U.S. Small Business Administration South Florida District Office MARKETING TO GOVERNMENT AGENCIES

Am I a Small Business?   To be a small business, you must adhere to industry size standards established by the U.S. Small Business Administration As you register as a government contractor in the System for Award Management (SAM), you will also self-certify your business as small. The SBA, for most industries, defines a "small business" either in terms of the average number of employees over the past 12 months, or average annual receipts over the past three years.

Getting Started You need to determine your primary North American Industry Classification System (NAICS) code. How do I find my NAICS code? Visit the United States Census Bureau NAICS website to identify your NAICS code(s). We recommend using a single word for a search term.

Dun & Bradstreet or D-U-N-S Number A unique nine-digit identification number for each physical location of your business. D-U-N-S Number assignment is free for all businesses required to register with the federal government for contracts or grants. Go to SBA.gov to get link to register.

What do I need to get my D-U-N-S Number? When registering for your D-U-N-S Number, you will need the following: Legal name Headquarters name and address for your business Doing Business As (DBA) or other name by which your business is commonly recognized Physical address, city, state and ZIP Code Mailing address (if separate from headquarters and/or physical address) Telephone number Contact name and title Number of employees at your physical location Whether you are a Home-Based Business

System For Award Management (SAM) (Formally CCR) The FIRST STEP to register your business to participate in any federal government contracting program is to: REGISTER in SAM SAM combines several acquisition systems into one (CCR, ORCA, EPLS) In SAM, you may self-certify yourself as a small business SAM provides links to federal agencies and procurement opportunities More information is available at: http://www.sam.gov *** Note: Registration does not guarantee business with the Federal Government

SAM Benefits of SAM Registration: The ability to bid on Federal Government contracts. A central storage location for the registrant to supply it’s information. Paperless payments through electronic funds transfer (EFT).

Small Business Dynamic Business Search Entering your small business profile data into SAM allows you to populate the SBA’s supplemental pages known as DSBS- Dynamic Small Business Search. This is where your Business capabilities statements can be viewed by Contracting Officers, Large Prime Contractors and the General Public Website: http://dsbs.sba.gov

Marketing Your Business Target Your Customers www.fpds.gov

Marketing Your Business Identify Your Target Agencies www.fpds.gov

Marketing Your Business Research Your Target Agencies-Homepage, Small Business Information, Business Opportunities and Procurement Forecasts

Marketing Your Business Review Agency Small Business Information

Marketing Your Business “How to Do Business With your Target Agencies”

Marketing Your Business www.fbo.gov

Searching for Contract Opportunities Search for Opportunities: Search By NAICS Code Search by Keywords Search by Solicitation Number Search by Set-Aside

Search by Opportunity/ Marketing Your Business www.fbo.gov Search by Set Aside Codes Competitive 8(a) HUBZone Service Disabled Veteran Woman Owned Total Small Business Search by Opportunity/ Procurement Type Presolicitation Combined Synopsis/ Solicitation Sources Sought Award Notice

Searching for Contract Opportunities Source Sought Pre-Solicitation Solicitation Award

Marketing Your Business Target Your Customer Who buys your product or service? How do they buy? When do they buy? Know The Rules Federal Acquisition Regulations Contract requirements and specifications How to obtain Contract history Performed as Promised On-time delivery, Good Quality, at a Fair Price

Marketing Your Business Research Past Purchases Federal Procurement Data System – Next Generation https://www.FPDS.gov Register, Read “First Time Using Reports”, Obtain standard, special, or customized award data. Identify Current Opportunities Federal Business Opportunities www.fbo.gov Identify your product and/or service codes & search. Set up a “My FBO” user’s home page, an Interested Vendor List and a Watch List to be notified via email of new contract opportunities. Obtain Agency Forecasts from sites like http://www.acquisition.gov

Marketing Your Business One on One - Present your capabilities statement directly to the federal activities and large prime contractors that buy your products and services. Attend Procurement Conferences and business expos Attend Business Matchmaking events Add details to DSBS your Dynamic Small Business Search profile (e.g., GSA schedule number, commercial customers, federal customers, special capabilities).

Marketing Your Business Procurement Assistance People to Know Procurement Technical Assistance Center (PTACs) www.sba.gov/tools/local-assistance/ptac Small Business Specialists www.dla.mil/DoingBusinessWithDLA/FederalContractingResources Procurement Center Representatives (PCRs) www.sba.gov/federal-contracting/counseling-help/procurement-center-representative-directory Commercial Marketing Representatives (CMRs) www.sba.gov/federal-contracting/counseling-help/commercial-market-representative-directory#section-header-6

Marketing Your Business To Do List Prepare a clear contracting strategy Develop a winning DSBS profile Become an expert in using FBO Research agency needs Apply aggressive marketing to targeted agencies Learn how to respond appropriately to RFP’s and acquisition requests Network! Network! Network Profit from the wisdom of others. Additional Training Winning Federal Contracts https://www.sba.gov/learning-center

Questions?

8(a) Business Development Section E-Mail: ronald.brunner@sba.gov Contact Information U.S. Small Business Administration South Florida District Office Ron Brunner 8(a) Business Development Section Phone: 305-536-5899 E-Mail: ronald.brunner@sba.gov