1. The Government as a Business Partner Christopher Way NH Procurement Technical Assistance Program (PTAP)

2. 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.

3. 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

4. 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

5. 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:

6. Do you have the right mindset fro selling to the government? • Attitude • Patience • Diligence • Followup

7. 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.

8. Types of Hubzone contracts • Competitive-2 or more • Sole Source • Full and Open w/price preference • Subcontracts

9. 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

10. 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

11. 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.

12. Assistance - Hubzone Application • Address • User ID • Base application data • Ownership • Financial • Hubzone employment • Affiliation

13. 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!

14. 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!

15. 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!

16. 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?

17. 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

18. 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 cway@dred.state.nh.us • Come and visit us at Pembroke Road in Concord • Request a site visit

19. Christopher Way,Program ManagerProcurement Technical Assistance Program 603-271-7581or cway@dred.state.nh.us