1. Business With The Government Small Business & Technology Development Center’s (SBTDC) Procurement Technical Assistance Center (PTAC) Leslie “Lynne” Crawley Procurement Counselor 910-222-8930 1

2. Small Business & Technology Development Center (SBTDC) Confidential one-on-one counseling General Business - planning, marketing, financing, human resources & operations Manufacturing & Technology Development and Commercialization International Business Marine Trades Management Education Services Procurement Technical Assistance Center (PTAC) www.sbtdc.org 2

3. PTAC assists you in... Understanding government rules and regulations Completing mandatory registrations and certifications Researching award histories Identifying contracting opportunities Reviewing bids and proposals GSA/VA Contracts and schedules Selling to the federal, state and local government PROBID (Fee) –Electronic bid matching system (Fees apply) –Searches almost 400 sites (federal, state, local, foreign) http://www.sbtdc.org/services/gov_procurement.asp 3

4. Is the Government Market for Me? What a Government Contract can do for your business –Diversify your customer base –Cover overhead costs –Even out cash flow What a Government Contract can not do for your business –Jump-start your business –Save your business –Be the sole source of your business 4

5. Size of the Government Market FY 2008 Total Federal Acquisition Spending –$454 Billion Small Business Market Share –$83.2 Billion a Year in Prime Awards –$64.8 Billion a Year in Subcontracts 5

6. Potential Federal Customers F Military Bases F GSA F VA F DLA F FEMA F USDA 6

7. Registration (Acronyms) NAICS – North American Industrial Classification System SIC – Standard Industrial Classification FSC – Federal Supply Classification (Optional) PSC – Product Service Code (Optional) TIN – Tax Identification Number DUNS – Data Universal Numbering System CCR – Central Contractor Registration ORCA – Online Representations & Certifications Application 7

8. Registration – CCR www.ccr.gov www.ccr.gov Required to do business w/federal government Don’t forget to complete the SBA Firm Profile Commercial and Govt Entity Code (CAGE) Receive a letter after successful registration –Welcome letter Safeguard all passwords and IDs Re-certify annually 8

9. Registration – CCR Obtain Tax ID Number (TIN): 1-800-829-1040 Obtain DUNS : 1- 866-705-5711 http://fedgov.dnb.com/webform/pages/CCRSearch.jsp http://fedgov.dnb.com/webform/pages/CCRSearch.jsp Identify your NAICS codes – http://www.census.gov/naics/2007/index.html http://www.census.gov/naics/2007/index.html Identify your SIC codes -- http://www.osha.gov/pls/imis/sicsearch.html Identify your FSC and/or PSC Codes http://softshare.com/tables/pscs Size determination -Small vs. Large -(13 CFR 121.201) -www.sba.gov/idc/groups/public/documents/sba_home page/serv_sstd_tablepdf.pdfwww.sba.gov/idc/groups/public/documents/sba_home page/serv_sstd_tablepdf.pdf 9

10. Registration – ORCA https://orca.bpn.gov/ Required to do business with the federal government Don’t complete until receipt of CCR letter Requires Marketing Partner ID Number (MPIN) Can print out and complete then input later Safeguard MPIN and all passwords and IDs 10

11. Registration SBA -- Preference Programs 8(a) Business Development Program - www.sba.gov/8abdwww.sba.gov/8abd Small Disadvantaged Business (SDB) Program - Self Certification as of 1 October 2008 Historically Underutilized Business (HUBZone) - https://eweb1.sba.gov/hubzone/internet/index.cfmhttps://eweb1.sba.gov/hubzone/internet/index.cfm Women Owned Business Program - www.sba.gov/womenwww.sba.gov/women Veterans Business Program - www.vetbiz.govwww.vetbiz.gov 11

12. 8(a) And SDB Programs The applicant firm –must be a small business, –must be unconditionally owned and controlled by one or more socially and economically disadvantaged individuals who are of good character and citizens of the United States, and –must demonstrate potential for success 8(a) is a 9 Year Program 8(a) has set-aside and sole-source SDB has 5.8% goal –This is self certification as of 1 October 2008 12

13. HUBZone Program The applicant firm must be –51% American owned –Principal office located in a designated HUBZone –At least 35% of employees must reside in a HUBZone Price evaluation adjustment (up to 10%) 3% Goal (prime contractors) Set-aside and sole-source opportunities NOTE: Remember the tracks will change after the census is done. (Estimated Jul 2011) 13

14. Woman and Veteran Programs Women-owned Business Program –Self certify –5% government wide goal –Primes may require a National Certification Women’s Business Enterprise National Council (WBENC) National Association of Women Business Owners (NAWBO) Veteran-owned SB Program –3% government wide goal –Allows Set-asides for Service Disabled Veteran Owned Small Businesses (SDVOSB) Can qualify as SDVOSB with “Zero” Disability status 14

15. Contacts Who do you know? Small Business Liaison Officer (SBLO) –Prime contractor employee (Public Law 95-507) –Subcontracting plans have goals –Good opportunity for new vendors Small and Disadvantaged Business Utilization Specialist (SADBU) –Does not buy anything –Acts as liaison between you and buyers Small Business Specialist (SBS) –Acts as liaison between you and buyers 15

16. Research -- Federal Federal Acquisition Regulation (FAR) –http://farsite.hill.af.mil/http://farsite.hill.af.mil/ –www.arnet.gov/far/index.htmlwww.arnet.gov/far/index.html Code of Federal Regulations (CFR) –www.access.gpo.gov/nara/cfr/cfr-table-search.htmlwww.access.gpo.gov/nara/cfr/cfr-table-search.html United States Code (USC) –http://uscode.house.gov/search/criteria.shtmlhttp://uscode.house.gov/search/criteria.shtml Government acronyms –http://www.dau.mil/pubs/glossary/preface.asphttp://www.dau.mil/pubs/glossary/preface.asp 16

17. Opportunities -- Federal Federal Business Opportunities (FBO) –www.fbo.govwww.fbo.gov –Single government-wide point-of-entry for federal govt procurement opportunities 17

18. Types of Federal Acquisitions Micro-Purchases –Purchases Less than $3000 (supplies), $2500 (services) and $2000 (construction) –Credit Card transactions or purchase orders –Open to large and small business –Competition not required –Approximately 700,000 cards issued –$18 billion in annual sales 18

19. Types of Federal Acquisitions Simplified Acquisitions –Purchases $3000 up to $100,000 –Set-aside for small business –Informal buys up to $25,000 –Formal advertisement required for purchases over $25,000 –Can be set-aside for 8(a), HUBZone and SDVOSB companies –Request for Quote (RFQ) 19

20. Types of Federal Acquisitions Large Contracts –Purchases over $100,000 –Open to large and small businesses –Rigid process/well defined requirements –Can be set-aside for 8(a), HUBZone, SDVOSB, and small business companies –Invitation for Bid (IFB) Used for sealed bids/Advertisement is required Negotiations are not permitted –Request for Proposal (RFP) Used when seeking creativity, different ideas or new ways of accomplishing a task/Advertisement is required Negotiations are permitted 20

21. Bidding – Preparation (both Federal and State) Obtain entire solicitation –Supporting documents (specs, drawings, SOW) –Amendments too! Read solicitation completely and thoroughly Make working copy of solicitation Refer to research websites on previous slide –Request/research purchase history –Government jargon Ask questions 21

22. Federal Contractor Certification Purpose: Help business owners understand the Federal contracting process, submit intelligent responses and perform successfully after award Pilot program –Started Aug 1, 09 – Jan 31, 10 –Available to owners through PTAC’s certified –Only Level 1 available: Basic Understanding of Federal Contracting Veteran owned businesses will receive a book “Win Government Contracts for Your Small Business”, Second edition from the VA http://www.vetbiz.gov/outreach/FCC.htm

23. FCC Continued Owner register with nearest PTAC Intake Meeting Complete release form to be forwarded to VA Take prescribed courses with DAU and forward certificates to PTAC counselor Take comprehensive exam proctored by PTAC Owners passing the exam will be presented with a lapel pin, logo and certificate to advertise this capability.

24. Selling to the State of North Carolina

25. Potential State Customers F State Agencies F Universities F Community Colleges F Public Schools F Institutions F Local Governments F NOTE: State of North Carolina Purchasing spends about $4 Billion a Year 25

26. Registration – State of NC Identify your NIGP/Commodity Codes - http://www.doa.state.nc.us/PandC/ipsalpha.htm http://www.doa.state.nc.us/PandC/ipsalpha.htm Register in Vendor Link: www.doa.state.nc.us/PandC/VendorLink- Registration.htm www.doa.state.nc.us/PandC/VendorLink- Registration.htm Register in E-Procurement: https://vendor.ncgov.com https://vendor.ncgov.com Historically Underutilized Business (state of NC) - www.doa.state.nc.us/hubwww.doa.state.nc.us/hub 26

27. Historically Underutilized Business (HUB) Program – State of NC Minority/women/disabled 10% participation goal Register online at Vendor Link/E-Procurement HUB Coordinator’s office is advocate –Sponsors seminars and workshops –Maintains a database of HUB vendors for use by state purchasers, general contractors and others –Telephone: (919) 807-2330 Fax number: (919) 807-2335 27

28. Local Government Agencies (cities, county, municipalities, etc) Concentrate on immediate area first Usually paper registration, not on-line Listing of cities/towns/counties found at: http://ncinfo.iog.unc.edu/library/cities.html http://ncinfo.iog.unc.edu/library/cities.html M/WBE programs Some utilize State of NC IPS 28

29. Marketing Focus on one or two target agencies. Nurture your small customer into a larger customer. Consider becoming chamber member It’s all about relationships! 29

30. Opportunities -- State Interactive Purchasing System (IPS) –http://www.ips.state.nc.us/ips/pubmain.asphttp://www.ips.state.nc.us/ips/pubmain.asp –State of NC portal for opportunities Other state purchasing websites –http://www.naspo.org/directors/http://www.naspo.org/directors/ –http://www.nigp.org/stwebsit.htmhttp://www.nigp.org/stwebsit.htm NC Purchase & Contract Administrative Code –http://www.doa.state.nc.us/PandC/admcode.htmhttp://www.doa.state.nc.us/PandC/admcode.htm 30

31. Types of State Acquisitions Categories of Purchases –Apparatus, supplies, material and equipment –Construction or repair –Service contracts, purchase of real property, lease of personal property Dollar Thresholds –Informal –Formal 31

32. Types of State Acquisitions Informal Procedures –Advertisement of bid opportunity is not required –Dollar value varies among agencies –Written quotes required for contracts $5,000 and up –Contracts awarded to the lowest responsible bidder –May be conducted via e-Quote system 32

33. Types of State Acquisitions Formal Procedures –Dollar value varies among agencies –Advertisement of bid opportunity is required –Sealed competitive bids must be obtained –Contracts awarded to the lowest responsible bidder –May be posted at Interactive Purchasing System (IPS) –Vendor may register for email notifications via Vendor Link 33

34. Rules to Live By Do not be late Do not lose your passwords (do not share, either!) Do not pay for what you can get free Get it in writing Be proactive Call PTAC with questions 34

35. NC PTAC Counselors Clark Fields – Western NC area – 828.251.6025 or cfields@sbtdc.org cfields@sbtdc.org Archie Black – Charlotte/Greensboro areas – 704.548.1090 ext 3346 or ablack@sbtdc.orgablack@sbtdc.org Kathryn Lobdell – Raleigh area – 919.715.7373 ext 611 or klobdell@sbtdc.org klobdell@sbtdc.org Leslie “Lynne” Crawley – Southeastern NC area – 910.222.8930 or lcrawley@sbtdc.orglcrawley@sbtdc.org Katie Harshberger – Northeastern NC area – 252.737.1370 or kharshberger@sbtdc.org kharshberger@sbtdc.org 35

36. Questions?