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I'm going to go through step by step how you would respond as a middleman to an opportunity get ready the example I have for everyone here is around Waste Management it may not be construction per se but I'm going to share this with you all first thing that you have to do when it comes to this middleman approach is you have to go on Sam to find the opportunity and what I want you all to know instead of always rushing to get set aside you already have a set aside so you go here on sam.gov contract opportunities advanced search okay so as you're here set aside small business total and partial you can further drill down but I'm doing this so you can kind of take a look and see what is here because and you notice the dumpster removal services which is what we're going to take a look at because one of the things when it comes to the middleman approach many will say like oh it's just I'm just connecting the two I'm gonna do anything and then I'm out okay good luck with that that's not how it works you still have to provide added value you still are managing the work you are invoicing the work for instance one of my students he won a contract for replacing a cement slab he Outsource it he subcontracted it he middlemanned it whatever you want to call it did he provide that work no but he still had to communicate organize project manage he has to submit the invoice so this isn't a set it and forget it this ain't no throwback to romp appeal if that if it were that easy then why isn't Lockheed Martin doing that so here what's important you have more than 10 days between when it was released when it was due and it's a total small business set aside what that means is although this is for dumpster waste removal services Waste Management who was once featured on Undercover Boss they can't bid on this because they're not a small business also it's very rare that you see the VA offer a total small business set aside so let's dig deep into this so from here they talk about the contractor must own operate and or lease facilities that means you can subcontract you can middleman you can do that for something like this also I want to make sure you all can see this I don't think you can see the other attachment just one second so this right here outlines what they're looking for so let's just kick things off because I'm always asked well what do you do so you're going to fill this out you're going to fill out 17 l Alpha you can put your cage code or your UEI you're going to put your business name business address your phone number ah they have you oh this one's good they put the UEI there so you're going to put your cage code here your phone number here your UEI here and your business name and address there what you also do and you can see the instructions inform us to do that you shall complete the SF 1449 SF 1449 you also will need to sign 30 Alpha complete 30 Bravo and complete 30 Charlie are we all clear on that everybody who's watching right now are you all clear on that so one thing to note anytime that you notice in sf1449 has already been digitally signed by the point of contact you're going to have to do two things either you're going to need to print this in order to sign it okay or what you can do is what I like to do is I'll take a screenshot just doing it quickly for sake of so I'll have this screenshot here and then what I will do is I will take this oh I don't know if the screenshot is still showing because of the whole window thing let me show you just a moment so I took a screenshot and what I will do is then convert this to um let me go back to a PDF is right there I'll export this as a PDF then I will reopen it and then I'm able to edit it in PDF because otherwise the document's going to be locked and you're not going to be able to edit it and so in case some of you are like what are you even talking about just give me a second bam so this is an image of it and then I can easily go to edit taking note of all the information in here and then bam now I can easily add text I can add my signature and all the other information it's really simple I love having Adobe Pro but everybody's different do what you need to do but at the end of the day you don't follow their instructions you won't get a contract and they're going to be very annoyed okay so if you're someone who's like hey I'm not really technologically savvy you got to figure it out this is not the time to say that and I get it I didn't learn this overnight but this is a requirement to win a contract to practice the middleman you know it's these hard things that lead to payoff next thing we need to know is what are the requirements because remember middleman oh it's so easy you just bring these people together and okay they're letting you know that you have to fill this form out right here and fill in the price cost schedule and return with attached quote okay great what I also like to do and this is really important is you want to see what is the evaluation criteria what is it in other words how are they going to figure out who they are going to give this to because remember they've already narrowed it down to small businesses practically everyone watching the live more than likely a small business and you qualify for this so what we have here is it says I'm going to read it to you because I want you to really really understand this the federal government is very concise as far as what they're looking for not always but often the government will award a contract resulting from this solicitation to the responsible offer whose offer conforming to the consolidation so the solicitation will be most advantageous to the government price and other factors considered following factors will be used to evaluate offers Technical and past performance technical past performance the government will evaluate offers for award purposes by adding the total price price for All option years that means this is a multi-year contract let's say worst case you make 500 a month for five years by the time you get things rolling with this type of a contract the amount of time you spend on this might only be a couple hours a month and I'll get to your questions in a moment because I see these great questions okay these are awesome so now we know we have to send a 14 a form 1449 we have to give them pricing and look what they did for us the pricing is right here and this is also another time where you're going to have to take the screenshots or you print the PDF and fill in if you're going to print this and fill this in this is what I would suggest to you you print it or you take photos on your phone and convert it to PDF you really don't want to write anything in because it just makes you look Antiquated and they may misinterpret your handwriting so basic requirements thus far and they informed us that you just have to provide the technical and pass performance and I know what some of you are thinking well how am I supposed to have past performance I've never done this before I thought you said that we're doing the middleman we are but just I'm getting there next you want to look at the instructions because once again they outline to you here's what we want it's like you hire someone to paint I'm sure nobody here has ever said yeah come in and just paint whatever you paint the wall whatever you want to paint it that's cool I'll wait Nobody Does that so the same thing goes with this you would provide guidelines like hey you know I would really like here's the color I want and it would be great if you could finish it as soon as possible because I'm going to have people over for a birthday party for Labor Day for Christmas for Hanukkah for Kwanzaa and you know you want me to move the furniture do you guys move the furniture you have parameters you have expectations the government's the same so it said set aside for small business they give you the next code 541519 then it says submit signed and dated offers to the office in the solicitation meaning the name contact information that's on this PDF as well as make sure it matches sam.gov at a and then it says offer offers may be submitted on the SF 1449 letterhead stationary or otherwise specified as a minimum you must do the following the minimum solicitation number time specified in the solicitation for receipt of offers name address phone number a technical description of the items being offered in detail to evaluate the compliance this may include literature or other documents terms of Express warranty price and discounted price remit to address a complete copy of your reps and fars acknowledgment Association amendments past performance recent and relevant contracts and then it says if you're not filling out the SF 1449 this is what you do period of acceptance product samples multiple offers you are encouraged to submit multiple offers presenting Alternatives so let's break this down because that was a lot before I even write anything because you heard what they said they were like you can use the SF 1449 you can use letterhead and in case you're like letterhead y'all it's a Word document and you throw your logo in the middle if you don't have a logo just type your name in the middle and put your cage code you don't have this it doesn't have to look so high-end and produce all that matters is you're giving them what they asked for and they said this is what we want so before even putting any of this together before even opening a Word document you are going to need three price quote you're going to need three price quotes for this work because you may even think to yourself well we haven't even talked about what we have to do right because it's not about what has to be done it's what is your likelihood of winning right now I would say my likelihood of winning I'm feeling good I'm feeling confident 50 55 perhaps and also remember there's only one attachment is it 58 Pages yes but this is a multiple year contract is it worth it to read 58 pages to have ongoing Revenue coming in every month I mean I think the answer is yes here on page four is when they go into the description of the services so this is in essence for five years it's a base plus four which is five years and then they break down what they want so this is where those different kind of middleman subcontracting Outsourcing techniques come in what you would need to do is to capture what they want so in Charleston South Carolina they have 500 tons of waste annually and that's just an estimate and this is what they're looking for container vehicle scheduling collection receiving processing it gets very detailed disposal manifest they want to make sure people are trained response times and telephone support and when you dig deep in here they actually will penalize you and remove money here it is right here if there's an issue issue if waste is not completed on schedule for a third time you're allowed two discrepancies AKA two strike third time look what happens deduction of two percent y'all want to lose two percent because what happens is you rushed we all rush I've done this oh my God I gotta write this well how can you write something if you don't even know what they want you have to understand what they're looking for because if not you're going to submit this you're going to waste time you're gonna waste their time and then you're gonna be pissed off because you're lost and I'm trying to help you out right now what is needed is you're going to need a minimum of three quotes from waste management companies chances are the company waste management is probably the go-to but there's companies like Arrow there's companies like Republic so what is needed on your end before you can even do pricing you have to identify at least three if possible waste management companies who are able to do this for you and not only for them to be able to do this for you but you'll have to provide them the information so that they can give you the pricing and that's the whole premise of the whole middleman right and here's another strategy a bonus kizzy strategy you don't just give them the number hey take this PDF and tell me what it's going to cost it's like giving somebody the old made card nobody wants that so instead this is where sales client relations and being able to impact and influence people comes in handy so the bonus strategy is you cut and paste what information that would be valuable to them in a Word document and also you're going to need to give them the list of the things that they have to give you pricing for now be aware you're going to want to approach companies that are like a big company because if you approach another small business who's in the Waste Management Field chances are they're going to bid on them so these are things to be aware of because again if you just jump to a proposal you may not know what it takes to win you may put stuff in there that you don't even need that's why we haven't even opened the word document yet because remember the bare men pricing past performance and then you also ask them can you give me three clients of y'alls can you just give me their name and phone number and what you're doing for them like this is a beautiful one for middleman for the sake of time number one you're going to fill out the does anybody know what we're going to fill out one first and foremost this right the 1449 you got to fill that out next this can be your letterhead insert logo or name and page if you don't have one it's just simple make make one up next this can be your letterhead what I'm doing is cutting and pasting from the from the solicitation I never like to mess up any of the numbers and now fix the font you can see your place to respond this is my company uh solicitation blank for amusing their language required as requested um requested or you can say required and I would put in your pissy parks president your PC and you put your cage UEI this offer is good for 90 days and we accept and will adhere to all of the requirements okay [Music] foreign because it's easy 12 point then what I like to do so you can see right because remember they said you just have to provide the bare minimum right so I would say probably before this we are or we will lease services from I'm just gonna say Waste Management and our past performance we're from Waste Management you know and then say something about them who has been in who has been in the face management business for I have no idea I'm just going to say for over 50 years um or past performance includes would put name ask dates and maybe like phone number okay so I'm populating this right now what I'm going to do is because I started writing right I need to go back to the PDF to make sure I put more things in so we wanted to go to instructions I just realized something we need to put in here just a minute we need to add I would put like we're a small business put your website phone number I'm just putting this in here I do I'm not using Waste Management I'm just giving an example so please don't come to me about this I'm just giving an example I don't know how long they've been in business this is just for the sake of this exercise okay I'm going back to the PDF so you got to trust me okay so they said for 30 days now you they did require and then what I do is I just reorder it reorganize it because what's important is we're getting all the information in here and then we just reorganize it like Tetris I want to point out a few things you'll notice it says a technical description this is what you ask for when you contact three companies remember middleman they're the expert they're the ones doing it you got to get all the information from you you get the information and then you act you get this information and you act and that's why I'm going through this because I want you to understand that in so many ways this isn't that hard right what you're also going to need is you're going to need to identify and ask them is there any kind of warranty maybe ask them do you guys offer any discounts because it's the Federal federal government and then if your address is different than your mailing address now it says a completed copy of the Reps inserts in the far for that they're located in your workspace you log into sam.gov you go to your workspace and you go to you go to your entity and you just download it it's a PDF or you can fill out if let me see if they included it in here or you can fill out the Reps inserts in their attachment if you want it's so much easier just to download them from your workspace in sam.gov you ask them to give you a technical description of how they're going to do all those things you're going to ask them for pricing and you're going to ask them for references you want them to give you at least three and you want them to give you the name phone number or email the task and the dates of the references that's what you need because all you have to do is then take that information and put it in letterhead you just put it here if you want to add a cover sheet you can add a cover sheet I mean this is Bare Bones you don't have to add a cover sheet if you want to add a cover page you can add a cover page but what will happen is as you populate this it will be set up like a letter I wouldn't send something that looks like this this is just us making it one exception for this right here number eight when you download it it's a PDF and you're going to submit that that as a separate attachment and all you have to do is just put it in the letter so you can do that then you also put our rips and fars our reps and fars are attached as a PDF there's no amendments let me go back here let me look nope no amendments nothing here whatsoever the point of contact is in Augusta by the way let's go back to the PDF to see if we missed anything and then I'm going to go to questions so remember the pricing is in here right they they outlined they're like hey give us pricing because this is for five years and all you do is insert the information in here that's all you got to do that's why I put in the word document pricing follows so then what you can do is you take that word document you take this and then when you finish with it you save it as a PDF and then you take the other PDF and you add it you consolidate it ask somebody for help but it's really simple because because they've given you what they're looking for price wise right they outlined everything you just have to fill in the numbers and these are numbers that you'll get from the vendor then you add on your profit could be 20 it could be 50 you could add a hundred percent keep in mind they said it's Technical and past performance that's what they're looking for now if your price is 50 50 higher than everybody else's and they're using taxpayer dollars it makes it a little challenging to then say yeah let's go with them they're charging way more money but remember the other thing they said and that is they said we want multiple pricing options so if you want and in that way you may have three versions of that here's option one and then just explain it our price follows pricing option one will meet the requirement option two includes and environmentally friendly blank blank blank pricing option three includes right so then it's like it allows them to pick the thing is you want to be able to justify why you have these price options you you download the Reps inserts and you send that to the federal government just your your reps and serves as part of the requirement here so for this the requirement is um let me give you the whole list solicitation number we already did that right it was at the beginning of the letter time specified for receipt of offers you can put in the deadline of what this is due your name address phone number actually we do need to add that okay great so on here I'd put I usually do name KPC address phone number website view blank August 2023 then you just go back and make sure and you just go through this is your checklist technical description the other company has to provide terms of any Express warranty ask them discounted items ask them if your address is different than the mailing address let them know your reps inserts you download them or complete it in the document here past performance you ask the vendor and you're already doing the 1449 one thing that I do like to do is in pretty much most of our responses I like to like and we we accept and will adhere to all the requirements and we agree with all terms I like to put that in there because sometimes they'll come back and say well do you agree with this Clause that's in there I mean you never know they ask different questions okay so you can already see without having the price pricing and the information from the middleman you still can start putting together your proposal but there isn't really much else you can do right how are you doing quick question do I need to have money up front for my contract to be pursue or have a service agreement with sub to wear the first so in terms of this opportunity for Waste Management or waste removal make it and this is for the VA by the way dumpster waste removal services you would pay them after they perform the services so after you get invoiced you will pay them but keep in mind for this opportunity you get money removed if you have three strikes three errors and that's something you'll have to communicate with your sub because what if they don't know and then here you are losing money how can you find contracts that are short-term let's say the government just needs a particular project done just once how do you find those contracts what would you say what would it say in the solicitation there's no way to determine you have to open all the attachments this is a game of reading this is a game of searching this is a game of hunting because the reward is so great that's why Lockheed Martin Boeing SpaceX Amazon Microsoft they all are government contractors virgin it's so lucrative but in order for the payoff to happen this is where that Sweat Equity comes in it's going through understanding what does it take to win going through the steps of finding that middle man to do the job because the thing with the middleman is where are you without the middleman you are the you know the middle man per se but that expert because it's the approach is you have this expert I kind of look at the expert as a middleman okay I'm in Redshirt since April I have these mental blockers here here in Eastland the middleman process say it's easy thank you anytime it really is it's really so much easier is there time and energy you have to put into it yeah but at the end of the day it's for five years let's say you make two thousand dollars a month for a company who's out there doing waste management and remember somebody who I Mentor he has a contract just like this with the company waste management and they have to go I think it's some kind of a park and they have to go in there multiple times a week and and take out the trash here's the thing when summertime came the amount of trash increased so that's something else that would be something to add into your pricing okay what section would detail how much of the work could be subbed out or the limitation of sub work um you have to go through the solicitation to see if it lists anything because at the end of the day Matthew for something like this dude you could bid this you could totally bid this you know like remember my student does this right now right now take a couple more questions if I start out with a new LLC where the chances of Landing a contract it's up to your mindset I mean I have a student Stephen he won a sizable contract with what North Dakota South Dakota I have the interview on my channel I can't remember which Dakota it's in essence his first contract win and he won it happens all the time as long as you can think it and you believe it it will happen so if you think and believe oh they're why would they want to go with me why don't they just go with waste management or aerial Republic well it's a small business set aside the federal government it has a mandate to spend 25 percent of their budget with small businesses and why shouldn't they go with you you know so it's all about your mindset regardless of the duration of The Proposal the basics are the basics you must understand what it takes to win you got to understand that and then you decide is it worth you responding that's it period that's it join the Facebook group if you haven't already I'll make sure you're admitted and so y'all are amazing everything is possible y'all