1300 - 1330 (Brown) DLA Industry Day SEDA COG Presentation Selling to the Government 060421.pdf

Selling to the Government/PTAC OverviewSEDA-COG PROCUREMENT TECHNICALASSISTANCE CENTER201 FURNACE ROAD, LEWISBURG, PA(570) 524-4491WWW.SEDA-COG.ORG/PTACCharacteristics of a Successful Government ContractorIn business for two years with commercial successGood business plan (local SBDC)Good website (Facebook, LinkedIn, Twitter)Must be E-mail capableWilling to networkGood credit scoreResponsible (refers to business submitting bid)Responsive (has to do with bid document)Detail oriented-Read, Read, Read2Characteristics of a Successful Government ContractorWritten QC ProgramAccepts credit cardsNot been convicted of a felonyIs registered in appropriate vendor databasesHas applicable certificationsHas a good capabilities statementGood quality products and services, competitive price, delivered on-timeLong term approachPersistent and strong follow up skillsGood past performance3Federal Government Market CharacteristicsFederal SpendingFederal contract spending in fiscal 2020 reached $681 billion, the highest amount on record. Thats a 43% increase from the $478billion in government spending obligations in fiscal 2016.Some areas that experienced the most growth between fiscal 2019 to 2020 include markets for: medical ($21.2 billion), research and development ($9.1 billion), professional services ($6.1 billion), and information technology ($5.5 billion).Large and DecentralizedHighly regulatedFederal Acquisition Regulationshttp://farsite.hill.af.mil/Subpart 8.4 Federal Supply SchedulesPart 12 Acquisition of Commercial ItemsPart 13 Simplified AcquisitionsPart 14 Sealed BiddingPart 15 Contracting by NegotiationPart 16 Types of ContractsPart 19 Small Business ProgramsSocial and Economic Preference ProgramsCredit Card Purchases, 19 Billion Reasons4Government Marketing StrategyWhat is your sales process? LeadsNeed to look for Sources Sought and RFIs on FBO that you can doConduct market researchDefine target marketDevelop contact listIdentify & understand customerAccumulate procurement historyLearn the bidding processKnow your competitionMake capabilities known/follow-upAttend procurement conferences, trade shows and follow upCurrent market trendsIts all about networking and relationships!5What About Marketing to LargeBusiness Prime Contractors?What is a Small Business Liaison Officer (SBLO)?Use the website https://www.fpds.govto find the prime contractor.What should you do before you contact the SBLO?What is the process that largebusiness, prime contractor has in place to become a vendor?AECOM https://www.aecom.com/small-businesssupplier-diversity/Booz Allen Hamilton https://www.boozallen.com/tools/utility-navigation-pages/government-contract-vehicles/subcontractors.htmlGeneral Dynamics https://www.gd.com/suppliers/become-supplier6What is a Small Business Specialist (SBS)?What is the role of the Small Business Specialist?How do you find them?What should you do before you contact the SBS?7What is a small business for federal contracting?FAR 19.102 Independently owned and operated concern that qualifies under 13 CFR part 12SBA establishes size standard# of employeesAverage annual receiptsStandards based on NAICS codehttps://www.sba.gov/document/support--table-size-standardsIndependently owned and operatedNot dominant in its field of operationFor profit8Small Business-General Guidelines for Federal Government500 employees for most man. & mining industries 500 employees for all wholesale trade industries$8.0-$35 million range for most retail and service industries$39.5 million for most general & heavy construction $16.5million for all special trade contractors$1 million for most agricultural/farming industries**Look up your primary NAICS code.9Self-Certifications(www.sam.gov)Small Business NAICS Codes 23% goal https://www.sba.gov/document/support--table-size-standardsWoman-owned Small Business -5% goal (WOSB in SAM)Service DisabledVeteran-owned Small Business (SDVOSB) -3% goalSmall Disadvantaged Business (SDB) 3% goal* Self-certificationwww.sba.gov/sdbKnow the Federal Contract Self-Certifications and Contracting Goals10Formal SBA Certification Programs8(a) Business Development www.sba.gov/8aHUBZone Empowerment Contractingwww.sba.gov/hubzoneWoman-owned Small Business (WOSB & EDWOSB in SAM)www.sba.gov/wosbThird Party CertifiersEl Paso Hispanic Chamber of CommerceNational Women Business Owners CorporationUS Womens Chamber of CommerceWomens Business Enterprise National CouncilKnow the SBA Federal Contract Formal Certifications/Mentor Protg Program11Federal Vendor RegistrationsOnline Vendor RegistrationsFederal Government www.sam.govto access vendor registration process**WARNINGwww.uscontractorregistration.comor https://samfulfillment.com/DO NOT REGISTER ON THESE WEBSITESDynamic Small Business Search (DSBS) aka Pronetaka SBA Profilehttps://web.sba.gov/pro-net/search/dsp_dsbs.cfmVeteran Owned Businesses https://www.vetbiz.va.gov/vip/12Registration #1DUN AND BRADSTREET IUPDATED&B Number aka DUNS numberFREE Dun & Bradstreet Number:Contact SEDA-COG and we will assist you in obtaining a DUNSnumber.Unique Identifier assigned now and used in April of 2022.https://www.gsa.gov/about-us/organization/federal-acquisition-service/office-of-systems-management/integrated-award-environment-iae/iae-information-kit/unique-entity-identifier-update14Registration #2SYSTEM FOR AWARD MANAGEMENT (SAM)SAM is:Mandatory if you wish to do business with the federal governmentMethod for electronic paymentMarketing tool for your businessNota guarantee you will get a contractBegin by going to: www.sam.govThe foundation! Getting paid!!16ITEMS YOULL NEED FOR SAMDUNS numberNumber of employeesTax ID Number3 yearsales averagePhone NumberNAICS Codes*PSC or FSCFax NumberDo you accept credits cards? (Y or N)Website Address (corporate URL)Bank account numberType of Business (SP, LLC,Corp)Bank routing numberFiscal Year End DateBank phone numberDate business establishedCompanyAddressPrimary point of contactAlternatepoint of contact17You must also submit a notarized letter Contact your PTAC for a template*http://support.outreachsystems.com/resources/tables/pscs/OldSAM website www.sam.gov18New SAM websitewww.sam.gov19Sign In Required for Existing Account20212Factor Authentication2223242526SAM-Lookup an Existing Company272829Registration #3SMALL BUSINESS ADMINISTRATION (SBA) FIRM PROFILEAKA DYNAMIC SMALL BUSINESS SEARCH3132Your Goal for SAM Registration3334Registration #4VETBIZANDVETERANS CORPORATIONThank You VeteransIf you are a veteran owned business thank you for your service!!Register your business atthe link below. Vets First Verification.https://www.vetbiz.va.gov/vip/SBAs Service DisabledVeteran-owned Small Business Concern ProgramSelf certify as Veteran or Service DisabledVeteran Owned Business in the SAM system.Join National Veteran Owned Business Association(Corporate Contracts) (NAVOBA) https://navoba.org/36Federal Internet Bidding ResourcesFederal www.sam.govFormerly Fed Biz Ops, solicitations normally greater than $25,000. SelectContract Opportunities.DLA https://www.dibbs.bsm.dla.mil/Defense Internet Bid Board.Navy https://www.neco.navy.mil/Navy Electronic Commerce Online.Reverse Auctions Formerly Fedbidhttps://marketplace.unisonglobal.com/U.S. GSA E Library Research https://www.gsaelibrary.gsa.govhttps://www.gsa.gov/buying-selling/purchasing-programs/gsa-scheduleCPARS Contract Performance Assessment Reportinghttps://www.cpars.gov/Locate agencies www.usa.gov37Registration #5COMMONWEALTH OF PENNSYLVANIA VENDOR REGISTRATIONWhat is a small business for state contracting?Businesses interested in participating as a small business in the Small Business Contracting Program must first register as a vendor to do business with the Commonwealth of PA and self-certify as a small business. To self-certify and participate as a Small Business, a business must meet each of the following requirements:The business must be a for-profit, United States business.The business must be independently owned.The business may not be dominant in its field of operation.The business may not employ more than 100 full-time equivalent employees.The business may not exceed three-year average gross revenues of $38.5 Million, regardless of business type(effective 11/1/2018).39Commonwealth of PA Vendor RegistrationRegister to do business with the Commonwealthwww.pasupplierportal.state.pa.us40Registration #6COMMONWEALTH OF PENNSYLVANIA SMALL BUSINESS CERTIFICATIONPA Small Business Certificationhttps://www.dgs.pa.govClick on Businesses tab and then on Materials and Services Procurement and then on Small Business Program.42Registration #7COMMONWEALTH OF PENNSYLVANIA SMALL DIVERSE CERTIFICATIONPA Small Diverse Business Certificationhttps://www.dgs.pa.govClick on Businesses tab and then on Materials and Services Procurement and then on Small Diverse Business Program.44PA Small Diverse Third PartyCertification AgenciesUnified Certification Program (UCP) *(Every state has its own Unified Certification Program. This link is to the Pennsylvania Unified Certification Program.)Woman's Business Enterprise National Council (WBENC)National Minority Supplier Development Council (NMSDC)United States Small Business Administration (SBA) 8(a) Program*Vets First Verification Program at vetbiz.govUS Business Leadership Network (USBLN)National Gay & Lesbian Chamber of Commerce (NGLCC)45State Websites You Should Knowhttp://www.emarketplace.state.pa.us/PA state open solicitationshttp://contracts.patreasury.gov/search.aspxPA state check registerhttps://www.dgs.pa.gov/COSTARS/Supplier-Information/Pages/CostarsBiddingOpportunities.aspxPA Costars solicitationshttps://www.dgs.pa.gov/Materials-Services-Procurement/Procurement-Resources/Pages/ITQ-Documents.aspxPA ITQ solicitations46Need Government Contracting Assistance?47Find your local PTAC