federal contracting – 101 (the art of the process)
DESCRIPTION
Federal Contracting – 101 (The Art of the Process). Moderated by: Dan F. Sturdivant, II DHS, OSDBU. Policy Statement. Policy Statement. - PowerPoint PPT PresentationTRANSCRIPT
![Page 1: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/1.jpg)
Federal Contracting – 101(The Art of the Process)
Moderated by:Dan F. Sturdivant, II
DHS, OSDBU
![Page 2: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/2.jpg)
Policy Statement• It is the policy of the United States,
as stated in the Small Business Act, that “all” small businesses have the maximum practicable opportunity to participate in providing goods and services to the government.
Policy Statement
![Page 3: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/3.jpg)
SBA Legislation
To ensure that small businesses get their fair share, SBA:
• negotiates annual procurement goals with each federal agency;
• reviews each agency’s results; and• is responsible for ensuring that the
statutory government-wide goals are met.
![Page 4: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/4.jpg)
Government Wide Statutory Goals
• Small business - 23 % of prime contracts• SDB - 5 % of prime & subcontracts • WOSB - 5 % of prime & subcontracts• HUBZone - 3 % of prime • SDVOSB - 3 % of prime & subcontracts
![Page 5: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/5.jpg)
Getting Started – Basic Questions
1. Which government agencies buy my products and services?
2. How do I get in touch with them?
3. How do I market them?
![Page 6: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/6.jpg)
Getting Started – Basic Answers
Answer to Question #1 (who buys what I sell)
• Information technology – (Basically) “every” federal agency buys some form of IT!
• When talking “specifics” – (i.e.) Ship parts, plane parts or space vehicle parts - look at websites of your targeted market, such as DoD, DHS, NASA, NAVY, etc.
![Page 7: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/7.jpg)
Getting Started – Basic Answers
Answer to Question #1 (who buys what I sell)
• Review agency publications:– Forecast of Procurement/Contracting
Opportunities– Subcontracting Directory (Listing of Primes)– Listing of agency’s components & the Small
Business Specialists collocated at each component or “buying activity.”
![Page 8: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/8.jpg)
Getting Started – Basic Answers
Answer to Question #2 – Getting in Touch
• Check out these websites:
– https://www.fpds.gov/- Identify who buys your product or service (hint: know your NAICS code)
– http://www.fedbizopps.gov – Register - get notices of government requirements for your NAICS code
![Page 9: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/9.jpg)
Getting Started – Basic Answers
Answer to Question #2 – Getting in Touch
More websites:
– http://www.fedbid.com – Register - Compete on-line for government requirements in your NAICS code
– http://www.mbda.gov – Register – Phoenix Database to get free contract referrals.
![Page 10: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/10.jpg)
Getting Started – Basic Answers
Answer to Question #2 – Getting in TouchMore websites:
– SAM (System for Award Management). As of May 2012, when users go to the CCR/FedReg, ORCA, or EPLS websites, you will be automatically redirected to the SAM website http://sam.gov.
– http://web.sba.gov/subnet - SBA’s Prime Contractors post subcontracting opportunities here.
![Page 11: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/11.jpg)
Getting Started – Basic AnswersAnswer to Question #3 – How do I market them?• Remember, the government is decentralized.
Most agencies consist of numerous buying activities. (Example: Justice has 9 components; Treasury has 10; DOT has 10; DHS has 22 organizational elements but 8 have procurement authority)
• Learn what each targeted agency’s components do and how they spend their money!
![Page 12: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/12.jpg)
Getting Started – Basic Answers
Answer to Question #3 – How do I market them?
• Participate in: – Targeted Outreach Activities– Local Conferences/Trade Shows
• Focus on 2-3 agencies & allow 18-24 months for “relationship building.”
![Page 13: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/13.jpg)
Getting Started – Basic AnswersAnswer to Question #3 – How do I market them?
Federal Agency “Matchmaking” Sessions• Department of Homeland Security Vendor Outreach
Sessions http://www.dhs.gov/openforbusiness, then click on “Small Business Procurement Assistance”
• Treasury Vendor Outreach Sessions http://www.treas.gov/sba, click on Outreach Activities
• Department of Justice Monthly Counseling Sessions http://www.usdoj.gov/jmd/osdbu/
![Page 14: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/14.jpg)
Getting Started – Basic AnswersAnswer to Question #3 – How do I market them?
• U.S. Department of Agriculture Vendor Outreach Program – http://www.usda.gov/osdbu/
• U.S. Department of Labor http://www.dol.gov/osbp/regs/procurement.htm
• U.S. Department of Health & Human Serviceshttp://www.hhs.gov/smallbusiness
![Page 15: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/15.jpg)
Getting Started – Basic Answers
Answer to Question #3 – How do I market them?
• Department of Veterans Affairshttp://www.va.gov/osdbu/services/register.asp
• U.S. Department of Housing and Urban Developmenthttp://www.hud.gov/offices/osdbu/index.cfm
![Page 16: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/16.jpg)
Getting Started – Basic Answers
Answer to Question #3 – How do I market them?
Develop a Marketing Plan/Strategy
• Subcontracts• Prime Contracts• Teaming/Joint Ventures • Mentor Protégé Agreements• Pre-existing Contract Vehicles
![Page 17: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/17.jpg)
Business Performance Top Ten Federal Agencies for FY 2012
Source: Small Business Administration Prime Contract Achievements FY 2010
Rank/Agency FY’12 Dollars1. Department of Defense $274,625,161,6172. Department of Energy $24,562,882,7653. Department of Health and Human Services $18,461,515,3534. Department of Veterans Affairs $17,335,860,7005. National Aeronautics and Space Administration $13,418,655,9176. Department of Homeland Security $12,700,335,3057. Department of Justice $5,847,014,5558. Department of Agriculture $5,332,720,2259. Department of Commerce $3,261,832,70810. Department of State $3,166,122,178
![Page 18: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/18.jpg)
Percent of Small Business Prime Contracts FY 2012
Source: Small Business Administration Prime Contract Achievements FY 2012
Rank/Agency FY’12 Percentage
1. Department of Agriculture 52.9%2. Department of State 39.1%3. Department of Commerce 36.8%4. Department of Veteran Affairs 35.1%5. Department of Homeland Security 31.0%6. Department of Justice 29.7%7. Department of Health and Human Services 22.4%8. Department of Defense 20.4%9. National Aeronautics and Space Administration 19.3%10. Department of Energy 5.1%
![Page 19: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/19.jpg)
Getting Started Key Sources of Assistance
• SBA – Locate your local SBA Officehttp://www.sba.gov/
• PTAC – Procurement Technical Assistance Centerhttp://www.aptac-us.org/new/
• OSDBU – Office of Small & Disadvantaged Business Utilization http://www.osdbu.gov
• SCORE - Service Core of Retired Executives www.SCORE.org• SBDC – Small Business Development Center
http://www.sba.gov/sbdc/
![Page 20: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/20.jpg)
Basic Information
There are two types of contracting opportunities:
• Prime Contracting – you hold the contract
• Subcontracting – a larger company holds the contract and you get to work on a piece of it
![Page 21: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/21.jpg)
Basic Information (continued)
After consideration of required sources (read FAR Part 8), the contracting officer has two choices:
1. Use a pre-existing contract vehicle (i.e. GWAC & Department-Wide Acquisition Contract - DWAC)
2. Use FedBizOpps for open market procedures www.fbo.gov
![Page 22: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/22.jpg)
Basic Information (continued)Key Tip:
If what you provide is listed on a GSA FSS, then get on the schedule! Why? because it is a faster method of buyingResearch, find out what pre-existing vehicles are used by the agencies you have targeted and most importantly, let agencies know what contract vehicles you have available to them.
![Page 23: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/23.jpg)
Basic Information (continued)$ amounts & methods of procurement you should know about:
• Up to $3,001 – Micro-purchase (credit card)• $3,001-$150,000 – Simplified Acquisition Procedures (SAP)• Over $150,000 – Formal Contracting Procedures
• Over $650,000 – Subcontracting
• $1.5 Million - Subcontracting for Construction
![Page 24: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/24.jpg)
Small Business Procurement Programs
• 8(a) Program set-aside• HUBZone Program set-aside• SDVOSB Program set-aside• WOSB and EDWOSB Program set-aside• Traditional Small Business set-aside• Full & Open competition tools
– SDB evaluation factor-prime proposes SDB targets– Subcontracting– Mentor-Protégé Program
![Page 25: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/25.jpg)
Small Business Procurement Programs
Currently, there is no way to limit the competition to:
– SDB (Small Disadvantaged Businesses)– VOSB (Veteran Owned Small
Businesses)
Therefore, marketing is critical!
![Page 26: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/26.jpg)
The “Model” Small Business Firm
Working in the federal marketplace understands:
• Core competencies• Marketing and relationship building• Schedules/Multiple award contracts• Open Market procurement (FEDBIZOPPS)• Prime contracting• Subcontracting
![Page 27: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/27.jpg)
The “Model” Small Business FirmEquipped to do business with the Government:• Accepts the government purchase card (Visa or
Mastercard)• Has good marketing materials• Has a niche (What’s yours?)• Has resources (people, equipment)• Is web savvy• Registered in Government pre-existing databases
(FedBizOpps, SAM & Dynamic Small Business Search http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm)
![Page 28: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/28.jpg)
In SummaryWhat Really Works...
• Relationships• Networking• Multiple Contracting
Vehicles• Continuous Marketing
• Being Prepared• Get Involved• Past Performance• Share Information• Patience• Persistence
![Page 29: Federal Contracting – 101 (The Art of the Process)](https://reader034.vdocuments.us/reader034/viewer/2022042522/56815ffb550346895dcefc3b/html5/thumbnails/29.jpg)
Home work always comes before success in the dictionary & Small
Business Procurement!