“SCORING THE BUSINESS”FEDERAL BUSINESS OPPORTUNITIES

FBO.GOV

Joanna Tootill, CGMPKey Account Director, Government GroupInterContinental Hotels Group (IHG)

AGENDA

Getting to know FBO Popular Procurement Types Solicitation Examples by Agency Writing a Winning Proposal Q&A

Before you can “score” the business you must earn the business by dedicating time to learning the documents and taking the online training.

GETTING TO KNOW FBO The Basics and General Information

SEARCHING FOR OPPORTUNITIES Register as a Vendor

NAICS – North American Industry Classification SystemThe North American Industry Classification System or NAICS (pronounced "nakes“) is used by business and government to classify business establishments according to type of economic activity (process of production) in Canada, Mexico and the United States.

721110

-HOTELS (EXCEPT CASINO HOTELS) AND MOTELS-HOTELS, RESORT, WITHOUT CASINOS-HOTEL MANAGMENT SERVICES (I.E., PROVIDING MANAGEMENT AND OPERATING STAFF TO RUN HOTEL)-HOTELS (EXCEPT CASINO HOTELS)

721120 CASINO HOTELS722320 BANQUET HALLS WITH CATERING STAFF

PROCUREMENT TYPESPresolicitation – a summary of needs, gathering of information.

-Request for Information (RFI) -An RFI is a presolicitation notice used by agencies to research the market and find out whether there are government contract vendors who can meet the needs of the project/request/conference/room block, ect.

-Sources Sought - synopsis posted by a government agency seeking possible sources for a project. It is not a solicitation for work or a request for proposal.Example: https://www.fbo.gov/?s=opportunity&mode=form&id=c54e8ac50b58f3c2d379bf023b05a228&tab=core&_cview=0

Combined Synopsis/Solicitation - A solicitation is a document, sent to prospective contractors by a Government agency, requesting the submission of offers or information. This is a generic term that includes the following types of solicitations:• Invitations for Bids (IFBs) - competitive method of awarding government contracts most often for procurements of more than $100,000 in value. Most often seen now on leads that link to FedBid• Requests for Proposals (RFPs) - asking you to specify how much you will charge to perform a task.• Requests for Quotations (RFQs) - asking you to specify how you would solve the problem and how much you would charge for implementing your solution.

PROCUREMENT TYPES (CONTINUED)Award: Self explanatory https://www.fbo.gov/?s=opportunity&mode=form&id=306ef9dd2c350ce39c31979a1f1512c1&tab=core&_cview=1

Modification/Amendment/Cancellation: change to an existing solicitation. Often it will be required to sign the modification form and submit with your proposal.https://www.fbo.gov/index?tab=documents&tabmode=form&subtab=core&tabid=cabd2fdd32a0212519ee3ccc947ea80f

Special Notice: used to announce events like business fairs, long-range procurement estimates, pre-bid/pre-proposal conferences, meetings, and the availability of draft solicitations or draft specifications for reviewhttps://www.fbo.gov/index?s=opportunity&mode=form&id=09ab450fc62605069c279822fed863fc&tab=core&_cview=0

Justification and Approval (J&A):A document required by the Federal Acquisition Regulation that justifies and obtains approval for contract solicitations that use other than full and open competition.https://www.fbo.gov/?s=opportunity&mode=form&id=2458412dcb27b41282919b0da5b8b845&tab=core&_cview=0

US GOVERNMENT CONTRACTING FACTS U.S. government is the largest buyer in the world

Federal agencies buy just about every category of commodity and service available

The federal government signs 11 million+ contracts a year and engages many more under LOI, LOA, purchase card or purchase orders.

The US Government and DOD get “points” for contracting with Small Business /8A concerns.

All procurement under scrutiny due to EO & Sequester

US GOVERNMENT AQUISITIONS

Micro purchases (under $3,000)

Small Purchases (up to $150,000)

Simplified Acquisitions (up to $1.5M)

Large Acquisitions (over $1.5M)

KEY STEPS TO WRITING A WINNING BID Know your company/ know the end user client

Register on FBO.gov with proper designations

Take the site tutorials to understand bid processes & SBA designation specifications

Read the RFP/RFQ/Sources Sought notice by section

Follow.. the ..bouncing.. Ball.. to prepare a responsive/responsible bid

“Dot your i’s and cross your t’s” with your bid submission

Speak the Language http://libguides.ucsd.edu/govspeak

Be early not on time- do it right or don’t do it!

WRITING A WINNING BID EXAMPLES BY AGENCY

Defense Security Cooperation Agency (DSCA)https://www.fbo.gov/index?s=opportunity&mode=form&id=b0f774c53cc85a3b6adcd5de5095ddcb&tab=core&_cview=0

WRITING A WINNING BID EXAMPLES BY AGENCY

Department of the Navy*Attachment*

TRENDS

Use of FedBid.comhttps://www.fbo.gov/?s=opportunity&mode=form&id=a66d4a279c540a619a08579df774dd29&tab=core&_cview=1

Small Business Set Asides $30 Million Threshold for 721110 Government‐Wide Contracting Goals

Small Business–Goal 23% Women–Goal 5% Small Disadvantaged Businesses–Goal 5% Service Disabled Veteran Owned Small Businesses–Goal 3% HUBZones– Goal 3% (Historically Underutilized Business

Zones)

TRENDS (CONTINUED) Third-party contractors

Short-term booking windows

Contracting Officers have more pull in the decision making process

Major Factors: Price and Location Best Value Proposition for the Government

QUIZ FOR CANDY!!

Q&A

Thank you for your time and attention!

Enjoy Nashville!!!