1. Introduction to Government ContractingBy
John Miller, Procurement Specialist Veterans Business Outreach Center Gulf Coast State College

2. Author: John Miller
41 Years of Federal Government Logistics Experience:
Eight Years as Inventory Manager
12 Years as Logistician
21 Years as Contracts Specialist/ Contracting Officer/Grants Officer

3. Does the Federal Government want to do business with your company?
YES, IF THEY NEED YOUR PRODUCT OR SERVICE!

4. So how do you get in the Game?
The U.S. Government is the world’s largest buyer of goods and services.
Government contracting purchases totaling ~ $550 Billion a year are awarded to large and small businesses.
Federal agencies are required to establish small business contracting goals.
So how do you get in the Game?
The first step is to register with the federal
System for Award Management (SAM) at

5. Before you register with SAM, get your NAICS Codes for your industry…free:
Be sure to pick as many North American Industry Classification System (NAICS) codes that defines your product or service.
For example, if you are an electrical contractor or supplier, you should also register for the general contractor and other construction NAICS codes so you can market to the prime contractors that bid Government work.

6. A search for “Electrical Contractor” yields:

7. INITIAL REGISTRATION INFORMATION
SAM OPENING PAGE
System for Award Management (SAM):

8. INITIAL REGISTRATION INFORMATION
BOTTOM of SAM OPENING PAGE
System for Award Management (SAM):

9. Get your DUNS Number FREE through SAM, if you don’t have one already.

10. SAM Registration
Detailed guidance is available on-line and by phone from SAM customer service
Registration typically takes two to three business days
SAM registration is a Go/No-Go access requirement to do business with the Federal Government.
IF YOU DON’T REGISTER, YOU ARE NOT IN THE GAME…SO REGISTER.
IT’S FREE but it is NOT your only marketing tool.

11. Next, register at FedBizOpps.gov
The next step is to register at the Federal Business Opportunities website:
Register to receive notices of Federal Government solicitations for contracts over $25,000 and Contract Awards.
Be sure to use all of your NAICS codes(up to 20) you looked up on SAM registration.
IMPORTANT: SAM is not user-friendly
Watch the FBO Tutorial Video to learn how to search for opportunities and find awarded contracts so that you can market to the Prime Contractor too!

12. Read this to get started
Scan federal business opportunities at
Read this to get started

13. Research Opportunities
Research government and prime contractor targets to determine which agencies or companies that do business with the government are most likely to buy the products or services that you provide.
You can search them out by NAICS codes, zip codes, city, state or keywords in the SAM database, whether you are registered or not!
Research trade publications and attend industry seminars and trade shows to contact potential business prospects.

14. Networking
Talk to the Small Business Representatives at your local government activities.
Develop a list of 5-10 target customers, starting with ones that are most likely to do business with you.
Lead with your ability to solve their problems and meet their needs.
Most Government activities have restrictions on direct marketing efforts due to security requirements.

15. How to Identify Customers in the Federal Government for Your Products?
Procurement Contracting Officers (PCOs) are the “gate-keepers” to the program managers and end users.
The primary point of contact within the Federal Government is the Small Business Representative.

16. Marketing to the Federal Government
The point of contact for federal contract marketing is the Agency’s Small Business Representative, NOT the Agency’s Contracting Officer.

17. How to find the Small Business Rep: Every federal agency has one!

18. Your Capability Statement
Describes to potential clients what you and your organization and staff are capable of.
Highlights past accomplishments and future capabilities.
Mailing a hard copy with original signature on cover letter is the most effective.
Be sure to include: what you do, your company history, your staff capabilities, your equipment and resources (add pictures), locations, how you can be contacted, and client testimonials, if you have them, especially from other government agencies.

19. Numerous samples and guidance are available through online search, or you can contact the VBOC, your local PTAC or the VBOC for assistance.
Sample taken from the Internet.
Your capability statement can be as short as one page or as long as necessary.
© Airport Coordination Limited
Sample

20. Doing Business with the Department of Defense (DoD)
DoD is a major purchaser of goods and services
In Fiscal Year 2016, the DoD budget is $587 Billion in an estimated four million Procurement Actions
BEGIN WITH THIS SITE:

21. This is the "how-to" section of working with the Department of Defense
This is the "how-to" section of working with the Department of Defense. Information includes guides on marketing to the DoD, government contracting basics and subcontracting fundamentals.
You’ll find the detailed contact information for
PTACS
Prime Contractors
The DoD’s Small and Disadvantaged Business Specialists (Small Business Professionals)
The Non-Appropriated Fund Activities, such as commissaries, exchanges, marinas, officer/enlisted clubs, etc.

22. Marketing to Prime Contractors for Subcontract Work is an excellent way to get in the game.
After receiving a Notice of Award from FedBizOpps (FBO.gov) that a contract has been awarded,
Send your Capabilities Statement and cover letter offering to subcontract a portion of the contract.
State in the cover letter that you wish to be considered for future business opportunities.
You may also search FBO for current and prior contract awards.
You can contact the successful companies for upcoming and potential subcontracting opportunities.

23. Select the Govt. department that you wish to contact.
HINT: There is no central clearing house of subcontracting opportunities.
Some are posted at FedBizOpps.gov, but the best place for small businesses to inquire is with the Agency’s Office of Small & Disadvantaged Business Utilization (OSDBU):
Office of Small and Disadvantaged Business Utilization of major contracting agencies:
Select the Govt. department that you wish to contact.

24. Find a state-by-state listing of primary DoD prime contractors:

25. Investigate SBA Certification Programs
8(a) Business Development Program
HUBZone
Certification

26. SBA’s HUBZone designation is intended to stimulate economic development in rural and economically disadvantaged communities.

27. 8(a) Business Development assists eligible socially and economically disadvantaged individuals to grow their small business.

28. Small Business Set-Asides
Every year, the federal government awards more than $500 billion in contracts, and a significant share of those contracts are specifically allotted to small businesses.

29. Set-asides are subject to change and vary by Agency.
The SBA works with Agencies to award at least 23% of all prime government contracts to small businesses, with specific statutory goals for small businesses that are:
8(a) Certified or Disadvantaged businesses
Women-owned businesses
Service-disabled veteran-owned businesses
Small businesses located in historically underutilized business zones (HUBZone)
Set-asides are subject to change and vary by Agency.
Check with the Agency Small Business Representative for current year goals for that Agency.

30. Set-Asides for Service-Disabled Veteran-Owned Businesses (SDVOB)
The Federal Government has an established set-aside goal of 3% for Service-Disabled Veteran-Owned Businesses.
SDVOB OWNERSHIP REQUIREMENT: The business must be 51% owned and controlled by the disabled veteran

31. Set-Asides for Service-Disabled Veteran-Owned Businesses (SDVOB)
Disabled Veteran status is self-certifying. A Claim Decision Letter from the Veterans Administration is the only required documentation for SDVOB self-certification...except for contracting with the Veterans Administration.
Doing business with the VA requires registration to bid on or participate in VA internal procurements.

32. An Overview of Selling to Federal Government
Review guidance at the SBA website at:

34. What is the Government Buying?
Federal Procurement Data Systems- Next Generation (FPDS-NG) contains detailed contract actions over $25,000 and summary data on procurements less than that. Ad Hoc reports offers the ability to select individual fields from the FPDS-NG database to run a query.

35. Start Search

36. Source of Government Needs
Major purchase cardholders under $3,500
Active prime contractors may get list from SADBUS (at their discretion)
Contracts between $15,000 - $25,000
require RFQ or RFP advertised by the Agency
Those over $25,000 are posted on FEDBIZOPPS

37. Copies of Government Contracts Awarded
You can receive copies of awarded contracts under the Freedom of Information Act.
Copies of awarded contracts contain historical data including specifications, statements of work, terms, conditions, and prices. This information can be valuable when preparing your proposal.
Contact site specific FOIA official
Written Requests Honored: Mark envelope “Freedom of Information Act Request”

38. for example: http://www.dod.mil/pubs/foi/dfoipo/

39. More Free Procurement Technical Assistance
For assistance on contracting with the Federal, State and Local Governments, contact your Procurement Technical Assistance Center (PTAC) specialist at

41. General Service Administration
Supplies products and communications for U.S. government offices
Provides transportation and office space to federal employees
Develops government-wide cost-minimizing policies, and other management tasks.

42. GSA employs about 12,000 federal workers and has an annual operating budget of roughly $26.3 billion, approximately 1% of which is appropriated from taxpayer dollars. GSA oversees $66 billion of procurement annually.
DID YOU KNOW…
GSA contributes to the management of about $500 billion in U.S. Federal property, divided chiefly among 8,300 owned and leased buildings and a 210,000 vehicle motor pool?

43. GSA assists with procurement work for other government agencies
GSA assists with procurement work for other government agencies. As part of this effort, it maintains the GSA Schedule which other agencies can use to buy goods and services.
The GSA Schedule can be thought of as a collection of pre-negotiated contracts.
Procurement managers from government agencies can view these agreements and make purchases from the GSA Schedule knowing that all legal obligations have been taken care of by GSA.

44. The GSA Schedule is awarded as a prime contract entered into by the federal government and a vendor that has submitted an acceptable proposal.
GSA schedules allow Government customers to purchase goods and service from pre-approved contractors at pre-approved prices without going through formal procurement processes.
Use of GSA schedules is very similar to catalog shopping from major retail stores.

45. Detailed information for getting on GSA schedules is available at: www
Detailed information for getting on GSA schedules is available at:
Getting on GSA schedule requires an established successful business track record and can take four to eight months.
Getting on the GSA schedule does not assure or guarantee that the business will receive any orders.
Factors other than price may be considered in the award decision.
Agencies my not have any need forthcoming.

48. The Federal Acquisition Regulation (FAR)
This regulation is the law for Federal procurements.
Be sure to take the time to review the FAR with special emphasis on Part 19, Small Business Programs.

50. Be sure to take the time to review the FAR with special emphasis on Part 19, Small Business Programs.

51. An Overview of Selling to State Governments
Contact information for State government procurement agencies is available at the Business.USA.Gov website:

52. Most states have several centers to assist you

53. Register with your State Government
For example, in Florida
My Florida Market Place
Statewide vendor registration
Doing Business with the State

54. Many opportunities at the state and local level are available.

56. John Miller jmiller@vboc.org 800-542-7232 x 3
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John Miller
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