Doing Business with the Government
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Doing Business with the Government. Dolcey Chaplin NJ Institute of Technology, PTAC & M. Clyde Stoltzfus SE PA PTAC University of Pennsylvania March 4, 2009. Procurement Technical Assistance Centers (PTAC).

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Doing business with the government

Doing Business with the Government

Dolcey Chaplin

NJ Institute of Technology, PTAC


M. Clyde Stoltzfus


University of Pennsylvania

March 4, 2009

Alliance Mid-Atlantic

Procurement technical assistance centers ptac

Procurement Technical Assistance Centers (PTAC)

The PTAC functions as a “link” between businesses and government offices. Its primary goal is to help companies market to government agencies.

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Success factors

Success Factors

Before attempting major government marketing:

  • 2 to 3 years of commercial experience

  • Develop or update your business plan

  • Develop a Capability Statement

  • Electronically capable

  • Financially Stable

  • Good customer mix

  • Credit card capable

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The trust factor

The Trust Factor

Trust issues:

  • Reliability

  • Stability

  • Integrity

  • Capacity

  • Capable

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Doing business with the government

Capability Statement

  • Capabilities:  Type of work you can do.

  • Facilities and Equipment:  List all facilities, equipment and resources used to manufacture the products or provide the service.

  • Expertise:  A brief summary of your expertise and key staff expertise.

  • Codes:  List your NAIC and FSC codes

  • Certifications: Give your special business status and GSA FSS if you have one.

  • Customers:  Provide a list of at least three or four of your key customers

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Contracting codes

Contracting Codes

North American Industrial Classification System (NAICS)

  • a classification system that groups together economic units that use like processes to produce goods or services.

  • used to classify businesses to facilitate information sharing, to determine size standards and as search criteria for finding businesses to perform specific tasks or contracts.

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Contracting codes1

Contracting Codes

  • used to identify companies for financial transactions and required by the federal government for Central Contractor Registration

Data Universal Numbering System (DUNS) Number call 1-866-705-5711 or register online at:

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Contracting registration

Contracting Registration

  • Centralized Contractor Registration (CCR)

    • Cage code, TPIN, DSBS &

  • requires DUNS number to register

  • companies must register in order to be considered for any future solicitations, awards or payment

    • CAGE code

    • Trading Partner Identification Number – TPIN

  • Dynamic Small Business Search

  • ORCA

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Dynamic small business database

Dynamic Small Business Database

  • searchable national internet database of small, certified & non-certified businesses

  • used by federal agencies and primes to locate vendors

  • requires entry and upkeep of information

    • key words

    • Capabilities

    • past performance

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Government contracting differs

Government Contracting Differs

  • public accountability for public funds

  • socio-economic considerations

  • the right to protest

  • Debrief

  • rules

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Marketing strategy include

Marketing Strategy Include

  • conduct market research

  • define target market

  • develop contact list

  • identify & understand the customer

  • accumulate procurement history

  • learn the bidding process

  • know your competition

  • make capabilities known/follow-up

  • learn from more experienced


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Procurement personnel

Procurement Personnel

  • Small and Disadvantaged Business Utilization Specialists (SADBUS)-Employed by government to promote business with agency

  • Small Business Liaison Officer-Employed by prime contractors to promote business opportunity

  • SBA’s Procurement Center Representatives

  • PTACs

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Market research

Market Research

  • links to agency home pages

  • links to small business contacts

  • links to procurement opportunities

  • links to agency forecasts

  • searchable database for procurement history

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Golden rule of government marketing

Golden Rule of Government Marketing

“When you are dancing with the bear, you don’t get to lead!!”

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  • Federal Acquisition Regulations – FAR

    • Department/Agency Regulations/Supplements - e.g., DFAR

    • Command Policies/Regulations

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Sba certified programs

SBA Certified Programs

  • SBA 8(a) program

  • Small Disadvantaged Business

  • HUBZones

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Doing business with the government

SBA Certifications

  • must be a small business

  • must be unconditionally owned and controlled by one or more socially and economically disadvantaged individuals who are of good character and citizens of the United States

  • must demonstrate potential for success.

  • SBA 8(a) program

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Doing business with the government

SBA Certifications

  • Small Disadvantaged Business

  • must be a US citizen

  • 51% owned and controlled by one or more socially & economically disadvantaged individuals

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Doing business with the government

SBA Certifications

  • HUBZones

  • must be a small business

  • concern must be owned and controlled by US citizens, Community Development Corporations or Indian tribes

  • the principal office of the concern must be located in a HUBZone

  • at least 35% of the concern’s employees must reside in a HUBZone


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Other programs certifications

Other Programs & Certifications

  • self certification programs

    • Women-Owned

    • Service Disabled Veterans (Veterans)

  • certification with the Commonwealth of

  • certification with the State of New Jersey

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Finding opportunities

Finding Opportunities

GSA - Federal Supply Schedules (FSS)

  • just about every product and service

  • contracting officers purchase directly from

  • Schedule Sales Query

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Finding opportunities1

Finding Opportunities

Federal BizOpps

  • Internet site listing federal contracting opportunities

  • Can search current solicitations by number or key

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Finding opportunities2

Finding Opportunities

  • Defense Logistics Agency Procurement Gateway

    • internet site for all DLA Centers

    • to register and utilize search capabilities

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  • applies to awards to large firms of $550,000 and over and construction awards of $1 million and over

  • requires a subcontracting plan with goals

  • good opportunity for new-to-government contracting firm

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Government purchase card

Government Purchase Card

  • must use under $3000

  • any governmental employee can have

  • volume of transactions growing - $21 b

  • average $2,500 buys but some with higher limits (overseas up to $25,000)

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State governments

State Governments

  • Commonwealth of Pennsylvania

  • State of New Jersey

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Introduction to radio frequency identification rfid

Introduction to Radio Frequency Identification (RFID)

RFID has been mandated by the Department of Defense for most vendors and is increasingly a requirement for many large retail businesses.

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Information sites

Information Sites

  • Overview of selling to the federal and

  • Selling to the Military

  • Wide Area Work

  • Radio Frequency

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Dolcey Chaplin, Director

Foundation at New Jersey Institute of Technology PTAC

323 Martin Luther King Boulevard

490 Fenster Hall

Newark, NJ 07102-1982

Phone: 973-596-3105

[email protected]

Clyde Stoltzfus, Director


The Wharton School

University of Pennsylvania

3733 Spruce Street

Philadelphia, PA 19194

Telephone: (215) 746-6472

[email protected]

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