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Back to Basics

Presented by:

Sherry RoseNJ Institute of Technology, PTAC

&M. Clyde Stoltzfus

SE PA PTACUniversity of Pennsylvania

March 4, 2014

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Procurement Technical Assistance Program (PTAP)

The PTAP functions as a “link” between businesses and government offices. Its primary goal is to help companies market to government agencies.

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Success Factors

Before attempting major government marketing:

o 2 to 3 years of commercial experienceo Develop or update your business plano Develop a Capability Statemento Electronic capabilityo Financial stabilityo Good customer mixo Credit card capable

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The Trust Factor

Trust issues:o Reliabilityo Stabilityo Integrityo Technical Capabilityo Capacity

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Capability Statement

o Capabilities:  Type of work you can do. o Facilities and Equipment:  List special

equipment and resourceso Expertise:  A brief summary of your

expertise and key staff expertise.o Codes:  List your NAIC and FSC codeso Certifications: List special business

statuso Customers:  Provide a list of at least

three or four of your key customers

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o Your name, business name, location(s), years in business

o Business mission and product or serviceo Target market or customero Small business status/certificationso Experience/past performanceo Close with your hook (why this customer should care)

Examples: Your proud achievement Your special niche’ Their special need

Two-minute Pitch

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Contracting Codes

North American Industrial Classification System (NAICS) www.census.gov/epcd/www/naics.html o a classification system that groups

together economic units that use like processes to produce goods or services.

o 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.

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Contracting Codes

o used to identify companies for financial transactions and required by the federal government for the System for Award Management (SAM)

Data Universal Numbering System (DUNS) Number call 1-866-705-5711 or register online at:http://fedgov.dnb.com/webform/displayHomePage.do

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Contracting Registrations

• Companies must register in order to be considered for any future solicitations, awards or payment

• Requires a DUNS number, NAICSs• Will be assigned a CAGE Code • Small Business database (old Pro-Net)• Online Representations and Certifications

Application ( old ORCA)

SAM www.sam.gov

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Dynamic Small Business database

Small Business database within SAMo Searchable national internet database

of small, certified & non-certified businesses

o Used by federal agencies and primes to locate vendors

o Requires entry and upkeep of information

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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 Certifications

o SBA 8(a) program

New Requirements

o Personal Income$250,000 initial eligibility$350,000 continued eligibility

o Total Assets $4.0 million initial eligibility $6.0 million continued eligibility

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SBA Certifications

• 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/

o HUBZones

WOSB PROGRAMWOSB and EDWOSB

o 83 NAICS Codeso 51% owned, controlled and actively managed

by woman/womeno EDWOSB personal net worth $750,000;

income $350,000; assets $6.0 milliono Register in SAM/ORCAo Self-certify or certified (3rd party)

o www.sba.gov/wosb

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Veteran First ProgramVeterans Administration Only

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o Veteran Owned Businesseso Service Disabled Veteran Owned

Businesseso Must be verified by CVE and listed in

VetBiz

www.vip.vetbiz.gov

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Other Programs & Certifications

o Self certification programs (federal) Women-Owned businesses Service Disabled Veterans (Veterans)

o Commonwealth of Pennsylvaniawww.smallbusiness.pa.gov

o Certification with the State of New Jerseywww.state.nj.us/commerce/smallbizwww.state.nj.us/treasury/purchase

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Some ways Government contracting differs

o Public accountability for public funds

o Socio-economic considerationso The right to protesto Debriefo Rules

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Rules

o Federal Acquisition Regulations – FARhttps://www.acquisition.gov/far/

o Department/Agency Regulations/Supplements - e.g., DFAR

o Command Policies/Regulations

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Market Research

http://acquisition.gov/comp/procurement_forecasts/index.html

o links to agency home pageso links to small business contactso links to procurement opportunitieso links to agency forecasts

www.fpds.gov www.usaspending.gov

o searchable databases for procurement history

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Finding Opportunities

Federal BizOppso Internet site listing federal contracting

opportunitieso Can search current solicitations by

number or key wordwww.fedbizopps.gov

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Finding Opportunities

GSA - Federal Supply Schedules (FSS)o just about every product and serviceo contracting officers purchase directly

from vendorswww.fss.gsa.gov

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Subcontracting

o applies to awards to large firms of $650,000 and over and construction awards of $1.5 million and over

o requires a subcontracting plan with goals

o good opportunity for new-to-government contracting firm http://web.sba.gov/subnet

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Contacts

Sherry Rose, Procurement & Marketing SpecialistNew Jersey, PTACAtlantic Community College 1535 Bacharach Blvd. Rm. 211Atlantic City, NJ 08401Telephone: (609) 343-4845 Fax: (609) 343-4710srose@adm.njit.edu

Clyde Stoltzfus, DirectorSE PA PTAPThe Wharton SchoolUniversity of Pennsylvania3733 Spruce StreetPhiladelphia, PA 19194Telephone: (215) 746-6472clydes@wharton.upenn.edu