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Selling to the Federal Government Rich Delisio Kent Ohio Procurement Technical Assistance Center Making the Decision • What does the Government buy? – Practically EVERYTHING • What is your core competency? – Define what you can do best • Is your commercial market strong? • Do you have adequate financial resources? • Are you willing to make the investment? Small Business Advantage • Federal purchases > $3,000 < $100,000 reserved for small businesses • Purchases < $3,000 classified as "micropurchases" and can be made without obtaining competitive quotes • Contracts > $550,000 (or $1,000,000 for construction of a public facility) large prime contractors and other-than-small subcontractors submit subcontracting plans Getting Started Be prepared before you hit the road! Step 1 ~ Research • Know where you’re going – Who purchases your products/service? – At what volume? • Resources – Federal Procurement Data System (FPDS) • https://www.fpds.gov – DLA-BSM Internet Bid Board System • https://www.dibbs.bsm.dla.mil – Federal Business Opportunities • http://www.fbo.gov – Procurement Forecasts • http://www.sba.gov/GC/forecast.html Step 2 ~ Definition • NAICS – North American Industrial Classification Code – Identify type of business http://www.census.gov/eos/www/naics/ • FSC – Federal Supply Code – Identify the category or product or service – Numeric codes are product – Alpha codes are services http://www.dlis.dla.mil/h2 Step 3 ~ Required Registrations • Central Contractor Registration (CCR) – www.ccr.gov – DUNS Number – call 1-866-705-5711 – SBA Small Business Dynamic Database • Online Representations & Certifications – ORCA https://orca.bpn.gov/ Step 4 ~ Certifications • Formal Certification • Self Certification – 8a – HubZone – Woman Owned – Small Business, SDB – SDVOSB Federal Contracting and Prime Subcontracting Goals 23% Small Business 5% 8a / SDB – Set Asides 5% HubZone – Set Asides 5% Woman Owned 5% SDVOSB – Set Asides Step 5 ~ Veteran Registrations • • • • www.vetbiz.gov 5% aside goals (SDVOB) 7% goals for the VA MUST have – DD214 – Adjudication from VA Step 6 ~ Procurement Methods • Open Competition – Open to all vendors – Awarded to best offer • Direct Purchase – CO selects vendor – Credit Card • GSA Schedule – Pre-approval of product/service and price • DoD E-Mall – Internet - based Electronic Mall Step 7 ~ Finding Opportunity • Federal Business Opportunities – Purchase $25k and over – Refers to agency site • Defense Logistics Agency (DLA) – DIBBS -BSM • Solicitation • Drawings • Quoting Step 8 ~ Peripheral Documents • Drawings – Generally available through buying activity – Restricted Drawings • U.S./Canada Joint Certification Program DD Form 2345 • Military & Private Industry Standards – http://assist.daps.dla.mil/online/start/ • Federal Acquisition Regulations – http://farsite.hill.af.mil/ Step 9 ~ Submitting a Quote • Online quoting system – BSM - Dibbs – NECO – TACOM • You must register before you can quote • Be prepared BEFORE you start Step 10 ~ Rules • • • READ the solicitation Re-read the solicitation Understand exactly what is being requested • • • • • • • • Statement of Work (SOW) Quantity – unit of issue Packaging, RFID (Radio Frequency Identification), Delivery Have all specs, drawings, FAR’s, etc Master Solicitation for Online bidding sites Calculate price carefully – include all costs (packaging, overhead, etc) Read the solicitation Submit timely and properly Step 11 ~ Who You Gonna Call? Step 12 ~ PTAC • PTAC provides assistance with the procurement process – Bid Matching – Bid Preparation – Website Training – Certification Assistance – Registration Assistance – Ask and Ye Shall Receive ~ PTAC ~ • The PTAC Network was started in 1985 by the Department of Defense to assist small businesses selling to the government. • PTAC is a nationwide network. • PTAC is a non-profit technical assistance program funded by the DoD and Ohio Department of Development. • Services are provided at NO COST! ~ RESOURCEFUL ~ • TKO Training (Ohio Advantage) • ABVS(Automated Best Value System) • Board of Resourceful Directors (active 8 free advice) CONTACTS in SMALL BUSINESS !!! ~ Websites ~ www.google.com/unclesam (procurement,doing business with.) ~ More Websites ~ • General Services Administration – www.gsaelibrary.gsa.gov • Military – http://www.sellingtoarmy.net – http://www.selltoairforce.org – http://www.tacom.army.mil – https://www.neco.navy.mil – http://www.dscc.dla.mil Characteristics of Success ~ Commitment Determination Persistence Responsive, Responsible @ the right opportunity window ~ Contact ~ Kent Ohio Procurement Technical Assistance Center (PTAC) 211 East Summit Street Kent, Ohio 44240 phone: (330) 474-3601 Rich Delisio, [email protected] Summit, Stark, Portage, Wayne & Medina counties ~ Contact ~ Bob Fenn, [email protected] Lake, Cuyahoga, Lorain, Geauga & Ashtabula counties. Phone: (440) 357-2295 Steve Danyi, [email protected] Trumbull, Mahoning & Columbiana counties. Phone: (330) 759-3668 Q&A