Selling to the Federal Government

Selling to the Federal Government Rich Delisio Kent Ohio Procurement Technical Assistance Center

Making the Decision • What does the Government buy? • Practically EVERYTHING • What is your core competency? • Define what you can do best • Is your commercial market strong? • Do you have adequate financial resources? • Are you willing to make the investment?

Small Business Advantage • Federal purchases > $3,000 < $100,000 reserved for small businesses • Purchases < $3,000 classified as "micro-purchases" and can be made without obtaining competitive quotes • Contracts > $550,000 (or $1,000,000 for construction of a public facility) large prime contractors and other-than-small subcontractors submit subcontracting plans

Getting Started Be prepared before you hit the road!

Step 1 ~ Research • Know where you’re going • Who purchases your products/service? • At what volume? • Resources • Federal Procurement Data System (FPDS) • https://www.fpds.gov • DLA-BSM Internet Bid Board System • https://www.dibbs.bsm.dla.mil • Federal Business Opportunities • http://www.fbo.gov • Procurement Forecasts • http://www.sba.gov/GC/forecast.html

Step 2 ~ Definition • NAICS – North American Industrial Classification Code • Identify type of business http://www.census.gov/eos/www/naics/ • FSC – Federal Supply Code • Identify the category or product or service • Numeric codes are product • Alpha codes are services http://www.dlis.dla.mil/h2

Step 3 ~ Required Registrations • Central Contractor Registration (CCR) • www.ccr.gov • DUNS Number – call 1-866-705-5711 • SBA Small Business Dynamic Database • Online Representations & Certifications • ORCA https://orca.bpn.gov/

Formal Certification 8a HubZone Self Certification Woman Owned Small Business, SDB SDVOSB Step 4 ~ Certifications • Federal Contracting and Prime Subcontracting Goals • 23% Small Business • 5% 8a / SDB – Set Asides • 5% HubZone – Set Asides • 5% Woman Owned • 5% SDVOSB – Set Asides

Step 5 ~ Veteran Registrations • www.vetbiz.gov • 5% aside goals (SDVOB) • 7% goals for the VA • MUST have • DD214 • Adjudication from VA

Step 6 ~ Procurement Methods • Open Competition • Open to all vendors • Awarded to best offer • Direct Purchase • CO selects vendor • Credit Card • GSA Schedule • Pre-approval of product/service and price • DoD E-Mall • Internet - based Electronic Mall

Step 7 ~ Finding Opportunity • Federal Business Opportunities • Purchase $25k and over • Refers to agency site • Defense Logistics Agency (DLA) • DIBBS -BSM • Solicitation • Drawings • Quoting

Step 8 ~ Peripheral Documents • Drawings • Generally available through buying activity • Restricted Drawings • U.S./Canada Joint Certification Program DD Form 2345 • Military & Private Industry Standards • http://assist.daps.dla.mil/online/start/ • Federal Acquisition Regulations • http://farsite.hill.af.mil/

Step 9 ~ Submitting a Quote • Online quoting system • BSM - Dibbs • NECO • TACOM • You must register before you can quote • Be prepared BEFORE you start

Step 10 ~ Rules • READ the solicitation • Re-read the solicitation • Understand exactly what is being requested • Statement of Work (SOW) • Quantity – unit of issue • Packaging, RFID (Radio Frequency Identification), Delivery • Have all specs, drawings, FAR’s, etc • Master Solicitation for Online bidding sites • Calculate price carefully – include all costs (packaging, overhead, etc) • Read the solicitation • Submit timely and properly

Step 11 ~ Who You Gonna Call?

Step 12 ~ PTAC • PTAC provides assistance with the procurement process • Bid Matching • Bid Preparation • Website Training • Certification Assistance • Registration Assistance • Ask and Ye Shall Receive

~ PTAC ~ • The PTAC Network was started in 1985 by the Department of Defense to assist small businesses selling to the government. • PTAC is a nationwide network. • PTAC is a non-profit technical assistance program funded by the DoD and Ohio Department of Development. • Services are provided at NO COST!

~ RESOURCEFUL ~ • TKO Training (Ohio Advantage) • ABVS(Automated Best Value System) • Board of Resourceful Directors (active 8 free advice) CONTACTS in SMALL BUSINESS !!!

~ Websites ~ www.google.com/unclesam (procurement,doing business with.)

~ More Websites ~ • General Services Administration • www.gsaelibrary.gsa.gov • Military • http://www.sellingtoarmy.net • http://www.selltoairforce.org • http://www.tacom.army.mil • https://www.neco.navy.mil • http://www.dscc.dla.mil

Characteristics of Success ~ Commitment Determination Persistence Responsive, Responsible @ the right opportunity window

~ Contact ~ Kent Ohio Procurement Technical Assistance Center (PTAC) 211 East Summit Street Kent, Ohio 44240 phone: (330) 474-3601 Rich Delisio, rdelisio@krba.biz Summit, Stark, Portage, Wayne & Medina counties

~ Contact ~ Bob Fenn, bfenn@LCPORT.org Lake, Cuyahoga, Lorain, Geauga & Ashtabula counties. Phone: (440) 357-2295 Steve Danyi, steve@mvedc.com Trumbull, Mahoning & Columbiana counties. Phone: (330) 759-3668

Q & A

Selling to the Federal Government