PROCUREMENT BASICS: ARE YOU READY TO DO BUSINESS WITH THE GOVERNMENT? Presenters Arthenia Johnson LeFlore Morgan Allyn P

1. PROCUREMENT BASICS: ARE YOU READY TO DO BUSINESS WITH THE GOVERNMENT? Presenters Arthenia Johnson LeFlore Morgan Allyn Procurement Specialists www.mdptap.umd.edu Main Office: 301-403-2740

2. Winning Government Contracts • Winning a contract is about paying attention to the needs of the agency and the rules of the game… • Winning a contract is about developing successful selling strategies www.mdptap.umd.edu

3. Some Basic Realities.1 • You cannot expect to learn everything about it in one day – there is too much • Why? Because public funds are used to finance federal contracts …awards are subject to serious & continuous scrutiny. • Some of the rules & regulations that govern the federal procurement process come from political & social issues. www.mdptap.umd.edu

4. Basic Realities.2 • Federal, state, local, & foreign governments all have different legislative issues that impact their methods of purchasing goods & services. • The process involves complex procedures and practices; even the lingo must be learned. • This is a different business culture and is not for everyone www.mdptap.umd.edu

5. Realities.3 • If you decide to pursue it, you will need multiplecertificationsand registrations with different agencies. www.mdptap.umd.edu

6. Important Site to Bookmark • FAR = Federal Acquisitions Regulations • www.acquisition.gov/far www.mdptap.umd.edu

7. Checklist of Fed Regs, Certs & Requirements • Know your SIC, NAICS, and PSC codes • Get a Fed Employer ID Number from the IRS • Set up EFT and VISA with your bank • Get a DUNS number – it is FREE • Register in the CCR; get your CAGE code • Do your ORCA & your DSBS www.mdptap.umd.edu

8. CCR: Central Contractor Registration http://www.ccr.gov Tip:(Download Handbook 1st)http://www.ccr.gov/handbook.asp ORCA: Online Representations and Certifications Application -- http://orca.bpn.gov/ Required Registrations www.mdptap.umd.edu

9. Why do the CCR? • CCR registrationis required*prior to being awarded a contract with any federal government agency. • This registration collects general information about a company and information required to perform Electronic Funds Transfer (EFT). Register before you submit a bid www.mdptap.umd.edu

10. Working with the CCR Have your materials ready before you begin your registration. (Download the How To Manual.) Save every page; save often. Pages time-out after 20 minutes The system can be slow! Don’t panic.Save your stuff! www.mdptap.umd.edu

11. Do the DSBS! • Dynamic Small Business Search …an electronic gateway of procurement information, for and about small businesses. (Replaces ProNet) • It is a search engine for contracting officers and a marketing tool for small businesses. • You complete the information in your CCR • Update it quarterly!!!!! www.mdptap.umd.edu

12. Updating Info in the DSBS Can only edit through the CCR Go through totheend of your CCR record Save again Click on the SBA Profile button Update your certifications, cap statement, performance history Can be up to 24 (or as much as 72) hours before info is reflected www.mdptap.umd.edu

13. Recommended Path 1.Register in the CCRdatabase 2.Register & complete theORCA 3.At the end of your registration, look for theSBA Profile-DSBS. Complete it, put in your past performance. www.mdptap.umd.edu

14. Required Registration for Maryland E-Maryland Marketplace • https://ebidmarketplace.com Maryland Small Business Reserve • www.smallbusinessreserve.maryland.gov--24 designated agencies are required to award a minimum of 10 percent of their contracts to small businesses. www.mdptap.umd.edu

15. Identifying Your Market Evaluating the Market for Your Product or Service • Identify the best prospects within governments & corporations. • How big is the market for you; are you targeting the correct agencies? www.mdptap.umd.edu

16. Finding Procurements How does the federal government advertise for it’s goods & services? • Using FedBizOpps www.mdptap.umd.edu

17. Find Your NAICs Classifying Your Product or Services • Conduct Market Research • Identify your Codes in the North American Industry Classification System (NAIC) www.mdptap.umd.edu

18. Key Steps to Success Key Steps to Procurement Success • Know your market • Research targeted agency budgets • Develop personal relationships • Start Small www.mdptap.umd.edu

19. The Fed Process The Federal Procurement Process • Planning & Identifying the Need • Statement of Work • Technical Evaluation Criteria www.mdptap.umd.edu

20. Proposal Prep Bid/Proposal Preparation • Evaluation of Offers • Sealed Bids • Request for Proposal • Best Value www.mdptap.umd.edu

21. Finance$ Financial Resources • Working Capital • Have a Budget • Include a Financial Plan in the Business Plan www.mdptap.umd.edu

22. Performance History Past Performance • Subcontracting • Teaming Agreements • Marketing to Prime Contractors www.mdptap.umd.edu

23. Debriefs • Pre-Award Debriefings • Post-Award Debriefings www.mdptap.umd.edu

24. Become aMD PTAPClient • MUST have a primary place of business inMaryland • Website:www.mdptap.umd.edu • Please click here to register for services …and fill out the online request for counseling. www.mdptap.umd.edu

25. Want the slides? • Give us your biz card with email address on it. • Email Morgan; in subject line ask for Allianceevent slides: mallyn@mdptap.umd.edu www.mdptap.umd.edu

26. Mary Lee Kolich Program Director Ralph Blakeney Technology Business Manager Arthenia Johnson LeFlore Procurement Specialist Bonnie Maliszewski Procurement Specialist Denise Warner Procurement Specialist Morgan Allyn Procurement Specialist Melissa Simpson Intake & Program Coordinator The Maryland PTAP Staff Maryland PTAP 7100 Baltimore Avenue, Suite 402College Park, Maryland 20740 www.mptap.umd.edu 301-403-2740 www.mdptap.umd.edu