Dinora Gonzalez Small Business Technical Advisor General Services Administration dinora.gonzalez@gsa 404.331.5103 Advoc

1. Dinora Gonzalez Small Business Technical Advisor General Services Administration dinora.gonzalez@gsa.gov 404.331.5103 Advocate Resource

2. *Regional Office of Small Business Utilization Small business advocate; Engage in strategies that provide contracting opportunities for small minority, service disabled veteran, veteran, and women-owned (including small businesses located in HUBzones) businesses. *Established by Public Law 95-507 Southeast Sunbelt Region: AL; FL; GA; KY; MS; NC; SC; TN

3. Regional Office of Small Business UtilizationMain Focus: Education and Outreach Vendor Community In-House Acquisition Staff Prime Contractors Southeast Sunbelt Region: AL; FL; GA; KY; MS; NC; SC; TN

4. The Federal Marketplace. . . Finding Buyers & Researching Your Targets

5. Agenda About GSA Business Basics Federal Certification Programs The Importance of the GSA Schedule Contract Researching your market Creating Good Impressions Success Strategies Q&A / Summary 5

6. General Services Administration Key Player in the Federal Procurement Process

7. U. S. General Services AdministrationKey Player in Federal Contracting The federal government’s procurement expert: Contracts with the business community for products & services in support of our customer agencies; The Federal Landlord of all federal buildings and courthouses; Manages the Multiple Award Schedules Contract Program; Sells / auctions surplus federal property, such as real estate and vehicles to the public.

8. Business Basics

9. Basic on-line Registration All Companies Desiring to work with the Federal government should at the very least complete these registrations. • Dun and Bradstreet (D & B) www.dnb.com 866-472-7362 • Central Contract Registration (CCR) www.ccr.gov • Dynamic Business Search (Update Annually) • Online Representations and Certifications www.bpn.gov/orca • Small Business Certifications www.sba.gov (optional)

10. The North American Industry Classification Systems (NAICS) (Pronounced NAKES) What is it? A 5-6 digit number that identifies your product, service or industry. It also determines size standards. All vendors must use the appropriate NAICS code for the product or service they want to offer. http://www.sba.gov/size Phone: 301-763-INFO (4636) Do you know your NAICS code?

11. Do you know your Size Standard?

12. Federal Certification Programs

13. Self Certifications: www.bpn.gov Small Business; Small Disadvantaged Business (SDB); Woman-Owned; Veteran Owned; Service Disabled Veteran Owned Small Business (SDVOSB). “Formal” Certifications: www.sba.gov 8(a) Business Development Program; and, HUBZone Small Business. Federal Certification Programs

14. www.sba.gov Must be a small business as determined by SBA’s size standards Owned & Controlled by a socially and economically disadvantaged individual Presumed categories: African Americans, Hispanic Americans; Asian Pacific Americans, Native Americans & Subcontinent Asian Americans Other Groups: “Preponderance of Evidence 8(a) Business Development Program

15. Net worth not to exceed $250,000 Be in business at least two years Display reasonable success potential Display good character To apply: On line application: www.sba.gov 8(a) Business Development Program cont. . .

16. www.sba.gov Promotes economic and employment growth in economically distressed areas Must be a Small Business Located in Historically Underutilized Business Zone Business ownership / controlled by U.S. Citizens 35% of employees must reside in a HUBZone HubZone Certification

17. Net worth less than $750,000 Be in business at least two years Display reasonable success potential Display good character To apply: Self certification. Register in www.bpn.gov. Small Disadvantaged Business Certification (SDB)

18. The Importance of The GSA Schedule Contract in the Federal Procurement Process

19. Overview of GSA Schedules Program GSA provides commercial products and services to Federal, State and Local Governments through a discount program called the GSA Multiple Award Schedules Program. This program achieves more than $40 billion dollars in sales every year. Businesses who participate in this program have the potential to benefit, however, success is not guaranteed. The contracts awarded under this program are 5 years with three 5 year options.

20. Features of GSA Schedule Contract: Indefinite-Delivery, Indefinite-Quantity (IDIQ) contracts; Appropriate only for off-the-shelf” type commercial items; 5 year basic with 3 five-year option periods; Non-Bid Contract: Vendors can apply for a GSA Schedule Contract by filling out and submitting the appropriate “Schedule” solicitation. Contract issued to vendors who meet eligibility requirements and offer fair market pricing. Process takes approximately 3-6 months*

21. Participation Criteria

22. Participation Criteria Sales $25,000 in sales per year (or show potential) Registration / Certification Central Contract Registration: www.ccr.gov Duns & Bradstreet: www.dnb.com 866-472-7362 Online Representations and Certifications: www.bpn.gov Experience / Performance History Open Ratings (http://www.openratings.com) Accept Credit Card as payment www.gsa.gov/schedules

23. Finding Your Schedule Number • www.gsaelibrary.gsa.gov • Twenty-four hours a day service • Contains basic ordering guidelines • Complete schedules listing • Contractor listings: Find companies on schedule National Customer Service Center 1-800-488-3111

24. Research Tools to Find Potential Customers

25. Who Buys “My Stuff” Federal Procurement Data System: https://www.fpds.gov www.fedspending.gov (pulls information from FPDS) Federal Acquisition Jumpstart: Procurement and acquisition sites by contracting activity 25

26. FEDBIZOPPS: Opportunities over $25,000 are posted on this website www.fedbizopps.govorwww.fbo.gov Click on “Find Business Opportunities” on top left hand banner Search by Agency; NAICS Code; Date; Dollar Amt; Small Business Category, etc.

27. Small Business Program Areas http://www.osdbu.gov/offices.html Agency Forecasts Points of Contact & Small Business Events Sub-Contracting Opportunities http://www.sba.gov/subnet Disaster & Emergency: FEMA-Industry@DHS.gov Tricia Reed, patricia.reed@gsa.gov, 571-259-9921

28. Dept. of Defense – www.dod.gov Dept. of Energy – www.doe.gov National Aeronautics and Space Admin. – www.nasa.gov Dept. of Veterans Affairs – www.va.gov General Services Admin. – www.gsa.gov Top Big Spenders 10 • Dept. of Health And Human Services – www.hhs.gov • Dept. of Agriculture – www.usda.gov • Dept. of Justice – www.usdoj.gov • Dept. of the Interior – www.doi.gov • Dept. of Education – www.ed.gov All Agencies - www.usa.gov

29. Putting the Pieces Together

30. Putting the Pieces Together Evaluate if you are a viable small business; Determine your NAICS Code; Register in Government sites; Research your potential buyers; Research bid opportunities; Research subcontracting opportunities; Attend small business conferences/workshops; Develop a support network: For help / venting. Develop / join a small business network.

31. Evaluate your firm: Ask yourself: Are you a viable small business? Do you have experience & good past performance history; Can you deliver on time; Offer fair and discount pricing; Are you financially stable? Do you understand the terms and conditions of the solicitation; Ensure you get a Return on your Investment (ROI); Identify / target 3-5 agencies – do they buy what you sell?

32. Know the Return on Investment Be Smart about your decisions to bid on contracts Take time up front to evaluate if it is a good business fit Do not give away the store Evaluate why you are not receiving orders – Change strategy Check prior solicitation / awards *Call potential buyers: How do they buy; who and when GOOD RESOURCE: Procurement Technical Assistance Center (PTAC) Small Business Development Center (SBDC) 32

33. Successful Marketing Strategies. . . • Familiarize yourself with the Federal Procurement Process: www.acqnet.gov • Complete / Update required Registrations/Certifications • Know your Bottom line pricing • Review Agency Forecasts • Accept Government Purchase Cards: Purchases under $3,000 • Explore Subcontracting / Teaming opportunities • Do you qualify for a GSA Schedule? • Do you know the points of entry?

34. Federal Procurement Resources • Federal Acquisition Regulations: www.acqnet.gov • FAR Part 8: GSA Schedules Program • FAR Part 13: Simplified Acquisition Procedures • FAR Part 14: Sealed Bidding • FAR Part 15: Negotiations • FAR Part 19: Federal Small Business Programs 34

35. What if you need help? Procurement Technical Assistance Centers www.dla.mil/db/procurem.htm (listed by State) OR - www.aptac-us.org FREE COUNSELING

36. American Recovery & Reinvestment Act (ARRA)www.recovery.gov: Project Listingwww.recovery.org: To Track Projects by State 36

40. Alternative Fuel VehiclesVehicle Buying(703) 605-CARSFax (703) 605-9868 Green Power Mark Ewing(202) 708-9296Jerard Butler(202) 401-0855 The Green Initiative Waste Reduction and Recycling Energy Conservation Branch - NCR(202) 708-9010 Edward Crandell(202) 708-6777 Green Purchasing FAS Assisted Acquisition Services - NCR(202) 708-8100 NCR Safety, Environmental and Fire Protection (NCR PBS)(202) 708-5236 Environmental Program Office of Applied Science(202) 219-1522Fax (202) 219-0784

41. Helpful Websites www.gsa.gov//smallbusiness Forecast Publications www.usa.gov www.sba.gov www.sba.gov/8abd www.sba.gov/hubzone www.sba.gov/size/index.html http://www.usbluepages.gov

42. Questions?

43. Regional Office of Small Business Utilization (ROSBU) GSA, Region 4 77 Forsyth Street, Suite 650 Atlanta, GA 30303 Office: 404.331.5103 / r4smallbiz@gsa.gov National Customer Service Center 1-800-488-3111