Doing Business with the Government

1. Doing Business with the Government Presented by: Sherry Rose NJ Institute of Technology, PTAC & M. Clyde Stoltzfus SE PA PTAC University of Pennsylvania March 6, 2007 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: • Develop or update your business plan • 2 to 3 years of commercial experience • Computer capable/expertise • Financial Stability • Good customer mix • Credit card capable • Capability Statement Alliance Mid-Atlantic

4. Capability Statement • Capabilities:  Type of work you can do. • Facilities and Equipment:  List all facilities, equipment and resources used to manufacture the products or provide the service. • Expertise:  A brief summary of your expertise and key staff expertise. • Codes:  List your NAIC, SIC and FSC codes • Certifications: Give your special business status and GSA number if you have one. • Customers:  Provide a list of at least three or four of your key customers Alliance Mid-Atlantic

5. Contracting Codes North American Industrial Classification System (NAICS) www.census.gov/pub/epcd/www/naics.html • Replaced the Standard Industrial Code (SIC) • categorizes and classifies a company’s product or service • Defines the size of a company (large or small) • service companies classified by sales per year • manufacturers classified by number of employees Alliance Mid-Atlantic

6. Contracting Codes • Used to identify companies • required by the federal government to obtain a CAGE Code and TPIN Data Universal Numbering System (DUNS) Numberwww.dnb.com or call 1-800-333-0505 Alliance Mid-Atlantic

7. Contracting Codes • Centralized Contractor Registration (CCR) • TPIN, CCR & ProNetwww.ccr.gov • companies must register in order to be considered for any future solicitations, awards or payment • requires CAGE Code, DUNS number, NAICSs & FSCs • Trading Partner Identification Number – TPIN • Pro-Net • ORCA Alliance Mid-Atlantic

8. PRO-Net – now Dynamic Small Business database with CCR • 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

9. SBA Certified Programs • SBA 8(a) program • Small Disadvantaged Business • HUBZones Alliance Mid-Atlantic

10. 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

11. SBA Certifications • Small Disadvantaged Business • Must be a US Citizen • 51% owned and controlled by one or more Socially & Economically Disadvantaged Individuals • www.sba.gov/sdb/ Alliance Mid-Atlantic

12. SBA Certifications • HUBZones • Must be a small business • Concern must be owned and controlled by US citizens, Community Development Corporations or Indian tribes • The principal 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

13. Other Programs & Certifications • Self Certification programs • Women-Owned businesseswww.womenbiz.gov • Service Disabled Veterans (Veterans) http://www.vetbiz.gov/vip/vip.htm • Certification with the Commonwealth of Pennsylvaniawww.dgs.state.pa.us/bcabd/site/default.asp • Certification with the State of New Jersey www.state.nj.us/commerce/smallbiz www.state.nj.us/treasury/purchase Alliance Mid-Atlantic

14. Some ways Government contracting differs • Public accountability for public funds • The size and complexity of the programs and contracts • Political influences • Socio-economic considerations • The right to protest • Rules Alliance Mid-Atlantic

15. Rules • Code of Federal Regulations - CFR • Federal Acquisition Regulations – FARhttp://farsite.hill.af.mil/vffar1.htm • Department/Agency Regulations/Supplements - e.g., DFAR • Command Policies/Regulations Alliance Mid-Atlantic

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

17. Procurement Marketing Strategy Include: • Conduct Market Research • Define Target Market • Develop Contact List • Identify & understand the Customer • Determine Customer needs • Accumulate Procurement History • Learn the Bidding Process • Know your Competition • Make Capabilities Known/follow-up • Attend procurement conferences, trade shows, etc. IT’S ALL ABOUT RELATIONSHIPS!!! Alliance Mid-Atlantic

18. Market Research • http://www.acqnet.gov/AcqNet/FedBusOpps/ • Links to Agency Home Pages • Links to Small Business contacts • Links to Procurement Opportunities • Links to Agency Forecasts Alliance Mid-Atlantic

19. Procurement Personnel • Small and Disadvantaged Business Utilization Specialists (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

20. Introduction to Radio Frequency Identification (RFID) RFID has been mandated by the Department of Defense for most vendors and is increasingly a requirement for many large retail businesses. Alliance Mid-Atlantic

21. Finding Opportunities GSA Schedules • Just about every product and service • Contracting officers purchase directly from vendorswww.fss.gsa.gov 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 • Defense Logistics Agency Procurement Gateway • Internet site for DLAs three Centers • To register and utilize search capabilities • http://progate.daps.dla.mil/home/ Alliance Mid-Atlantic

24. Subcontracting • Applies to awards to large firms of $500,000 and over and construction awards of $1 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

25. Government Purchase Card • Any governmental employee can have • Volume of transactions growing - $15 b • Difficult marketing • Average $2,500 buys but some with higher limits (overseas up to $25,000) Alliance Mid-Atlantic

26. State/Local Governments • Centralized/Decentralized purchasing • Primary state procurements done thru state contracting agency - DGS • COStar • http://www.dgs.state.pa.us/costars/site/default.asp?dgsNav= • www.njscc.com/contactus/customerservice.asp Alliance Mid-Atlantic

27. 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

28. Marketing Bottom Line “You can be on the right track, but still get run over, if you just stand there...” Will Rogers

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