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Introduction to Government Contracting. Agenda. What It Takes To Be a Gov’t Contractor How To Find Customers and Sell To Them Demystifying the Red Tape Getting a Contract Making a Profit Staying Out of Trouble Where To Get Help. What It Takes. Be in business with some happy customers

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Presentation Transcript
agenda
Agenda
  • What It Takes To Be a Gov’t Contractor
  • How To Find Customers and Sell To Them
  • Demystifying the Red Tape
  • Getting a Contract
  • Making a Profit
  • Staying Out of Trouble
  • Where To Get Help

Introduction to Government Contracting

what it takes
What It Takes
  • Be in business with some happy customers
  • Have adequate working capital or credit
  • Register with CCR and State Procurement Office
  • Standardize your pricing practices
  • Keep your written business plan up to date
  • Maintain detailed records
  • Learn customer’s eligibility requirements

Introduction to Government Contracting

finding customers
Finding Customers
  • Learn how to read bid listings
  • Look for both “buyer” & “user” in each agency
  • Have prepared literature: price list, line card, capability statement
  • Utilize networking events & conferences
  • Get to know the small business officer

Introduction to Government Contracting

forthcoming events
Forthcoming Events
  • April 27-28 in Shreveport area: Fourth Annual Government Procurement Conference at Diamond Jack’s Casino & Resort in Bossier City LA
  • May 20-21: Deep East Texas Contracting Opportunities Conference, Nacogdoches
  • May 12-13: TKO Seminars at DSCC
  • June 2 in Little Rock: Arkansas Procurement Opportunities Conference (a matchmaking event)
  • Pre-conference preparation training workshops
  • June 11-12: WAWF classes at APAC in Malvern

Introduction to Government Contracting

demystifying red tape
Demystifying Red Tape
  • Ask us to translate the fine print for you
  • Start with what you know best, keep it simple
  • Many transactions are electronic so have internet
  • Social policy is intertwined with transactions
  • Your customer may not have authority to buy
  • Learn the language of “governmentese”
  • Ask us to explain anything you don’t understand

Introduction to Government Contracting

getting a contract
Getting a Contract
  • Solicitation + Offer + Acceptance = Contract
    • Consideration
    • Legal purpose
    • Parties capable of contracting
    • Meeting of the minds (agreement)
  • How to avoid 3 common pitfalls:
    • Be Responsive (do what they require, on time)
    • Be Responsible (have the necessary capability)
    • Be Competitive (charge a reasonable price)

Introduction to Government Contracting

subcontracting
Subcontracting
  • Consider selling to government contractors, especially for a portion of their large projects
  • Carefully manage your own subcontracts and purchase orders to comply with your prime contract requirements
  • Use written teaming agreements when proposing a package deal to the government

Introduction to Government Contracting

making a profit
Making a Profit
  • “Low Bid” isn’t always “Best Value” – charge enough.
  • Know what your cost of doing business really is.
  • Cover your cost of extra paperwork, clerical help
  • If customer changes the order, change the price.
  • Feds to pay promptly, but some state/local agencies take up to 180 days, so plan cash flow carefully.
  • Avoid special discounts, stick to established pricing.
  • They want to be your “most favored customer”.

Introduction to Government Contracting

staying out of trouble
Staying Out Of Trouble
  • Avoid gifts, favors, free samples, anything that has the appearance of impropriety.
  • All communication should be formal, avoid what could be misinterpreted, tell the truth.
  • Offer only what is required, then offer alternates.
  • Perform or deliver exactly as in the contract
  • Submit the bill exactly as in the contract.
  • Call us immediately if something isn’t right
  • Avoid litigation by getting help before it’s too late

Introduction to Government Contracting

getting help
Getting Help
  • Procurement Technical Assistance Program
  • Department of Defense and local host agencies sign Cost-Sharing Cooperative Agreements for regional or statewide service
  • 93 centers in 48 states + Puerto Rico + Tribal
  • Purpose: help small businesses market products & services to federal, state, and local governments.
  • Generate revenues and create/retain jobs
  • PTACs cooperate closely with other resources such as SBDCs, MEPs, VetBiz, etc.

Introduction to Government Contracting

services available at ptacs
Services Available at PTACs
  • Electronic bid-matching leads
  • Local bid opportunity listings
  • Counselling and advice one-on-one
  • Group workshops on specific topics
  • Seminars and conferences
  • Publications, resources, technical assistance
  • Referrals to other assistance centers for other help

Introduction to Government Contracting

apac agri project
APAC Agri Project
  • Planning grant from Winthrop Rockefeller Foundation
  • Purpose: to extend APAC services to farm-based businesses in remote areas
  • Converting some of our workshops to electronic “distance learning” format, to reach rural areas
  • Working closely with County Extension Offices to coordinate with producers
  • Seeking technology to support internet access

Introduction to Government Contracting

website demo
Website Demo
  • Go online: http://www.arcommunities.org/apac.htm
  • Veterans In Business page:

http://www.arcommunities.org/APAC/vet_business.htm

  • Discussion
  • Questions
  • Ideas

Introduction to Government Contracting

meet your apac staff
Meet Your APAC Staff
  • LaDonna Turpin, Procurement Technical Assistant
  • Steve McDonald, Procurement Advisor
  • Richard Evans, Procurement Advisor
  • Sue Coates, Program Director--Instructor
  • Jane Kriigel, Secretary II
  • Jan Rogers, Secretary II

Introduction to Government Contracting

how to reach us
How To Reach Us

127 West 5th St. at Locust

Malvern AR 72104

Phone: 501-337-5355 Fax 501-337-5045

apac@uaex.edu

http://www.arcommunities.org APAC

“Helping Arkansas firms serve & supply public agencies nationwide”

Introduction to Government Contracting

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Introduction to Government Contracting