Commit to Your New Market: Government Contracts

Rich DelisioKent Ohio Procurement Technical

Assistance Center

• The PTAC Network was started in 1985 by the Department of Defense to assist small businesses selling to the government.

• PTAC is a nationwide network.

• PTAC is a non-profit technical assistance program funded by the DoD, Ohio Department of Development and a 3rd party host (KRBA).

• Services are provided at NO Clients Cost!

Why Should I do Govt. Sales?

• Solid Supplement to Your Business

• Government Pays Their Bills

• Opens New Markets

• Increases Visibility

Making the Decision

• What does the Government buy?– Practically EVERYTHING

• What is your core competency?– Define what you can do best

• Is your commercial market strong?

• Do you have adequate financial resources?

• Are you willing to make the investment?

Small Business Advantage

• Federal purchases > $3,000 < $100,000 reserved for small businesses

• Purchases < $3,000 classified as "micro-purchases" and can be made without obtaining competitive quotes

• Contracts > $550,000 (or $1,000,000 for construction of a public facility) large prime contractors and other-than-small subcontractors submit subcontracting plans

Step 1 ~ Research• Know where you’re going

– Who purchases your products/service? – NAICS codes: http://www.census.gov/eos/www/naics/

• Resources (Opportunities/Match)– Federal Procurement Data System (FPDS)

• https://www.fpds.gov

– DLA-BSM Internet Bid Board System • https://www.dibbs.bsm.dla.mil

– Federal Business Opportunities• http://www.fbo.gov

– Procurement Forecasts• http://www.sba.gov/GC/forecast.html

Step 2 ~ Required Registrations

• Central Contractor Registration (CCR)– https://www.bpn.gov/CCR/default.aspx– DUNS Number – call 1-866-705-5711 – SBA Small Business Dynamic Database

Capabilities Statement/Past Performance

NAICS Codes Define your business

• Online Representations & Certifications– ORCA https://orca.bpn.gov/

Step 3 ~ Certifications

• Formal Certification– 8a– Hub Zone

• Self Certification– Woman Owned– Small Business, SDB– SDVOSB

Federal Contracting and Prime Subcontracting Goals

23% Small Business

5% 8a / SDB – Set Asides

5% Hub Zone – Set Asides

5% Woman Owned

3% SDVOSB – Set Asides

capabilities statement here

• www.vetbiz.gov

• 3% aside goals (SDVOB)

• 7% goals for the VA

• MUST have – DD214 – Adjudication from VA– FCC (DAU Classes)

Veteran Registrations

Step 4 ~ Procurement Methods

• Open Competition – Open to all vendors– Awarded to best offer

• Direct Purchase– CO selects vendor– Credit Card

• GSA Schedule– Pre-approval of product/service and price

• DoD E-Mall– Internet - based Electronic Mall

Finding Opportunities• Federal Business Opportunities

– Purchase $25k and over

• Buying Activity's Website– Defense Logistics Agency (DLA)– Tank-Automotive and Armaments Command

(TACOM)– US Navy (NECO)– Ohio State Procurement +

IUC-PG (Public Universities)

STATE Procurement Methods• Know your contracts, (state of Ohio list) :• RFQ – Request for Quote: Competitive Award based on quotes received• CRP – Community Rehabilitation Program: Non-competitive award to a

work center• RFP – Request for Proposal: Competitive award based on meeting specific criteria, not always price, best value• ITB – Invitation to Bid: Competitive Award generally based on • lowest and most responsive and responsible bidder• STS – State Term Schedule: Non-competitive award, these contracts are negotiated• ONE – One time bid: Competitive award for a good or service that is needed once, renewal clause• RA – Reverse Auction: Competitive award based on a reverse auction• RAQ – Reverse Auction Qualification: Request for bidders to submit qualifications prior to a reverse auction• MMA – Master Maintenance Agreement: Non-competitive award, these are maintenance type agreements that are negotiated

Step 5 ~ RFP Response Rules

• READ the solicitation• Re-read the solicitation• Understand exactly what is being requested

• Statement of Work (SOW)• Quantity – unit of issue• Packaging, RFID (Radio Frequency Identification), Delivery

• Have all specs, drawings, FAR’s, etc• Master Solicitation for Online bidding sites• Calculate price carefully – include all costs (packaging,

overhead, etc)• Read the solicitation• Submit timely and properly

Marketing Every Step

Create a Capability Statement (Competency)

• Company Background (Expertise)

• Products/Services offered

• Facility/Equipment (Quality Control)

• Current/Previous Customers

Past Performance (References)

• CAGE, Corp Status,Certifications,etc

Marketing Every Step

• Research Agency or Prime’s website

• Small Business Liaison, Doing Business with Us, etc.

• Register as a vendor:

Think Ohio 1st/ Oil & Gas

• Look for events– Vendor Days– Networking Opportunities– Match Maker Events

Matching Opportunities(Clothes,Cars,Music)

Patience & Risk: building relationships, teaming,understanding public procurement, buying patternsand matching business/small business goals Informal ……….The elevator speech !

Build a Board of Resourceful Directors (active 7, blend, get you to opportunity)Contacts in Public Procurement!

Design your first contractBe a problem solver Reputation/track record

SBA’s PCR

• Small Business Administration• Procurement Center Representative • Initiate/reserve small business set-asides• Provide small business sources buying activities• Counsel small firms.  • Advocate for breakout of items for full and open

competition• http://www.sba.gov

PTAC Services

• PTAC provides assistance with the procurement process– Bid Matching (2000 sites)– Bid Preparation– Website Training– Certification Assistance– Registration Assistance– Ask, always free stuff available

~ The Google Govt Website ~

http://search.usa.gov/http://search.usa.gov/

~ Contact ~

Northeast Ohio Procurement Technical Assistance Center

Lakeland Community College

7700 Clocktower Drive

Engineering Technology Building Room E222

Kirtland, OH 44094

Jane Stewart440-525-7733jstewart@lakelandcc.edu

Belinda Sheridan440-525-7739bsheridan@lakelandcc.edu

~ Rich Delisio Contact ~

Kent Ohio Procurement Technical Assistance Center (PTAC)

211 East Summit Street

Kent, Ohio 44240

phone: (330) 474-3601

web site:www.krba.biz/index.php e-mail: rdelisio@krba.biz

Q & A