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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?
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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 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