Doing Business with the Government

1. Doing Business with the Government Dolcey Chaplin NJ Institute of Technology, PTAC & M. Clyde Stoltzfus SE PA PTAC University of Pennsylvania March 4, 2009 Alliance Mid-Atlantic

2. Procurement Technical Assistance Centers (PTAC) The PTAC 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: • 2 to 3 years of commercial experience • Develop or update your business plan • Develop a Capability Statement • Electronically capable • Financially Stable • Good customer mix • Credit card capable Alliance Mid-Atlantic

4. The Trust Factor Trust issues: • Reliability • Stability • Integrity • Capacity • Capable Alliance Mid-Atlantic

5. 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 and FSC codes • Certifications: Give your special business status and GSA FSS if you have one. • Customers:  Provide a list of at least three or four of your key customers Alliance Mid-Atlantic

6. Contracting Codes North American Industrial Classification System (NAICS) www.census.gov/epcd/www/naics.html • a classification system that groups together economic units that use like processes to produce goods or services. • used to classify businesses to facilitate information sharing, to determine size standards and as search criteria for finding businesses to perform specific tasks or contracts. Alliance Mid-Atlantic

7. Contracting Codes • used to identify companies for financial transactions and required by the federal government for Central Contractor Registration Data Universal Numbering System (DUNS) Number call 1-866-705-5711 or register online at: http://fedgov.dnb.com/webform/displayHomePage.do Alliance Mid-Atlantic

8. Contracting Registration • Centralized Contractor Registration (CCR) • Cage code, TPIN, DSBS & ORCAwww.ccr.gov • requires DUNS number to register • companies must register in order to be considered for any future solicitations, awards or payment • CAGE code • Trading Partner Identification Number – TPIN • Dynamic Small Business Search • ORCA Alliance Mid-Atlantic

9. Dynamic Small Business Database • searchable national internet database of small, certified & non-certified businesses • used by federal agencies and primes to locate vendors • requires entry and upkeep of information • key words • Capabilities • past performance Alliance Mid-Atlantic

10. Government Contracting Differs • public accountability for public funds • socio-economic considerations • the right to protest • Debrief • rules Alliance Mid-Atlantic

11. Marketing Strategy Include • conduct market research • define target market • develop contact list • identify & understand the customer • accumulate procurement history • learn the bidding process • know your competition • make capabilities known/follow-up • learn from more experienced IT’S ALL ABOUT RELATIONSHIPS!!! Alliance Mid-Atlantic

12. 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 • PTACs www.dla.mil/db/procurem.htm Alliance Mid-Atlantic

13. Market Research http://acquisition.gov/comp/procurement_forecasts/index.html • links to agency home pages • links to small business contacts • links to procurement opportunities • links to agency forecasts www.fedspending.org • searchable database for procurement history Alliance Mid-Atlantic

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

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

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

17. 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

18. 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

19. 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

20. Other Programs & Certifications • self certification programs • Women-Owned businesseswww.womenbiz.gov • Service Disabled Veterans (Veterans) www.vip.vetbiz.gov • certification with the Commonwealth of Pennsylvaniawww.dgs.state.pa.us • certification with the State of New Jersey www.state.nj.us/commerce/smallbiz www.state.nj.us/treasury/purchase Alliance Mid-Atlantic

21. Finding Opportunities GSA - Federal Supply Schedules (FSS) • just about every product and service • contracting officers purchase directly from vendorswww.fss.gsa.gov • Schedule Sales Query 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 http://progate.daps.dla.mil/home/ • internet site for all DLA Centers • to register and utilize search capabilities Alliance Mid-Atlantic

24. Subcontracting • applies to awards to large firms of $550,000 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 • must use under $3000 • any governmental employee can have • volume of transactions growing - $21 b • average $2,500 buys but some with higher limits (overseas up to $25,000) Alliance Mid-Atlantic

26. State Governments • Commonwealth of Pennsylvania https://www.pasupplierportal.state.pa.us/irj/portal/ • State of New Jersey http://www.nj.gov/njbusiness/ Alliance Mid-Atlantic

27. 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

28. 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

29. Contacts Dolcey Chaplin, Director Foundation at New Jersey Institute of Technology PTAC 323 Martin Luther King Boulevard 490 Fenster Hall Newark, NJ 07102-1982 Phone: 973-596-3105 chaplin@admin.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