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Dinora Gonzalez Small Business Technical Advisor General Services Administration dinora.gonzalez@gsa.gov 404.331.5103 Advocate Resource *Regional Office of Small Business Utilization Small business advocate;

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slide1

Dinora Gonzalez

Small Business Technical Advisor

General Services Administration

dinora.gonzalez@gsa.gov

404.331.5103

Advocate

Resource

regional office of small business utilization
*Regional Office of Small Business Utilization

Small business advocate;

Engage in strategies that provide contracting opportunities for small minority, service disabled veteran, veteran, and women-owned (including small businesses located in HUBzones) businesses.

*Established by Public Law 95-507

Southeast Sunbelt Region: AL; FL; GA; KY; MS; NC; SC; TN

regional office of small business utilization main focus
Regional Office of Small Business UtilizationMain Focus:

Education and Outreach

Vendor Community

In-House Acquisition Staff

Prime Contractors

Southeast Sunbelt Region: AL; FL; GA; KY; MS; NC; SC; TN

slide4

The Federal Marketplace. . .

Finding Buyers & Researching Your Targets

agenda
Agenda

About GSA

Business Basics

Federal Certification Programs

The Importance of the GSA Schedule Contract

Researching your market

Creating Good Impressions

Success Strategies

Q&A / Summary

5

general services administration key player in the federal procurement process
General Services Administration

Key Player in the Federal Procurement Process

u s general services administration key player in federal contracting

U. S. General Services AdministrationKey Player in Federal Contracting

The federal government’s procurement expert: Contracts with the business community for products & services in support of our customer agencies;

The Federal Landlord of all federal buildings and courthouses;

Manages the Multiple Award Schedules Contract Program;

Sells / auctions surplus federal property, such as real estate and vehicles to the public.

basic on line registration
Basic on-line Registration

All Companies Desiring to work with the Federal government should at the very least complete these registrations.

  • Dun and Bradstreet (D & B) www.dnb.com 866-472-7362
  • Central Contract Registration (CCR) www.ccr.gov
    • Dynamic Business Search (Update Annually)
  • Online Representations and Certifications www.bpn.gov/orca
  • Small Business Certifications www.sba.gov (optional)
do you know your naics code
The North American Industry Classification Systems (NAICS) (Pronounced NAKES)

What is it?

A 5-6 digit number that identifies your product, service or industry.

It also determines size standards.

All vendors must use the appropriate NAICS code for the product or service they want to offer.

http://www.sba.gov/size Phone: 301-763-INFO (4636)

Do you know your NAICS code?
slide13
Self Certifications: www.bpn.gov

Small Business; Small Disadvantaged Business (SDB); Woman-Owned; Veteran Owned; Service Disabled Veteran Owned Small Business (SDVOSB).

“Formal” Certifications: www.sba.gov

8(a) Business Development Program; and, HUBZone Small Business.

Federal Certification Programs

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www.sba.gov

Must be a small business as determined by SBA’s size standards

Owned & Controlled by a socially and economically disadvantaged individual

Presumed categories: African Americans, Hispanic Americans; Asian Pacific Americans, Native Americans & Subcontinent Asian Americans

Other Groups: “Preponderance of Evidence

8(a) Business Development Program

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Net worth not to exceed $250,000

Be in business at least two years

Display reasonable success potential

Display good character

To apply: On line application: www.sba.gov

8(a) Business Development Program cont. . .

slide16
www.sba.gov

Promotes economic and employment growth in economically distressed areas

Must be a Small Business

Located in Historically Underutilized Business Zone

Business ownership / controlled by U.S. Citizens

35% of employees must reside in a HUBZone

HubZone Certification

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Net worth less than $750,000

Be in business at least two years

Display reasonable success potential

Display good character

To apply: Self certification. Register in www.bpn.gov.

Small Disadvantaged Business Certification

(SDB)

overview of gsa schedules program
Overview of GSA Schedules Program

GSA provides commercial products and services to Federal, State and Local Governments through a discount program called the GSA Multiple Award Schedules Program.

This program achieves more than $40 billion dollars in sales every year.

Businesses who participate in this program have the potential to benefit,

however, success is not guaranteed.

The contracts awarded under this program are 5 years with three 5 year options.

features of gsa schedule contract
Features of GSA Schedule Contract:

Indefinite-Delivery, Indefinite-Quantity (IDIQ) contracts;

Appropriate only for off-the-shelf” type commercial items;

5 year basic with 3 five-year option periods;

Non-Bid Contract: Vendors can apply for a GSA Schedule Contract by filling out and submitting the appropriate “Schedule” solicitation.

Contract issued to vendors who meet eligibility requirements and offer fair market pricing.

Process takes approximately 3-6 months*

participation criteria22
Participation Criteria

Sales

$25,000 in sales per year (or show potential)

Registration / Certification

Central Contract Registration: www.ccr.gov

Duns & Bradstreet: www.dnb.com 866-472-7362

Online Representations and Certifications: www.bpn.gov

Experience / Performance History

Open Ratings (http://www.openratings.com)

Accept Credit Card as payment

www.gsa.gov/schedules

finding your schedule number
Finding Your Schedule Number
  • www.gsaelibrary.gsa.gov
  • Twenty-four hours a day service
  • Contains basic ordering guidelines
  • Complete schedules listing
  • Contractor listings: Find companies on schedule

National Customer Service Center 1-800-488-3111

who buys my stuff
Who Buys “My Stuff”

Federal Procurement Data System: https://www.fpds.gov

www.fedspending.gov (pulls information from FPDS)

Federal Acquisition Jumpstart: Procurement and acquisition sites by contracting activity

25

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FEDBIZOPPS: Opportunities over $25,000 are posted on this website

www.fedbizopps.govorwww.fbo.gov

Click on “Find Business Opportunities” on top left hand banner

Search by Agency; NAICS Code; Date; Dollar Amt; Small Business Category, etc.

small business program areas
Small Business Program Areas

http://www.osdbu.gov/offices.html

Agency Forecasts

Points of Contact & Small Business Events

Sub-Contracting Opportunities

http://www.sba.gov/subnet

Disaster & Emergency: FEMA-Industry@DHS.gov

Tricia Reed, patricia.reed@gsa.gov,

571-259-9921

top big spenders
Dept. of Defense – www.dod.gov

Dept. of Energy – www.doe.gov

National Aeronautics and Space Admin. – www.nasa.gov

Dept. of Veterans Affairs – www.va.gov

General Services Admin. – www.gsa.gov

Top Big Spenders

10

  • Dept. of Health And Human Services – www.hhs.gov
  • Dept. of Agriculture – www.usda.gov
  • Dept. of Justice – www.usdoj.gov
  • Dept. of the Interior – www.doi.gov
  • Dept. of Education – www.ed.gov

All Agencies - www.usa.gov

putting the pieces together30
Putting the Pieces Together

Evaluate if you are a viable small business;

Determine your NAICS Code;

Register in Government sites;

Research your potential buyers;

Research bid opportunities;

Research subcontracting opportunities;

Attend small business conferences/workshops;

Develop a support network: For help / venting.

Develop / join a small business network.

evaluate your firm
Evaluate your firm:

Ask yourself: Are you a viable small business?

Do you have experience & good past performance history;

Can you deliver on time;

Offer fair and discount pricing;

Are you financially stable?

Do you understand the terms and conditions of the solicitation;

Ensure you get a Return on your Investment (ROI);

Identify / target 3-5 agencies – do they buy what you sell?

know the return on investment
Know the Return on Investment

Be Smart about your decisions to bid on contracts

Take time up front to evaluate if it is a good business fit

Do not give away the store

Evaluate why you are not receiving orders – Change strategy

Check prior solicitation / awards

*Call potential buyers: How do they buy; who and when

GOOD RESOURCE:

Procurement Technical Assistance Center (PTAC)

Small Business Development Center (SBDC)

32

successful marketing strategies
Successful Marketing Strategies. . .
  • Familiarize yourself with the Federal Procurement Process: www.acqnet.gov
  • Complete / Update required Registrations/Certifications
  • Know your Bottom line pricing
  • Review Agency Forecasts
  • Accept Government Purchase Cards: Purchases under $3,000
  • Explore Subcontracting / Teaming opportunities
  • Do you qualify for a GSA Schedule?
  • Do you know the points of entry?
federal procurement resources
Federal Procurement Resources
  • Federal Acquisition Regulations: www.acqnet.gov
    • FAR Part 8: GSA Schedules Program
    • FAR Part 13: Simplified Acquisition Procedures
    • FAR Part 14: Sealed Bidding
    • FAR Part 15: Negotiations
    • FAR Part 19: Federal Small Business Programs

34

slide35
What if you need help?

Procurement Technical Assistance Centers

www.dla.mil/db/procurem.htm (listed by State) OR -

www.aptac-us.org

FREE COUNSELING

slide36
American Recovery & Reinvestment Act (ARRA)www.recovery.gov: Project Listingwww.recovery.org: To Track Projects by State

36

slide40

Alternative Fuel VehiclesVehicle Buying(703) 605-CARSFax (703) 605-9868

Green Power

Mark Ewing(202) 708-9296Jerard Butler(202) 401-0855

The Green Initiative

Waste Reduction and Recycling

Energy Conservation Branch - NCR(202) 708-9010

Edward Crandell(202) 708-6777

Green Purchasing

FAS Assisted Acquisition Services - NCR(202) 708-8100

NCR Safety, Environmental and Fire Protection (NCR PBS)(202) 708-5236

Environmental Program

Office of Applied Science(202) 219-1522Fax (202) 219-0784

helpful websites
Helpful Websites

www.gsa.gov//smallbusiness

Forecast

Publications

www.usa.gov

www.sba.gov

www.sba.gov/8abd

www.sba.gov/hubzone

www.sba.gov/size/index.html

http://www.usbluepages.gov

slide43

Regional Office of Small Business Utilization (ROSBU)

GSA, Region 4

77 Forsyth Street, Suite 650

Atlanta, GA 30303

Office: 404.331.5103 / r4smallbiz@gsa.gov

National Customer Service Center 1-800-488-3111