Export_Training_Grant_Program_RFP.pdf

Governor’s Office of Business and Economic Development (GO-Biz) Request for Proposal (RFP):

Export Training Grant Program

The Governor’s Office of Business and Economic Development (GO-Biz) invites you to review and apply for this grant opportunity. In submitting your response, you must comply with the instructions found herein.

This is an open solicitation to individual consultants and organizations, including for-profit businesses, nonprofit entities, and government entities.

Costs must be greater than $20,000 and not exceed $200,000 over the term of September 1, 2024, to September 30, 2025.

Responses are due August 16th, 2024, by 8:00 AM PST, to GO-Biz@gobiz.ca.gov with the subject line: “RFP 0000032048 FY 2024-25 Export Training Application.”

GO-Biz Point of Contact:

1325 J Street, Suite 1800 Sacramento, CA 95814 GO-Biz@gobiz.ca.gov

GOVERNOR’S OFFICE OF BUSINESS AND ECONOMIC DEVELOPMENT

STATE OF CALIFORNIA OFFICE OF GOVERNOR GAVIN NEWSOM

mailto:GO-Biz@gobiz.ca.gov

TABLE OF CONTENTS

I. Introduction

II. Background and Program Overview

III. Funding and Duration

IV. Key Activities and Dates

V. Eligible Applicants

VI. Scope of Work

VII. Proposal Content

VIII. Eligible Uses of Funding and Activities

IX. Ineligible Use of Funds

X. Review Process and Application Evaluation

XI. Authorized Representative, Reporting, and Invoicing

XII. Application Submission

XIII. Definitions

I. Introduction

The Governor’s Office of Business and Economic Development (GO-Biz) is California’s leader in job growth and economic development efforts. GO-Biz offers business owners various services, including site selection, permitting assistance, regulatory guidance, small business support, international trade development, which includes export training among its key components.

II. Background and Program Overview

The Budget Act of 2022 (Senate Bill 178, Skinner) and Government Code section

12100.140 et seq. established an Export Training program within GO-Biz. The program is one-time funding for competitive grants to service providers to develop or scale export training programs and curricula. Respondents to this Request for Proposal (“RFP”) must demonstrate their knowledge, skills, and ability to provide such training.

The key purpose of this program is to fund export training programming that supports California small business owners, provides access to export services for underserved businesses, advances immigrant integration and supports immigrant entrepreneurs, and includes training programs in languages other than English wherever possible.

Additionally, this program may consider funding export training programs that are aimed at developing an export-capable workforce should there be sufficient program funding. Organizations are strongly encouraged to collaborate on applications and to utilize each other's resources effectively.

Program Objectives:

• Equip new-to-export businesses with comprehensive knowledge of global markets and essential international trade knowledge.

• Provide ongoing assistance to current exporters, aiding them in sustaining and broadening their presence in foreign markets.

• Cultivate a fresh cohort of businesses eligible for the California State Trade Expansion Program, preparing for participation in export promotion activities, including trade shows.

Benefits to the State:

• Increased employment opportunities and retention facilitated by the increased exports, fostering job growth across various sectors in California.

• Enhanced revenue streams from export sales, supporting economic growth for California businesses.

• Elevated regional economic vitality and prosperity resulting from the expansion of employment opportunities and the infusion of new sales revenue.

• Increased support to underserved and rural communities leading to strengthening their competitiveness in international markets.

https://leginfo.legislature.ca.gov/faces/billNavClient.xhtml?bill_id=202120220SB178 https://export.business.ca.gov/program-details/

GO-Biz reserves the right to reject any applications, extend timelines, and cancel this RFP. Applicants will not be reimbursed for expenses incurred to develop an application or for expenses incurred before executing a grant agreement. All application materials submitted become the property of GO-Biz. GO-Biz may amend, reduce, or cancel the remaining agreement if funding becomes unavailable. GO-Biz’s determination as to eligibility for grant funding, or the amount awarded, is final and not subject to appeal or protest. GO-Biz will be using a merit-based review process.

III. Funding and Duration

The grant performance period is from September 1, 2024, to June 30, 2025. Grant funds cannot be expended after June 30, 2025, though reporting may extend beyond this date.

The minimum grant amount per eligible organization is $20,000 and the maximum grant amount is $200,000. The award will be determined by the competitive score received.

GO-Biz may conduct follow up calls, if deemed necessary, to discuss the proposal and requested amounts. GO-Biz reserves the right to offer an award of lesser amount than the amount requested or otherwise modify the proposal in funding or scope.

Export training funds cannot be used to fund activities that are already entirely funded by other state, federal, or other grant programs. Export training funds may be used to scale or meet gaps in funding for existing programs that meet all grant requirements.

Exporting training funds cannot supplant existing activities.

IV. Key Activities and Dates

ACTIVITY ACTION DATE

RFP Released by GO-Biz July 12, 2024 Deadline for Written Questions

Please submit questions to GO-Biz@gobiz.ca.gov

July 22, 2024, 5:00 PM PST

RFP Questions and Answers Posted on Cal eProcure and on Export Training Network.

July 26, 2024, by 5:00 PM PST

Letter of intent to apply (optional)

Email GO-Biz@gobiz.ca.gov with the subject line: “Letter of Intent FY 2024-25 Export Training Application.”

July 29, 2024

RFP Submission Deadline

Must submit via email to GO- Biz@gobiz.ca.gov with the subject line:

“RFP 0000032048 FY 2024-25 Export Training Application.”

August 16, at 8:00 AM PST mailto:GO-Biz@gobiz.ca.gov https://export.business.ca.gov/resources/export-training-network/ mailto:GO-Biz@gobiz.ca.gov

Notice of Intent to Award sent via email August 23, 2024 Grant Agreements sent to Awardees August 30, 2024 Grant Period September 1, 2024 – September 30, 2025

V. Eligible Applicants

Eligible service providers may include, but are not limited to, consultants, for-profit entities; nonprofit organizations; local government entities, including tribal governments;

economic development agencies; and educational institutions with demonstrated success reaching the target populations, including in languages other than English.

• Individuals with a registered entity are eligible to apply.

o Individuals must have a minimum of ten (10) years of professional experience consulting public agencies or directly to small businesses on international trade.

• Must be able to demonstrate prior experience in building and providing export assistance, technical assistance and/or consultation services to small businesses in relation to federal/state grant programs and international marketing.

• Must have knowledge and experience working with U.S. Department of Commerce, International Trade Administration, export support programs, and/or California State Trade Expansion Program (STEP) grant.

• Must have experience administering programs for small businesses related to export training. Such as cohort-based training; direct 1-on-1 technical assistance;

online webinar series.

• Must have prior experience in managing and complying with contracts, grants, or other cooperative agreements, and cost accounting principles.

• Must have sufficient financial resources to execute the proposed activity and await reimbursements, which can range from 60 to 120 days.

Applicant individuals or organizations have the option to apply individually or jointly.

Each applicant included in a collaborative application must individually meet the eligibility criteria outlined above. In collaborative applications, a lead applicant will engage with GO-Biz and take on primary operational and financial responsibilities for fulfilling the scope of work if awarded. The other participating organizations will be referred to as "subgrantees." GO-Biz will not work directly with or directly fund the subgrantees; it is the responsibility of the lead applicant to appropriately contract with, manage, and fund the subgrantees.

The relationship(s) between the applicant and subgrantee(s) must be disclosed in the Collaborative Declaration Agreement. If the applicant anticipates subcontracting after application submittal, the applicant should disclose that intent as soon as the subgrantee(s) is selected.

Additionally, there are current restrictions for contracting with U.S. vendors and foreign entities if the Contractor is considered a “scrutinized company” as outlined in PCC https://link.edgepilot.com/s/da8856bc/2j6O21g4KE_uoSmHS-hWdQ?u=https://codes.findlaw.com/ca/public-contract-code/pcc-sect-10475.html

10475 et seq. It is the responsibility of the applicant to disclose business activities with any “scrutinized companies.”

VI. Scope of Work

The respondent may develop or build upon an existing export training program.

Recipients of the training should be California-based small business owners, employees of an eligible small business, and/or entrepreneurs. The scope of the export training program must include:

(1) A description of how curriculum and instruction would consider the needs of small businesses. With the opportunity to emphasize inclusive assistance for underserved, rural, and immigrant-owned businesses, the program may offer specialized export training and provide instructional materials in languages other than English whenever possible.

(2) A description of how the program develops and supports an export-capable workforce, where appropriate.

(3) Recipients of the training must meet the following criteria:

1. Is organized or incorporated in the United States.

2. Is headquartered in California.

3. Meets The U.S. Small Business Administration (SBA) size standards are found at

C.F.R. Part 121. https://www.ecfr.gov/current/title-13/section-121.201.

4. Has been in business for at least one (1) year.

5. Is a U.S. company seeking to export goods or services of U.S. origin or have at least 51% U.S. content.

Additionally, GO-Biz encourages applications that:

• Demonstrate a clear understanding of how the export training program and/or curriculum proposed in the application will enable a pipeline of new to export businesses for GO-Biz’s California STEP grant program.

• Support new-to-export businesses in developing actionable export plans.

• Develop targeted coaching or consulting programs for businesses looking to scale export operations.

• Target businesses with clean technologies and other climate-related products and services for tailored export training.

• Advance the global competitiveness of California’s manufacturing sector.

• Target specific industry export needs (e.g. programs tailored for life sciences or biotechnology, consumer products, aerospace, etc.).

• Support immigrant entrepreneurs looking to export or expand their export activities.

• Develop, upskill, or train small business employees to grow a workforce capable of supporting /executing international trade activities and clearly demonstrate how the training is or can be made accessible for disabled employee populations.

https://link.edgepilot.com/s/da8856bc/2j6O21g4KE_uoSmHS-hWdQ?u=https://codes.findlaw.com/ca/public-contract-code/pcc-sect-10475.html https://www.ecfr.gov/current/title-13/section-121.201

• Target businesses in rural communities.

• Demonstrate an understanding of California’s logistics and supply chain sectors and enhance supply chain resiliency.

All awarded applicants must agree to providing GO-Biz access to and engagement with the export training recipients upon request. This may include awarded applicants partnering with GO-Biz on virtual or in-person workshops and additional training and/or networking events.

VII. Proposal Content

Entities responding to this RFP (“Respondent”) must submit the following information with the written proposal in single-spaced, Times New Roman, font size 12. Label each attachment and submit in a Zip file.

• #1.1 Cover letter (PDF 1 Page):

o Name of the applicant organization o Authorized representative contact details, including title, name, phone number, and email address o Address and principal phone number of the organization o Subgrantee contact information (if applicable) o Short summary of the proposed export training program and objectives

• # 1.2 Collaborative Declaration Agreement (optional)

• #2 Key personnel (PDF 1-5 Pages) o Name of key personnel and length of time in the organization o Resume or Curriculum Vitae (CV) of key personnel and any subgrantees

• #3 Export Training Experience (PDF 1-2 Pages) o Demonstrate experience delivering export training programs o Demonstrate relationships with existing industry, local, state, and federal agencies, networks, and resources o Demonstrate ability to deploy targeted marketing and outreach to interested businesses o All the above must also be provided for any subgrantees

• #4 Work Plan (PDF 2-3 Pages) o Scope, objectives, and anticipated outcomes of the proposed export training program o Target recipients of training program o Number of businesses and/or individuals to be trained o Key target sectors, if applicable o Curriculum for New-to-Export and/or Market Expansion clients o Training timeline

• #5 Outreach Efforts (PDF 1-2 Pages) o A description of overall outreach efforts NOTE: Applicants must demonstrate the ability to recruit small businesses to participate in export training programming through their own networks o Planned outreach to and engagement with underserved businesses, immigrant entrepreneurs, and small business operators including in languages other than English, if applicable o Strategy to reach businesses that are new-to-export o Identify partners and stakeholders that will aid in outreach efforts

• #6 Performance Evaluation Process (PDF 1-2 Pages) o A description of the proposed approach to review and track the export training program outcomes.

o Performance evaluation tools may include baseline and post-training assessments, surveys, interviews, or other methodologies.

o Performance evaluation tools should consider both quantitative and qualitative feedback, including business testimonials and success stories.

• #7 Grant Disclosure Statement (PDF 1 Page) o As previously noted, export training funds cannot be used to fund activities that are already entirely funded by other state, federal, or other grant programs. Export training funds may be used to scale or meet gaps in funding for existing programs that meet all grant requirements.

o If applicants are proposing to scale or augment existing export training programs, applicants must disclose current or planned grants dedicated to export training programs.

o Signed statement with the following language:

“(Individual or Organization name) will not duplicate funds or attempt the duplication of funds for the same project or expense covered by other Federal or State grants, such as Market Development Cooperation Program (MDCP) or the Technical Assistance Expansion Program (TAEP)/Technical Assistance Program (TAP).”

• #8 Project Budget (Excel) o Complete the detailed Excel budget spreadsheet for costs to develop and deliver export training.

o The detailed budget breakdown must be at least $20,000 and may not exceed $200,000 and should include the following details, including for all subgrantees:

Identification of positions/classifications titles funded Salary rates In-state travel costs Event execution costs Marketing and outreach Other costs with details

VIII. Eligible Uses of Funding and Activities

Grant funding may be applied towards training workshops and educational courses for small businesses that provide direct and credible knowledge to business owners. These initiatives should yield tangible outcomes such as export plans, strategies, and distribution of best practices handouts.

Supported programs should equip small businesses with the skills, knowledge, and resources essential for initiating, managing, and expanding their export ventures. This involves furnishing them with the necessary tools, training, and networks to navigate export opportunities. The following are examples of eligible expenses:

• Personnel time and effort and/or consultants to develop, expand and implement export training programs. Personnel costs are limited to a maximum of 35% of the total grant award.

• Marketing and outreach to small business owners and key support networks:

digital media (i.e. social media ads), and purchase/subscription to databases or industry sector directories to assist in program outreach, marketing services and other technology tools to support outreach (MailChimp, Constant Contact, etc.).

Marketing and Outreach costs not to exceed 15% of the total grant award.

• Supplies, Rental, or Lease of Facilities and Equipment. Must be directly related to the export training and may not be for administrative or overhead expenses.

Supply costs are limited to a maximum of 5% of the total grant award.

• Customized Market Research Reports. Customized market research to the small businesses such as the Rural America’s Intelligence Service for Exporters (RAISE).

• Travel expenses related to personnel travel for program development. This may include expenses for transportation, lodging, per diem, and meals.

Reimbursement will be subject to rates published by the Department of Human Resources. Travel costs are limited to a maximum of 5% of the total grant award.

• Translation costs to provide programming and materials in foreign languages.

IX. Ineligible Use of Funds

• Administrative salary for any personnel unassociated with the program

• Indirect costs

• Rent and other fixed overhead expenses

• Supplies not related to training, program development, or marketing

• Food and beverage costs at trainings

• Construction or repairs to property, especially alterations that would increase property value to benefit the owner

All costs incurred under the program must be reasonable and are subject to review and audit by GO-Biz. Recipients are responsible for ensuring proper management and financial accountability of state funds.

https://hrmanual.calhr.ca.gov/Home/ManualItem/1/2203 https://hrmanual.calhr.ca.gov/Home/ManualItem/1/2203

X. Review Process and Application Evaluation

All submitted applications will be screened to determine completeness, credibility, and eligibility. All eligible applicants will be evaluated and rated for a potential final award.

Incomplete applications, late applications, or ineligible applicants will not be considered. GO-Biz has sole discretion in selecting qualified organizations that will receive funding. Applicants selected by GO-Biz to receive funding will be notified of the steps required to execute an agreement with GO-Biz.

In general, when reviewing proposals, GO-Biz considers several factors, including: (1) funding eligibility criteria; (2) staffing capacity; and (3) organizational oversight and administrative capacity. The proposals will be evaluated using the following sections and the scoring point scale:

Score Sheet Maximum

Points Possible Score

1. Does the applicant have the necessary capabilities and skills of key personnel to perform the contract or services required (educational and professional qualifications, adequacy for the assignments)?

2. How well does the applicant’s experience directly relate to the needs of the project, particularly in terms of export training and program development?

3. Evaluate the proposal's goals to support New-to- Export and/or Market Expansion clients, considering clarity in scope and objectives, alignment with market priorities and key sectors, and feasibility of the training timeline. Evaluate the proposal’s performance evaluation plan, including feasibility of tracking and reporting outcomes.

4. Does the applicant have clear and executable outreach plans, strategies to engage underserved or New-to-Export businesses, and strategies for reaching new-to-organization businesses, including collaborations with local governments and industry associations?

5. Are the cost estimates provided realistic and well-justified?

Total Points Available 100

XI. Authorized Representative, Reporting, and Invoicing

A. Authorized Representative

i. All applicants must designate an Authorized Representative. Authorized Representatives will carry out a variety of responsibilities during the application process and grant period.

ii. Following the grant period, the Authorized Representative will submit performance and financial reports to GO-Biz.

B. Reporting Requirements

i. The Authorized Representative is responsible for submitting accurate and complete performance reports and financial reports. Where appliable, Authorized Representatives are responsible for collecting accurate and complete performance reports from subgrantees. The Authorized Representative is responsible for submitting all required reports to GO-Biz once reviewed and approved. Reports will be submitted via e-mail to GO- Biz grant administrators.

ii. The reports or portions thereof provided by grantees may be made public.

iii. GO-Biz may withhold payment if reports are not received or are deemed incomplete or inadequate by GO-Biz. Failure to report in a timely manner may impact future eligibility for grant funding from GO-Biz. GO-Biz reserves the right to audit information submitted in a performance report by requesting additional documentation, performing on-site visits, contacting clients served, or verifying other information as necessary to verify the information contained in the reports. Program reviews may be conducted remotely or onsite.

iv. GO-Biz will provide the grantees with a reporting template for submission of periodic financial and activity reports upon execution of the grant agreement. GO-Biz will require grantees to collect, and report aggregated data that includes but is not limited to the list below. Any demographic data that is collected shall be collected voluntarily; those reporting demographic data to the grantee shall not be required to disclose such data. Non-aggregated information collected from individuals participating in funded services shall not constitute a record subject to disclosure under the California Public Records Act (Government Code section 7920.000 et seq.). (Gov. Code § 12100.141, subd. (i).)

a) Export Training Events and Activities

1. Date of event(s)or activity

2. Number of attendees

3. Description of event or activity

b) Number of businesses supported

1. # of New to Export or Market Expansion

2. # of Women-Owned businesses

3. # of Minority-Owned businesses

4. # of Veteran-Owned businesses

5. # of Rural businesses

c) Participant business details

1. Company name

2. Company description

3. Company industry

4. Company website

5. Name and title of person(s) who received export training

6. Email address of person(s) who received export training

7. Company NAICS code

8. Training(s) attended

9. Number of employees

10. Annual revenue

d) Outcomes pre- and post-training based on applicant’s performance evaluation process defined above (see #6 in required work plan)

e) Success stories and qualitative feedback from participants

v. Grantees will be required to follow the reporting schedule. Reports will be due one month after the reporting periods below:

Reporting Period Report Due Period 1: September 1, 2024 – December 31, 2024 Friday, January 31, 2025 Period 2: January1, 2025 – March 31, 2025 Friday, April 25, 2025 Period 3: April 1, 2025 – June 30, 2025 Friday, July 25, 2025 Period 4: July 1, 2025 – September 30, 2025 Friday, October 31, 2025

The authorized representative is required to submit the report via e-mail to GO-Biz.

The authorized representative of the awarded applicant organization is required to meet with GO-Biz staff upon request, including a mid-term progress discussion approximately half-way through the grant period to discuss the status of the project.

The meeting date for these discussions will range from January 6, 2025, to February 28, 2025.

C. Payment Reimbursement and Schedule

i. Selected grantees may invoice GO-Biz for expenses and submit expense reports with the invoice. Grantees shall not exceed the award issued and will not be reimbursed for any expenses incurred beyond the grant amount awarded nor any ineligible expense costs.

Invoicing Period Invoice Due Period 1: September 1, 2024 – December 31, 2024 Friday, January 31, 2025 Period 2: January1, 2025 – March 31, 2025 Friday, April 25, 2025 Period 3: April 1, 2025 – June 30, 2025 Friday, July 25, 2025 Period 4: July 1, 2025 – September 30, 2025 Friday, October 31, 2025

The authorized representative is required to submit the invoice via e-mail to GO-Biz.

ii. Grantees are encouraged to target a spend-down of at least 30% by the end of Period 1, minimum of 65% by Period 2, and complete spend-down by the end of Period 3.

iii. Payments will be made via a mailed physical check and issuance can range from 60 to 120 days.

D. Termination

GO-Biz will assess each grantees achievements against program goals and the awardees scope of work. GO-Biz reserved the right to terminate the agreement in the case of a material breach. A material breach for the purpose of the Program may include, but shall not be limited to:

• Failure to comply with established deadlines including failure to submit timely reports.

• Noncompliance in carrying out the scope of work established in the agreement.

• Failure to communicate with GO-Biz in a timely manner.

• Failure to spend funds in a timely manner, in accordance with the grant agreement.

XII. Application Submission

To be considered for funding, all applicants must comply with the requirements described in this RFP. Incomplete, late, plagiarized, or altered application forms will not be accepted. To apply, submit a complete application no later than 8:00 a.m. PT on August 16, 2024, to GO-Biz@gobiz.ca.gov with the subject line: “RFP 0000032048 FY 2024- 25 Export Training Application.” Applications must be submitted via the email address listed; submissions made through other means, such as fax, will not be accepted.

VERIFICATION OF APPLICANT INFORMATION

By applying, applicants authorize GO-Biz to verify any information submitted in the application. GO-Biz may request additional documentation to clarify or validate any information provided in the application and budget.

LIMITATION

This RFP does not commit GO-Biz to award a contract or to pay costs incurred by bidder in the preparation of a proposal to this RFP. GO-Biz may accept other than the lowest bid based on the secondary evaluation method via the scoresheet shown in section IV, waive minor informalities, and award a contract based only on the written proposal without any discussions with the bidder.

VENDOR FORMS

Please include the completed vendor forms and submit them with your proposal. Blank copies of the required forms will be included in the solicitation documents. The necessary forms are as follows:

• STD 204 – Payee Data Record

• STD 21 – Drug Free Workplace Certification

COPYRIGHTS

By submitting a bid proposal, the Bidder agrees that GO-Biz may copy the bid proposal for purposes of facilitating the evaluation of the bid proposal or to respond to requests for public records. The Bidder consents to such copying by submitting a bid proposal and warrants that such copying will not violate the rights of any third party.

PUBLIC RECORDS ACT

By submitting an application, the applicant acknowledges that GO-Biz is subject to the California Public Records Act (PRA) (Government Code section 7920.000 et. seq.).

Consequently, materials submitted by an applicant to GO-Biz may be subject to disclosure pursuant to a PRA request. In the event that records of the applicant are requested, GO-Biz will notify the applicant, as soon as practicable, that a PRA request for the applicant’s information has been received, but not less than five (5) business days prior to the release of the requested information, to allow the applicant to seek an injunction. GO-Biz will work in good faith with the applicant to protect any confidential information to the extent an exemption is provided by law.

Potential Proposers must email all required materials to GO-Biz.BSU@gobiz.ca.gov no later than August 16, 2024, at 8:00 AM PST. No mailed/hard copy submittals will be accepted. No late proposals will be accepted or considered under any circumstances.

It is recommended that you submit your proposal at least two business days in advance of the final deadline to receive a confirmation of receipt and avoid potential delays due to technical difficulties. If you should experience technical difficulties during the submission, please contact GO-Biz.BSU@gobiz.ca.gov immediately.

XIII. Definitions

Definitions that pertain to this announcement are provided below:

Authorized Representative The principal contact in the proposal and grant agreement.

Immigrant An immigrant is a person who moves from their country of origin to another country, intending to settle there permanently or for an extended period. Immigrants may move for various reasons, such as seeking better economic opportunities, reuniting with family members, or escaping political or social instability in their home country. Immigration often involves legal procedures and requirements, such as obtaining visas, work permits, and residency permits, and may be subject to immigration laws and regulations of the destination country.

Immigrant Integration Immigrant integration is the dynamic, two-way process in which immigrants and the receiving society work together to build secure, vibrant, and cohesive communities.

mailto:GO-Biz.BSU@gobiz.ca.gov mailto:GO-Biz.BSU@gobiz.ca.gov

Successful integration builds stronger, more economically, socially, and culturally inclusive communities. Immigrant integration means people can succeed in American society through progress in three broad areas: linguistic, economic, and social integration.

New to Export If the business has no export experience at all, only ‘accidental’ or ‘novice’ export experience, or no export experience within 24 months.

Small Business Must meet the definition of a “small” business per eCFR :: 13 CFR Part 121 -- Small Business Size Regulations. Note that all employees of affiliates, such as parent companies, subsidiaries, etc., are included in employee and annual receipts totals to determine size eligibility (SBA affiliation definition).

Underserved Businesses At least 51 percent of the business is unconditionally and directly owned and controlled by one or more socially and economically disadvantaged individuals. These are defined as those who have been subjected to racial or ethnic prejudice or cultural bias within American society because of their identities as members of groups and without regard to their individual qualities; whose ability to compete in the free enterprise system has been impaired due to diminished capital and credit opportunities as compared to others in the same or similar line of business who are not socially disadvantaged. These include Black Americans; Hispanic Americans; Native Americans (Alaska Natives, Native Hawaiians, or enrolled members of a Federally or State recognized Indian Tribe); Asian Pacific Americans (complete list available in 13 C.F.R 103); and Subcontinent Asian Americans (persons with origins from India, Pakistan, Bangladesh, Sri Lanka, Bhutan, the Maldives Islands or Nepal).

https://www.ecfr.gov/current/title-13/chapter-I/part-121/subpart-A/subject-group-ECFRf12a11421b08a31/section-121.201 https://www.ecfr.gov/current/title-13/chapter-I/part-121/subpart-A/subject-group-ECFRf12a11421b08a31/section-121.201 https://www.ecfr.gov/current/title-13/chapter-I/part-121/subpart-A/subject-group-ECFRd133f03f6d8398b/section-121.103

EXHIBIT A

COST ESTIMATION (Excel)