1. Selling to the Federal Government Rich Delisio Kent Ohio Procurement Technical Assistance Center

2. Making the Decision What does the Government buy? –Practically EVERYTHING What is your core competency? –Define what you can do best Is your commercial market strong? Do you have adequate financial resources? Are you willing to make the investment?

3. Small Business Advantage Federal purchases > $3,000 < $100,000 reserved for small businesses Purchases < $3,000 classified as "micro- purchases" and can be made without obtaining competitive quotes Contracts > $550,000 (or $1,000,000 for construction of a public facility) large prime contractors and other-than-small subcontractors submit subcontracting plans

4. Getting Started Be prepared before you hit the road!

5. Step 1 ~ Research Know where you’re going –Who purchases your products/service? –At what volume? Resources –Federal Procurement Data System (FPDS) https://www.fpds.gov –DLA-BSM Internet Bid Board System https://www.dibbs.bsm.dla.mil –Federal Business Opportunities http://www.fbo.gov –Procurement Forecasts http://www.sba.gov/GC/forecast.html

6. Step 2 ~ Definition NAICS – North American Industrial Classification Code –Identify type of business http://www.census.gov/eos/www/naics/ FSC – Federal Supply Code –Identify the category or product or service –Numeric codes are product –Alpha codes are services http://www.dlis.dla.mil/h2

7. Step 3 ~ Required Registrations Central Contractor Registration (CCR) –www.ccr.govwww.ccr.gov –DUNS Number – call 1-866-705-5711 –SBA Small Business Dynamic Database Online Representations & Certifications –ORCA https://orca.bpn.gov/https://orca.bpn.gov/

8. Step 4 ~ Certifications Formal Certification –8a –HubZone Self Certification –Woman Owned –Small Business, SDB –SDVOSB Federal Contracting and Prime Subcontracting Goals 23% Small Business 5% 8a / SDB – Set Asides 5% HubZone – Set Asides 5% Woman Owned 5% SDVOSB – Set Asides

9. www.vetbiz.gov 5% aside goals (SDVOB) 7% goals for the VA MUST have –DD214 –Adjudication from VA Step 5 ~ Veteran Registrations

10. Step 6 ~ Procurement Methods Open Competition –Open to all vendors –Awarded to best offer Direct Purchase –CO selects vendor –Credit Card GSA Schedule –Pre-approval of product/service and price DoD E-Mall –Internet - based Electronic Mall

11. Step 7 ~ Finding Opportunity Federal Business Opportunities –Purchase $25k and over –Refers to agency site Defense Logistics Agency (DLA) –DIBBS -BSM Solicitation Drawings Quoting

12. Step 8 ~ Peripheral Documents Drawings –Generally available through buying activity –Restricted Drawings U.S./Canada Joint Certification Program DD Form 2345 Military & Private Industry Standards –http://assist.daps.dla.mil/online/start/http://assist.daps.dla.mil/online/start/ Federal Acquisition Regulations –http://farsite.hill.af.mil/http://farsite.hill.af.mil/

13. Step 9 ~ Submitting a Quote Online quoting system –BSM - Dibbs –NECO –TACOM You must register before you can quote Be prepared BEFORE you start

14. Step 10 ~ Rules READ the solicitation Re-read the solicitation Understand exactly what is being requested Statement of Work (SOW) Quantity – unit of issue Packaging, RFID (Radio Frequency Identification), Delivery Have all specs, drawings, FAR’s, etc Master Solicitation for Online bidding sites Calculate price carefully – include all costs (packaging, overhead, etc) Read the solicitation Submit timely and properly

15. Step 11 ~ Who You Gonna Call?

16. Step 12 ~ PTAC PTAC provides assistance with the procurement process –Bid Matching –Bid Preparation –Website Training –Certification Assistance –Registration Assistance –Ask and Ye Shall Receive

17. ~ PTAC ~ The PTAC Network was started in 1985 by the Department of Defense to assist small businesses selling to the government. PTAC is a nationwide network. PTAC is a non-profit technical assistance program funded by the DoD and Ohio Department of Development. Services are provided at NO COST!

18. ~ RESOURCEFUL ~ TKO Training (Ohio Advantage) ABVS(Automated Best Value System) Board of Resourceful Directors (active 8 free advice) CONTACTS in SMALL BUSINESS !!!

19. ~ Websites ~ www.google.com/unclesam (procurement,doing business with.)

20. ~ More Websites ~ General Services Administration –www.gsaelibrary.gsa.govwww.gsaelibrary.gsa.gov Military –http://www.sellingtoarmy.nethttp://www.sellingtoarmy.net –http://www.selltoairforce.orghttp://www.selltoairforce.org –http://www.tacom.army.milhttp://www.tacom.army.mil –https://www.neco.navy.milhttps://www.neco.navy.mil –http://www.dscc.dla.milhttp://www.dscc.dla.mil

21. Characteristics of Success ~ Commitment Determination Persistence Responsive, Responsible @ the right opportunity window

22. ~ Contact ~ Kent Ohio Procurement Technical Assistance Center (PTAC) 211 East Summit Street Kent, Ohio 44240 phone: (330) 474-3601 Rich Delisio, rdelisio@krba.bizrdelisio@krba.biz Summit, Stark, Portage, Wayne & Medina counties

23. ~ Contact ~ Bob Fenn, bfenn@LCPORT.org Lake,bfenn@LCPORT.org Cuyahoga, Lorain, Geauga & Ashtabula counties. Phone: (440) 357-2295 Steve Danyi, steve@mvedc.comsteve@mvedc.com Trumbull, Mahoning & Columbiana counties. Phone: (330) 759-3668

24. Q & A