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PROCUREMENT BASICS: ARE YOU READY TO DO BUSINESS WITH THE GOVERNMENT? Presenters Arthenia Johnson LeFlore Morgan Allyn P PowerPoint Presentation
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PROCUREMENT BASICS: ARE YOU READY TO DO BUSINESS WITH THE GOVERNMENT? Presenters Arthenia Johnson LeFlore Morgan Allyn Procurement Specialists www.mdptap.umd.edu Main Office: 301-403-2740. Winning Government Contracts.

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slide1

PROCUREMENT BASICS:

ARE YOU READY TO DO BUSINESS WITH THE GOVERNMENT?

Presenters

Arthenia Johnson LeFlore

Morgan Allyn

Procurement Specialists

www.mdptap.umd.edu

Main Office: 301-403-2740

winning government contracts
Winning Government Contracts
  • Winning a contract is about paying attention to the needs of the agency and the rules of the game…
  • Winning a contract is about developing successful selling strategies

www.mdptap.umd.edu

slide3

Some Basic Realities.1

  • You cannot expect to learn everything about it in one day – there is too much
  • Why? Because public funds are used to finance federal contracts …awards are subject to serious & continuous scrutiny.
  • Some of the rules & regulations that govern the federal procurement process come from political & social issues.

www.mdptap.umd.edu

slide4

Basic Realities.2

  • Federal, state, local, & foreign governments all have different legislative issues that impact their methods of purchasing goods & services.
  • The process involves complex procedures and practices; even the lingo must be learned.
  • This is a different business culture and is not for everyone

www.mdptap.umd.edu

slide5

Realities.3

  • If you decide to pursue it, you will need multiplecertificationsand registrations with different agencies.

www.mdptap.umd.edu

important site to bookmark
Important Site to Bookmark
  • FAR = Federal Acquisitions Regulations
  • www.acquisition.gov/far

www.mdptap.umd.edu

slide7

Checklist of Fed Regs, Certs & Requirements

  • Know your SIC, NAICS, and PSC codes
  • Get a Fed Employer ID Number from the IRS
  • Set up EFT and VISA with your bank
  • Get a DUNS number – it is FREE
  • Register in the CCR; get your CAGE code
  • Do your ORCA & your DSBS

www.mdptap.umd.edu

required registrations
CCR: Central Contractor Registration http://www.ccr.gov

Tip:(Download Handbook 1st)http://www.ccr.gov/handbook.asp

ORCA: Online Representations and Certifications Application -- http://orca.bpn.gov/

Required Registrations

www.mdptap.umd.edu

why do the ccr
Why do the CCR?
  • CCR registrationis required*prior to being awarded a contract with any federal government agency.
  • This registration collects general information about a company and information required to perform Electronic Funds Transfer (EFT).

Register before you submit a bid

www.mdptap.umd.edu

working with the ccr
Working with the CCR

Have your materials ready before you begin your registration. (Download the How To Manual.)

Save every page; save often.

Pages time-out after 20 minutes

The system can be slow! Don’t panic.Save your stuff!

www.mdptap.umd.edu

do the dsbs
Do the DSBS!
  • Dynamic Small Business Search

…an electronic gateway of procurement information, for and about small businesses. (Replaces ProNet)

  • It is a search engine for contracting officers and a marketing tool for small businesses.
  • You complete the information in your CCR
  • Update it quarterly!!!!!

www.mdptap.umd.edu

updating info in the dsbs
Updating Info in the DSBS

Can only edit through the CCR

Go through totheend of your CCR record

Save again

Click on the SBA Profile button

Update your certifications, cap statement, performance history

Can be up to 24 (or as much as 72) hours before info is reflected

www.mdptap.umd.edu

recommended path
Recommended Path

1.Register in the CCRdatabase

2.Register & complete theORCA

3.At the end of your registration, look for theSBA Profile-DSBS. Complete it, put in your past performance.

www.mdptap.umd.edu

required registration for maryland
Required Registration for Maryland

E-Maryland Marketplace

  • https://ebidmarketplace.com

Maryland Small Business Reserve

  • www.smallbusinessreserve.maryland.gov--24 designated agencies are required to award a minimum of 10 percent of their contracts to small businesses.

www.mdptap.umd.edu

identifying your market
Identifying Your Market

Evaluating the Market for Your Product or Service

  • Identify the best prospects within governments & corporations.
  • How big is the market for you; are you targeting the correct agencies?

www.mdptap.umd.edu

finding procurements
Finding Procurements

How does the federal government advertise for it’s goods & services?

  • Using FedBizOpps

www.mdptap.umd.edu

find your naics
Find Your NAICs

Classifying Your Product or Services

  • Conduct Market Research
  • Identify your Codes in the North American Industry Classification System (NAIC)

www.mdptap.umd.edu

key steps to success
Key Steps to Success

Key Steps to Procurement Success

  • Know your market
  • Research targeted agency budgets
  • Develop personal relationships
  • Start Small

www.mdptap.umd.edu

the fed process
The Fed Process

The Federal Procurement Process

  • Planning & Identifying the Need
  • Statement of Work
  • Technical Evaluation Criteria

www.mdptap.umd.edu

proposal prep
Proposal Prep

Bid/Proposal Preparation

  • Evaluation of Offers
  • Sealed Bids
  • Request for Proposal
  • Best Value

www.mdptap.umd.edu

finance
Finance$

Financial Resources

  • Working Capital
  • Have a Budget
  • Include a Financial Plan in the Business Plan

www.mdptap.umd.edu

performance history
Performance History

Past Performance

  • Subcontracting
  • Teaming Agreements
  • Marketing to Prime Contractors

www.mdptap.umd.edu

debriefs
Debriefs
  • Pre-Award Debriefings
  • Post-Award Debriefings

www.mdptap.umd.edu

become a md ptap client
Become aMD PTAPClient
  • MUST have a primary place of business inMaryland
  • Website:www.mdptap.umd.edu
  • Please click here to register for services …and fill out the online request for counseling.

www.mdptap.umd.edu

want the slides
Want the slides?
  • Give us your biz card with email address on it.
  • Email Morgan; in subject line ask for Allianceevent slides: mallyn@mdptap.umd.edu

www.mdptap.umd.edu

the maryland ptap staff
Mary Lee Kolich

Program Director

Ralph Blakeney

Technology Business Manager

Arthenia Johnson LeFlore

Procurement Specialist

Bonnie Maliszewski

Procurement Specialist

Denise Warner

Procurement Specialist

Morgan Allyn

Procurement Specialist

Melissa Simpson

Intake & Program Coordinator

The Maryland PTAP Staff

Maryland PTAP

7100 Baltimore Avenue, Suite 402College Park, Maryland 20740

www.mptap.umd.edu

301-403-2740

www.mdptap.umd.edu