selling to the government final

8/8/2019 Selling to the Government Final

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Selling to the

Government


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Table of Contents

Introduction .....................................................................................................................................1Government Customers ................................................................................................................... 1Methods of Procurement .................................................................................................................. 2Getting Ready ..................................................................................................................................2Competitive Advantage ................................................................................................................... 3Finding Opportunities and Marketing ..............................................................................................4Selling in Wyoming .........................................................................................................................5Government Contracting Assistance ................................................................................................7Other Wyoming Small Business Resources .................................................................................... 7

Website Appendix ........................................................................................................................8


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Introduction

The United States Government spends approximately $300 billion annually on various productsand services and approximately $300 million of that is spent in Wyoming. Yet each year,countless contracts bypass small firms who are unaware of or do not understand government

procurement. Between the Department of Defense and federal civilian agencies just about everytype of product and service is purchased. If you are looking to sell to the federal government,there is probably a federal agency that could purchase from you.

To supply needed products and services to the federal government a company must becompetitive and qualified, but the government is also interested in bringing small businesses,small disadvantaged businesses, business owned by service disabled veterans, and women-owned businesses into to the supplier chain. In fact most federal agencies have contractingtargets for including these businesses. The government also provides incentives to businesseslocated in distressed areas which are called HUBZones.

The federal government executes nearly all its procurement actions through electroniccommerce. This has reduced the differences between commercial and government sales and theresult is that the principles used in commercial sales generally work when selling to thegovernment. By cultivating a good working relationship with customers, learning theirprocurement needs, complying with their buying practices and following relevant leads, you can,with patience and persistence, secure a piece of the federal procurement pie.

Government Customers

The largest central purchasing agencies in the federal government are theDefense LogisticsAgency (DLA), the General Services Administration (GSA), and the Veterans Administration(VA). Other agencies also purchase a variety of goods and services from vendors across thecountry. All these agencies have small business specialists which help with the contractingprocess.

TheDLA buys millions of different items for the Department of Defense through supplycenters which process requisitions, award contracts, and monitor inventory. TheDLAwebsite provides a list of Small Business Specialists who help you market yourproduct/service within their domain. They also may provide other information such aslists of purchase card holders and organization charts. Subcontracting opportunitiesavailable with prime contractors are also available on theDLA website.

The GSA contracts, through their Federal Supply Schedule system, a large volume ofgoods and services for federal civilian agencies, the military, federal courts, and the USCongress. Examples ofGSA schedule awards include office supplies, paints,

construction, training services, and computer-related supplies and equipment. The VA operates a nationwide system of hospitals, clinics, regional offices, data

processing centers and national cemeteries which require a broad spectrum of goods andservices purchased on a national, regional and local level. Examples of purchases includemedical, pharmaceutical, and laboratory supplies; laboratory equipment; laundryservices; and building maintenance/repair.

Other federal agencies including the Department of Justice, Environmental ProtectionAgency, National Air and Space Administration, and Department of Energy all contractfor an assortment of products and services.

Page 1Italicized Items have a corresponding website link listed in the Website Appendix


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Direct sales of minor purchases to civilian agencies, military bases, military exchanges,etc.

You can also sell goods and services to State Governments. Frequently there will be feesattached to these activities especially if you are marketing to a state outside of your stateof residence. You can locate the major procurement activities of all states by accessing

the State Bid Opportunities website provided by Association of Procurement TechnicalAssistance Centers.

Methods of Procurement

Federal procurement regulations are published on theFederal Acquisition Regulation (FAR) *website. These regulations unify all procurement practices, forms, and requirements, but alsoallow federal agencies to issue supplements containing regulations unique to their agency. Youshould visit this website before bidding and/or accepting a federal contract. The federalgovernment uses the following procedures when making purchases:

Micro-Purchase Procedureso Purchases of $2,500 or less

o Competitive bids not requiredo Open to any size business

o Purchases often made with a government purchase card (think credit card)

Simplified Purchase Procedureo Purchases of $2,500 to $150,000

o Set-aside for small businesses

o Purchase order serves as the contract

Large Purchase Procedureo Purchases over $150,000

o Procurement is by sealed bids which are opened in public

o

All bids must be submitted on a standard form by a specified time and dateo Contract is awarded to a responsive and responsible bidder who offers the

best value to the Government.(Responsive means that the bid must be in complete accordance with the terms of thesolicitation. Elements of responsibility include capability, competency, capacity, credit,integrity, perseverance or tenacity for the purposes of receiving and performing thatsolicitation.)

Getting Ready

To register your company for contracting with the federal government you need to take thefollowing actions in the order specified:

1. Obtain a DUNS numbera. CallDun & Bradstreetat 1-800-333-0505 for a quick turnaround orb. Register on their website, which may take several weeks.

2. Register on the Central Contractor Registration (CCR) website. During this process youwill:

a. Establish a Marketing Partner ID (MPIN) which is used in later registrationsb. Establish a temporary password (be sure to make a copy) and receive by email a

Permanent Trading Partner Identification Number (TPIN) which is required forupdating your registration information.



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c. Receive a unique identifier the Commercial & Government Entity (CAGE) code.3. Establish yourSmall Business Administration(SBA) profile.

a. Use the option provided at the conclusion of your CCR. This imports much ofyour profile from the CCR, but also be certain to:

i. Enter several key words that describe your business

ii. Enter your email and website addressiii. Include a brief narrative of your business capabilities.b. Your profile is published in theDynamic Small Business Search (DSBS) database,

which federal agencies and prime contractors use to locate small businesses.4. Register on the On-Line Representations and Certifications (ORCA) website.

a. Requires your DUNS number and your MPIN to begin registrationb. Establishes a centralized record of your Representations and Certifications, which

is your statement of compliance with the various federal rules and regulations.

Competitive Advantage

You may be able to provide your company a competitive advantage by obtaining one or more of

the following certifications: An 8(a) certification (named from Section 8(a) of the Small Business Act)

o Helps small companies that are owned and operated by socially and economically

disadvantaged personso Provides the opportunity for sole source awards and competitive contract support

o Provides opportunities for training and technical assistance

o Certification is requested through an Electronic Online Application provided by

the Wyoming Small Business Administration (Wyoming SBA)

A HUBZone certificationo Provides contracting preferences to a small business located in Historically

Underutilized Business Zone

o Applicable to a business owned and controlled by U.S. citizen(s) with at least35% of its employees residing in a HUBZone

o Provides the opportunity to receive sole source contracts, compete in offerings

restricted to HUBZone firms, and receive a 10% price evaluation preference infull and open competition

o The electronic HUBZone Electronic Application is provided by the Wyoming

SBA

A Small Disadvantage Business (SBD) certificationo Helps a firm owned and controlled by a person who is socially and economically

disadvantaged (companies with 8(a) certification automatically meet the standard)o Provides the potential for price evaluation adjustments up to 10% on contracts in

certain industrieso Provides increased opportunities in sub-contracting with prime contractors who

have incentives and requirements for sub-contracting with SDB certified firmso The Electronic Online Application is provided by the Wyoming SBA

A Service Disabled Veteran designationo A veteran with a zero percent-rating or higher is qualified as there is no minimum

disability rating cutoffo Provides opportunity for specified sole source and set aside contracts



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o Is established by a letter from the VA, or military discharge paper, which

documents a service connected disability ratingo Establish a search profile by registering your business at the Center for Veterans

Enterprise website to be included in the

Self represent as a woman-owned business

o There is no legislative requirement, but various agencies have establishedsubcontracting goals

o Prime contractors often have goals set by the awarding agency for subcontracting

to woman-owned businesseso The SBA Office of Women's Business Ownership Entrepreneurial Development

offers general guidance

Finding Opportunities and Marketing

The avenues for selling to the government can be grouped into three main categories: contractingwith an agency, offering your products on one of the governments electronic catalogs, and directmarketing:

1. You can search for contracting opportunities and contact information by surfing thevarious websites, but this is a daunting task and you would miss all the major solicitationsof $25,000 or more. Fortunately there are some tools to make your work easier:

a. TheFederal Business Opportunities (FedBizOpps) website:i. Includes solicitations offered under the Large Purchase Procedure and

many under the Simplified Acquisitions procedureii. Is the sole source of current and upcoming solicitations for purchases of

$25,000 or moreiii. Lists recipients and details of prior awards. This can be helpful when

researching subcontracting opportunitiesb. TheFederal Acquisition Jumpstation website:

i. A clearing house of links to civilian acquisition sourcesii. A clearing house of links DoD acquisitions sources

c. The GRO-Biz Bid Match Service:i. Provides daily searches of nearly 1000 websites seeking contracting

opportunitiesii. Matches these searches with your keyword profile and provides you email

notification of positive matchesiii. Findssolicitations falling below the $25,000 threshold, solicitations

provided by State agencies, and solicitations inFedBizOppsiv. Is activated by contacting a GRO-Biz office listed at the end of this

narrative

2. The federal government has two online catalogues that process a lot of commerce butthey have very different requirements for vendors:

a. GSA Advantage! is used by procurement officers when shopping for goods andservices provided by GSA Schedules. To get on a GSA Schedule a companymust:

i. Provide a product or service listed in one of the 40+ schedulesii. Complete a complex application

iii. Pay yearly fees and meet yearly sales targetsiv. Be an established and successful company



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b. DOD EMALL is used by military personnel and federal employees to purchaseitems valued at $2500 or less. You can sell onDOD EMALL by:

i. AllowingDOD DMALL to use your product database if your catalog isavailable under an existing Government contract

ii. Undertaking one of the following when you do not have a Government

contract:1. Locate the Defense Supply Center that handles the types ofproducts you sell and download the Request for Proposal, or

2. Work with a military service contracting officer to obtain acontract or Blanket Purchase Agreement, or

3. Have a government or military sponsor write a letter ofrecommendation to sell your products onDOD EMALL

3. A third method of selling is by direct marketing. Present your capabilities clearly totargeted agencies and prime contractors. Realize that their time is valuable and if thematch is a good one, you can provide them with a cost-effective, quality solution to theirneeds.

a. It is especially important to contact nearby agencies to make sales below the$25,000 threshold. Direct marketing is about the only avenue to this opportunityb. Approach military bases which purchase goods and services directly from vendors

for day to day operations. Some bases post information about procurementactivities on their websites

c. Market the Non-Appropriated Fund Customers. These are the militaryexchanges and links are available on theDoing Business with DoD website

d. Get on the approved or preferred vendor lists for subcontracting with a PrimeContractor and avoid contract requirements that are beyond the scope of a smallbusiness. Remember that often you can help Prime Contractors meet theircontracting goals. To find Prime Contractors you should:

i. Review award histories to find Prime Contractors working in your area ofinterest

ii. Contact Prime Contractors on the Subcontracting opportunities withMajor DOD Prime Contractors list found on theDoing Business withDoD website

iii. Search for Prime Contractors on the SBA SUB - Netwebsitee. Attend small business fairs where agencies provide procurement information and

advice on doing business with their agency. These fairs provide the opportunity tomeet and greet procurement officers from a variety of federal agencies at onesetting.

Selling in Wyoming

Unlike most states, Wyoming does not publish its solicitations online. To receive mailedsolicitation notices, visit the web sites of the major purchasing authorities and obtain a bidderslist application:

Wyoming Department of Administration and InformationProcurement

Wyoming Department of Transportation Purchasing

University of Wyoming Purchasing

Two minor purchasing authorities, the Judicial Courts and the Legislative Branch, wouldneed to be contacted by phone or in person.



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Government Contracting Assistance

GRO-Biz* Wyomings Procurement Technical Assistance Center (PTAC) is your source of nocost confidential support for government contracting. The services offered by GRO-Biz include:

One-on-one counseling

Help with the CCR and other registrations

A bid match program designed to find contract opportunities for your business Research of contract award histories

Interpretation of solicitations

Review of your bid proposals

Please contact any GRO-Biz office for assistance:

Southwestern Region:Pat StilleGRO-Biz State Office &Southwestern Region1400 Dewar Dr. Ste 208C

Rock Springs, WY [email protected](307)-362-2110

Southeastern Region:Shannon HowsharGRO-Biz1400 E. College DriveCheyenne, WY 82007

[email protected](307)-637-4990

Northern Region:El BelishGRO-Biz203 S. Main St. Ste. 2004Sheridan, WY 82801

[email protected](307)-672-3700

Other Wyoming Small Business Resources

The Wyoming Small Business Development Center (WSBDC) offers one-stop assistanceto small businesses by providing a wide variety of guidance, counseling, training, andtechnical assistance in all aspects of small business management. WSBDCservicesinclude assistance with finance, marketing, production, organization,engineering/technical problems, feasibility studies, and business valuation. SpecialWSDBCprograms include international trade assistance and venture capital formation.

Visit their website to locate the office nearest you. The Wyoming SBA provides several of the certifications discussed above. They also are

guarantors of a variety of business loans. For detailed information of their services andcontact information please visit their website.

mailto:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]


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Website Appendix

8(a)/SDBElectronic Online Application https://sba8a.symplicity.com/applicants/guideCenter for Veterans Enterprise http://www.vip.vetbiz.gov

Central Contractor Registration http://www.ccr.gov

Defense Logistics Agency http://www.DLA.mil/dbDepartment of Veterans Affairs http://www.va.gov/Partners/buspart

DOD EMALL https://emall6.prod.dodonline.net/main

Doing Business with DoD http://www.acq.osd.mil/osbp/doing_business/index.htm

Dun & Bradstreet http://www.dnb.com/us

Dynamic Small Business Search http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm

Federal Acquisition Jumpstation http://prod.nais.nasa.gov/pub/fedproc/home.html

Federal Acquisition Regulation http://www.arnet.gov/far

Federal Business Opportunities http://www.FedBizOpps.gov

General Services Administration http://fss.GSA.gov/schedules

GRO-Biz http://gro-biz.comGSA Advantage! https://www.gsaadvantage.gov/advgsa/advantage/ma

in/start_page.do

HUBZone Electronic Application https://eweb1.sba.gov/hubzone/internet

Office of Women's Business Ownership

Entrepreneurial Developmenthttp://www.sba.gov/aboutsba/sbaprograms/onlinewbc/index.html

On-Line Representations and Certifications https://orca.bpn.gov

SBA SUB - Net http://web.sba.gov/subnet/search/dsp_search_option.cfm

Small Business Administration http://www.sba.gov

State Bid Opportunities http://www.aptac-

us.org/new/Govt_Contracting/links/?c=327University of Wyoming Purchasing http://www.uwyo.edu/purchasing/

Womenbiz.gov http://www.womenbiz.gov

Wyoming Department of Administration

and Information Procurement

http://ai.state.wy.us/generalservices/Procurement/index.asp

Wyoming Department of Transportation

Purchasing

http://www.dot.state.wy.us/Default.jsp?sCode=bizpg

Wyoming Small Business Administration http://sba.gov/wy

Wyoming Small Business Development

Centerhttp://uwadmnweb.uwyo.edu/SBDC

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https://sba8a.symplicity.com/applicants/guidehttp://www.vip.vetbiz.gov/http://www.ccr.gov/http://www.dla.mil/dbhttp://www.dla.mil/dbhttp://www.dla.mil/dbhttp://www.dla.mil/dbhttp://www.va.gov/Partners/busparthttps://emall6.prod.dodonline.net/mainhttp://www.acq.osd.mil/osbp/doing_business/index.htmhttp://www.acq.osd.mil/osbp/doing_business/index.htmhttp://www.dnb.com/ushttp://www.dnb.com/ushttp://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfmhttp://prod.nais.nasa.gov/pub/fedproc/home.htmlhttp://www.arnet.gov/farhttp://www.fedbizopps.gov/http://fss.gsa.gov/scheduleshttp://fss.gsa.gov/scheduleshttp://fss.gsa.gov/scheduleshttp://fss.gsa.gov/scheduleshttp://gro-biz.com/https://www.gsaadvantage.gov/advgsa/advantage/main/start_page.dohttps://www.gsaadvantage.gov/advgsa/advantage/main/start_page.dohttps://www.gsaadvantage.gov/advgsa/advantage/main/start_page.dohttps://eweb1.sba.gov/hubzone/internethttp://www.sba.gov/aboutsba/sbaprograms/onlinewbc/index.htmlhttp://www.sba.gov/aboutsba/sbaprograms/onlinewbc/index.htmlhttps://orca.bpn.gov/https://orca.bpn.gov/http://web.sba.gov/subnet/search/dsp_search_option.cfmhttp://web.sba.gov/subnet/search/dsp_search_option.cfmhttp://www.sba.gov/http://www.aptac-us.org/new/Govt_Contracting/links/?c=327http://www.aptac-us.org/new/Govt_Contracting/links/?c=327http://www.uwyo.edu/purchasing/http://www.womenbiz.gov/http://ai.state.wy.us/generalservices/Procurement/index.asphttp://ai.state.wy.us/generalservices/Procurement/index.asphttp://www.dot.state.wy.us/Default.jsp?sCode=bizpghttp://sba.gov/wyhttp://uwadmnweb.uwyo.edu/SBDChttps://sba8a.symplicity.com/applicants/guidehttp://www.vip.vetbiz.gov/http://www.ccr.gov/http://www.dla.mil/dbhttp://www.va.gov/Partners/busparthttps://emall6.prod.dodonline.net/mainhttp://www.acq.osd.mil/osbp/doing_business/index.htmhttp://www.acq.osd.mil/osbp/doing_business/index.htmhttp://www.dnb.com/ushttp://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfmhttp://prod.nais.nasa.gov/pub/fedproc/home.htmlhttp://www.arnet.gov/farhttp://www.fedbizopps.gov/http://fss.gsa.gov/scheduleshttp://gro-biz.com/https://www.gsaadvantage.gov/advgsa/advantage/main/start_page.dohttps://www.gsaadvantage.gov/advgsa/advantage/main/start_page.dohttps://eweb1.sba.gov/hubzone/internethttp://www.sba.gov/aboutsba/sbaprograms/onlinewbc/index.htmlhttp://www.sba.gov/aboutsba/sbaprograms/onlinewbc/index.htmlhttps://orca.bpn.gov/http://web.sba.gov/subnet/search/dsp_search_option.cfmhttp://web.sba.gov/subnet/search/dsp_search_option.cfmhttp://www.sba.gov/http://www.aptac-us.org/new/Govt_Contracting/links/?c=327http://www.aptac-us.org/new/Govt_Contracting/links/?c=327http://www.uwyo.edu/purchasing/http://www.womenbiz.gov/http://ai.state.wy.us/generalservices/Procurement/index.asphttp://ai.state.wy.us/generalservices/Procurement/index.asphttp://www.dot.state.wy.us/Default.jsp?sCode=bizpghttp://sba.gov/wyhttp://uwadmnweb.uwyo.edu/SBDC

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