How to Sell to the Federal and State Governments

Tim JacquentApple Capital Group, Inc.

www.applecapitalgroup.com

Goal To understand the basics of what is need in federal and state space.

Facts about Government Contractors There are currently at least 31,000 federal contacting opportunities listed on

the government's clearinghouse website (more on that in a minute). But, in a way, 31,000 is worse than zero—at least if it's your role to comb through them all and figure out which ones you might actually want to compete for.

Federal Contracting Facts The Government is the largest buyer in the US.

The Government buys over $1 trillion in products and services annually

The Government buys all types of supplies and services, including construction

The Government is reliable, continuous source of business

Consider the Benefits The federal government pays within 30 days of invoiced, usually within 21 days on average.

The government and it agencies buys all types of products and services

The government want to buy from people they trust to deliver the products and services ON TIME.

There are always opportunities available

Retrieve bid information instantly instantly using latest technology

Resource SBDC Small Business Development Center – 214-860-5889 SCORE -214-987-9471 Dallas Office 818-871-6002 Fort Worth Office PTEC Office – 817-272-5978 (Procurement Technical Center) at UTA

Top 5 Contractors

Most Know Contractor

Contractor in Comes from IT to Education

Contractors in Customer Goods

23% of all Contractors goes toSmall Business

Are Your Ready?

Tools you need You need To Do Business Check sheet

See attachment Capability Statement and Business Card

Capability Statement Is a your company’s resume.

It is a one page document (most cases) or two page document

Make sure you business cards has the same info.

SWOT Analysis The importance of a SWOT Analysis

Analyze your strengths, weaknesses, opportunities and threats Assess strengths and weaknesses Identify optimal opportunities and target agencies Anticipate and avoid potential threats

Analyzing your organization Define Your Unique Selling Proposition

Identify buyers with the agency method or geographic method

Analyze your potential competitors

Track Federal buying cycles (Oct 1- Sept 30)

Finding Opportunities Online

FedBidOpps Fedbid.com Online Auctions Bidnet.com Governmentbids.com Federal Agency Website (Procurement) FindRFP.com (monthly service) SmartProcure.us (monthly service) Agency Small Business Liaison – www.OSDBU

Marketing and presenting Create a marketing strategy (SCORE and Small Business Development

Centers) They will help you write one.

Analyze your current market

Target market to your agency of choice

Gather intelligence on agencies

Promote yourself to the federal customer

Financial Considerations Prepare cost and price proposals

Understand the difference between fixed priced and flexibly priced

Calculate direct and indirect costs

Troubleshoot contract billing issues

How Solicitations are Issued and bids are Evaluated Understanding the process for issuing a solicitation

Determine the basis for responsive bids

Evaluate the evaluation

Request a debrief or file a protest (Don’t protest)

Funding Your Business Understanding the benefits of factoring (purchase order and account

receivables) over a traditional loan

Structure a factoring transaction

Strengthen your financials with factoring

Taking the next Steps Getting started

Assess your current situation

Plan six months goals

Create an action plan

Capability Statements Your Company Name

DBA if any

Corporate Office

Mailing address, if any

Main Phone, Fax, Toll-free

Email, Websites, and Social

DUNS, EIN, CAGE Code

Capability Statement 2 Points of Contacts (Main) for Others of Questions

Second POC

NASCI Codes (North American Industry Classification Code)

SIC Code (Standard Industrial Code)

Description of who, what, why,

Past Performance if any.

Add Accept credit card, N30 terms, Registered in SAM

GSA If you have it – General Services Administration

Outline of Start-up Compliance Register your business Corp or DBA

Apply for EIN from IRS

Landline or Mobile register

Website

DUNS for government supplier

Sams.gov

Credit Card Processors

Register Social

Business Cards Front

Names and title Logo, graphic or photo Address Phone, fax, cell Web site and e-mail Tagline, slogan or Take off VISTA PRINT Band of card NACIS Code, SIC< Cage Code Past Performance

Certifications Certifications

Small Business Owned Service Disabled Owned Business Women-Owned Small Business Program HUB Zone Historically Underutilized Program Indian Incentive Program DoD Mentor-Protégé 8 (a)/ SDB (Small Disadvantage Business)

Resources National Small Business Week (https://www.sba.gov/nsbw/)

Supplier Connection (https://www.supplier-connection.net/SupplierConnection/index.html)