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Kentucky Procurement Assistance Program (KPAP)

Your Fair Share Government Contracting

Elizabethtown, Kentucky

Bobbi Carlton

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Program Overview

• Kentucky Procurement Assistance Program (KPAP) is the Procurement Technical Assistance Center (PTAC) for Kentucky.

• KPAP a business assistance program of the Kentucky Cabinet for Economic Development that is designed for firms interested in government contracting

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Purpose and Desired Outcomes

• Purpose of program is to help Kentucky firms market their goods and services to federal, state, and local government agencies

• Desired Outcomes: - Job creation/retention through increased

government contracts - Increased government dollars flowing through

Kentucky’s economy

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Program Statistics

• Currently serving more than 2,000 active firms, including construction, manufacturing, service, research & development, and wholesale/retail

• Client firms have reported by survey that we

assisted them in obtaining more than $100 million annually in government contracts and subcontracts during each of the past five years

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Marketing Assistance • Bid Match Program

– Automatically matches a company’s products and/or services against a database of federal, state, and local government bid opportunities

– Collect bid information from several thousand government buying offices nationwide

– Can include subcontracting opportunities

– Are e-mailed to active KPAP clients participating in Bid Match

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Bid Match Program • Sample bid notices of potential government

contracting opportunities

University of Kentucky, Purchasing Division, 322 Peterson Service Building, Lexington, KY 40506-0005 23 -- HYDROGEN TUBE TRAILER - ADDENDUM-1. UK-1170-12 DUE 08-MAY-2012 Rebecca Purcell, Phone: (859) 257-5479; Website: http://www.uky.edu/Purchasing/bidlist.htm This notice is provided by the Kentucky Procurement Assistance Program. The information is believed to be correct, but should be verified with the issuing agency/organization.

Contact Information 7

Bid Match Program • Breakdown of a bid notice

University of Kentucky, Purchasing Division, 322 Peterson Service Building, Lexington, KY 40506 23 -- HYDROGEN TUBE TRAILER UK-1170-12 DUE 08-MAY-2012 Rebecca Purcell, Phone: (859) 257-5479; Website: http://www.uky.edu/Purchasing/bidlist.htm This notice is provided by the Kentucky Procurement Assistance Program. The information is believed to be correct, but should be verified with the issuing agency/organization.

Agency

Description of Work

Category

Due Date

Solicitation Number

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Bid Match Program • Categories Bids are Posted In – Service Codes

SERVICE CODES

A - Research and Development N - Installation of Equipment B - Special Studies and Analyses - Not R&D P - Salvage Services C - Architect and Engineering - Construction Q - Medical Services D - Automatic Data Processing and Telecommunication R - Professional, Administrative & Management Support E - Purchase of Structures and Facilities S - Utilities and Housekeeping Services F - Natural Resources and Conservation T - Photographic, Mapping, Printing, and Publications

G - Social Services U - Education and Training H - Quality Control, Testing, and Inspection V - Transportation, Travel and Relocation J - Maintenance, Repair, and Rebuilding of Equipment W - Lease or Rental of Equipment

K - Modification of Equipment X - Lease or Rental of Facilities L - Technical Representative Y - Construction of Structures and Facilities M - Operation of Government Owned Facilities Z - Maintenance, Repair or Alteration of Real Property

http://www.outreachsystems.com/resources/tables/pscs/

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Bid Match Program • Categories Bids are Posted In – Product Codes

PRODUCT CODES 10 - Weapons 32 - Woodworking Machinery and Equipment 11 - Nuclear Ordinace 34 - Metalworking Machinery 12 - Fire Control Equipment 35 - Service and Trade Equipment 13 - Ammunitions and Explosives 36 - Special Industry Machinery 14 - Guided Missiles 37 - Agricultural Machinery and Equipment 15 - Aircraft and Airframe Structural Components 38 - Construction, Mining, Excavating, Highway Maint. 16 - Aircraft Components and Accessories 39 - Materials Handling Equipment 17 - Aircraft Launching/Landing/Ground Handling Equip. 40 - Rope, Cable, Chain, and Fittings 18 - Space Vehicles 41 - Refrigeration, Air Conditioning Equip. 19 - Ships, Small Craft, Pontoons, and Floating Docks 42 - Fire Fighting, Rescue, and Safety Equipment 20 - Ship and Marine Equipment 43 - Pumps and Compressors 22 - Railway Equipment 44 - Furnace/Steam Plant/Drying Equip, Nuclear Reactors 23 - Ground Vehicles, Motor Vehicles, Trailers, Cycles 45 - Plumbing, Heating, and Sanitation Equipment 24 – Tractors 46 - Water Purification and Sewage Treatment Equipment 25 - Vehicular Equipment Components 47 - Pipe, Tubing, Hose, Fittings 26 - Tires and Tubes 48 - Valves 28 - Engines, Turbines, and Components 49 - Maintenance and Repair Shop Equipment 29 - Engine Accessories 51 - Hand Tools 30 - Mechanical Power Transmission Equipment 52 - Measuring Tools 31 - Bearings

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Bid Match Program • Categories Bids are Posted In – Product Codes (continued)

PRODUCT CODES 53 - Hardware and Abrasives 75 - Office Supplies and Devices 54 - Prefabricated Structures and Scaffolding 76 - Books, Maps, and Other Publications 55 - Lumber, Millwork, Plywood, and Veneer 77 - Musical Instruments 56 - Construction and Building Materials 78 - Recreational and Athletic Equipment 58 - Communications, Detection and Coherent Radiation 79 - Cleaning Equipment and Supplies 59 - Electrical and Electronic Equipment Components 80 - Brushes, Paints, Sealers, and Adhesives 60 - Fiber Optics Materials and Components 81 - Containers, Packaging, and Packing Supplies 61 - Electric Wire, and Power and Distribution Equipment 83 - Textiles/Leather/Furs/Apparel/Shoes/Tents/Flags 62 - Lighting Fixtures and Lamps 84 - Clothing, Individual Equipment, and Insignia 63 - Alarm, Signal, and Detection Systems 85 - Toiletries 65 - Medical, Dental, and Veterinary Equipment 87 - Agricultural Supplies 66 - Instruments and Laboratory Equipment 88 - Live Animals 67 - Photographic Equipment 89 - Subsistence (Food) 68 - Chemicals and Chemical Products 91 - Fuels, Lubricants, Oils, and Waxes 69 - Training Aids and Devices 93 - Nonmetallic Fabricated Materials 70 - ADP Equipment Software, Supplies, Equipment 94 - Nonmetallic Crude Materials 71 - Furniture 95 - Metal Bars, Sheets, and Shapes 72 - Household/Commercial Furnishings and Appliances 96 - Ores, Minerals, and Their Primary Products 73 - Food Preparation and Serving Equipment 99 - Miscellaneous 74 - Office Machines

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Bid Match Program

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Consulting Services

• One-on-one assistance on topics related to government contracting is provided by experienced consultants

Examples of assistance: – Understanding contracting rules and regulations – Responding to government bid packages – Review quotes, bids, and proposals – Market research – Federal and State registrations – Certification programs – GSA Schedules

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Training

• Training is designed to help firms understand how to do business with federal, state, and local government agencies – Selling to the Government – How to Prepare a Bid Proposal – Understanding GSA Schedules – Networking Opportunities – http://www.thinkkentucky.com/KPAP

• Click on training

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KPAP Website Information

• Guide to Government Contracting • Application Questionnaire to enroll in KPAP • Training Calendar

www.thinkkentucky.com/kpap

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Summary of Services

• One-on-One Counseling • Matchmaking/Subcontracting Opportunities • Bid Match Services • GSA Schedule Assistance • Training & Networking Workshops • Certifications & Registrations

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Selling to the Government

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Why Sell to the Government?

• World’s largest customer • Buys virtually everything • Spends billions • Checks never bounce • Open to any business • Contracts awarded to Elizabethtown Businesses

• 2012 - $1,116,429 • 2011 - $15,405,011

www.usaspending.gov

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Is Your Business Ready? • Do you have a business plan? • Have you defined your customer? • Do you have an established customer base? • Can your business accommodate a new

customer? • Do you have references and past

performance history?

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Government’s Goal

• Quality Product/Service

• Delivered on Time

• Competitively Priced

• “Best Value”

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Buyer’s Rule # 1

READ READ READ

Contracting Officers say most mistakes are made because contractors did not READ the full solicitation.

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Doing Business with Kentucky

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Determine Commodity Codes • Select Commodity Codes (limit 20 codes)

– Go to http://finance.ky.gov – Click on eProcurement under Popular Pages – Click on Doing Business with the Commonwealth – Click on Commodity Class Codes and Descriptions file – Click Open or Save to view the file

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Register in State Website • Register in Vendor Self Service (VSS)

https://emars.ky.gov/online/vss/AltSelfService

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State Certifications • Disadvantaged Business Enterprise (DBE)

– Kentucky Transportation Cabinet http://transportation.ky.gov/civil-rights-and-small-

business-development/Pages/default.aspx

• Minority/Women Business Enterprise (MBE/WBE) – Finance Cabinet http://mwbe.ky.gov

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State Buyer Listings

• State Buyer Listing by Commodity – Go to http://finance.ky.gov/offices/controller/Pages/ops.aspx – Click on Office of Procurement Services Commodity

Assignments by Buyer Excel link

• Buyer Contact Information – Go to http://finance.ky.gov/offices/controller/Pages/ops.aspx – Click on Office Staff Listing link file

• Other Agency Buyer Contact Information – Go to http://finance.ky.gov/services/eprocurement/Pages/doingbusiness.aspx

– Click on Purchasing Contact Information

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Preference Law

• A resident bidder of the Commonwealth shall be given a preference against a nonresident bidder registered in any state that gives or requires a preference to bidders from that state.

• The preference shall be equal to the preference given or required by the state of the nonresident bidder.

• KRS 45A 494 and 200 KAR 5:400

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Doing Business with the

Federal Government

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When Marketing Your Product or Service

• Contact the agency small business advocate/contact to market your business

• Ask the small business contact what type of certifications the agency accepts to ensure you have the appropriate certification

• Attend agency events if possible to form relationships with the buyers

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Bid Match Program

http://www.census.gov/naics/2007/NAICOD07.HTM

• Know your NAICS codes

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How Do I Market to the Federal Gov’t?

• Register in System for Award Management (SAM) – Required registration for doing business with the federal

government (July 2012)

• Register in FedBizOpps (FBO) – Federal portal where solicitations are posted

• DLA’s Internet Bid Board System (DIBBS) – Department of Defense’s Online Purchasing

• Apply for a General Services Administration (GSA) Schedules (optional) – Federal government’s Online Purchasing

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Federal Small Business Contacts

There is typically a small business contact at each federal agency

Ft. Knox Theresa Jones

Small Business Advocate 502-624-0171 / 502-624-7569 Theresa.k.jones.civ@mail.mil

http://doc.knox.army.mil/

Army Corps of Engineers Louisville District

Jacque Gee 502-315-6111

Jacqueline.R.Gee@usace.army.mil http://www.lrl.usace.army.mil/

Ft. Campbell Rosa Elmore 270-798-7812

rosa.p.elmore.civ@mail.mil http://www.campbell.army.mil/campb

ell/directorates/DOC/Pages/DOC.aspx

Department of Defense Small Disadvantage Business

Utilization (SADBU) http://www.acq.osd.mil/osbp/

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Federal Certifications • 8(a) Business Development Certification

http://www.sba.gov/8a

• HUBZone Certification http://www.sba.gov/hubzone

• Veteran Certification - (VetBiz) http://www.vip.vetbiz.gov/

• SBA Women-Owned Small Business (WOSB) Self-Certification http://www.sba.gov/wosb

Set-Asides 8a, HUBZone, & SDVOSB

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Research

• Past Award Information – USA Spending - www.usaspending.gov – FedBizOpps (FBO) – www.fbo.gov – Vendor Self Service (VSS) -

https://emars.ky.gov/online/vss/AltSelfService – Kentucky’s Open Door - http://opendoor.ky.gov – I-Search - www.outreachsystems.com/isearch/

• Search agency specific websites • Attend trade shows/fairs/expos and networking

events

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Steps to Doing Business with Gov’t

1) Become a KPAP client

2) Register in SAM/VSS/FBO

3) Apply for certifications, if appropriate

4) Define your market

5) Contact buyer - introduce your business

6) Attend industry events & gain information

7) Look for Training Partners

8) Respond to specific opportunities

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Contact Information

Bobbi Carlton bobbi.carlton@ky.gov

502-782-1971 (Direct line) 800-838-3266 (KPAP line)

www.thinkkentucky.com/kpap

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KPAP

Questions???