UT-CIS PTAC www.PTAC.Tennessee.edu Training & Consulting

1. UT-CIS PTAC www.PTAC.Tennessee.edu Training & Consulting

2. UT-PTAC Counseling Training Conferences Bid Opportunity Searches Referrals Contract Solicitation Review Acquisition Regulations Marketing Strategy

3. Why Market to the Government??? • Billion Dollar Market • They Pay on Time • A Good Way to Network

4. Why Market to the Government??? • Acronyms – Buzz Words • So Many Decision Makers/Check Points • Paper Work – Put Everything in Writing • Purchasing Regulations • Information That You Need To Know • Registrations

5. What They Are Looking For: • Supplier That Understand Federal Acquisition Regulations (FAR) FAR, DFARS,GSA • FAR 22.403-1  Davis-Bacon Act • FAR 15.204 Uniform Contract Format • FAR 5.201 Contractor Activities (Guidelines for a Contracting Officer to Get a Solicitation Out) • FAR 15.6—Unsolicited Proposals • FAR 19 – Socio-Economic Programs • FAR 52.223-3 - Hazardous Material Identification and Material Safety Data Sheet

6. Source Selection Process Program Manager Contracting Officer Source Selection End User

7. Who Do You Call • Program Office • - End User • Contracting Office

8. Why Market to the Government??? • They Make It Fair For Everyone • Their Budgets Are Published • Open Bidding • They Are Suppose to Talk to You • Social Economic Programs

9. Social Economic Programs • Procurement Goals: • Small Business Set Asides 7% • Woman Owned Business 5% • Minority Businesses 5% • SBA’s 8(a) Certification • Small Disadvantage Business • Service Disable Veteran 3% • SBA HUB-Zone program 3% • https://eweb1.sba.gov/hubzone/internet/ Total 23%

10. How Does Social-EconomicPrograms Work Congress Set the Goals (FAR Part 19) The Agencies Are Responsible (CO) The Goals Are Passed on to the Prime Contractor

11. TYPES OF CERTIFICATION PROGRAMS State/Local Government Federal Government and Federal Prime Contractors Major Corporations Third Party Registrations TDOT DBE SAM.gov Registration: Self Certification • SBA WOSB • SBA 8a • SBA HubZone • VA VetBiz.gov Governor’s Office of Diversity

12. Why Market to the Government??? • Work With Large Prime Contractors • Easy Button • Undermanned • Streamline Purchasing Polices • Small Business Size Standards

13. Synopsis

14. How Do You Become A Gov’t Contractor • Registration • Market Research • Develop A List of Target Agencies • Search for Opportunities • Networking • Analyzing Solicitations • Submit the Proposals

15. SAM.govSystem for Award Management (SAM) • Starting place (website) for registering to sell to the federal government • Consolidates the capabilities that used to be at several websites

16. SAM: New Registration – 1st StepCreate an Account &Login https://www.sam.gov • To create an account in SAM, click on one of the links

17. SAM.gov Registration….Cage Code • Tax ID#/Employee Identification No. (EIN) http://www.irs.gov/businesses/small/ • Obtain DUNNS NO. https://iupdate.dnb.com/iUpdate/viewiUpdateHome.htm • Determine NAICS Codes & Size Standards – www.census.gov • Electronic Funds Transfer Information

18. Federal Government Registrations 1. SAM.gov Registration • Go To www.SAM.Gov • Company Data, NAICS codes, Point of Contacts, EFT Data • Representations & Certifications 2. Individual Agencies 3. Prime Contractors

19. www.fbo.gov

20. National Stock Number (NSN) 4820-01-477-2791 FederalCountry Unique Supply of Number Code Origin FSG=Valves, FSC= Valves, non powered • NSN=Valve, ball

21. Product Service Codes A. Research & Development B. Special Studies C. Architecture/Engineering D. Information Technology/Telecommunications Q. Medical Services R. Professional Services S. Housekeeping Y. Construction Z. Remodeling https://www.acquisition.gov/PSC%20Manual%20-%20Final%20-%2011%20August%202011.pdf

22. Search FedBizOpps • Keywords • Set-A-Side Code (Hubzone, Woman-owned, Minority, Veterans, etc) • Product Service Codes • NAICS Codes http://www.census.gov/naics/2007/index.html • By Agency

23. Definitions Pre-Solicitation Amendments/Change Orders Combined Synopsis/Solicitation Request for Information (RFI) Sources Sought

24. Synopsis

25. Solicitation

26. Solicitation You MUST acknowledge all amendments when you submit your solicitation. NO EXCEPTIONS!

27. Solicitation

28. Award

30. On-Line Hard copy Helping Tennessee’s small businesses travel the road to success!

31. Edison Bidder Registration Helping Tennessee’s small businesses travel the road to success!

32. FEDERAL GOVERNMENT FedBizOpps www.fbo.gov Prime Contractors Regional Buying Commands GSA Public Building Services Small Business Programs IDIQ Contracts Local Purchases Local Bid Boards Credit Card GSA Schedule

33. Source Selection Process • Acquisition Strategy Planning • Budget/Project Cost Range • Sources Sought? • Request for Information (RFI) • Source Selection Plan • Draft RFP Released • Pre-Solicitation Conference • Formal RFP Released • Proposals Received • Evaluation - Technical - Cost - Past Performance

34. Uniform Contract Format

35. Proposal Outline/Services SECTION I ……...Administrative Data SECTION II……..Technical Proposal Corporate Experience/Overview Technical Approach Past Performance Project Experience References Quality Control Section III………..Price Proposal/Best Value

36. Proposal Outline/Products SECTION 1…….SF 1449 SECTION 2 ……Price List SECTION 3 ……Product Information SECTION 4…….Terms & Conditions Warrant Information/ Return Policy Delivery Response Time Shipping Terms (FOB Origin/Destination

37. Proposal Outline/Products SECTION 5…….Letter of Supply SECTION 6……. Product Test Reports

38. Service Company Issues What They Are Looking For: • Prevailing Wage (Dept. of Labor) • Past Performance • Technical Capability • Personal Relationship • Pricing/Best Value

39. Product Supplier Issues • Lowest Price • Buy American Act • Packaging Specifications • RFID – Radio Frequency ID Labels • Technical Drawings

40. Product Supplier Issues • Quality Systems • ISO 9000/Mil-I-45208 • Brand Name or Equal/Alternative Products • New Products/Get a NSN Assigned • Just In Time Delivery

41. Construction Company Issues • Performance Bonds • Certified Payroll • Prevailing Wages • Safety Plans

42. Other Issues • WAWF – Wide Area Work Flow • DCAA Cost Audits • (PPIRS) Past Performance Information Retrieval System • Sub-Contracting Plan • Bonding

43. BID/No Award • Request A Debriefing – via meeting, phone, or e-mail • Continue to Search for New Opportunities • Continue to Market Your Company and Submit Proposals

44. Top 10: Departments • DEPT OF DEFENSE (69%) • DEPT OF ENERGY (5.2%) • HEALTH AND HUMAN SERVICES (3.5%) • NASA (3%) • VETERANS AFFAIRS, DEPARTMENT OF (3%) • GENERAL SERV. ADMINISTRATION (2.7%) • HOMELAND SECURITY, DEPARTMENT (2.7%) • STATE DEPARTMENT (1.4%) • JUSTICE DEPARTMENT (1.3%) • TREASURY DEPARTMENT (1.1%)

45. Marketing Summary • Put Together a Capability Statement • Develop A List of Potential Clients • Go To Networking Events • Develop Contact Relationships • Learn Your Competition • Develop Proposal Process • Teaming Partner/Joint Venture Strategies

46. Set Marketing Goals # of Contacts Made • Telemarketing • Face-to-Face • Emails # of Procurement Shows # of Bids Quoted Time Spent: • Reviewing Opportunities • Social Media • Doing Research

47. Market Research • FedBizOppshttp://www.fedbizopps.gov • Government Budget/Office of Management and Budget http://www.whitehouse.gov/omb/budget/fy2007/ • http://usaspending.gov/ or Federal Procurement Data System – Next Generation https://www.fpds.gov/ • GSA Advantage Schedule Sales Query (SSQ) http://ssq.gsa.gov • Agency Forecast (also check agency websites) https://www.acquisition.gov/comp/procurement_forecasts/index.html • Grants.gov (www.grants.gov) • Office Small & Disadvantage Utilization http://www.osdbu.gov/members.html

48. Market Research • Sub Contracting Opportunities • SBA Subnet (http://web.sba.gov/subnet) • Dynamic Small Business Search http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm • DOD Subcontracting (DOD Office of Small Business) http://www.acq.osd.mil/osbp/doing_business/index.htm

49. UT-PTAC 423-634-0848 www.PTAC.Tennessee.edu Training & Consulting