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How to do Business with the Federal Government
How to do Business with the Federal Government
Policy Statement
Policy Statement
SBA Legislation
SBA Legislation
Government Wide Statutory Goals
Government Wide Statutory Goals
Getting Started  Basic Questions
Getting Started Basic Questions
Getting Started  Basic Answers
Getting Started Basic Answers
Getting Started  Basic Answers
Getting Started Basic Answers
Getting Started  Basic Answers
Getting Started Basic Answers
Getting Started  Basic Answers
Getting Started Basic Answers
Getting Started  Basic Answers
Getting Started Basic Answers
Getting Started  Basic Answers
Getting Started Basic Answers
Getting Started  Basic Answers
Getting Started Basic Answers
Getting Started  Basic Answers
Getting Started Basic Answers
Getting Started  Basic Answers
Getting Started Basic Answers
Getting Started  Basic Answers
Getting Started Basic Answers
Getting Started  Basic Answers
Getting Started Basic Answers
Top 10 Federal Small Business Contracting Agencies
Top 10 Federal Small Business Contracting Agencies
Getting Started
Getting Started
Basic Information
Basic Information
Basic Information (continued)
Basic Information (continued)
Basic Information (continued)
Basic Information (continued)
Basic Information (continued)
Basic Information (continued)
Small Business Procurement Programs
Small Business Procurement Programs
Small Business Procurement Programs
Small Business Procurement Programs
The Model Small Business Firm
The Model Small Business Firm
The Model Small Business Firm
The Model Small Business Firm
In Summary What Really Works
In Summary What Really Works
Hot Tip
Hot Tip

: How to do Business with the Federal Government. : Jody Falvey. : How to do Business with the Federal Government.ppt. zip-: 287 .

How to do Business with the Federal Government

How to do Business with the Federal Government.ppt
1 How to do Business with the Federal Government

How to do Business with the Federal Government

1

Cecelia V. Royster Deputy Chief/ Small Business Broker Acquisition Management Division National Institute of Standards and Technology

2 Policy Statement

Policy Statement

It is the policy of the United States, as stated in the Small Business Act, that all small businesses have the maximum practicable opportunity to participate in providing goods and services to the government.

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3 SBA Legislation

SBA Legislation

To ensure that small businesses get their fair share, SBA: negotiates annual procurement goals with each federal agency; reviews each agencys results; and is responsible for ensuring that the statutory government-wide goals are met.

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4 Government Wide Statutory Goals

Government Wide Statutory Goals

Small business - 23 % of prime contracts SDB - 5 % of prime & subcontracts WOSB - 5 % of prime & subcontracts HUBZone - 3 % of prime SDVOSB - 3 % of prime & subcontracts

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5 Getting Started  Basic Questions

Getting Started Basic Questions

Which government agencies buy my products and services? How do I get in touch with them? How do I market them?

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6 Getting Started  Basic Answers

Getting Started Basic Answers

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Answer to Question #1 (who buys what I sell) The federal government spends billions annually on products & services ranging from paperclips to complex space vehicles As a whole, the federal government is made up of agencies and each agency is broken down into various components: Bureaus, field units or districts. In most cases these entities are decentralized in their buying activities, with each having its own mission, budget, contracting shop, and small business specialist.

7 Getting Started  Basic Answers

Getting Started Basic Answers

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Answer to Question #1 who (in Commerce) buys what I sell) Information Technology and telecommunications; (Every Commerce Bureau buys it!) Professional, scientific, and technical services; (All bureaus) Construction Services; (NOAA and NIST) Ship parts, airplane parts or vehicle parts; (By the way, NOAA has a fleet of scientific research vessels and aircraft. NOAA also charters ships with crew to conduct scientific research.) Tip:!! Review agency Web Sites & Publications! Forecast of Procurement/Contracting Opportunities Subcontracting Directory How to publications (if the agency has one)

8 Getting Started  Basic Answers

Getting Started Basic Answers

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Answer to Question #2 Getting in Touch Check out these websites: http://www.fedmine.us/reports/fedmine_Sales_naics541512_1209940701.html Identify which agency or bureau buys your product or service (hint: know your NAICS code) www.fedbizopps.gov Register - get notices of government requirements for your NAICS code

9 Getting Started  Basic Answers

Getting Started Basic Answers

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Answer to Question #2 Getting in Touch More websites: www.fedbid.com Register - Compete on-line for government requirements in your NAICS code www.mbda.gov Register Phoenix Database to get free contract referrals.

10 Getting Started  Basic Answers

Getting Started Basic Answers

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Question #2 Keeping in Touch - More websites: ccr.gov - Register on Dynamic Small Business Search. SBAs Pro-Net database is combined with DoDs Central Contractor Registration database, a popular database used by Contracting Officers. Register to be paid. sba.gov/subnet - Prime Contractors post subcontracting opportunities here. mbda.gov Commerce Minority Business Development Administration provides small businesses counseling and technical assistance comparable to SBAs Business Development Centers, DoDs PTACs vetbiz.gov (VAs website for VOSB and SDVOSB). VAs Center for Veterans Enterprise.

11 Getting Started  Basic Answers

Getting Started Basic Answers

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Answer to Question #3 How do I market them? One of the most effective approaches to marketing is to meet with the bureau Small Business Specialists (SBS). The Commerce SBS are located in our acquisition offices and they work closely with the contracting officers. Participate in: Targeted Outreach Activities Local Conferences/Trade Shows Focus on 3-5 agencies & allow 18-24 months for relationship building.

12 Getting Started  Basic Answers

Getting Started Basic Answers

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Answer to Question #3 How do I market them? Tip: Know Your Selected Agencies! Remember, the government is decentralized. Most agencies consist of numerous buying activities. (Example: Department of Commerce has 12 bureaus (13 if you count Departmental Management which is CFO/ASA organization); Justice has 9 bureaus; Treasury has 10 bureaus; DOT has 10 bureaus. Commerce has 5 acquisition offices; NIST, NOAA, OS, PTO, and Census. NOAA has delegated procurement authority to its program offices up to $25,000. Learn what each targeted agency bureau does, can do, and how they spend their money!

13 Getting Started  Basic Answers

Getting Started Basic Answers

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Answer to Question #3 How do I market them? Department of Commerce Vendor Outreach Sessions: go to www.COMMERCE.gov, then type on Outreach or Business Fairs in the Search Box. DOC individual Bureau/Agency Vendor Outreach Sessions: www.USPTO.gov, www.NIST.gov or www.NOAA.gov & click or search on Outreach Activities. Minority Business Development Agency: www.MBDA.gov for Counseling Sessions, online training and outreach programs.

14 Getting Started  Basic Answers

Getting Started Basic Answers

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Answer to Question #3 How do I market them? U.S. Department of Agriculture Vendor Outreach Program - www.usda.gov/osdbu/ U.S. Department of Labor Procurement Power Page www.dol.gov/osbp/regs/procurement.htm U.S. Department of Health & Human Services www.hhs.gov/osdbu

15 Getting Started  Basic Answers

Getting Started Basic Answers

Answer to Question #3 How do I market them? Department of Veterans Affairs www.va.gov/osdbu U.S. Department of Housing and Urban Development www.hud.gov/offices/osdbu/index.cfm

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16 Getting Started  Basic Answers

Getting Started Basic Answers

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Answer to Question #3 How do I market them?

Develop a Marketing Plan/Strategy Subcontracts Prime Contracts Teaming/Joint Ventures Mentor Prot?g? Agreements Pre-existing Contract Vehicles

17 Top 10 Federal Small Business Contracting Agencies

Top 10 Federal Small Business Contracting Agencies

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18 Getting Started

Getting Started

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Key Sources of Assistance SBA Locate your local SBA Office (http://www.sba.gov/) PTAC Procurement Technical Assistance Center (http://www.sellingtothegovernment.net) OSDBU Office of Small & Disadvantaged Business Utilization (www.osdbu.gov) SBDC Small Business Development Center (http://www.sba.gov/sbdc/)

19 Basic Information

Basic Information

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There are two types of contracting opportunities: Prime Contracting you hold the contract Subcontracting a larger company holds the contract and you get to work on a piece of it

20 Basic Information (continued)

Basic Information (continued)

After consideration of required sources (read FAR Part 8), the contracting officer has 2 choices: 1. use a pre-existing contract (FSS, GWAC, Department-wide contract) 2. use open market procedures

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21 Basic Information (continued)

Basic Information (continued)

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Key Tip: If what you provide is listed on a GSA FSS, then get on the schedule! Why? because it is a faster method of buying Research, find out what pre-existing vehicles are used by the agencies you have targeted and most importantly, let agencies know what contract vehicles you have available to them.

22 Basic Information (continued)

Basic Information (continued)

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$ amounts & methods of procurement you should know about: Up to $3,000 Micropurchase (credit card) $3,001-$100,000 Simplified Acquisition Procedures (SAP) Over $100,000 Formal Contracting Procedures Note: under commercial items test $5,000,000 can be considered SAP

23 Small Business Procurement Programs

Small Business Procurement Programs

8(a) Program set-aside HUBZone Program set-aside SDVOSB Program set-aside Traditional Small Business set-aside Full & Open competition tools SDB Subcontracting Mentor-Prot?g? Program HUBZone Price Evaluation Preference (10%)

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24 Small Business Procurement Programs

Small Business Procurement Programs

Currently, there is no way to limit the competition to: WOSB SDB (We target SDB through the 8(a) Program) VOSB. Therefore, marketing is critical!

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25 The Model Small Business Firm

The Model Small Business Firm

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Working in the federal marketplace understands: Core competencies Marketing and relationship building Schedules/Multiple award contracts Open Market procurement (FEDBIZOPPS) Prime contracting Subcontracting

26 The Model Small Business Firm

The Model Small Business Firm

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Equipped to do business with the Government: Accepts the government purchase card (Visa or Mastercard) Has good marketing materials Has a niche (Whats yours?) Has resources (people, equipment) Is web savvy Is registered in Government pre-existing databases (CCR/Pro-Net, Fedbizopps)

27 In Summary What Really Works

In Summary What Really Works

..

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Relationships Networking Multiple Contracting Vehicles Continuous Marketing

Being Prepared Get Involved Past Performance Share Information Patience Persistence

28 Hot Tip

Hot Tip

Learn the Acronyms and Buzzwords!

What does This Mean? I got together with the COTR (Pronounced Co-Tar) and put together a JOFOC (Pronounced Joe-Fock) for the C.O. She used it to justify a FAR Part 8 limited competition under a GSA Sched 70 GWAC (Pronounced GeeWac), and I won!

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Home work always comes before success in the dictionary & Small Business Procurement!

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