· Getting Started – Registering with the CCR •The Central Contractor Registration is an...
Transcript of · Getting Started – Registering with the CCR •The Central Contractor Registration is an...
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Why Would You Want the Federal
Government as Your Customer?
• U.S. government is the world’s largest buyer of
goods and services.
• Government purchases total over $425 billion a
year.
• Federal agencies are required to establish small
business contracting goals.
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How Does the SBA Help Me
Become a Government Contractor?
• Ensuring small businesses receive a fair share
of contracts
• Classes, workshops and counseling by SBA
district offices and resource partners
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Is Becoming a Government
Contractor Right for You?
• Can you spend the time required to identify
agencies and buyers?
• Can your business financially support the costs
involved in a government contract?
• Are you prepared to learn and follow the federal
procurement rules?
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• Myth: Doing business with the government is
too complicated and it takes forever to get paid.
• Reality: The government uses many commercial
and business-friendly practices
• buying off-the-shelf
• paying by credit card
• generally, payments received within
30 days of invoicing
Myths and Realities About
Government Contracting
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• Myth: I’ll be competing against large businesses and multinational corporations for contracts.
• Reality: SBA has programs and “hands-on” assistance to help small businesses sell to the federal marketplace.
Myths and Realities About
Government Contracting
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Getting Started –
Registering with the CCR
• The Central Contractor Registration is an online
database of companies wanting to do business
with the federal government.
• Buying agencies can search the CCR for vendors.
• Creating and updating your small business profile
in CCR gives your firm access to contracting
opportunities.
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Getting Started –
the Dynamic Small Business Search
• From CCR, enter your business profile in SBA’s
Dynamic Small Business Search database.
• Using the DSBS, agencies can quickly identify
potential small business vendors.
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Getting Started –
Developing an Effective Profile
• Familiarize yourself with the CCR and the
Dynamic Small Business Search.
• Perform a search as if you were looking to hire
your firm.
• Analyze the profiles of firms in your area of
expertise.
• Your CCR/DSBS profile is your business’ resume
– review, update, strengthen.
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Pre-registration Steps
• Review CCR system instructions.
• Contact Dun & Bradstreet for a free DUNS
number.
• Get a federal tax identification number from
the IRS.
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Pre-registration Steps
• Determine if your business meets SBA small
business size standards.
• Identify the required industry, product, and service
codes procurement officials use to search for
specific businesses.
– North American Industry Classification Codes
– Standard Industrial Classification Codes
– Product Service Codes
– Federal Supply Classification Codes
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Federal Procurement Goals
Federal procurement goals provide agencies with a
strong incentive to look for qualified small businesses
when awarding contracts.
Explore:
• SBA Certification Programs
• Self-certification Programs
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SBA Certification Programs
SBA programs assist specific groups in securing federal
contracts:
• Historically Underutilized Business Zone Program
(HUBZone)
• 8(a) Business Development Program
• Small Disadvantaged Business Certification
Program
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Self-Certification Programs
These certifications provide eligibility to receive
special procurement opportunities:
• Women-owned Small Business
• Service-Disabled Veteran-owned Small Business
• Veteran-owned Small Business (for Veteran’s Administration procurements and subcontracts).
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Ready to Register
Go to www.ccr.gov and click on
“Start New Registration.”
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Learn about Federal Contracting
The more you know about how the government buys products and services the more successful you will be in landing contracts.
• Training and counseling programs
• SBA procurement resources
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Training and Counseling Programs
• Small Business Training Network – a virtual campus
• Business Opportunities: A Guide to Winning Federal Contracts
• Free, online “how-to” courses on federal procurement procedures
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Counseling Programs
• SBA district offices in every state and territory
• Small Business Development Centers – 1,000 primarily located on college campuses
• Women’s Business Centers – 114 nationwide
• SCORE – Counselors to America’s Small Business, 400 offices nationwide
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Procurement Technical Assistance Centers
• Help businesses that want to sell to federal, state and/or local governments.
• Located in most states.
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SBA’s Procurement Center Representatives
• Work with federal agencies to identify prime contracting opportunities.
• Recommend reserving procurement for competition among small businesses.
• Provide small business sources to federal buying agencies.
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SBA’s Commercial
Marketing Representatives
• Conduct compliance reviews of prime contractors.
• Counsel small businesses on how to obtain
subcontracts.
• Conduct matchmaking activities.
• Provide training on Subcontracting Assistance
Program.
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Identifying Contracting Opportunities–
Federal Business Opportunities
• Announces available business opportunities
• Identifies contracts over $25,000
• Online listing at www.fbo.gov
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Identifying Contracting Opportunities –
Simplified Purchases
• Government uses simplified procedures for purchases between $3,000 and $100,000.
• These purchases are generally reserved for small businesses.
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Identifying Micro-purchases
• Government purchases under $3,000.
• Do not require competitive bids or quotes.
• Payment via government credit card.
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Identifying Contracting Opportunities –
General Services Administration
Schedules Programs
• GSA establishes long-term governmentwide contracts.
• Provides access to over 11 million commercial supplies and services.
• Becoming a GSA schedule contractor increases your ability to get contracts.
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Identify Subcontracting Opportunities
• Teaming with a prime contractor can be a profitable experience.
• Experience gained as a subcontractor helps you in bidding on prime contracts.
• SBA’s SUB-Net searchable database posts subcontracting opportunities.
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Marketing Your Business
• Determine which government agencies buy your products or services.
• Identify the contracting procedures those agencies use.
• Develop a focused marketing strategy.
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Marketing Tips
• Get to know the agency staff using your products or service and procurement officers.
• Focus on opportunities in your niche and prioritize.
• Be persistent and professional.
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Contracting Checklist
• Sign up for Business Opportunities:
A Guide to Winning Federal Contracts.
• Identify your industry, product and service codes.
• Apply for DUNS and TIN numbers.
• Develop your business profile.
• Investigate SBA programs for small businesses.
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Contracting Checklist
• Register in the CCR and the Dynamic Small
Business Search database.
• Meet local counselors.
• Check out procurement Web sites.
• Practice searching for contract opportunities and
preparing bids/offers.
• Market your business, the most important step in
winning federal contracts.
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Vince LoPresti
505 South Second St., Ste 225
Ft. Pierce, FL 34950
772.466.3176