You Can Sell to Uncle Sam: Getting Government

Contracts

Presented by: Calvin Stevens, PresidentTACADA Marketing Consultants, LLC

TACADA Marketing… “Your Partner for Success!”

404.275.2386tacadamarketing.com

© 2015 TACADA Marketing

SBA Procurement Goals

50 % of prime contracts - small businesses

12 % of prime & subcontracts – SDB 5 % of prime & subcontracts – WOSB 3 % of prime & subcontracts - HUBZone 3 % of prime & subcontracts - VOSB 3 % of prime & subcontracts – SDVOSB

(Source: FAR 19.702 and Small Bus Admin)

Getting Started – Basic Questions

1. Which government agencies buy my products and services?

2. How do I get in touch with them?

3. How do I market to them?

Getting Started – Basic Answers

Answer to Question # 1 –

Information technology, every federal agency buys it!

Office supplies, hand tools, etc. - look at websites of your targeted market, such as DoD, NASA, NAVY, etc.

Getting Started – Basic Answers

Answer to Question # 1 continued–

Go to: www.fedbizopps.gov Forecast of Procurement/Contracting Opportunities--Related Link: “Federal Agency Business Forecasts

Subcontracting Directory—-Related Link: “Sub-Net”

Business Partner Network (BPN) Federal Procurement Data System (FPDS)

Getting Started – Basic Answers

Answer to Question # 2 – Getting in Touch Check out these websites:

- www.fpdc.gov Identify who buys your product or service (hint: know your NAICS code-www.census.gov/epcd/naics02 )

- www.fedbizopps.gov Register with BPN get notices of govt requirements for your

NAICS code –Related Link: “Vendor Notification Service” – www.fedbid.com Register - Compete on-line for govt requirements in your NAICS code

Getting Started – Basic Answers

Answer to Question # 2 – Getting in Touch MORE WEBSITES: Can be found on

fedbizopps- www.mbda.gov Register – Phoenix Database to

get free contract referrals.– www.web.sba.gov/subnet/search

Prime Contractors post subcontracting opportunities here.

– www.sam.gov Register – You have to be registered to get paid!

Getting Started – Basic Answers

Answer to Question # 3 – How do I Market to them?

Targeted Outreach Activities

Local Conferences/Trade Shows

Participate in those Outreach and Networking opportunities.

Note: Use your Key Sources of Assistance to get this info.

Getting Started – Basic Answers

Answer to Question # 3 – How do I Market to them?

Remember the Government is decentralized.– Dept Homeland Security has 22 former agencies that buy things!!!

– TSA, Customs and Border Protection, Immigration and Customs Enforcement, FLETC, FEMA, Coast Guard, and Secret Service

– GSA has 2 Business Lines:Public Building Service and Federal Acquisition Service

Learn what each targeted agency bureau does and how they spend their money! Market Research!!!

Marketing StrategyOther Federal Agency One-One-

One Counseling Sessions

Department of Justice Monthly Counseling Sessions http://www.usdoj.gov/jmd/osdbu

U.S. Department of Agriculture Vendor Outreach Program http://www.usda.gov/da/smallbus.html

U.S. Department of Labor http://www.dol.gov/osbp/regs/procurement.htm

U.S. Department of Health & Human Serviceshttp://www.hhs.gov

Department of Veterans Affairshttp://www.va.gov/osdbu/conference/register.htm

U.S. Department of Housing and Urban Developmenthttp://www.hud.gov/offices/osdbu/index.cfm

Marketing Strategy

Focus on 3-5 Agencies & allow 18-24 months for relationship building.

Develop Marketing Plan/Strategy

-Teaming Arrangements-Joint Ventures

- Prime Contracts

- Subcontracts

- Pre-existing Contract Vehicles

- Mentor Protégé Agreements

Business Performance – Top 8 Federal Agencies for FY 2015

Rank/Agency Dollars

.1. Department of Defense $269,312,039,9762. Department of Energy $22,803,051,1563. Department of Health & Human Svcs. $13,580,806,3534. National Aeronautics and Space $12,811,828,2505. Department of Veterans Affairs $11,735,408,7406. Department of Homeland Security $10,703,910,5567. Department of Justice $ 6,763,711,4338. General Services Administration $ 4,892,095,303

Source: Federal Procurement Data System FY 2015

Selected Socioeconomic Statistics

Category # of Actions Net DollarsSmall Business Set-Aside 1,040,384 $2,137,967Small Business Concerns 5,591,403 5,939,5768(a) Contract Awards 60,746 91,385Small Disadv Business 16,003 14,551Small Disadv Bus Concerns 332,907 439,467HBCU/MI 1,673 4,899HUBZone Program 5,799 15,767HUBZone Small Bus Concerns 32,862 65,919Women-Owned Small Business 525,217 585,513SDVOSB 27,908 24,294Veteran Owned Small Business 217,459 178,882

Source: Federal Procurement Data System FY 2014

Getting Started -

Key Sources of Assistance SBA – Locate your Business Opportunity Specialist (BOS) in your area: www.sba.gov

Procurement Technical Asst CTRS: www.sellingtothegovernment.net

GSA – www.gsa.gov SDBC – www.sbtdc.org

Basic Information

There are two types of contracting opportunities:

Prime Contracting – you hold the contract.

Subcontracting – a larger company holds the contract and you get to work on a piece of it.

Basic Information – cont’d

After consideration of required sources (read FAR Part 8- www.arnet.gov/far/), the contracting officer has 2 choices:1. use a pre-existing contract (FSS, GWAC, Dept.-wide contract).2. use open market procedures.

Basic Information – cont’d

Key Tip:

If what you provide is listed on a Multiple Award Schedule, then get on the schedule! Why? Because it is faster!!!

Research, find out what pre-existing vehicles are used by the agencies you have targeted.

Basic Information – con’d

Subscribe to trade magazines and professional journals:-- www.fedtimes.com (Fed Times Newspaper)-- www.govexec.com (Government Executive Magazine)-- www.govpro.com (Government Procurement Magazine)

Basic Information – cont’d

$ Amounts you should know & methods of Procurement:

Up to $3,000 – Micro-purchase (credit card)

$3000-$100,000 – Simplified Acquisition Procedures (SAP)

Over $100,000 – Formal Contracting Procedures

Note: under commercial items test – $5,000,000 can be considered SAP

Small Business Procurement Programs

8(a) Program set-aside HUBZone Program set-aside Traditional Small Business set-aside Mentor-Protégé Programs Full & Open competition tools

– SDB evaluation factor-prime proposes SDB targets– Subcontracting– HUBZone Price Evaluation Preference (10%)– SDB Price Evaluation Adjustment (10%)

Small Business Procurement Programs

There are NO direct set-asides for:

Woman Owned Small Business Small Disabled Business Veteran Owned Small Business

The “Model” Small Business Firm

Working in the Federal Marketplace Understands:

Core Competencies Marketing and Relationship building Schedules/Multiple Award Contracts Open Market Procurement (FEDBIZOPPS) Prime Contracting Subcontracting

The “Model” Small Business Firm

Equipped to do Business with the Government:

Accept the Govt Purchase Card Has Good Marketing Materials Has a Niche (What’s Yours?) Has Resources (People, Equipment) Is Web/Internet Savvy (important) Is registered in Govt pre-existing databases (SAM)

In SummaryWhat Really Works...

Relationships Networking Multiple Contracting Vehicles

Continuous Marketing

Being Prepared Get Involved Past Performance Share Information Patience Persistence

Home work always comes before success in the dictionary & Small Business Procurement!

Taken from the book ”You Can Sell to Uncle Sam: Getting Government Contracts” ISBN: 978-1-4917-5135-0

Questions???© 2015 by Cal Stevens