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

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The Government as a Business Partner

Christopher Way

NH 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?

  • 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?

  • 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:

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

  • Attitude

  • Patience

  • Diligence

  • Followup

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

  • Competitive-2 or more

  • Sole Source

  • Full and Open w/price preference

  • Subcontracts

  • 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…

  • 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…

  • 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

  • Address

  • User ID

  • Base application data

  • Ownership

  • Financial

  • Hubzone employment

  • Affiliation

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…..

  • Conduct market research

    • Awards

    • Solicitations

    • visit 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

  • 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!

  • 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?

  • 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

    • 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?

  • Go to the website and answer our questionnaire (

  • 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

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

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