Office of Small Business & Entrepreneurship Buy Indiana Expo 2016

Today’s Objectives  Intro to the PTAC  Snapshot of Aerospace & Defense in Indiana  7 Steps of Federal Contracting  Finding Bid Opportunities  Marketing to the Federal Government  Q&A

Intro to the PTAC 3

Procurement Technical Assistance Program (PTAP)  Authorized by Congress in 1985  PTAC Mission: generate employment and improve the general economic condition of Indiana by assisting small businesses in obtaining and performing under Federal, state, and local government contracts  PTACs are located in all 50 states and funded through Cooperative Agreements between DoD and state/local entities.  PTACs provide a range of procurement support services at no charge.

Organizational Structure  An agency under OSBE (Office of Small Business and Entrepreneurship), within the Lt. Governor’s office  Currently have 5 full-time Procurement Specialists, as well as a full-time SBIR/STTR Program Specialist and a Program Manager.

One-On-One Small Business Consulting  Registration in D&B (DUNS) and SAM  Obtain small business certifications: HUBZone, WOSB, 8(a), CVE, etc.  Information about specialty certifications : ITAR, ISO, etc.  Identify and target appropriate federal, state, and local agencies  Understand solicitation jargon  Match primes/subs or suggesting teaming partners  Find federal and military bid specs and standards  Pre and Post-award assistance  Proposal preparation guidance  Access to ongoing workshops/seminars

Logistical/Supply-Chain Support to Large Prime Contractors & DoD Installations  Ultra Electronics, Under Sea Sensor Systems  Raytheon, Fort Wayne/Indianapolis  AM General  Rolls Royce  BAE  General Electric  General Dynamics  Crane NSWC  Grissom AFB  Indiana National Guard

Since June 2014: Indiana PTAC has worked with more than 950 small businesses in obtaining approximately $91M in contract procurement.

Indiana Clusters of DoD Support Military Asset DOD Contractor Researcher University ROTC Program LEGEND 9

Military Highlights Defense Finance & Accounting Services HQ Grissom Air Force Reserve Base 122 nd Fighter Wing (INANG) 181 st Intelligence Wing (INANG) Atterbury Muscatatuck Center for Complex Operations (INNG) Co. A, 2/20th SFG (A) 10 Team Crane NSWC NSA CAA USCG Station Michigan City

Aerospace & Defense Highlights AM General/ HMMWV ERAPSCO Sonobuoys Vohne Liche Kennels Alpha Dog Chip Ganassi Racing Rolls-Royce Allison Transmission Raytheon GE Aviation Alcoa Cummins, Inc. AmeriQual Babcock & Wilcox 11

7 Steps To Federal Contracting 12

13 1. Self Assessment 2. Initial Registrations 3. Small Business Certifications 4. Developing a Marketing Strategy 5. Searching for Bid Opportunities 6. Submitting a Bid 7. Performing 7 Steps to Federal Contracting

14 1. Self Assessment – Is My Business Ready for Government Contracting?  Do you have an existing commercial base of business?  Do you have the resources? (People, marketing material, equipment)  Are you E-Commerce literate?  Does it fit your overall business strategy?  Can you meet the Government’s needs? (quality, financial, delivery)  Can you be focused & patient?

15  Can you make money doing it?  Who is your competition?  Who are potential partners?  What trends/events affect need for your product or services?  Where do you get help? 1. Self Assessment – Is My Business Ready for Government Contracting?

16 2. Initial Registrations  Obtain a D-U-N-S Number  Find the NAICS code(s) for your company at census.gov/eos/www/naics/  Identify your United Nations Standard Products and Services Codes® (UNSPSC®) at unspsc.org  Register your business with SAM (System for Award Management); complete the SBA Supplement at the end of eligible REMEMBER: Registering for a DUNS number, for SAM, or other certifications are FREE OF CHARGE other than your time. Do not let anyone tell you that you have to pay to register for any government websites or certifications!

17  Required to do business with the federal government or receive a contract award  Get paid (Electronic Funds Transfer)  Links to Dynamic Small Business Search  Assigns Commercial and Government Entity Code (CAGE)  Spam alert  Does not sign a company up to receive procurement opportunities  Profiles must be updated annually System for Award Management (SAM)

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20 3. Small Business Certifications  Small Business  Woman Owned Business (WOSB, WBENC: Federal, and WBE: state)  Minority Owned Business (MBE: state)  Disadvantaged Business Enterprise (DBE: INDOT)  HUBZone  8(a)  Veteran Owned Small Business (VOSB)  Service Disabled Veteran Owned Small Business (SDVOSB)

21 Set-Asides and Goals  23 % of prime contracts for small businesses  5 % of prime and subcontracts for women-owned small businesses  5 % of prime contracts and subcontracts for Small Disadvantaged Businesses  3 % of prime contracts and subcontracts for HUBZone small businesses  3 % of prime and subcontracts for service-disabled veteran- owned small businesses

22  Know the key players in your industry  Understand the market  Develop an elevator pitch and capability statement  Work with the PTAC, ISBDC, and other partners. There is free help available! 4. Develop Marketing Strategy

23 5. Searching for Bid Opportunities  Know where to find bids in your industry  Know who buys what and how  FBO and DIBBS  Know the primes  PTAC’s Bid Matching

24 6. Submitting A Bid  Read the solicitation. Take notes. Read it again.  Be prepared – have resumes, cost data, etc ready to go  Know the evaluation criteria  Submit it on time, in the right way, to the right person

25 7. Performing  Read the contract – create a contract brief of major points  Only take direction from PCO/ACO  Document everything and keep accurate records  Keep the KO in the loop  Submit invoices correctly to get paid quickly (30 days)

Q&A Discussion What have been your experiences? Pain points? Successes?

Upcoming Events/Workshops

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