Franklin D. Roosevelt clearly understood the power of perseverance. His now famous remark on the idea is simple and characteristic of the difficult times during which he led the country, "When you come to the end of your rope, tie a knot and hang on."
Ohio-based veteran-owned business Miami Valley Anesthesia, Inc. (MVA), which provides clinical anesthesia services, pain management services, clinical operations and business development consulting, is a perfect example of persistence paying off.
The Dayton, Ohio VA Medical Center was looking for a medical practice that could rebuild its anesthesia department. MVA fit the bill, but may not have even been considered if not for Senior Vice President Todd D. Lyle persevering – and holding on for what ended up being several years.
"I had been canvassing regional VA's looking for areas of opportunity for a few years, during which I talked to anybody who answered their phone," Lyle said. "Ultimately, one VA employee told another about MVA and that got the ball rolling."
The joint venture between the two organizations found MVA integrating itself nto the VA system, studying the environment and introducing concepts to improve both the volume and level of care of surgical cases, all while providing a resource for the VA to hand pick physicians to hire directly into its system.
Dayton Ohio VA Medical Center (VAMC) Public Affairs Officer Donna Simmons said the relationship has been mutually beneficial and working with VOBs like MVA makes perfect sense for federal agencies.
"The Dayton VA Medical Center values the business relationship developed with Miami Valley Anesthesia," she said. "The professional, timely, flexible, and accommodating contract anesthesia services provided by their staff has supported Dayton VAMC’s mission of providing ‘high quality healthcare to veterans’ before, during and after surgery."
Not only is it good business for federal contracts to be awarded to VOBs, it’s required. According to Public Law 109-461, the Department of Veterans Affairs sets annual goals to award no less than 7 percent of all contracts service-disabled, veteran-owned businesses and 10 percent to all VOBs. To learn more about PL 109-461 visit www.navoba.com/pl109-461.
Lyle is confident that other VOBs can replicate the success his company had contracting with a federal agency. His advice reflects significantly on his experience in the military: proper planning, attention to detail, and of course, persistence.
"Take the time to learn about the culture of the agency that you are courting," Lyle said. "Like the military, it’s the grunts that get the work done, so get to know the people up and down the chain of command. Go to Washington or to your state capitol and meet with the veteran representative of your agency of interest then do it all over again until you bracket your target."
Simmons added that VOBs must be registered in the Central Contractor Registration (CCR) and also at VetBiz.gov, where there is an abundance of information on small business.
Where to Get Started:
There are two major points of entry, the Forecast of Contracting Opportunities at www.va.gov/osdbu and the Federal Business Opportunities System, FEDBIZOPPS atwww.fedbizopps.gov. These two sites should be checked on a regular basis for possible opportunities, as new requests are posted frequently.
What Does the VA Buy?
Information Technology – Hardware, Software, Maintenance and other services.
Medical, Dental and Veterinary equipment and supplies
Pharmaceuticals
Perishable and non-perishable subsistence
Trash, Garbage & Infectious waste disposal
Architect and Engineer Services
Construction Services
Office supplies and equipment
Office Equipment Maintenance
Consulting and Advisory services
Internment Flags
Grounds maintenance
Transportation services
Grave Markers and Headstones
Integrated Pest Management Services
Nursing Home Services
Prosthetics, Orthotics, and Durable Medical Equipment
Readjustment Counseling Services
Home Oxygen & Medical Gases
Security Services
Medical Transcription Services
What Offices Need VOBs?
VA Medical Centers
Veterans Integrated Service Networks (VISNs)
VA National Acquisition Center (NAC)
VA Office of Acquisition and Materiel Management
VA National Cemetery Administration
VA Austin Automation Center
VA Office of Administration (VA Central Office)
VA Denver Distribution Center
VA Benefits Administration
VHA Health Administration Center (Denver)
Who Makes the Purchasing Decisions:
Requiring Service
Chief Logistics Officer
Contracting Officer
Purchasing Agents