1. The Government as a Business Partner Christopher Way NH Procurement Technical Assistance Program (PTAP)

2. What is a Procurement Technical Assistance Program? Connect businesses of all sizes with opportunities at the state and federal level. Connect businesses of all sizes with opportunities at the state and federal level. Help with defining potential markets. Help with defining potential markets. We help you to become more competitive! We help you to become more competitive! No charge. No charge.

3. Why Sell to the Government? The United States Government is the largest buyer of goods and services in the world. The United States Government is the largest buyer of goods and services in the world. Reliable customer Reliable customer Open competition Open competition Small Business Programs Small Business Programs State and local governments are a very large marketplace. State and local governments are a very large marketplace. May be less cumbersome than Federal Regulations May be less cumbersome than Federal Regulations Regional preferences may exist Regional preferences may exist

4. How Can Small Businesses Participate? The Federal Government does buy from small businesses The Federal Government does buy from small businesses $40 Billion each year is contracted to small businesses $40 Billion each year is contracted to small businesses 33% of supplies & equipment 33% of supplies & equipment 32% of services 32% of services 7% of construction 7% of construction 13% of R&D 13% of R&D

5. Do you have a product or service that is attractive to the government? A sampling includes: Military Military Communications Communications Apparel Apparel Food Food Constructions Constructions Lighting Lighting Training Training Photography Photography Furniture Furniture Software Software Environmental Environmental

6. Do you have the right mindset fro selling to the government? Attitude Attitude Patience Patience Diligence Diligence Followup Followup

7. Subcontracting… The Competition in Contracting Act -1984 For prime contracts $500,000 (1 million for construction) or more. For prime contracts $500,000 (1 million for construction) or more. Federal government requires prime contractors to develop and include in their bid a small business plan representing 23% of the total value of the contract. Federal government requires prime contractors to develop and include in their bid a small business plan representing 23% of the total value of the contract. 23 percent = 7% Small Businesses, 5% Small Disadvantaged Businesses (SDB), 5% Women-owned Small Businesses (WOB), 3% Service Disabled Small Businesses and 3% Hubzone. 23 percent = 7% Small Businesses, 5% Small Disadvantaged Businesses (SDB), 5% Women-owned Small Businesses (WOB), 3% Service Disabled Small Businesses and 3% Hubzone.

8. Types of Hubzone contracts Competitive-2 or more Competitive-2 or more Sole Source Sole Source Full and Open w/price preference Full and Open w/price preference Subcontracts Subcontracts

9. What you need before you pursue government contracts/subcontracts What you need before you pursue government contracts/subcontracts Adequate capitalization Adequate capitalization Drive, determination, & patience Drive, determination, & patience Competitive advantage Competitive advantage Demand for products/services Demand for products/services Adequate Pricing and margins Adequate Pricing and margins Effective quality system Effective quality system Current business plan Current business plan Bonding, insurance and security clearance (if required) Bonding, insurance and security clearance (if required) Computer Literacy, Internet capacity Computer Literacy, Internet capacity

10. What you need in order to work for and with the government… You need a DUNS number. This is a number that Dunn & Bradstreet will assign to your company. Call 1-866-705-5711 for a FREE DUNS number. You need a DUNS number. This is a number that Dunn & Bradstreet will assign to your company. Call 1-866-705-5711 for a FREE DUNS number. You should be in business successfully for 2- 3 years, but if you haven’t, don’t let that stop you. Still work with us. You should be in business successfully for 2- 3 years, but if you haven’t, don’t let that stop you. Still work with us. Research your NAICS codes (North American Industry Classification System Research your NAICS codes (North American Industry Classification System

11. Registrations to do first… CCR Registration – Central Contractors registration. This is the electronic funds transfer process. Once complete, the CCR will assign you a CAGE code. (Commercial & Government Entity Code). CCR Registration – Central Contractors registration. This is the electronic funds transfer process. Once complete, the CCR will assign you a CAGE code. (Commercial & Government Entity Code). SBA Firm Profile – “ProNet” – “Dynamic Small Business Search” registration. SBA Firm Profile – “ProNet” – “Dynamic Small Business Search” registration.

12. Assistance - Hubzone Application Address Address User ID User ID Base application data Base application data Ownership Ownership Financial Financial Hubzone employment Hubzone employment Affiliation Affiliation

13. Typical Mistakes in Contracting Missed deadlines Submittals not complete Cutting corners Not providing realistic delivery schedules No business plan in place Getting all questions answered!

14. From that point onward….. Conduct market research Conduct market research Awards Awards Solicitations Solicitations visit www.fedbizopps.gov and other federal sites visit www.fedbizopps.gov and other federal siteswww.fedbizopps.gov Approach prime contractors for sub contracting services Approach prime contractors for sub contracting services Attend free training/outreach Attend free training/outreach Sign up for bid match services Sign up for bid match services Go to matchmaker events Go to matchmaker events Ask Questions! Ask Questions!

15. Matchmaking Opportunities Speed dating-Efficient marketing Speed dating-Efficient marketing 33% of last event reported followup 33% of last event reported followup 50% got on a suppliers list 50% got on a suppliers list Hubzones have been a major focus-identify suppliers. Hubzones have been a major focus-identify suppliers. Next one-June-Rhode Island Fall –Nashua, New Hampshire!

16. Is the Federal agency or prime contractor really your customer? Is the Federal agency or prime contractor really your customer? Do research to determine the following: Do research to determine the following: Are your products/services being purchased by Federal agencies or prime contractors? (past awards) Are your products/services being purchased by Federal agencies or prime contractors? (past awards) Are you able to compete profitably? Are you able to compete profitably? Do you understand Government contracting procedures? Do you understand Government contracting procedures? Is the pace of Government contracting compatible with your business plan? Is the pace of Government contracting compatible with your business plan? Can a preference program benefit you? Can a preference program benefit you?

17. Summary for hubzones Summary for hubzones Get registered! Get registered! Contact your local PTAC Contact your local PTAC Identify your target agencies and contact the Small Business Specialist Identify your target agencies and contact the Small Business Specialist Contact the SBA Procurement Center Representative www.sba.gov/gc Contact the SBA Procurement Center Representative www.sba.gov/gc Contact prime contractor SBLOs (Small Business Liaison Officers) Contact prime contractor SBLOs (Small Business Liaison Officers) Do your research Do your research Attend Matchmaker and Outreach events Attend Matchmaker and Outreach events Be persistent in your follow-ups Be persistent in your follow-ups

18. How do I get started with PTAP? Go to the website and answer our questionnaire (www.nheconomy.com/ptap). Go to the website and answer our questionnaire (www.nheconomy.com/ptap). Give us a call at 271-7581 Give us a call at 271-7581 Send an email to cway@dred.state.nh.us Send an email to cway@dred.state.nh.us cway@dred.state.nh.us Come and visit us at Pembroke Road in Concord Come and visit us at Pembroke Road in Concord Request a site visit Request a site visit

19. Christopher Way, Program Manager Procurement Technical Assistance Program 603-271-7581 or cway@dred.state.nh.us