APTAC | The Contracting Education Academy

November 12, 2019 By cs

Academy provides customized instruction on small business certification to national association

The Contracting Education Academy at Georgia Tech provided four hours of intensive instruction to a group of 90 counselors on the topic of “Teaching Your Clients How To Obtain a Small Business Certification.”

**Representatives of PTACs across the country attended the certification workshop.**

The workshop, held in Washington, DC on Nov. 10th, was conducted as a part of the semi-annual national training conference held by the Association of Procurement Technical Assistance Centers (APTAC). Members of APTAC work for procurement technical assistance centers (PTACs) across the country. PTACs provide assistance to businesses — primarily small businesses — who wish to compete for government contracts.

Guest instructor and small business expert Steven J. Koprince conducted the workshop on behalf of the Academy. He is the founder and former managing partner of Koprince Law LLC. Earlier this year, he retired from active practice of law, but he continues to be involved in government contracting as a teacher and writer. Koprince has served as an instructor for The Academy on previous engagements with APTAC and with the Department of Defense Education Activity (DoDEA).

**Training materials included a certification handbook and a flash drive containing resources such as customizable training presentations.**

The Academy’s program manager Alexis Kirksey provided an orientation to the workshop’s training resources. Each attendee received a 100-page instruction manual on four different types of small business certifications, including fact sheets on each program, and a flash drive containing customizable PowerPoint presentations and dozens of other resource materials which PTAC counselors may use to counsel and train their clients.

The workshop’s objectives were:

Learning the eligibility requirements for each small business category.
Gaining insights into the preparation process for making a certification application.
Identifying each of the steps of the application process.
Learning how a small business can leverage certification in the federal marketplace.

The workshop provided an explanation of small business size standards, and then launched into a detailed examination of the 8(a) Business Development Program; the HUBZone Program; the Veteran-Owned and Service-Disabled Veteran-Owned Small Business Programs; and the Woman-Owned and Economically-Disadvantaged Woman-Owned Small Business Programs.

Workshop participants learned about important concepts applied by the federal government in the certification process such as unconditional ownership and direct ownership. In order to be eligible for certification, the owners must be in charge of such activities as strategic policy-setting, day-to-day management, and overall administrative responsibility for business operations.

**Workshop attendees listen carefully to instruction provided by Steven J. Koprince.**

The significance of what is known as “affiliation” was also a topic of the workshop. Affiliation exists when one business controls or has the power to control another, or when a third party controls or has the power to control both businesses. Control may arise through ownership, management, or other relationships. If another business controls a certification applicant’s business, this may be a disqualifier for small business certification.

Attendees also learned about all of the documentation requirements associated with each type of small business certification. In addition, the workshop addressed what is called the “presumption-of-loss” rule, which provides that if a business misrepresents its small business size or status, there is a presumption of loss to the government equal to the entire value of any contract or subcontract received as a result of the misrepresentation.

Multiple paths exist for submitting certification applications. Workshop participants learned about self-certification within the System for Award Management, certification through the Small Business Administration’s on-line portals, and certification through the Veterans Administration.

The workshop concluded with advice PTAC counselors can give to their clients about following-up on their certification applications and how to leverage their small business certifications once granted. Tips included the need to research both federal spending and contract forecasts, the importance of responding to Requests for Information, and the roles played by Procurement Center Representatives, Small Business Officers, and Small Business Liaison Officers. Also discussed was the use of certification branding, teaming and joint venturing, how to keep certifications updated, and participation in outreach events.

The Academy is available to conduct this and other customized training workshops on any topic associated with government contracting. Contact us by email at info@ContractingAcademy.gatech.edu for further information.

November 7, 2016 By AMK

Academy shows PTAC counselors how GSA Schedule proposal is assembled

Each workshop attendee received a computer tablet containing a virtual “GSA Schedule proposal machine” at Nov. 6th workshop held in Washington, DC.

participants — **66 PTAC representatives from across the country gathered in Washington, DC to learn how to counsel their clients in the assembly of a GSA Schedule proposal.**

The Contracting Education Academy at Georgia Tech conducted a day-long instructional workshop for 66 members of the Association of Procurement Technical Assistance Centers (APTAC), representing procurement technical assistance centers (PTACs) from across the country. The workshop kicked-off APTAC’s semi-annual national training conference for its membership being held this week. Collectively, the nation’s 97 PTACs represent a nationwide network that assists local businesses compete successfully in the government marketplace.

The Academy’s GSA Schedule workshop was presented on 10-inch Android-based tablets. The tablets were pre-loaded with templates and instructional materials based on successful GSA Schedule contracts. Participants learned how to the use the tablet-based tools to walk through the proposal preparation process with their business clients.

The Academy’s lead instructor Alexis Kirksey, assisted by Kevin Grimes and Ieasha Jones, led participants through the entire GSA Schedule proposal process, including the administrative requirements, all proposal ingredients and required documentation, and the submittal procedures. Post-award contract administration tips were provided as well.

As an added bonus, each workshop attendee received a printed flip book summarizing the 25 steps of the GSA Schedule proposal process.

“We conduct GSA Schedule workshops in Atlanta six times a year to help businesses win contracts with GSA,” said Ms. Kirksey. “Based on the many successes resulting from those workshops, we decided to extend our reach by teaching the proposal preparation skills to PTAC counselors who are so essential to helping small businesses succeed in the government market.”

“Working closely with APTAC, we added a powerful feature to our GSA workshop,” explains Chuck Schadl, who manages the government contracting group at Georgia Tech. “Putting all the workshop materials in an electronic application on tablets creates a virtual GSA Schedule ‘proposal machine.’ Workshop participants now are empowered to return their communities across the country and show their clients each and every step of the process.”

The Academy’s GSA workshop, inaugurated one year ago at APTAC’s fall 2015 education event, represents a significant breakthrough in instruction on this subject. The use of tablets, featuring an electronic ‘”GSA app” — represents the first and only training where the GSA Schedule process has been transformed into a computer application.

For more information about The Academy’s GSA Schedule Proposal Preparation Workshop, please click here.

November 18, 2015 By AMK

Contracting Academy conducts two national workshops

The Contracting Education Academy at Georgia Tech conducted two workshops for 150 contracting professionals in Washington, D.C. this month.

Counseling Businesses for Government Contracting Success Nov. 2015 — Participants worked in teams to solve case studies, explore counseling principles, and develop personal action plans to enhance their knowledge, skills and abilities.

On Sunday, November 8, 2015, the Academy presented “Counseling Businesses for Government Contracting Success,” a workshop featuring seven case studies based on real-life scenarios. During the instruction, attendees explored seven counseling principles which matched the case studies. The workshop’s purpose was to help attendees define effective business counseling traits and discover counseling resources. Each person also was given the opportunity to develop a Personal Action Plan to improve counseling skills. Senior instructor Kathy Cames conducted the four-hour session, assisted by the Academy’s program manager Donna Bertrand.

The workshop was presented to members of the Association of Procurement Technical Assistance Centers (APTAC) in conjunction with the group’s annual fall training conference. APTAC represents 97 Procurement Technical Assistance Centers (PTACs) – a nationwide network that assists local businesses compete successfully in the government marketplace.

On Wednesday and Thursday, November 11 and 12, The Academy also presented a post-conference workshop entitled, “GSA Schedule Proposal Preparation.” This workshop was entirely paperless as it was conducted on 10-inch Windows-based tablets which each participant got to keep. The tablets were pre-loaded with templates and instructional materials based on successful GSA Schedule contracts.

GSA Workshop - 11 12 2015 — The Academy’s GSA Schedule Proposal Preparation workshop enabled participants to engage in the actual proposal assembly process.

The workshop began with a half-day of instruction conducted by Microsoft representatives on how to install Windows 365 and how to use the tablets. Following this orientation, instructors Alexis Kirksey, Kevin Grimes and Chuck Schadl walked participants through the entire GSA Schedule proposal process including administrative requirements, the necessary proposal ingredients and documentation, and the submittal procedures. Post-award contract administration tips were provided as well.

Each workshop participant received a 10" tablet PC containing all the ingredients of a GSA Schedule proposal. — Each workshop participant received a 10″ tablet PC containing all the ingredients of a GSA Schedule proposal. *(Click photo to see detail.)*

The GSA workshop represents a significant breakthrough in instruction on this subject. It was the first time The Academy used tablets to conduct instruction — and the first time ever the GSA Schedule proposal process has been transformed into a computer application.

The Academy partnered with two firms to develop instructional content and the app. Ms. Kirksey and Mr. Grimes of Atlanta-based CFO Leasing, Inc. collaborated with The Academy’s instructional design team in creating the app’s content, including the exercises, templates, and appendices. Matt Gonzalez of IVSN Group, LLC was selected by The Academy to build the customized app for the tablets.

November 10, 2014 By AMK

Academy returns to D.C. to train business counselors

The Contracting Education Academy at Georgia Tech returned to the nation’s capital on November 9th to provide training to 160 counselors who work for Procurement Technical Assistance Centers (PTACs) across the country.

PTACs — supported by the Defense Logistics Agency and local hosts in 300 cities in the United States, Guam and Puerto Rico — work with tens of thousands of businesses who seek advice on how to identify and win government contracts. The trade group that represents PTACs — the Association of Procurement Technical Assistance Centers (APTAC) — is holding its membership training conference in Washington, D.C., this week (November 9-12, 2014).

Academy Instructor Kevin Grimes explains the "Seven Principles of PTAC Counseling" to an audience of 160 counselors from across the country. — Academy Instructor Kevin Grimes explains the “Seven Principles of PTAC Counseling” to an audience of 160 counselors from across the country.

For the first day of the conference Georgia Tech’s Contracting Academy designed and presented a customized, four-hour training session entitled “Counseling Businesses for Government Contracting Success.” The session consisted of limited lecture, instead relying heavily on a series of seven instructor-guided case studies which class participants worked-through in teams. The case studies reinforced “The Seven Principles of PTAC Counseling” which the Academy developed based on research conducted earlier in the year.

Participants in the training also were given the opportunity to develop “personal action plans” during the workshop, setting goals for improving their individual performance as business counselors in the coming year. The Academy provided action plan templates and suggested performance improvement ideas throughout the workshop. A set of electronic resources also were made available to the counselors on a web site designed especially for them.

One popular feature of the training session was a game, developed by the Academy’s instructional design team exclusively for participants, called “Government Lingo Bingo.” Each workshop attendee was given a unique bingo card, containing a set of acronyms associated with government contracting. Based on the instructor’s use of acronyms during the workshop, participants circled corresponding acronyms on their cards. Any time during the workshop participants had a vertical, horizontal or diagonal line of circled acronyms, they called out “Government Lingo Bingo!” But the game didn’t end there. Only if they could correctly state what each acronym stood for, did participants win a prize.

PTAC personnel from across the country learned counseling skills. — PTAC personnel from across the country worked in 20 teams on 7 case studies prepared by the Contracting Education Academy at Georgia Tech.

Each student was also given a 90-page workbook containing a detailed discussion of counseling techniques, including a “Glossary of Government Contracting Terms” to encourage them to look-up and learn new government terminology.

In post-workshop evaluations, 97% of attendees rated the session met expectations or exceeded expectations.

This is the fourth time the Academy has been invited by APTAC to provide half-day training to its general membership. The Academy’s instructor Kevin Grimes conducted the November 9th workshop. Chuck Schadl, Group Manager of Government Contracting Services, and Donna Bertrand, the Academy’s Program Manager, coordinated workshop details.

March 23, 2014 By AMK

Academy explains FAR to business counselors at national conference

On March 23rd, The Contracting Education Academy at Georgia Tech conducted a comprehensive workshop on the Federal Acquisition Regulation (FAR) for 150 counselors from procurement technical assistance centers (PTACs) from across the country.

The workshop was conducted in San Francisco in conjunction with the spring training conference of the Association of Procurement Technical Assistance Centers (APTAC).

APTAC selected The Academy to create an educational workshop entitled “The Complete FAR Guide for PTAC Counselors.” The workshop provided a focused and comprehensive review of those portions of the FAR that are most pertinent to the work PTAC counselors do to assist their clients.

The workshop instruction was complemented by an 202-page manual produced by The Academy exclusively for APTAC members as well as a special web page where FAR resources are available for download.

Each workshop attendee received a 202-page manual explaining pertinent parts of the Federal Acquisition Regulation.

The FAR is the federal rule book governing all acquisitions made by the government. Contracting officers from virtually every federal agency follow the FAR each time they purchase any product or service, ranging from office supplies to major military systems. Understanding these rules is essential not only for those who issue contracts but also for those who are awarded government contracts.

In designing the workshop and the printed Guide, the Academy’s curriculum development team analyzed the 2,000-page FAR and selected those portions most critical to the success of businesses engaging, or hoping to engage, in government contract work. The Academy’s team then developed training modules and materials designed to assist PTAC counselors in their work with those businesses. “The workshop held in San Francisco was an outgrowth of one conducted by the Academy in Atlanta in April of last year,” the Academy’s program manager Donna Bertrand pointed out. “We were very proud to be invited back.”

PTACs are funded, in part, by the Defense Logistics Agency to provide counseling and assistance to businesses seeking to compete successfully in federal, state and local government contracting. More than 95 PTACs — with 300 local offices — form a nationwide network of procurement counselors who provide businesses advice about the government marketplace. More details on PTACs can be found at: http://www.aptac-us.org.

“This workshop conveys not only technical knowledge but also insights into the government’s acquisition process,” commented instructor Kevin Grimes. “Attendees come away with a complete set of tools they need to help their clients compete for and win contracts.”

Reaction to the March 23rd training session was unanimously positive. “The post-workshop evaluations reflect that 100% of the participants feel the workshop met or exceeded their expectations,” said Chuck Schadl, who oversees the Contracting Education Academy as well as Georgia Tech’s PTAC. “In fact, 75% of the participants said that the workshop exceeded their expectations.”

Here is a sampling of what attendees had to say:

“I got tons of really great info to immediately use in helping my clients.”
“What I got was beyond my expectation — I’m so glad for this opportunity!”
“I expected a tedious analysis and explanation of various FAR clauses. Instead, this was a very engaging and informative presentation with lots of information useful to counseling clients.”
“I valued the approach to learning a somewhat difficult topic, and all the solid reference points.”
“This was a fun, informative and relevant workshop. I value the instructor’s knowledge, sense of humor, great presentation style, and Georgia Tech’s amazing resources.”
“This was a good and quick presentation on a huge topic. Very good speaker who kept it moving. A wonderful reference guide.”
“This course needs to be presented every year because the FAR is something that must be repeated multiple times.”
” A lot of good information and resources!”
“A fantastic presentation on the FAR, loaded with great information. Georgia Tech programs are always good.”
“This presentation was presented in a way that was easy to follow.”
“I need more training like this.”
“Awesome seminar and resources!”
“I need this refresher once a year — also need this class for my clients.”
“I like that the presentation was tailored to help us counsel our clients.”
“I need more classes by Georgia Tech!”
“This was an outstanding session. I got an excellent hard copy resource book plus access to exclusive links and websites.”
“The workbook is a great value.”
“Excellent training on the FAR.”
“I received a dynamic and engaging review of the FAR that gave me a ton of tools to take back and better assist my clients.”
“It was a pleasure to sit in this class.”
“This training exceeded my expectations. I really like the way it was laid out. The booklet will be a great tool which I will use a lot.”
“The resources provided will be invaluable to me.”
“I value the professionalism and clarity of the instructor and the course materials.”

At the conclusion of the workshop, each attendee was presented with a certificate of completion and was awarded 0.3 CEUs from Georgia Tech.

Feel free to contact The Academy for help with your next educational workshop. Call 404-894-6109 or email: info@ContractingAcademy.gatech.edu.

The Contracting Education Academy at Georgia Tech provided four hours of intensive instruction to a group of 90 counselors on the topic of “Teaching Your Clients How To Obtain a Small Business Certification.”

Each workshop attendee received a computer tablet containing a virtual “GSA Schedule proposal machine” at Nov. 6th workshop held in Washington, DC.

The Contracting Education Academy at Georgia Tech conducted two workshops for 150 contracting professionals in Washington, D.C. this month.

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