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Supplier Strategies

Supplier Strategies. 2012 Shelley Mann, CGMP. Agenda. Part 1 Agenda Overview of the Government Market Understanding Key Government Agencies Ethics with Rob Coffman. Agenda. Part 2 Agenda Understanding Key Government Registrations Reading a Solicitation Contract vs. Letter of Intent

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Supplier Strategies

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  1. Supplier Strategies 2012 Shelley Mann, CGMP

  2. Agenda Part 1 Agenda • Overview of the Government Market • Understanding Key Government Agencies • Ethics with Rob Coffman

  3. Agenda Part 2 Agenda • Understanding Key Government Registrations • Reading a Solicitation • Contract vs. Letter of Intent • How to Sell Government Business Internally • Thinking Outside the Box

  4. Overview of the Government Market

  5. Overview of the Government Market • Federal Funding • Per Diem • Paying the Bills • Federal Agencies vs. Military • Meeting Planner vs. Contracting Officer • Third Party vs. Contracting Officer • Acronym Challenge!

  6. Federal Funding • Appropriated Funds • Non Appropriated Funds • Representation Funds • Sponsors? • Comptroller General • What about Breaks?

  7. Per Diem • Per Diem • Increased Per Diem • Conference Lodging Rate

  8. Paying the Bills • Prompt Payment Act • Purchase Order • Government Purchase Card • When Can You Charge?

  9. Federal Agencies vs. Military • Who are They? • Is There a Difference? • “Control” of Dollar Spend

  10. Meeting Planner vs. Contracting Officer • What Can They Do and Not Do? • What Rules and Regulations Do They Follow? • Contracting • What to Do When…

  11. Third Party vs. Contracting Officer • What Can They Do and Not Do? • What Rules and Regulations Do They Follow? • Contracting • What to Do When…

  12. Acronym Challenge! • CO • COTR • ADA • FAR • RFP • RFQ • POC • CLINs • SOW

  13. Overview Take Away’s • Taxpayer Dollars so Respect! • Are allowed to purchase breaks • Is the government, will pay bills • Contracting Officer only person authorized to obligate funds • Third parties are bound by the same rules as government employees

  14. Understanding Key Government Departments

  15. Key Departments • Department of Agriculture • Department of Commerce • Department of Defense • Department of Education • Department of Energy • Department of Health and Human Services • Department of Homeland Security • Department of Housing and Urban Development • Department of Justice • Department of Labor • Department of State • Department of the Interior • Department of the Treasury • Department of Transportation • Department of Veterans Affairs

  16. Ethics

  17. Ethics • Definition • Websites • Office of Government Ethics • Prohibited Source • Gifts • Conflicts of Interest • Ethics Quiz • Ethics Summary

  18. Definition • The discipline dealing with what is good and bad with moral duty and obligation. • The principle of conduct governing an individual or a group. • Ethical – Conforming to accepted professional standards of conduct

  19. Websites • US Office of Government Ethics • www.usoge.gov • Ethics Resource Center • www.ethics.org

  20. Office of Government Ethics • Created by the Ethics in Government Act of 1978 • Established position of Ethics Officer • Provides guidance to the Executive Branch of government • Sets policy for government employees

  21. Office of Government Ethics • Interpreted by individual government agencies • Conflicts of Interest • Procurement and Contracting (FAR) • Gifts and Travel • FTR

  22. Prohibited Sources • Prohibited Source • Anyone seeking to do business with the Federal government is considered a “Prohibited Source”.

  23. Gifts • $ Threshold • Acceptable Gifts • Unacceptable Gifts • What to do with them? • Washington Post Test

  24. Conflicts of Interest • Cannot use office for personal gain • According to the GAO… • Avoiding Conflicts of Interest • Contractors in the Federal Workplace

  25. Ethics Quiz • If you were a Federal employee, would you be able to accept the following? • Meal at hotel/venue with Sales Person? • Meal at hotel/venue without Sales Person? • Dinner with the hotel Sales Person at a local restaurant? • Complimentary sleeping room? • Car service to and from the hotel for site visit? • Gifts from the hotel staff? • Money? • Frequent Flyer Miles? • Hotel Points? • FAM Trip

  26. Ethics Take Away’s • When in doubt, check it out! • Rules set by OGE, interpreted by each Agency • Yes, we are Prohibited Sources (Even SGMP!) • Washington Post Test

  27. Agenda Part 2 Agenda • Understanding Key Government Registrations • Reading a Solicitation • Contract vs. Letter of Intent • How to Sell Government Business Internally • Thinking Outside the Box

  28. Understanding Key Government Registrations

  29. CCR • www.ccr.gov • History • Why is it important? • CAGE Code

  30. FEMA • http://www.usfa.dhs.gov/applications/hotel/ • History • Why is it important? • FEMA ID

  31. ORCA • https://orca.bpn.gov/ • History • Why is it important?

  32. ADA • Are You “Compliant” • History • Why is it important?

  33. Reading a Solicitation

  34. Reading A Solicitation • What type of Solicitation is it? • RFI • RFQ • RFP • IFB • What is the due date and time? • What is the location sought? • What are the dates, rooms, and space? • Who is the Contact?

  35. Solicitation Challenge! With the solicitation distributed to your table, locate the following: CO Name Due Date of bid Type of solicitation Location of business You have 2 minutes!

  36. Contract vs. Letter of Intent

  37. Contract vs. Letter of Intent • Yes, there are actually government contracts! • Why are letters of intent so prevalent? • What does a government contract look like? • Persuading a planner to use a contract • Risk vs. Reward of Letter of Intent

  38. How to Sell government business internally

  39. How to Sell Government Business Internally • Focus on the Revenue Manager • Showing the value to your Director • Bringing the whole team on board the “government train” • When you receive resistance from F&B

  40. Thinking outside the box

  41. Thinking outside the box! • Know your Competition! • Know your negatives • Government Per Diem Menus • Get to know your local vendors • Stay in touch with your NSO and your CVB! • What else/best practices

  42. Question/Discussion Time

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