The Government as a Business Partner - PowerPoint PPT Presentation

The Government as a Business Partner

Christopher Way

NH Procurement Technical Assistance Program

(PTAP)

• 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.

• 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

• 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

Communications

Apparel

Food

Constructions

Lighting

Training

Photography

Furniture

Software

Environmental

• Attitude
• Patience
• Diligence
• Followup

• 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.

• Competitive-2 or more
• Sole Source
• Full and Open w/price preference
• 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

• 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

• 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.

• Address
• User ID
• Base application data
• Ownership
• Financial
• Hubzone employment
• Affiliation

Missed deadlines

Submittals not complete

Cutting corners

Not providing realistic delivery schedules

No business plan in place

Getting all questions answered!

• 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!

• 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!

• 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?

• 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

• Go to the website and answer our questionnaire (www.nheconomy.com/ptap).
• Give us a call at 271-7581
• Send an email to cway@dred.state.nh.us
• Come and visit us at Pembroke Road in Concord
• Request a site visit