GovDiscovery AI Podcast with Mike Shanley

Ep 33: USAID & Small Businesses: Kimberly Ball, Director, OSDBU

Date: September 24, 2024

Episode Overview

This episode features a conversation between host Mike Shanley and Kimberly Ball, Director of the Office of Small and Disadvantaged Business Utilization (OSDBU) at USAID. With more than 20 years of agency experience, Kimberly provides a comprehensive look at how USAID engages with U.S. small businesses, the agency’s approach to localization, practical advice for new entrants, and the evolving priorities for OSDBU moving into 2025. The discussion is packed with actionable insights, real examples, and guidance for small businesses looking to work with USAID.

Key Discussion Points & Insights

The Role and Mission of OSDBU

• OSDBU’s Mandate and Scope
  • The office is the first point of entry for all categories of U.S. small businesses interested in partnering with USAID.
  • "We work only with U.S. small businesses and that is mandated by law." (Kimberly Ball, 02:10)
  • Works both externally (outreach/events) and internally (ensuring USAID considers small business in acquisitions).
  • Example activities: attending industry conferences, hosting outreach, ensuring opportunities for small business participation in agency solicitations.

Day-to-Day Activities of OSDBU

• External Focus:
  • Attends and participates in conferences (National 8(a) Conference, Women’s Chamber events, State Department forums, etc.) to find and engage new small business partners. (03:26)
• Internal Focus ("In-Reach"):
  • Works with USAID bureaus, offices, and missions to incorporate small business requirements in contracting.
  • Reviews agency contract proposals to ensure small business participation—through set-asides or subcontracting.
  • Facilitates industry days, posts RFIs and Sources Sought notices on SAM.gov, supports agency staff with training.

Localization and Small Business

• OSDBU’s Approach to Localization:
  • Kimberly notes USAID’s commitment to shifting agency work to local organizations—balancing U.S. and local perspectives.
  • "Our agenda is always to work ourselves out of a job, but the question becomes, what does that really look like?" (Kimberly Ball, 06:00)
• Small Businesses as Localizers:
  • U.S. small businesses naturally build local partnerships and often rely on local partners more than large firms.
  • Story Highlight:
    • Training with small businesses in Ghana. Local partner “Mercy” (a Ghanaian woman) shared firsthand how U.S. small businesses empowered local farmers—showcasing capacity building and partnership impacts.
    • "[Mercy] really talked about the work being done through the small business for these local organizations... opened up the minds of a lot of the [USAID staff] in the room about what localization means." (Kimberly Ball, 09:20)

How Small Businesses Can Connect with OSDBU

• Accessible Communications:

  • "We answer our phones. Or maybe don't call; maybe send an email… We have an email address, OSDBU1[at]usaid.gov." (Kimberly Ball, 10:56)
  • Website lists OSDBU staff portfolio contacts (e.g., Marcus Moon for Tanzania, Kevin Davis for domestic/IT questions).

• Upcoming Outreach:

  • OSDBU will soon post event calendars with both virtual and in-person opportunities to connect, including major conferences and Congressional Black Caucus events. (12:40)

Advice to New Small Business Entrants

• Preparation is Key:

  • "USAID does a tremendous job of making sure we put out there what it is we're buying." (Kimberly Ball, 14:10)
  • New small businesses should:
    • Research USAID’s work and identify where their capabilities align—regionally and technically.
    • Review the USAID Business Forecast and Country Development Cooperation Strategies (CDCSs).
    • Have clarity on location and technical focus before reaching out—otherwise, OSDBU will direct you to do more homework first.
  • "Are you in the diaspora? Are you already doing business on the ground? These things will help as you come to USAID." (Kimberly Ball, 16:31)
  • Example of cross-federal contractors: DOD contractors must understand differences between DOD and USAID contexts.

• Use Past Data:

  • "Take a look at the forecast—and not just what's forward-facing, but what have we already bought... Even if it’s already awarded, it helps us to understand what you’re pursuing." (Kimberly Ball, 17:42)

The Importance and Impact of Outreach

• Persistence Pays Off:
  • Reaching out, especially if a requirement isn’t yet a set-aside, can influence internal USAID decisions.
  • Story Highlight:
    • Kimberly shares an example where a small business wrote a “flip letter” about a mission contract. With OSDBU’s help, market research was conducted, and the work became a small business set-aside.
    • "Because the small business raised their hand and said, 'We can do this,' we were able to collaborate and make it happen." (Kimberly Ball, 21:11)

OSDBU Priorities Looking into 2025

• Overseas Focus:
  • Despite success in the U.S. (23% of contracts to small businesses), field (overseas) small business utilization lags (overall USAID: 14%).
  • Increasing small business participation abroad through conferences, regional networking, missions engagement, and setting ambitious field goals.
• Growing the Pipeline:
  • With successful firms "graduating" out of the small business program, OSDBU is increasing outreach to build new entrants.
  • "Now is a great time. If you’re not already at USAID, it’s a great time to come because we are looking for all categories of U.S. small businesses to join us." (Kimberly Ball, 26:36)
• Forced Labor & Supply Chain Focus:
  • OSDBU recently convened a focus group with small businesses to address forced labor in supply chains—engaged leadership from procurement, democracy, and rights bureaus.
  • "It's an opportunity for small businesses to share their expertise... that helps people understand the value that you bring to the table." (Kimberly Ball, 28:00)

Events and Networking Opportunities

• Return to “Back to Basics” Events:
  • OSDBU plans to revive “How to Do Business with USAID” events with tailored content for various bureaus (e.g., Bureau for Management). (29:16)
  • Fireside chats, networking events, and virtual/in-person opportunities—e.g., recent Rwanda mission event discussed practicalities of fulfilling overseas contracts.
  • Emphasis on meeting staff and building relationships for partnership success.
  • "We want to make sure that we also are seeing you live and in person, so we can shake hands." (Kimberly Ball, 31:04)

Notable Quotes & Memorable Moments

| Time | Speaker | Quote / Moment | |--------|---------------|----------------------------------------------------------------------------| | 02:10 | Kimberly Ball | "We work only with U.S. small businesses, and that is mandated by law." | | 06:00 | Kimberly Ball | "Our agenda is always to work ourselves out of a job..." | | 09:20 | Kimberly Ball | "It was really powerful to have this person [Mercy] show what localization means."| | 10:56 | Kimberly Ball | "We answer our phones. Or maybe don't call; maybe send an email..." | | 14:10 | Kimberly Ball | "USAID does a tremendous job of making sure we put out there what it is we're buying."| | 16:31 | Kimberly Ball | "Are you in the diaspora? Are you already doing business on the ground?" | | 17:42 | Kimberly Ball | "Take a look at the forecast—...what have we already bought?" | | 21:11 | Kimberly Ball | "Because the small business raised their hand and said, 'We can do this,'...we were able to collaborate and make this happen."| | 26:36 | Kimberly Ball | "Now is a great time. If you're not already at USAID, it's a great time to come because we are looking for all categories of U.S. small businesses..." | | 28:00 | Kimberly Ball | "...it's an opportunity for small businesses to share their expertise...that helps people understand the value that you bring to the table."| | 31:04 | Kimberly Ball | "We want to make sure that we also are seeing you live and in person, so we can shake hands."|

Timestamps for Key Segments

• 02:06 — What is OSDBU? Mission and services.
• 03:26 — OSDBU activities (outreach, in-reach, reviews, support).
• 05:18 — Localization and how small businesses fit in.
• 08:00 — Story of Ghana site visit and small business-local partnership.
• 10:47 — Contacting OSDBU and staff structure.
• 13:58 — Advice for new small businesses approaching USAID.
• 17:42 — The value of knowing USAID's procurement history.
• 21:11 — Example of 'flip letter' turning into small business set-aside.
• 22:45 — OSDBU priorities for 2025.
• 24:27 — Impact of attending conferences on building partnerships.
• 27:34 — Forced labor and the importance of small business voice.
• 29:16 — Upcoming events, "Back to Basics," and networking opportunities.

Final Thoughts

Kimberly Ball’s insights reveal a proactive, accessible, and growing OSDBU team within USAID, placing a distinct focus on overseas small business utilization and increased outreach. For small businesses, the message is clear: do your homework on USAID priorities and opportunities, connect with OSDBU early (preferably via email), and take advantage of the ramp-up in both virtual and in-person engagement opportunities planned for the coming year.

Links and Contacts:

• OSDBU Contacts: USAID OSDBU
• Email: OSDBU1@usaid.gov
• USAID Resources: USAID Business Forecast, Country Strategies (CDCS), and more on usaid.gov/work-usaid