Alliance Mid-Atlantic1 Doing Business with the Government Presented by: Sherry Rose NJ Institute of Technology, PTAC & M. Clyde Stoltzfus SE PA PTAC University of Pennsylvania March 6, 2007

Alliance Mid-Atlantic2 Procurement Technical Assistance Program (PTAP) The PTAP functions as a “link” between businesses and government offices. Its primary goal is to help companies market to government agencies.

Alliance Mid-Atlantic3 Success Factors Before attempting major government marketing:  Develop or update your business plan  2 to 3 years of commercial experience  Computer capable/expertise  Financial Stability  Good customer mix  Credit card capable  Capability Statement

Alliance Mid-Atlantic4 Capability Statement  Capabilities: Type of work you can do.  Facilities and Equipment: List all facilities, equipment and resources used to manufacture the products or provide the service.  Expertise: A brief summary of your expertise and key staff expertise.  Codes: List your NAIC, SIC and FSC codes  Certifications: Give your special business status and GSA number if you have one.  Customers: Provide a list of at least three or four of your key customers

Alliance Mid-Atlantic5 Contracting Codes North American Industrial Classification System (NAICS) Replaced the Standard Industrial Code (SIC) categorizes and classifies a company’s product or service Defines the size of a company (large or small) service companies classified by sales per year manufacturers classified by number of employees

Alliance Mid-Atlantic6 Contracting Codes  Used to identify companies required by the federal government to obtain a CAGE Code and TPIN Data Universal Numbering System (DUNS) Number or call

Alliance Mid-Atlantic7 Contracting Codes companies must register in order to be considered for any future solicitations, awards or payment requires CAGE Code, DUNS number, NAICSs & FSCs Trading Partner Identification Number – TPIN Pro-Net ORCA Centralized Contractor Registration (CCR) TPIN, CCR & ProNet

Alliance Mid-Atlantic8 PRO-Net – now Dynamic Small Business database with CCR  National Internet database of small, Certified & Non-Certified Businesses  Used by federal agencies and primes to locate vendors  Requires entry and upkeep of information

Alliance Mid-Atlantic9 SBA Certified Programs  SBA 8(a) program  Small Disadvantaged Business  HUBZones

Alliance Mid-Atlantic10 Must be a small business Must be unconditionally owned and controlled by one or more socially and economically disadvantaged individuals who are of good character and citizens of the United States Must demonstrate potential for success. SBA Certifications SBA 8(a) program

Alliance Mid-Atlantic11 Must be a US Citizen 51% owned and controlled by one or more Socially & Economically Disadvantaged Individuals SBA Certifications Small Disadvantaged Business

Alliance Mid-Atlantic12 SBA Certifications Must be a small business Concern must be owned and controlled by US citizens, Community Development Corporations or Indian tribes The principal office of the concern must be located in a HUBZone At least 35% of the concern’s employees must reside in a HUBZone HUBZones

Alliance Mid-Atlantic13 Other Programs & Certifications  Self Certification programs Women-Owned businesses Service Disabled Veterans (Veterans)  Certification with the Commonwealth of Pennsylvania  Certification with the State of New Jersey

Alliance Mid-Atlantic14 Some ways Government contracting differs  Public accountability for public funds  The size and complexity of the programs and contracts  Political influences  Socio-economic considerations  The right to protest  Rules

Alliance Mid-Atlantic15 Rules  Code of Federal Regulations - CFR  Federal Acquisition Regulations – FAR  Department/Agency Regulations/Supplements - e.g., DFAR  Command Policies/Regulations

Alliance Mid-Atlantic16 Golden Rule of Government Marketing “ When you are dancing with the bear, you don’t get to lead!!”

Alliance Mid-Atlantic17 Procurement Marketing Strategy Include:  Conduct Market Research  Define Target Market  Develop Contact List  Identify & understand the Customer Determine Customer needs  Accumulate Procurement History  Learn the Bidding Process  Know your Competition  Make Capabilities Known/follow-up  Attend procurement conferences, trade shows, etc. IT’S ALL ABOUT RELATIONSHIPS!!!

Alliance Mid-Atlantic18 Market Research  Links to Agency Home Pages Links to Small Business contacts Links to Procurement Opportunities Links to Agency Forecasts

Alliance Mid-Atlantic19 Procurement Personnel  Small and Disadvantaged Business Utilization Specialists (SADBUS)-Employed by government to promote business with agency  Small Business Liaison Officer-Employed by prime contractors to promote business opportunity  SBA’s Procurement Center Representatives  PTAPs

Alliance Mid-Atlantic20 Introduction to Radio Frequency Identification (RFID) RFID has been mandated by the Department of Defense for most vendors and is increasingly a requirement for many large retail businesses.

Alliance Mid-Atlantic21 Finding Opportunities GSA Schedules  Just about every product and service  Contracting officers purchase directly from vendors

Alliance Mid-Atlantic22 Finding Opportunities Federal BizOpps  Internet site listing federal contracting opportunities  Can search current solicitations by number or key word

Alliance Mid-Atlantic23 Finding Opportunities  Defense Logistics Agency Procurement Gateway Internet site for DLAs three Centers To register and utilize search capabilities

Alliance Mid-Atlantic24 Subcontracting  Applies to awards to large firms of $500,000 and over and construction awards of $1 million and over  Requires a subcontracting plan with goals  Good opportunity for new-to-government contracting firm

Alliance Mid-Atlantic25 Government Purchase Card  Any governmental employee can have  Volume of transactions growing - $15 b  Difficult marketing  Average $2,500 buys but some with higher limits (overseas up to $25,000)

Alliance Mid-Atlantic26 State/Local Governments  Centralized/Decentralized purchasing  Primary state procurements done thru state contracting agency - DGS  COStar  dgsNav= dgsNav 

Alliance Mid-Atlantic27 Information Sites  Overview of selling to the federal government and  Selling to the Military htm htm  Wide Area Work Flow  Radio Frequency Identification

28 Marketing Bottom Line “You can be on the right track, but still get run over, if you just stand there...” Will Rogers

Alliance Mid-Atlantic29 Contacts Sherry Rose, Procurement & Marketing Specialist New Jersey, PTAC Atlantic Community College 1535 Bacharach Blvd. Rm. 211 Atlantic City, NJ Telephone: (609) Fax: (609) Clyde Stoltzfus, Director SE PA PTAP The Wharton School University of Pennsylvania 3733 Spruce Street Philadelphia, PA Telephone: (215)