Dinora Gonzalez Small Business Technical Advisor General Services Administration

*Regional Office of Small Business Utilization Small business advocate; Engage in strategies that provide contracting opportunities for small minority, service disabled veteran, veteran, and women-owned (including small businesses located in HUBzones) businesses. *Established by Public Law Southeast Sunbelt Region: AL; FL; GA; KY; MS; NC; SC; TN

Regional Office of Small Business Utilization Main Focus: Education and Outreach –Vendor Community –In-House Acquisition Staff –Prime Contractors Southeast Sunbelt Region: AL; FL; GA; KY; MS; NC; SC; TN

The Federal Marketplace... Finding Buyers & Researching Your Targets

5 Agenda About GSA Business Basics Federal Certification Programs The Importance of the GSA Schedule Contract Researching your market Creating Good Impressions Success Strategies Q&A / Summary

General Services Administration Key Player in the Federal Procurement Process

U. S. General Services Administration Key Player in Federal Contracting –The federal government’s procurement expert: Contracts with the business community for products & services in support of our customer agencies; –The Federal Landlord of all federal buildings and courthouses; –Manages the Multiple Award Schedules Contract Program; –Sells / auctions surplus federal property, such as real estate and vehicles to the public.

Business Basics

Basic on-line Registration All Companies Desiring to work with the Federal government should at the very least complete these registrations. Dun and Bradstreet (D & B) www.dnb.com Central Contract Registration (CCR) –Dynamic Business Search (Update Annually) Online Representations and Certifications Small Business Certifications (optional)

The North American Industry Classification Systems (NAICS) (Pronounced NAKES) What is it? A 5-6 digit number that identifies your product, service or industry. It also determines size standards. All vendors must use the appropriate NAICS code for the product or service they want to offer. Phone: INFO (4636) Do you know your NAICS code?

NAICS Code Business Category Size Standard In Millions of $ Size Standard in number of employees 23622Commercial/ Institutional Construction $ Roofing Contractors $ Admin/Mgmt Consultant $ Information Technology Resellers 150 Do you know your Size Standard?

Federal Certification Programs

Self Certifications: Small Business; Small Disadvantaged Business (SDB); Woman-Owned; Veteran Owned; Service Disabled Veteran Owned Small Business (SDVOSB). “Formal” Certifications: 8(a) Business Development Program; and, HUBZone Small Business.

8(a) Business Development Program Must be a small business as determined by SBA’s size standards Owned & Controlled by a socially and economically disadvantaged individual Presumed categories: African Americans, Hispanic Americans; Asian Pacific Americans, Native Americans & Subcontinent Asian Americans Other Groups: “Preponderance of Evidence

8(a) Business Development Program cont... Net worth not to exceed $250,000 Be in business at least two years Display reasonable success potential Display good character To apply: On line application:

Promotes economic and employment growth in economically distressed areas Must be a Small Business Located in Historically Underutilized Business Zone Business ownership / controlled by U.S. Citizens 35% of employees must reside in a HUBZone HubZone Certification

Net worth less than $750,000 Be in business at least two years Display reasonable success potential Display good character To apply: Self certification. Register in Small Disadvantaged Business Certification (SDB)

The Importance of The GSA Schedule Contract in the Federal Procurement Process

Overview of GSA Schedules Program GSA provides commercial products and services to Federal, State and Local Governments through a discount program called the GSA Multiple Award Schedules Program. This program achieves more than $40 billion dollars in sales every year. Businesses who participate in this program have the potential to benefit, however, success is not guaranteed. The contracts awarded under this program are 5 years with three 5 year options.

Features of GSA Schedule Contract: Indefinite-Delivery, Indefinite-Quantity (IDIQ) contracts; Appropriate only for off-the-shelf” type commercial items; 5 year basic with 3 five-year option periods; Non-Bid Contract: Vendors can apply for a GSA Schedule Contract by filling out and submitting the appropriate “Schedule” solicitation. Contract issued to vendors who meet eligibility requirements and offer fair market pricing. Process takes approximately 3-6 months*

Participation Criteria

Sales –$25,000 in sales per year (or show potential) Registration / Certification –Central Contract Registration: –Duns & Bradstreet: www.dnb.com –Online Representations and Certifications: Experience / Performance History –Open Ratings ( Accept Credit Card as payment

Finding Your Schedule Number Twenty-four hours a day service Contains basic ordering guidelines Complete schedules listing Contractor listings: Find companies on schedule National Customer Service Center

Research Tools to Find Potential Customers

25 Who Buys “My Stuff” Federal Procurement Data System: (pulls information from FPDS) Federal Acquisition Jumpstart: Procurement and acquisition sites by contracting activity

FEDBIZOPPS: Opportunities over $25,000 are posted on this website or Click on “Find Business Opportunities” on top left hand banner Search by Agency; NAICS Code; Date; Dollar Amt; Small Business Category, etc.

Small Business Program Areas Agency Forecasts Points of Contact & Small Business Events Sub-Contracting Opportunities Disaster & Emergency: Tricia Reed,

Top Big Spenders  Dept. of Defense –  Dept. of Energy –  National Aeronautics and Space Admin. –  Dept. of Veterans Affairs –  General Services Admin. –  Dept. of Health And Human Services –  Dept. of Agriculture –  Dept. of Justice –  Dept. of the Interior –  Dept. of Education – All Agencies -

Putting the Pieces Together

Evaluate if you are a viable small business; Determine your NAICS Code; Register in Government sites; Research your potential buyers; Research bid opportunities; Research subcontracting opportunities; Attend small business conferences/workshops; Develop a support network: For help / venting. Develop / join a small business network.

Evaluate your firm: Ask yourself: Are you a viable small business? Do you have experience & good past performance history; Can you deliver on time; Offer fair and discount pricing; Are you financially stable? Do you understand the terms and conditions of the solicitation; Ensure you get a Return on your Investment (ROI); Identify / target 3-5 agencies – do they buy what you sell?

32 Know the Return on Investment Be Smart about your decisions to bid on contracts Take time up front to evaluate if it is a good business fit Do not give away the store Evaluate why you are not receiving orders – Change strategy Check prior solicitation / awards *Call potential buyers: How do they buy; who and when GOOD RESOURCE: Procurement Technical Assistance Center (PTAC) Small Business Development Center (SBDC)

Successful Marketing Strategies... Familiarize yourself with the Federal Procurement Process: Complete / Update required Registrations/Certifications Know your Bottom line pricing Review Agency Forecasts Accept Government Purchase Cards: Purchases under $3,000 Explore Subcontracting / Teaming opportunities Do you qualify for a GSA Schedule? Do you know the points of entry?

34 Federal Procurement Resources Federal Acquisition Regulations: FAR Part 8: GSA Schedules Program FAR Part 13: Simplified Acquisition Procedures FAR Part 14: Sealed Bidding FAR Part 15: Negotiations FAR Part 19: Federal Small Business Programs

What if you need help? Procurement Technical Assistance Centers (listed by State) OR - FREE COUNSELING

36 American Recovery & Reinvestment Act (ARRA) Project Listing T American Recovery & Reinvestment Act (ARRA) Project Listing T o Track Projects by State

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40 Environmental Program Office of Applied Science (202) Fax (202) Alternative Fuel Vehicles Vehicle Buying (703) 605-CARS Fax (703) Green Power Mark Ewing (202) Jerard Butler (202) Green Purchasing FAS Assisted Acquisition Services - NCR (202) NCR Safety, Environmental and Fire Protection (NCR PBS) (202) Waste Reduction and Recycling Energy Conservation Branch - NCR (202) Edward Crandell (202)

Helpful Websites –Forecast –Publications – – –

Questions?

GSA, Region 4 77 Forsyth Street, Suite 650 Atlanta, GA Office: / Regional Office of Small Business Utilization (ROSBU) National Customer Service Center