Transcript The Government as a Business Partner Christopher Way NH Procurement Technical Assistance Program (PTAP) What is a Procurement Technical Assistance Program?     Connect businesses of all sizes with opportunities.

The Government as a
Business Partner
Christopher Way
NH Procurement Technical
Assistance Program
(PTAP)
What is a Procurement Technical
Assistance Program?




Connect businesses of all sizes with
opportunities at the state and federal
level.
Help with defining potential markets.
We help you to become more
competitive!
No charge.
Why Sell to the Government?

The United States Government
is the largest buyer of goods
and services in the world.




Reliable customer
Open competition
Small Business Programs
State and local governments
are a very large marketplace.


May be less cumbersome than
Federal Regulations
Regional preferences may exist
How Can Small Businesses Participate?


The Federal Government
does buy from small
businesses
$40 Billion each year is
contracted to small
businesses




33% of supplies & equipment
32% of services
7% of construction
13% of R&D
Do you have a product or service
that is attractive to the
government?
A sampling includes:






Military
Communications
Apparel
Food
Constructions
Lighting





Training
Photography
Furniture
Software
Environmental
Do you have the right mindset
fro selling to the government?




Attitude
Patience
Diligence
Followup
Subcontracting…
The Competition in Contracting Act -1984

For prime contracts $500,000 (1 million for
construction) or more.

Federal government requires prime
contractors to develop and include in
their bid a small business plan
representing 23% of the total value of the
contract.

23 percent = 7% Small Businesses, 5%
Small Disadvantaged Businesses (SDB),
5% Women-owned Small Businesses
(WOB), 3% Service Disabled Small
Businesses and 3% Hubzone.
Types of Hubzone contracts




Competitive-2 or more
Sole Source
Full and Open w/price
preference
Subcontracts

What you need before you
pursue government
contracts/subcontracts









Adequate capitalization
Drive, determination, & patience
Competitive advantage
Demand for products/services
Adequate Pricing and margins
Effective quality system
Current business plan
Bonding, insurance and security
clearance (if required)
Computer Literacy, Internet
capacity
What you need in order to
work for and with the
government…

You need a DUNS number. This is a number
that Dunn & Bradstreet will assign to your
company. Call 1-866-705-5711 for a FREE
DUNS number.

You should be in business successfully for 2-3
years, but if you haven’t, don’t let that stop
you. Still work with us.

Research your NAICS codes (North American
Industry Classification System
Registrations to do first…


CCR Registration – Central
Contractors registration. This is the
electronic funds transfer process.
Once complete, the CCR will assign
you a CAGE code. (Commercial &
Government Entity Code).
SBA Firm Profile – “ProNet” –
“Dynamic Small Business Search”
registration.
Assistance - Hubzone
Application







Address
User ID
Base application data
Ownership
Financial
Hubzone employment
Affiliation
Typical Mistakes in
Contracting
Missed deadlines
Submittals not complete
Cutting corners
Not providing realistic delivery
schedules
No business plan in place
Getting all questions answered!
From that point onward…..

Conduct market research








Awards
Solicitations
visit www.fedbizopps.gov and other
federal sites
Approach prime contractors for
sub contracting services
Attend free training/outreach
Sign up for bid match services
Go to matchmaker events
Ask Questions!
Matchmaking Opportunities




Speed dating-Efficient marketing
33% of last event reported followup
50% got on a suppliers list
Hubzones have been a major focus-identify suppliers.
Next one-June-Rhode Island
Fall –Nashua, New Hampshire!

Is the Federal agency or prime
contractor really your customer?

Do research to determine the
following:





Are your products/services being
purchased by Federal agencies or prime
contractors? (past awards)
Are you able to compete profitably?
Do you understand Government
contracting procedures?
Is the pace of Government contracting
compatible with your business plan?
Can a preference program benefit you?

Summary for hubzones








Get registered!
Contact your local PTAC
Identify your target agencies and
contact the Small Business
Specialist
Contact the SBA Procurement
Center Representative
www.sba.gov/gc
Contact prime contractor SBLOs
(Small Business Liaison Officers)
Do your research
Attend Matchmaker and Outreach
events
Be persistent in your follow-ups
How do I get started with
PTAP?





Go to the website and answer our
questionnaire
(www.nheconomy.com/ptap).
Give us a call at 271-7581
Send an email to
[email protected]
Come and visit us at Pembroke
Road in Concord
Request a site visit
Christopher Way,
Program Manager
Procurement Technical Assistance Program
603-271-7581
or [email protected]