Back to Basics

1. Back to Basics Presented by: Sherry Rose NJ Institute of Technology, PTAC & M. Clyde Stoltzfus SE PA PTAC University of Pennsylvania March 6, 2013 Alliance Mid-Atlantic

2. Procurement Technical Assistance Program (PTAP) The PTAP functions as a “link” between businesses and government offices. Its primary goal is to help companies market to government agencies. Alliance Mid-Atlantic

3. Success Factors Before attempting major government marketing: • 2 to 3 years of commercial experience • Develop or update your business plan • Develop a Capability Statement • Electronic capability • Financial stability • Good customer mix • Credit card capable Alliance Mid-Atlantic

4. The Trust Factor Trust issues: • Reliability • Stability • Integrity • Technical Capability • Capacity Alliance Mid-Atlantic

5. Capability Statement • Capabilities:  Type of work you can do. • Facilities and Equipment:  List special equipment and resources • Expertise:  A brief summary of your expertise and key staff expertise. • Codes:  List your NAIC and FSC codes • Certifications: List special business status • Customers:  Provide a list of at least three or four of your key customers Alliance Mid-Atlantic

6. Two-minute Pitch • Your name, business name, location(s), years in business • Business mission and product or service • Target market or customer • Small business status/certifications • Experience/past performance • Close with your hook (why this customer should care) Examples: • Your proud achievement • Your special niche’ • Their special need Alliance Mid-Atlantic

7. Contracting Codes North American Industrial Classification System (NAICS) www.census.gov/epcd/www/naics.html • a classification system that groups together economic units that use like processes to produce goods or services. • used to classify businesses to facilitate information sharing, to determine size standards and as search criteria for finding businesses to perform specific tasks or contracts. Alliance Mid-Atlantic

8. Contracting Codes • used to identify companies for financial transactions and required by the federal government for the System for Award Management (SAM) Data Universal Numbering System (DUNS) Number call 1-866-705-5711 or register online at: http://fedgov.dnb.com/webform/displayHomePage.do Alliance Mid-Atlantic

9. Contracting Registrations SAM www.sam.gov • Companies must register in order to be considered for any future solicitations, awards or payment • Requires a DUNS number, NAICSs • Will be assigned a CAGE Code • Small Business database (old Pro-Net) • Online Representations and Certifications Application ( old ORCA) Alliance Mid-Atlantic

10. Dynamic Small Business database Small Business database within SAM • Searchable national internet database of small, certified & non-certified businesses • Used by federal agencies and primes to locate vendors • Requires entry and upkeep of information Alliance Mid-Atlantic

11. SBA Certifications • must be a small business • must be unconditionally owned and controlled by one or more socially and economically disadvantaged individuals who are of good character and citizens of the United States • must demonstrate potential for success. • https://sba8a.symplicity.com/applicants/guide • SBA 8(a) program Alliance Mid-Atlantic

12. New Requirements • Personal Income $250,000 initial eligibility $350,000 continued eligibility • Total Assets $4.0 million initial eligibility $6.0 million continued eligibility

13. SBA Certifications • HUBZones • must be a small business • concern must be owned and controlled by US citizens, Community Development Corporations or Indian tribes • theprincipal office of the concern must be located in a HUBZone • at least 35% of the concern’s employees must reside in a HUBZone • http://map.sba.gov/hubzone/ Alliance Mid-Atlantic

14. WOSB PROGRAM WOSB and EDWOSB • 83 NAICS Codes • 51% owned, controlled and actively managed by woman/women • EDWOSB personal net worth $750,000; income $350,000; assets $6.0 million • Register in SAM/ORCA • Self-certify or certified (3rd party) • www.sba.gov/wosb Alliance Mid-Atlantic

15. Veteran First ProgramVeterans Administration Only • Veteran Owned Businesses • Service Disabled Veteran Owned Businesses • Must be verified by CVE and listed in VetBiz • www.vip.vetbiz.gov Alliance Mid-Atlantic

16. Other Programs & Certifications • Self certification programs (federal) • Women-Owned businesses • Service Disabled Veterans (Veterans) • Commonwealth of Pennsylvaniawww.smallbusiness.pa.gov • Certification with the State of New Jersey www.state.nj.us/commerce/smallbiz www.state.nj.us/treasury/purchase Alliance Mid-Atlantic

17. Some ways Government contracting differs • Public accountability for public funds • Socio-economic considerations • The right to protest • Debrief • Rules Alliance Mid-Atlantic

18. Rules • Federal Acquisition Regulations – FARhttps://www.acquisition.gov/far/ • Department/Agency Regulations/Supplements - e.g., DFAR • Command Policies/Regulations Alliance Mid-Atlantic

19. Golden Rule of Government Marketing “When you are dancing with the bear, you don’t get to lead!!” Alliance Mid-Atlantic

20. Procurement Marketing Strategy Include: • conduct market research • define target market • develop contact list • identify & understand the customer • accumulate procurement history • know your competition • learn the bidding process • make capabilities known/follow-up • learn from more experienced IT’S ALL ABOUT RELATIONSHIPS!!! Alliance Mid-Atlantic

21. Market Research http://acquisition.gov/comp/procurement_forecasts/index.html • links to agency home pages • links to small business contacts • links to procurement opportunities • links to agency forecasts www.fpds.gov www.usaspending.gov • searchable databases for procurement history Alliance Mid-Atlantic

22. Finding Opportunities Federal BizOpps • Internet site listing federal contracting opportunities • Can search current solicitations by number or key wordwww.fedbizopps.gov Alliance Mid-Atlantic

23. Finding Opportunities GSA - Federal Supply Schedules (FSS) • just about every product and service • contracting officers purchase directly from vendorswww.fss.gsa.gov Alliance Mid-Atlantic

24. Finding Opportunities • DLA Internet Bid Board System https://www.dibbs.bsm.dla.mil/ • internet site for all DLA Centers • register to utilize search capabilities Alliance Mid-Atlantic

25. Subcontracting • applies to awards to large firms of $650,000 and over and construction awards of $1.5 million and over • requires a subcontracting plan with goals • good opportunity for new-to-government contracting firm http://web.sba.gov/subnet Alliance Mid-Atlantic

26. Procurement Personnel • Small Business Specialists (formerly SADBUS)-Employed by government to promote business with agency • Small Business Liaison Officer-Employed by prime contractors to promote business opportunity • SBA’s Procurement Center Representatives www.sba.gov/GC/pcr.html • PTAPs www.dla.mil/db/procurem.htm Alliance Mid-Atlantic

27. State/Local Governments • centralized/decentralized purchasing • primary state procurements done thru state contracting agency • http://www.dgs.state.pa.us/costars/site/default.asp?dgsNav= • www.njscc.com/contactus/customerservice.asp Alliance Mid-Atlantic

28. Information Sites • Overview of selling to the federal governmentwww.sellingtothegovernment.net and www.sba.gov/GC • Selling to the Militaryhttp://www.acq.osd.mil/sadbu/doing_business/index.htm • Wide Area Work Flowwww.wawftraining.com • Radio Frequency Identificationwww.dodrfid.org Alliance Mid-Atlantic

29. Contacts Sherry Rose, Procurement & Marketing Specialist New Jersey, PTAC Atlantic Community College 1535 Bacharach Blvd. Rm. 211 Atlantic City, NJ 08401 Telephone: (609) 343-4845 Fax: (609) 343-4710 srose@adm.njit.edu Clyde Stoltzfus, Director SE PA PTAP The Wharton School University of Pennsylvania 3733 Spruce Street Philadelphia, PA 19194 Telephone: (215) 746-6472 clydes@wharton.upenn.edu Alliance Mid-Atlantic