Startup

Never Trust a Rudderless Ship to Take you to Your Heart’s Desire

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Destiny is manifested by one’s true purpose, thoughts and actions — not by doing what other believe you should do; what you’ve been taught, or through following someone else’s dreams. Are you living the life that was assigned to you or living a life you have chosen? For many of us, choosing our work, usually by working for someone else has never been a true choice. It is through circumstances or the beliefs and/or personnel fears of others (family, friends, or lack of self-awareness) influenced our choices, thereby placing us into our professions. A sort of benign ignorance of what we really want – work that is attuned to our inner desires that provides inspiration and fulfillment.

“There never was a moment, and never will be, when we are without the power to alter our destiny” (Pressfield, 2002, The War of Art, Kindle Version). As I’ve said before, I am a fan of Stephen Pressfield’s book, “The Art of War” as it clearly describes self-sabotage and how to fight against it. Whatever is keeping you from your life’s purpose needs to be identified and understood. It is only by knowing your enemy that you can defeat it. Procrastination, the subtle sabotage by family and friends, sex, alcohol, fear and other diversions that keep you from your life’s purpose are all forms of self-sabotage or as Pressfield labels it – resistance.

For those that have discovered that the daily pursuit of a business goal is more than just a vehicle of making a living, it is part of the self-realization, that spark of inspiration, that we can — with all our being — take control for our lives and responsibility for how we intend to live it. This is the sometimes underlying, sometimes overt overarching theme by which we try to live each minute of every day…when either with the weight of a hammer or the subtleness of a whisper, resistance takes us from our chosen path. The thing is, once you’ve awaken to the possibility of living your life based on your self-chosen path, you cannot help but return to it. There is no other choice.

We have to be constantly vigilant of when we move away from our path either willingly or from benign neglect. Our very lives depend upon it. To seek out like-minded people can help you keep moving forward whether your work is launching a business, writing a book, or getting healthy. Reading book’s such as Stephen Pressfield’s War of Art, listening to Podcasts, and other content can help keep you focused as long as keep working on your goals each and every day. For those who feel they must know every detail and learn as much as they can before they pursue their destiny – you, my friends, are rolling in self-sabotage. The time to take action is now for we cannot afford to waste time. Too much of our lives have been wasted out of loving ignorance. So let there be an urgency in starting our work; then, once you have started, slow down and methodically do your work each and every day. As long as you are on your path, the sense of urgency is no longer needed – just keep walking.

With Love and Respect,

Gary

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The Reason Why I want to be an Inspiration

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I want to be an inspiration to people. Perhaps this is an egotistical pursuit but if I succeed, I will feel that I’ve done something worthwhile with my life. Does the reason why really matter? How many of us live our lives by just getting by each day? I’m not talking just financially but emotionally too. Do you truly feel alive? Life can be so much more than getting a job, getting married, having a family, and then retiring, and our ultimate demise. The question to ask ourselves is: do we have true and meaningful relationships with our family, friends and ourselves or are we just drifting through life, living a role that we’ve been assigned? The problem is that most of us don’t realize our full potential. Often times it starts with our parents, who although their desire is to protect us, have taught us to be cautious and to timidly live lives of mediocrity. It’s time to break this pattern. The difference between each of us is an illusion. Although it’s been said many times before, what one man has done another can do. The truth is we are mirrors of each other; the difference that we believe exists between us is just an illusion.

Each and everyone of us has a story to tell. The trick is what we do with that story. Are we the hero of our own lives or are we the victim of somebody else’s choices? What we do with our life matters – it’s not just about ourselves – but the generations that follow, our kids and our grand kids or those who we have inspired. If we come from generations of abuse, whether it is from physical or mental abuse, or a pervasive multi-generational belief that was passed down – saying we are not good enough.  It is time to break the cycle and it starts with each of us. We can change the lives of future generations – our children and our children’s  children and perhaps others.

Yes I want to inspire others and ultimately I want to inspire myself. I sincerely hope you do too. That is my wish for you.

As always take action and show gratitude each and every day.

With love and respect,

Gary

Learning Social Media

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i’ve been dabbling in using social media since starting my blog. I started with a Twitter account and tentatively posted a few tweets. The main purpose was to advertise my blog so that I could get the word out to entrepreneurs and service disabled veterans.

I also found that Twitter was a good way to receive valuable information on government contracting, entrepreneurship, and other items of interest.


I use word press for my blog and it automatically allows you to post to social media such as Twitter, Facebook,  and Google plus.

I’ve recently kicked up my social media campaign (no pun intended) with the launch of my kick starter project. Being a neophyte, I wasn’t all that sure how to use Twitter or other social media tools.

After a short amount of research I learned that you could promote certain tweets.  I set a budget of $250 and set a limit of $20 a day. The result was I received a few more followers and my first troll. Actually it was another Twitter account user who tweeted for me to stop spamming. I was a bit embarrassed for this was certainly not the desired effect of the Twitter campaign.  My desire was to let folks know about what I think is a good product and to put the word out about my kick starter campaign.

I also started and Google ad words account. I set another budget of $100 with a limit of $20 a day. Google didn’t place is a small ad when somebody does a Google search for a Neti pot. I’m not certain how effective the campaign is been but I wanted to give my kick starter campaign the best chance for success.

Yesterday I decided to post my first YouTube video. It is an update to my Netti pot design and the show how the heating element works.  Please let me know what you think.

I’m still learning how to use social media but I think it’s a valuable tool. I also believe that podcasts have tremendous potential to reach people, but I’ll leave that for sometime in the future.  I hope this blog helps you to learn how to use social media and helping you to achieve your dreams and goals.

As always take action each and every day and be grateful.

With love and respect,

Gary

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

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.

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

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

Fight Resistance – Gain Momentum and Velocity

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The video above is by Steven Pressfield.  He is the author of “The War of Art: Break Through the Blocks and Win Your Inner Creative Battles” a very readable book that I highly recommend.  The premise is getting past resistance by becoming a professional.  You may believe the book is about getting past writer’s block, but its real message is about living your potential.  I found it powerful and believe it should be read by anyone thinking of becoming an entrepreneur, artist, writer or otherwise engaged in the act of creation.

Like many entrepreneurs, you may be launching your business while you still have your day job. Until you have sufficient revenue to support both your business and yourself, working on your business is done whenever you can find time. Do not let this be an excuse for not moving forward!  Action leads to momentum and velocity to reach your business and personal goals.  I will continue to make action a theme in all I write as it is something I struggle with.

We all have obligations – besides paying the bills, we also need to invest time in our spouses, kids, and hopefully ourselves.  So how do we find time to do it all without becoming overwhelmed?  There are only so many hours in the day, so as entrepreneurs we have to use our time to our best advantage.

Early mornings are where we can all find an extra two hours to devote to our businesses.  That’s 10 hours a week to gain momentum.  After the chores are done and the kids have gone to bed, there are usually another 1 to 2 hours in the evening available.  That’s another 5 to 10 hours a week with weekends available for catchup time.

For me, Saturday mornings and evenings are devoted to the business.  Saturday afternoon are devoted to my family along with Sunday mornings.  I usually devote another 2 hours on Sunday evenings.  That’s a total of 25 to 30 hours to devote a business on a regular schedule.  There will also be time when you are working on a proposal or other projects that will need addition evening and weekend hours, but you can do this!  You may find that you actually enjoy seeing your business start to evolve and also enjoy your down time more especially when you realize how productive you’ve become.

The time we spend working toward our business goals will provide small successes that will help to keep us motivated.  As always, take action each and every day to keep your dreams alive.  When you want to sit on the couch or putter around, that is the evil presence of resistance.  When you have this feeling, it is time to fight and do something that will drive your business forward.

Somethings will no longer be on your daily schedule.  One of the primary activity you will not longer have time for is the great dream killer – television.  I’m not suggesting that you will never watch TV again, but when you do need to veg out (and we all do), it will probably only be for 2 or 3 hours a week rather than every day.

We can also use time to increase our knowledge. For example, I like to read or listen to pod-casts about entrepreneurship.  Pod-cast and audio books are a great way to learn while driving or waiting in traffic.

My advice is to place the following on your daily “to do” list:

1.  Spend time with your family

2.  Spend quite time to think and mediate

3.  Exercise

4. Work toward your dreams

5. Sleep 7 to 8 hours a night

Life is more satisfying when you have your priorities right.  We can have more control of our futures and relationships.  It’s time to turn pro!

With Love and Respect,

Gary

What are Wrap Rates?

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Ah, price-to-win strategies, cost volumes, cost narratives, wrap rates and spreadsheets, some of the simple joys of Government contract proposal development.   Okay, I think I literally heard some snores coming from across the blogisphere.

When I first tried figuring out wrap rates, my mind practically seized up from the shear effort of trying to understand them.  The purpose of this post is to hopefully help you avoid some of the same lost in the lost in the woods feeling I had; I could find almost nothing on the internet about building up labor costs or a definition of wrap rates.

In this blog, I will attempt to guide you through some contractor pricing jargon such as wrap rate (indirect rate) [If anyone happens to be a honest-to-goodness pricer, please feel free to correct me; I will make no assumptions that the information is error free, but it is a good starting point].  I will also show you how to build up a fully burdened labor rate.

As discuss in a previous blog about Government proposals, “Sections C, L and M – What the Heck?” http://wp.me/p4xkC1-2Q, a cost volume is one of the documents you will develop and submit when you pursue a Government proposal.  The price volume normally consists of a cost narrative and spreadsheet(s) showing your cost buildup and price to the Government.

Government contractors closely guard what is commonly referred to as wrap rates.  Wrap rates are those costs that go into the final price you charge the Government for your services or products.  The wrap rate is the total percentage of indirect costs that are multiplied to by base cost to determine a sale price.  Contractor compete against each other, so having a low wrap rate is an advantage over your competitors.  FYI -aggressive contractors try to get close to a 1.6 percent wrap rate.  So what costs go into wrap rates (indirect costs)?

Overhead (O/H) cost – Costs associated with your business such as overhead salaries, recruitment, utilities, equipment, travel, office supplies.

General and Administrative (G&A) cost –  Cost for infrastructure support such as human resources, pay roll services, rent, and etc.

Fringe –  cost of employee health insurance, paid days off, holiday pay, employer sponsored retirement plan (401K) and etc.

Fee – Fee is simply your profit.

Miscellaneous cost – some companies have additional wraps they place against their price such as Material and Handling (M&H); however, what wraps you use depends upon how your company’s financials are structured.

Now you know some of the costs that go into building your price, let’s take the following example. if you are bidding on a proposal that requires the contractor to provide the labor category of administrative assistance, you will need to determine:

1.  The salary your company will propose for the admin assistant.  In our example, let’s say the average salary you can hire an admin assistant is $45,000 a year.

2.  You will divide the salary by 2080 hours.  2080 is the standard for a man year (the total hours a  person would work during a 12-month period).  This give you the hourly unburdened (no wrap) labor rate of $21.63.

3.  Let’s suppose you have the following wrap rates.  They are multiplied against the unburdened hourly labor rate:

Fringe is 30% * $21.63 = $6.49
OH is 10% * $21.63 = $2.16
G&A is 10% * $30.29 ($21.63 (Unburdened Labor) + $.6.49 (Fringe) + $2.16 (OH)) = $3.03
Fee is 10% * 33.32 = $36.65

Wrap Rate:  1.694 percent fully burdened

*You multiply the percentages by the hourly rate and then add the amounts to the hourly labor rate to develop the fully burdened rate.

The formula is $45,000.00 ÷ 2080 =$21.63+ $6.49 (Fringe)+ $2.16 (OH) +$3.03 (G&A is applied to the base plus fringe and OH) =$36.65

The bill (sell) rate of $36.65 is your fully burdened rate.

*Note: there are various ways that wraps can be applied.  This is just how I learned to build up rates.

The Government usually specifies the number of hours that they expect a contractor to work each year.  They can vary but are normally between 1860 hours at the low end to up to 1920 hours.  The difference between the allowable hours and the full man year are usually placed against the fringe cost.  Vacation and holiday hours are normally paid by the contractor.

So this is how you deconstruct a man year between billable and non-billable hours to meet a Government requirement of 1920 labor hours :

2080 (Normal man year)
-1920 (Billable hours)
= 160 (non-billable hours)

160 (non-billable hours; Fringe cost)
– 80 (vacation hours)
– 80 (holiday hours)
= 0 (all hours accounted for)

Wasn’t that fun?  As I may have alluded, I am no pricer, but as a contractor, I need to understand how rates are built up and what will be competitive and you do too.

For simple proposals, I develop the costing myself, but for complicated proposals or efforts where I need to ensure that I am not placing the company in financial jeopardy,  I hire a professional to build the proposal spreadsheets.  They can also offer strategies on reducing your wrap rate and lowering costs.  The bottom line is do not risk under pricing a proposal that may break the bank and endanger your company’s financial health.

Proposals can be a huge drain on a start-up’s limited financial resources, so if you have someone build your spreadsheets for you, try to understand how the spreadsheet works so that you can reuse it on various bids.

Besides labor costs, there may be Other Direct Costs (ODCs).  ODCs are costs such as travel, vehicle rental, housing, allowances or special overseas workman compensation type insurance know as Defense Base Act (DBA). The Government does not allow fee on ODCs — only allows G&A and M&H cost to be applied.  Fee is only applied to labor for service type contracts.

As I stated earlier, along with the pricing spreadsheet, you will need to provide a cost narrative.  This is a text document that explains how your OH, G&A, and other costs are set up.  It also states whether you are Defense Contract Audit Agency (DCAA) compliant.  You can find checklists and tools that may be helpful here: http://www.dcaa.mil/checklist_and_tools.html

This is a link to a sample spreadsheet from the US Army.  It may scare you more than help! http://www.google.com/url?sa=t&rct=j&q=&esrc=s&source=web&cd=1&ved=0CDMQFjAA&url=http%3A%2F%2Fwww.smdc.army.mil%2FContracts%2FSETAC10%2FRFP%2FATTACHMENT%252010%2520-%2520COST_PRICE%2520PROPOSAL%2520WORKSHEET.xlsx&ei=Kl6WU6DzA8ymyASsv4DIBw&usg=AFQjCNHzl3zYems__18y23SfZzDqQM6LtA&sig2=vXzrvKzGCtNGg0dXsVJGTg&bvm=bv.68445247,d.aWw&cad=rja

This is my down and dirty primer on wrap rates and labor cost build ups.  I hope it is of some use to you as you make your way to the world of a Government Contractor.

Remember:  take action each and every day to keep your dreams alive.  Stay persistent and you can achieve great things!

With Love and Respect,

Gary