Say Hello to Your New Best Friend “Fear”

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So what is keeping us from taking control of life and choosing our own path? Perhaps it’s our old nemesis Fear with a capital “F”. Fear has derailed the dreams and potential of too many for far too long, but there is a way to turn fear on its head and use it to your advantage.

Fear as we all know can take on may forms, but for the entrepreneur, artist, or and others wishing to live with personal integrity and self fulfillment, fear can hide in the shadows and is not always as obvious as a thumping heart, cold sweats, and an urge to flee.  Fear can be much more subtle and may not be recognized as fear, but it is crippling just the same.  For example, when we sit on the couch and waste time either watching another mindless television program or some other diversion, it could be fear rather than boredom keeping us from pursuing the life we wish for and deserve.

Why is this and how can it be overcome? By simply paying attention to those little things that keep us from moving forward.

What are some clues to fear’s presence?  Whenever we say, I don’t have enough time right now; once I have more experience, education, money, etc then I can move forward; once I finish this project or after this event happens, then I’ll do it – do these sound familiar?

Anything that keeps us stuck someplace that no longer serves us…that isn’t in line with who we really are, may be routed in fear – fear of failure, of the unknown, of not wanting to discover the unfounded truth that we are not good enough or smart enough to succeed.  This is the fear we must be hyper vigilant to recognize.  When we realize we are sitting on the couch rather than doing whatever it is to become our best selves, it is time to take action.  Awareness of incessant, low-level fear is your beacon to get off the couch and move forward.

This is why fear is a friend; it reminds us to take action to move toward our dreams.

As always, take action and show gratitude everyday!

With Love and Respect,

Gary

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How to Certify your Veteran Owned Small Business

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Hi All –

In lieu of providing my philosophy on business and life, I’ve decided it was time I kept my promise about providing information on certifying your Veteran-Owned Small Business to complete for Federal contracting dollars.

There are two methods for certification: 1) Self-certification and 2) Verification through the Department of Veteran Affairs (VA), Center for Verification and Evaluation (CVE).  This first method is the easiest as you can self-certify when registering in the System for Award Management (SAM).  You can find the detail in my previous blog posting “How to Compete for Federal Contracts” here:  http://wp.me/p4xkC1-Q

Almost all Federal agencies recognize self-certification; however, the VA has their own verification program and other agencies may require CVE verification too.  I will not go into details about the process as the VA lays out the process in their website located here: http://www.va.gov/osdbu/verification/instructions.asp 

Remember that the Service Disabled Veteran (SDV) must have complete control of the company and be the majority shareholder.  This could mean that the SDV owns more than 51 percent of the company’s shares (a super majority), so that no board members may counter the Veteran’s authority and control of the business.  Note:  Please speak to an attorney who specializes in SDVOSB prior to applying as there are some areas of how your company is structured which can trip up your application.

There are certain set-asides for Federal contracts included in the Federal Acquisition Regulations (FAR) for small businesses within subpart 19.5 – Set-Asides for Small Business: http://www.acquisition.gov/far/html/Subpart%2019_5.html#wp1086841 with the juicy part being that procurements over $3,000 but not exceeding $100,000 are reserved exclusively as total small business set-asides.

A good guide from the US Small Business Administration, “Veteran Owned Small Business Contracting Programs” can be found here: https://www.sba.gov/sites/default/files/SDVOSB_workbook_0.pdf

As I’ve stated previously, you can self-certify as a SDVOSB as long as you have a disability rating from the VA…even if it is zero percent disability!  To be considered a Service Disabled Veteran you need a letter from the Department of Veterans Affairs (VA), or your discharge papers stating you have a service-connected disability rating ranging from 0% to 100% disability.  Of special interest to Service-disabled Veterans is Subpart 19.14.  I’ve included it below or you can go to the link: http://www.acquisition.gov/far/html/Subpart%2019_14.html#wp1093836

Subpart 19.14—Service-Disabled Veteran-Owned Small Business Procurement Program

19.1401  General.

(a) The Veterans Benefit Act of 2003 (15 U.S.C. 657f) created the procurement program for small business concerns owned and controlled by service-disabled veterans (commonly referred to as the “Service-Disabled Veteran-owned Small Business (SDVOSB) Procurement Program”).

(b) The purpose of the Service-Disabled Veteran-Owned Small Business Program is to provide Federal contracting assistance to service-disabled veteran-owned small business concerns.

19.1402  Applicability.

The procedures in this subpart apply to all Federal agencies that employ one or more contracting officers.

19.1403  Status as a service-disabled veteran-owned small business concern.

(a) Status as a service-disabled veteran-owned small business concern is determined in accordance with 13 CFR Parts 125.8 through 125.13; also see 19.307.

(b) At the time that a service-disabled veteran-owned small business concern submits its offer, it must represent to the contracting officer that it is a—

(1) Service-disabled veteran-owned small business concern; and

(2) Small business concern under the North American Industry Classification System (NAICS) code assigned to the procurement.

(c) A joint venture may be considered a service-disabled veteran owned small business concern if—

(1) At least one member of the joint venture is a service-disabled veteran-owned small business concern, and makes the representations in paragraph (b) of this section;

(2) Each other concern is small under the size standard corresponding to the NAICS code assigned to the procurement;

(3) The joint venture meets the requirements of paragraph 7 of the explanation of Affiliates in 19.101; and

(4) The joint venture meets the requirements of 13 CFR 125.15(b).

(d) Any service-disabled veteran-owned small business concern (nonmanufacturer) must meet the requirements in 19.102(f) to receive a benefit under this program.

19.1404  Exclusions.

This subpart does not apply to—

(a) Requirements that can be satisfied through award to—

(1) Federal Prison Industries, Inc. (see Subpart 8.6);

(2) Javits-Wagner-O’Day Act participating non-profit agencies for the blind or severely disabled (see Subpart 8.7);

(b) Orders under indefinite delivery contracts (see Subpart 16.5);

(c) Orders against Federal Supply Schedules (see Subpart 8.4); or

(d) Requirements currently being performed by an 8(a) participant or requirements SBA has accepted for performance under the authority of the 8(a) Program, unless SBA has consented to release the requirements from the 8(a) Program.

19.1405  Service-disabled veteran-owned small business set-aside procedures.

(a) The contracting officer may set-aside acquisitions exceeding the micro-purchase threshold for competition restricted to service-disabled veteran-owned small business concerns when the requirements of paragraph (b) of this section can be satisfied. The contracting officer shall consider service-disabled veteran-owned small business set-asides before considering service-disabled veteran-owned small business sole source awards (see 19.1406).

(b) To set aside an acquisition for competition restricted to service-disabled veteran-owned small business concerns, the contracting officer must have a reasonable expectation that—

(1) Offers will be received from two or more service-disabled veteran-owned small business concerns; and

(2) Award will be made at a fair market price.

(c) If the contracting officer receives only one acceptable offer from a service-disabled veteran-owned small business concern in response to a set-aside, the contracting officer should make an award to that concern. If the contracting officer receives no acceptable offers from service-disabled veteran-owned small business concerns, the service-disabled veteran-owned set-aside shall be withdrawn and the requirement, if still valid, set aside for small business concerns, as appropriate (see Subpart 19.5).

(d) The procedures at 19.202-1 and, except for acquisitions not exceeding the simplified acquisition threshold, at 19.402 apply to this section. When the SBA intends to appeal a contracting officer’s decision to reject a recommendation of the SBA procurement center representative (or, if a procurement center representative is not assigned, see 19.402(a)) to set aside an acquisition for competition restricted to service-disabled veteran-owned small business concerns, the SBA procurement center representative shall notify the contracting officer, in writing, of its intent within 5 working days of receiving the contracting officer’s notice of rejection. Upon receipt of notice of SBA’s intent to appeal, the contracting officer shall suspend action on the acquisition unless the head of the contracting activity makes a written determination that urgent and compelling circumstances, which significantly affect the interests of the Government, exist. Within 15 working days of SBA’s notification to the contracting officer, SBA shall file its formal appeal with the head of the contracting activity, or that agency may consider the appeal withdrawn. The head of the contracting activity shall reply to SBA within 15 working days of receiving the appeal. The decision of the head of the contracting activity shall be final.

19.1406  Sole source awards to service-disabled veteran-owned small business concerns.

(a) A contracting officer may award contracts to service-disabled veteran-owned small business concerns on a sole source basis (see 19.501(d) and 6.302-5), provided—

(1) Only one service-disabled veteran-owned small business concern can satisfy the requirement;

(2) The anticipated award price of the contract (including options) will not exceed—

(i) $5.5 million for a requirement within the NAICS codes for manufacturing; or

(ii) $3 million for a requirement within any other NAICS code;

(3) The service-disabled veteran-owned small business concern has been determined to be a responsible contractor with respect to performance; and

(4) Award can be made at a fair and reasonable price.

(b) The SBA has the right to appeal the contracting officer’s decision not to make a service-disabled veteran-owned small business sole source award.

19.1407  Contract clauses.

The contracting officer shall insert the clause 52.219-27, Notice of Total Service-Disabled Veteran-Owned Small Business Set-Aside, in solicitations and contracts for acquisitions under 19.1405 and 19.1406.

Now you have the resources to understand the two methods of certification, take action to live your dreams!

With Love and Respect,

Gary

Who Starts a Business?

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The person reading this post does!

So what type of person takes the initiative and risk to start their own business?  There are several books and website that state the type of personality that is required – self motivated, disciplined, risk taker, expertise in a certain field, and etc.  According to these sources, if you do not have these essential qualities, you should stay in your job and let someone else take that role.  The real message is that you should allow someone else determine your future and value.  Do not believe it!

The simple truth is what one person can do anyone can do; the trick is to realize truth of the previous statement for each of us.  Each one of us is capable of achieving much more than we may be capable of realizing.  When you truly believe you have the potential to do anything, you see life differently and life begins to change. Self motivation and discipline automatically begin to replace inaction without a conscious effort.  You feel more alive because you are living in a world of possibilities versus a life of limits.  This is not about achieving outward facing success –  financial and material gains, but about your internal success – how you feel about yourself and life.  Life can be full of promise and excitement…and the possibility of achieving outward success.  All you need to do is start.  Take the first step and believe in yourself and wonderful things will follow.

We do not need to live a life scripted by others, even if those other people, such as family and friends, love us. No one truly feels your pain or joy more than yourself. No one truly knows what you need from life more than yourself.  No one can know you more than yourself and no one can live your life for you except you.  Living for yourself changes everything.  More energy, joy, and a deeper sense of self materialize along with a sense of purpose and that purpose is ultimately you. Never ever undervalue yourself.  You have everything you already need to live the life you want.

Do you feel that there is something missing, maybe a vague dissatisfaction with life or perhaps you find yourself complaining about virtually everything?  These are indicators that you have taken on the role of victim and living based on someone else’s concepts.  You do not have to feel desperately unhappy to start living for yourself. Whenever you create — be it art, a garden, or a business — you live a fuller more meaningful life.  It’s a life long pursuit and it starts with you.

Starting a business, developing an product, or idea are some ways, but not the only ways, of living by your own set of principles and beliefs.  By taking responsibility for the potential of your future, it opens you up to you.

Here’s to taking action and showing gratitude everyday!

With Love and Respect,

Gary

What Life Offers (Freedom is trying to Make Your Dreams Come True)

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Hi All –

I just viewed this incredible video.  It is far too extreme a passion for me to ever try, but I found the message inspiring.  As stated by one of the people in the film, “Freedom is trying to make your dreams come true.”

The notion of success has been evolving — it is no longer defined as attaining a certain position, a high income, or even a significant achievement – it’s about following our dreams and living a life best suited to our needs and desires.  Every day is a success when we feel fulfilled and purposeful.  Let’s define success not by attaining something but by how we live and feel.  No matter if you are starting a business, writing book, or trying to live a healthy lifestyle, do not let fear be a limiting belief.  Everyone has fears, we simply have to acknowledge it and step out regardless.

I told  you it was incredible.  Do you agree?  Let’s follow our own passions – no matter where they lead us.

With Love and Respect,

Gary

Thanks and Gratitude (or Learning how to be Joyful)

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Greetings All –

I’m visiting my family for Thanksgiving this week.  As I am already feeling grateful for being able to travel this Thanksgiving to visit with my family, the holiday is providing another opportunity to reflect on thankfulness in general.

There comes a time in life, if we are lucky, through personal experience, growth, and wisdom we come to realize we are responsible for every element of our lives.  As such, blame is no longer a welcome companion.  We do not blame others for the state of our lives, and interesting enough, we do not blame ourselves — we simply take responsibility for our lives and are thankful.   It doesn’t matter if we prescribe to a religious philosophy or not, the simple act of accepting responsibility and being grateful adds such substantial depth to life that it can be described as being almost magically transformative.  The freedom and joy that can be experienced from this act is tantamount to love — love of self and others.

Accepting responsibility also means giving credit to those who have shaped us into the person we are today … regardless of how the actions of others may have shaped us or propagated our personal growth.

So how does this work?  Responsibility give us freedom. When we accept responsibility, we suddenly have the power to change our lives.  We no longer need permission or approval from anyone to direct our lives into the direction that best serves us.  It doe not matter what anyone else believes what it is to be a father, mother, brother, sister, man, woman, business person, lover, success, failure, good, bad or any other preconceived notion. We are good enough the way we are and moving forward to the person we are to become…whatever that may be.

Our thoughts and actions start to align and our thinking starts to see possibilities rather than limitations.  When responsibility is combined with gratefulness — peace, love and joy enter into our lives and we are no longer prisoners of the blame game or our a painful past.  We can forgive and move forward.

Happy Thanksgiving to you all!  I am grateful to you all!

Here’s to taking action and being grateful each and everyday.

With Love and Respect,

Gary

P.S.

I’ve discovered this little app that I think is wonderful; it helps keep me on track for several small personal daily goals; one of which is to be thankful.  http://balancedapp.com/  FYI:  I do not have a relationship with this company nor receive any sort of compensation from them. I simply like the app.

Knowing the “Why” of things

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Hi All –

I’m a big fan of online content to find inspiration, ideas, and to learn.  It’s one of the reasons I started this blog — to provide information to others, like myself, who wish to pursue their dreams.  I feel that I have been fortunate to have had the opportunity to learn a small bit about federal contracting and wanted to share that knowledge with others who do not have a background in pursuing Government contracts.

One of the sites that I love to visit is http://www.ted.com/.  The TED site provides content devoted to spreading ideas via short presentation and has topics such as business, psychology, and technology.  This particular talk by Simon Sinek “How great leaders inspire action” really resonated with me and I believe it will with you too.

As has been said by many wise individuals, it is vitally important to have our thoughts, intentions, and actions aligned to who we are and how we wish to live our lives.  What we do and how we do it is driven the the deeper why.  I hope Simon’s excellent video resonates as much with you as it did with me.

As always, be grateful and take action each and everyday!

With Love and Respect,

Gary

How to Move Forward (Persistence Revisited)

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Greetings All –

I’ve been away for a while working on my business.  As with many pursuits, this one had a major set back.  A contract we worked hundreds of hours on and won with a Prime teammate did not result in a subcontract as agreed upon in our teaming agreement.  It was a huge disappointment to say the least…especially after bringing  the opportunity to the Prime and writing 90 percent of proposal for a win.  However, when it is time to move on from a disappointment, then we must truly move on.  Life is too short to dwell on should haves or could haves.  There are many opportunities and we need always look forward.

On any endeavor, even those you are passionate about, there will come a time when we can lose momentum and drive especially in the face of a disappointment.

It appears that there are many people who have the delusion that if only they had the proper willpower, then they will succeed.  However, research has shown that willpower is limited and like a muscle becomes fatigued after use, our willpower can also become depleted.  So willpower alone can only take you so far despite how much you wish to succeed.

On a previous post (Fight Resistance – Gain Momentum and Velocity http://wp.me/p4xkC1-1F), I spoke about persistence –  the ability to view and conduct yourself as a professional as written about by Steven Pressfield.  The very act of getting up each day and then doing your work – without complaint (ok, some minor complaining) or excuse — is the mark of a professional.  Having this attitude can help us overcome the inevitable setback we will face on any challenge.  So how do we keep focus and maintain the necessary velocity to do those things that will bring us success?

1.  Treat yourself and others with kindness; love those who you love; do not waste time on anything else.

2.  Establish daily rituals/habits that will continue that help you work toward your goal regardless of what life throws your way; get up each day and take action on your chosen work – be it a business, a novel, or other endeavor.

3.  Accept the fact that some ventures do not work out; our pursuits must have a greater vision than focusing on a single venture or goal.

4.  Remain creative, curious, and passionate about living your life to its greatest potential; you are capable of far more than you and others realize or perhaps understand; if you are not enjoying or feel a drive for what you are doing, it may be time to reassess.

5. Surround yourself with like minded individuals; find mentors and organizations where you can learn and grow; remember to chose your associates carefully as success does lead to success.

6. Rest.  Provide time to recharge your batteries and take care of yourself.

Here’s to living lives that are up to our greatest potential – lives filled with meaningful relationships, self expression, and love; why chose anything less?

With Love and Respect,

Gary

How to Join a Team without Selling Your Soul to the Devil (Subcontracting to a Prime)

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As a new launched business as a Federal Contractor (I’m assuming you’ve set up your company and and are registered in SAM and have a DUNS number; see my previous blog: http://wp.me/p4xkC1-Q), your primary tasks as a company are three fold: 1) generate revenue, 2) earn a profit, and 3) develop past performance.  These task are derived from winning work.  As I have written in the past, there are two ways to work as a federal contractor — as a Prime contractor or a subcontractor.

A excellent path to finding a prime is to join the Service Disabled Veteran Owned Business Council (https://sdvosb-council.org/)  The council provides an avenue to network with Prime contractors for potential teaming opportunities. It also host networking events with larger primes looking to team with small businesses.  Remember that many federal contracts have set-aside contracting goals.  This is a huge benefit to 8a, SDVOSB, SDB, WOSB, and other set-aside categories.

Make sure you have developed your core capabilities statement; the capabilities statement is your written “elevator speech.”  Potential prime contractors and US Government entities review core capability statements when looking for small businesses.

Below is an example of of core capability statement used by Whetstone Security Group, Inc. (www.whetstonesecurity.com)

wsg corporate capabilities 201312040-0001

Prime contractors are looking for set-aside partners they can depend upon.  Make sure as you market your company you always deliver on promises and conduct your business with integrity.  At the end of the day, everything whether in business or personal life is about relationships.  Make sure that you and your business’ reputation is stellar and become know for doing what you say.

Once you have joined a team you will most likely be provided  a Non-disclosure agreement (NDA) and teaming agreement (TA) to sign.  See my previous blog and TA’s, NDA’s, and SubK’s. (http://wp.me/p4xkC1-4m).  Review the TA closely to ensure your company is signing up for a mutually beneficial agreement.  It might be a good idea to engage a Contract Specialist to help you navigate the NDA, TA, and Subcontract process.  The primary take away is to ask for guaranteed work share.  Work share is usually provide in percentages, such as have 20 percent work share.  This means that your company will have 20 percent of the available work on an awarded contract.

Be transparent, operate with integrity, and demonstrate how your company will add value as a prime contractor’s teammate.  You have to put yourself out there and engage with other people, associations, and prime contractors to be known.  Remember, hundreds of people before you have done the same thing — you can do this!

As always, take action each and everyday to drive your business forward and grow as an individual.

With Love and Respect,

Gary

First Things First

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Hi All –

As is usual for all of us, finding a balance between self, family, and my pursuits has been a struggle.  The realization I’ve made is that the balance between choices that provide depth and meaning to my life and necessary daily tasks is more like a seesaw than a balanced scale.  Depending on the hour or week or month, I tend to pay more attention to one aspect of my life than the other…and it’s ok.

I believe that intuitively (when our lives are focused on our self actualization), we will place our attention where it needs to be — self, family, work.  It doesn’t need to be an equal balance; we make choices on what is important and those weighted factors tip the seesaw one way or the other…and sways from one area to the other in constant realignment.

What should drive everything we do is our focus on what brings us the most satisfaction, joy, and peace regardless of where we tend to be focusing our attention on at the moment.  If we are not feeling satisfied, joyful or peaceful, then it doesn’t matter what we are focusing and spending time on.

So as we pursue our business interests there may be times when we are distracted or believe we are not in balance with ourselves or our friends and family, but this is not an excuse not to push forward as soon as you can.  My mantra remains:  “Take Action Every Day!”

The other thing to keep in mind is that we will not do everything we want to do. Period.  We simply need to focus on those things which ultimately brings us satisfaction, joy, and peace in our work and private lives.  Because at the end of the day,  it’s all part of the same thing.

With Love and Respect,

Gary

NDA’s, TA’s, and SubK’s…Really?

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Greetings Entrepreneurs –

Good news for Whetstone Security Group (WSG Inc) and our teammate Ruiz Protective Service!  We were one of three awardees of a Department of Homeland Security contract.  I’m very proud to have had WSG Inc serve as a significant contributor to our team’s win.

The win reminded me that I should share with you the documents you will need to become familiar with when you team with other companies and the jargon used in the federal contracting world.

In this post, you learn a bit about Non-disclosure Agreements (NDAs); Teaming agreements (TAs); and Subcontractor Contracts (SubKs) — see this stuff really is not that complicated; well, the acronyms are not that difficult.

As you begin working in the Federal contracting world, some of the documents you will become to become familiar with are NDAs and TAs.  These documents set the ground rules for partnering with other businesses.

Before most companies will discuss proposal and proprietary information concerning contract teaming opportunities, an NDA is established.  The NDA states that any information discussed is proprietary and will not be shared with other entities outside of the two companies in discussion.  It’s said by some Federal contractors that  NDAs are about as enforceable as a handshake and really do not protect information from disclosure, so there are some companies no-longer requiring NDAs; however, it remains a standard business practice.

You can find an example of an NDA here: http://www.nolo.com/legal-encyclopedia/sample-confidentiality-agreement-nda-33343.html

Teaming Agreements:  TA’s are fairly standardized.  The list below is not all encompassing but is in most TAs:

Purpose – Who is teaming and for what purpose.

Exclusivity – Whether the subcontractor is exclusive to the prime or can team with other companies.  It is often beneficial for a small company to subcontract with different companies to increase the opportunity for work; however, it becomes a challenge to the prime as your price may be the same, higher, or less for other companies and you are privy to their propriety information.  It is reasonable for companies to ask you to be exclusive when signing with them.  This is why guaranteed work share becomes important.

Work share – the percentage of work or revenue that your company is guaranteed or can compete for based on your price for services or labor as a subcontractor.  If at all possible try to avoid a TA that requires you to compete for work (often called “Best Athlete) after a contract has been awarded.  The best scenario is to have guaranteed work share in the event that the team wins an award.

 Proposal Preparation –  The Contractor will act as the prime contractor and will prepare and submit the Proposal and requires the subcontractor to agree to provide proposal support.

Allocation of Cost – Normally states each party is responsible for its own costs and expenses for proposal preparation.

Termination – Sets the conditions for when the TA can be terminated.  Such as when:

  • The contract is awarded to another company
  • Cancellation of the program
  • When the team cannot reach agreement on the terms and conditions of the SOW (price, schedule, and terms
  • The parties mutually agree to terminate this Agreement.

Intellectual Property –  States that any ideas, designs, concepts, techniques, inventions, discoveries or improvement made in performance belong to whom.

Limitation of Liability – Simply states that either party is liable to the other for any lost revenues, lost profits, incidental, indirect, consequential, special or punitive damages.

Enforcement – States where the agreement will be governed in regard to legal action (Usually the State where the Prime is registered).

There are several other articles that may or may not be included in the teaming agreement.  It is highly recommended that you consult your attorney or a contract specialist.  As I have stated previously, you need to have your team (legal, financial, insurance, and others) established to help guide you.

Subcontracts (SubK): The final document will discuss is the SubK.  This is the document that is issued by the prime after a win.  It spells out the terms and condition.

The basis of the subcontract is the Government’s contract with the Prime Contractor.  The Prime will normally “flow down” clauses from the Prime Contract to subcontractor.  Some of these clauses require the subcontractor to following laws regarding federal contracts and are related to the Federal Acquisition Regulation (FAR) and the Defense Federal Acquisition Regulation (DFAR) as well as the Government’s requirements set forth in their Statement of Work (SOW).  Some of the website to review are:

The Department of Labors – Federal Contractor Compliance Adviser:  http://www.dol.gov/elaws/esa/ofccp/determine.asp

Federal Acquisition Regulation: http://www.acquisition.gov/far/

The Defense Federal Acquisition Regulation Supplement: http://www.acq.osd.mil/dpap/dars/dfarspgi/current/

The Small Business Administration has a online learning center with an introduction to Government Contracting.  http://www.sba.gov/tools/sba-learning-center/training/government-contracting-101

I hope this blog added a bit of illumination to NDAs, TAs, and SubKs.  I bet you know what they are now!  Until next time, pursue your dreams and take action each day to reach them.  You can do this.

With Love and Respect,

Gary