HOW TO DO BUSINESS WITH THE FEDERAL GOVERNMENT

1. HOW TO DO BUSINESS WITH THE FEDERAL GOVERNMENT An Introduction to Business Matchmaking Thursday, October 30, 2003 Hyatt Regency Houston

2. Why The Federal Government? • World’s best customer • Buys everything • Spends billions

3. Goal of the Federal Government • A quality product or service • Delivered on time • At a competitive price

4. Okay – So How Do I Get Started? • Registration • Research • The right people • Finding Opportunities • Certifications • Marketing

5. Registrations • Dun & Bradstreet (www.dnb.com) or 1-800-333-0505 • CCR (Central Contractor Registration (www.ccr.gov) • Pro-Net (http://pro-net.sba.gov/)

6. Pro-Net • Internet-based database of small businesses • One stop procurement shop • A link to procurement opportunities • Electronic search capability for contracting officers and prime contractors • Marketing tool

7. Research, Research, Research • Identify your product/service • Identify who buys your product/service • Identify your NAICS code • North American Industry Classification System • Know your size • Annual Sales (average last 3 years) • Number of employees

8. The Right People • Start with the Small Business Specialist • Acts as liaison between supplier & buyer • Does not buy anything • Can put you in contact with technical person or buyer

9. Finding Opportunities • FedBizOpps • www.eps.gov

10. Types of Businesses – Other than Large • Small Business • 8(a) • Small, Disadvantaged Business • Woman Owned Small Business • HUBZone Small Business • Veteran Small Business • Service Disabled Veteran Owned Small Business

11. Do I Have To Be Certified? • No, unless you want to participate in specific programs – 8(a), SDB, HUBZone • Self-certify • Small Business • Woman Owned Small Business • Veteran Owned Small Business • Service Disabled Veteran Owned Small Business

12. Marketing • Market selectively • Market knowledgeably • Market constructively • Market early • Market timely • Market continually • Repeat and improve on steps 1 - 6

13. Know the Rules !! • FAR (Federal Acquisition Regulations) • http://www.arnet.gov/far/ • Each agency may have their own supplement, i.e., DFARS • Army - AFARS • Corps of Engineers – EFARS • FAR Part 14 – Sealed Bidding • FAR Part 15 – Contracting by Negotiation • FAR Part 19 – Small Business Programs

14. I Found A Job – Now What? • Read the bid package • Read the bid package • Read the bid package • Make a copy of the bid package • Do not mark up the original bid package • Never submit a bid based on the fact that you might be able to do the job • Never, never, never, never make a unilateral change to any aspect of a solicitation; an awarded contract or a contract modification

15. Can I Just Be A Subcontractor? • Yes, contact large prime contractors • Houston area list in your packet (other areas of country – http://www.sba.gov/GC/cmr.html) • Small Business Liaison Officers • Subcontracting plans • Reviewed by SBA

16. I Am With The Government And I Am Here To Help ! Valerie J. Coleman, PCR/CMR U.S. Small Business Administration 2101 NASA Road 1, Mail Code: BD35 Houston, TX 77058 281/483-1549, FAX: 281/483-4326 valerie.j.coleman1@jsc.nasa.gov