PROCUREMENT BASICS: ARE YOU READY TO DO BUSINESS WITH THE GOVERNMENT? Presenters

PROCUREMENT BASICS:ARE YOU READY TO DO BUSINESS

WITH THE GOVERNMENT?

Presenters

Arthenia Johnson LeFloreMorgan Allyn

Procurement Specialists

www.mdptap.umd.eduMain Office: 301-403-2740

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• Winning a contract is about paying attention to the needs of the agency and the rules of the game…

• Winning a contract is about developing successful selling strategies

Winning Government Contracts

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Some Basic Realities.1

You cannot expect to learn everything about it in one day – there is too much

Why? Because public funds are used to finance federal contracts …awards are subject to serious & continuous scrutiny.

Some of the rules & regulations that govern the federal procurement process come from political & social issues.

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Basic Realities.2

Federal, state, local, & foreign governments all have different legislative issues that impact their methods of purchasing goods & services. The process involves complex procedures and practices; even the lingo must be learned. This is a different business culture and is not for everyone

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Realities.3

If you decide to pursue it, you will need multiple certifications and registrations with different agencies.

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• FAR = Federal Acquisitions Regulations

• www.acquisition.gov/far

Important Site to Bookmark

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Know your SIC, NAICS, and PSC codes

Get a Fed Employer ID Number from the IRS

Set up EFT and VISA with your bank

Get a DUNS number – it is FREE

Register in the CCR; get your CAGE codeDo your ORCA & your DSBS

Checklist of Fed Regs, Certs & Requirements

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CCR: Central Contractor Registration http://www.ccr.gov Tip: (Download Handbook 1st)

http://www.ccr.gov/handbook.asp

ORCA: Online Representations and Certifications Application -- http://orca.bpn.gov/  

Required Registrations

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Why do the CCR?

• CCR registration is required* prior to being awarded a contract with any federal

government agency. • This registration collects general information

about a company and information required to

perform Electronic Funds Transfer (EFT).

Register before you submit a bid

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Working with the CCR

Have your materials ready before you begin your registration. (Download the How To Manual.)

Save every page; save often. Pages time-out after 20 minutes The system can be slow! Don’t panic.

Save your stuff!

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Do the DSBS!

• Dynamic Small Business Search…an electronic gateway of procurement information, for and about small businesses. (Replaces ProNet)

• It is a search engine for contracting officers and a marketing tool for small businesses.

• You complete the information in your CCR

• Update it quarterly!!!!!

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Updating Info in the DSBS

Can only edit through the CCR Go through to the end of your CCR record Save again

Click on the SBA Profile button Update your certifications, cap

statement, performance history Can be up to 24 (or as much as 72)

hours before info is reflected

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Recommended Path

1. Register in the CCR database

2. Register & complete the ORCA

3. At the end of your registration, look for the SBA Profile-DSBS. Complete it, put in your past performance.

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E-Maryland Marketplace

– https://ebidmarketplace.com

Maryland Small Business Reserve – www.smallbusinessreserve.maryland.

gov-- 24 designated agencies are required to award a minimum of 10 percent of their contracts to small

businesses.

Required Registration for Maryland

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Identifying Your Market

Evaluating the Market for Your Product or Service

• Identify the best prospects within governments & corporations.

• How big is the market for you; are you targeting the correct agencies?

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Finding Procurements

How does the federal government advertise for it’s goods & services?

• Using FedBizOpps

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Find Your NAICs

Classifying Your Product or Services

• Conduct Market Research• Identify your Codes in the North

American Industry Classification System (NAIC)

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Key Steps to Success

Key Steps to Procurement Success

• Know your market

• Research targeted agency budgets

• Develop personal relationships• Start Small

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The Fed Process

The Federal Procurement Process

• Planning & Identifying the Need

• Statement of Work

• Technical Evaluation Criteria

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Proposal Prep

Bid/Proposal Preparation

• Evaluation of Offers

• Sealed Bids

• Request for Proposal

•Best Value

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Finance$

Financial Resources

• Working Capital

• Have a Budget

• Include a Financial Plan in the Business Plan

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Performance History

Past Performance

• Subcontracting

• Teaming Agreements

• Marketing to Prime Contractors

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Debriefs

• Pre-Award Debriefings

• Post-Award Debriefings

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Become a MD PTAP Client

• MUST have a primary place of business in Maryland

• Website: www.mdptap.umd.edu

• Please click here to register for services …and fill out the online request for counseling.

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Want the slides?

1. Give us your biz card with email address on it.

2. Email Morgan; in subject line ask for Alliance event slides:

mallyn@mdptap.umd.edu

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The Maryland PTAP Staff

• Mary Lee KolichProgram Director

• Ralph Blakeney Technology Business Manager

• Arthenia Johnson LeFloreProcurement Specialist

• Bonnie MaliszewskiProcurement Specialist

• Denise WarnerProcurement Specialist

• Morgan AllynProcurement Specialist

• Melissa SimpsonIntake & Program Coordinator

Maryland PTAP 7100 Baltimore Avenue, Suite 402College Park, Maryland 20740

www.mptap.umd.edu301-403-2740