Selling to the Federal Government

Rich DelisioKent Ohio Procurement Technical

Assistance Center

Making the Decision

• What does the Government buy?– Practically EVERYTHING

• What is your core competency?– Define what you can do best

• Is your commercial market strong?

• Do you have adequate financial resources?

• Are you willing to make the investment?

Small Business Advantage

• Federal purchases > $3,000 < $100,000 reserved for small businesses

• Purchases < $3,000 classified as "micro-purchases" and can be made without obtaining competitive quotes

• Contracts > $550,000 (or $1,000,000 for construction of a public facility) large prime contractors and other-than-small subcontractors submit subcontracting plans

Getting Started

Be prepared before you hit the road!

Step 1 ~ Research• Know where you’re going

– Who purchases your products/service?– At what volume?

• Resources– Federal Procurement Data System (FPDS)

• https://www.fpds.gov

– DLA-BSM Internet Bid Board System • https://www.dibbs.bsm.dla.mil

– Federal Business Opportunities• http://www.fbo.gov

– Procurement Forecasts• http://www.sba.gov/GC/forecast.html

Step 2 ~ Definition

• NAICS – North American Industrial Classification Code– Identify type of business http://www.census.gov/eos/www/naics/

• FSC – Federal Supply Code– Identify the category or product or service– Numeric codes are product– Alpha codes are services

http://www.dlis.dla.mil/h2

Step 3 ~ Required Registrations

• Central Contractor Registration (CCR)– www.ccr.gov– DUNS Number – call 1-866-705-5711 – SBA Small Business Dynamic Database

• Online Representations & Certifications– ORCA https://orca.bpn.gov/

Step 4 ~ Certifications

• Formal Certification– 8a– HubZone

• Self Certification– Woman Owned– Small Business, SDB– SDVOSB

Federal Contracting and Prime Subcontracting Goals

23% Small Business

5% 8a / SDB – Set Asides

5% HubZone – Set Asides

5% Woman Owned

5% SDVOSB – Set Asides

• www.vetbiz.gov

• 5% aside goals (SDVOB)

• 7% goals for the VA

• MUST have – DD214 – Adjudication from VA

Step 5 ~ Veteran Registrations

Step 6 ~ Procurement Methods

• Open Competition – Open to all vendors– Awarded to best offer

• Direct Purchase– CO selects vendor– Credit Card

• GSA Schedule– Pre-approval of product/service and price

• DoD E-Mall– Internet - based Electronic Mall

Step 7 ~ Finding Opportunity

• Federal Business Opportunities– Purchase $25k and over– Refers to agency site

• Defense Logistics Agency (DLA)– DIBBS -BSM

• Solicitation• Drawings• Quoting

Step 8 ~ Peripheral Documents• Drawings

– Generally available through buying activity– Restricted Drawings

• U.S./Canada Joint Certification Program DD Form 2345

• Military & Private Industry Standards– http://assist.daps.dla.mil/online/start/

• Federal Acquisition Regulations– http://farsite.hill.af.mil/

Step 9 ~ Submitting a Quote

• Online quoting system– BSM - Dibbs– NECO– TACOM

• You must register before you can quote

• Be prepared BEFORE you start

Step 10 ~ Rules

• READ the solicitation• Re-read the solicitation• Understand exactly what is being requested

• Statement of Work (SOW)• Quantity – unit of issue• Packaging, RFID (Radio Frequency Identification), Delivery

• Have all specs, drawings, FAR’s, etc• Master Solicitation for Online bidding sites• Calculate price carefully – include all costs (packaging,

overhead, etc)• Read the solicitation• Submit timely and properly

Step 11 ~ Who You Gonna Call?

Step 12 ~ PTAC

• PTAC provides assistance with the procurement process– Bid Matching– Bid Preparation– Website Training– Certification Assistance– Registration Assistance– Ask and Ye Shall Receive

~ PTAC ~

• The PTAC Network was started in 1985 by the Department of Defense to assist small businesses selling to the government.

• PTAC is a nationwide network.

• PTAC is a non-profit technical assistance program funded by the DoD and Ohio Department of Development.

• Services are provided at NO COST!

~ RESOURCEFUL ~• TKO Training (Ohio Advantage)• ABVS(Automated Best Value System)• Board of Resourceful Directors

(active 8 free advice)

CONTACTS in

SMALL BUSINESS !!!

~ Websites ~

www.google.com/unclesamwww.google.com/unclesam

(procurement,doing business with.)(procurement,doing business with.)

~ More Websites ~

• General Services Administration– www.gsaelibrary.gsa.gov

• Military– http://www.sellingtoarmy.net– http://www.selltoairforce.org– http://www.tacom.army.mil– https://www.neco.navy.mil– http://www.dscc.dla.mil

Characteristics of Success ~

CommitmentDeterminationPersistence

Responsive, Responsible @ the right opportunity window

~ Contact ~

Kent Ohio Procurement Technical Assistance Center (PTAC)

211 East Summit Street

Kent, Ohio 44240

phone: (330) 474-3601

Rich Delisio, rdelisio@krba.biz

Summit, Stark, Portage, Wayne & Medina counties

~ Contact ~

Bob Fenn, bfenn@LCPORT.org Lake,

Cuyahoga, Lorain, Geauga & Ashtabula

counties. Phone: (440) 357-2295

Steve Danyi, steve@mvedc.com

Trumbull, Mahoning & Columbiana

counties. Phone: (330) 759-3668

Q & A