alliance mid-atlantic1 doing business with the government dolcey chaplin nj institute of technology,...
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Alliance Mid-Atlantic 1
Doing Business with the Government
Dolcey Chaplin NJ Institute of Technology, PTAC
&M. Clyde Stoltzfus
SE PA PTACUniversity of Pennsylvania
March 4, 2009
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Procurement Technical Assistance Centers (PTAC)
The PTAC functions as a “link” between businesses and government offices. Its primary goal is to help companies market to government agencies.
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Success Factors
Before attempting major government marketing:
2 to 3 years of commercial experience Develop or update your business plan Develop a Capability Statement Electronically capable Financially Stable Good customer mix Credit card capable
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The Trust Factor
Trust issues:o Reliabilityo Stabilityo Integrityo Capacityo Capable
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Capability Statement Capabilities: Type of work you can do. Facilities and Equipment: List all facilities,
equipment and resources used to manufacture the products or provide the service.
Expertise: A brief summary of your expertise and key staff expertise.
Codes: List your NAIC and FSC codes Certifications: Give your special business
status and GSA FSS if you have one. Customers: Provide a list of at least three
or four of your key customers
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Contracting Codes
North American Industrial Classification System (NAICS) www.census.gov/epcd/www/naics.html o a classification system that groups
together economic units that use like processes to produce goods or services.
o used to classify businesses to facilitate information sharing, to determine size standards and as search criteria for finding businesses to perform specific tasks or contracts.
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Contracting Codes
o used to identify companies for financial transactions and required by the federal government for Central Contractor Registration
Data Universal Numbering System (DUNS) Number call 1-866-705-5711 or register online at:http://fedgov.dnb.com/webform/displayHomePage.do
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Contracting Registration
o requires DUNS number to registero companies must register in order to be
considered for any future solicitations, awards or payment
CAGE code Trading Partner Identification Number – TPIN
o Dynamic Small Business Search o ORCA
o Centralized Contractor Registration (CCR)
Cage code, TPIN, DSBS & ORCAwww.ccr.gov
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Dynamic Small Business Database
o searchable national internet database of small, certified & non-certified businesses
o used by federal agencies and primes to locate vendors
o requires entry and upkeep of informationo key wordso Capabilitieso past performance
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Government Contracting Differs
o public accountability for public funds
o socio-economic considerationso the right to protesto Debriefo rules
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Marketing Strategy Include
o conduct market researcho define target marketo develop contact listo identify & understand the customero accumulate procurement historyo learn the bidding processo know your competitiono make capabilities known/follow-upo learn from more experiencedIT’S ALL ABOUT RELATIONSHIPS!!!
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Procurement Personnel
o Small and Disadvantaged Business Utilization Specialists (SADBUS)-Employed by government to promote business with agency
o Small Business Liaison Officer-Employed by prime contractors to promote business opportunity
o SBA’s Procurement Center Representatives www.sba.gov/GC/pcr.html
o PTACs www.dla.mil/db/procurem.htm
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Market Research
http://acquisition.gov/comp/procurement_forecasts/index.html o links to agency home pageso links to small business contactso links to procurement opportunitieso links to agency forecasts
www.fedspending.org o searchable database for procurement
history
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Golden Rule of Government Marketing
“When you are dancing with the bear, you don’t get to lead!!”
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Rules
o Federal Acquisition Regulations – FARhttp://farsite.hill.af.mil/vffar1.htmo Department/Agency
Regulations/Supplements - e.g., DFARo Command Policies/Regulations
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SBA Certified Programs
o SBA 8(a) programo Small Disadvantaged Businesso HUBZones
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o must be a small business o must be unconditionally owned and
controlled by one or more socially and economically disadvantaged individuals who are of good character and citizens of the United States
o must demonstrate potential for success.
https://sba8a.symplicity.com/applicants/guide
SBA Certifications
o SBA 8(a) program
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o must be a US citizeno 51% owned and controlled by one or more
socially & economically disadvantaged individuals
www.sba.gov/sdb/
SBA Certifications
o Small Disadvantaged Business
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SBA Certifications
o must be a small businesso concern must be owned and
controlled by US citizens, Community Development Corporations or Indian tribes
o the principal office of the concern must be located in a HUBZone
o at least 35% of the concern’s employees must reside in a HUBZone
http://map.sba.gov/hubzone/
o HUBZones
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Other Programs & Certifications
o self certification programs Women-Owned businesses
www.womenbiz.gov Service Disabled Veterans (Veterans)
www.vip.vetbiz.gov o certification with the Commonwealth
of Pennsylvaniawww.dgs.state.pa.us
o certification with the State of New Jerseywww.state.nj.us/commerce/smallbizwww.state.nj.us/treasury/purchase
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Finding Opportunities
GSA - Federal Supply Schedules (FSS)o just about every product and serviceo contracting officers purchase directly
from vendorswww.fss.gsa.gov
o Schedule Sales Query
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Finding Opportunities
Federal BizOppso Internet site listing federal contracting
opportunitieso Can search current solicitations by
number or key wordwww.fedbizopps.gov
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Finding Opportunities
o Defense Logistics Agency Procurement Gateway http://progate.daps.dla.mil/home/ internet site for all DLA Centers to register and utilize search capabilities
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Subcontracting
o applies to awards to large firms of $550,000 and over and construction awards of $1 million and over
o requires a subcontracting plan with goals
o good opportunity for new-to-government contracting firm http://web.sba.gov/subnet
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Government Purchase Card
o must use under $3000o any governmental employee can haveo volume of transactions growing - $21 bo average $2,500 buys but some with
higher limits (overseas up to $25,000)
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State Governments
o Commonwealth of Pennsylvaniahttps://www.pasupplierportal.state.pa.us/irj/portal/
o State of New Jerseyhttp://www.nj.gov/njbusiness/
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Introduction to Radio Frequency Identification (RFID)
RFID has been mandated by the Department of Defense for most vendors and is increasingly a requirement for many large retail businesses.
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Information Sites Overview of selling to the federal
governmentwww.sellingtothegovernment.net and www.sba.gov/GC
Selling to the Militaryhttp://www.acq.osd.mil/sadbu/doing_business/index.htm
Wide Area Work Flowwww.wawftraining.com
Radio Frequency Identificationwww.dodrfid.org
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Contacts
Dolcey Chaplin, DirectorFoundation at New Jersey Institute of Technology PTAC323 Martin Luther King Boulevard490 Fenster HallNewark, NJ 07102-1982Phone: [email protected]
Clyde Stoltzfus, DirectorSE PA PTAPThe Wharton SchoolUniversity of Pennsylvania3733 Spruce StreetPhiladelphia, PA 19194Telephone: (215) [email protected]