Don Zavesky, Consultant 1

Helping Businesses Grow & Succeed! Training Programs  Over 100 programs each year  Topics range from basics to advanced business concepts Business Resources  Business support resources  Business planning  Research and access information Consulting Support  Certified business consultants  Federal, state, and local contracting  Confidential, one-on-one, no-cost 2

The Government as Your Customer Largest buyer in the world; $550+ billion annually on services and commodities $160+ billion awarded to small business – not including large business spending Purchases almost every imaginable commodity and service

How Does the Government Buy? Micro-purchases  $3,000; Government credit card Davis-Bacon: $2,000; SCA: $2,500 Contingencies: $15k CONUS, $30k OCONUS  $30B in annual sales Simplified Acquisition Procedures (SAP)  >$3, ,000  Normally reserved for small business  $25k advertised on FedBizOpps Large procurements  >$150,000; open to large and small businesses  Advertised on FedBizOpps Federal 23% Small Business Spending Goal

What’s Needed to Get Started? Get Your Numbers TIN/EIN, DUNNS, NAICS, SIC, PSC, FSC Register Your Business SAM, SBA DSBS, My Florida Marketplace, & others Register for Small Business Certifications SD/VOSB, 8(a), ED/WOSB, DBE, & others

Small Business Advantages 23% Statutory goal of spending to be awarded to small businesses  Direct agency to prime contract awards  Large business prime contracts Many agencies exceed goals State, county, city governments and educational institutions have similar goals and SB designations Federal Small Business Goals 23% Small Business 5% Small Disadvantaged Business, 8(a) BD Program 5% Woman-Owned SB 3% Service-Disabled Veteran-Owned SB 3% Historically Underutilized Business Zones

Where Can I Find Opportunities? Federal Procurement Data System (FPDS)   All current contracts and past expenditures Acquisition Central, spending forecasts   Potential future procurements FedBizOpps (FBO)   Active or upcoming opportunities, >$25,000 Acquisition Sites My Florida Marketplace, NASPO, City of Jacksonville, National Institute for Public Procurement, University of North Florida, FedConnect, FedBid, And, many subscription based services

Finding Subcontracting Opportunities Federal Business Opportunities, FedBizOpps  SBA, Sub-Net  SBA, Subcontracting Opportunities Directory  Dept. of Defense, Subcontracting Directory 

Select Your Targets, Pursue Your Best Opportunities Continually research and understand the marketplace (buyers, competitors, your value)  Who is buying?  Where and how are they are buying?  How much is being purchased?  When are they are buying and how often?  Are purchases set-aside for small business?  Why should they buy from me? 9

Essential Marketing Tools The “Elevator Pitch” Corporate capability statement Social media presence Corporate capability and experience presentation “Government contracting style” marketing tools (business card, e-marketing, website, brochure, pricelist, etc.) 10

Network, Network, Network Tailor your marketing materials Attend events Establish contact through , phone, in person Visit the agency SB Specialist Ask questions, listen 11 Commitment to endure Average sale: 9-12 interactions

Who to Contact? Agency Small Business Specialists Other Contractors (large & small) Large Businesses  Small Business Liaisons/Specialists Agency Purchasing Officers and Buyers Contracting Officers End Users 12 Pleasant persistence Always focus on the customer benefit!

How to Reach Them? Respond to DRFPs and Sources Sought Notices Attend events industry days and pre-proposal conferences, tradeshows, networking events, industry expos, matchmaking events, etc. Phone, , social media, schedule a meeting Provide or participate in training programs, workshops, webinars White papers or case studies on your industry or successful use of your product/service 13 Source: Shipley Associates

A Few Words About Teaming The prenuptials — get it in writing  Non-disclosure agreements  Teaming agreements (include margins and division of work)  Joint venture agreements  Mentor-protégé agreements Preventive maintenance (legal counsel) Date first; try an engagement; then, maybe marriage… later

A Strong Hand (prime or sub) Preferred small business classification(s) Past performance & expertise Customer & competitive intelligence  Boots on the ground, relationships, known to the customer Price-to-win solution  Products (features, pricing, warranties, discounts)  Services (staffing, equipment, approach) Proposal capability Customer benefits  Innovation (evolution, not revolution)  Low-risk solution  Value, cost, performance, safety, quality

Develop a Capture Plan Elements of a Capture Plan – Scale and Adapt to Your Market/Opportunities Executive summary Opportunity description Contract requirements and reasons for the contract Agency, site, & customer profiles Customer issues and hot buttons Estimated requirements: staffing, equipment, deliverables, reporting, facilities BOE/pricing-to-win assessment Technical & management approach Competitive intelligence Own competitive position Bidder comparison Teaming and subcontracting Risks & mitigations Actions plans Attachments, FOIA info, photos Win strategy Themes & discriminators

Responding to the Solicitation Read it, re-read it, ask someone else to read it, then read it again If you don’t understand, ask questions Monitor for amendments Develop an outline 17

The Pre-Proposal Conference Excellent networking opportunity Ask questions and take notes Keep in mind, only what is in writing counts

Bidding, Proposing & Winning Respond to Sources Sought notices and RFIs Check, double check, then check again Substantiate your approach Always request a debriefing 19 Compliant, Clear, and Compelling

Supporting Your Government Contract Fully understand all requirements Communicate frequently and honestly with customers, employees and stakeholders 20

Cultivate More Business Develop positive relationships with everyone Solicit customer comments and feedback Build your past performance and reputation (your corporate resume) 21 Get ready to win more and re-win existing work

How Florida PTACs Can Help Understand government rules and regulations Complete mandatory registrations and certifications Research award histories Identify contracting opportunities Review bids and proposals Secure GSA/VA Schedules and contracts Selling to federal, state and local government agencies 22 Who Does PTAC Support?

Statewide Offices 40+ FSBDC offices and outreach locations Over 250 people across Florida Regional Procurement Technical Assistance Center (PTAC) Specialists SBDC Location with PTAC Specialist SBDC Regional or Satellite Center Outreach Location

Don Zavesky, Consultant