Selling to the Federal Government KANSAS CITY DISTRICT OFFICE Orientation and Local Resources

1. Selling to the Federal Government KANSAS CITY DISTRICT OFFICE Orientation and Local Resources

2. The U.S. Federal Government is one of the largest buyers of goods and services worldwide. • There are three main categories of federal purchases:

3. Full And Open Competition: Procurements open for bid from all allowable sources • Set-Asides: Purchases “set-aside” or reserved for either small business, HUBZone, Service Disabled Vet owned or 8(a) competition only • Sole-Source: Negotiating with one firm

4. First Thing To Do • Obtain a Data Universal Number System (DUNS) Number www.dnb.com/us • DUNS Number can be obtained free-of-charge at time of CCR registration (see next slide)

5. Central Contractor Registration Database (CCR) Keep Current (Update yearly at minimum) www.ccr.gov Online Representations and Certifications Application (ORCA) https://orca.bpn.gov/ Register Your Business

6. CCR • The Central Contractor Registry (CCR) is the central system for contractors with the federal government. This does not include state or local government procurement. This system will be used by the federal buyers to obtain vital information about your firm, make payments to you under federal contracts, and help all buyers locate you. After registering in CCR you will want to click on “Dynamic Small Business Search” and register as a small business. This will then become your company profile. All potential buyers access this system to locate firms. It tells them the basics about your goods/services, resources, and customers. Therefore, it is critical that you keep your profile updated. SBA will note in your profile which federal certifications you have.

7. Certification Information • Following are lists which will show “self” and formal certifications. • For small business, women owned small business, and service disabled veteran owned small business you make a self-certification. That means that you are certifying that you have read and understood the eligibility criteria and are certifying that you qualify. • SBA publishes small business size standards (13CFR121) that apply specifically to eligibility for small business contracts. Each type of business or product or service is classified by a “NAICS” (industry code) which corresponds to a revenue or employee based size standard.

8. Certification Info - Continued • When you register in CCR and when you apply for formal certifications you will select a primary industry code upon which your size for a specific application is determined. BUT BE AWARE that each federal procurement which is set-aside for a small business program carries a size standard related to the product/services being purchased and all bidders must qualify under that standard regardless of their primary code. • For the self-certifying programs, a protest procedure is used in lieu of a formal certification. All bidders and federal contracting officers may and should protest the award of a small business contract when they have evidence that a self-certifying bidder does not qualify.

9. Know the Federal Contract Certifications • Self-Certifications • Small Business – NAICS Codes • Woman-owned Business • Veteran-owned Business • Service Disabled Veteran-owned Business • Formal Certification Programs • 8(a) Business Development • HUBZone • Small Disadvantaged Business (SDB)

10. Formal Certifications • Requires SBA Approval • 8(a) - Socially and economically disadvantaged firms enrolled in a 9-year business development program. • HUBZone - Small businesses located in areas identified as historically underutilized business zones,and with 35% of its employees living in HUBZones. • SDB - Three-year certification for small, socially and economically disadvantaged firms eligible to receive prime and subcontract preferences.

11. 8(a) Program Counseling Training Opportunities Opportunity to Market for federal sole source contracts Compete for 8(a) Competitives Mentor-Protégé Program Includes SDB Certification Easier application process for State and local programs SDB Subcontracting Opportunities with federal prime contractors Easier application process for State and local programs Primary Benefits of 8(a)/SDB

12. HUBZone Program • HUBZone Program • Applies to purchases over $3,000; • Must be certified by SBA - no term limits; • Recertification required every 3 years; • Competitive and sole-source program benefits; • 10% price evaluation preference • Principal office must be in a HUBZone • 35% of employees must live in a HUBZone • FAR 19.13

13. Veteran’s Program Service Disabled Veteran Owned Small Business • Applies to purchases over $3,000 • Self Certified on CCR • VA determines Service Disability • No term limits • Competitive and sole-source program benefits • Subcontracting and Prime Contracting goals • FAR 19.14

14. Know the Rules • Federal Acquisition Regulations (FAR) www.arnet.gov/far • Subpart 8.4 – Federal Supply Schedules • Part 13 – Simplified Acquisitions • Part 14 – Sealed Bidding • Part 15 – Contracting by Negotiation • Part 19 – Small Business Programs

15. Federal Acquisition Reg (FAR) • The Federal Acquisition Regulation (FAR) governs federal procurements. It is imperative that you have a working knowledge of this procurement law before entering into contracts with the federal government. Federal contracts are different than any other contracts. The FAR provides for many unilateral actions by the government that do not require the agreement of the contractor. • It also specifies the type of contracts that can be used, what costs are allowable, how competitions and negotiations are conducted, how contractors are paid, and incorporates many other statutory requirements for contractors. • Attempting to do business with the federal government without knowledge of the FAR can have grave consequences.

16. Finding Prime Contract Opportunities • Research Past Purchases • GSA Federal Procurement Data Center https://www.FPDS.gov • Identify Current Procurement Opportunities • Federal Business Opportunities (FBO) http://www.fbo.gov

17. FedBizOpps Identify Opportunities – Follow the Money www.fedbizopps.gov

18. Finding Subcontracting Opportunities • Subcontracting Opportunities Directory of Large Prime Contractors www.sba.gov/gc/sbsd.html • SUB-Net web.sba.gov/subnet

19. Market Your Firm • Present your capabilities directly to the federal activities and large prime contractors that buy your products and services • Attend procurement conferences and business expos • Attend Business Matchmaking events

20. Request or download a bid package Obtain copies of relevant specifications & drawings Understand relevant purchasing regulations Federal Acquisition Regulations: Micro-purchases (under $3,000) Simplified Acquisitions (under $100,000) Bids & Proposals (over $100,000) Contract clauses View Solicitations

21. 3 Rules for a solicitation: -Read it…Read it…Read it!!! Request a Procurement History Attend Pre-Bid Meetings & Walk-Throughs Get clarification of ambiguities Proofread your proposal Submit it on time! Prepare Your Offer

22. Contract Award • In order to be awarded a federal contract the contracting officer must determine that your offer/bid is responsive and responsible. • Responsive means that it was delivered on time and by the due date. Late bids need not be considered. • Responsible means that your firm has the technical, financial, and managerial capacity to perform the scope of work. • All contracts must be awarded for what the government determines to be a fair and reasonable price. Even though you might be the lowest bidder, the government is never obligated to award a contract when they determine the price is not reasonable. • When the government determines that a small business bidder is not responsible they must forward it to SBA for a Certificate of Competency (COC). SBA then independently determines competency.

23. Seek Additional Assistance • Procurement Technical Assistance Center (PTACs) www.dla.mil/db/procurem.htm • Small Business Specialists www.acq.osd.mil/sadbu • Local District Offices and Resource Partners www.sba.gov • Local Small Business Development Centers • SCORE www.score.org • Women’s Business Development Centers http://www.onlinewbc.gov/

24. LOCAL ASSISTANCE • Procurement Technical Assistance Centers (PTACS) PTAC Kansas City 4747 Troost, Suite 501, Kansas City, MO 64110 MO – Donna Leonard 816/235-2891 X2 leonardd@umkc.edu KS - Dwayne Long 816/235-2891 X1 longd@umkc.edu PTAC Joplin 3950 Newman Road, Joplin, MO 64801 417/625-9538 Bernie Franks 417/625-3029 franks-b@mssu.edu

25. LOCAL RESOURCES • General Services Administration (GSA) Heartland Office of Business and Support 1500 East Bannister Road Kansas City Missouri 816/926-7203 business.counseling@gsa.gov

26. LOCAL RESOURCES Kansas City District Office Procurement Programs and Assistance Rhonda Hardin 816/426-4911 rhonda.hardin@sba.gov Bob Fayne 816/426-4917 robert.fayne@sba.gov Barbara Caldwell 816/426-4902 barbara.caldwell@sba.gov Kathy DeVoe 816/426-4917 kathy.devoe@sba.gov

27. Helpful Web Sites • DOD Small & Disadvantaged Business Utilization Office www.acq.osd.mil/sadbu • Procurement and Technical Assistance Centers www.sellingtothegovernment.net • Small Business Development Centers www.sba.gov/sdbc

28. More Helpful Web Sites • SBA’s Home Page www.sba.gov • Government Contracting:www.sba.gov/GC Site includes links to all major government contracting programs discussed here plus much, much more.

29. Please take a few minutes to complete the training evaluation form. Thank you. SBA Evaluation