How do you . . . tap into the federal market?

Summary: Spending more than $3 billion a year on design and construction services, the U.S. government is a dependable, rewarding, and challenging client that firms large and small can tap for design work. The Federal Agency Connection (FAC) at the AIA 2007 National Convention and Design Exposition in San Antonio offered one-on-one information sessions and other seminars on federal procurement. During one education session, Suman Sorg, FAIA, and Larry Speck, FAIA, offered architects their experience in federal procurement with the U.S. General Services Administration and State Department. Both speakers stressed that firm size and scope need not be impediments to securing government commissions.

Speck, whose firm Page Sutherland Page, Austin, is working with the General Services Administration on three Design Excellence projects, said he is impressed “over and over again” with the program. He praises it as well run, and sees the GSA’s Office of the Chief Architect a conduit for promoting good, sustainable design among its own client agencies. He says the agency, which manages projects ranging from the smallest border station to the largest federal courthouse, sees their buildings as symbols of a nation and assets for their communities.

Speck says the agency works hard to match the firm and firm philosophy with the specific project. It’s one of the few clients, he said, that does not require the architect to have done another building of the type: “They assume you can get consultants.” He also noted that there is some preference given to firms in the project region. But in the first round of the request for proposals, he said, the GSA is most interested in finding a lead designer, and is “willing to fill in many of the details once that selection is made.”

Sorg and her firm Sorg and Associates, has produced award-winning architecture for the U.S. State Department. The small practice takes advantage of proposal requests and Sorg is tenacious about tracking down federal work, often following a project for many years from the rumor-mill through the request for proposals.

Tips for federal procurement
Speck offered these five tips for working with GSA.

• Share your design philosophy. GSA wants a clear statement of your values in design. The more explicit your explanation, the better.
• Correlate work with statement of design philosophy. Show that your work backs up your design philosophy.
• Show you meet design criteria. GSA is looking for verification and evidence that you meet the scope of their proposal.
• Show your sustainability. Demonstrate commitment to designing in a sustainable way.
• Follow directions. Make sure your submission responds to the agency requirements and that you submit all the materials that the agency requests. Usually, Speck noted, the format is up to you.

Sorg offered her insights on federal procurement with these 10 suggestions.

Getting the first project

• Research different local, regional, and national opportunities. The projects represent the U.S. government, and are often prestigious, but the agency’s needs should fit your own practice scope and preferences. For example, the Army Corps of Engineers tends toward heavy engineering and design-build projects.
• Look for small business opportunities. Sorg’s small, 20-year-old firm has worked on a $140-million State Department project. Size is not a barrier to success.
• Be persistent. Sorg suggests attending open forums and networking sessions.
• Find personal contacts. Sorg says personal connections and persistence help keep architects in the loop.

Keeping the work

• Maintain service and quality. It’s a small world in federal procurement, and people in the design and construction offices talk to each other. “Keep everybody happy,” she advised.
• Build and maintain relationships. Promote can-do attitude.
• Manage your team. You are responsible for all team members.

Stepping up and competing with the big boys (and girls)

• Understand new programs. Learn more about programs like design-build or GSA’s Design Excellence before you apply.
• Joint ventures. Partner with larger firms on bigger projects.
• Pick qualified team members. Add firms with more experience than you have.

—Tracy Ostroff