Doing Business with the Government… for consultants

Rachel Fischer | San Diego Contracting Opportunities Center (SDCOC)

Doing Business with the Government…

for consultants


Introduction to SDCOC

• What is a PTAC?• Summary of Services• Training Schedule• Program Sponsors• FACT Sheet


Objectives

1. Why do Business with the Government?2. How to research government opportunities?3. Steps to get started4. Summary


Introductions

• Name• Business• Past business with govt agencies?


How would you describe…

…contracting with government agencies?


1. Why do Business w/the Government?

• Overview of Government Market?

• What Does the Government Buy?

• Advantages & Disadvantages for Small Biz


Federal Agencies (examples)

http://www.lib.lsu.edu/gov/fedgov.html

• Department of Transportation

• Department of Defense

• Department of Energy

• Department of Education

• Department of Agriculture

• Department of Homeland Security

• Department of Health and Human Services

• Department of Labor

• Department of Justice

• Department of Interior

• Many More!


State of California Agencies (examples)

• Department of Corrections• Community Colleges

• California Arts Council• Department of Education

• Office of Secretary of State• Department of Fish and Game

• Department of Human Resources• CA Health and Human Services Agency

• CA Department of Justice• Department of Parks and Recreation• Many More!

http://www.ca.gov/About/Government/agencyindex.html


Local Government Agencies (Examples):

• City of San Diego• County of San Diego• Unified Port of San Diego• City of Santee• SANDAG• San Diego County Water Authority• Metropolitan Water District• Otay Water District• School Districts• City of Chula Vista• Many More!


Overview of Government Market

• Federal Government: $500 billion annually.

• State of California: $9 billion/year with SB.

• San Diego County Water Authority: $76 M in 2006 w/SB ($475 M overall).

• Other local agency budgets vary.


QUIZ ?What does the government

purchase?

a) Janitorial services, office supplies, management consultant services.

b) Aerobic instruction, musical instruments, & dog supplies.

c) All of the above


Answer

What does the government purchase?

a) Janitorial services, office supplies, management consultant services.

b) Aerobic instruction, musical instruments, & dog supplies.

c) All of the above


Procurement Goals

Federal

23% to Small Businesses

5% of prime/subcontracts for SDB’s

5% of prime/subcontracts for WOB’s

3% of prime contracts for HUB-Zone

3% of prime/subcontracts SDVOSB’s

State of CA

25% to Small Businesses

3% to Disabled Veteran Business Enterprise (DVBE)


What are some…

advantages & disadvantages for small businesses?


Advantages for Small Businesses

• Competitive Pricing (less overhead)• Quicker Decisions• Innovative/Creative• Flexible• Agency Procurement Goals


Disadvantages for Small Businesses

• Complex – Not Easy• Contract Bundling• Cash Flow• Limited Staff & Resources• Bonding Requirements• Past Performance• Success takes time


Questions?

1. Why do Business w/the Government?


2. How to research Govt opportunities?

• Federal Bidding Opportunities

• State and Local Bidding Opportunities

• Unadvertised Bidding Opportunities


Questions to think about

1. Does the government buy my product/service?

2. Who buys my products/services?

3. How are my products/services purchased?

4. When are my products/services purchased?

5. Why do they buy my products/services?


Federal Bidding Opportunities

http://www.fedbizopps.gov


State Bidding Opportunities

https://www.cscr.dgs.ca.gov/cscr/


Local Bidding Opportunities

http://www.catseasily.com/isearch/ Mailbox: ssguest

Password: ssguest


Unadvertised Opportunities

• Credit Card Purchasing

• Smaller Purchasing

• Blanket Contracts (IDIQ, GSA Schedule, CMAS)

• Subcontracting


2. Researching Govt Opportunities

Questions?


3. Steps to get started

• Government Contracting Roadmap• Next Steps with SDCOC• Questions to Consider


Roadmap

1. Learn the

Basics 2. Research government

opportunities

4. Identify Target

Agencies

5. Get Certified!

6. Register with Target

Agencies

3. Is this market a fit?

7. Start Building

Relationships


Summary

Questions to consider

1. Is the government market a fit for my business?

2. Am I ready to do business with the government?


Am I Ready for the Government Market?

Our recommendations:

• Strong business plan or 1-2 years in biz.

• Know your target market.

• Strong cash flow, LOC, loan or other financing. (to cover expenses for 2-4 months)

• Be patient & persistent!


Next Steps with SDCOC

If you want to learn more…

1. Attend our next “Introduction to Doing Business with Government Agencies” workshop.

December 12, 2008

9am – 12pm

Register at:

http://www.ptac-sandiego.org/workshop.html


Thank You for having me!

Questions?

Please utilize our services…

we are here to help!

Rachel Fischer

[email protected]

Doing Business with the Government… for consultants

Documents

Transcript of Doing Business with the Government… for consultants