selling to the government, is it right for you?
DESCRIPTION
NJ Congressman Holt\'s Federal Contracting Workshop on 2/18/2010TRANSCRIPT
Selling to the Government Selling to the Government Is It Right for You?Is It Right for You?
Stephanie D. BurroughsStephanie D. BurroughsDirector, Procurement ProgramsDirector, Procurement [email protected]© copyright 2/18/2010© copyright 2/18/2010
LEARN THE RULESLEARN THE RULES
Code of Federal Regulations – CFRCode of Federal Regulations – CFRhttp://www.gpoaccess.gov/CFR/
Federal Acquisition Regulations – FARFederal Acquisition Regulations – FARhttp://farsite.hill.af.mil/vffar1.htm
Command Policies/RegulationsCommand Policies/Regulations
ResearchResearch
Research the federal arenaResearch the federal arena
Which federal agencies do you want Which federal agencies do you want to target? to target? http://www.usa.gov/Agencies/Federal/All_Agencies/index.shtml
Find federal facilities near you:Find federal facilities near you:
Local.google.com; enter: federal Local.google.com; enter: federal offices near (city, town or state)offices near (city, town or state)
ResearchResearch
Does the government purchase your Does the government purchase your goods or services? Check the Federal goods or services? Check the Federal Supply Codes Supply Codes (FSC) and the Product and the Product Service Codes Service Codes (PSC)
Research who buys your goods or Research who buys your goods or servicesservices
Learn the procedures for each Learn the procedures for each branch/agency you are targeting; each branch/agency you are targeting; each has its own procedureshas its own procedures
Are all of Your Ducks Are all of Your Ducks in a Row?in a Row?
Know your product or serviceKnow your product or service
Understand that success in Understand that success in government procurement takes government procurement takes timetime
Investigate requirementsInvestigate requirements
Check your credit ratingCheck your credit rating
Have adequate insurance in placeHave adequate insurance in place
Have adequate financing in placeHave adequate financing in place
Are Your Resources in PlaceAre Your Resources in Place
Finances, equipment, computer Finances, equipment, computer skills, financial reporting software,skills, financial reporting software,
Build a quality resumeBuild a quality resume
Good references, prior contracting Good references, prior contracting experience (commercial, private, experience (commercial, private, corporate) etc.corporate) etc.
Central Contractor RegistrationCentral Contractor Registration
RequiredRequired for anyone wanting to sell for anyone wanting to sell to the federal governmentto the federal government
Used to enable Electronic Funds Used to enable Electronic Funds Transfer (EFT) – GETTING PAID!Transfer (EFT) – GETTING PAID!
Can be completed on-lineCan be completed on-line– http://www.ccr.gov – http://www.bpn.gov
PreparationPreparation
Create a Business Plan; Create a Business Plan;
Acquire CertificationsAcquire Certifications
Conduct Market ResearchConduct Market Research
Define Your Target MarketDefine Your Target Market
Develop A Contact ListDevelop A Contact List
Identify & Understand Your CustomerIdentify & Understand Your Customer
Determine Customer NeedsDetermine Customer Needs
Study the Customer’s WebsiteStudy the Customer’s Website
PreparationPreparation
Accumulate Procurement HistoryAccumulate Procurement History
Learn the Bidding ProcessLearn the Bidding Process
Know your CompetitionKnow your Competition
Develop a Capabilities StatementDevelop a Capabilities Statement
Get to know the Agency Office of Get to know the Agency Office of Small Disadvantaged Business Small Disadvantaged Business Utilization (OSDBU) RepresentativeUtilization (OSDBU) Representative
Do You Qualify for Government Special Do You Qualify for Government Special ProgramsPrograms
Goals:Goals:
23% small business23% small business
5% small disadvantaged businesses5% small disadvantaged businesses
5% small, women-owned businesses 5% small, women-owned businesses for prime and subfor prime and sub
5% HubZone small businesses5% HubZone small businesses
3% service disabled veteran owned 3% service disabled veteran owned businessesbusinesses
Online Certifications & Online Certifications & RegistrationsRegistrations
SBA 8A/SDB:SBA 8A/SDB:– https://sba8a.symplicity.com/applicants/guide
Hub Zone - Find out if your firm is located Hub Zone - Find out if your firm is located in a Hub Zonein a Hub Zone– https://eweb1.sba.gov/hubzone/internet/gene
ral/findout.cfm
Hub Zone electronic applicationHub Zone electronic application– https://eweb1.sba.gov/hubzone/internet/appli
cation/dsp_apps_home.cfm
MarketingMarketing
Attend procurement conferences, Attend procurement conferences, trade shows, etc.trade shows, etc.
PEOPLE DO BUSINESS WITH PEOPLE DO BUSINESS WITH PEOPLE THEY KNOW LIKE AND PEOPLE THEY KNOW LIKE AND TRUST – Who knows you, what TRUST – Who knows you, what you do and how do they feel you do and how do they feel about you?about you?
MarketingMarketing
Narrow your marketsNarrow your markets
Develop a rapport with the buyersDevelop a rapport with the buyers
Check procurement historyCheck procurement history
Prepare a capabilities statementPrepare a capabilities statement
Do I need a joint alliance or joint Do I need a joint alliance or joint venture or teaming arrangement?venture or teaming arrangement?
Do your homework!Do your homework!
MarketingMarketing
Forecasts – look up forecasts for the Forecasts – look up forecasts for the departments or branches with which departments or branches with which you want to workyou want to work
Look up sources sought and search Look up sources sought and search fedbizopps for Pre-solicitation and fedbizopps for Pre-solicitation and Solicitations – Solicitations – http://fbo.gov
Marketing to the Federal Marketing to the Federal GovernmentGovernment
Call potential buyers within federal Call potential buyers within federal agenciesagenciesNetwork Network – Attend government small business expos, Attend government small business expos,
trade fairs, matchmakers, networking eventstrade fairs, matchmakers, networking events
Get help from the expertsGet help from the expertsUse government-wide purchasing Use government-wide purchasing vehiclesvehicles– General Services Administration (GSA General Services Administration (GSA
schedules)schedules)– DoD (Department of Defense)DoD (Department of Defense)– Department of Veterans Affairs (VA)Department of Veterans Affairs (VA)
Marketing to the Federal Marketing to the Federal Government (cont’d.)Government (cont’d.)
Look for subcontracting Look for subcontracting opportunitiesopportunities
Use direct mail or e-mailUse direct mail or e-mail
Target government field officesTarget government field offices
Get to know the Small Business Get to know the Small Business SpecialistsSpecialists
Get to know your Program ManagerGet to know your Program Manager
Federal ProcurementFederal Procurement
Major PurchasersMajor Purchasers– Department of Defense (DoD) - Army, Department of Defense (DoD) - Army,
Navy, Air Force, DLANavy, Air Force, DLA– General Services Administration (GSA)General Services Administration (GSA)
OthersOthers– Individual military basesIndividual military bases– Individual federal agenciesIndividual federal agencies– Local federal agenciesLocal federal agencies
Small Business SpecialistsSmall Business Specialists
Finding OpportunitiesFinding Opportunities
Forecast of Contract Opportunities
Open Market Contracting Opportunities through FedBizOpps
8(a) Competitive Current Opportunities
Finding OpportunitiesFinding Opportunities
Service Disabled Veteran-Owned Small Businesses (SDVOSB) Opportunities
Historically Underutilized Business Zones (HUBZone) Opportunties
Finding OpportunitiesFinding Opportunities
Sources Sought Opportunities
Small Business Innovation Research Program
CAUTIONCAUTION
Use government contracts to help Use government contracts to help level business peaks and valleys.level business peaks and valleys.
Are you willing to work for small Are you willing to work for small profit margins? profit margins?
Training ToolsTraining Tools
Training and ResourcesInfo to help small businesses Info to help small businesses successfully compete for federal successfully compete for federal contracts. contracts. Register as a Contractor Learn the steps you need to take Learn the steps you need to take before bidding on federal before bidding on federal procurements. procurements.
Training ToolsTraining Tools
Small Business CertificationLearn how to certify your business as Learn how to certify your business as disadvantaged, women-owned or disadvantaged, women-owned or veteran-owned. veteran-owned. Federal Contracting Opportunities Learn how to locate and bid on Learn how to locate and bid on federal contracts.federal contracts.
Training ToolsTraining Tools
Online Services for Federal Online Services for Federal Contractors Contractors Links to services that help federal Links to services that help federal contractors conduct business contractors conduct business transactions with the federal transactions with the federal government.government.
Training ToolsTraining Tools
Green PurchasingGreen PurchasingLearn about opportunities to sell Learn about opportunities to sell green products and services to the green products and services to the federal government. federal government.
Employment Laws for Federal Employment Laws for Federal ContractorsContractorsSpecial employment and labor Special employment and labor regulations that apply to existing regulations that apply to existing federal contractors. federal contractors.
Training ToolsTraining Tools
Federal Acquisition Regulations Federal Acquisition Regulations Rules, regulations and standards that Rules, regulations and standards that govern the federal procurement govern the federal procurement process.process.
AssistanceAssistance
NJSBDC Procurement ProgramNJSBDC Procurement Program– one-on-one counselingone-on-one counseling– seminars/workshops seminars/workshops – Conferences/ExposConferences/Expos– www.njsbdc.com/procurement www.njsbdc.com/procurement
SBA SBA – www.sba.govwww.sba.gov
Procurement Technical Assistance CentersProcurement Technical Assistance Centers
-www.njit.edu/dptac-www.njit.edu/dptac
-www.ucedc.com-www.ucedc.com