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SouthWestCentralOhioProcurement TechnicalAssistance Centers

Getting started inGovt Contracting

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Dayton PTAC Office Meredith Threatt mthreatt@emtec.org (937) 259-1368 Program Assistant

Bonnie Bakerbbaker@emtec.org(937) 253-0038

CONTACTS

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Department of Defense (DLA)

Ohio Dept of Development (ODOD)

Edison Materials Technology Center (EMTEC)

PTAC is FREE

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WHY DO BUSINESS WITH

THE GOVERNMENT?

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The US Government is the largest customer in the world!

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FEDERAL PURCHASES

36% Supplies and equipment

35% Services

19% Agriculture, communications, utilities, finance & admin

7% Construction

3% Wholesale / retail

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Expand market share

Increase profits

The federal government is a multi-billion dollar procurer ($460 Billion)

Only a small percentage of U.S. businesses are competing

Federal government is encouraging competition

WHY GOVERNMENT?

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Set-Aside Laws:• Small Business = 23%• HUBZone SB = 3%• 8(a) Small Business = 3%• Service Disabled Veteran-owned Small Business = 3%

WHY GOVERNMENT?

NOTE: Large Prime Contractors must make an effort to meet set-aside goals as well.

Set-Aside Goals:• Woman-owned SB Goal = 5%• Veteran-owned SB Goal = 3%

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Small Business Business size determined by NAICS code,

limited by:

• Gross sales (3 year average), or • # of employees

SET-ASIDES

For more info on being a small business, visit www.sba.gov

Law

For example:IT Companies = NAICS 541511; small bus limit $23MArch/Engineer = NAICS 541310; small bus limit $500kOffice Equip = NAICS 423420; small bus limit 100 emp

To find your NAICS code, visitwww.census.gov/epcd/www/naics.html

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Historically Underutilized Business Zone (HUBZone)• MUST be a small business• MUST be owned/controlled by US

citizens, a Community Development Corp, or Indian Tribe

• Principal office MUST be located in a HUBZone

• At least 35% of employees MUST reside in a HUBZone

SET-ASIDES

Apply online at www.sba.gov/hubzone Law

Example: Downtown Dayton

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8(a) business development program• 9-year program• In business for 2 years or waiver

SET-ASIDES

Apply online at www.sba.gov/8abd

Must be BOTH:1. Economically Disadvantaged = $250,000

or less in personal assets EXCLUDING your primary residence and any assets you have in the business; AND

2. Socially Disadvantaged = individuals who have been subject to societal prejudice or cultural bias due to their membership in a particular group (race, ethnic origin, gender, physical disability or long-term residence in an environment isolated from mainstream society). “Preponderance of evidence.”

Law

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Veteran Owned Small Business (VOB)• At least 51% owned and operated by Veterans

(DD214 as proof of service)• Veteran = served in any branch of the US military

for 90 consecutive days of active duty during a war time period

Service Disabled Veteran Owned Small Business (SDVOSB)• At least 51% owned and operated by Service

Disabled Veterans• Service Disabled Veteran status must be verified

by the VA

SET-ASIDES

Register your business online at www.vip.vetbiz.gov

Apply for SDV status with your local VA officewww.vip.vetbiz.gov then click on “Find a Facility”

Law

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Woman Owned Small Business • MUST be a small business• At least 51% owned and operated by a

woman or women• No official certification for woman-

owned businesses at the federal level• State recognizes women as minorities

for the EDGE program• US DOT recognizes women as

minorities for the DBE program

SET-ASIDES

Apply for EDGE online at www.EDGE.ohio.gov

Other WBE Certifications: www.wbenc.orgwww.wbdc.org

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DBE Certification (US Dept of Transportation)

SET-ASIDES

Apply online at www.sba.gov/8abd

Must be BOTH:1. Economically Disadvantaged = $750,000

or less in personal assets EXCLUDING your primary residence and any assets you have in the business; AND

2. Socially Disadvantaged = individuals who have been subject to societal prejudice or cultural bias due to their membership in a particular group (race, ethnic origin, gender, physical disability or long-term residence in an environment isolated from mainstream society). “Preponderance of evidence.”

Law

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• Local Government

• State Government

• Prime Contractors

• Non-Profits

• Universities• AND MORE…

NOT JUST FEDERAL

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E.D.G.E. Certification – Encouraging Diversity, Growth & Equity

Must be BOTH:1. Economically Disadvantaged = $250,000 or

less in personal assets EXCLUDING your primary residence and any assets you have in the business; AND

2. Socially Disadvantaged = individuals who have been subject to societal prejudice or cultural bias due to their membership in a particular group (race, ethnic origin, gender, physical disability or long-term residence in an environment isolated from mainstream society.

STATE PROGRAM

Apply online at www.EDGE.ohio.gov

Law

5% of all state purchases must be spent with EDGE companies.

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MBE Certification – Minority Business Enterprise

Must be:1. In business for 1 year2. Socially Disadvantaged = At least 51%

owned and operated by a member of one of the following minority groups: Black, Hispanic, Native American, and/or Asian.

STATE PROGRAM

Apply online at http://das.ohio.gov/Eod/EODMBEOff.htm

Law

15% of the state’s annual purchases must come from MBE companies.

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Small Businesswww.sba.gov

Woman-owned Businesswww.onlinewbc.gov

Veteran-owned Businesswww.vetbiz.gov

HUBZone Programwww.sba.gov/hubzone

Small Disadvantaged Businesswww.sba.gov/sdb/index.html

8(a) Programwww.sba.gov/8abd

SET-ASIDES

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Government agencies are required to share a LOT of information with the public:

www.FedBizOpps.gov Procure.Ohio.Gov PTAC Daily Bid Match Buying Forecasts Buying Histories

Finding Opportunities

Find more bid boards by Googling words like:

"bid board""Purchase plan""acquisition estimate"

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www.FBO.gov

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Procure.Ohio.Gov

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PTAC Daily Bid Match

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Buying Forecasts are the perfect market research tool. You’ll find: Buying plans for 2 – 5 years Procurement Method to be used (GSA, 8(a), etc) What they expect to spend ($ range) When they expect to buy Contact info for buyers Sometimes include the incumbent = your competition

Forecasts

Find Forecasts at www.fbo.gov

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US Dept of Justice Procurement Forecast: http://www.usdoj.gov/jmd/osdbu/forecast2007.pdf

Forecasts

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Buying History is another helpful sales/market research tool. You’ll find: Which agencies have bought your products/services Who they bought from How much was purchased (quantity) How much was paid (price history) Top 10 buyers & sellers

Histories

Find histories at https://www.fpds.gov

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Once you've gathered your market data: Use it when creating marketing materials to speak to your customers habits Create a Capabilities Statement (or several) Track your competition - learn what works for them NARROW YOUR FOCUS Bid!

Now What?

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MEET WITH PTAC. We will teach you how to: Review registrations Discuss marketing & sales strategies Identify your top 3 target agencies Research those target agencies Prepare marketing materials for government events & meetings Find teaming partners Answer your govt-contract questions

Now What?

Program AssistantBonnie Bakerbbaker@emtec.org(937) 253-0038

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www.swcoptac.org

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Dayton PTAC Office Meredith Threatt mthreatt@emtec.org (937) 259-1368 Program Assistant

Bonnie Bakerbbaker@emtec.org(937) 253-0038

CONTACTS