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HOW TO DO BUSINESS WITH THE FEDERAL GOVERNMENT

HOW TO DO BUSINESS WITH THE FEDERAL GOVERNMENT. An Introduction to Business Matchmaking Saturday, January 10, 2004 Cal State University - Fullerton. Why The Federal Government?. World’s Largest Customer Buys Almost Everything Spends Billions. Goal of the Federal Government.

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HOW TO DO BUSINESS WITH THE FEDERAL GOVERNMENT

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  1. HOW TO DO BUSINESS WITH THE FEDERAL GOVERNMENT An Introduction to Business Matchmaking Saturday, January 10, 2004 Cal State University - Fullerton

  2. Why The Federal Government? • World’s Largest Customer • Buys Almost Everything • Spends Billions

  3. Goal of the Federal Government • A quality product or service • Delivered on time • At a fair & competitive price

  4. Okay – So How Do I Get Started? • Get Registered • Do Research • Find Opportunities • Find The Right People • Get Certified • Market, Market, Market…

  5. Get Registered • Dun & Bradstreet (www.dnb.com) or 1-800-333-0505 for DUNS Number • For CCR Registration, Necessary • CCR (Central Contractor Registration) (www.ccr.gov)

  6. PRO-Net • Procurement Marketing & Access Network • Effective January 1, 2004, PRO-Net Integrated into CCR • Create one portal for entering & searching small business sources • Simplify government-wide vendor registration • No longer register in both: ONLY CCR

  7. How Do I Register in CCR? • Download CCR Handbook • http://www.ccr.gov/handbook.cfm • Manually collect CCR registration information • Go online and complete registration • Get assistance, if needed • CCR Hotline: 1-888-227-2423 • SBDC or PTAC

  8. What’s Required? • Mandatory Fields • DUNS Number - NAICS Codes • CAGE Code - SIC Codes • EIN/TIN - EFT Info • Business Type(s) • Check ALL that Apply

  9. Research, Research, Research • Identify your product/service • Identify your NAICS code • North American Industry Classification System • Identify your size (Are you small?) • Identify who buys your product/service • Identify how they buy

  10. How do Federal Agencies Buy? • Dollar Thresholds • Micro Purchases: Under $2,500 • Simplified Acquisitions: $2,500 - $100,000 • Above $100,000 • Methods of Contracting • Government Credit Card • Purchase Orders or Basic Ordering Agreements • Invitation for Bid/Request for Proposal (IFB/RFP) • GSA’s Federal Supply Schedule (FSS)

  11. Finding Opportunities • FedBizOpps • www.fbo.gov • Agency Websites • Procurement Forecasts

  12. Find The Right People • Start with the Agency Small Business Specialist • Acts as liaison between supplier & buyer • Does not buy anything • Can put you in contact with technical person or buyer

  13. Marketing • Market selectively • Market knowledgeably • Market constructively • Market early • Market timely • Market continually • Repeat and improve on steps 1 - 6

  14. Know the Rules !! • FAR (Federal Acquisition Regulations) • http://www.arnet.gov/far/ • Each agency may have their own supplement, e.g., DFARS • Army - AFARS • Corps of Engineers – EFARS • FAR Part 14 – Sealed Bidding • FAR Part 15 – Contracting by Negotiation • FAR Part 19 – Small Business Programs

  15. I Found A Job – Now What? • Read the bid package • Read the bid package • Read the bid package • Make a copy of the bid package • Do not mark up the original bid package • Never submit a bid based on the fact that you might be able to do the job • Never, never, never, never make a unilateral change to any aspect of a solicitation; an awarded contract or a contract modification

  16. 3 Things to Remember • KNOW YOUR CUSTOMER • KNOW & FOLLOW THE RULES • PERFORM AS PROMISED

  17. Can I Just Be A Subcontractor? • Yes, contact large prime contractors via directory • http://www.sba.gov/GC/indexcontacts-sbsd.html • Contact Small Business Liaison Officers • Subcontracting Plans

  18. What is SBA’s Surety Bond Guarantee Program? • SBA guarantees bid, performance, payment, or ancillary bonds issued by surety companies • Two Programs • Prior Approval Program • Preferred Surety Bond (PSB) Program • How do I find out more? • http://www.sba.gov/wa/seattle/seasbg.html

  19. What is the Mentor-Protégé Program? • Which Program? • SBA’s 8(a) BD • Department of Defense (DOD) • NASA • Why participate? • Get necessary assistance; Including financial • Special contracting programs or considerations

  20. What are SBA Joint-Venture (JV) Initiatives? • 8(a) JV between Mentor-Protégé • 8(a) “Pooling” • Exclusions from Affiliation • Contract Bundling

  21. I Am With The Government And I Am Here To Help ! Nicholas Manalisay, Program Manager U.S. Small Business Administration 330 N. Brand Blvd., Suite 1200 Glendale, CA 91203 (818) 552-3217 gc-lado@sba.gov

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