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Selling to Selling to Government Government
AgenciesAgenciesWillie Tanamachi
University of Houston Procurement Technical Assistance
Center (PTAC)tanamachi@uh.edu
The Government The Government CustomerCustomer
World’s best customer
Buys everything
Spends billions
The Government The Government MarketMarket
Department of Defense (DoD) Army – Navy – Air Force Supply Centers
Federal Civilian Agencies GSA, VA, NASA Departments of …
Prime Contractors
Size of the Government Size of the Government MarketMarket
Total Federal Acquisition Spending $200 Billion
Small Business Market Share Small Business Goal
23% ($46 Billion) Small Disadvantaged Business Goal
7% ($14 Billion) Women-Owned Business Goal
5% ($10 Billion)
How the Government How the Government BuysBuys
The goal is…A quality product or service
Delivered on timeAt a competitive cost
Getting StartedGetting Started Research The right people The right publications Registration Technology
ResearchResearch Identify product of service Determine NAICS Determine FSC and PSC Identify target government market
Eps.gov Technology
The Right PeopleThe Right PeopleFind at: Start with the Small Business
Specialist Acts as liaison between supplier and buyer Does not buy anything Contact with technical person or buyer
Find at: www.acq.osd.mil/sadbu
RegistrationRegistration CCR
DoD – www.ccr.gov PRO-Net – www.pro-net.sba.gov
TechnologyTechnology EDI EBB WWW
EPS@www.eps.gov Emall EFT
Electronic Bid MatchElectronic Bid Match CCR Daily notification of bids that closely
match a company’s capabilitiesDLA small purchases State and local International EDI
Find at: www.eps.gov
Bidding ProcessBidding Process Identify Opportunity Determine Requirements Complete Paperwork Submit Bid
Success FactorsSuccess Factors Responsive Responsible
Additional Additional OpportunitiesOpportunities
Subcontracting
Socioeconomic Socioeconomic ProgramsPrograms 8(a) Program www.sba.gov/med/
Small Disadvantaged Business www.sba.gov/sdb/
HUBZone Program www.sba.gov/hubzone/
Women-Owned Business www.womenbiz.gov
Veteran-Owned Business
PTAC AssistancePTAC Assistance Training Bid-Match Service Paperwork Assistance Procurement History Specs and Standards Electronic Commerce Certification One-on-one Counseling
ResultsResults Contract Awards Success Stories Client Satisfaction
UH SBDC is a program of the UH C.T. Bauer College of Business and a resource partner of the U.S. Small Business Administration. The SBDC is partially funded by the US SBA. SBA’s funding is not
an endorsement of any products, opinions, or services. SBA-funded programs are extended to the public on a non-discriminatory basis.
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