Getting Started… We‘ve put together, with the assistance from a Procurement Technical Assistance Center (PTAC) some help with required registrations you’ll need, prior to obtaining a contract award with the federal government. We’ve also including some tips on Marketing Strategies.

#1 Registration - Definitions  SIC Codes search.php  Tax ID number (TIN) or SSN if sole proprietor contact the IRS for SS-4 h ttp:// article/0,,id=102767,00.html

#1 Registration  North American Industrial Classification System (NAICS )  Determine your NAICS code(s) at  Then call Dun & Bradstreet (no charge for this) Data Universal Numbering System (DUNS)

#1 Registration  Determine if you fall within a Special Category (see for definitions) 8(a) HUBZone Woman Owned Business Veteran/Service Disabled Veteran Owned

Federal Government Procurement Goals 23% of prime contracts for small businesses 5% of prime and subcontracts for SDB’s & 8a’s 5% of prime and subcontracts for WOB’s 3% of prime contracts for HUB-Zone 3% of prime and subcontracts for SDVOSB’s

CCR  Federal Central Contractor Registration  Record all user IDs and passwords  Protect and safeguard your password – NEVER give out your user ID or password – DON’T lose them  After registration, you’ll be assigned a Commercial and Government Entity (CAGE) Code  Re-Visit CCR to view and record your CAGE  Great marketing tool

Just some of the info you need to keep track of.

Not done yet …… Remember your SBA Profile

Info needed for your SBA profile or DSBS

Dynamic Small Business Search – your greatest marketing tool

Only ORCA can certify your company to be a small business for Federal contracts.

Keep updated for each contract submitted

#2 Develop marketing strategy (example)  Identify & target only key buying activities Know your A, B, and C customers –  Which Agency - City of Seattle, Seattle Schools, Washington State, DOD?  How Do They Buy Your Product or Service – off of a list, credit card, call three people, post a bid?  Who Do They Buy From Now – small businesses, large companies, local businesses, bundled contracts?  What Are They Looking For – experience, registered with their agency, special certifications?  Know that you will have enough money to complete the transaction (so you can receive money from the contract)  Visit Agency Small Business Specialists, buyers & end users

#2 Develop marketing strategy Continued….  Always take promotional material: i.e. brochures, line cards, business cards  Determine procurement cycle  Periodically re-visit buying activities  Know how you will meet your customers expectations so they will purchase more from you in the future  Attend trade shows

#3 More about the “right people”  Communication protocol Permissions Clear Concise Articulate Spam blocks Professional business letters Lose your “hotmail” type ISP Get everything in writing!!

#5 Search for opportunities  Federal Business Opportunities  Procurement Notices, Contract Awards  Subcontract Leads,  Local agencies on their website or FOIA

#5 When you find an opportunity  Skim over to determine a good fit or not.  Obtain a copy & READ the entire synopsis & make notes – carefully  Make a “go” or “no go” decision based solely on the solicitation  READ the entire solicitation – carefully  Follow the directions to the letter  Have PTAC review if you want

#6 Preparation of Bids  READ and re-READ the solicitation Make a working copy & get waivers Use a bid checklist Request specifications if required Consult your government procurement library Your written response must convince the CO that you can do the job with “best value” Familiarize yourself with government jargon Try to speak with the end user

#6 Preparation of Bids  Obtain product history (previous winner, award data, your competition, etc.)  Attend any pre-bid meetings  Acknowledge amendments  Fill in original  Submit bid at price you can live with  Submit on time – not 1 second late  Attend bid opening, if applicable  Sign your bid

#7 Perform  Debrief of your bid, win or lose  Most responsive & responsible  Pay attention to the details  Best commercial practices  Past performance  Acceptance of SmartCards/ Credit Cards  “Best value”

What if you don’t win?  Request a debriefing  If meeting cannot be set up, request via FOIA (Freedom of Information Act)  Ask for suggestions  Obtain “abstract” or “bid tab” listing of vendors and quoted costs