The SBTDC is a business advisory service of The University of North Carolina System operated in partnership with the U.S. Small Business Administration. sbtdc.org |

2 Small Business & Technology Development Center (SBTDC) Confidential one-on-one counseling General Business - planning, marketing, financing, human resources & operations Manufacturing & Technology Development and Commercialization International Business Marine Trades Management Education Services Procurement Technical Assistance Center (PTAC)

3 PTAC assists you in... Understanding government rules and regulations Completing mandatory registrations and certifications Researching award histories Identifying contracting opportunities Reviewing bids and proposals GSA/VA Contracts and schedules Selling to the federal, state and local government PROBID (Fee) –Electronic bid matching system (Fees apply) –Searches almost 400 sites (federal, state, local, foreign)

4 Marketing – Federal Government Be registered in the Central Contractor Registration (CCR) Have Duns number and Company Tax number Don’t forget to complete the SBA Firm Profile Complete the On Line Representations and Certifications (ORCA) Know the agencies mission – Go on their web site to learn Have capability brief on what your company does – Keep it short Contact Small Business Specialist first – preferred

5 Marketing – State Government First – Be registered in Vendor Link and E-Procurement E-Quote if you take the Credit Card as a Method of Payment Market to agencies – Go to then on the left side hit the P & C Information link and then under General Information click on Agency Purchasing Officers Have capability brief on what your company does – Keep it short

6 Marketing to Prime Contractors Small Business Liaison within each Network, Network, Network People Buy from people they like/trust If you never play the lottery, you’ll never win – be aggressive with proposals. Work the program and contracting POC’s within agencies What can you offer? Make great first impression Articulate your capabilities in a short period of time

7 Other Strategies Select conferences that best suits your business Industry Specific Conferences Specific Agency conferences Small Business Outreach Sessions Network, Network, Network

8 Misconceptions 8(a), HUBZone, WOB, SDVOSB Set Asides Equate to Easy Money OSDBU Offices can award a contract Start Business, money begins to flow Because I’m in a special preference category, I’m Entitled to something Once I get that first contract, all banks are going to want to work with me There’s got to be an easier way!

9 Things to Consider Attend Preproposal Conferences Be Timely & Responsive Network with all the PLAYERS Identify Subcontracting Opportunities Establish Teaming Agreements and/or Joint Ventures Attend vendor shows, trade shows, Contractor Forum Attend Outreach Events - SDB's, 8(a)s, SDVOSB, Women, SB, HubZone and Prime Contractors

10 Communication Effective & Persuasive Communication - Verbal, Print & Web Site Superior Marketing Approach Register in all essential databases –SBA CCR & Dynamic Small Business Search – Agencies Small Business Vendor Profile (If Required) –Others Identify NAICS Codes

The SBTDC is a business advisory service of The University of North Carolina System operated in partnership with the U.S. Small Business Administration. sbtdc.org |