government business federal, state & city for newcomers

Government Business Government Business Federal, State & City Federal, State & City

For NewcomersFor Newcomers

Moderated by:Moderated by:Dan F. Sturdivant, IIDan F. Sturdivant, II

DHS, OSDBUDHS, OSDBU

Policy StatementPolicy Statement

It is the policy of the United States, It is the policy of the United States, as stated in the Small Business Act, as stated in the Small Business Act, that “all” small businesses have the that “all” small businesses have the maximum practicable opportunity to maximum practicable opportunity to participate in providing goods and participate in providing goods and services to the government.services to the government.

Policy StatementPolicy Statement

It is the policy of the United States, It is the policy of the United States, as stated in the Small Business Act, as stated in the Small Business Act, that “all” small businesses have the that “all” small businesses have the maximum practicable opportunity to maximum practicable opportunity to participate in providing goods and participate in providing goods and services to the government.services to the government.

SBA LegislationSBA Legislation

To ensure that small businesses get their To ensure that small businesses get their fair share, SBA:fair share, SBA:

negotiates annual procurement goals with negotiates annual procurement goals with each federal agency;each federal agency;

reviews each agency’s results; andreviews each agency’s results; and

is responsible for ensuring that the is responsible for ensuring that the statutory government-wide goals are met.statutory government-wide goals are met.

Government Wide Statutory Government Wide Statutory GoalsGoals

Small business - 23 % of prime contractsSmall business - 23 % of prime contracts

SDB - 5 % of prime & subcontracts SDB - 5 % of prime & subcontracts

WOSB - 5 % of prime & subcontractsWOSB - 5 % of prime & subcontracts

HUBZone - 3 % of prime HUBZone - 3 % of prime

SDVOSB - 3 % of prime & subcontractsSDVOSB - 3 % of prime & subcontracts

Getting Started – Basic QuestionsGetting Started – Basic Questions

1. Which government agencies buy my 1. Which government agencies buy my products and services?products and services?

2. How do I get in touch with them?2. How do I get in touch with them?

3. How do I market them?3. How do I market them?

Getting Started – Basic AnswersGetting Started – Basic Answers

Answer to Question #1 (who buys what I sell) Answer to Question #1 (who buys what I sell)

Information technology – (Basically) every Information technology – (Basically) every federal agency buys it!federal agency buys it!

Ship parts, plane parts or space vehicle parts Ship parts, plane parts or space vehicle parts - look at websites of your targeted market, - look at websites of your targeted market, such as DoD, DHS, NASA, NAVY, etc.such as DoD, DHS, NASA, NAVY, etc.


Answer to Question #1 (who buys what I sell) Answer to Question #1 (who buys what I sell)

Review agency publications:Review agency publications:– Forecast of Procurement/Contracting Forecast of Procurement/Contracting

OpportunitiesOpportunities– Subcontracting DirectorySubcontracting Directory– ““How to” publications (if the agency has How to” publications (if the agency has

one)one)


Answer to Question #2 – Getting in TouchAnswer to Question #2 – Getting in Touch

Check out these websites:Check out these websites:

– https://www.fpds.gov/https://www.fpds.gov/-- Identify who Identify who buys your product or service (hint: know buys your product or service (hint: know your NAICS code)your NAICS code)

– http://www.fedbizopps.govhttp://www.fedbizopps.gov – Register - – Register - get notices of government requirements get notices of government requirements for your NAICS codefor your NAICS code



More websites:More websites:

– http://www.fedbid.comhttp://www.fedbid.com – Register - Compete on- – Register - Compete on-line for government requirements in your NAICS line for government requirements in your NAICS codecode

– http://www.mbda.govhttp://www.mbda.gov – Register – Phoenix – Register – Phoenix Database to get free contract referrals.Database to get free contract referrals.



More websites:More websites:

– http://www.ccr.govhttp://www.ccr.gov - Register on Dynamic Small - Register on Dynamic Small Business Search. SBA’s Pro-Net database is Business Search. SBA’s Pro-Net database is combined with DoD’s Central Contractor combined with DoD’s Central Contractor Registration database. Also a database used by Registration database. Also a database used by Contracting Officers. Register to be paid.Contracting Officers. Register to be paid.

– http://web.sba.gov/subnethttp://web.sba.gov/subnet - Prime Contractors - Prime Contractors post subcontracting opportunities here.post subcontracting opportunities here.


Answer to Question #3 – How do I market them?Answer to Question #3 – How do I market them?

Remember, the government is decentralized. Most Remember, the government is decentralized. Most agencies consist of numerous buying activities. agencies consist of numerous buying activities. (Example: Justice has 9 bureaus; Treasury has 10 (Example: Justice has 9 bureaus; Treasury has 10 bureaus; DOT has 10 bureaus;bureaus; DOT has 10 bureaus;

DHS has 22 organizational elements but 8 have DHS has 22 organizational elements but 8 have procurement authority)procurement authority)

Learn what each targeted agency bureau does and Learn what each targeted agency bureau does and how they spend their money!how they spend their money!



Participate in: Participate in: – Targeted Outreach ActivitiesTargeted Outreach Activities– Local Conferences/Trade ShowsLocal Conferences/Trade Shows

Focus on 3-5 agencies & allow 18-24 months for Focus on 3-5 agencies & allow 18-24 months for relationship building.relationship building.



Federal Agency One-On-One Counseling SessionFederal Agency One-On-One Counseling Session

Department of Homeland Security Vendor Outreach Department of Homeland Security Vendor Outreach Sessions Sessions http://http://www.dhs.govwww.dhs.gov/openforbusiness/openforbusiness, then , then click on “Small Business Procurement Assistance”click on “Small Business Procurement Assistance”

Treasury Vendor Outreach Sessions Treasury Vendor Outreach Sessions http://http://www.treas.gov/sbawww.treas.gov/sba, click on Outreach Activities, click on Outreach Activities

Department of Justice Monthly Counseling Sessions Department of Justice Monthly Counseling Sessions http://http://www.usdoj.gov/jmd/osdbuwww.usdoj.gov/jmd/osdbu//



U.S. Department of Agriculture Vendor Outreach Program – U.S. Department of Agriculture Vendor Outreach Program – http://http://www.usda.gov/osdbuwww.usda.gov/osdbu//

U.S. Department of Labor U.S. Department of Labor http://http://www.dol.gov/osbp/regs/procurement.htm www.dol.gov/osbp/regs/procurement.htm

U.S. Department of Health & Human ServicesU.S. Department of Health & Human Serviceshttp://www.hhs.gov/osdbu/http://www.hhs.gov/osdbu/



Department of Veterans AffairsDepartment of Veterans Affairshttp://www.va.gov/osdbu/services/register.asphttp://www.va.gov/osdbu/services/register.asp

U.S. Department of Housing and Urban U.S. Department of Housing and Urban DevelopmentDevelopmenthttp://www.hud.gov/offices/osdbu/index.cfmhttp://www.hud.gov/offices/osdbu/index.cfm



Develop a Marketing Plan/Strategy

• Subcontracts• Prime Contracts• Teaming/Joint Ventures • Mentor Protégé Agreements• Pre-existing Contract Vehicles

Business Performance Business Performance Top Ten Federal Agencies for FY 2006Top Ten Federal Agencies for FY 2006

Source: Small Business Administration Prime Contract Achievements FY 2006

Rank/AgencyRank/Agency FY 06 DollarsFY 06 Dollars

1. Department of Defense1. Department of Defense $234,951,480,470$234,951,480,470

2. Department of Energy2. Department of Energy $22,465,120,582$22,465,120,582

3. Department of Homeland Security3. Department of Homeland Security $13,954,853,129$13,954,853,129

4. National Aeronautics and Space Administration4. National Aeronautics and Space Administration $13,049,292,253$13,049,292,253

5. Department of Health and Human Services5. Department of Health and Human Services $11,838,821,677$11,838,821,677

6. Department of Veterans Affairs6. Department of Veterans Affairs $9,972,594,538$9,972,594,538

7. General Services Administration7. General Services Administration $5,437,700,513$5,437,700,513

8. Department of Justice8. Department of Justice $4,266,357,552$4,266,357,552

9. Department of Agriculture9. Department of Agriculture $4,119,558,459$4,119,558,459

10. Department of Interior10. Department of Interior $2,503,549,774$2,503,549,774

Percent of Small Business Percent of Small Business Prime ContractsPrime Contracts

Source: Small Business Administration Prime Contract Achievements FY 2006

Rank/AgencyRank/Agency FY 06 DollarsFY 06 Dollars

1. Department of Interior1. Department of Interior 55.48%55.48%

2. Department of Agriculture2. Department of Agriculture 49.32%49.32%

3. Department of Justice3. Department of Justice 36.81%36.81%

4. General Services Administration4. General Services Administration 32.22%32.22%

5. Department of Homeland Security5. Department of Homeland Security 31.60%31.60%

6. Department of Veterans Affairs6. Department of Veterans Affairs 28.71%28.71%

7. Department of Health and Human Services7. Department of Health and Human Services 23.48%23.48%

8. Department of Defense8. Department of Defense 21.84%21.84%

9. National Aeronautics and Space Administration9. National Aeronautics and Space Administration 14.85%14.85%

10. Department of Energy10. Department of Energy 5.37%5.37%

Getting StartedGetting Started

Key Sources of AssistanceKey Sources of Assistance

SBA – Locate your local SBA OfficeSBA – Locate your local SBA Office

http://www.sba.gov/http://www.sba.gov/

PTAC – Procurement Technical Assistance CenterPTAC – Procurement Technical Assistance Center

http://www.sellingtothegovernment.nethttp://www.sellingtothegovernment.net

OSDBU – Office of Small & Disadvantaged Business OSDBU – Office of Small & Disadvantaged Business Utilization Utilization http://www.osdbu.govhttp://www.osdbu.gov

SBDC – Small Business Development CenterSBDC – Small Business Development Center

http://www.sba.gov/sbdc/http://www.sba.gov/sbdc/

Basic InformationBasic Information

There are two types of contracting opportunities:There are two types of contracting opportunities:

Prime Contracting – you hold the contractPrime Contracting – you hold the contract

Subcontracting – a larger company holds the Subcontracting – a larger company holds the contract and you get to work on a piece of itcontract and you get to work on a piece of it

Basic Information (continued)Basic Information (continued)

After consideration of required sources (read After consideration of required sources (read FAR Part 8), the contracting officer has 2 FAR Part 8), the contracting officer has 2 choices:choices:

1. use a pre-existing contract (FSS, GWAC, 1. use a pre-existing contract (FSS, GWAC, Department-wide contract)Department-wide contract)

2. use open market procedures2. use open market procedures


Key Tip:Key Tip:

If what you provide is listed on a GSA FSS, then If what you provide is listed on a GSA FSS, then get on the schedule! get on the schedule!

Why? because it is a faster method of buyingWhy? because it is a faster method of buying

Research, find out what pre-existing vehicles Research, find out what pre-existing vehicles are used by the agencies you have targeted and are used by the agencies you have targeted and most importantly, let agencies know what most importantly, let agencies know what contract vehicles you have available to them.contract vehicles you have available to them.


$ amounts & methods of procurement you should $ amounts & methods of procurement you should know about:know about:

Up to $3,000 – Micro-purchase (credit card)Up to $3,000 – Micro-purchase (credit card)

$3001-$100,000 – Simplified Acquisition Procedures $3001-$100,000 – Simplified Acquisition Procedures (SAP)(SAP)

Over $100,000 – Formal Contracting ProceduresOver $100,000 – Formal Contracting Procedures

Note: under commercial items test – $5,000,000 can Note: under commercial items test – $5,000,000 can be considered SAPbe considered SAP

Small Business Procurement ProgramsSmall Business Procurement Programs

8(a) Program set-aside8(a) Program set-aside

HUBZone Program set-asideHUBZone Program set-aside

SDVOSB Program set-asideSDVOSB Program set-aside

Traditional Small Business set-asideTraditional Small Business set-aside

Full & Open competition toolsFull & Open competition tools– SDB evaluation factor-prime proposes SDB targetsSDB evaluation factor-prime proposes SDB targets– SubcontractingSubcontracting– Mentor-Protégé ProgramMentor-Protégé Program– HUBZone Price Evaluation Preference (10%)HUBZone Price Evaluation Preference (10%)

Small Business Procurement ProgramsSmall Business Procurement Programs

Currently, there is no way to limit the Currently, there is no way to limit the competition to: competition to:

– WOSBWOSB– SDBSDB– VOSBVOSB

Therefore, marketing is critical!Therefore, marketing is critical!

The “Model” Small Business FirmThe “Model” Small Business Firm

Working in the federal marketplace understands:Working in the federal marketplace understands:

Core competenciesCore competencies

Marketing and relationship buildingMarketing and relationship building

Schedules/Multiple award contractsSchedules/Multiple award contracts

Open Market procurement (FEDBIZOPPS)Open Market procurement (FEDBIZOPPS)

Prime contractingPrime contracting

SubcontractingSubcontracting

The “Model” Small Business FirmThe “Model” Small Business Firm

Equipped to do business with the Government:Equipped to do business with the Government:

Accepts the government purchase card (Visa or Accepts the government purchase card (Visa or Mastercard)Mastercard)

Has good marketing materialsHas good marketing materials

Has a niche (What’s yours?)Has a niche (What’s yours?)

Has resources (people, equipment)Has resources (people, equipment)

Is web savvyIs web savvy

Is registered in Government pre-existing Is registered in Government pre-existing databases (CCR/Pro-Net, Fedbizopps)databases (CCR/Pro-Net, Fedbizopps)

In SummaryIn SummaryWhat Really Works...What Really Works...

RelationshipsRelationships

NetworkingNetworking

Multiple Contracting Multiple Contracting VehiclesVehicles

Continuous MarketingContinuous Marketing

Being PreparedBeing Prepared

Get InvolvedGet Involved

Past PerformancePast Performance

Share InformationShare Information

PatiencePatience

PersistencePersistence

Home work always comes before success in the dictionary &

Small Business Procurement!

government business federal, state & city for newcomers

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