1. Selling to Government Agencies Willie Tanamachi University of Houston Procurement Technical Assistance Center (PTAC) tanamachi@uh.edu

2. The Government Customer  World’s best customer  Buys everything  Spends billions

3. The Government Market  Department of Defense (DoD)  Army – Navy – Air Force  Supply Centers  Federal Civilian Agencies  GSA, VA, NASA  Departments of …  Prime Contractors

4. Size of the Government Market  Total Federal Acquisition Spending  $200 Billion  Small Business Market Share  Small Business Goal  23% ($46 Billion)  Small Disadvantaged Business Goal Ù7% ($14 Billion)  Women-Owned Business Goal Ù5% ($10 Billion)

5. How the Government Buys The goal is… A quality product or service Delivered on time At a competitive cost

6. Getting Started  Research  The right people  The right publications  Registration  Technology

7. Research  Identify product of service  Determine NAICS  Determine FSC and PSC  Identify target government market  Eps.gov  Technology

8. The Right People Find at:  Start with the Small Business Specialist  Acts as liaison between supplier and buyer  Does not buy anything  Contact with technical person or buyer  Find at:  www.acq.osd.mil/sadbu

9. Registration  CCR  DoD – www.ccr.gov  PRO-Net – www.pro-net.sba.gov

10. Technology  EDI  EBB  WWW  EPS@www.eps.gov  Emall  EFT

11. Electronic Bid Match  CCR  Daily notification of bids that closely match a company’s capabilities DLA small purchases  State and local  International  EDI  Find at: www.eps.gov

12. Bidding Process  Identify Opportunity  Determine Requirements  Complete Paperwork  Submit Bid

13. Success Factors  Responsive  Responsible Additional Opportunities  Subcontracting

14. Socioeconomic Programs  8(a) Program www.sba.gov/med/ www.sba.gov/med/  Small Disadvantaged Business www.sba.gov/sdb/ www.sba.gov/sdb/  HUBZone Program www.sba.gov/hubzone/ www.sba.gov/hubzone/  Women-Owned Business www.womenbiz.govwww.womenbiz.gov  Veteran-Owned Business

15. PTAC Assistance  Training  Bid-Match Service  Paperwork Assistance  Procurement History  Specs and Standards  Electronic Commerce  Certification  One-on-one Counseling

16. Results  Contract Awards  Success Stories  Client Satisfaction

17. UH SBDC is a program of the UH C.T. Bauer College of Business and a resource partner of the U.S. Small Business Administration. The SBDC is partially funded by the US SBA. SBA’s funding is not an endorsement of any products, opinions, or services. SBA-funded programs are extended to the public on a non-discriminatory basis.