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Get in the GameB2G Market for Small Business
Play in the $500 Billion Game
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Copyright © 2010 Jack Quinn Solutions, LLC 2
Agenda
• B2G Market• Opportunities for small business • Register your Business• Find Opportunities• Get in the Game• Best Business Entrepreneurs Summit
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Copyright © 2010 Jack Quinn Solutions, LLC 3
Presidential Memorandum April 26, 2010
Interagency Task Force on Federal Contracting Opportunities for Small Businesses
• Tasked to …– Develop Innovative Strategies– Remove Barriers– Expand Outreach– Establish policy… to help small business get in the game
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Federal Government Purchases
• Over $500 billion worth of goods and services• 23% of all purchases to small business• Over 32,000 opportunities active in FedBizOps
(www.fbo.gov)– 13,000 are small business set-aside contracts– only small businesses compete
• Available to all businesses in the United States– Sell to federal agencies (1700+) in any state
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What is purchased?
Information from USASpending.gov
$0.00
$20,000,000,000.00
$40,000,000,000.00
$60,000,000,000.00
$80,000,000,000.00
$100,000,000,000.00
$120,000,000,000.00
$140,000,000,000.00
$160,000,000,000.00
$180,000,000,000.00
Chart Title
Total Dollars
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Who Spends in the Federal Market?
Total Dollars Small Business Dollars$0.00
$50,000,000,000.00
$100,000,000,000.00
$150,000,000,000.00
$200,000,000,000.00
$250,000,000,000.00
$300,000,000,000.00
$350,000,000,000.00
$400,000,000,000.00
DEPARTMENT OF DEFENSE
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Who Spends in the Federal Market?
ENERGY HEALTH AND HUMAN SERVICES
NASA GENERAL SERVICES ADMINISTRATION
VETERANS AFFAIRS$0.00
$5,000,000,000.00
$10,000,000,000.00
$15,000,000,000.00
$20,000,000,000.00
$25,000,000,000.00
$30,000,000,000.00
$35,000,000,000.00 Total Dollars
Small Business Dollars
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Where do we Spend?
CALIFORNIA
VIRGINIATE
XAS
MARYLAND
DISTRICT O
F COLU
MBIA
PENNSY
LVANIA
FLORIDA
MASSACHUSE
TTS
ARIZONA
MISSOURI
$0.00
$10,000,000,000.00
$20,000,000,000.00
$30,000,000,000.00
$40,000,000,000.00
$50,000,000,000.00
$60,000,000,000.00 Total Dollars Small Business Dollars
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Top Vendors in the Federal Market?
Information from Federal Procurement Data System
$0.00
$5,000,000,000.00
$10,000,000,000.00
$15,000,000,000.00
$20,000,000,000.00
$25,000,000,000.00
$30,000,000,000.00
Total Dollars% Total Dollars
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Small Business Spending
UNITED STATES (US)$0.00
$20,000,000,000.00
$40,000,000,000.00
$60,000,000,000.00
$80,000,000,000.00
$100,000,000,000.00
$120,000,000,000.00
Chart Title
Small Business
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Small Business in the Federal Market
Small
Business
Small
Disadva
ntaged
Business
Women
Owned
Small
Business
Hub Zone S
mall Busin
ess
Veteran
Owned
Small
Business
Servi
ce Disa
bled Vete
ran O
wned Sm
all Busin
ess
8(a) Fi
rm
$0.00
$20,000,000,000.00
$40,000,000,000.00
$60,000,000,000.00
$80,000,000,000.00
$100,000,000,000.00
$120,000,000,000.00
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SMALL
BUSINES
S SET
ASIDE -
TOTA
L
8(A) S
OLE SO
URCE
8A COMPETED
HUBZONE S
ET-A
SIDE
SMALL
BUSINES
S SET
ASIDE -
PARTIAL
SERVICE D
ISABLED
VETER
AN OW
NED SM
ALL BUSIN
ESS S
ET-A
SIDE
SDVOSB
SOLE
SOURCE
RESER
VED FO
R SMALL
BUSINES
S$0.00
$5,000,000,000.00
$10,000,000,000.00
$15,000,000,000.00
$20,000,000,000.00
$25,000,000,000.00
Small Business Set Asides
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Small Business Set Asides
$0.00
$50,000,000,000.00
$100,000,000,000.00
$150,000,000,000.00
$200,000,000,000.00
$250,000,000,000.00
$300,000,000,000.00
$350,000,000,000.00
$400,000,000,000.00
$450,000,000,000.00
$500,000,000,000.00
NO SET ASIDE USED
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Why Small Business Should Sell to the Federal Market
Need for small business$3,000 to $100,000 must be
reserved for certified small businesses
(Small Business MUST RESPOND)
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Where is the opportunity in the Federal Market?
Procurement Methods
• Micro-purchases - < $3000• Simplified Acquisition Process
– $3000 to $100,000– By law should be set aside for
small business, if small business responds
• Sealed Bidding – compete on price
• Contract Negotiations – > $100,000
• Consolidated Purchasing – GSA Schedule
Small Business Strategy
1. Learn about B2G market2. Register in Central
Contractor Registry3. Leverage the rules to gain
advantage4. Work with large businesses
for opportunity5. Develop network for
teaming arrangements
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Get a D-U-N-S Number
• Required to do business with the U.S. Government
• Business identification number, similar to a Social Security number
• You can get a D-U-N-S Number for FREE by contacting Dun & Bradstreet at 866-705-5711 or http://fedgov.dnb.com/webform.
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Register in the Centralized Contractor Registration (CCR) system
• Primary source for government agencies to learn about prospective vendors
• Search based on each vendor’s abilities, size, ownership and other parameters
• You need to be registered in CCR to win a contract from any federal civilian or military agency
• THE source of information for the government and prime contractors with small business set aside goals written in their contracts
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Find Opportunities
• Fed Biz Ops (www.fbo.gov)• Register as a vendor• Search using key words for your business• Search using North American Industry
Classification System (NAICS) Codeshttp://www.census.gov/eos/www/naics/
• Set up email alerts for “Sources Sought” or “Presolicitation” RESPOND!!!
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Copyright © 2010 Jack Quinn Solutions, LLC 21
US Congressman Bill Posey
August 11, 2010 6:00 PM – 9:00 PM
Crowne PlazaEvent Fee: $25.00
$10 off for Chamber MembersCoupon code:
Chamber
http://bit.ly/cb5cZy
Joe Sofia, VP Commercial Lending
I. Wayne Cooper, CPA Dr. Randall M. MauldinUSMC (ret)
CPSM®, PMP®
www.b2gsolutions.org
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Table Top Sponsor Special for Chamber Members(5 Available)
•2 Tickets to the B2G Workshop•2 Tickets to the Best Business Entrepreneurs Summit•1 Business Table Top Display at the Entrepreneurs Summit•30 day trial membership to Space Coast Entrepreneurs
$100.00 ($261 Value)Valid Through August 11, 2010 Only
www.BestBusinessSummit.com
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