Transcript Slide 1
HOW TO DO BUSINESS
WITH THE FEDERAL
GOVERNMENT
An Introduction to Business Matchmaking
Saturday, January 10, 2004
Cal State University - Fullerton
Why The Federal Government?
• World’s Largest Customer
• Buys Almost Everything
• Spends Billions
Goal of the Federal Government
• A quality product or service
• Delivered on time
• At a fair & competitive price
Okay – So How Do I Get Started?
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Get Registered
Do Research
Find Opportunities
Find The Right People
Get Certified
Market, Market, Market…
Get Registered
• Dun & Bradstreet (www.dnb.com) or
1-800-333-0505 for DUNS Number
– For CCR Registration, Necessary
• CCR (Central Contractor Registration)
(www.ccr.gov)
PRO-Net
• Procurement Marketing & Access Network
• Effective January 1, 2004, PRO-Net
Integrated into CCR
• Create one portal for entering & searching
small business sources
• Simplify government-wide vendor
registration
• No longer register in both: ONLY CCR
How Do I Register in CCR?
• Download CCR Handbook
– http://www.ccr.gov/handbook.cfm
• Manually collect CCR registration
information
• Go online and complete registration
• Get assistance, if needed
– CCR Hotline: 1-888-227-2423
– SBDC or PTAC
What’s Required?
• Mandatory Fields
– DUNS Number
– CAGE Code
– EIN/TIN
- NAICS Codes
- SIC Codes
- EFT Info
• Business Type(s)
– Check ALL that Apply
Research, Research, Research
• Identify your product/service
• Identify your NAICS code
– North American Industry Classification System
• Identify your size (Are you small?)
• Identify who buys your product/service
• Identify how they buy
How do Federal Agencies Buy?
• Dollar Thresholds
– Micro Purchases: Under $2,500
– Simplified Acquisitions: $2,500 - $100,000
– Above $100,000
• Methods of Contracting
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Government Credit Card
Purchase Orders or Basic Ordering Agreements
Invitation for Bid/Request for Proposal (IFB/RFP)
GSA’s Federal Supply Schedule (FSS)
Finding Opportunities
• FedBizOpps
– www.fbo.gov
• Agency Websites
• Procurement Forecasts
Find The Right People
• Start with the Agency Small Business
Specialist
– Acts as liaison between supplier & buyer
– Does not buy anything
– Can put you in contact with technical person
or buyer
Marketing
1.
2.
3.
4.
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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,
e.g., 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?
1.
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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
3 Things to Remember
– KNOW YOUR CUSTOMER
– KNOW & FOLLOW THE
RULES
– PERFORM AS PROMISED
Can I Just Be A Subcontractor?
• Yes, contact large prime contractors via
directory
– http://www.sba.gov/GC/indexcontactssbsd.html
– Contact Small Business Liaison Officers
– Subcontracting Plans
What is SBA’s Surety Bond
Guarantee Program?
• SBA guarantees bid, performance,
payment, or ancillary bonds issued by
surety companies
• Two Programs
– Prior Approval Program
– Preferred Surety Bond (PSB) Program
• How do I find out more?
– http://www.sba.gov/wa/seattle/seasbg.html
What is the Mentor-Protégé
Program?
• Which Program?
– SBA’s 8(a) BD
– Department of Defense (DOD)
– NASA
• Why participate?
– Get necessary assistance; Including financial
– Special contracting programs or
considerations
What are SBA Joint-Venture
(JV) Initiatives?
• 8(a) JV between Mentor-Protégé
• 8(a) “Pooling”
• Exclusions from Affiliation
• Contract Bundling
I Am With The Government And
I Am Here To Help !
Nicholas Manalisay, Program Manager
U.S. Small Business Administration
330 N. Brand Blvd., Suite 1200
Glendale, CA 91203
(818) 552-3217
[email protected]