1. The Procurement Technical Assistance Center Program The Procurement Technical Assistance Center (PTAC) Program 19 Sep 11 1

2. 2 We are: Palm Beach State College South Florida PTAC Florida SBDC Network Our funding comes from: Our funding comes from: SBA (for SBDC) SBA (for SBDC) DOD (for PTAC) DOD (for PTAC) PBC Board of Commissioners PBC Board of Commissioners

3. 19 Sep 11 3 FSBDC Counseling and Training TOPICS  Accounting  Procurement  Business Planning  Quality Management  Buy-Sell  Sales  Finance  Start-Up  Franchises  Taxes  Human Resources  Technology  Internet  Trade  Management  Values, Ethics  Marketing  Web Sites ________________________________________________ Business Analysts/Trainers Referral Network

4. 19 Sep 11 4 Florida SBDC Providing Services Year Round Monday – Friday 8:30 AM – 5:00 PM With evening classes In Southeast Florida South of Sebastian to Key West: Broward, Palm Beach, Miami-Dade, Monroe, Martin, St. Lucie, Indian River & Okeechobee Counties

5. 19 Sep 11 5

6. 6 Specialized Programs Within the SBDC PTAC SO….. exactly what is PTAC? It stands for P rocurement T echnical A ssistance C enter. There are currently 9 in the state. Our mission is to educate businesses in government policy and to counsel and train small businesses on how to find and win Government contracts. Our goal is to generate sales and jobs for Florida companies.

7. 19 Sep 11 7 How to prepare a Bid/Proposal Minority Certification programs Marketing to the Government Identification of subcontracting opportunities How to locate procurement opportunity for local, state, and federal contracts Assistance with government website navigation SBIR/STTR Program assistance. PTAC Counseling Services

8. 19 Sep 11 8 PTAC Program clients have won over $6.5 billion in contracts in the last 20 years These contracts helped to create or retain 113,655 jobs PTAC clients won over $322 million in contracts in FY 2007. PTAC Support Record

9. 19 Sep 11 9 Carole has 25 years of procurement experience in the aerospace industry, where she worked as Subcontracts Manager with commercial airline suppliers and federal contracts. Her Bachelor's Degree in Business Administration is from Barry University; her Master's Degree in Counseling is from the New York Institute of Technology. Carole, who specializes in government procurement and contracting, is currently responsible for training and one-on-one counseling. Carole Hart Procurement Specialist, Certified Business Analyst

10. 19 Sep 11 10 Jackie is a practicing certified professional in the field of procurement and contract administration with primary emphasis on manufacturing and grant program management. Currently a Certified Purchasing Manager (C.P.M.), Ms. Rule holds a Bachelors Degree from Florida Atlantic University. Ms. Rule’s focus on process improvements and education has enabled her to mentor organizations in developing cost savings and professional development programs for the overall business entity. J. M. Rule Procurement Specialist, Certified Business Analyst

11. 19 Sep 11 11 Mike has a 40 year career background in operations and production in pharmaceuticals and high technology electronics. His experience covers planning, procurement, engineering, and production in both start-up companies and Fortune 25 companies, including facility layout and construction experience. As a DoD reservist, he served as Faculty Director for a graduate level Army college program. Mike brings a solid business philosophy to our PTAC support activities. Mike Bell Procurement Specialist, Certified Business Analyst

12. 19 Sep 11 12 Target Your Market State, Cities, Counties State, Cities, Counties Federal Government Federal Government –Department of Defense –Civilian Agencies (i.e., GSA, NASA, DOE) –Prime Contractors (i.e., Lockheed Martin, etc.) See Small Business Liaison OfficersSee Small Business Liaison Officers

13. Seriously Consider Government Contracting Conduct Due Diligence (homework and research): Is there a small business or supplier diversity program at your target agency? Which agencies buy what I sell? What value can I add to the agency’s mission? What are the purchasing processes for that agency? How often do they buy and who does the buying? Who are the decision makers in the agency? 19 Sep 11 13

14. 19 Sep 11 14 Register FIRST, You MUST register as a vendor with each level of government to which you plan to market. Department of Defense - Central Contractor Registration (CCR): www.ccr.govDepartment of Defense - Central Contractor Registration (CCR): www.ccr.gov Federal Business Opportunities: www.fedbizopps.govFederal Business Opportunities: www.fedbizopps.gov Florida: www.myfloridamarketplace.comFlorida: www.myfloridamarketplace.com See websites for counties, cities, school boards, State DOT, other agencies, etc.See websites for counties, cities, school boards, State DOT, other agencies, etc.

15. 19 Sep 11 15 Choose Your Approach Consider this… Are you capable of being a prime contractor? Are you capable of being a prime contractor? Would you do better as a subcontractor? Would you do better as a subcontractor? Sample links for opportunities with prime contractors: www.va.gov/osdbu/dbwva/subcontracting.asp www.doi.gov/osdbu/PrimeContractorsDirectory.pdf Public Law 95.507 requires prime contractor to submit a subcontracting plan on $550K worth of federal business. Can you participate in a joint venture/teaming alliance? Can you participate in a joint venture/teaming alliance?

16. 19 Sep 11 16 Is There a Program That Can Give You an Edge In Bidding? The 8(a) (Minority) Program: A business development and certification program run by the SBA to assist small businesses in competing in the American economy. Basic Requirements for an applicant business are found at: www.sba.gov/content/revised-8a-business- development-program-regulations-fact-sheet The 8(a) (Minority) Program: A business development and certification program run by the SBA to assist small businesses in competing in the American economy. Basic Requirements for an applicant business are found at: www.sba.gov/content/revised-8a-business- development-program-regulations-fact-sheet

17. 19 Sep 11 17 Programs for a Bidding Edge, Programs for a Bidding Edge, cont. The 8(m) Program: It is a program to increase Federal contracting opportunities within the American economy for woman owned small businesses (WOSB) or economically disadvantaged woman owned small businesses (EDWOSB). The SBA’s new 8(m) Program is named for its section in the Small Business Act. Basic requirements for an applicant business are found at www.sba.gov/about-sba-info/3690www.sba.gov/about-sba-info/3690

18. Programs for a Bidding Edge, Programs for a Bidding Edge, cont. Women and minority business owners: www.womenbiz.gov www.sba.gov/sdb/index.html www.sba.gov/aboutsba/sbaprograms/onlinewbc /index.html www.sba.gov/aboutsba/sbaprograms/onlinewbc /index.html www.sba.gov/GC/indexprograms-cawbo.html www.wboc.org 19 Sep 11 18

19. Programs for a Bidding Edge, Programs for a Bidding Edge, cont. Empowerment Contracting Programs: http://map.sba.gov/hubzone/init.asp#address http://map.sba.gov/hubzone/init.asp#address o HUBZone - http://map.sba.gov/hubzone/init.asp#address http://map.sba.gov/hubzone/init.asp#address o The business address must be located in a HUBZone as determined by the US Census. o And 35% of the full time employees of the business must have primary residence in a (any) designated HUBZone. 19 Sep 11 19

20. Programs for a Bidding Edge, Programs for a Bidding Edge, cont. Veteran owned business: www.sba.gov/vets www.vetbiz.gov www.va.gov 19 Sep 11 20

21. Points to Ponder If you do not qualify as a federally certified vendor (i.e., 8(a), SDB, 8(m), HUBZone, etc.), remember you can still bid on 77% of all federal contracts, and on 100% of all non-federal contracts If you do not qualify as a federally certified vendor (i.e., 8(a), SDB, 8(m), HUBZone, etc.), remember you can still bid on 77% of all federal contracts, and on 100% of all non-federal contracts If you need assistance with the certification process, call PTAC and/or OSBA. If you need assistance with the certification process, call PTAC and/or OSBA. 14 Jul 11 21

22. Federal Contacts/Links Federal government www.fedbizopps.gov/ www.fedbizopps.gov/ www.fedbizopps.gov/ www.firstgov.gov www.firstgov.gov www.firstgov.gov progate.daps.dla.mil/home/ progate.daps.dla.mil/home/ progate.daps.dla.mil/home/ http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm www.defenselink.mil/dbt/cse_fedteds.html www.defenselink.mil/dbt/cse_fedteds.html www.defenselink.mil/dbt/cse_fedteds.html www.fedmarket.com www.fedmarket.com www.fedmarket.com www.gsa.gov/portal/category/100000 www.gsa.gov/portal/category/100000 www.gsa.gov/portal/category/100000 19 Sep 11 22

23. State Contacts/Links State of Florida State of Florida** https://vendor.myfloridamarketplace.com/ https://vendor.myfloridamarketplace.com/ Application/registration: https://vendor.myfloridamarketplace.com/ https://vendor.myfloridamarketplace.com/ General information, bid opportunity, etc.: www.myflorida.com http://fcn.state.fl.us/owa_vbs/owa/vbs_www.main_ menu http://fcn.state.fl.us/owa_vbs/owa/vbs_www.main_ menu ** There is a 1% fee assessment with every P.O. awarded by the state. 19 Sep 11 23

24. 19 Sep 11 24 Finding Bid Opportunities GSA Federal Supply Service (FSS) www.gsa.gov/Portal/gsa/ep/channelView.do?pa geTypeId=8199&channelPage=%2Fep%2Fcha nnel%2FgsaOverview.jsp&channelId=-13263GSA Federal Supply Service (FSS) www.gsa.gov/Portal/gsa/ep/channelView.do?pa geTypeId=8199&channelPage=%2Fep%2Fcha nnel%2FgsaOverview.jsp&channelId=-13263 www.gsa.gov/Portal/gsa/ep/channelView.do?pa geTypeId=8199&channelPage=%2Fep%2Fcha nnel%2FgsaOverview.jsp&channelId=-13263 www.gsa.gov/Portal/gsa/ep/channelView.do?pa geTypeId=8199&channelPage=%2Fep%2Fcha nnel%2FgsaOverview.jsp&channelId=-13263 State of Florida (state bid opportunities) http://fcn.state.fl.us/owa_vbs/owa/vbs_www. main_menuState of Florida (state bid opportunities) http://fcn.state.fl.us/owa_vbs/owa/vbs_www. main_menu http://fcn.state.fl.us/owa_vbs/owa/vbs_www. main_menu http://fcn.state.fl.us/owa_vbs/owa/vbs_www. main_menu

25. Local Contacts/Links www.ci.ftlaud.fl.us/ www.ci.ftlaud.fl.us/ City of Fort Lauderdale www.ci.ftlaud.fl.us/ www.ci.ftlaud.fl.us/ www.ci.boca-raton.fl.us www.ci.boca-raton.fl.us City of Boca Raton www.ci.boca-raton.fl.us www.ci.boca-raton.fl.us www.miamidade.gov www.miamidade.gov City of Miami-Dade www.miamidade.gov www.miamidade.gov www.broward.org/ www.broward.org/ Broward County Government www.broward.org/ www.broward.org/ www.co.palm-beach.fl.us/pur www.co.palm-beach.fl.us/pur Palm Beach County www.co.palm-beach.fl.us/pur www.co.palm-beach.fl.us/pur www.martin.fl.us/portal/page?_pageid=356,1&_ dad=portal&_schema=portal www.martin.fl.us/portal/page?_pageid=356,1&_ dad=portal&_schema=portal Martin County Government www.martin.fl.us/portal/page?_pageid=356,1&_ dad=portal&_schema=portal www.martin.fl.us/portal/page?_pageid=356,1&_ dad=portal&_schema=portal www.google.com/ www.google.com/ Locate other municipal sites via search engines like: www.google.com/ www.google.com/ 19 Sep 11 25

26. 19 Sep 11 26 Personal Visits and Contacts Make AppointmentsMake Appointments Attend Conferences & ExposAttend Conferences & Expos NetworkNetwork Attend Pre-Bid MeetingsAttend Pre-Bid Meetings

27. 19 Sep 11 27 Marketing Ideas Send a letter to a perspective customer.Send a letter to a perspective customer. Follow up with a phone call and a request for a meeting.Follow up with a phone call and a request for a meeting. Meet with the customer and send a follow up letter.Meet with the customer and send a follow up letter. Bid on a proposal! Make it a great attempt.Bid on a proposal! Make it a great attempt. If you win a bid, ensure that you fulfill it to the letter so that you will be welcome to participate again!If you win a bid, ensure that you fulfill it to the letter so that you will be welcome to participate again!

28. Thank you for joining us today. Thank you for joining us today. Please consider attending our government seminars, such as : Responding to Government Solicitations (RFQ/RFP’s) Searching The Internet for Government Opportunity How to Be Certified as a Small, Minority, Disadvantaged or Woman Owned Business To Market - How to Market your Company After The Certification Process. Bids and Business in Palm Beach County 19 Sep 11 28

29. 19 Sep 11 29 PTAC website: www.fptac.org www.fptac.org Carole Hart - Palm Beach County E-mail: E-mail: hartc@palmbeachstate.edu Phone: Phone: 561-862-4782 Mike Bell - Palm Beach County E-mail: E-mail: mike.bell@floridaPTAC.org Phone: Phone: 561-862-4780 Jackie Rule - Broward & Miami-Dade E-mail: E-mail: rulej@palmbeachstate.edu Phone: Phone: 561-862-4781 Contact Us:

30. 19 Sep 11 30 Your success is our highest priority. Thank You! PTAC: www.fptac.org (561) 862-4726 Seminars: www.palmbeachstate.edu/x16992.xml