1. Getting Started… We‘ve put together, with the assistance from a Procurement Technical Assistance Center (PTAC) some help with required registrations you’ll need, prior to obtaining a contract award with the federal government. We’ve also including some tips on Marketing Strategies. www.washingtonptac.org

2. #1 Registration - Definitions  SIC Codes http://www.naics.org/naic search.php  Tax ID number (TIN) or SSN if sole proprietor contact the IRS for SS-4 h ttp://www.irs.gov/businesses/small/ article/0,,id=102767,00.html

3. www.washingtonptac.org #1 Registration  North American Industrial Classification System (NAICS )  Determine your NAICS code(s) at http://www.census.gov/eos/www/naics/  Then call Dun & Bradstreet (no charge for this) Data Universal Numbering System (DUNS) 866-705-5711

4. www.washingtonptac.org #1 Registration  Determine if you fall within a Special Category (see www.washingtonptac.org for definitions)www.washingtonptac.org 8(a) HUBZone Woman Owned Business Veteran/Service Disabled Veteran Owned

5. www.washingtonptac.org Federal Government Procurement Goals 23% of prime contracts for small businesses 5% of prime and subcontracts for SDB’s & 8a’s 5% of prime and subcontracts for WOB’s 3% of prime contracts for HUB-Zone 3% of prime and subcontracts for SDVOSB’s

6. www.washingtonptac.org

7. CCR http://www.ccr.gov  Federal Central Contractor Registration  Record all user IDs and passwords  Protect and safeguard your password – NEVER give out your user ID or password – DON’T lose them  After registration, you’ll be assigned a Commercial and Government Entity (CAGE) Code  Re-Visit CCR to view and record your CAGE  Great marketing tool

8. Just some of the info you need to keep track of. www.washingtonptac.org

9. Not done yet …… Remember your SBA Profile

10. Info needed for your SBA profile or DSBS www.washingtonptac.org

11. Dynamic Small Business Search – your greatest marketing tool

12. Only ORCA can certify your company to be a small business for Federal contracts. www.washingtonptac.org

13. Keep updated for each contract submitted www.washingtonptac.org

14. #2 Develop marketing strategy (example)  Identify & target only key buying activities Know your A, B, and C customers –  Which Agency - City of Seattle, Seattle Schools, Washington State, DOD?  How Do They Buy Your Product or Service – off of a list, credit card, call three people, post a bid?  Who Do They Buy From Now – small businesses, large companies, local businesses, bundled contracts?  What Are They Looking For – experience, registered with their agency, special certifications?  Know that you will have enough money to complete the transaction (so you can receive money from the contract)  Visit Agency Small Business Specialists, buyers & end users

15. www.washingtonptac.org #2 Develop marketing strategy Continued….  Always take promotional material: i.e. brochures, line cards, business cards  Determine procurement cycle  Periodically re-visit buying activities  Know how you will meet your customers expectations so they will purchase more from you in the future  Attend trade shows

16. www.washingtonptac.org #3 More about the “right people”  Communication protocol Permissions Clear Concise Articulate Spam blocks Professional business letters Lose your “hotmail” type ISP Get everything in writing!!

17. www.washingtonptac.org #5 Search for opportunities  Federal Business Opportunities www.fedbizopps.gov www.fedbizopps.gov  Procurement Notices, Contract Awards  Subcontract Leads,  Local agencies on their website or FOIA

18. www.washingtonptac.org #5 When you find an opportunity  Skim over to determine a good fit or not.  Obtain a copy & READ the entire synopsis & make notes – carefully  Make a “go” or “no go” decision based solely on the solicitation  READ the entire solicitation – carefully  Follow the directions to the letter  Have PTAC review if you want

19. www.washingtonptac.org #6 Preparation of Bids  READ and re-READ the solicitation Make a working copy & get waivers Use a bid checklist Request specifications if required Consult your government procurement library Your written response must convince the CO that you can do the job with “best value” Familiarize yourself with government jargon Try to speak with the end user

20. www.washingtonptac.org #6 Preparation of Bids  Obtain product history (previous winner, award data, your competition, etc.)  Attend any pre-bid meetings  Acknowledge amendments  Fill in original  Submit bid at price you can live with  Submit on time – not 1 second late  Attend bid opening, if applicable  Sign your bid

21. www.washingtonptac.org #7 Perform  Debrief of your bid, win or lose  Most responsive & responsible  Pay attention to the details  Best commercial practices  Past performance  Acceptance of SmartCards/ Credit Cards  “Best value”

22. www.washingtonptac.org What if you don’t win?  Request a debriefing  If meeting cannot be set up, request via FOIA (Freedom of Information Act)  Ask for suggestions  Obtain “abstract” or “bid tab” listing of vendors and quoted costs