government supply priorities - economic alliance · 2013-03-21 · government supply priorities o...
TRANSCRIPT
![Page 1: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/1.jpg)
Government supply priorities
O FIRST - Agency inventories
O SECOND - Excess from other agencies
O THIRD - Federal prison industries
O FOURTH - Ability One (formerly JWOD)
O FIFTH - GSA/DLA stock inventory
O SIXTH - GSA schedules, VA schedules, DOD Emall, etc.
O FINALLY - You & other commercial sources
![Page 2: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/2.jpg)
7 Phases of GovCon
1. Registration
2. Develop a marketing strategy
3. Know the “right people”
4. Consult a reference library
5. Search for opportunities
6. Bid
7. Perform
You’re gonna
need a good
roadmap!
![Page 3: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/3.jpg)
Let’s look at #1
1. Registration
2. Develop a marketing strategy
3. Know the “right people”
4. Consult a reference library
5. Search for opportunities
6. Bid
7. Perform
![Page 4: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/4.jpg)
#1 Registration - Definitions O North American Industrial Classification System (NAICS)
O Federal Supply Classification (FSC)
O Product Service Codes (PSC)
O Tax ID number (TIN) or SSN if sole proprietor
O Data Universal Numbering System (DUNS) O Dun & Bradstreet – Govt Direct = 866-705-5711
O Online Registration now required: http://fedgov.dnb.com/webform
O System Award Management (SAM)
![Page 5: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/5.jpg)
#1 Registration
O Check Excluded Parties List System
http://epls.gov – now listed with SAM.GOV
O Determine your NAICS code(s)
http://www.census.gov/eos/www/naics/
O Sample Company = Joe’s PJ&L, Inc.
(Plumbing, Janitorial & Landscaping)
![Page 6: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/6.jpg)
http://www.census.gov/eos/www/naics/
![Page 7: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/7.jpg)
Spelling Counts!
![Page 8: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/8.jpg)
More Samples
![Page 9: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/9.jpg)
…Janitorial…
![Page 10: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/10.jpg)
…Landscaping
![Page 11: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/11.jpg)
#1 Registration O Determine NAICS
O Determine FSC & PSC
http://www.outreachsystems.com/resources/tables
/pscs
![Page 12: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/12.jpg)
Services A-Z | Commodities 10-99
![Page 13: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/13.jpg)
Product Service Codes
PSC = A-Z
![Page 14: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/14.jpg)
Federal Supply Codes
FSC = Commodities – 10-99
![Page 15: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/15.jpg)
![Page 16: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/16.jpg)
#1 Registration
O Determine NAICS
O Determine FSC & PSC
O Obtain TIN/EIN – contact the IRS for SS-4 http://www.irs.gov/businesses/small/article/0,,id=102767,00.html
O Do NOT use your SSN
![Page 17: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/17.jpg)
![Page 18: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/18.jpg)
Large or Small Business? O Size Determination: Small vs. Large (13 CFR 121.201)
http://www.sba.gov/sites/default/files/Size_Standards_Table.pdf
![Page 19: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/19.jpg)
SBA Regulation and Policy
To ensure that small businesses get their fair share of Federal
Government purchases, statutory goals have been established for
Federal executive agencies. They are:
23 percent of prime contracts for small businesses;
5 percent of prime and subcontracts for women-owned small
businesses;
3 percent of prime contracts for HUBZone small businesses;
3 percent of prime and subcontracts for service-disabled
veteran-owned small businesses.
![Page 20: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/20.jpg)
Certifications A. So what do all of these goals really mean?
a. Certain opportunities are set asides for certified companies
B. What kinds of certifications are there?
a. 8(a) = Socially or Economically Disadvantaged
b. HUBZone = Geographic Location
c. WOSB = Woman Owned Small Business
a. EDWOSB = Economically Disadvantaged Woman Owned Small Business
d. VOSB = Veteran Owned Small Business
a. SDVOSB = Service Disabled Veteran Owned Small Business
![Page 21: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/21.jpg)
8(a) SBA Business Development
Program
http://www.sba.gov/content/8a-business-
development
![Page 22: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/22.jpg)
If you qualify, apply!
http://edocket.access.gpo.gov/cfr_2009/janq
tr/pdf/13cfr124.103.pdf
![Page 23: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/23.jpg)
Mandatory prior to Applying for 8(a)
http://imedia.sba.gov/vd/media1/training/sb
dtool/player.html
![Page 24: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/24.jpg)
Why take time to apply?
![Page 25: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/25.jpg)
http://www.sba.gov/content/applying-
hubzone-program
Do you qualify for HUBZone status?
![Page 26: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/26.jpg)
![Page 27: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/27.jpg)
Located in a HUBZone?
![Page 28: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/28.jpg)
Spokane County
![Page 29: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/29.jpg)
Name City
Qualified
Status 2012 2013
104.01 Airway Heights No Yes Qualified
140.01 Cheney Yes Yes Qualified
140.02 Cheney No Yes Qualified
2 Hillyard No Yes Qualified
16 Hillyard Yes Yes Qualified
18 Hillyard No Yes Qualified
26 Hillyard Yes Yes Qualified
24 Spokane Yes Yes Qualified
25 Spokane Yes Yes Qualified
31 Spokane No Yes Qualified
32 Spokane No Yes Qualified
35 Spokane Yes Yes Qualified
40 Spokane Yes Yes Qualified
4 Town & Country No Yes Qualified
111.01 Town & Country No Yes Qualified
20 West Spokane No Yes Qualified
21 West Spokane No Yes Qualified
23 West Spokane No Yes Qualified
36 West Spokane Yes Yes Qualified
30 Yardley Yes Yes Qualified
145 Yardley Yes Qualified
![Page 30: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/30.jpg)
How do you get certified as a
WOSB or EDWOSB?
O You can self-certify your status with the SBA.
See FAR 19.001 for the definition of a
woman-owned business
O 83 NAICS Codes covered by the new
Woman Owned Small Business Program:
http://tiny.cc/dxvg2
http://www.sba.gov/content/women-owned-
small-business-federal-contract-program
![Page 31: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/31.jpg)
Washington State, WBE or MBE…
OMWBE – http://www.omwbe.wa.gov
![Page 32: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/32.jpg)
Veteran/Service Disabled
Veteran Owned Business?
O Public Law 108-183 – “The Veterans Benefit Act of
2003” signed Nov 11, 2003
O Executive Order signed Oct 20, 2004
O Section 36 amends U.S. Code regarding
procurement opportunities for service-disabled
veteran-owned small businesses
O SDVOSBs will benefit via set-asides or restricted
procurements
O 3% goal for ALL federal agencies
http://www.vetbiz.gov
![Page 33: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/33.jpg)
Typically takes
less than 30
minutes to
register
![Page 34: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/34.jpg)
7 Phases of GovCon 1. Registration
2. Develop a marketing strategy
3. Know the “right people”
4. Consult a reference library
5. Search for opportunities
6. Bid
7. Perform
![Page 35: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/35.jpg)
Places to Register
Federal:
1. SAM
2. SBA
3. VETBIZ
State:
1. OMWBE
2. WEBS
3. WA Veterans
4. Miscellaneous Small
Works Rosters
![Page 36: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/36.jpg)
Basic SAM Requirements
SAM Registration
TIN
NAICS
DUNS
Optional PSC
Optional FSC
Optional SIC
SAM reports include:
• STATUS
• NAICS
• EPLS
• FBO (FUTURE)
• ORCA
• POC
![Page 37: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/37.jpg)
SAM O SAM - System Award Management – http://sam.gov (formerly
known as Federal Central Contractor Registration)
O Record all user IDs and passwords
O Protect and safeguard your password – NEVER give out
your user ID or password – DON’T lose them
O After registration, you’ll be assigned a Commercial and
Government Entity (CAGE) Code
O Re-Visit SAM to view and record your CAGE
O Great marketing tool
![Page 38: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/38.jpg)
Registration
(Update EVERY YEAR)
![Page 39: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/39.jpg)
SAM Data Entry O Self formatting
O Tab from one field to another
O Attention to detail
O NO abbreviations
O NO punctuations
O NO dashes
O NO commas
![Page 40: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/40.jpg)
Searching SAM
![Page 41: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/41.jpg)
#2 Don’t forget SBA Profile
![Page 42: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/42.jpg)
![Page 43: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/43.jpg)
Dynamic Small Business Search
http://dsbs.sba.gov
It’s the best government
search tool ever!
![Page 44: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/44.jpg)
REPS & CERTS are now part of SAM.GOV
![Page 45: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/45.jpg)
Once SAM is validated, watch
out for unsolicited proposals
![Page 46: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/46.jpg)
O “If you want to do business with the government,
you need to get in our directory.” Pay us $10,000!
O “Prepare your 8(a) application in 3days in Las
Vegas.” Pay us $10,000!
O “Don’t miss your opportunity to cash in on the
Stimulus.” Pay us $10,000!
![Page 47: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/47.jpg)
#5 Registration – WA State
O Requires entry and annual upkeep of information
O Search capability for state government buyers and
other commercial vendors
![Page 48: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/48.jpg)
http://www.ga.wa.gov/webs/
![Page 49: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/49.jpg)
7 Phases of GovCon
1. Registration
2. Develop a marketing strategy
3. Know the “right people”
4. Consult a reference library
5. Search for opportunities
6. Bid
7. Perform
![Page 50: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/50.jpg)
Develop marketing strategy
O Consult with a SCORE or SBDC to develop a marketing plan
O Identify & target only key buying activities
O Visit small business specialist, buyers & end users
O Always take promotional material: i.e. brochures, line cards, business cards
O Determine procurement cycle
O Periodically re-visit buying activities
O Attend trade shows
![Page 51: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/51.jpg)
Now, let’s continue
1. Registration
2. Develop a marketing strategy
3. Know the “right people”
4. Consult a reference library
5. Search for opportunities
6. Bid
7. Perform
![Page 52: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/52.jpg)
Know the “right people”
At DOD, Small Business Liaison Officers (SBLOs)
O Acts as liaison between supplier and buyer
O Does not buy anything
O Your conduit to technical person or buyer
O Communication protocol
O Email addresses available
![Page 53: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/53.jpg)
![Page 54: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/54.jpg)
OSBP
http://www.acq.osd.mil/osbp/
![Page 55: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/55.jpg)
OSBP
http://sellingtoarmy.com/army-small-
business-specialists
![Page 56: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/56.jpg)
More “right people” - Subcontracting
O Small Business Liaison Officer (SBLO) – prime contractor employee established by Public Law 95-507
O Applicable for commodity awards >$650K or construction awards of >$1.5M
O Communication protocol
O Requires a subcontracting plan with goals
O Good opportunity for new government vendors
![Page 57: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/57.jpg)
![Page 58: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/58.jpg)
More “right people” O Contracting Officer (CO) – The only person who
can buy, administer or terminate contracts for the
government
O Contractor administrator – assists the CO
O End users
O Communication protocol
![Page 59: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/59.jpg)
The “right way” to connect
with the “right people”
![Page 60: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/60.jpg)
More about the “right way” O Contracting Officer (CO) – The only person who can
buy, administer or terminate contracts for the government
O Contractor administrator – assists the CO
O End users
O Communication protocol
O Clear and Concise
O Articulate
O Watch for Spam blocks
O Professional business letters
O Lose the “hotmail” type email address
O Get everything in writing!!
![Page 61: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/61.jpg)
Now, let’s continue 1. Registration
2. Develop a marketing strategy
3. Know the “right people”
4. Consult a reference library
5. Search for opportunities
6. Bid
7. Perform
![Page 62: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/62.jpg)
#4 Consult reference library O Federal Acquisition Regulation (FAR)
O www.arnet.gov/far/index.html
O Defense Federal Acquisition Regulation
Supplement (DFARS)
O http://akss.dau.mil/jsp/default.jsp
O Code of Federal Regulations (CFR)
O www.access.gpo.gov/nara/cfr/cfr-table-search.html
O http://www.ecfr.gov/cgi-
bin/ECFR?SID=b4e3c21fc35137cde56380a9575efc66
&page=browse
![Page 63: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/63.jpg)
#4 Consult reference library O United States Code (USC)
O uscode.house.gov/usc.htm
O Washington State Purchasing Manual
O http://www.ga.wa.gov/PCA/manual.htm
O Government acronyms
O http://www.dau.mil/pubs/glossary/preface.asp
![Page 64: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/64.jpg)
Now, let’s continue
1. Registration
2. Develop a marketing strategy
3. Know the “right people”
4. Consult a reference library
5. Search for opportunities
6. Bid
7. Perform
![Page 65: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/65.jpg)
#5 Search for opportunities O Federal Business Opportunities
O www.fbo.gov (>$25k required to be posted)
O Procurement Notices
O Contract Awards
O Subcontract Leads
O Sales of Surplus Property
O Foreign Business Opportunities
O FedBid.com – commercial entity
O Washington WEBS
O BidMatch – PTAC offering
O Facebook – USACE (<$25k)
![Page 66: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/66.jpg)
Federal: What has the government purchased in
the past and who was awarded the contract?
http://fbo.gov
![Page 67: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/67.jpg)
Local:
O What has the government purchased in the past and
who was awarded the contract?
O For Washington State, they are accessible on their
web system at
http://www.ga.wa.gov/business/awarded.htm
O Local agencies may have it on their website or you
can request it under the Freedom of Information Act
![Page 68: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/68.jpg)
#5 Search for opportunities
http://www.Naspo.org/profile_index.cfm
![Page 69: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/69.jpg)
![Page 70: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/70.jpg)
What you won’t find on these websites and may
not find through Freedom of Information Act.
O The government can purchase small amounts with credit cards (“government cards”) : Under $2,500 for the federal government
< $3000 = Products
< $2500 = Services
< $2000 = Construction
O < $3,300 = Washington
O < $5,000 = Idaho
O Local agencies set their own thresholds
O The government does NOT have to post everything.
O < $25,000 = the federal government
O < $46,200 = Washington
O < $75,000 = Idaho
O Local agencies can set their own thresholds
![Page 71: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/71.jpg)
Washington
• Credit Cards $3,300
• Purchase Orders $46,200
Idaho
• Credit Cards $5,000
• Purchase Orders $75,000
Federal
• Credit Cards •Products
$3,000
•Services $2,500
•Construction $2,000
• Purchase Orders $25,000
LIMITS
![Page 72: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/72.jpg)
When you find an opportunity
READ the entire synopsis – carefully
![Page 73: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/73.jpg)
When you find an opportunity
O READ the entire synopsis – carefully
O Obtain copy of solicitation by fax, email,
letter, download
O READ the entire solicitation – carefully
O Make a “go” or “no go” decision based
solely on the solicitation
O Follow the directions to the letter
![Page 74: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/74.jpg)
Now, let’s continue 1. Registration
2. Develop a marketing strategy
3. Know the “right people”
4. Consult a reference library
5. Search for opportunities
6. Bid
7. Perform
![Page 75: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/75.jpg)
Bidding – some basics O Invitation For Bids (IFBs) can be quite short and
relatively simple to prepare.
• They can contain as few as 15 pages or as many as 100.
• Their complexity depends on the project or the commodity.
• These types of solicitations are usually awarded primarily on price.
• Competitive pricing here is a key factor.
![Page 76: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/76.jpg)
Bidding – some basics Request For Proposals (RFPs)
• Usually more complex than (IFBs).
• They tend to be issued for service oriented contracts with large staffing requirements or complex operations involved.
• In many cases they are looking for comprehensive project management plans, a past performance section, a quality control plan spelled out in detail, and a separate volume on costing broken down line by line.
• Every contract is broken down into sections.
• Address each section in order and let them be your guide to preparing the proposal.
![Page 77: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/77.jpg)
Bidding – some basics Request For Quotes (RFQs).
These are generally the easiest to prepare. and it is
usually just a question of filling in the blanks. Like
IFBs, they are most often evaluated and awarded
solely on price.
OWhile IFBs and RFQs are generally awarded solely on the
basis price, RFPs tend to be weighted differently. Past
Performance and technical capabilities may often count
more than price. A strong presentation, or proposal, can be
decisive.
![Page 78: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/78.jpg)
Bidding – some basics O Sealed Bidding:
• Rigid procurement process
• Not open to negotiation (exceptions)
• For non-commercial supplies / services greater than $100K
• Clear & detailed specifications
• Awarded on price factors, but also to RESPONSIVE & RESPONSIBLE bidders only!!!
![Page 79: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/79.jpg)
Bidding – some basics O Negotiated Procurements
• Most flexible but most complicated procurement
method
• Many forms
• 80% of contracts exceeding $100K
• Requests for Proposal (RFPs)
• Evaluation criteria cited in solicitation
• Contracting Officer (CO) may negotiate
![Page 80: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/80.jpg)
Bidding – some basics O Market Research:
O Collecting and analyzing information about
capabilities within the market to satisfy agency
needs.
O Includes: reviewing priority sources, vendor search
in SAM or Dynamic Small Business, issuing Pre-
solicitation Notices or Sources Sought
![Page 81: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/81.jpg)
Preparation of Bids
READ and re-READ the solicitation
• Make a working copy & get waivers
• Use a bid checklist
• Request specifications if required
• Consult your government procurement library
• Your written response must convince the CO
that you can do the job with “best value”
• Familiarize yourself with government jargon
http://www.dau.mil/pubs/glossary/preface.asp
![Page 82: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/82.jpg)
Preparation of Bids O Obtain product history (previous winner,
award data, who is your competition, etc.)
O Submit bid at price you can live with
O Acknowledge amendments
O Fill in original
O Submit on time – not 1 second late
O Attend bid opening, if applicable
O Sign your bid
![Page 83: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/83.jpg)
Bid prep coaching for clients
O Schedule one-on-one as far in advance as possible
O Provide a copy of the government solicitation
marked up with your questions
O Reference by URL is OK
O Your first draft/best effort at a response required
O Your best effort is mandatory
O We cannot “write your bid” for you
O Incorporate red line comments & suggestions
![Page 84: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/84.jpg)
Now, let’s finish 1. Registration
2. Develop a marketing strategy
3. Know the “right people”
4. Consult a reference library
5. Search for opportunities
6. Bid
7. Perform
![Page 85: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/85.jpg)
Perform
O Most responsive & responsible
O Pay attention to the details
O Best commercial practices
O Past performance
O Acceptance of SmartCards
O “Best value”
What if you don’t win??
![Page 86: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/86.jpg)
Feedback Loop O Request a debriefing
O If meeting cannot be set up, request via FOIA (Freedom of Information Act)
O Ask for suggestions
O Obtain “abstract” or “bid tab” listing of vendors and quoted costs
O Protest can be detrimental to your GovCon experience.
O You must strive to become more responsive and responsible
![Page 87: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/87.jpg)
New School
Five mandatory traits of a successful contractor
1. Able to read & follow
instructions to the letter
2. Detail oriented
3. Computer literate
4. Appropriately aggressive
5. Passionate
![Page 88: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/88.jpg)
Rules to Live By O Do not be late
O Do not lose your passwords (do not share, either!)
O Do not pay for what you can get free
O Get it in writing
O Be proactive
O Call PTAC with questions
![Page 89: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/89.jpg)
Review of PTAC assistance Provides free one-on-one assistance
• Assists with registrations
• Assists with certifications
• Assists with marketing to the government
• Assists with locating bids
• Assists with specifications, standards, &
drawings
• Helps interpret solicitations
![Page 90: Government supply priorities - Economic Alliance · 2013-03-21 · Government supply priorities O FIRST - Agency inventories O SECOND - Excess from other agencies O THIRD - Federal](https://reader033.vdocument.in/reader033/viewer/2022050122/5f51dcdffd4b130b6f4cf824/html5/thumbnails/90.jpg)
Leslie Miller, Manager Eastern Washington PTAC Greater Spokane Incorporated 801 W. Riverside, Suite 100 Spokane, WA 99201 (509) 321-3641
EMAIL = [email protected] WEB = http://gsiptac.org
The fine print: GSI, which serves as a Procurement Technical Assistance Center (PTAC), is funded in part through a cooperative agreement from the Dept. of Defense (DOD) through a program administered by the Defense Logistic Agency (DLA). The content of any written materials or verbal communications of the PTAC does not necessarily reflect the official views of or imply endorsement by DOD or DLA.