B2 G Master For 8 11 10

1692 West Hibiscus BoulevardMelbourne, Florida 32901

Phone: 321.723.3352Copyright © 2010 Whittaker-Cooper

1

Our Sponsor



Florida Business Bank

Joseph SofiaVice President

Commercial Lending



Types of Loans

• Revolving Line of Credit (LOC)• Term Loans

– Equipment Loans– Real Estate Acquisition– Permanent Working Capital– Business Acquisition



Lines of Credit

• Monitored– Monthly Borrowing Base

• Listing of A/R Aging• Inventory• Cash balances• Loan Balance

– Advance Rate on A/R and Inventory• A/R ranges between 80% to 30% based on Receivables that are

less than 60 days past due.• Inventory can be advanced as high as 50%, but is often not

advanced

• Non-Monitored



Term Loan• Equipment Loan

– 3-5 year loan– Equipment that can be financed by a vendor (i.e.. John Deere) is typically difficult for a bank to finance.– A company needs historical cash flow of at least two full years.

• Real Estate Acquisition– 20-30% down payment– 15-20 year amortization– 5 year term (balloon payment)

• Permanent Working Capital– 3-5 year loan (fully amortizing)– Need payment history– Very difficult to get approved

• Business Acquisition– 3-5 year loan– Need payment history– Difficult to get approved– SBA has some options, but that route has become difficult because it still requires adhering to a bank

approval process.



Ideal Company/Situation• Liquidity

– $50,000-$300,000 in the bank– 20-200% of the loan amount requested

• History– Been around for 5-10 years– Paid back debt

• Ownership– Has been in the industry for 10-20 years– Strong personal credit– Liquidity of $50,000 +

• Solid contracts– Clients pay on time– A/R and A/P is well managed– Limited discrepancy between payments and bills



What if you are not IDEAL?

• Overcompensate in one area– Most likely you have strong liquidity or a strong

contract, but not both.• Review other options:

– Factoring– Equity– Loan from Client



What does a bank need?• From the Business

– Most recent three years federal tax returns and/or accountant prepared financial statements

– Year to date financial statements (along with prior year comparable period)• Balance Sheet• Income Statement• Statement of Cash Flow

– Aging Schedule of Receivables and Payables (dated concurrently with interim balance sheet)

– Schedule of Corporate Debt– Articles of Incorporation, operating or Partnership Agreement– For incorporated entities

• Copy of by-laws, minutes or other documentation identifying officers of the company

– For start-up Entities• Business Plan• Draft or signed purchase agreement



What does a bank need?

• Owners Information– Most recent three years federal tax returns for all

owners/guarantors– Personal Financial Statement for all

owners/guarantors• General

– Signed application– Any other information that may help us understand

your business (i.e. brochures, web site information, industry articles, etc)



Next Steps

• Talk to an Accountant• Talk to a Lawyer• Then, talk to a Banker!



11



Federal Contracting:Plain & Simple

I. Wayne Cooper, CPARichard D. Sutter, CPA

Whittaker Cooper Financial GroupAugust 11, 2010



Whittaker Cooper Financial GroupFederal Government Contracting Services

• Offering a variety of services – most common:– Accounting System Compliance– DCAA Audit Assistance

• Provides specialized expertise to help preserve your funding and livelihood



Traditional vs. Federal Accounting

Traditional accounting• Serves commercial businesses• Serves a part of your business as a Federal

contractor




Federal accounting• Federal contractors subject to the Federal

Acquisition Regulation (FAR)– FAR dictates all the regulations/requirements of

the accounting system– IRS has the tax code; Federal contracting has the

FAR• Specific expertise needed to ensure

compliance with these rules/regulations




Dual market business• How to function when serving both

commercial and Federal clients• One accounting system to serve both• Government trumps commercial and will

dictate the accounting system



Comparison of Federal and Commercial Contracting

Federal Contracting• Political influences• Socioeconomic concerns• Public accountability• Size and complexity of

contracts

Commercial Contracting• Less regulated• No set process• No requirement to solicit

multiple vendors• Longer relationships with

suppliers• Different elements in

selecting sources



Types of Federal Contracts

Fixed Price• Sealed Bid or Negotiated• Contractor bears the most responsibility/risks for

costs and profit



Types of Federal Contracts

Cost Reimbursement• Cost contract – contractor receives no fee

• Cost sharing – contractor received no fees and is reimbursed only for an agreed-upon portion of its allowable costs

• Cost Plus Incentive Fee (CPIF) – provides for a negotiated fee to be adjusted based on the relationship of total allowable costs to total target costs

• Cost Plus Award Fee (CPAF) – provides for a payment of a fee based on a judgmental evaluation by the government sufficient to provide motivation for excellence in performance

• Cost Plus Fixed Fee (CPFF) – provides for payment to the contractor of a fee based on pre-negotiated factors i.e. quality of performance



Fixed-Price vs. Cost ReimbursementFixed Price• Minimum risk & burden on

government

• Defined requirements

• Risk of performance on contractor

• Contractor paid upon acceptance of tendered items/services

Cost Reimbursement• Maximum risk & burden on

government

• Unknown requirements

• Risk of performance on government

• Contractorpaid for bestefforts



Factors to Consider in Selecting Contract Type

• Risk factors• Contact administration factors• Type and complexity of the requirement• Urgency of the requirement• Period of performance• Extent of subcontracting



Categories of Contracts

• Products/supplies• Services• Major system acquisition• Research & development• Construction & architect-engineer• Information technology• Utility services



Federal Contract Cost &Accounting Regulations

When do Federal Acquisition Regulations (FAR) cost regulations apply?

• Fixed-price contracts: – When pricing contracts, modifications or

subcontracts– There is cost analysis

• Cost-reimbursement contracts:– According to the cost-reimbursement contract

clauses



Simplified Acquisition Procedures

Simplified Acquisition Procedures (SAP) applies to:• Purchases of supplies over $3,000 but less than $100,000

• Purchases of services over $2,500 but less than $100,000

• Construction over $2,000 but less than $100,000

• Commercial items purchases over $3,000 but less than $5,500,000



Simplified Acquisition Procedures

The purpose of the Simplified Acquisition Procedures• Reduces administrative costs• Improves opportunities for small businesses• Promotes efficiency and economy• Avoids unnecessary administrative burdens



Accounting System Compliance

• Often the first thing contractors need help with upon securing an award

• Basis for maintaining your contract and avoiding possible suspension, cancellation or pay back of your award dollars



Accounting System Software

You have options ranging from the following:• A high end, industry specific package such as Deltek

which can do most everything at a price.• A more budget friendly system such as QuickBooks or

Peachtree Accounting– Exports into MS Excel to meet presentation and calculation

needs– Add-ons and other software packages are available to assist

with the preparation of the necessary reports and cost pools using data exported from QuickBooks and Peachtree Accounting



Chart of Accounts

• Core of the company’s accounting system• Creates a formatted structure for the company• First step in segregating costs into proper cost

pools



Types of Cost Pools

• Direct costs• Indirect costs• Unallowable costs



Types of Cost Pools

Direct costs• Any cost that can be identified with a final cost

objective (i.e. a contract/grant/job/task)• Examples include labor, subcontractors,

consultants and materials



Types of Cost Pools

Indirect costs• Any cost that cannot be identified with one final

cost objective but benefits multiple cost objectives• Allows for recovery of operation costs not

associated with a specific job• Further segregated into these general categories

– Fringe benefits (health insurance)– Overhead (rent)– General & Administrative (professional fees)



Types of Cost Pools

Unallowable costs• Any cost that cannot be included in prices, cost

reimbursements or settlements under a Federal contract to which it is allocable

• Any cost specifically stated to be unallowable• Contractors must properly segregate

unallowable costs from allowable costs in the accounting system

• Contractors may be subject to penalties



Timekeeping

Timekeeping system that identifies labor by cost objective and allocates this time properly• Many contractor’s systems falter here• All employees’ time, whether direct or

indirect, must be accounted for daily by the work that is performed.



Timekeeping

• Proper procedures must be maintained for time sheets or entering time

• Each employee is responsible for preparing and correcting their own time sheet

• Adequate management overview must be provided• A written policy must be maintained for employees and

management to follow• Traceability or an audit trail of changes must be

maintained• The system should be able to detect errors and required

changes



Timekeeping

Properly completed time sheets must be:• Filled out daily and submitted weekly• Signed and dated by employee and reviewing

supervisor• Done in ink or government approved timekeeping

system• Every employee must comply• The work week is 40 hours• The work year consists of

2080 hours



Sam

ple

Fina

ncia

l Sta

tem

ents ASSETS 2008 2007

CURRENT ASSETSCASH AND CASH EQUILVALENTS 1,300$ 477,889$ ACCOUNTS RECEIVABLES- TRADE 2,635,982 1,900,474LOANS RECEIVABLE- OFFICERS 50,000 0PREPAID EXPENSES 29,851 17,466

2,717,133 2,395,829

PROPERTY AND EQUIPMENT- Net of accumulated depreciation 2,337,272 2,326,733

OTHER ASSETS 43,794 46,991

5,098,199$ 4,769,553$

LIABILITIES AND STOCKHOLDERS' EQUITY

CURRENT LIABILITIESCURRENT PORTION OF LONG-TERM DEBT 119,160$ 86,423$ NOTES PAYABLE 400,000 810,000ACCOUNTS PAYABLE- TRADE 193,475 19,848ACCRUED EXPENSES 604,103 472,743

1,316,738 1,389,014LONG-TERM DEBT 1,880,679 1,919,453

3,197,417 3,308,467

STOCKHOLDERS' EQUITYCOMMON STOCK, $1 par value, 1,000 shares authorized and outstanding 1,000 1,000RETAINED EARNINGS 1,899,782 1,460,086

1,900,782 1,461,086

5,098,199$ 4,769,553$

PROOF 0 0

See accountant's report and accompanying notesto the financial statements.

GOVERNMENT CONTRACTOR, INC.BALANCE SHEET

DECEMBER 31, 2007 AND 2008



Sam

ple

Fina

ncia

l Sta

tem

ents

STATEMENT OF INCOME FOR THE YEAR ENDED DECEMBER 31, 2007 AND 2008

INCREASE

2008 (DECREASE) 2007

CONTRACT BILLINGS 11,122,568$ 1,387,725 9,734,843$

EXPENSES (including provision for depreciation and amortization of $223,896 [2008] and $217,763 [2007])

DIRECT JOB COSTS 5,955,915 689,739 5,266,176OVERHEAD EXPENSES 2,985,056 253,920 2,731,136GENERAL AND ADMINISTRATIVE EXPENSES 1,411,996 211,417 1,200,579NON-ALLOCABLE ITEMS 51,660 (7,891) 59,551INTEREST EXPENSE 216,819 (12,749) 229,568

10,621,446 1,134,436 9,487,010

NET INCOME 501,122 253,289 247,833

RETAINED EARNINGS- BEGINNING 1,460,086 1,479,238

S DISTRIBUTIONS PAID (61,426) (266,985)

RETAINED EARNINGS- ENDING 1,899,782$ 1,460,086$

See accountant's report and accompanying notesto the financial statements.

GOVERNMENT CONTRACTOR, INC.



Sam

ple

Fina

ncia

l Sta

tem

ents

INCREASE


PAYROLL 4,949,503$ 478,002 4,471,501$ TRAVEL AND SUBSISTENCE 624,154 38,685 585,469HOLA/COLA 72,043 4,994 67,049OTHER DIRECT COSTS 310,215 168,058 142,157

5,955,915$ 689,739 5,266,176$

See accountant's report on supplementary information and accompanying notes to the financial statements.

GOVERNMENT CONTRACTOR, INC.SCHEDULE OF DIRECT JOB COSTS

FOR THE YEAR ENDED DECEMBER 31, 2007 AND 2008



Sam

ple

Fina

ncia

l Sta

tem

ents INCREASE


AMORTIZATION 24,787$ 7,306 17,481$ CAR EXPENSES 11,922 (11,078) 23,000DEPRECIATION 176,978 (9,208) 186,186DUES AND SUBCRIPTIONS 12,320 3,262 9,058EMPLOYEE ASSISTANCE PROGRAM 2,089 453 1,636FRINGE BENEFITS APPLIED TO OVERHEAD 1,251,477 71,994 1,179,483GOVERNMENT COMPLIANCE 2,340 124 2,216MAINTENANCE SERVICE 39,144 7,720 31,424OFFICE EXPENSES 37,538 37,538 0PAYROLL; ACCOUNTING 438 (23,833) 24,271 ADMINISTRATIVE 304,976 40,507 264,469 GOVERNMENT COMPLIANCE 3,298 (824) 4,122 MANAGEMENT 377,218 24,638 352,580 TRAINING 14,117 3,820 10,297 SECURITY 60,331 4,624 55,707 RELOCATION 0 (1,147) 1,147POSTAGE 10,137 (1,768) 11,905PROFESSIONAL FEES 5,808 3,578 2,230PROFESSIONAL TRAINING 31,994 15,663 16,331PROPERTY MANAGEMENT 99,629 (5,095) 104,724RECRUITING 5,551 2,782 2,769RELOCATION 8,666 (5,173) 13,839RENT; OFFICE 237,895 39,614 198,281 OTHER 24,679 523 24,156SERVICES- TEMPORARY 1,102 396 706SUPPLIES; COMPUTER 44,257 44,257 0 OFFICE 35,550 12,615 22,935 OTHER 25,181 (33,516) 58,697TELEPHONE 97,048 (988) 98,036TRAVEL; OVERHEAD 54,473 14,942 39,531 LOCAL 7,914 7,914 0UTILITIES 4,977 4,977 0OVERHEAD APPLIED TO BID & PROPOSAL COSTS (28,778) (2,697) (26,081)

2,985,056$ 253,920 2,731,136$

Overhead rate 60.31% 61.08%



GOVERNMENT CONTRACTOR, INC.SCHEDULE OVERHEAD EXPENSES



Sam

ple

Fina

ncia

l Sta

tem

ents INCREASE


AMORTIZATION 2,206$ 1,214 992$ BANK CHARGES 3,343 (1,538) 4,881BID AND PROPSAL EXPENSES 82,111 11,337 70,774BUSINESS MEALS 2,619 1,367 1,252CAR EXPENSES 1,451 146 1,305DEPRECIATION 17,389 6,821 10,568EMPLOYEE MORALE 4,523 (4,734) 9,257FRINGE BENEFITS APPLIED TO G&A 616,399 110,906 505,493INSUARNCE- GENERAL 43,654 7,622 36,032MANAGEMENT BONUSES 65,000 11,875 53,125PAYROLL; ACCOUNTING 46,728 28,270 18,458 ADMINISTRATIVE 82,512 32,689 49,823 MANAGEMENT 196,261 14,157 182,104 DIRECT SELLING 45,130 (881) 46,011PAYROLL SERVICES 8,203 490 7,713PRINTING 6,332 1,632 4,700PROFESSIONAL FEES 17,976 2,220 15,756PROFESSIONAL TRAINING 1,818 891 927PROPERTY MANAGEMENT 12,124 6,180 5,944RENT; OFFICE 0 (11,254) 11,254 OTHER 1,931 560 1,371SALES BONUSES 37,601 2,106 35,495SUPPLIES; OFFICE 1,899 597 1,302 OTHER 1,565 (1,767) 3,332TAXES AND LICENSES 80,138 9,228 70,910TAXES- STATE INCOME (5,912) (17,231) 11,319TELEPHONE 6,526 962 5,564TRAVEL; DIRECT SELLING 10,600 (1,835) 12,435 GENERAL AND ADMINISTRATIVE 21,869 (613) 22,482

1,411,996$ 211,417 1,200,579$

G&A rate 23.71% 22.80%


GOVERNMENT CONTRACTOR, INC.SCHEDULE OF GENERAL AND ADMINISTRATIVE




Sam

ple

Fina

ncia

l Sta

tem

ents

INCREASE


INSURANCE- OFFICERS' LIFE 38,119$ (10,614) 48,733$ SBA LOAN FEES 4,500 375 4,125MISCELLANEOUS 7,957 3,383 4,574DEPRECIATION 839 - 839 AMORTIZATION 1,697 - 1,697CONTRIBUTIONS 354 (54) 408INTEREST INCOME (1,338) (513) (825)GAIN ON DISPOSAL OF FIXED ASSETS (468) (468) 0

51,660$ (7,891) 59,551$

GOVERNMENT CONTRACTOR, INC.SCHEDULE OF NON-ALLOCABLE ITEMS




Sam

ple

Fina

ncia

l Sta

tem

ents

INCREASE


EMPLOYEE BENEFITSDEFERRED SAVINGS PLAN 191,738$ 40,130 151,608$ BONUSES 83,024 6,549 76,475DEFERRED SAVINGS PLAN SERVICE COST 4,950 1,492 3,458INSURANCE- GROUP 279,849 13,388 266,461TAXES- PAYROLL 539,720 50,075 489,645ADMINISTRATIVE LEAVE 14,588 9,365 5,223VACATION, SICK & HOLIDAY PAY 754,007 61,901 692,106

1,867,876 182,900 1,684,976

FRINGE BENEFITS APPLIED TO:OVERHEAD (1,251,477) (71,994) (1,179,483)GENERAL AND ADMINISTRATIVE (616,399) (110,906) (505,493)

-$ - -$


GOVERNMENT CONTRACTOR, INC.SCHEDULE OF FRINGE BENEFITS



Sam

ple

Fina

ncia

l Sta

tem

ents

INCREASE


DIRECT LABOR 38,676$ (543) 39,219$ OVERHEAD EXPENSES APPLIED TO BID AND PROPOSAL 28,778 2,697 26,081OTHER DIRECT COSTS 14,657 9,183 5,474

82,111 11,337 70,774

BID AND PROPOSAL EXPENSES TRANSFERRED TO G&A (82,111) (11,337) (70,774)

-$ - -$

GOVERNMENT CONTRACTOR, INC.SCHEDULE OF BID AND PROPOSAL EXPENSES






Summary

• FAR dictates everything in the Federal contracting world

• Government Compliant Accounting System:– Critical– Key to maximizing cost recovery– Helps you bid competitively



Summary

• Your investment in the properexpertise and accounting systemwill benefit your company for yearsto come



Questions?

Whittaker Cooper Financial Group1692 West Hibiscus Boulevard

Melbourne, Florida 32901

(321) 723-3352

- and -

8085 Spyglass Hill Road

Viera, Florida 32940

www.whittaker-cooper.com



Thank you!



Disclaimer:

U.S. Treasury Department Circular 230 Disclosure: This presentation is not intended or written to be used, and cannot be used, by the taxpayer for the purpose of avoiding penalties that the Internal Revenue Service may impose on the taxpayer.



50



51

Get in the Game

B2G Market for Small Business

Presented byDr. Randall M. Mauldin

USMC (ret), CPSM®, PMP®



52

Our Sponsor



53

Our TeamBusiness helping Business



54

Agenda

• Provide information about the B2G market• Tell you how to register your business for B2G

market• Discuss options for your business to learn

about and become successful in the B2G market



55

Presidential Memorandum April 26, 2010

Interagency Task Force on Federal Contracting Opportunities for Small Businesses

• Tasked to …– Develop Innovative Strategies– Remove Barriers– Expand Outreach– Establish policy… to help small business get in the game



56

Federal Government Purchases

• Over $500 billion worth of goods and services each year, from office supplies to aircraft carriers

• Government agencies fill at least 23% of all purchased with small businesses

• Over 30% are small business set-aside contracts– only small businesses are allowed to compete.



57

Federal Market

• Government spends every year– Good times and bad

• Government pays its bills within 30 days• Government purchasing process is transparent• Federal opportunities are available to all

businesses in the United States– Business can sell to federal agencies in any state

• Prime Contractors have small business goals



58

What is purchased?

Information from USASpending.gov

$0.00

$20,000,000,000.00

$40,000,000,000.00

$60,000,000,000.00

$80,000,000,000.00

$100,000,000,000.00

$120,000,000,000.00

$140,000,000,000.00

$160,000,000,000.00

$180,000,000,000.00

Chart Title

Total Dollars



59

Who Spends in the Federal Market?

Total Dollars Small Business Dollars$0.00

$50,000,000,000.00

$100,000,000,000.00

$150,000,000,000.00

$200,000,000,000.00

$250,000,000,000.00

$300,000,000,000.00

$350,000,000,000.00

$400,000,000,000.00

DEPARTMENT OF DEFENSE



60

Who Spends in the Federal Market?

ENERGY HEALTH AND HUMAN SERVICES

NASA GENERAL SERVICES ADMINISTRATION

VETERANS AFFAIRS$0.00

$5,000,000,000.00

$10,000,000,000.00

$15,000,000,000.00

$20,000,000,000.00

$25,000,000,000.00

$30,000,000,000.00

$35,000,000,000.00 Total Dollars

Small Business Dollars



61

Where do we Spend?

CALIFORNIA

VIRGINIATE

XAS

MARYLAND

DISTRICT O

F COLU

MBIA

PENNSY

LVANIA

FLORIDA

MASSACHUSE

TTS

ARIZONA

MISSOURI

$0.00

$10,000,000,000.00

$20,000,000,000.00

$30,000,000,000.00

$40,000,000,000.00

$50,000,000,000.00

$60,000,000,000.00 Total Dollars Small Business Dollars



62

Top Vendors in the Federal Market?

Information from Federal Procurement Data System

$0.00

$5,000,000,000.00

$10,000,000,000.00

$15,000,000,000.00

$20,000,000,000.00

$25,000,000,000.00

$30,000,000,000.00

Total Dollars% Total Dollars



63

Small Business Spending

UNITED STATES (US)$0.00

$20,000,000,000.00

$40,000,000,000.00

$60,000,000,000.00

$80,000,000,000.00

$100,000,000,000.00

$120,000,000,000.00

Chart Title

Small Business



64

Small Business in the Federal Market

Small

Business

Small

Disadva

ntaged

Business

Women

Owned

Small

Business

Hub Zone S

mall Busin

ess

Veteran

Owned

Small

Business

Servi

ce Disa

bled Vete

ran O

wned Sm

all Busin

ess

8(a) Fi

rm

$0.00

$20,000,000,000.00

$40,000,000,000.00

$60,000,000,000.00

$80,000,000,000.00

$100,000,000,000.00

$120,000,000,000.00



65

Small Business Contracting Goals

• Small business contracting goals established by law for Federal executive agencies: – 23 % of prime contracts for small businesses; – 5 % of prime and subcontracts for women-owned

small businesses; – 3 % of prime contracts for HUB Zone small

businesses; – 3 % of prime and subcontracts for service-disabled

veteran-owned small businesses.



66

SMALL

BUSINES

S SET

ASIDE -

TOTA

L

8(A) S

OLE SO

URCE

8A COMPETED

HUBZONE S

ET-A

SIDE

SMALL

BUSINES

S SET

ASIDE -

PARTIAL

SERVICE D

ISABLED

VETER

AN OW

NED SM

ALL BUSIN

ESS S

ET-A

SIDE

SDVOSB

SOLE

SOURCE

RESER

VED FO

R SMALL

BUSINES

S$0.00

$5,000,000,000.00

$10,000,000,000.00

$15,000,000,000.00

$20,000,000,000.00

$25,000,000,000.00

Small Business Set Asides



67

When does the government spend?

Information from Federal Procurement Data System



68

Why Small Business Should Sell to the Federal Market

Need for small business$3,000 to $100,000 must be

reserved for certified small businesses

(Small Business MUST RESPOND)



69

Where is the opportunity in the Federal Market?

Procurement Methods

• Micro-purchases - < $3000• Simplified Acquisition Process

– $3000 to $100,000– By law should be set aside for

small business, if small business responds

• Sealed Bidding – compete on price

• Contract Negotiations – > $100,000

• Consolidated Purchasing – GSA Schedule

Small Business Strategy

1. Educate small business community about B2G market

2. Ensure all businesses are registered in Central Contractor Registry

3. Provide strategic guidance about how small business can leverage the rules to participate in the B2G Market

4. Encourage large businesses to support small business with mentorship, supply chain access, financial support

5. Develop network for teaming arrangements



70

How Do I Get Involved?



71

Develop/Update Business for Government Opportunities

• Evaluate your business– Products and services– Marketing and operational plans– Competition– SWOT Analysis

• B2G goals• Available resources

– Financing– Materials



72

Get a D-U-N-S Number

• Required• Business identification number• FREE

– Contact Dun & Bradstreet at 866-705-5711– http://fedgov.dnb.com/webform.



73

Classify your product or service

• North American Industry Classification System(NAICS)

– Used to categorize products and services. – Find your NAICS code:

http://www.census.gov/eos/www/naics/




74

Identify National Stock Numbers (NSNs) for all items you sell

• Make sure all your products and services are identified with an NSN designation

• Contact the Defense Logistics Information Service at 877-352-2255 to obtain NSNs.



75

Register in the Centralized Contractor Registration (CCR) system

• Primary source for government agencies to learn about prospective vendors

• Search based on each vendor’s abilities, size, ownership and other parameters

• Must be registered in CCR to compete for a contract from any federal civilian or military agency

• THE source of information



76

Information needed for CCR Registration

1. Taxpayer Identification Number2. D-U-N-S Number3. NAICS Code4. Bank account5. Capability narrative (Elevator Pitch)6. Key words that apply to your goods and services (250-word

limit)7. Past performance summary

– Individual experience can be used as past performance– Unknown Confidence vs. No Confidence

8. Web site URL - Have a simple website for government marketing



77

Obtain a CAGE Code

• Identifies companies wishing to do business with the federal government

• CAGE Code automatically assigned once you complete the CCR process

• To request a Commercial and Government Entity (CAGE) Code, download the form at http://www.forms.gov/bgfPortal/docDetails.do?dId=11327.

http://www.forms.gov/bgfPortal/docDetails.do?dId=11327

http://www.forms.gov/bgfPortal/docDetails.do?dId=11327



Online Representations and Certifications Application(ORCA)

• ORCA is a FAR mandated web-based system • Government by collecting vendor representations and

certifications of business information that is required by law for contract award.

• Streamlines the process• Provides the Contracting Officer with Section K of the

Proposal…• ORCA use by vendors is mandated by FAR 52.204-8

– “The offeror has completed the annual representations and certifications electronically via the …

Online Representations and Certifications Application (ORCA) website at https://orca.bpn.gov”

https://orca.bpn.gov/



79

Determine if your business qualifies for Small Business Certification

• The federal government sometimes gives preference to certain businesses: – Socially and economically disadvantaged– Businesses located in a HUB Zone or those with at least

35 percent of employees in a historically underutilized business zone.

– Must apply with SBA for 8a category and HUB zone designation (sole-source and 10% price advantage)

• Visit http://www.sba.gov/gcbd• Opportunity, not entitlement

http://www.sba.gov/gcbd



80

HUB Zones

Sole-Source Set Asides and 10% price advantage on competitive bids



81

Familiarize Legal Procedures

• Federal Acquisition Regulations (FAR) at http://www.arnet.gov/far/.

• Primary regulation that all federal agencies follow when purchasing goods and services.

• Must read part 19 (about small businesses programs)



82

Check out the procurement forecasts

• Annual Procurement Forecast• Maintained by its Office of Small and

Disadvantaged Business Utilization (OSDBU) • Agencies required to post actualized forecasts

on their web site by October 1. • Contact each agency OSDBU at

http://www.firstgov.gov



83

Explore subcontracting opportunities

• Market to prime contractors as a subcontractor• The Small Business Administration’s site SUB-

Net (http://web.sba.gov/subnet/search/)• Prime contractors and government, commercial

and educational entities post solicitations or notices there.

• Find Department of Defense subcontracting opportunities and prime contractor contacts at http://www.acq.osd.mil/sadbu/.



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Market your firm to the right contacts

• Select Prospective government customers• Research their requirements • Solve unique challenges• Identify the agency personnel• Provide “leave-behind” materials• Attend small business fairs and networking• Register in prospect’s databases



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Find Opportunities

• Fed Biz Ops (www.fbo.gov)• Register as a vendor• Search using key words for your business• Search using North American Industry

Classification System (NAICS) Codeshttp://www.census.gov/eos/www/naics/

• Set up email alerts for “Sources Sought” or “Presolicitation” RESPOND!!!

http://www.fbo.gov/




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What do I do now???

• At a minimum Register– Free and sets up your business for opportunities

• Research the B2G Market– www.fbo.gov– Set up Alerts based on your NAICS codes

• Use our team to pursue the B2G Market

http://www.fbo.gov/



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Get in the Game – Options

• Get in the Game - B2G Basics – You know the B2G market is right for your business,

but you need help getting started with the basics. – We will do the work for you!!!– Regularly $997 – Until Friday - $647

• Get In The Game - B2G Workshop– 15-17 October 2010– Hilton Cocoa Beach Oceanfront– Regularly $2499 – Early Bird - $1999



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ResourcesBusiness.gov http://www.business.gov/ The official business link to the U.S. Government.

Central Contractor Registration (CCR)http://www.ccr.govThe primary registrant database for the U.S. Government, CCR collects, validates and

disseminates data in support of acquisition missions.

Department of Defense Office of Small Business Programs http://www.acq.osd.mil/sadbu/This organization is committed to maximizing the Department of Defense (DoD) purchases

through small businesses. The site includes the basics of doing business with and marketing to the DoD, as well as details about various small business programs.



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ResourcesD&B D-U-N-S Numberhttp://www.dnb.com/US/duns_update/AD&B® D-U-N-S® Number is a unique nine-digit sequence used to identify and keep track of more than

100 million businesses worldwide. You must have a D-U-N-S Number to do business with the government.

Federal Agency Procurementhttp://acquisition.gov/comp/procurement_forecasts/index.htmlA list of forecasts for agency procurement.

North American Industry Classification System (NAICS)http://www.census.gov/eos/www/naics/NAICS is the standard used by federal statistical agencies in classifying business establishments for the

purpose of collecting, analyzing and publishing statistical data related to the U.S. business economy.

Procurement Technical Assistance Centershttp://www.dla.mil/db/procurem.htmFree assistance for vendors planning to do business in the federal civilian and/or DoD marketplace.



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ResourcesOffice of Federal Procurement Policyhttp://www.whitehouse.gov/omb/procurement_default/This office plays a central role in shaping the policies and practices federal agencies use to acquire the goods

and services they need to carry out their missions.

OPEN Forumhttp://www.OPENForum.com This site offers a wealth of business resources including videos, articles and expert blogs on growing your

business; success stories and advice from business owners; and networking opportunities to publicize your business.

Small Business Administration Office of Government Contracting and Business Developmenthttp://www.sba.gov/aboutsba/sbaprograms/gcbd/index.htmlSBA contracting experts can be an invaluable resource, whether you’re new to government contracting or are

currently doing business with the government and need advice on a particular issue.

Women Impacting Public Policyhttp://www.wipp.org/A bipartisan public policy group that



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Future Events



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MEETING MANAGEMENT: The Art of Making Meetings Work

Location: Melbourne Regional Chamber, 1005 E. Strawbridge Avenue, Melbourne, FL Register Online: www.melbourneregionalchamber.com

Session 1: Thurs., Aug. 19, 20108:00 am - 11:00 am * Effective meeting basics* The Best & Worst of meetings * Holding productive meetings * Meeting preparation * Agendas

Session 2: Thurs., Aug. 26, 201011:00 am-2:00pm * Setting the place* Leading a meeting * Process & Content * Process Tool: (DeBono'Thinking Hats -

Rules of Work - Facilitation Skills) * How to control a meeting

Cost : Pre-paid & SCE Members: (to attend both sessions): 99.00 Non-Member Cost: $119.00 (Price includes materials/handouts and refreshments)

Participate in the Live Webinar: http://dld.bz/artmtg Both Sessions for $69 ($49 for SCE members)



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Table Top Sponsor

•2 Tickets to the Best Business Entrepreneurs Summit•1 Business Table Top Display at the Entrepreneurs Summit•30 day trial membership to Space Coast Entrepreneurs

$100.00 ($211 Value)

www.BestBusinessSummit.com



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Provide your business card to get a copy of this presentationor

[email protected]

Questions???

mailto:[email protected]



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Conclusion

• Provide your card for B2G Resources• Beware of Businesses that try to offer easy

solutions– Highly competitive market with fantastic rewards

• Opportunity, not entitlement• Work for and earn government business



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Visit www.b2gsolutions.us

for more information and registration

http://www.b2gsolutions.us/



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Documents

B2 G Master For 8 11 10