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How to do Business with the Federal Government
How to do Business with the Federal Government
Top 10 Federal Small Business Contracting Agencies
Top 10 Federal Small Business Contracting Agencies
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How to do Business with the Federal Government

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1How to do Business with the Federal 13Getting Started – Basic Answers. 13.
Government. 1. Cecelia V. Royster Deputy Answer to Question #3 – How do I market
Chief/ Small Business Broker Acquisition them? Department of Commerce Vendor
Management Division National Institute of Outreach Sessions: go to www.COMMERCE.gov,
Standards and Technology. then type on “Outreach” or “Business
2Policy Statement. It is the policy of Fairs” in the Search Box. DOC individual
the United States, as stated in the Small Bureau/Agency Vendor Outreach Sessions:
Business Act, that “all” small businesses www.USPTO.gov, www.NIST.gov or
have the maximum practicable opportunity www.NOAA.gov & click or search on
to participate in providing goods and Outreach Activities. Minority Business
services to the government. 2. Development Agency: www.MBDA.gov for
3SBA Legislation. To ensure that small Counseling Sessions, online training and
businesses get their fair share, SBA: outreach programs.
negotiates annual procurement goals with 14Getting Started – Basic Answers. 14.
each federal agency; reviews each agency’s Answer to Question #3 – How do I market
results; and is responsible for ensuring them? U.S. Department of Agriculture
that the statutory government-wide goals Vendor Outreach Program -
are met. 3. www.usda.gov/osdbu/ U.S. Department of
4Government Wide Statutory Goals. Small Labor Procurement Power Page
business - 23 % of prime contracts SDB - 5 www.dol.gov/osbp/regs/procurement.htm U.S.
% of prime & subcontracts WOSB - 5 % Department of Health & Human Services
of prime & subcontracts HUBZone - 3 % www.hhs.gov/osdbu.
of prime SDVOSB - 3 % of prime & 15Getting Started – Basic Answers.
subcontracts. 4. Answer to Question #3 – How do I market
5Getting Started – Basic Questions. them? Department of Veterans Affairs
Which government agencies buy my products www.va.gov/osdbu U.S. Department of
and services? How do I get in touch with Housing and Urban Development
them? How do I market them? 5. www.hud.gov/offices/osdbu/index.cfm. 15.
6Getting Started – Basic Answers. 6. 16Getting Started – Basic Answers. 16.
Answer to Question #1 (who buys what I Answer to Question #3 – How do I market
sell) The federal government spends them? Develop a Marketing Plan/Strategy
billions annually on products & Subcontracts Prime Contracts Teaming/Joint
services ranging from paperclips to Ventures Mentor Prot?g? Agreements
complex space vehicles As a whole, the Pre-existing Contract Vehicles.
federal government is made up of agencies 17Top 10 Federal Small Business
and each agency is broken down into Contracting Agencies. 17.
various components: Bureaus, field units 18Getting Started. 18. Key Sources of
or districts. In most cases these entities Assistance SBA – Locate your local SBA
are decentralized in their buying Office (http://www.sba.gov/) PTAC –
activities, with each having its own Procurement Technical Assistance Center
mission, budget, contracting shop, and (http://www.sellingtothegovernment.net)
small business specialist. OSDBU – Office of Small &
7Getting Started – Basic Answers. 7. Disadvantaged Business Utilization
Answer to Question #1 who (in Commerce) (www.osdbu.gov) SBDC – Small Business
buys what I sell) Information Technology Development Center
and telecommunications; (Every Commerce (http://www.sba.gov/sbdc/).
Bureau buys it!) Professional, scientific, 19Basic Information. 19. There are two
and technical services; (All bureaus) types of contracting opportunities: Prime
Construction Services; (NOAA and NIST) Contracting – you hold the contract
Ship parts, airplane parts or vehicle Subcontracting – a larger company holds
parts; (By the way, NOAA has a fleet of the contract and you get to work on a
scientific research vessels and aircraft. piece of it.
NOAA also charters ships with crew to 20Basic Information (continued). After
conduct scientific research.) Tip:!! consideration of required sources (read
Review agency Web Sites & FAR Part 8), the contracting officer has 2
Publications! Forecast of choices: 1. use a pre-existing contract
Procurement/Contracting Opportunities (FSS, GWAC, Department-wide contract) 2.
Subcontracting Directory “How to” use open market procedures. 20.
publications (if the agency has one). 21Basic Information (continued). 21. Key
8Getting Started – Basic Answers. 8. Tip: If what you provide is listed on a
Answer to Question #2 – Getting in Touch GSA FSS, then get on the schedule! Why?
Check out these websites: because it is a faster method of buying
http://www.fedmine.us/reports/fedmine_Sale Research, find out what pre-existing
_naics541512_1209940701.html Identify vehicles are used by the agencies you have
which agency or bureau buys your product targeted and most importantly, let
or service (hint: know your NAICS code) agencies know what contract vehicles you
www.fedbizopps.gov – Register - get have available to them.
notices of government requirements for 22Basic Information (continued). 22. $
your NAICS code. amounts & methods of procurement you
9Getting Started – Basic Answers. 9. should know about: Up to $3,000 –
Answer to Question #2 – Getting in Touch Micropurchase (credit card)
More websites: www.fedbid.com – Register - $3,001-$100,000 – Simplified Acquisition
Compete on-line for government Procedures (SAP) Over $100,000 – Formal
requirements in your NAICS code Contracting Procedures Note: under
www.mbda.gov – Register – Phoenix Database commercial items test – $5,000,000 can be
to get free contract referrals. considered SAP.
10Getting Started – Basic Answers. 10. 23Small Business Procurement Programs.
Question #2 – Keeping in Touch - More 8(a) Program set-aside HUBZone Program
websites: ccr.gov - Register on Dynamic set-aside SDVOSB Program set-aside
Small Business Search. SBA’s Pro-Net Traditional Small Business set-aside Full
database is combined with DoD’s Central & Open competition tools SDB
Contractor Registration database, a Subcontracting Mentor-Prot?g? Program
popular database used by Contracting HUBZone Price Evaluation Preference (10%).
Officers. Register to be paid. 23.
sba.gov/subnet - Prime Contractors post 24Small Business Procurement Programs.
subcontracting opportunities here. Currently, there is no way to limit the
mbda.gov – Commerce Minority Business competition to: WOSB SDB (We target SDB
Development Administration provides small through the 8(a) Program) VOSB. Therefore,
businesses counseling and technical marketing is critical! 24.
assistance comparable to SBA’s Business 25The “Model” Small Business Firm. 25.
Development Centers, DoD’s PTACs Working in the federal marketplace
vetbiz.gov (VA’s website for VOSB and understands: Core competencies Marketing
SDVOSB). VA’s Center for Veterans and relationship building
Enterprise. Schedules/Multiple award contracts Open
11Getting Started – Basic Answers. 11. Market procurement (FEDBIZOPPS) Prime
Answer to Question #3 – How do I market contracting Subcontracting.
them? One of the most effective approaches 26The “Model” Small Business Firm. 26.
to marketing is to meet with the bureau Equipped to do business with the
Small Business Specialists (SBS). The Government: Accepts the government
Commerce SBS are located in our purchase card (Visa or Mastercard) Has
acquisition offices and they work closely good marketing materials Has a niche
with the contracting officers. Participate (What’s yours?) Has resources (people,
in: Targeted Outreach Activities Local equipment) Is web savvy Is registered in
Conferences/Trade Shows Focus on 3-5 Government pre-existing databases
agencies & allow 18-24 months for (CCR/Pro-Net, Fedbizopps).
relationship building. 27In Summary What Really Works... 27.
12Getting Started – Basic Answers. 12. Relationships Networking Multiple
Answer to Question #3 – How do I market Contracting Vehicles Continuous Marketing.
them? Tip: Know Your Selected Agencies! Being Prepared Get Involved Past
Remember, the government is decentralized. Performance Share Information Patience
Most agencies consist of numerous buying Persistence.
activities. (Example: Department of 28Hot Tip! Learn the Acronyms and
Commerce has 12 bureaus (13 if you count Buzzwords! What does This Mean? “I got
Departmental Management which is CFO/ASA together with the COTR (Pronounced
organization); Justice has 9 bureaus; “Co-Tar”) and put together a JOFOC
Treasury has 10 bureaus; DOT has 10 (Pronounced “Joe-Fock”) for the C.O. – She
bureaus. Commerce has 5 acquisition used it to justify a FAR Part 8 limited
offices; NIST, NOAA, OS, PTO, and Census. competition under a GSA Sched 70 GWAC
NOAA has delegated procurement authority (Pronounced “GeeWac”), and I won!”. 28.
to its program offices up to $25,000. Home work always comes before success in
Learn what each targeted agency bureau the dictionary & Small Business
does, can do, and how they spend their Procurement!
money!
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