www.gtpac.org gtpac overview georgia tech procurement assistance center
TRANSCRIPT
www.gtpac.org
GTPAC OVERVIEW
Georgia Tech Procurement Assistance Center
www.gtpac.org
Why sell to the government?
• World’s biggest customer
• Buys virtually everything
• Spends billions• Checks never bounce• Open to any business
www.gtpac.org
Why sell to the government?
• World’s biggest customer
• Buys virtually everything
• Spends billions• Checks never bounce• Open to any business
www.gtpac.org
The federal government signs approximately 56,000 contracts each day and spends $30-40 million each working hour.
www.gtpac.org
This has led to the evolution of a complicated and changing body of rules for each step of the procurement process.
www.gtpac.org
You will not win any govt contracts by simply keeping your fingers crossed or waiting at your computer, so let me tell you how it done
www.gtpac.org
GTPAC MissionGTPAC Mission
• GTPAC’s mission is to provide marketing and procurement technical assistance to Georgia businesses, large and small, operating in the government procurement markets at the federal, state, and local levels as a prime contractor or subcontractor.
• Goal: Business growth and the creation or retention of jobs resulting from government contract awards.
www.gtpac.org
BackgroundBackground
• Statewide program, sponsored by Georgia Tech’s Economic Development Institute and DoD’s Defense Logistics Agency since 1985.
• One of 93 PTAC programs administered by DLA nationally.
• Personnel possess 270+ years of procurement-related experience in 48 procurement technical disciplines.
• Trained hundreds of Georgia companies compete for and win government contracts worth over $3.4 billion.
• Last year, 400 out of 1500 GTPAC clients received government contracts worth a total of nearly $1 billion.
www.gtpac.org
GTPAC Business GTPAC Business AssistanceAssistance
• Train business owners at procurement workshops, seminars, and classes.
• Coach businesses on the procurement process and on marketing their products and services to government organizations.
• Notify businesses of bidding opportunities.
• Network opportunities for SB’s with government agencies and primes.
www.gtpac.org
www.gtpac.org
Specific AssistanceSpecific Assistance
Provide counseling and assistance:– Solicitation analysis– Bid/proposal preparation– Specifications/Standards/Technical data– Cost accounting/Quality systems– Electronic Commerce/Electronic Data
Interchange– Pre-award & Post-award support – Procurement history/Past pricing– New developments/Requirements
www.gtpac.org
Accessing GTPAC ResourcesAccessing GTPAC Resources
• GTPAC services are provided at no charge.
www.gtpac.org
GTPAC RequirementsGTPAC Requirements
• Be a Georgia-based company. • Have the potential to sell to the
government. • Want to sell to the government.
– As demonstrated by attending our “Intro to Government Contracting” class.
and …
To become a client, we require …
www.gtpac.org
GTPAC Requirements GTPAC Requirements (continued)(continued)
• Have a working e-mail address.
• Report govt sales activity once a quarter.
• Complete annual quality of services survey.
• Fill-out a client application.– Distributed only at the “Intro” class.
www.gtpac.org
7 phases of gov’t contracting
• Registration• Develop a marketing strategy• Know the “right people”• Consult a reference library• Search for opportunities• Bid• Perform
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#1 Registration - ORCA
•www.bpn.gov• Establish MPIN during your CCR
data entry phrase• Complete your ORCA (Online
Representation and Certification Application)
• ORCA tutorial is on your thumb drive
• Review BPN press releases
www.gtpac.org
#2 Develop marketing strategy
• ID & target only key buying activities• Visit small business specialist, buyers & end
users• Always take promotional material• Determine procurement cycle• Develop & have brochures / line cards / business
cards• Periodically re-visit buying activities• Attend trade shows
www.gtpac.org
#3 Know the “right people”
• Federal Small Business Specialist – SADBU– Pronounced “sad-boo”– Small And Disadvantaged Business Utilization
specialists– Acts as liaison between supplier and buyer– Does not buy anything– Your conduit to technical person or buyer– Communication protocol– E-mail addresses are now available
• Find at…– www.acq.osd.mil/sadbu/publications/sbs/sb
s.html
www.gtpac.org
#4 Consult reference library
• Federal Acquisition Regulation (FAR)– www.arnet.govt/far/index.html
• Defense Federal Acquisition Regulation Supplement (DFARS) – akss.dau.mil/jsp/default.jsp
• Code of Federal Regulations (CFR)– www.access.gpo.govt/nara/cfr/cfr-
table-search.html
www.gtpac.org
#5 Search for opportunities
• Federal Business Opportunities (FedBizOpps)– Procurement Notices– Contract Awards– Subcontract Leads– Sales of Surplus Property– Foreign Business Opportunities
• www.fbo.govt(primary)
• www.fedbizopps.govt (secondary)
www.gtpac.org
#6 Bidding
Sealed bids• Invitation for Bids (IFB)
Negotiated bids• Request for Proposal (RFP)• Request for Quotation (RFQ)
Both are called Solicitations (sol)What does “place of performance”
mean?What’s a “sources sought”?
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#7 Perform
• Most responsive & responsible• Best commercial practices• Past performance• Acceptance of Credit Card • Registered in Wide Area Work Flow • “Best value”
www.gtpac.org
www.gtpac.org
Attendees to the “intro”seminar receive thiskind of stuff via their thumb drive
www.gtpac.org
www.gtpac.org
Review of GTPAC assist
• Visit - www.gtpac.org• Training• Bid match service• Paperwork assistance• Procurement history• Reference library• E commerce assistance• One-on-one counseling• Service provided at NO COST
www.gtpac.org
Summary
• We teach Georgia firms to be more competitive in the federal, state, and local government markets.
• Conveniently located throughout the state – Atlanta, Albany, Augusta, Columbus, Gainesville, Rockmart, Savannah, and Warner Robins.
• To get started, clients must:– Visit our new website– Register for our “Intro” class or any other class– Enroll as a client
www.gtpac.org
Thanks for having me…
Dannie E. James Sr., GTPAC Atlanta760 Spring Street NW
Atlanta, GA 30332-0640Voice 404-894-8832