navigating the internet for procurement opportunities presented to: small business administration...
TRANSCRIPT
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Navigating the Internet for Navigating the Internet for Procurement OpportunitiesProcurement Opportunities
Presented to:Presented to:Small Business Administration Georgia 8(a) FirmsSmall Business Administration Georgia 8(a) Firms
EC
Arthur L. BrownArthur L. [email protected]@lescot.com
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The electronic exchange of business/technical information using Electronic Data Interchange (EDI), Email, Electronic Funds Transfer (EFT) and other similar technologies.
Electronic Commerce Defined (EC)
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Business ClimateBusiness ClimateBusiness ClimateBusiness Climate
CHANGE
NowNowNowNow
ForeverForeverForeverForever
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Why/Uses for E-Business?
In order to sell goods and services Time-saving business communications To easily share necessary information with other staff
members/businesses
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Why/Uses for E-Business? (cont’)
To purchase required goods and services
Create data once and use it many times To reduce costs of traditional
operations
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Why/Uses for E-Business?(cont’)
To be electronically linked to the rest of the business community (world-wide)
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Economic Forces Driving
Electronic Commerce
Cost of Labor
Telecommunications Costs
Computing Costs
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Research Your Market to Find Answers To:
Who are my customers Where are they located What does/will make them by
my product/services What is my optimum selling
price What should my
advertising/promotional message consist of
How do I get to them
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Market Research Methods Primary Research
Provide online surveys, questionnaires, online focus groups
Study your traffic logs Example:
http://www.zoomerang.com/login/index.zgi
http://www.surveymonkey.com/
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http://info.zoomerang.com/
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Start by Defining Your Business Classification North American Industrial Classification (NAICS)
Code - http://www.census.gov/epcd/naics02/ Standard Industrial Classification (SIC) Code -
http://www.census.gov/epcd/naics02/ Federal Supply Classification (FSC) Code
-http://www.softshare.com/tables/pscs/ National Institute of Government Purchasing (NIGP) -
http://www.nigp.org/ Commercial and Governmental Entity (CAGE) Code -
http://www.dlis.dla.mil/cageserv.asp Data Universal Numbering System (DUNS) Number -
http://www.dnb.com/US/
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http://www.census.gov/epcd/naics02/
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http://www.nigp.org/
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http://statepurchasing.doas.georgia.gov/02/doas/osp/home/0,2469,35226973,00.html
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www.dnb.com/US
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Market Research Methods (cont’) Secondary Research Sources
Company Data Industry Sources/Associations Governmental Agencies Universities/Libraries Search Engines Trade Journals Investment Industry Analysis Internet Analysis
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http://www.census.gov/epcd/cbp/view/cbpview.html
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http://www.bea.gov/
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Procurement Personnel Need to Know (Public Sector)
Small and Disadvantaged Utilization Specialists (SADBUS
Small Business Liaison Officer Users Contracting Officer Competition Advocate
Program Manager http://www.osdbu.gov/Member_List.htm
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http://www.dodscrc.org/links.htm
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Procurement Personnel Need to Know (Private Sector)
Buyers Purchasing/Procurement Supply Chain Managers Supplier Diversity Program Manager
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Who’s the Competition Who are your competitors Where are they located What are their
strengths/weaknesses How does my product/service
compare
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Marketing Strategy Development A marketing strategy is a target
market and a related marketing mix A target market is a similar group
(market segment) of customers to whom you wish to appeal
A marketing mix consists of a group of controllable variables (product, place, promotion, price) which are put together to satisfy a target market
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Target Market Profile Parameters Demographic
Geographic Cultural and ethnic groups Economic Power Industry Type
Psychographic Values, attitudes, beliefs Lifestyles
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Target Market Segment Examples Homeowners with homes valued
at $1million and over Professional athletes Colleges and Universities Families between the ages of 20
and 45 years of age Federal, state and local
governments
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Sources to Identify Target Markets/Commercial
Build/Existing Contact Database Access/Purchase Database
Reference USA http://www.referenceusa.com/
Yellow PagesYellowpages.com
Thomas Registerhttp://www.thomasnet.com/
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Sources to Identify Target Markets/Government (cont’)
U.S., State and Local GovernmentsFederal
http://www.fedbizopps.gov/ http://www.hq.usace.army.mil/cepr/ASFI.htm https://www.neco.navy.mil/ http://www.mbda.gov/index.cfm?fuseaction=login.main&ret
urnAddress=fuseaction%3Dpx2%2Ephx%5Fmain
State and Local
http://www.statelocalgov.net/index.cfm
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Custom computer programmers in Fulton County – NAICS 541511
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Banks in Fulton County
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Procurement Research Sources Historical Purchases
E-Procurement Database – http://www.fpdsng.com/
Current Purchases Fedbizopps - http://www.fedbizopps.gov/ NECO -
https://www.neco.navy.mil/secure/register/register.cfm
Army Single Face to Industry - https://acquisition.army.mil/asfi/
Projections Agency Procurement Forecasts -
http://hqlnc.doe.gov/support/SmallBusUtil.nsf
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www.fpds.gov
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Procurement by NAICS 423690 - FY 07
Contracting Department NameCurrent Contract Value
DEPT OF DEFENSE $10,588,770,861
HOMELAND SECURITY, DEPARTMENT OF $2,893,651
HEALTH AND HUMAN SERVICES, DEPARTMENT OF $2,630,290
STATE, DEPARTMENT OF $1,413,033
JUSTICE, DEPARTMENT OF $1,266,694
INTERIOR, DEPARTMENT OF THE $1,004,970
NATIONAL AERONAUTICS AND SPACE ADMINISTRATION $503,781
AGRICULTURE, DEPARTMENT OF $473,161
TRANSPORTATION, DEPARTMENT OF $462,324
VETERANS AFFAIRS, DEPARTMENT OF $394,590
GENERAL SERVICES ADMINISTRATION $332,839
COMMERCE, DEPARTMENT OF $241,832
TREASURY, DEPARTMENT OF THE $217,703
FEDERAL COMMUNICATIONS COMMISSION $157,000
SMITHSONIAN INSTITUTION $85,921
ENERGY, DEPARTMENT OF $71,842
LABOR, DEPARTMENT OF $58,316
EDUCATION, DEPARTMENT OF $29,612
ENVIRONMENTAL PROTECTION AGENCY $26,374
SMALL BUSINESS ADMINISTRATION $24,876
CONSUMER PRODUCT SAFETY COMMISSION $2,107
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http://www.fedbizopps.gov/
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http://hqlnc.doe.gov/support/SmallBusUtil.nsf
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http://ssl.doas.state.ga.us/PRSapp/PR_index.jsp
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http://www.sba.gov/GC/cmr/gasubs.html
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Contracting Preference Programs Small Business SBA 8(a) Program Small Disadvantaged Business Woman Owned Firms Veteran Owned Veteran Owned Service Disabled GSA Schedule HUBZone Certified
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Controllable Variables-4Ps Product Promotion Place Price
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Product/Service Strategy What the customer gets to satisfy a
need Most time spent in this area
perfecting Giveaway for site visitors (not
everything) Product/Service often misunderstood
phenomenon
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Promotion Strategy (Advertising) Most applicable to e-commerce
of the 4Ps E-Commerce has revolutionized
how products/services are viewed (Ex: email)
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Internet Promotion Tactics Internal visitor registrations External website registrations Website Linking Advertising/Publicity
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Internal Visitor Registrations Generates contacts for your
“contact” database Used to develop proactive
marketing campaign Request permission to receive
marketing material Specify on your page your
privacy policy
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External Website Registrations Search engines extremely valuable
in getting traffic to your website Corporate/Industrial sector primarily
using Electronic Data Interchange as a tool for conducting business electronically
Government and particularly, the Federal Government farther ahead in website registrations than the private/industry sector
Must continue to be proactive in marketing efforts
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Web Site Registrations Central Contractor Registration
Dynamic Small Business Search Kudzu.com Thomas Register
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www.ccr.gov
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Form Associations with Like Organizations Link to other web sites and
request visitors to your site to add a link to their site
Ask your visitors to bookmark your site
Develop an affiliate/associate program
Include your company in other industry/association group lists
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Place (Distribution) Strategy Process of getting the product/service
to the customer Traditional distribution model –
manufacturer/provider to wholesaler/distributor to retailer to end user
With internet, target is manufacturer/provider to end user
Can be a major factor in customer satisfaction
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Distribution Strategy Realities and Considerations
Christmas 2000 was a major fiasco for some retailers
Supply chain/Fulfillment must be continuously revisited
Must make every effort to be customer “sentric” since limited customer interaction
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Customer Requirements Now Include: Forming Alliances Joint Ventures Partnering Teaming
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Pricing/Payment Strategy Electronic payments to include EDI,
credit card payment/acceptance In the non-internet environment,
pricing is quite speculative In the internet environment, a more
open process Tends to be a negative for the
business Auctions/Reverse Auctions becoming
a trend
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Securing The Payment
Business Concerns Security
Considerations Credit Cards "Electronic
Money"
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Internet Marketing Requires Another 4Ps Persistence Perseverance Patience People
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“To cost effectively build profitable organizations through a solid foundation of business, marketing and economic development expertise.”
LeScot’s Mission
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LeScot Enterprise Services
Marketing Development
Training, Seminar and Other Communication
Services
ECEC
Business Management and Technical Assistance Services
Economic Development
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What lies behind us versus what lies before us are only tiny matters compared to what lies within us.
…..Ralph Waldo Emerson
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