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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?– At what volume?
• Resources– 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 ~ Definition
• NAICS – North American Industrial Classification Code– Identify type of business http://www.census.gov/eos/www/naics/
• FSC – Federal Supply Code– Identify the category or product or service– Numeric codes are product– Alpha codes are services
http://www.dlis.dla.mil/h2
Step 3 ~ Required Registrations
• Central Contractor Registration (CCR)– www.ccr.gov– DUNS Number – call 1-866-705-5711 – SBA Small Business Dynamic Database
• Online Representations & Certifications– ORCA https://orca.bpn.gov/
Step 4 ~ Certifications
• Formal Certification– 8a– HubZone
• Self Certification– Woman Owned– Small Business, SDB– SDVOSB
Federal Contracting and Prime Subcontracting Goals
23% Small Business
5% 8a / SDB – Set Asides
5% HubZone – Set Asides
5% Woman Owned
5% SDVOSB – Set Asides
• www.vetbiz.gov
• 5% aside goals (SDVOB)
• 7% goals for the VA
• MUST have – DD214 – Adjudication from VA
Step 5 ~ Veteran Registrations
Step 6 ~ 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
Step 7 ~ Finding Opportunity
• Federal Business Opportunities– Purchase $25k and over– Refers to agency site
• Defense Logistics Agency (DLA)– DIBBS -BSM
• Solicitation• Drawings• Quoting
Step 8 ~ Peripheral Documents• Drawings
– Generally available through buying activity– Restricted Drawings
• U.S./Canada Joint Certification Program DD Form 2345
• Military & Private Industry Standards– http://assist.daps.dla.mil/online/start/
• Federal Acquisition Regulations– http://farsite.hill.af.mil/
Step 9 ~ Submitting a Quote
• Online quoting system– BSM - Dibbs– NECO– TACOM
• You must register before you can quote
• Be prepared BEFORE you start
Step 10 ~ 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
Step 12 ~ PTAC
• PTAC provides assistance with the procurement process– Bid Matching– Bid Preparation– Website Training– Certification Assistance– Registration Assistance– Ask and Ye Shall Receive
~ PTAC ~
• 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 and Ohio Department of Development.
• Services are provided at NO COST!
~ RESOURCEFUL ~• TKO Training (Ohio Advantage)• ABVS(Automated Best Value System)• Board of Resourceful Directors
(active 8 free advice)
CONTACTS in
SMALL BUSINESS !!!
~ Websites ~
www.google.com/unclesamwww.google.com/unclesam
(procurement,doing business with.)(procurement,doing business with.)
~ More Websites ~
• General Services Administration– www.gsaelibrary.gsa.gov
• Military– http://www.sellingtoarmy.net– http://www.selltoairforce.org– http://www.tacom.army.mil– https://www.neco.navy.mil– http://www.dscc.dla.mil
Characteristics of Success ~
CommitmentDeterminationPersistence
Responsive, Responsible @ the right opportunity window
~ Contact ~
Kent Ohio Procurement Technical Assistance Center (PTAC)
211 East Summit Street
Kent, Ohio 44240
phone: (330) 474-3601
Rich Delisio, [email protected]
Summit, Stark, Portage, Wayne & Medina counties
~ Contact ~
Bob Fenn, [email protected] Lake,
Cuyahoga, Lorain, Geauga & Ashtabula
counties. Phone: (440) 357-2295
Steve Danyi, [email protected]
Trumbull, Mahoning & Columbiana
counties. Phone: (330) 759-3668