Transcript Slide 1

HOW TO DO BUSINESS
WITH THE FEDERAL
GOVERNMENT
An Introduction to Business Matchmaking
Thursday, October 30, 2003
Hyatt Regency Houston
Why The Federal Government?
• World’s best customer
• Buys everything
• Spends billions
Goal of the Federal Government
• A quality product or service
• Delivered on time
• At a competitive price
Okay – So How Do I Get Started?
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Registration
Research
The right people
Finding Opportunities
Certifications
Marketing
Registrations
• Dun & Bradstreet (www.dnb.com) or
1-800-333-0505
• CCR (Central Contractor Registration
(www.ccr.gov)
• Pro-Net (http://pro-net.sba.gov/)
Pro-Net
• Internet-based database of small
businesses
• One stop procurement shop
• A link to procurement opportunities
• Electronic search capability for contracting
officers and prime contractors
• Marketing tool
Research, Research, Research
• Identify your product/service
• Identify who buys your product/service
• Identify your NAICS code
– North American Industry Classification System
• Know your size
– Annual Sales (average last 3 years)
– Number of employees
The Right People
• Start with the Small Business Specialist
– Acts as liaison between supplier & buyer
– Does not buy anything
– Can put you in contact with technical person
or buyer
Finding Opportunities
• FedBizOpps
• www.eps.gov
Types of Businesses –
Other than Large
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Small Business
8(a)
Small, Disadvantaged Business
Woman Owned Small Business
HUBZone Small Business
Veteran Small Business
Service Disabled Veteran Owned Small
Business
Do I Have To Be Certified?
• No, unless you want to participate in
specific programs – 8(a), SDB, HUBZone
• Self-certify
– Small Business
– Woman Owned Small Business
– Veteran Owned Small Business
– Service Disabled Veteran Owned Small
Business
Marketing
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2.
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6.
7.
Market selectively
Market knowledgeably
Market constructively
Market early
Market timely
Market continually
Repeat and improve on steps 1 - 6
Know the Rules !!
• FAR (Federal Acquisition Regulations)
– http://www.arnet.gov/far/
– Each agency may have their own supplement,
i.e., DFARS
• Army - AFARS
– Corps of Engineers – EFARS
• FAR Part 14 – Sealed Bidding
• FAR Part 15 – Contracting by Negotiation
• FAR Part 19 – Small Business Programs
I Found A Job – Now What?
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6.
Read the bid package
Read the bid package
Read the bid package
Make a copy of the bid package
Do not mark up the original bid package
Never submit a bid based on the fact that you
might be able to do the job
7. Never, never, never, never make a unilateral
change to any aspect of a solicitation; an
awarded contract or a contract modification
Can I Just Be A Subcontractor?
• Yes, contact large prime contractors
– Houston area list in your packet (other areas
of country – http://www.sba.gov/GC/cmr.html)
– Small Business Liaison Officers
– Subcontracting plans
– Reviewed by SBA
I Am With The Government And
I Am Here To Help !
Valerie J. Coleman, PCR/CMR
U.S. Small Business Administration
2101 NASA Road 1, Mail Code: BD35
Houston, TX 77058
281/483-1549, FAX: 281/483-4326
[email protected]