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Business With The Government

Business With The Government. Small Business & Technology Development Center’s (SBTDC) Procurement Technical Assistance Center (PTAC). Leslie “Lynne” Crawley Procurement Counselor 910-222-8930. Small Business & Technology Development Center (SBTDC). Confidential one-on-one counseling

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Business With The Government

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  1. Business With The Government Small Business & Technology Development Center’s (SBTDC) Procurement Technical Assistance Center (PTAC) Leslie “Lynne” Crawley Procurement Counselor 910-222-8930

  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. Is the Government Market for Me? • What a Government Contract can do for your business • Diversify your customer base • Cover overhead costs • Even out cash flow • What a Government Contract can notdo for your business • Jump-start your business • Save your business • Be the sole source of your business

  5. Size of the Government Market FY 2008 • Total Federal Acquisition Spending • $454 Billion • Small Business Market Share • $83.2 Billion a Year in Prime Awards • $64.8 Billion a Year in Subcontracts

  6. Potential Federal Customers • Military Bases • GSA • VA • DLA • FEMA • USDA

  7. Registration (Acronyms) • NAICS – North American Industrial Classification System • SIC – Standard Industrial Classification • FSC – Federal Supply Classification (Optional) • PSC – Product Service Code (Optional) • TIN – Tax Identification Number • DUNS – Data Universal Numbering System • CCR – Central Contractor Registration • ORCA – Online Representations & Certifications Application

  8. Registration – CCRwww.ccr.gov • Required to do business w/federal government • Don’t forget to complete the SBA Firm Profile • Commercial and Govt Entity Code (CAGE) • Receive a letter after successful registration • Welcome letter • Safeguard all passwords and IDs • Re-certify annually

  9. Registration – CCR • Obtain Tax ID Number (TIN): 1-800-829-1040 • Obtain DUNS : 1- 866-705-5711 http://fedgov.dnb.com/webform/pages/CCRSearch.jsp • Identify your NAICS codes – http://www.census.gov/naics/2007/index.html • Identify your SIC codes -- http://www.osha.gov/pls/imis/sicsearch.html • Identify your FSC and/or PSC Codes http://softshare.com/tables/pscs • Size determination • Small vs. Large • (13 CFR 121.201) • www.sba.gov/idc/groups/public/documents/sba_homepage/serv_sstd_tablepdf.pdf

  10. Registration – ORCA • https://orca.bpn.gov/ • Required to do business with the federal government • Don’t complete until receipt of CCR letter • Requires Marketing Partner ID Number (MPIN) • Can print out and complete then input later • Safeguard MPIN and all passwords and IDs

  11. RegistrationSBA -- Preference Programs • 8(a) Business Development Program - www.sba.gov/8abd • Small Disadvantaged Business (SDB) Program - Self Certification as of 1 October 2008 • Historically Underutilized Business (HUBZone) - https://eweb1.sba.gov/hubzone/internet/index.cfm • Women Owned Business Program - www.sba.gov/women • Veterans Business Program - www.vetbiz.gov

  12. 8(a) And SDB Programs • The applicant firm • 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, and • must demonstrate potential for success • 8(a) is a 9 Year Program • 8(a) has set-aside and sole-source • SDB has 5.8% goal • This is self certification as of 1 October 2008

  13. HUBZone Program • The applicant firm must be • 51% American owned • Principal office located in a designated HUBZone • At least 35% of employees must reside in a HUBZone • Price evaluation adjustment (up to 10%) • 3% Goal (prime contractors) • Set-aside and sole-source opportunities • NOTE: Remember the tracks will change after the census is done. (Estimated Jul 2011)

  14. Woman and Veteran Programs • Women-owned Business Program • Self certify • 5% government wide goal • Primes may require a National Certification • Women’s Business Enterprise National Council (WBENC) • National Association of Women Business Owners (NAWBO) • Veteran-owned SB Program • 3% government wide goal • Allows Set-asides for Service Disabled Veteran Owned Small Businesses (SDVOSB) • Can qualify as SDVOSB with “Zero” Disability status

  15. Contacts • Who do you know? • Small Business Liaison Officer (SBLO) • Prime contractor employee (Public Law 95-507) • Subcontracting plans have goals • Good opportunity for new vendors • Small and Disadvantaged Business Utilization Specialist (SADBU) • Does not buy anything • Acts as liaison between you and buyers • Small Business Specialist (SBS) • Acts as liaison between you and buyers

  16. Research -- Federal • Federal Acquisition Regulation (FAR) • http://farsite.hill.af.mil/ • www.arnet.gov/far/index.html • Code of Federal Regulations (CFR) • www.access.gpo.gov/nara/cfr/cfr-table-search.html • United States Code (USC) • http://uscode.house.gov/search/criteria.shtml • Government acronyms • http://www.dau.mil/pubs/glossary/preface.asp

  17. Opportunities -- Federal • Federal Business Opportunities (FBO) • www.fbo.gov • Single government-wide point-of-entry for federal govt procurement opportunities

  18. Types of Federal Acquisitions • Micro-Purchases • Purchases Less than $3000 (supplies), $2500 (services) and $2000 (construction) • Credit Card transactions or purchase orders • Open to large and small business • Competition not required • Approximately 700,000 cards issued • $18 billion in annual sales

  19. Types of Federal Acquisitions • Simplified Acquisitions • Purchases $3000 up to $100,000 • Set-aside for small business • Informal buys up to $25,000 • Formal advertisement required for purchases over $25,000 • Can be set-aside for 8(a), HUBZone and SDVOSB companies • Request for Quote (RFQ)

  20. Types of Federal Acquisitions • Large Contracts • Purchases over $100,000 • Open to large and small businesses • Rigid process/well defined requirements • Can be set-aside for 8(a), HUBZone, SDVOSB, and small business companies • Invitation for Bid (IFB) • Used for sealed bids/Advertisement is required • Negotiations are not permitted • Request for Proposal (RFP) • Used when seeking creativity, different ideas or new ways of accomplishing a task/Advertisement is required • Negotiations are permitted

  21. Bidding – Preparation(both Federal and State) • Obtain entire solicitation • Supporting documents (specs, drawings, SOW) • Amendments too! • Read solicitation completely and thoroughly • Make working copy of solicitation • Refer to research websites on previous slide • Request/research purchase history • Government jargon • Ask questions

  22. Federal Contractor Certification • Purpose: Help business owners understand the Federal contracting process, submit intelligent responses and perform successfully after award • Pilot program • Started Aug 1, 09 – Jan 31, 10 • Available to owners through PTAC’s certified • Only Level 1 available: Basic Understanding of Federal Contracting • Veteran owned businesses will receive a book “Win Government Contracts for Your Small Business”, Second editionfrom the VA http://www.vetbiz.gov/outreach/FCC.htm

  23. FCC Continued • Owner register with nearest PTAC • Intake Meeting • Complete release form to be forwarded to VA • Take prescribed courses with DAU and forward certificates to PTAC counselor • Take comprehensive exam proctored by PTAC • Owners passing the exam will be presented with a lapel pin, logo and certificate to advertise this capability.

  24. Selling to the State of North Carolina

  25. Potential State Customers • State Agencies • Universities • Community Colleges • Public Schools • Institutions • Local Governments • NOTE: State of North Carolina Purchasing spends about $4 Billion a Year

  26. Registration – State of NC • Identify your NIGP/Commodity Codes - http://www.doa.state.nc.us/PandC/ipsalpha.htm • Register in Vendor Link: www.doa.state.nc.us/PandC/VendorLink-Registration.htm • Register in E-Procurement: https://vendor.ncgov.com • Historically Underutilized Business (state of NC) - www.doa.state.nc.us/hub

  27. Historically Underutilized Business (HUB) Program – State of NC • Minority/women/disabled • 10% participation goal • Register online at Vendor Link/E-Procurement • HUB Coordinator’s office is advocate • Sponsors seminars and workshops • Maintains a database of HUB vendors for use by state purchasers, general contractors and others • Telephone: (919) 807-2330 Fax number: (919) 807-2335

  28. Local Government Agencies (cities, county, municipalities, etc) • Concentrate on immediate area first • Usually paper registration, not on-line • Listing of cities/towns/counties found at: http://ncinfo.iog.unc.edu/library/cities.html • M/WBE programs • Some utilize State of NC IPS

  29. Marketing • Focus on one or two target agencies. • Nurture your small customer into a larger customer. • Consider becoming chamber member • It’s all about relationships!

  30. Opportunities -- State • Interactive Purchasing System (IPS) • http://www.ips.state.nc.us/ips/pubmain.asp • State of NC portal for opportunities • Other state purchasing websites • http://www.naspo.org/directors/ • http://www.nigp.org/stwebsit.htm • NC Purchase & Contract Administrative Code • http://www.doa.state.nc.us/PandC/admcode.htm 30

  31. Types of State Acquisitions • Categories of Purchases • Apparatus, supplies, material and equipment • Construction or repair • Service contracts, purchase of real property, lease of personal property • Dollar Thresholds • Informal • Formal

  32. Types of State Acquisitions • Informal Procedures • Advertisement of bid opportunity is not required • Dollar value varies among agencies • Written quotes required for contracts $5,000 and up • Contracts awarded to the lowest responsible bidder • May be conducted via e-Quote system

  33. Types of State Acquisitions • Formal Procedures • Dollar value varies among agencies • Advertisement of bid opportunity is required • Sealed competitive bids must be obtained • Contracts awarded to the lowest responsible bidder • May be posted at Interactive Purchasing System (IPS) • Vendor may register for email notifications via Vendor Link

  34. Rules to Live By • Do not be late • Do not lose your passwords (do not share, either!) • Do not pay for what you can get free • Get it in writing • Be proactive • Call PTAC with questions

  35. NC PTAC Counselors • Clark Fields – Western NC area – 828.251.6025 or cfields@sbtdc.org • Archie Black – Charlotte/Greensboro areas – 704.548.1090 ext 3346 or ablack@sbtdc.org • Kathryn Lobdell – Raleigh area – 919.715.7373 ext 611 or klobdell@sbtdc.org • Leslie “Lynne” Crawley – Southeastern NC area – 910.222.8930 or lcrawley@sbtdc.org • Katie Harshberger – Northeastern NC area – 252.737.1370 or kharshberger@sbtdc.org

  36. Questions?

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