENCE
PANELIST Joshua Duvall - MATROSS EDWARDS
9.40am-10.15am
EVOLUTION OF CYBER SECURITY IN INTEL AGENCIES
SPEAKER Tammy Griffith – NSA
10.15am-11am
WORKING WITH PRIMES AND INTEGRATORS TO PENETRATE DOD & INTEL
MARKETS
MODERATOR Tan Wilson - ENTELLECT
PANELIST Ludmilla Parnell - GDIT
PANELIST Mary Hellem - IBM
PANELIST Karen Williams - SCORE
11-11.45am
UNCOVERING OPPORTUNITIES IN DEFENSE & INTEL AGENCIES
MODERATOR Alice Williams - AMW ACQUISITION & CONSULTING GROUP
PANELIST Carlos Duran - NAVAL SURFACE WARFARE CENTER (NAVY - NSWC)
PANELIST Brian Shay - NATIONAL SECURITY AGENCY (NSA)
PANELIST Kimberly Buehler – US ARMY
11.45am-12:30pm
THE STATUS OF M&A IN DEFENSE CONTRACTING
MODERATOR Elma Levy - ELDOV GROUP
PANELIST Mitch Martin - MCLEAN GROUP
PANELIST Erin Andrew - LIVE OAK BANK
CLOSING REMARKS – Jennifer Schaus
79. Doing Business With DOD & The INTEL Community – December 1, 2020
11.45am-12:30pm
THE STATUS OF M&A IN DEFENSE CONTRACTING
MODERATOR Elma Levy - ELDOV GROUP
PANELIST Mitch Martin - MCLEAN GROUP
PANELIST Erin Andrew - LIVE OAK BANK
80. Doing Business With DOD & The INTEL Community – December 1, 2020
MODERATOR: Elma Levy
The Eldov Group, LLC
elma.levy@eldovgroup.com
301 520 9091
Elma Levy is the Co-Founder of Dovel Technologies, a Government IT company located in McLean VA. She
sold her company to a PE firm in 2019 and started The Eldov Group, a company that invests in early seed-level
start-ups that have a mission to bring cutting-edge biomedical technology to market.
81. Doing Business With DOD & The INTEL Community – December 1, 2020
PANELIST: Mitch Martin
The McLean Group, LLC
mmartin@mcleanllc.com
703-752-9009
Mitch Martin is the co-head of McLean Groups M&A Practice. He is regularly quoted as an industry expert in
publications such as the Washington Post, Wall Street Journal, Washington Technology and others. Mitch is formally an
infantry officer in the U.S. Army; Airborne and Ranger qualified. He is a gaduate of the United States Military Academy;
MBA from the Massachusetts Institute of Technology and MPA from Harvard University.
82. Doing Business With DOD & The INTEL Community – December 1, 2020
PANELIST: Erin Andrew
Managing Director, SVP, Government Contracts M&A - Live Oak Bank
erin.andrew@liveoak.bank
910.777.5738
Erin Andrew is the Managing Director, SVP Government Contracts M&A at Live Oak Bank. She previously
served as the Associate Administrator at The SBA for The Office Of Capital Access and also The Office of
Women’s Business Ownership. She was the Acting Executive Director at The National Women’s Business
Council. She holds a BA and MS from Carnegie Mellon University.
89. Doing Business With DOD & The INTEL Community – December 1, 2020
Past performance is key to
winning work and incumbents win the
majority of the work
According to Grant Thornton study,
73% of incumbents win re-compete
The data from this slide are referencing information provided in the Grant Thornton
Government Contractors Survey 2016 https://www.grantthornton.com/library/survey-
reports/public-sector/2017/2016-government-contractors-survey.aspx
Awards go to the incumbent nearly:
80% of the time at SBA
90% of the time at USDA
94% of the time at HHS
Incumbency has increased in the time of COVID
90. Doing Business With DOD & The INTEL Community – December 1, 2020
1 2 3
existing revenues
use to grow
All sources for the data on this slide are from the public databases SAM and FPDS.
The System for Award Management (SAM) is a Federal Government owned and operated free web site that consolidates the capabilities in Central Contractor Registration
(CCR)/FedReg, Online Representations and Certifications Applications (ORCA) and the Excluded Parties List System (EPLS) https://www.sam.gov/SAM/
Federal Procurement Data System (FPDS) is a single source for US government-wide procurement data https://www.fpds.gov/
Access ongoing and
and cash you can
Decrease the amount
of money and time
you spend on
business development
and acquire a strong
team
Access to new
agencies
Acquisition leads to expansion and can help a small business:
91. Doing Business With DOD & The INTEL Community – December 1, 2020
• Determine your timing for an exit and a price range you would be happy with
• Identify a wealth manager and talk through tax implications, retirement, etc
• Identify a sell side advisor and an attorney
When is the Best Time to Sell?
• When the questions above are answered
• When you just won contracts or a new vehicle
• When anyone can buy your company or there is a good understanding that there
will be multiple buyers
Should I Sell My Company?
92. Doing Business With DOD & The INTEL Community – December 1, 2020
Valuation will be determined based on your EBITDA as well as other factors.
What is EBITDA?
EBITDA – or earnings before interest, tax, depreciation and amortization – is
an indicator commonly used by prospective buyers
or investors to measure a company’s financial performance.
In its simplest form, EBITDA is calculated by adding the non-cash expenses of
depreciation and amortization back to a company’s operating income. Below
is the basic formula:
Identify add backs that the company has such as officer comp, etc
How Can I Estimate Valuation?
93. Doing Business With DOD & The INTEL Community – December 1, 2020
Highly Confidential & Trade Secret
What Multiple Might I Expect?
2x – 3x Multiple 4x – 5x Multiple 6x+ Multiple
•
•
2+ capabilities
Cleared work and
mostly prime work
BIC vehicles
Strong pipeline and 5
years left on contracts
Higher margins and
NAICs with high SB
limits
•
•
Strong margins
Full and open
contracts
Large prime awards
and long-term
contracts
Cleared work
• Small business set
aside work
Lower end 8(a) work
Not much cleared
work and focus on
civilian agencies
One or two capabilities
Subcontract work
•
• •
•
•
• ••
•
SMALL BUSINESSES
96. 2021 Webinar Notes:
Every WEDNESDAY
12pm eastern
DFAR Defense Federal Acquisition Regulations
Complimentary Webinar Series
Learn about the rules in DOD contracting.
Register or Sponsor
https://www.jenniferschaus.com/dfar
97. 2021 Webinar Notes:
2nd FRIDAY - Monthly
12pm eastern
Gov Con LIVE Q&A Cafe
Webinar Series
Get answers to your LIVE questions from a panel of 4
experts on various topics.
Register or Sponsor
https://www.jenniferschaus.com/q-a-cafe
98. 5th Annual
Doing Business
With DOD &
The INTEL Community
December 1, 2020
THANK YOU FOR ATTENDING!
hello@JenniferSchaus.com
202-365-0598