1. Navigating the Internet for Procurement Opportunities Presented to: Small Business Administration Georgia 8(a) Firms EC Arthur L. Brown 770-732-9392art@lescot.com

2. The electronic exchange of business/technical information using Electronic Data Interchange (EDI), Email, Electronic Funds Transfer (EFT) and other similar technologies. Electronic Commerce Defined (EC)

3. Business Climate CHANGE NowNow ForeverForever

4. Why/Uses for E-Business?  In order to sell goods and services  Time-saving business communications  To easily share necessary information with other staff members/businesses

6. Why/Uses for E-Business? (cont’)  To purchase required goods and services  Create data once and use it many times  To reduce costs of traditional operations

7. Why/Uses for E-Business? (cont’)  To be electronically linked to the rest of the business community (world-wide)

8. Electronic Commerce Benefits q Benefits to Suppliers/Vendors q Reduced time to market q Improved operating efficiencies q Improved product quality at reduced cost q Improved payment process q Expanded number of customers

9. Economic Forces Driving Electronic Commerce Cost of Labor Telecommunications Costs Computing Costs

10. Research Your Market to Find Answers To:  Who are my customers  Where are they located  What does/will make them by my product/services  What is my optimum selling price  What should my advertising/promotional message consist of  How do I get to them

11. Market Research Methods  Primary Research u Provide online surveys, questionnaires, online focus groups u Study your traffic logs u Example: http://www.zoomerang.com/login/ind ex.zgi http://www.surveymonkey.com/

12. http://info.zoomerang.com/

13. Start by Defining Your Business Classification  North American Industrial Classification (NAICS) Code - http://www.census.gov/epcd/naics02 /  Standard Industrial Classification (SIC) Code - http://www.census.gov/epcd/naics02/  Federal Supply Classification (FSC) Code - http://www.softshare.com/tables/pscs/  National Institute of Government Purchasing (NIGP) - http://www.nigp.org/  Commercial and Governmental Entity (CAGE) Code - http://www.dlis.dla.mil/cageserv.asp  Data Universal Numbering System (DUNS) Number - http://www.dnb.com/US/

14. http://www.census.gov/epcd/naics02/

17. http://www.nigp.org/

18. http://statepurchasing.doas.georgia.gov/02/doas/osp/home/0,2469,3 5226973,00.html

20. www.dnb.com/US

21. Market Research Methods (cont’)  Secondary Research Sources u Company Data u Industry Sources/Associations u Governmental Agencies u Universities/Libraries u Search Engines u Trade Journals u Investment Industry Analysis u Internet Analysis

24. http://www.census.gov/epcd/cbp/view/cbpview.html

28. http://www.bea.gov/

29. Procurement Personnel Need to Know (Public Sector)  Small and Disadvantaged Utilization Specialists (SADBUS  Small Business Liaison Officer  Users  Contracting Officer  Competition Advocate  Program Manager u http://www.osdbu.gov/Member_List.htm

30. http://www.dodscrc.org/links.htm

31. Procurement Personnel Need to Know (Private Sector)  Buyers  Purchasing/Procurement  Supply Chain Managers  Supplier Diversity  Program Manager

32. Who’s the Competition  Who are your competitors  Where are they located  What are their strengths/weaknesses  How does my product/service compare

33. Marketing Strategy Development G A marketing strategy is a target market and a related marketing mix G A target market is a similar group (market segment) of customers to whom you wish to appeal G A marketing mix consists of a group of controllable variables (product, place, promotion, price) which are put together to satisfy a target market

34. Target Market Profile Parameters  Demographic u Geographic u Cultural and ethnic groups u Economic u Power u Industry Type  Psychographic u Values, attitudes, beliefs u Lifestyles

35. Target Market Segment Examples  Homeowners with homes valued at $1million and over  Professional athletes  Colleges and Universities  Families between the ages of 20 and 45 years of age  Federal, state and local governments

36. Sources to Identify Target Markets/Commercial u Build/Existing Contact Database u Access/Purchase Database  Reference USA  http://www.referenceusa.com/  Yellow Pages  Yellowpages.com  Thomas Register  http://www.thomasnet.com/

37. Sources to Identify Target Markets/Government (cont’) u U.S., State and Local Governments  Federal  http://www.fedbizopps.gov/ http://www.fedbizopps.gov/  http://www.hq.usace.army.mil/cepr/ASFI.htm http://www.hq.usace.army.mil/cepr/ASFI.htm  https://www.neco.navy.mil/ https://www.neco.navy.mil/  http://www.mbda.gov/index.cfm?fuseaction=login.main &returnAddress=fuseaction%3Dpx2%2Ephx%5Fmain http://www.mbda.gov/index.cfm?fuseaction=login.main &returnAddress=fuseaction%3Dpx2%2Ephx%5Fmain  State and Local  http://www.statelocalgov.net/index.cfm http://www.statelocalgov.net/index.cfm

39. Custom computer programmers in Fulton County – NAICS 541511

40. Banks in Fulton County

43. Procurement Research Sources  Historical Purchases u E-Procurement Database – http://www.fpdsng.com/  Current Purchases u Fedbizopps - http://www.fedbizopps.gov/ u NECO - https://www.neco.navy.mil/secure/register/register. cfm u Army Single Face to Industry - https://acquisition.army.mil/asfi/ https://acquisition.army.mil/asfi/  Projections u Agency Procurement Forecasts - http://hqlnc.doe.gov/support/SmallBusUtil.nsf

44. www.fpds.gov

45. ReportPropertiesDescription: Comments: Location: Personal FolderKeywords: CreationDate: Monday, October 22, 2007 8:52 PMLastModified Date: Monday, October 22, 2007 8:52 PMCreatedBy: art@lescot.comLastModified By: art@lescot.com Report PermissionsThis report is availablefor viewing by:everyone b and B 2 Active filters Alerts: Indicators: Highlighting: S end nd E xport port H ighlighting D rill C harts C harts S ave S ave S ave As S ave As E dit E dit of 2 DEPT OF DEFENSE561720HEALTH AND HUMAN SERVICES, DEPARTMENT OF561720GENERAL SERVICES ADMINISTRATION561720COMMERCE, DEPARTMENT OF561720VETERANS AFFAIRS, DEPARTMENT OF561720HOMELAND SECURITY, DEPARTMENT OF561720TRANSPORTATION, DEPARTMENT OF561720STATE, DEPARTMENT OF561720TREASURY, DEPARTMENT OF THE561720INTERIOR, DEPARTMENT OF THE561720SOCIAL SECURITY ADMINISTRATION561720AGRICULTURE, DEPARTMENT OF561720ENERGY, DEPARTMENT OF561720ENVIRONMENTAL PROTECTION AGENCY561720JUSTICE, DEPARTMENT OF561720NATIONAL AERONAUTICS AND SPACE ADMINISTRATION561720LABOR, DEPARTMENT OF561720NATIONAL ARCHIVES AND RECORDS ADMINISTRATION561720OFFICE OF PERSONNEL MANAGEMENT561720J. F. KENNEDY CENTER FOR THE PERFORMING ARTS 561720 Base and Exercised Options Value Contracting Department Name NAICS Code $357,430,6 91 $353,382,3 97 $159,564,7 58 $94,395,81 6 $48,877,99 4 $36,020,85 4 $25,633,46 4 $25,228,99 0 $22,303,18 7 $17,153,07 0 $16,823,13 7 $16,221,50 5 $15,684,65 2 $7,882,529 $7,484,309 $7,103,588 $3,594,240 $2,332,450 $1,735,971 $1,697,000 Procurement by NAICS 423690 - FY 07 Contracting Department NameCurrent Contract Value DEPT OF DEFENSE$10,588,770,861 HOMELAND SECURITY, DEPARTMENT OF$2,893,651 HEALTH AND HUMAN SERVICES, DEPARTMENT OF$2,630,290 STATE, DEPARTMENT OF$1,413,033 JUSTICE, DEPARTMENT OF$1,266,694 INTERIOR, DEPARTMENT OF THE$1,004,970 NATIONAL AERONAUTICS AND SPACE ADMINISTRATION$503,781 AGRICULTURE, DEPARTMENT OF$473,161 TRANSPORTATION, DEPARTMENT OF$462,324 VETERANS AFFAIRS, DEPARTMENT OF$394,590 GENERAL SERVICES ADMINISTRATION$332,839 COMMERCE, DEPARTMENT OF$241,832 TREASURY, DEPARTMENT OF THE$217,703 FEDERAL COMMUNICATIONS COMMISSION$157,000 SMITHSONIAN INSTITUTION$85,921 ENERGY, DEPARTMENT OF$71,842 LABOR, DEPARTMENT OF$58,316 EDUCATION, DEPARTMENT OF$29,612 ENVIRONMENTAL PROTECTION AGENCY$26,374 SMALL BUSINESS ADMINISTRATION$24,876 CONSUMER PRODUCT SAFETY COMMISSION$2,107

46. http://www.fedbizopps.gov/

49. http://hqlnc.doe.gov/support/SmallBusUtil.nsf

52. http://ssl.doas.state.ga.us/PRSapp/PR_index.jsp

56. http://www.sba.gov/GC/cmr/gasubs.html

57. Contracting Preference Programs  Small Business  SBA 8(a) Program  Small Disadvantaged Business  Woman Owned Firms  Veteran Owned  Veteran Owned Service Disabled  GSA Schedule  HUBZone Certified

58. Controllable Variables-4Ps  Product  Promotion  Place  Price

59. Product/Service Strategy  What the customer gets to satisfy a need  Most time spent in this area perfecting  Giveaway for site visitors (not everything)  Product/Service often misunderstood phenomenon

60. Promotion Strategy (Advertising)  Most applicable to e-commerce of the 4Ps  E-Commerce has revolutionized how products/services are viewed (Ex: email)

62. Internet Promotion Tactics  Internal visitor registrations  External website registrations  Website Linking  Advertising/Publicity

63. Internal Visitor Registrations  Generates contacts for your “contact” database  Used to develop proactive marketing campaign  Request permission to receive marketing material  Specify on your page your privacy policy

64. External Website Registrations  Search engines extremely valuable in getting traffic to your website  Corporate/Industrial sector primarily using Electronic Data Interchange as a tool for conducting business electronically  Government and particularly, the Federal Government farther ahead in website registrations than the private/industry sector  Must continue to be proactive in marketing efforts

65. Web Site Registrations  Central Contractor Registration Dynamic Small Business Search  Kudzu.com  Thomas Register

66. www.ccr.gov

69. Form Associations with Like Organizations  Link to other web sites and request visitors to your site to add a link to their site  Ask your visitors to bookmark your site  Develop an affiliate/associate program  Include your company in other industry/association group lists

70. Place (Distribution) Strategy  Process of getting the product/service to the customer  Traditional distribution model – manufacturer/provider to wholesaler/distributor to retailer to end user  With internet, target is manufacturer/provider to end user  Can be a major factor in customer satisfaction

71. Distribution Strategy Realities and Considerations  Christmas 2000 was a major fiasco for some retailers  Supply chain/Fulfillment must be continuously revisited  Must make every effort to be customer “sentric” since limited customer interaction

72. Customer Requirements Now Include:  Forming Alliances  Joint Ventures  Partnering  Teaming

73. Pricing/Payment Strategy  Electronic payments to include EDI, credit card payment/acceptance  In the non-internet environment, pricing is quite speculative  In the internet environment, a more open process  Tends to be a negative for the business  Auctions/Reverse Auctions becoming a trend

74. Securing The Payment  Business Concerns u Security Considerations u Credit Cards u "Electronic Money"

75. Internet Marketing Requires Another 4Ps  Persistence  Perseverance  Patience  People

76. “To cost effectively build profitable organizations through a solid foundation of business, marketing and economic development expertise.” LeScot’s Mission

77. LeScot Enterprise Services Marketing Development Training, Seminar and Other Communication Services EC Business Management and Technical Assistance Services Economic Development

78. What lies behind us versus what lies before us are only tiny matters compared to what lies within us. …..Ralph Waldo Emerson