PROCUREMENT BASICS: ARE YOU READY TO DO BUSINESS WITH THE GOVERNMENT? Presenters Arthenia Johnson LeFlore Morgan Allyn Procurement Specialists Main Office:

Winning a contract is about paying attention to the needs of the agency and the rules of the game… Winning a contract is about developing successful selling strategies Winning Government Contracts

Some Basic Realities.1  You cannot expect to learn everything about it in one day – there is too much  Why? Because public f unds are used to finance federal contracts …awards are subject to serious & continuous scrutiny.  Some of the rules & regulations that govern the federal procurement process come from political & social issues.

Basic Realities.2  Federal, state, local, & foreign governments all have different legislative issues that impact their methods of purchasing goods & services.  The process involves complex procedures and practices; even the lingo must be learned.  This is a different business culture and is not for everyone

Realities.3  If you decide to pursue it, you will need multiple certifications and registrations with different agencies.

FAR = Federal Acquisitions Regulations Important Site to Bookmark

Know your SIC, NAICS, and PSC codes Get a Fed Employer ID Number from the IRS Set up EFT and VISA with your bank Get a DUNS number – it is FREE Register in the CCR; get your CAGE code Do your ORCA & your DSBS Checklist of Fed Regs, Certs & Requirements

 CCR: Central Contractor Registration  Tip: (Download Handbook 1st)  ORCA: Online Representations and Certifications Application -- Required Registrations

Why do the CCR? CCR registration is required* prior to being awarded a contract with any federal government agency. This registration collects general information about a company and information required to perform Electronic Funds Transfer (EFT).  Register before you submit a bid 

Working with the CCR  Have your materials ready before you begin your registration. (Download the How To Manual.)  Save every page; save often.  Pages time-out after 20 minutes  The system can be slow! Don’t panic. Save your stuff!

Do the DSBS! Dynamic Small Business Search …an electronic gateway of procurement information, for and about small businesses. (Replaces ProNet) It is a search engine for contracting officers and a marketing tool for small businesses. You complete the information in your CCR Update it quarterly!!!!!

Updating Info in the DSBS  Can only edit through the CCR  Go through to the end of your CCR record  Save again  Click on the SBA Profile button  Update your certifications, cap statement, performance history  Can be up to 24 (or as much as 72) hours before info is reflected

Recommended Path 1. Register in the CCR database 2. Register & complete the ORCA 3. At the end of your registration, look for the SBA Profile- DSBS. Complete it, put in your past performance.

E-Maryland Marketplace – Maryland Small Business Reserve – gov-- 24 designated agencies are required to award a minimum of 10 percent of their contracts to small businesses. Required Registration for Maryland

Identifying Your Market Evaluating the Market for Your Product or Service Identify the best prospects within governments & corporations. How big is the market for you; are you targeting the correct agencies?

Finding Procurements How does the federal government advertise for it’s goods & services? Using FedBizOpps

Find Your NAICs Classifying Your Product or Services Conduct Market Research Identify your Codes in the North American Industry Classification System (NAIC)

Key Steps to Success Key Steps to Procurement Success Know your market Research targeted agency budgets Develop personal relationships Start Small

The Fed Process The Federal Procurement Process Planning & Identifying the Need Statement of Work Technical Evaluation Criteria

Proposal Prep Bid/Proposal Preparation Evaluation of Offers Sealed Bids Request for Proposal Best Value

Finance$ Financial Resources Working Capital Have a Budget Include a Financial Plan in the Business Plan

Performance History Past Performance Subcontracting Teaming Agreements Marketing to Prime Contractors

Debriefs Pre-Award Debriefings Post-Award Debriefings

Become a MD PTAP Client MUST have a primary place of business in Maryland Website: Please click here to register for services … and fill out the online request for counseling.

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The Maryland PTAP Staff Mary Lee Kolich Program Director Ralph Blakeney Technology Business Manager Arthenia Johnson LeFlore Procurement Specialist Bonnie Maliszewski Procurement Specialist Denise Warner Procurement Specialist Morgan Allyn Procurement Specialist Melissa Simpson Intake & Program Coordinator Maryland PTAP 7100 Baltimore Avenue, Suite 402 College Park, Maryland