selling to government agencies willie tanamachi university of houston procurement technical...
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Selling to Selling to Government Government
AgenciesAgenciesWillie Tanamachi
University of Houston Procurement Technical Assistance
Center (PTAC)[email protected]
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The Government The Government CustomerCustomer
World’s best customer
Buys everything
Spends billions
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The Government The Government MarketMarket
Department of Defense (DoD) Army – Navy – Air Force Supply Centers
Federal Civilian Agencies GSA, VA, NASA Departments of …
Prime Contractors
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Size of the Government Size of the Government MarketMarket
Total Federal Acquisition Spending $200 Billion
Small Business Market Share Small Business Goal
23% ($46 Billion) Small Disadvantaged Business Goal
7% ($14 Billion) Women-Owned Business Goal
5% ($10 Billion)
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How the Government How the Government BuysBuys
The goal is…A quality product or service
Delivered on timeAt a competitive cost
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Getting StartedGetting Started Research The right people The right publications Registration Technology
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ResearchResearch Identify product of service Determine NAICS Determine FSC and PSC Identify target government market
Eps.gov Technology
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The Right PeopleThe Right PeopleFind at: Start with the Small Business
Specialist Acts as liaison between supplier and buyer Does not buy anything Contact with technical person or buyer
Find at: www.acq.osd.mil/sadbu
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RegistrationRegistration CCR
DoD – www.ccr.gov PRO-Net – www.pro-net.sba.gov
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Electronic Bid MatchElectronic Bid Match CCR Daily notification of bids that closely
match a company’s capabilitiesDLA small purchases State and local International EDI
Find at: www.eps.gov
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Bidding ProcessBidding Process Identify Opportunity Determine Requirements Complete Paperwork Submit Bid
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Success FactorsSuccess Factors Responsive Responsible
Additional Additional OpportunitiesOpportunities
Subcontracting
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Socioeconomic Socioeconomic ProgramsPrograms 8(a) Program www.sba.gov/med/
Small Disadvantaged Business www.sba.gov/sdb/
HUBZone Program www.sba.gov/hubzone/
Women-Owned Business www.womenbiz.gov
Veteran-Owned Business
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PTAC AssistancePTAC Assistance Training Bid-Match Service Paperwork Assistance Procurement History Specs and Standards Electronic Commerce Certification One-on-one Counseling
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ResultsResults Contract Awards Success Stories Client Satisfaction
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UH SBDC is a program of the UH C.T. Bauer College of Business and a resource partner of the U.S. Small Business Administration. The SBDC is partially funded by the US SBA. SBA’s funding is not
an endorsement of any products, opinions, or services. SBA-funded programs are extended to the public on a non-discriminatory basis.