Transcript Document

Government Contracting 101: What All
Businesses Need to Know
February 18, 2014
Wyoming Entrepreneur Procurement Technical Assistance Center
Brett Housholder
Andrea Lewis
Alyssa Lozier
Topics
• Part I – Basics to
Consider Before You
Jump Into Government
Contracting
• How is the Govt.
market different?
• How much does the
Govt. buy of your
good/service?
• What are basic
requirements?
• How do you market to
the Govt.?
Topics
• Part II – What You
Need to Know After You
Jump Into Government
Contracting
•
•
•
•
•
Set Asides
Purchasing Thresholds
Types of Solicitations
Types of Contracts
How to Find
Opportunities
Topics
• Part III – How to
Pursue Opportunities
• Offer/Acceptance
• How Contracts Are
Awarded
• Responsive vs.
Responsible
• Proposal Review
• Payment
PART I: The Basics
Comparing Government Markets to
Commercial Markets
How is it Different?
• Utilizes Federal Acquisition Regulations (FAR)
• Competition requirements
• Strives for achievement of socioeconomic
objectives
– Small business, woman-owned, HUBZone, 8a, veteranowned
– http://www.sba.gov/content/small-business-goaling
• Specific federal requirements
– Service Contract ACT/Davis Bacon ACT
The FAR System
What is the FAR?
• Federal Acquisition Regulations (and Agency
Supplements)
• Title 48 of the Code of Federal Regulations
• Divided into 53 Parts
– Parts 1 – 51: Regulations
– Part 52: Provisions and Clauses
– Part 53: Forms
Where Do I Find the FAR?
• Federal Site:
https://www.acquisition.gov/far/
• Air Force Site
http://farsite.hill.af.mil/
Who Can I Work With?
Who Can I Work With?
• Here’s where it gets tricky. These different
agencies may have different requirements.
Federal
State
Local
How Can it Benefit Me?
•
•
•
•
New Revenue Source
Builds Relationships
Reliable Customer
Competition
The Government Market
Am I Missing Opportunities?
• $460.4 Billion spent in FY2013
• Because it seems too complicated, businesses
may be hesitant to become involved.
Source: http://usaspending.gov/
What About Wyoming?
$311,435,346
awarded in FY13
in WY
4,641 Federal
Contract
Actions
$53,921,438
(17.31%) to
WY recipients
82.69 % of the
dollars to
out-of-state firms
• Next highest dollar recipient locations – ID, CO, VA, CA
Source: http://usaspending.gov/
Getting Started
What Should I Think About
Before I Start?
• Assess your current situation
–
–
–
–
–
How long have you been in business?
What are your annual revenues?
How much “past performance” can you show?
Do you accept credit cards?
Can you work online?
• Determine if the government buys what you sell,
and how much of it…
Where Do I Look?
• North American Industry Classification System
(NAICS)
– http://www.census.gov/eos/www/naics/
• Federal Procurement Data System (FPDS)
– https://www.fpds.gov – (note: https)
• USASpending
– http://www.usaspending.gov
– registration/login not required
Requirements
What Do I Have to Do?
Certain registrations are absolutely required
– Must obtain a DUNS number
– Must register in System for Award Management
(SAM)
• Should also fill out an SBA Profile from within SAM, also
know as the Dynamic Small Business Search (DSBS)
D&B iUpdate
Dun & Bradstreet assigns you a DUNS number
– http://fedgov.dnb.com/webform
– This is free - do NOT pay for ANY service offered
by D&B or anyone else!
– Call your PTAC for help or if you have any
questions about this process
System for Award Management
(SAM)
Replaces/combines CCR, ORCA, EPL
– https://www.sam.gov/ (make SURE this is the site
you use)
– Absolutely must be registered here to receive any
government contracts
– Designed to be a single resource for multiple
required registrations
Marketing to the Government
What Should I Do to
Market My Business?
• To effectively market your company’s product or service:
– Identify your customers
– Research their requirements
– Learn federal procurement regulations
• Present your capabilities directly to the federal agencies and large prime
contractors that buy your products and services
• Attend procurement conferences, business expos and business matchmaking
events
• Add details to your Dynamic Small Business Search (DSBS) profile (e.g.,
certifications, commercial customers, federal customers, special capabilities).
• Show contracting officers that your company is a good match for their needs
and requirements
Where is the Best Place to Start?
• Dynamic Small Business Search (DSBS)
• Not an absolute requirement, but still vital to
contracting success
– http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm
– This is your tool to market to contracting officers
– Your opportunity to tell agencies what you’re good at,
what products & services you provide, and what past
work you’ve done
– Able to be edited through SAM (SBA Profile)
What is a Capabilities
Statement?
• Capabilities Statement
– One page – As an intro at events
– Brochure – As part of response to an RFP
– Detailed presentation – for capabilities briefings
• Include relevant data like NAICS, DUNS, past
performance, certifications, core
competencies, differentiators, etc.
• Tailor it whenever possible