1. P RO C OM For Your Business Communication Needs A Proposal Communication Company Slide 1 of 18 New to Government Contracting? A Quick-Start Guide

2. Doing Business with the Federal Government Can Seem Overwhelming Don’t panic! Set aside some learning/research time every day or every week Research, research, research Utilize resources Internet and business books and publications Recruit personnel/consultants who have experience with and knowledge in Government contracting to help and advise Contact your local SBA (Small Business Administration) office and explore the SBA website  http://www.sba.gov http://www.sba.gov Slide 2 of 18

3. Obtain a DUNS to Register in the CCR To be eligible to bid on and be awarded Federal contracts, your company must be registered in the CCR (Central Contractor Registration) http://www.ccr.gov Registration in the CCR requires a DUNS (Data Universal Numbering System) number from Dun & Bradstreet http://www.dnb.com 800-234-3867 You must also determine your applicable NAICS (North American Industry Classification System) code(s) http://www.naics.com Slide 3 of 18

4. Register with the CCR Currently, there is no fee associated with obtaining a DUNS, NAICS, or registering in the CCR Registration in the CCR requires the following information: DUNS Taxpayer ID number or Social Security Number (for sole proprietorships or DBAs) Legal business name Corporate status NAICS Banking and electronic funds transfer information  Even if you do not currently have an active contract with the Government, registration in the CCR requires electronic funds banking information CCR registration must be renewed annually Slide 4 of 18

5. Explore FedBizOpps (FBO) FBO serves as the single Government point of entry for Federal procurement opportunities over $25,000 http://www.fbo.gov Download and review user guide from Home Page Video demonstrations are available for viewing after you register as a Vendor/Citizen Slide 5 of 18

6. FedBizOpps = Powerful Resource Study awarded contracts to develop a competitive pricing strategy Review awarded solicitations issued and develop mock pricing responses How would your prices compare with the prices of the awarded contracts? Does your company possess the common types of experience and past performance typically required for your services/ products? Does your company have the resources – financial, material, legal, administrative, and human – available to support the performance requirements of typical contracts in your area(s) of expertise? Identify weaker resource areas and implement plans and measures to strengthen them Recruit personnel and/or consultants who can contribute experience in key areas Make sure your company can fulfill typical qualifications and requirements Slide 6 of 18

7. Alphabet Soup on FBO RFI – Request for Information The Contracting Office is requesting specific types of information from the industry RFQ – Request for Quote Typically a smaller-sized (less than $100,000) project IFB – Invitation for Bid Proposal response/offer is being requested RFP – Request for Proposal Proposal response/offer is being requested Slide 7 of 18

8. RFI – Request for Information Contracting Office will evaluate input received in relation to a potential upcoming solicitation Input may be used to help shape solicitation requirements and/or set-aside requirements (such as for large or small businesses) Can be a good opportunity for you to introduce your company and its capabilities to a specific Contracting Officer/Office Slide 8 of 18

9. RFQ – Request for Quote and IFB – Invitation for Bid RFQ Typically a smaller-sized (less than $100,000) project Offer (proposal response) is being requested Often only requires price as a determining factor Sometimes may require additional factors, such as past performance/ experience, capabilities, or the like IFB Offer (proposal response) is being requested Price is typically the only determining factor Sometimes may require additional factors, such as past performance/experi- ence, capabilities, or the like Slide 9 of 18

10. RFP – Request for Proposal Offer (proposal response) is being requested Proposal response is typically evaluated against a variety of price and non-price factors Non-price factors are specific to each solicitation and the product(s)/service(s) being requested Evaluation factors are often weighted in relation to each other based on the Government’s perception of their importance in regard to that specific procurement Response is typically comprised of more than one volume Price and non-price factors are segregated and evaluated separately Slide 10 of 18

11. Small Business Preference Programs See Federal Acquisition Regulation (FAR) 19, “Small Business Programs,” for more detail https://www.acquisition.gov/far/current/html/FARTOCP19.html# wp223561 https://www.acquisition.gov/far/current/html/FARTOCP19.html# wp223561 Certain solicitations may be set-aside for specific types of small businesses Small businesses may be granted a pricing preference on some unrestricted procurements Small, Disadvantaged Business (SDB) At least 51% owned/controlled by person(s) belonging to a socially and/or economically disadvantaged group (e.g., Asian, Black, Hispanic, and Native Americans) Slide 11 of 18

12. Small Business Preference Programs 8(a) Business Development Program At least 51% owned/controlled by person(s) who are socially and/or economically disadvantaged Person(s) who are not members of any group presumed to be socially disadvantaged may qualify if social disadvantage can be established through a “preponderance of evidence” http://www.sba.gov 800-U-ASK-SBA (800-827-5722) Slide 12 of 18

13. Small Business Preference Programs Women-Owned Small Businesses (WOSBs) At least 51% owned/controlled by one or more women who are U.S. Citizens http://www.womenbiz.gov Veterans Business Outreach Program (VBOP) At least 51% owned/controlled by veteran(s) http://www.vetbiz.gov Slide 13 of 18

14. Small Business Preference Programs HUBZone Empowerment Contracting Program HUBZone = Historically Underutilized Business Zone At least 35% of company’s employees must reside in a designated HUBZone http://www.sba.gov/hubzone Slide 14 of 18

15. Small Business Preference Programs Emerging Small Business (ESB) Must be no greater than 50% of the applicable small business size standard as defined by your applicable NAICS code (e.g., if the NAICS specifies a small business size standard of 500 employees, an ESB can have no more than 250) Small Business Innovative Research Program (SBIR) For Research & Development (R&D) Projects http://www.sba.gov/sbir Slide 15 of 18

16. Use FOIA to Your Advantage Freedom of Information Act (FOIA) (5 U.S.C. 552) can be an invaluable research tool for Federal Government contracting Use FOIA to obtain useful information: Types (goods/services) and amounts of contracts awarded by a specific agency within a specified period Name of an incumbent contractor and pricing data for a specified contract or opportunity Current copy of a specified contract, including any amendments Copies or listing of any Contract Discrepancy Reports (CDRs) issued for an identified contract http://www.procom.us/foia.html Slide 16 of 18

17. Be Open to Opportunity You don’t have to be the Prime Contractor Services: Search for subcontracting opportunities to perform a portion of a larger contract Products: Search for opportunities to provide your product(s) for use in the performance of a contract Consider teaming arrangements Joint Venture  http://community.sba.gov/community/blogs/community-blogs/small-business- cents/venturing-joint-venture-some-need-know-basics http://community.sba.gov/community/blogs/community-blogs/small-business- cents/venturing-joint-venture-some-need-know-basics Mentor-Protégé (available to 8(a) firms)  http://www.sba.gov/content/mentor-prot%C3%A9g%C3%A9-program http://www.sba.gov/content/mentor-prot%C3%A9g%C3%A9-program These opportunities allow you to gain/strengthen your experience while reducing your risks Slide 17 of 18

18. Good Luck! ProCom: A Proposal Communication Company 5605 FM 49 Mineola, TX 75773-4207 Telephone: 903-857-2458 E-mail: procom@procom.us michelle.procom@gmail.com mike.procom@gmail.com procom@procom.us michelle.procom@gmail.com mike.procom@gmail.com Slide 18 of 18