1. Alliance Mid-Atlantic1 Doing Business with the Government Dolcey Chaplin NJ Institute of Technology, PTAC & M. Clyde Stoltzfus SE PA PTAC University of Pennsylvania March 4, 2009

2. Alliance Mid-Atlantic2 Procurement Technical Assistance Centers (PTAC) The PTAC functions as a “link” between businesses and government offices. Its primary goal is to help companies market to government agencies.

3. Alliance Mid-Atlantic3 Success Factors Before attempting major government marketing:  2 to 3 years of commercial experience  Develop or update your business plan  Develop a Capability Statement  Electronically capable  Financially Stable  Good customer mix  Credit card capable

4. Alliance Mid-Atlantic4 The Trust Factor Trust issues: o Reliability o Stability o Integrity o Capacity o Capable

5. Alliance Mid-Atlantic5 Capability Statement  Capabilities: Type of work you can do.  Facilities and Equipment: List all facilities, equipment and resources used to manufacture the products or provide the service.  Expertise: A brief summary of your expertise and key staff expertise.  Codes: List your NAIC and FSC codes  Certifications: Give your special business status and GSA FSS if you have one.  Customers: Provide a list of at least three or four of your key customers

6. Alliance Mid-Atlantic6 Contracting Codes North American Industrial Classification System (NAICS) www.census.gov/epcd/www/naics.htmlwww.census.gov/epcd/www/naics.html o a classification system that groups together economic units that use like processes to produce goods or services. o used to classify businesses to facilitate information sharing, to determine size standards and as search criteria for finding businesses to perform specific tasks or contracts.

7. Alliance Mid-Atlantic7 Contracting Codes o used to identify companies for financial transactions and required by the federal government for Central Contractor Registration Data Universal Numbering System (DUNS) Number call 1-866-705-5711 or register online at: http://fedgov.dnb.com/webform/displayHomeP age.do

8. Alliance Mid-Atlantic8 Contracting Registration o requires DUNS number to register o companies must register in order to be considered for any future solicitations, awards or payment CAGE code Trading Partner Identification Number – TPIN o Dynamic Small Business Search o ORCA o Centralized Contractor Registration (CCR) Cage code, TPIN, DSBS & ORCA www.ccr.gov www.ccr.gov

9. Alliance Mid-Atlantic9 Dynamic Small Business Database o searchable national internet database of small, certified & non-certified businesses o used by federal agencies and primes to locate vendors o requires entry and upkeep of information o key words o Capabilities o past performance

10. Alliance Mid-Atlantic10 Government Contracting Differs o public accountability for public funds o socio-economic considerations o the right to protest o Debrief o rules

11. Alliance Mid-Atlantic11 Marketing Strategy Include o conduct market research o define target market o develop contact list o identify & understand the customer o accumulate procurement history o learn the bidding process o know your competition o make capabilities known/follow-up o learn from more experienced IT’S ALL ABOUT RELATIONSHIPS!!!

12. Alliance Mid-Atlantic12 Procurement Personnel o Small and Disadvantaged Business Utilization Specialists (SADBUS)-Employed by government to promote business with agency o Small Business Liaison Officer-Employed by prime contractors to promote business opportunity o SBA’s Procurement Center Representatives www.sba.gov/GC/pcr.html www.sba.gov/GC/pcr.html o PTACs www.dla.mil/db/procurem.htmwww.dla.mil/db/procurem.htm

13. Alliance Mid-Atlantic13 Market Research http://acquisition.gov/comp/procurement_forecasts/index. html o links to agency home pages o links to small business contacts o links to procurement opportunities o links to agency forecasts www.fedspending.org o searchable database for procurement history

14. Alliance Mid-Atlantic14 Golden Rule of Government Marketing “ When you are dancing with the bear, you don’t get to lead!!”

15. Alliance Mid-Atlantic15 Rules o Federal Acquisition Regulations – FAR http://farsite.hill.af.mil/vffar1.htm http://farsite.hill.af.mil/vffar1.htm o Department/Agency Regulations/Supplements - e.g., DFAR o Command Policies/Regulations

16. Alliance Mid-Atlantic16 SBA Certified Programs o SBA 8(a) program o Small Disadvantaged Business o HUBZones

17. Alliance Mid-Atlantic17 o must be a small business o 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 o must demonstrate potential for success. https://sba8a.symplicity.com/applicants/guide SBA Certifications o SBA 8(a) program

18. Alliance Mid-Atlantic18 o must be a US citizen o 51% owned and controlled by one or more socially & economically disadvantaged individuals www.sba.gov/sdb/ SBA Certifications o Small Disadvantaged Business

19. Alliance Mid-Atlantic19 SBA Certifications o must be a small business o concern must be owned and controlled by US citizens, Community Development Corporations or Indian tribes o the principal office of the concern must be located in a HUBZone o at least 35% of the concern’s employees must reside in a HUBZone http://map.sba.gov/hubzone/ o HUBZones

20. Alliance Mid-Atlantic20 Other Programs & Certifications o self certification programs Women-Owned businesses www.womenbiz.gov www.womenbiz.gov Service Disabled Veterans (Veterans) www.vip.vetbiz.gov www.vip.vetbiz.gov o certification with the Commonwealth of Pennsylvania www.dgs.state.pa.us www.dgs.state.pa.us o certification with the State of New Jersey www.state.nj.us/commerce/smallbiz www.state.nj.us/treasury/purchase

21. Alliance Mid-Atlantic21 Finding Opportunities GSA - Federal Supply Schedules (FSS) o just about every product and service o contracting officers purchase directly from vendors www.fss.gsa.gov www.fss.gsa.gov o Schedule Sales Query

22. Alliance Mid-Atlantic22 Finding Opportunities Federal BizOpps o Internet site listing federal contracting opportunities o Can search current solicitations by number or key word www.fedbizopps.gov www.fedbizopps.gov

23. Alliance Mid-Atlantic23 Finding Opportunities o Defense Logistics Agency Procurement Gateway http://progate.daps.dla.mil/home/ http://progate.daps.dla.mil/home/ internet site for all DLA Centers to register and utilize search capabilities

24. Alliance Mid-Atlantic24 Subcontracting o applies to awards to large firms of $550,000 and over and construction awards of $1 million and over o requires a subcontracting plan with goals o good opportunity for new-to-government contracting firm http://web.sba.gov/subnet http://web.sba.gov/subnet

25. Alliance Mid-Atlantic25 Government Purchase Card o must use under $3000 o any governmental employee can have o volume of transactions growing - $21 b o average $2,500 buys but some with higher limits (overseas up to $25,000)

26. Alliance Mid-Atlantic26 State Governments o Commonwealth of Pennsylvania https://www.pasupplierportal.state.pa.us/irj/portal/ o State of New Jersey http://www.nj.gov/njbusiness/

27. Alliance Mid-Atlantic27 Introduction to Radio Frequency Identification (RFID) RFID has been mandated by the Department of Defense for most vendors and is increasingly a requirement for many large retail businesses.

28. Alliance Mid-Atlantic28 Information Sites  Overview of selling to the federal government www.sellingtothegovernment.net and www.sba.gov/GC www.sellingtothegovernment.net www.sba.gov/GC  Selling to the Military http://www.acq.osd.mil/sadbu/doing_business/index. htm http://www.acq.osd.mil/sadbu/doing_business/index. htm  Wide Area Work Flow www.wawftraining.com www.wawftraining.com  Radio Frequency Identification www.dodrfid.org www.dodrfid.org

29. Alliance Mid-Atlantic29 Contacts Dolcey Chaplin, Director Foundation at New Jersey Institute of Technology PTAC 323 Martin Luther King Boulevard 490 Fenster Hall Newark, NJ 07102-1982 Phone: 973-596-3105 chaplin@admin.njit.edu Clyde Stoltzfus, Director SE PA PTAP The Wharton School University of Pennsylvania 3733 Spruce Street Philadelphia, PA 19194 Telephone: (215) 746-6472 clydes@wharton.upenn.edu