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Business With The
GovernmentSmall Business &
Technology Development Center’s
(SBTDC)
Procurement Technical Assistance Center
(PTAC)
Leslie “Lynne” CrawleyProcurement Counselor910-222-8930 1
Small Business & Technology Development Center (SBTDC)
• Confidential one-on-one counseling• General Business - planning, marketing,
financing, human resources & operations• Manufacturing & Technology Development and
Commercialization• International Business• Marine Trades• Management Education Services• Procurement Technical Assistance Center
(PTAC) www.sbtdc.org
2
PTAC assists you in. . .
• Understanding government rules and regulations• Completing mandatory registrations and certifications• Researching award histories• Identifying contracting opportunities• Reviewing bids and proposals• GSA/VA Contracts and schedules• Selling to the federal, state and local government• PROBID (Fee)
– Electronic bid matching system (Fees apply)– Searches almost 400 sites (federal, state, local,
foreign)
http://www.sbtdc.org/services/gov_procurement.asp3
Is the Government Market for Me?
• What a Government Contract can do for your business– Diversify your customer base– Cover overhead costs
– Even out cash flow
• What a Government Contract can not do for your business– Jump-start your business– Save your business– Be the sole source of your business
4
Size of the Government Market FY 2008
• Total Federal Acquisition Spending
– $454 Billion
• Small Business Market Share
– $83.2 Billion a Year in Prime Awards
– $64.8 Billion a Year in Subcontracts
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Potential Federal Customers
Military Bases GSA VA DLA FEMA USDA
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Registration (Acronyms) • NAICS – North American Industrial Classification
System• SIC – Standard Industrial Classification• FSC – Federal Supply Classification (Optional)• PSC – Product Service Code (Optional)• TIN – Tax Identification Number• DUNS – Data Universal Numbering System• CCR – Central Contractor Registration• ORCA – Online Representations & Certifications
Application
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Registration – CCRwww.ccr.gov
• Required to do business w/federal government• Don’t forget to complete the SBA Firm Profile• Commercial and Govt Entity Code (CAGE) • Receive a letter after successful registration
– Welcome letter
• Safeguard all passwords and IDs• Re-certify annually
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Registration – CCR• Obtain Tax ID Number (TIN): 1-800-829-1040• Obtain DUNS : 1- 866-705-5711
http://fedgov.dnb.com/webform/pages/CCRSearch.jsp • Identify your NAICS codes –
http://www.census.gov/naics/2007/index.html• Identify your SIC codes --
http://www.osha.gov/pls/imis/sicsearch.html• Identify your FSC and/or PSC Codes
http://softshare.com/tables/pscs• Size determination
- Small vs. Large- (13 CFR 121.201) - www.sba.gov/idc/groups/public/documents/sba_home
page/serv_sstd_tablepdf.pdf 9
Registration – ORCA
• https://orca.bpn.gov/• Required to do business with the federal
government• Don’t complete until receipt of CCR letter• Requires Marketing Partner ID Number (MPIN)• Can print out and complete then input later• Safeguard MPIN and all passwords and IDs
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RegistrationSBA -- Preference Programs
• 8(a) Business Development Program- www.sba.gov/8abd
• Small Disadvantaged Business (SDB) Program- Self Certification as of 1 October 2008
• Historically Underutilized Business (HUBZone)- https://eweb1.sba.gov/hubzone/internet/index.cfm
• Women Owned Business Program- www.sba.gov/women
• Veterans Business Program- www.vetbiz.gov
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8(a) And SDB Programs
• The applicant firm– must be a small business,– must be unconditionally owned and controlled by one
or more socially and economically disadvantaged individuals who are of good character and citizens of the United States, and
– must demonstrate potential for success
• 8(a) is a 9 Year Program• 8(a) has set-aside and sole-source• SDB has 5.8% goal
– This is self certification as of 1 October 200812
HUBZone Program
• The applicant firm must be– 51% American owned – Principal office located in a designated HUBZone– At least 35% of employees must reside in a HUBZone
• Price evaluation adjustment (up to 10%)• 3% Goal (prime contractors)• Set-aside and sole-source opportunities• NOTE: Remember the tracks will change after
the census is done. (Estimated Jul 2011)13
Woman and Veteran Programs• Women-owned Business Program
– Self certify– 5% government wide goal– Primes may require a National Certification
• Women’s Business Enterprise National Council (WBENC)• National Association of Women Business Owners (NAWBO)
• Veteran-owned SB Program– 3% government wide goal – Allows Set-asides for Service Disabled Veteran
Owned Small Businesses (SDVOSB)• Can qualify as SDVOSB with “Zero” Disability status
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Contacts • Who do you know?• Small Business Liaison Officer (SBLO)
– Prime contractor employee (Public Law 95-507)– Subcontracting plans have goals– Good opportunity for new vendors
• Small and Disadvantaged Business Utilization Specialist (SADBU) – Does not buy anything– Acts as liaison between you and buyers
• Small Business Specialist (SBS)– Acts as liaison between you and buyers
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Research -- Federal• Federal Acquisition Regulation (FAR)
– http://farsite.hill.af.mil/ – www.arnet.gov/far/index.html
• Code of Federal Regulations (CFR)– www.access.gpo.gov/nara/cfr/cfr-table-search.html
• United States Code (USC)– http://uscode.house.gov/search/criteria.shtml
• Government acronyms – http://www.dau.mil/pubs/glossary/preface.asp
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Opportunities -- Federal
• Federal Business Opportunities (FBO)– www.fbo.gov – Single government-wide point-of-entry for federal govt
procurement opportunities
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Types of Federal Acquisitions
• Micro-Purchases– Purchases Less than $3000 (supplies), $2500
(services) and $2000 (construction)– Credit Card transactions or purchase orders– Open to large and small business– Competition not required– Approximately 700,000 cards issued– $18 billion in annual sales
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Types of Federal Acquisitions
• Simplified Acquisitions– Purchases $3000 up to $100,000– Set-aside for small business– Informal buys up to $25,000– Formal advertisement required for purchases over
$25,000 – Can be set-aside for 8(a), HUBZone and SDVOSB
companies– Request for Quote (RFQ)
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Types of Federal Acquisitions
• Large Contracts– Purchases over $100,000– Open to large and small businesses– Rigid process/well defined requirements– Can be set-aside for 8(a), HUBZone, SDVOSB, and
small business companies– Invitation for Bid (IFB)
• Used for sealed bids/Advertisement is required• Negotiations are not permitted
– Request for Proposal (RFP)• Used when seeking creativity, different ideas or new ways of
accomplishing a task/Advertisement is required• Negotiations are permitted
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Bidding – Preparation(both Federal and State)
• Obtain entire solicitation– Supporting documents (specs, drawings, SOW) – Amendments too!
• Read solicitation completely and thoroughly• Make working copy of solicitation• Refer to research websites on previous slide
– Request/research purchase history– Government jargon
• Ask questions21
Federal Contractor Certification• Purpose: Help business owners understand the Federal
contracting process, submit intelligent responses and perform successfully after award
• Pilot program– Started Aug 1, 09 – Jan 31, 10– Available to owners through PTAC’s certified– Only Level 1 available: Basic Understanding of Federal
Contracting• Veteran owned businesses will receive a book “Win
Government Contracts for Your Small Business”, Second edition from the VA
http://www.vetbiz.gov/outreach/FCC.htm
FCC Continued
• Owner register with nearest PTAC• Intake Meeting• Complete release form to be forwarded to VA• Take prescribed courses with DAU and forward
certificates to PTAC counselor• Take comprehensive exam proctored by PTAC• Owners passing the exam will be presented with
a lapel pin, logo and certificate to advertise this capability.
Selling to the State of North Carolina
Potential State Customers State Agencies Universities Community Colleges Public Schools Institutions Local Governments NOTE: State of North Carolina
Purchasing spends about $4 Billion a Year
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Registration – State of NC• Identify your NIGP/Commodity Codes -
http://www.doa.state.nc.us/PandC/ipsalpha.htm • Register in Vendor Link:
www.doa.state.nc.us/PandC/VendorLink-Registration.htm
• Register in E-Procurement: https://vendor.ncgov.com
• Historically Underutilized Business (state of NC)- www.doa.state.nc.us/hub
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Historically Underutilized Business (HUB) Program – State of NC
• Minority/women/disabled• 10% participation goal• Register online at Vendor Link/E-Procurement• HUB Coordinator’s office is advocate
– Sponsors seminars and workshops– Maintains a database of HUB vendors for use by state
purchasers, general contractors and others – Telephone: (919) 807-2330
Fax number: (919) 807-2335
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Local Government Agencies (cities, county, municipalities, etc)
• Concentrate on immediate area first• Usually paper registration, not on-line• Listing of cities/towns/counties found at:
http://ncinfo.iog.unc.edu/library/cities.html • M/WBE programs• Some utilize State of NC IPS
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Marketing
• Focus on one or two target agencies.
• Nurture your small customer into a larger customer.
• Consider becoming chamber member
• It’s all about relationships!
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Opportunities -- State
• Interactive Purchasing System (IPS)– http://www.ips.state.nc.us/ips/pubmain.asp– State of NC portal for opportunities
• Other state purchasing websites– http://www.naspo.org/directors/ – http://www.nigp.org/stwebsit.htm
• NC Purchase & Contract Administrative Code– http://www.doa.state.nc.us/PandC/admcode.htm
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Types of State Acquisitions
• Categories of Purchases– Apparatus, supplies, material and equipment– Construction or repair– Service contracts, purchase of real property,
lease of personal property
• Dollar Thresholds– Informal – Formal
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Types of State Acquisitions
• Informal Procedures– Advertisement of bid opportunity is not required– Dollar value varies among agencies– Written quotes required for contracts $5,000 and up– Contracts awarded to the lowest responsible bidder– May be conducted via e-Quote system
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Types of State Acquisitions
• Formal Procedures– Dollar value varies among agencies– Advertisement of bid opportunity is required– Sealed competitive bids must be obtained– Contracts awarded to the lowest responsible bidder– May be posted at Interactive Purchasing System
(IPS) – Vendor may register for email notifications via
Vendor Link
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Rules to Live By
• Do not be late• Do not lose your passwords (do not share,
either!)• Do not pay for what you can get free• Get it in writing• Be proactive• Call PTAC with questions
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NC PTAC Counselors• Clark Fields – Western NC area – 828.251.6025 or
• Archie Black – Charlotte/Greensboro areas – 704.548.1090 ext 3346 or [email protected]
• Kathryn Lobdell – Raleigh area – 919.715.7373 ext 611 or [email protected]
• Leslie “Lynne” Crawley – Southeastern NC area – 910.222.8930 or [email protected]
• Katie Harshberger – Northeastern NC area – 252.737.1370 or [email protected]
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Questions?
