Commit to your new market government contracts
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Commit to Your New Market: Government Contracts. Rich Delisio Kent Ohio Procurement Technical Assistance Center. The PTAC Network was started in 1985 by the Department of Defense to assist small businesses selling to the government. PTAC is a nationwide network.

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Commit to your new market government contracts

Commit to Your New Market: Government Contracts

Rich Delisio

Kent Ohio Procurement Technical Assistance Center


Commit to your new market government contracts

  • The PTAC Network was started in 1985 by the Department of Defense to assist small businesses selling to the government.

  • PTAC is a nationwide network.

  • PTAC is a non-profit technical assistance program funded by the DoD, Ohio Department of Development and a 3rd party host (KRBA).

  • Services are provided at NO Clients Cost!


Why should i do govt sales

Why Should I do Govt. Sales?

  • Solid Supplement to Your Business

  • Government Pays Their Bills

  • Opens New Markets

  • Increases Visibility


Making the decision

Making the Decision

  • What does the Government buy?

    • Practically EVERYTHING

  • What is your core competency?

    • Define what you can do best

  • Is your commercial market strong?

  • Do you have adequate financial resources?

  • Are you willing to make the investment?


Small business advantage

Small Business Advantage

  • Federal purchases > $3,000 < $100,000 reserved for small businesses

  • Purchases < $3,000 classified as "micro-purchases" and can be made without obtaining competitive quotes

  • Contracts > $550,000 (or $1,000,000 for construction of a public facility) large prime contractors and other-than-small subcontractors submit subcontracting plans


Step 1 research

Step 1 ~ Research

  • Know where you’re going

    • Who purchases your products/service?

    • NAICS codes: http://www.census.gov/eos/www/naics/

  • Resources (Opportunities/Match)

    • Federal Procurement Data System (FPDS)

      • https://www.fpds.gov

    • DLA-BSM Internet Bid Board System

      • https://www.dibbs.bsm.dla.mil

    • Federal Business Opportunities

      • http://www.fbo.gov

    • Procurement Forecasts

      • http://www.sba.gov/GC/forecast.html


Step 2 required registrations

Step 2 ~ Required Registrations

  • Central Contractor Registration (CCR)

    • https://www.bpn.gov/CCR/default.aspx

    • DUNS Number – call 1-866-705-5711

    • SBA Small Business Dynamic Database

      Capabilities Statement/Past Performance

      NAICS Codes Define your business

  • Online Representations & Certifications

    • ORCA https://orca.bpn.gov/


Step 3 certifications

Formal Certification

8a

Hub Zone

Self Certification

Woman Owned

Small Business, SDB

SDVOSB

Step 3 ~ Certifications

  • Federal Contracting and Prime Subcontracting Goals

    • 23% Small Business

    • 5% 8a / SDB – Set Asides

    • 5% Hub Zone – Set Asides

    • 5% Woman Owned

    • 3% SDVOSB – Set Asides

  • capabilities statement here


  • Veteran registrations

    Veteran Registrations

    • www.vetbiz.gov

    • 3% aside goals (SDVOB)

    • 7% goals for the VA

    • MUST have

      • DD214

      • Adjudication from VA

      • FCC (DAU Classes)


    Step 4 procurement methods

    Step 4 ~ Procurement Methods

    • Open Competition

      • Open to all vendors

      • Awarded to best offer

    • Direct Purchase

      • CO selects vendor

      • Credit Card

    • GSA Schedule

      • Pre-approval of product/service and price

    • DoD E-Mall

      • Internet - based Electronic Mall


    Finding opportunities

    Finding Opportunities

    • Federal Business Opportunities

      • Purchase $25k and over

    • Buying Activity's Website

      • Defense Logistics Agency (DLA)

      • Tank-Automotive and Armaments Command (TACOM)

      • US Navy (NECO)

      • Ohio State Procurement +

        IUC-PG (Public Universities)


    State procurement methods

    STATE Procurement Methods

    • Know your contracts, (state of Ohio list) :

    • RFQ – Request for Quote: Competitive Award based on quotes received

    • CRP – Community Rehabilitation Program: Non-competitive award to a work center

    • RFP – Request for Proposal: Competitive award based on meeting specific

      criteria, not always price, best value

    • ITB – Invitation to Bid: Competitive Award generally based on

    • lowest and most responsive and responsible bidder

    • STS – State Term Schedule: Non-competitive award,

      these contracts are negotiated

    • ONE – One time bid: Competitive award for a good

      or service that is needed once, renewal clause

    • RA – Reverse Auction: Competitive award based on a reverse

      auction

    • RAQ – Reverse Auction Qualification: Request for bidders to

      submit qualifications prior to a reverse auction

    • MMA – Master Maintenance Agreement: Non-competitive award, these are

      maintenance type agreements that are negotiated


    Step 5 rfp response rules

    Step 5 ~ RFP Response Rules

    • READ the solicitation

    • Re-read the solicitation

    • Understand exactly what is being requested

      • Statement of Work (SOW)

      • Quantity – unit of issue

      • Packaging, RFID (Radio Frequency Identification), Delivery

    • Have all specs, drawings, FAR’s, etc

    • Master Solicitation for Online bidding sites

    • Calculate price carefully – include all costs (packaging, overhead, etc)

    • Read the solicitation

    • Submit timely and properly


    Marketing every step

    Marketing Every Step

    Create a Capability Statement (Competency)

    • Company Background (Expertise)

    • Products/Services offered

    • Facility/Equipment (Quality Control)

    • Current/Previous Customers

      Past Performance (References)

    • CAGE, Corp Status,Certifications,etc


    Marketing every step1

    Marketing Every Step

    • Research Agency or Prime’s website

    • Small Business Liaison, Doing Business with Us, etc.

    • Register as a vendor:

      Think Ohio 1st/ Oil & Gas

    • Look for events

      • Vendor Days

      • Networking Opportunities

      • Match Maker Events


    Matching opportunities clothes cars music

    Matching Opportunities(Clothes,Cars,Music)

    Patience & Risk: building relationships, teaming,

    understanding public procurement, buying patterns

    and matching business/small business goals

    Informal ……….The elevator speech !

    Build a Board of Resourceful Directors

    (active 7, blend, get you to opportunity)

    Contacts in Public Procurement!

    Design your first contract

    Be a problem solver

    Reputation/track record


    Sba s pcr

    SBA’s PCR

    • Small Business Administration

    • Procurement Center Representative

    • Initiate/reserve small business set-asides

    • Provide small business sources buying activities

    • Counsel small firms. 

    • Advocate for breakout of items for full and open competition

    • http://www.sba.gov


    Ptac services

    PTAC Services

    • PTAC provides assistance with the procurement process

      • Bid Matching (2000 sites)

      • Bid Preparation

      • Website Training

      • Certification Assistance

      • Registration Assistance

      • Ask, always free stuff available


    The google govt website

    ~ The Google Govt Website ~

    http://search.usa.gov/


    Contact

    ~ Contact ~

    Northeast Ohio Procurement Technical Assistance Center

    Lakeland Community College

    7700 Clocktower Drive

    Engineering Technology Building Room E222

    Kirtland, OH 44094


    Rich delisio contact

    ~ Rich Delisio Contact ~

    Kent Ohio Procurement Technical Assistance Center (PTAC)

    211 East Summit Street

    Kent, Ohio 44240

    phone: (330) 474-3601

    web site:www.krba.biz/index.php e-mail: [email protected]


    Commit to your new market government contracts

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