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Commit to Your New Market: Government Contracts
Rich DelisioKent Ohio Procurement Technical
Assistance Center
• The PTAC Network was started in 1985 by the Department of Defense to assist small businesses selling to the government.
• PTAC is a nationwide network.
• PTAC is a non-profit technical assistance program funded by the DoD, Ohio Department of Development and a 3rd party host (KRBA).
• Services are provided at NO Clients Cost!
Why Should I do Govt. Sales?
• Solid Supplement to Your Business
• Government Pays Their Bills
• Opens New Markets
• Increases Visibility
Making the Decision
• What does the Government buy?– Practically EVERYTHING
• What is your core competency?– Define what you can do best
• Is your commercial market strong?
• Do you have adequate financial resources?
• Are you willing to make the investment?
Small Business Advantage
• Federal purchases > $3,000 < $100,000 reserved for small businesses
• Purchases < $3,000 classified as "micro-purchases" and can be made without obtaining competitive quotes
• Contracts > $550,000 (or $1,000,000 for construction of a public facility) large prime contractors and other-than-small subcontractors submit subcontracting plans
Step 1 ~ Research• Know where you’re going
– Who purchases your products/service? – NAICS codes: http://www.census.gov/eos/www/naics/
• Resources (Opportunities/Match)– Federal Procurement Data System (FPDS)
• https://www.fpds.gov
– DLA-BSM Internet Bid Board System • https://www.dibbs.bsm.dla.mil
– Federal Business Opportunities• http://www.fbo.gov
– Procurement Forecasts• http://www.sba.gov/GC/forecast.html
Step 2 ~ Required Registrations
• Central Contractor Registration (CCR)– https://www.bpn.gov/CCR/default.aspx– DUNS Number – call 1-866-705-5711 – SBA Small Business Dynamic Database
Capabilities Statement/Past Performance
NAICS Codes Define your business
• Online Representations & Certifications– ORCA https://orca.bpn.gov/
Step 3 ~ Certifications
• Formal Certification– 8a– Hub Zone
• Self Certification– Woman Owned– Small Business, SDB– SDVOSB
Federal Contracting and Prime Subcontracting Goals
23% Small Business
5% 8a / SDB – Set Asides
5% Hub Zone – Set Asides
5% Woman Owned
3% SDVOSB – Set Asides
capabilities statement here
• www.vetbiz.gov
• 3% aside goals (SDVOB)
• 7% goals for the VA
• MUST have – DD214 – Adjudication from VA– FCC (DAU Classes)
Veteran Registrations
Step 4 ~ Procurement Methods
• Open Competition – Open to all vendors– Awarded to best offer
• Direct Purchase– CO selects vendor– Credit Card
• GSA Schedule– Pre-approval of product/service and price
• DoD E-Mall– Internet - based Electronic Mall
Finding Opportunities• Federal Business Opportunities
– Purchase $25k and over
• Buying Activity's Website– Defense Logistics Agency (DLA)– Tank-Automotive and Armaments Command
(TACOM)– US Navy (NECO)– Ohio State Procurement +
IUC-PG (Public Universities)
STATE Procurement Methods• Know your contracts, (state of Ohio list) :• RFQ – Request for Quote: Competitive Award based on quotes received• CRP – Community Rehabilitation Program: Non-competitive award to a
work center• RFP – Request for Proposal: Competitive award based on meeting specific criteria, not always price, best value• ITB – Invitation to Bid: Competitive Award generally based on • lowest and most responsive and responsible bidder• STS – State Term Schedule: Non-competitive award, these contracts are negotiated• ONE – One time bid: Competitive award for a good or service that is needed once, renewal clause• RA – Reverse Auction: Competitive award based on a reverse auction• RAQ – Reverse Auction Qualification: Request for bidders to submit qualifications prior to a reverse auction• MMA – Master Maintenance Agreement: Non-competitive award, these are maintenance type agreements that are negotiated
Step 5 ~ RFP Response Rules
• READ the solicitation• Re-read the solicitation• Understand exactly what is being requested
• Statement of Work (SOW)• Quantity – unit of issue• Packaging, RFID (Radio Frequency Identification), Delivery
• Have all specs, drawings, FAR’s, etc• Master Solicitation for Online bidding sites• Calculate price carefully – include all costs (packaging,
overhead, etc)• Read the solicitation• Submit timely and properly
Marketing Every Step
Create a Capability Statement (Competency)
• Company Background (Expertise)
• Products/Services offered
• Facility/Equipment (Quality Control)
• Current/Previous Customers
Past Performance (References)
• CAGE, Corp Status,Certifications,etc
Marketing Every Step
• Research Agency or Prime’s website
• Small Business Liaison, Doing Business with Us, etc.
• Register as a vendor:
Think Ohio 1st/ Oil & Gas
• Look for events– Vendor Days– Networking Opportunities– Match Maker Events
Matching Opportunities(Clothes,Cars,Music)
Patience & Risk: building relationships, teaming,understanding public procurement, buying patternsand matching business/small business goals Informal ……….The elevator speech !
Build a Board of Resourceful Directors (active 7, blend, get you to opportunity)Contacts in Public Procurement!
Design your first contractBe a problem solver Reputation/track record
SBA’s PCR
• Small Business Administration• Procurement Center Representative • Initiate/reserve small business set-asides• Provide small business sources buying activities• Counsel small firms. • Advocate for breakout of items for full and open
competition• http://www.sba.gov
PTAC Services
• PTAC provides assistance with the procurement process– Bid Matching (2000 sites)– Bid Preparation– Website Training– Certification Assistance– Registration Assistance– Ask, always free stuff available
~ The Google Govt Website ~
http://search.usa.gov/http://search.usa.gov/
~ Contact ~
Northeast Ohio Procurement Technical Assistance Center
Lakeland Community College
7700 Clocktower Drive
Engineering Technology Building Room E222
Kirtland, OH 44094
Jane [email protected]
Belinda [email protected]
~ Rich Delisio Contact ~
Kent Ohio Procurement Technical Assistance Center (PTAC)
211 East Summit Street
Kent, Ohio 44240
phone: (330) 474-3601
web site:www.krba.biz/index.php e-mail: [email protected]
Q & A