The government as a business partner
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The Government as a Business Partner. Christopher Way NH Procurement Technical Assistance Program (PTAP). What is a Procurement Technical Assistance Program?. Connect businesses of all sizes with opportunities at the state and federal level. Help with defining potential markets.

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The government as a business partner

The Government as a Business Partner

Christopher Way

NH Procurement Technical Assistance Program

(PTAP)


What is a procurement technical assistance program

What is a Procurement Technical Assistance Program?

  • Connect businesses of all sizes with opportunities at the state and federal level.

  • Help with defining potential markets.

  • We help you to become more competitive!

  • No charge.


Why sell to the government

Why Sell to the Government?

  • The United States Government is the largest buyer of goods and services in the world.

    • Reliable customer

    • Open competition

    • Small Business Programs

  • State and local governments are a very large marketplace.

    • May be less cumbersome than Federal Regulations

    • Regional preferences may exist


How can small businesses participate

How Can Small Businesses Participate?

  • The Federal Government does buy from small businesses

  • $40 Billion each year is contracted to small businesses

    • 33% of supplies & equipment

    • 32% of services

    • 7% of construction

    • 13% of R&D


Do you have a product or service that is attractive to the government a sampling includes

Military

Communications

Apparel

Food

Constructions

Lighting

Training

Photography

Furniture

Software

Environmental

Do you have a product or service that is attractive to the government?A sampling includes:


Do you have the right mindset fro selling to the government

Do you have the right mindset fro selling to the government?

  • Attitude

  • Patience

  • Diligence

  • Followup


Subcontracting the competition in contracting act 1984

Subcontracting…The Competition in Contracting Act -1984

  • For prime contracts $500,000 (1 million for construction) or more.

  • Federal government requires prime contractors to develop and include in their bid a small business plan representing 23% of the total value of the contract.

  • 23 percent = 7% Small Businesses, 5% Small Disadvantaged Businesses (SDB), 5% Women-owned Small Businesses (WOB), 3% Service Disabled Small Businesses and 3% Hubzone.


Types of hubzone contracts

Types of Hubzone contracts

  • Competitive-2 or more

  • Sole Source

  • Full and Open w/price preference

  • Subcontracts


The government as a business partner

  • What you need before you pursue government contracts/subcontracts

    • Adequate capitalization

    • Drive, determination, & patience

    • Competitive advantage

    • Demand for products/services

    • Adequate Pricing and margins

    • Effective quality system

    • Current business plan

    • Bonding, insurance and security clearance (if required)

    • Computer Literacy, Internet capacity


What you need in order to work for and with the government

What you need in order to work for and with the government…

  • You need a DUNS number. This is a number that Dunn & Bradstreet will assign to your company. Call 1-866-705-5711 for a FREE DUNS number.

  • You should be in business successfully for 2-3 years, but if you haven’t, don’t let that stop you. Still work with us.

  • Research your NAICS codes (North American Industry Classification System


Registrations to do first

Registrations to do first…

  • CCR Registration – Central Contractors registration. This is the electronic funds transfer process. Once complete, the CCR will assign you a CAGE code. (Commercial & Government Entity Code).

  • SBA Firm Profile – “ProNet” – “Dynamic Small Business Search” registration.


Assistance hubzone application

Assistance - Hubzone Application

  • Address

  • User ID

  • Base application data

  • Ownership

  • Financial

  • Hubzone employment

  • Affiliation


Typical mistakes in contracting

Typical Mistakes in Contracting

Missed deadlines

Submittals not complete

Cutting corners

Not providing realistic delivery schedules

No business plan in place

Getting all questions answered!


From that point onward

From that point onward…..

  • Conduct market research

    • Awards

    • Solicitations

    • visit www.fedbizopps.gov and other federal sites

  • Approach prime contractors for sub contracting services

  • Attend free training/outreach

  • Sign up for bid match services

  • Go to matchmaker events

  • Ask Questions!


Matchmaking opportunities

Matchmaking Opportunities

  • Speed dating-Efficient marketing

  • 33% of last event reported followup

  • 50% got on a suppliers list

  • Hubzones have been a major focus-identify suppliers.

    Next one-June-Rhode Island

    Fall –Nashua, New Hampshire!


The government as a business partner

  • Is the Federal agency or prime contractor really your customer?

    • Do research to determine the following:

      • Are your products/services being purchased by Federal agencies or prime contractors? (past awards)

      • Are you able to compete profitably?

      • Do you understand Government contracting procedures?

      • Is the pace of Government contracting compatible with your business plan?

      • Can a preference program benefit you?


The government as a business partner

  • Summary for hubzones

    • Get registered!

    • Contact your local PTAC

    • Identify your target agencies and contact the Small Business Specialist

    • Contact the SBA Procurement Center Representative www.sba.gov/gc

    • Contact prime contractor SBLOs (Small Business Liaison Officers)

    • Do your research

    • Attend Matchmaker and Outreach events

    • Be persistent in your follow-ups


How do i get started with ptap

How do I get started with PTAP?

  • Go to the website and answer our questionnaire (www.nheconomy.com/ptap).

  • Give us a call at 271-7581

  • Send an email to [email protected]

  • Come and visit us at Pembroke Road in Concord

  • Request a site visit


The government as a business partner

Christopher Way,Program ManagerProcurement Technical Assistance Program 603-271-7581or [email protected]


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