Selling to Selling to Government Government

AgenciesAgenciesWillie Tanamachi

University of Houston Procurement Technical Assistance

Center (PTAC)tanamachi@uh.edu

The Government The Government CustomerCustomer

World’s best customer

Buys everything

Spends billions

The Government The Government MarketMarket

Department of Defense (DoD) Army – Navy – Air Force Supply Centers

Federal Civilian Agencies GSA, VA, NASA Departments of …

Prime Contractors

Size of the Government Size of the Government MarketMarket

Total Federal Acquisition Spending $200 Billion

Small Business Market Share Small Business Goal

23% ($46 Billion) Small Disadvantaged Business Goal

7% ($14 Billion) Women-Owned Business Goal

5% ($10 Billion)

How the Government How the Government BuysBuys

The goal is…A quality product or service

Delivered on timeAt a competitive cost

Getting StartedGetting Started Research The right people The right publications Registration Technology

ResearchResearch Identify product of service Determine NAICS Determine FSC and PSC Identify target government market

Eps.gov Technology

The Right PeopleThe Right PeopleFind at: Start with the Small Business

Specialist Acts as liaison between supplier and buyer Does not buy anything Contact with technical person or buyer

Find at: www.acq.osd.mil/sadbu

RegistrationRegistration CCR

DoD – www.ccr.gov PRO-Net – www.pro-net.sba.gov

TechnologyTechnology EDI EBB WWW

EPS@www.eps.gov Emall EFT

Electronic Bid MatchElectronic Bid Match CCR Daily notification of bids that closely

match a company’s capabilitiesDLA small purchases State and local International EDI

Find at: www.eps.gov

Bidding ProcessBidding Process Identify Opportunity Determine Requirements Complete Paperwork Submit Bid

Success FactorsSuccess Factors Responsive Responsible

Additional Additional OpportunitiesOpportunities

Subcontracting

Socioeconomic Socioeconomic ProgramsPrograms 8(a) Program www.sba.gov/med/

Small Disadvantaged Business www.sba.gov/sdb/

HUBZone Program www.sba.gov/hubzone/

Women-Owned Business www.womenbiz.gov

Veteran-Owned Business

PTAC AssistancePTAC Assistance Training Bid-Match Service Paperwork Assistance Procurement History Specs and Standards Electronic Commerce Certification One-on-one Counseling

ResultsResults Contract Awards Success Stories Client Satisfaction

UH SBDC is a program of the UH C.T. Bauer College of Business and a resource partner of the U.S. Small Business Administration. The SBDC is partially funded by the US SBA. SBA’s funding is not

an endorsement of any products, opinions, or services. SBA-funded programs are extended to the public on a non-discriminatory basis.