Commit to Your New Market: Government Contracts

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Commit to Your New Market Government Contracts

• Rich Delisio
• Kent Ohio Procurement Technical Assistance Center

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• The PTAC Network was started in 1985 by the
  Department of Defense to assist small businesses
  selling to the government.
• PTAC is a nationwide network.
• PTAC is a non-profit technical assistance program
  funded by the DoD, Ohio Department of Development
  and a 3rd party host (KRBA).
• Services are provided at NO Clients Cost!

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Why Should I do Govt. Sales?

• Solid Supplement to Your Business
• Government Pays Their Bills
• Opens New Markets
• Increases Visibility

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Making the Decision

• What does the Government buy?
• Practically EVERYTHING
• What is your core competency?
• Define what you can do best
• Is your commercial market strong?
• Do you have adequate financial resources?
• Are you willing to make the investment?

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Small Business Advantage

• Federal purchases gt 3,000 lt 100,000 reserved
  for small businesses
• Purchases lt 3,000 classified as
  "micro-purchases" and can be made without
  obtaining competitive quotes
• Contracts gt 550,000 (or 1,000,000 for
  construction of a public facility) large prime
  contractors and other-than-small subcontractors
  submit subcontracting plans

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Step 1 Research

• Know where youre going
• Who purchases your products/service?
• NAICS codes http//www.census.gov/eos/www/naics/
• Resources (Opportunities/Match)
• Federal Procurement Data System (FPDS)
• https//www.fpds.gov
• DLA-BSM Internet Bid Board System
• https//www.dibbs.bsm.dla.mil
• Federal Business Opportunities
• http//www.fbo.gov
• Procurement Forecasts
• http//www.sba.gov/GC/forecast.html

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Step 2 Required Registrations

• Central Contractor Registration (CCR)
• https//www.bpn.gov/CCR/default.aspx
• DUNS Number call 1-866-705-5711
• SBA Small Business Dynamic Database
• Capabilities Statement/Past Performance
• NAICS Codes Define your business
• Online Representations Certifications
• ORCA https//orca.bpn.gov/

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Step 3 Certifications

• Formal Certification
• 8a
• Hub Zone

• Self Certification
• Woman Owned
• Small Business, SDB
• SDVOSB

Federal Contracting and Prime Subcontracting
Goals 23 Small Business 5 8a / SDB Set
Asides 5 Hub Zone Set Asides 5 Woman Owned 3
SDVOSB Set Asides
capabilities statement here
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Veteran Registrations

• www.vetbiz.gov
• 3 aside goals (SDVOB)
• 7 goals for the VA
• MUST have
• DD214
• Adjudication from VA
• FCC (DAU Classes)

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Step 4 Procurement Methods

• Open Competition
• Open to all vendors
• Awarded to best offer
• Direct Purchase
• CO selects vendor
• Credit Card
• GSA Schedule
• Pre-approval of product/service and price
• DoD E-Mall
• Internet - based Electronic Mall

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Finding Opportunities

• Federal Business Opportunities
• Purchase 25k and over
• Buying Activity's Website
• Defense Logistics Agency (DLA)
• Tank-Automotive and Armaments Command (TACOM)
• US Navy (NECO)
• Ohio State Procurement
• IUC-PG (Public Universities)

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STATE Procurement Methods

• Know your contracts, (state of Ohio list)
• RFQ Request for Quote Competitive Award based
  on quotes received
• CRP Community Rehabilitation Program
  Non-competitive award to a work center
• RFP Request for Proposal Competitive award
  based on meeting specific
• criteria, not always price, best value
• ITB Invitation to Bid Competitive Award
  generally based on
• lowest and most responsive and responsible bidder
• STS State Term Schedule Non-competitive award,
  
• these contracts are negotiated
• ONE One time bid Competitive award for a good
• or service that is needed once, renewal
  clause
• RA Reverse Auction Competitive award based on
  a reverse
• auction
• RAQ Reverse Auction Qualification Request for
  bidders to
• submit qualifications prior to a reverse
  auction
• MMA Master Maintenance Agreement
  Non-competitive award, these are
• maintenance type agreements that are
  negotiated

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Step 5 RFP Response Rules

• READ the solicitation
• Re-read the solicitation
• Understand exactly what is being requested
• Statement of Work (SOW)
• Quantity unit of issue
• Packaging, RFID (Radio Frequency Identification),
  Delivery
• Have all specs, drawings, FARs, etc
• Master Solicitation for Online bidding sites
• Calculate price carefully include all costs
  (packaging, overhead, etc)
• Read the solicitation
• Submit timely and properly

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Marketing Every Step

• Create a Capability Statement (Competency)
• Company Background (Expertise)
• Products/Services offered
• Facility/Equipment (Quality Control)
• Current/Previous Customers
• Past Performance (References)
• CAGE, Corp Status,Certifications,etc

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Marketing Every Step

• Research Agency or Primes website
• Small Business Liaison, Doing Business with Us,
  etc.
• Register as a vendor
• Think Ohio 1st/ Oil Gas
• Look for events
• Vendor Days
• Networking Opportunities
• Match Maker Events

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Matching Opportunities(Clothes,Cars,Music)

• Patience Risk building relationships, teaming,
• understanding public procurement, buying patterns
• and matching business/small business goals
• Informal .The elevator speech !
• Build a Board of Resourceful Directors
• (active 7, blend, get you to opportunity)
• Contacts in Public Procurement!
• Design your first contract
• Be a problem solver
• Reputation/track record

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SBAs PCR

• Small Business Administration
• Procurement Center Representative
• Initiate/reserve small business set-asides
• Provide small business sources buying activities
• Counsel small firms. 
• Advocate for breakout of items for full and open
  competition
• http//www.sba.gov

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PTAC Services

• PTAC provides assistance with the procurement
  process
• Bid Matching (2000 sites)
• Bid Preparation
• Website Training
• Certification Assistance
• Registration Assistance
• Ask, always free stuff available

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The Google Govt Website

• http//search.usa.gov/

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Contact

• Northeast Ohio Procurement Technical Assistance
  Center
• Lakeland Community College
• 7700 Clocktower Drive
• Engineering Technology Building Room E222
• Kirtland, OH 44094

Jane Stewart 440-525-7733 jstewart_at_lakelandcc.edu Belinda Sheridan 440-525-7739 bsheridan_at_lakelandcc.edu
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Rich Delisio Contact

• Kent Ohio Procurement Technical Assistance
  Center (PTAC)
• 211 East Summit Street
• Kent, Ohio 44240
• phone [phone]
• web sitewww.krba.biz/index.php
  e-mail
  rdelisio_at_krba.biz

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