Document 7302709
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Transcript Document 7302709
Doing Business with the Government
Presented by:
Sherry Rose
NJ Institute of Technology, PTAC
&
M. Clyde Stoltzfus
SE PA PTAC
University of Pennsylvania
March 11, 2008
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Procurement Technical Assistance
Program (PTAP)
The PTAP functions as a “link” between businesses
and government offices. Its primary goal is to help
companies market to government agencies.
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Success Factors
Before attempting major government marketing:
2 to 3 years of commercial experience
Develop or update your business plan
Develop a Capability Statement
Electronically capable
Financially Stable
Good customer mix
Credit card capable
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The Trust Factor
Trust issues:
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Capacity
Reliability
Stability
Integrity
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Capability Statement
Capabilities: Type of work you can do.
Facilities and Equipment: List all facilities, equipment
and resources used to manufacture the products or
provide the service.
Expertise: A brief summary of your expertise and key
staff expertise.
Codes: List your NAIC and FSC codes
Certifications: Give your special business status and
GSA FSS if you have one.
Customers: Provide a list of at least three or four of
your key customers
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Contracting Codes
North American Industrial Classification System
(NAICS) www.census.gov/epcd/www/naics.html
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a classification system that groups together economic
units that use like processes to produce goods or
services.
used to classify businesses to facilitate information
sharing, to determine size standards and as search
criteria for finding businesses to perform specific
tasks or contracts.
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Contracting Codes
Data Universal Numbering System (DUNS)
Number call 1-866-705-5711 or register online
at:
http://fedgov.dnb.com/webform/displayHomeP
age.do
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used to identify companies for
financial transactions and required
by the federal government for
Central Contractor Registration
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Contracting Codes
•Centralized Contractor Registration (CCR)
Cage code, TPIN, DSBS & ORCA
www.ccr.gov
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requires DUNS number to register
companies must register in order to be considered
for any future solicitations, awards or payment
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CAGE code
Trading Partner Identification Number – TPIN
Dynamic Small Business Search
ORCA
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Dynamic Small Business database
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searchable national internet database of small,
certified & non-certified businesses
used by federal agencies and primes to locate
vendors
requires entry and upkeep of information
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SBA Certified Programs
SBA 8(a) program
Small Disadvantaged Business
HUBZones
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SBA Certifications
•SBA 8(a)
program
must be a small business
must be unconditionally owned and controlled by
one or more socially and economically
disadvantaged individuals who are of good
character and citizens of the United States
must demonstrate potential for success.
https://sba8a.symplicity.com/applicants/guide
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SBA Certifications
•Small
Disadvantaged Business
must be a US citizen
51% owned and controlled by one or more socially &
economically disadvantaged individuals
www.sba.gov/sdb/
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SBA Certifications
•HUBZones
must be a small business
• concern must be owned and controlled by US
citizens, Community Development
Corporations or Indian tribes
• the principal office of the concern must be
located in a HUBZone
• at least 35% of the concern’s employees must
reside in a HUBZone
• http://map.sba.gov/hubzone/
•
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Other Programs & Certifications
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self certification programs
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Women-Owned businesses
www.womenbiz.gov
Service Disabled Veterans (Veterans)
www.vip.vetbiz.gov
certification with the Commonwealth of
Pennsylvania
www.dgs.state.pa.us
certification with the State of New Jersey
www.state.nj.us/commerce/smallbiz
www.state.nj.us/treasury/purchase
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Some ways Government contracting
differs
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public accountability for public funds
socio-economic considerations
the right to protest
debrief
rules
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Rules
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Federal Acquisition Regulations – FAR
http://farsite.hill.af.mil/vffar1.htm
Department/Agency
Regulations/Supplements - e.g., DFAR
Command Policies/Regulations
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Golden Rule of Government Marketing
“When you are dancing with the bear, you
don’t get to lead!!”
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Procurement Marketing Strategy
Include:
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conduct market research
define target market
develop contact list
identify & understand the customer
accumulate procurement history
learn the bidding process
know your competition
make capabilities known/follow-up
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learn from more experienced
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IT’S ALL ABOUT RELATIONSHIPS!!!
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Market Research
http://acquisition.gov/comp/procurement_forecasts/index.
html
• links to agency home pages
• links to small business contacts
• links to procurement opportunities
• links to agency forecasts
www.fedspending.org
• searchable database for procurement history
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Procurement Personnel
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Small and Disadvantaged Business Utilization
Specialists (SADBUS)-Employed by government
to promote business with agency
Small Business Liaison Officer-Employed by prime
contractors to promote business opportunity
SBA’s Procurement Center Representatives
www.sba.gov/GC/pcr.html
PTAPs www.dla.mil/db/procurem.htm
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Introduction to Radio Frequency
Identification (RFID)
RFID has been mandated by the Department of
Defense for most vendors and is increasingly a
requirement for many large retail businesses.
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Finding Opportunities
GSA - Federal Supply Schedules (FSS)
• just about every product and service
• contracting officers purchase directly from
vendors
www.fss.gsa.gov
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Finding Opportunities
Federal BizOpps
• Internet site listing federal contracting
opportunities
• Can search current solicitations by number or key
word
www.fedbizopps.gov
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Finding Opportunities
•
Defense Logistics Agency Procurement Gateway
http://progate.daps.dla.mil/home/
internet site for all DLA Centers
to register and utilize search capabilities
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Subcontracting
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applies to awards to large firms of $550,000
and over and construction awards of $1
million and over
requires a subcontracting plan with goals
good opportunity for new-to-government
contracting firm
http://web.sba.gov/subnet
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Government Purchase Card
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any governmental employee can have
volume of transactions growing - $15 b
average $2,500 buys but some with higher limits
(overseas up to $25,000)
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State/Local Governments
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centralized/decentralized purchasing
primary state procurements done thru state
contracting agency – DGS
COStar
http://www.dgs.state.pa.us/costars/site/default.asp?
dgsNav=
www.njscc.com/contactus/customerservice.asp
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Information Sites
Overview of selling to the federal government
www.sellingtothegovernment.net and
www.sba.gov/GC
Selling to the Military
http://www.acq.osd.mil/sadbu/doing_business/index.
htm
Wide Area Work Flow
www.wawftraining.com
Radio Frequency Identification
www.dodrfid.org
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Marketing Bottom Line
“You can be on the right track, but still get
run over, if you just stand there...” Will
Rogers
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Contacts
Sherry Rose, Procurement & Marketing Specialist
New Jersey, PTAC
Atlantic Community College
1535 Bacharach Blvd. Rm. 211
Atlantic City, NJ 08401
Telephone: (609) 343-4845
Fax: (609) 343-4710
[email protected]
Clyde Stoltzfus, Director
SE PA PTAP
The Wharton School
University of Pennsylvania
3733 Spruce Street
Philadelphia, PA 19194
Telephone: (215) 746-6472
[email protected]
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