sbtdc/services/gov_procurement.asp

1. The SBTDC is a business advisory service of The University ofNorth Carolina System operated in partnership with the U.S. Small Business Administration.sbtdc.org | info@sbtdc.org http://www.sbtdc.org/services/gov_procurement.asp

2. Small Business & Technology Development Center (SBTDC) • Confidential one-on-one counseling • General Business - planning, marketing, financing, human resources & operations • Manufacturing & Technology Development and Commercialization • International Business • Marine Trades • Management Education Services • Procurement Technical Assistance Center (PTAC) www.sbtdc.org

3. PTAC assists you in. . . • Understanding government rules and regulations • Completing mandatory registrations and certifications • Researching award histories • Identifying contracting opportunities • Reviewing bids and proposals • GSA/VA Contracts and schedules • Selling to the federal, state and local government • PROBID (Fee) • Electronic bid matching system (Fees apply) • Searches almost 400 sites (federal, state, local, foreign) http://www.sbtdc.org/services/gov_procurement.asp

4. Marketing – Federal Government • Be registered in the Central Contractor Registration (CCR) • Have Duns number and Company Tax number • Don’t forget to complete the SBA Firm Profile • Complete the On Line Representations and Certifications (ORCA) • Know the agencies mission – Go on their web site to learn • Have capability brief on what your company does – Keep it short • Contact Small Business Specialist first – preferred email

5. Marketing – State Government • First – Be registered in Vendor Link and E-Procurement • E-Quote if you take the Credit Card as a Method of Payment • Market to agencies – Go to http://www.doa.state.nc.us/PandC/then on the left side hit the P & C Information link and then under General Information click on Agency Purchasing Officers • Have capability brief on what your company does – Keep it short

6. Marketing to Prime Contractors • Small Business Liaison within each • Network, Network, Network • People Buy from people they like/trust • If you never play the lottery, you’ll never win – be aggressive with proposals. • Work the program and contracting POC’s within agencies • What can you offer? • Make great first impression • Articulate your capabilities in a short period of time

7. Other Strategies • Select conferences that best suits your business • Industry Specific Conferences • Specific Agency conferences • Small Business Outreach Sessions • Network, Network, Network

8. Misconceptions • 8(a), HUBZone, WOB, SDVOSB Set Asides Equate to Easy Money • OSDBU Offices can award a contract • Start Business, money begins to flow • Because I’m in a special preference category, I’m Entitled to something • Once I get that first contract, all banks are going to want to work with me • There’s got to be an easier way!

9. Things to Consider • Attend Preproposal Conferences • Be Timely & Responsive • Network with all the PLAYERS • Identify Subcontracting Opportunities • Establish Teaming Agreements and/or Joint Ventures • Attend vendor shows, trade shows, Contractor Forum • Attend Outreach Events - SDB's, 8(a)s, SDVOSB, Women, SB, HubZone and Prime Contractors

10. Communication • Effective & Persuasive Communication - Verbal, Print & Web Site • Superior Marketing Approach • Register in all essential databases • SBA CCR & Dynamic Small Business Search • Agencies Small Business Vendor Profile (If Required) • Others • Identify NAICS Codes

11. The SBTDC is a business advisory service of The University ofNorth Carolina System operated in partnership with the U.S. Small Business Administration.sbtdc.org | info@sbtdc.org