PROCOM

For Your Business Communication Needs

A Proposal Communication Company

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New to Government Contracting?A Quick-Start Guide

Doing Business with the Federal Government Can Seem Overwhelming

Don’t panic! Set aside some learning/research time every day or every weekResearch, research, researchUtilize resources Internet and business books and publications Recruit personnel/consultants who have experience with and

knowledge in Government contracting to help and advise Contact your local SBA (Small Business Administration)

office and explore the SBA website http://www.sba.gov

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Obtain a DUNS to Register in the CCR

To be eligible to bid on and be awarded Federal contracts, your company must be registered in the CCR (Central Contractor Registration)

http://www.ccr.gov

Registration in the CCR requires a DUNS (Data Universal Numbering System) number from Dun & Bradstreet

http://www.dnb.com 800-234-3867

You must also determine your applicable NAICS (North American Industry Classification System) code(s)

http://www.naics.com

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Register with the CCRCurrently, there is no fee associated with obtaining a DUNS, NAICS, or registering in the CCRRegistration in the CCR requires the following information:

DUNS Taxpayer ID number or Social Security Number (for sole

proprietorships or DBAs) Legal business name Corporate status NAICS Banking and electronic funds transfer information

Even if you do not currently have an active contract with the Government, registration in the CCR requires electronic funds banking information

CCR registration must be renewed annuallySlide 4 of 18

Explore FedBizOpps (FBO)

FBO serves as the single Government point of entry for Federal procurement opportunities over $25,000

http://www.fbo.gov

Download and review user guide from Home Page

Video demonstrations are available for viewing after you register as a Vendor/Citizen

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FedBizOpps = Powerful Resource

Study awarded contracts to develop a competitive pricing strategy

Review awarded solicitations issued and develop mock pricing responses

How would your prices compare with the prices of the awarded contracts?

Does your company possess the common types of experience and past performance typically required for your services/ products?

Does your company have the resources – financial, material, legal, administrative, and human – available to support the performance requirements of typical contracts in your area(s) of expertise?

Identify weaker resource areas and implement plans and measures to strengthen them

Recruit personnel and/or consultants who can contribute experience in key areas

Make sure your company can fulfill typical qualifications and requirements

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Alphabet Soup on FBO

RFI – Request for Information The Contracting Office is requesting specific types of

information from the industry

RFQ – Request for Quote Typically a smaller-sized (less than $100,000) project

IFB – Invitation for Bid Proposal response/offer is being requested

RFP – Request for Proposal Proposal response/offer is being requested

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RFI – Request for Information

Contracting Office will evaluate input received in relation to a potential upcoming solicitation

Input may be used to help shape solicitation requirements and/or set-aside requirements (such as for large or small businesses)

Can be a good opportunity for you to introduce your company and its capabilities to a specific Contracting Officer/Office

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RFQ – Request for Quote andIFB – Invitation for Bid

RFQ Typically a smaller-sized (less

than $100,000) project Offer (proposal response) is

being requested Often only requires price as a

determining factor Sometimes may require

additional factors, such as past performance/ experience, capabilities, or the like

IFB Offer (proposal response) is

being requested Price is typically the only

determining factor Sometimes may require

additional factors, such as past performance/experi-ence, capabilities, or the like

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RFP – Request for Proposal

Offer (proposal response) is being requested

Proposal response is typically evaluated against a variety of price and non-price factors

Non-price factors are specific to each solicitation and the product(s)/service(s) being requested

Evaluation factors are often weighted in relation to each other based on the Government’s perception of their importance in regard to that specific procurement

Response is typically comprised of more than one volume

Price and non-price factors are segregated and evaluated separately

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Small Business Preference Programs

See Federal Acquisition Regulation (FAR) 19, “Small Business Programs,” for more detail

https://www.acquisition.gov/far/current/html/FARTOCP19.html#wp223561

Certain solicitations may be set-aside for specific types of small businessesSmall businesses may be granted a pricing preference on some unrestricted procurementsSmall, Disadvantaged Business (SDB)

At least 51% owned/controlled by person(s) belonging to a socially and/or economically disadvantaged group (e.g., Asian, Black, Hispanic, and Native Americans)

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Small Business Preference Programs

8(a) Business Development Program At least 51% owned/controlled by person(s) who

are socially and/or economically disadvantaged Person(s) who are not members of any group

presumed to be socially disadvantaged may qualify if social disadvantage can be established through a “preponderance of evidence”

http://www.sba.gov 800-U-ASK-SBA (800-827-5722)

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Small Business Preference Programs

Women-Owned Small Businesses (WOSBs) At least 51% owned/controlled by one or more

women who are U.S. Citizens http://www.womenbiz.gov

Veterans Business Outreach Program (VBOP) At least 51% owned/controlled by veteran(s) http://www.vetbiz.gov

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Small Business Preference Programs

HUBZone Empowerment Contracting Program HUBZone = Historically Underutilized

Business Zone At least 35% of company’s employees

must reside in a designated HUBZone http://www.sba.gov/hubzone

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Small Business Preference Programs

Emerging Small Business (ESB) Must be no greater than 50% of the applicable small

business size standard as defined by your applicable NAICS code (e.g., if the NAICS specifies a small business size standard of 500 employees, an ESB can have no more than 250)

Small Business Innovative Research Program (SBIR) For Research & Development (R&D) Projects http://www.sba.gov/sbir

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Use FOIA to Your Advantage

Freedom of Information Act (FOIA) (5 U.S.C. 552) can be an invaluable research tool for Federal Government contracting

Use FOIA to obtain useful information: Types (goods/services) and amounts of contracts awarded by a

specific agency within a specified period Name of an incumbent contractor and pricing data for a specified

contract or opportunity Current copy of a specified contract, including any amendments Copies or listing of any Contract Discrepancy Reports (CDRs)

issued for an identified contract

http://www.procom.us/foia.htmlSlide 16 of 18

Be Open to Opportunity

You don’t have to be the Prime Contractor Services: Search for subcontracting opportunities to perform a

portion of a larger contract Products: Search for opportunities to provide your product(s) for

use in the performance of a contract

Consider teaming arrangements Joint Venture

http://community.sba.gov/community/blogs/community-blogs/small-business-cents/venturing-joint-venture-some-need-know-basics

Mentor-Protégé (available to 8(a) firms) http://www.sba.gov/content/mentor-prot%C3%A9g%C3%A9-program

These opportunities allow you to gain/strengthen your experience while reducing your risks

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Good Luck!

ProCom: A Proposal Communication Company

5605 FM 49Mineola, TX 75773-4207

Telephone: 903-857-2458

E-mail: procom@procom.usmichelle.procom@gmail.commike.procom@gmail.com

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