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Alliance Mid-Atlantic1 Roadmap to Successful Government Contracting Presented by: Sherry Rose NJ...
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Alliance Mid-Atlantic 1 Roadmap to Successful Government Contracting Presented by: Sherry Rose NJ Institute of Technology, PTAC & M. Clyde Stoltzfus SE PA PTAC University of Pennsylvania March 6, 2012
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Transcript of Alliance Mid-Atlantic1 Roadmap to Successful Government Contracting Presented by: Sherry Rose NJ...
Alliance Mid-Atlantic 1
Roadmap to Successful Government Contracting
Presented by:
Sherry RoseNJ Institute of Technology, PTAC
&M. Clyde Stoltzfus
SE PA PTACUniversity of Pennsylvania
March 6, 2012
Alliance Mid-Atlantic 2
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:
o 2 to 3 years of commercial experienceo Develop or update your business plano Develop a Capability Statemento Electronic capabilityo Financial stabilityo Good customer mixo Credit card capable
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The Trust Factor
Trust issues:o Reliabilityo Stabilityo Integrityo Technical Capabilityo Capacity
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Capability Statement
o Capabilities: Type of work you can do.
o Facilities and Equipment: List special equipment and resources
o Expertise: A brief summary of your expertise and key staff expertise.
o Codes: List your NAIC and FSC codeso Certifications: List special business
statuso 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 o a classification system that groups
together economic units that use like processes to produce goods or services.
o 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
o used to identify companies for financial transactions and required by the federal government for Central Contractor Registration
Data Universal Numbering System (DUNS) Number call 1-866-705-5711 or register online at:http://fedgov.dnb.com/webform/displayHomePage.do
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Contracting Codes
o requires DUNS number to registero companies must register in order to be
considered for any future solicitations, awards or payment
CAGE codeo Dynamic Small Business Searcho ORCA
• Centralized Contractor Registration (CCR) www.ccr.gov
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Dynamic Small Business database
o searchable national internet database of small, certified & non-certified businesses
o used by federal agencies and primes to locate vendors
o requires entry and upkeep of information
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SBA Certified Programs
o SBA 8(a) programo HUBZoneso WOSB
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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
SBA Certifications
o SBA 8(a) program
New Requirements
o Personal Income$250,000 initial eligibility$350,000 continued eligibility
o Total Assets $4.0 million initial eligibility $6.0 million continued eligibility
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SBA Certifications
• 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/
o HUBZones
WOSB PROGRAMWOSB and EDWOSB
o 83 NAICS Codeso 51% owned, controlled and actively managed
by woman/womeno EDWOSB personal net worth $750,000;
income $350,000; assets $6.0 milliono Register in CCR/ORCAo Self-certify or certified (3rd party)
o www.sba.gov/wosb
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Other Programs & Certifications
o self certification programs Women-Owned businesses Service Disabled Veterans (Veterans) www.vip.vetbiz.gov – verification
o certification with the Commonwealth of Pennsylvaniawww.dgs.state.pa.us
o certification with the State of New Jerseywww.state.nj.us/commerce/smallbizwww.state.nj.us/treasury/purchase
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Some ways Government contracting differs
o public accountability for public funds
o socio-economic considerationso the right to protesto Debriefo rules
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Rules
o Federal Acquisition Regulations – FARhttps://www.acquisition.gov/far/
o Department/Agency Regulations/Supplements - e.g., DFAR
o 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:
o conduct market researcho define target marketo develop contact listo identify & understand the customero accumulate procurement historyo learn the bidding processo know your competitiono make capabilities known/follow-upo learn from more experiencedIT’S ALL ABOUT RELATIONSHIPS!!!
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Market Research
http://acquisition.gov/comp/procurement_forecasts/index.html
o links to agency home pageso links to small business contactso links to procurement opportunitieso links to agency forecasts
www.usaspending.gov o searchable database for
procurement history
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Procurement Personnel
o Small Business Specialists (formerly SADBUS)-Employed by government to promote business with agency
o Small Business Liaison Officer-Employed by prime contractors to promote business opportunity
o SBA’s Procurement Center Representatives www.sba.gov/GC/pcr.html
o PTAPs www.dla.mil/db/procurem.htm
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Finding Opportunities
GSA - Federal Supply Schedules (FSS)o just about every product and serviceo contracting officers purchase directly
from vendorswww.fss.gsa.gov
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Finding Opportunities
Federal BizOppso Internet site listing federal contracting
opportunitieso Can search current solicitations by
number or key wordwww.fedbizopps.gov
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Finding Opportunities
o DLA Internet Bid Board System https://www.dibbs.bsm.dla.mil/
internet site for all DLA Centersregister to utilize search capabilities
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Subcontracting
o applies to awards to large firms of $650,000 and over and construction awards of $1,5 million and over
o requires a subcontracting plan with goals
o good opportunity for new-to-government contracting firm http://web.sba.gov/subnet
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Government Purchase Card
o any governmental employee can haveo volume of transactions growing - $15 bo average $2,500 buys but some with
higher limits (overseas up to $25,000)
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State/Local Governments
o centralized/decentralized purchasingo primary state procurements done thru
state contracting agencyo http://www.dgs.state.pa.us/costars/site/def
ault.asp?dgsNav=
o www.njscc.com/contactus/customerservice.asp
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Information Siteso Overview of selling to the federal
governmentwww.sellingtothegovernment.net and www.sba.gov/GC
o Selling to the Militaryhttp://www.acq.osd.mil/sadbu/doing_business/index.htm
o Wide Area Work Flowwww.wawftraining.com
o Radio Frequency Identificationwww.dodrfid.org
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Contacts
Sherry Rose, Procurement & Marketing SpecialistNew Jersey, PTACAtlantic Community College 1535 Bacharach Blvd. Rm. 211Atlantic City, NJ 08401Telephone: (609) 343-4845 Fax: (609) [email protected]
Clyde Stoltzfus, DirectorSE PA PTAPThe Wharton SchoolUniversity of Pennsylvania3733 Spruce StreetPhiladelphia, PA 19194Telephone: (215) [email protected]
