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. • 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
Military Communications Apparel Food Constructions Lighting Training Photography Furniture Software Environmental 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 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!
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 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
How do I get started with PTAP? • Go to the website and answer our questionnaire (www.nheconomy.com/ptap). • Give us a call at 271-7581 • Send an email to email@example.com • Come and visit us at Pembroke Road in Concord • Request a site visit
Christopher Way,Program ManagerProcurement Technical Assistance Program 603-271-7581or firstname.lastname@example.org