usgpp - uta...company, go to psc codes. ition process to the next level, information is gleaned from...

USGPP UNITED STATES GOVERNMENT

PROCUREMENT PROFILE

By

MBDA Fed er al P r ocu r emen t Cen ter 1 7 0 1 Pennsy lv a n ia Av e N W, Su i te 3 0 0

Washing t o n, D C 2 0 0 0 6

2 0 2 - 7 3 7 - 0 8 7 7

Prepared for

Linguist ica Internat ional

United States Government Procurement and Target Agency Buying profiles contain the actionable information that helps

the customer market its goods and services to the United States Government.

The United States Government Profile is available for the clients of the MBDA Federal Procurement Center through a

partnership with Cross Timbers Procurement Center and TMAC (Office of Research at the University of Texas Arlington).

All rights reserved.

Generated on 2014-Nov-09

Linguistica International (NAICS 541930) Page | 3

Table of Contents

SECTION I: UNDERSTAND THE PROCESS

1. What is the United States Government Procurement Profile (USGPP)?.......................................... 5

2. Primay Procurement Codes....................................................................................................................................... 6

3. Federal Agency Contracting History..................................................................................................................... 7

3.1 Does the Government Buy What I make? ...............................................................................................................7

3.1.1 Total Government Spending for NAICS 541930 ....................................................................................7

3.1.2 Top Product / Service Code Report with Total Awards .....................................................................8

3.1.3 Top Agency and Award Total ........................................................................................................................ 9

3.2 Buying Methods………………. ...................................................................................................................................... 10

3.2.1 Awards by Contracting Method for NAICS 541930 .......................................................................... 10

3.2.2 Contracting Methods Total Trend Graph for NAICS 541930 ....................................................... 11

3.3 Competition in Contracting ...................................................................................................................................... 11

3.3.1 List of Top Vendors with Total Awards for NAICS 541930 .......................................................... 12

3.3.2 Top Growing Vendors Trend Graph for NAICS 541930 ................................................................. 13

3.4 Expiring Contract for NAICS 541930… Opportunity to Negotiate a Set-Aside Contract!.............. 13

SECTION II: IDENTIFY YOUR TARGET AGENCY

4. Target Agency Acquisition Team Contacts .................................................................................................... 14

4.1 Agency Targeted by Linguistica International ................................................................................................. 14

4.2 Organization Charts ...................................................................................................................................................... 14

4.3 Contact Information...................................................................................................................................................... 14

4.4 Small Business Administration (SBA) Procurement Center Representatives .................................... 14

SECTION III: HELPFUL HINTS

5. Next Steps – Developing Your Marketing Relationships........................................................................ 15

5.1 Office of Management and Budget Agency Communicating Guidelines ................................................ 15

5.2 Ask for the Debrief – FAR 15 ..................................................................................................................................... 16

5.3 Initial Contact with an Acquisition Team Member (Randle, 2014). ...........................................................1

APPENDICES


Appendix A: Research Data from DMSTEX Business Solutions, LLC ................................................................. 19

Appendix B: Sources of Data ............................................................................................................................................... 19

Appendix C: Key Websites ................................................................................................................................................... 20

SECTION I: UNDERSTAND THE PROCESS


1. What is the United States Government Procurement Profile (USGPP)?

The PURPOSE of your United States Government Procurement Profile is to help you identify

and market to the right federal agency and is organized into the following segments:

Contract History Section – Lists relevant government contract awards, both current and

soon to expire. This section answers these questions: (1) “Does the government buy my

goods / services?” (2) “Who is my competition?”

Targeted Agencies Section – Lists summaries of buying agencies and small business

contractors. This section answers the questions: (1) “Who makes the decisions?” (2) Who

makes up the acquisition team?”

Helpful Hints Section – Provides guidelines when communicating with government

officials. This section gives tips for marketing your capabilities and following up on your

leads.

This report will help you position your capabilities to the federal agency’s acquisition team before

the requirement becomes a solicitation. The Acquisition Team (AT) is the personnel responsible for

planning and buying the goods and services that meet the needs of the agency program office.

Members of the AT may include: agency managers and their technical experts, attorneys,

contracting officers and support personnel, small business technical advisors, Small Business

Administration (SBA) Procurement Center Representatives and personnel from the agency’s Office

of Small and Disadvantaged Business Utilization (OSDBU).

To help you understand the acquisition process, we have broken down this process into three

stages: (1) the pre-solicitation, (2) the procurement request and (3) the solicitation. In the first

stage of the acquisition process, the pre-solicitation stage, the Program Office / Acquisition Team

identifies a need; contacts the contracting office for guidance; conducts market research and

prepares required documents (i.e. statement of work, cost estimates and the written acquisition

plan). Market research tools used in this pre-solicitation stage include: sources sought, request for

information, System for Award Management (SAM), Small Business Dynamic Search (SBDS), agency

advocates and direct communication from potential vendors. Once the pre-solicitation is complete,

the program office then submits a formal procurement request to acquire services (generally

known as the request for contract package) to the contracting office. After the procurement request

is submitted, the contracting officer develops a document to request bids or proposals from

contractors. While developing the solicitation, the contracting officer has options to purchase goods

and services based on the following criteria:

Less than $3,000 is a micro purchase and is not advertised;

Greater than $3,000 but less than $25,000 is a Simplified Acquisition Purchase (SAP) and is not advertised. A request for a price quote may be used and is normally reserved for small business;

Greater than $25,000 but less than $150,000 is an SAP and is advertised in Federal Business Opportunities (FBO) at https://www.fbo.gov/. This purchase is reserved for small business set-asides;

https://www.fbo.gov/


Greater than $150,000 is a formal contract and is advertised in FBO for bid (IFB) or Request

for Proposal (RFP). These contract opportunities can be set-asides if two or more 8(a) / HUBZone / SDVOSB firms can submit offers at a fair-market price.

2. Primary Procurement Codes

The Company’s primary NAICS is 541930 – Translation and

Interpretation Services.

This sector comprises of establishments that specialize in

performing professional, scientific and technical activities for

others. Also, this industry includes establishments that are

primarily engaged in translating written material and

interpreting speech from one language to another, in addition to

providing sign language services.

Procurement Classification Codes

CODE: CAGE - Commercial and

Government Entity Code

Description - A unique identifier

assigned by the Department of Defense

(DOD) for entities located in the U.S.

and its territories. This is entered into

SAM as a five-character alphanumeric

value with no spaces, and must be in

uppercase format. It is not necessary to

have a CAGE Code before registration.

CODE - NAICS - North American

Industry Classification System

Description - These are mandatory

codes identifying type of activity (e.g.

agriculture, construction, manu-

facturing, etc.) that an entity performs,

as well as the type of product or service

offered. To locate the right one for your

entity, go to U.S. Census Bureau.

CODE: FSC - Federal Supply Class Codes

Description - An optional, four-

character, numeric code used to

describe the products your business

sells. FSC Codes now are included in the

Product Service Code (PSC) list found in

the Assertions section of the SAM entity

registration. To locate the right one for

your entity, go to FSC Codes.

CODE: PSC - Product Service Codes

Description - An optional, four-

character, alpha-numeric code that

describes the services your business

offers; it is entered into SAM with no

spaces. To locate the right one for your

company, go to PSC Codes.

To help you take the federal acquisition process to the next

level, information is gleaned from the Product and Service

Code (PSC) section and is the tool to help you market your

company to targeted federal agencies.

The company’s primary Product and Service Code (PSC)

for Translation and Interpreting Services (Including Sign

Language) is R608.

The Product and Service Code (PSC) R608 is used by the U.S.

Federal Government for the product or service of Support -

Administrative: Translation and Interpreting.

http://www.census.gov/eos/www/naics/

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

http://www.fpds-ng.com/downloads/psc_data_10242006.xls


3. Federal Agency Contracting History The purpose of this section is to help you determine the federal agencies who buy the types of

products and / or services you supply. Next, you will be provided with data to help you

DETERMINE WHICH FEDERAL AGENCY YOU WANT TO TARGET. By telling us what target

federal agency you are focusing your market capabilities, we can then pull information together to

help you progress through the next stage of the federal acquisition process.

3.1 Does the Government Buy What I make?

This section provides information of the total spending in the products and / or services you

supply. Section 3.1.1 shows the total spending in 541930 – Translation and Interpretation

Services.

3.1.1 Total Government Spending for NAICS 541930

The below table depicts the measures of small-business participation in industries with over

$500 million in procurement and with small-business procurement rates between 10 percent and

25 percent for three years (starting October 1, 2010 and ending September 30, 2013).

Government Spending in NAICS 541930

Industry Value of Contracts ($million)

Number of Small Businesses

Number of Large Businesses

Small Business Percentages

Small Business Participation

FPDS FPDS SAM FPDS SAM Value FPDS SAM Par. Rate

Par. Ratio

541930, Translation and Interpretation Services

$1,250 564 2,231 199 568 21.8% 73.9% 79.7% 25.3% 0.722

Participation refers to the degree of involvement of small businesses in federal contracting.

Participation of small businesses occurs, and can differ, at a number of stages. The following are

some of the factors contributing to the participation of small businesses: (1) Availability of Small

Businesses - The percent (or number) of small businesses willing and able to do contracting work

in a given industry; (2) Share of Contractors - The percent of contractors in a given industry that

are small. The link between the share of SAM registration and the share of contractors is the percent

of SAM registrants in an industry that are contractors in that industry. In absolute terms, this is the

Source: Section 1631(d) of the National Defense Authorization Act of 2013, Microeconomic Applications, Inc.


participation rate. Another measure, the participation ratio of 79, measures small- business

participation relative to large-business participation and (3) Procurement Rate - The percent (or

level) of contract dollars that goes to small businesses.

The below table also shows the average procurement revenue (obligations) in each industry for

large and small contractors. Average procurement revenue reflects variations in the small-business

procurement rate due to contract size and numbers of contracts awarded to individual contractors,

as opposed to numbers or percentages of large and small contractors.

Industry Obligations

($millions) Small Business Procurement Rate

Number of Contractors

Obligations per Contractor ($millions)

Revenue Ratio*

By Contractor Size

Small Large

Total

Large Small Large Small Large Small Large Small

541930, Translation and Interpretation Services

$1,250 $977 $273 21.8% 199 564 $4.9 $0.48 10

3.1.2 Top Product / Service Code Report with Total Awards The following table lists the top product / service code (PSC) awards for three years (starting

October 1, 2010 and ending September 30, 2013).

PSC PSC Description Total Award

R608 SUPPORT – ADMINISTRATIVE: TRANSLATION AND INTERPRETATION $1,412,721,191.38

ADMIN SVCS/TRANSLATION-SIGN LANGUAG $1,227,122,718.38

R408 PROGRAM MANAGEMENT/SUPPORT SERVICES $149,424,055.94

lR499 SUPPORT- PROFESSIONAL: OTHER $55,665,547.79

OTHER PROFESSIONAL SERVICES $27,906,764.08 R425 SUPPORT- PROFESSIONAL: ENGINEERING/TECHNICAL $42,560,544.00

ENGINEERING AND TECHNICAL SERVICES $21,878,330.33

R418 SUPPORT- PROFESSIONAL: LEGAL $27,758,116.31

LEGAL SERVICES $12,649,095.81

R603 TRANSCRIPTION SERVICES $9,366,976.17

SUPPORT- ADMINISTRATIVE: TRANSCRIPTION $5,421,843.72

U009 EDUCATION/TRAINING- GENERAL $12,813,038.53

EDUCATION SERVICES $886,694.7

R423 SUPPORT- PROFESSIONAL: INTELLIGENCE $11,890,922.27

INTELLIGENCE SERVICES $152,903.74

U099 EDUCATION/TRAINING- OTHER $5,347,992.15

R419 EDUCATIONAL SERVICES $7,397,438.30

Source: Research Data from DMSTEX Business Solutions, LLC via the Federal Procurement Data System (FPDS). See Appendix A for complete data.

Source: Section 1631(d) of the National Defense Authorization Act of 2013, Microeconomic Applications, Inc.


3.1.3 Top Agency and Award Total

The following table lists the top agency awards for three years (starting October 1, 2010 and

ending September 30, 2013).

Agency Total Award in Million USD

DEPT OF THE ARMY

$2,872.90

DRUG ENFORCEMENT ADMINISTRATION

$316.28

STATE, DEPARTMENT OF

$104.98

DEPT OF THE AIR FORCE

$83.39

U.S. SPECIAL OPERATIONS COMMAND (USSOCOM)

$79.45

U.S. IMMIGRATION AND CUSTOMS ENFORCEMENT

$79.13

OFFICES, BOARDS AND DIVISIONS

$47.68

SOCIAL SECURITY ADMINISTRATION

$41.82

WASHINGTON HEADQUARTERS SERVICES (WHS)

$30.25

FEDERAL PRISON SYSTEM

$21.44

DEPT OF THE ARMY

$2,872.90

DRUG ENFORCEMENT ADMINISTRATION

$316.28


For the purpose of SECTION II: IDENTIFY YOUR TARGET AGENCY, the customer will decide which agency they want to do business with.


3.2 Buying Methods

3.2.1 Awards by Contracting Method for NAICS 541930 The following table lists the awards by contracting methods (award/ IDV type) for NAICS code 541930 for three year years (October 1, 2010 through September 30, 2013).


Award/IDV Type Total

Delivery Order $3,388,988,454

BPA Call $267,112,983

Definitive Contract $126,102,632

Purchase Order $65,843,489

Grand Total $3,848,047,559

If you find that the government does buy the types of products or

services you can supply, the next step is to understand how the

government procures the goods and services it needs. The

answer to this question varies among government agencies.

The government market can be segmented into three major

groups: (1) The federal government market, (2) The state

government market, and (3) The local government market (cities,

counties, schools, etc.).

Each of these levels of government have unique procedures that

determine how they contract for the items they need. Some of the

more important contracting methods and concepts impacting

most businesses that want to sell to the government are

described in the below sections.

2.1.1 Link to Types of Contracting Methods

For more information on

type of federal contracts

see:

http://www.acquisition.g

ov/far/html/FARTOCP16.

html




see:



html




see:



html




see:



html




see:



html




see:



html

Link to Types of Contracting Methods

For more information

on type of federal

contracts see:

http://www.acquisition

.gov/far/html/FARTOC

P16.html

Contracting Methods

A Delivery / Task Order is an order for supplies placed

against an established contract.

A Purchase Order is an offer

established by government to

buy supplies or services,

including construction and

research / development (upon

specified terms and conditions),

using simplified acquisition

procedures.

A Definitive Contract is a

mutually-binding, legal

relationship obligating: (1) The seller to furnish the supplies or

services, including construction

and (2) The buyer to pay for

them. It includes all types of

commitments that obligate the

government to an expenditure

of appropriated funds and is in

writing, except as otherwise authorized.

A BPA call is a call against an

existing blanket purchase agreement to request a service

or product provided under the

established agreement

http://www.acquisition.gov/far/html/FARTOCP16.html






















3.2.2 Contracting Methods Total Trend Graph for NAICS 541930

The following graph shows the contracting method trends for NAICS code 541930 for three years (October 1, 2010 through September 30, 2013.) The horizontal axis represents the calendar years and corresponding quarters, and the vertical axis represents dollars in millions.


3.3 Competition in Contracting

Competition lies at the heart of the federal acquisition system. Federal contracting presents a

massive opportunity for vendors in all industry verticals, from infrastructure projects to

information technology projects to the vast array of business services needed by those in the

federal government.

This section of the report focuses on helping you make a realistic assessment of whether you can be

competitive in the government market. Please note, however, that price is usually not the only

factor that government agencies consider when awarding contracts. “Best Value” contracting

usually considers other important factors such as previous experience, ability to deliver or perform

in a timely manner, technical expertise, etc. The table in the following page provides the statistics

of the top vendors in competition, along with their total award amount.


3.3.1 List of Top Vendors with Total Awards for NAICS 541930

This section offers you some useful resources that will enable you to become the ultimate marketer.

The top vendors and their total awards for NAICS code 541930 are listed below for a three year

period (October 1, 2010 and ending September 30, 2013).


3.3.2 Top Growing Vendors Trend Graph for NAICS 541930

Global Vendor Name Total

MISSION ESSENTIAL PERSONNEL LLC $2,209,370,988

VERITAS CAPITAL FUND II L.P. $392,778,140.9

METROPOLITAN INTERPRETERS & TRANSLATORS INC $180,182,234.8

CALNET INC. $133,601,130.4

M V M INC. $66,847,529.75

MULTI LINGUAL SOLUTIONS INC. $49,795,540.46

ALLWORLD LANGUAGE CONSULTANTS INC. $48,281,284.52

LIONBRIDGE TECHNOLOGIES INC. $40,238,620.63

CONDUIT LANGUAGE SPECIALISTS INC. $39,875,494.78

SOS INTERNATIONAL LTD. $34,908,643.99


The following graph shows the top vendor awards for NAICS code 541930 for a three period

(October 1, 2010 and ending September 30, 2013). The top horizontal axis represents dollars in

millions and the vertical axis represents agency name.


3.4 Expiring Contract for NAICS 541930... Opportunity to Negotiate a Set-

Aside Contract!

The data will be shared with the client via a cloud file storage system. Look for the following

file:

3.4 541930 Expiring Contracts (Source: Proxity Electronic Commerce Systems)


SECTION II: IDENTIFY YOUR TARGET AGENCY

4. Target Agency Acquisition Team Contacts

In this section, you will find contact information and organizational charts of your target agency

Acquisition Team (AT) based on the federal agencies you chose to focus your market capabilities.

4.1 Agencies Targeted by Linguistics International.

Agencies targeted by Linguistica are: (1) The Department of Health and Human

Services and (2) The Department of Treasury. The agency buying profile and small

business contracting is as below:

4.2 Organization Charts (Source: Carroll Publishing)

The data will be shared with the client via a cloud file storage system. Look for the following file name: 4.2 Department of State Org Chart

These charts include: Overview, Office of the Secretary, Arms Control & International Security,

Civilian Security, Democracy and Human Rights, Bureau of Intelligence & Research, Management,

Bureau of Diplomatic Security, Political Affairs, Political Affairs: East Asian & Pacific Affairs,

European & Eurasian Affairs, Western Hemisphere Affairs, Bureau of African Affairs, Public

Diplomacy & Public Affairs, Public Diplomacy & Public Affairs Bureau of Public Affairs, and

Economic Growth, Energy, and the Environment.

4.3 Contact Information (Source: Carroll Publishing)

The data will be shared with the client via a cloud file storage system. Look for the following file

name: 4.3 Department of State Contacts

This file contains over 300 names, addresses, phone numbers and other information. The data is

sorted by contracting, program and departments.

4.4 Small Business Administration (SBA) Procurement Center Representatives

The Small Business Administration has Procurement Center Representatives (PCRs) to help small

business identify contracting opportunities within federal agencies. The SBA’s PCRs have the ability

to initiate small business set-asides; help acquisition teams do market research and counsel small

businesses. To see the updated list, please click on http://www.sba.gov/content/government-

contracting-field-staff-directory.

http://www.sba.gov/content/government-contracting-field-staff-directory.

http://www.sba.gov/content/government-contracting-field-staff-directory.


SECTION III: HELPFUL HINTS

5. Next Steps – Developing Your Marketing Relationships

Now that you have your agency contact information list, you can start marketing your capabilities

and following up on your leads. This section will provide you with guidelines when communicating

with government officials, including explaining to you the importance of asking for a debriefing.

5.1 Office of Management and Budget Agency Communicating Guidelines

Government officials can generally meet one-on-one with potential offerors as long as no

vendor receives preferential treatment.

Submission of an unsolicited proposal should not affect the schedule. Generally, the

unsolicited proposal process is separate from the process for a known agency requirement

that can be acquired using competitive methods.

Providing feedback is important, both for offerors and the government. Therefore, agencies

should generally provide feedback whenever possible.

Well-organized industry days, as well as pre-solicitation and pre-proposal conferences, are

valuable opportunities for the government and for potential vendors – both prime

contractors and subcontractors, many of whom are small businesses.

The government loses when we limit ourselves to the companies we already work with.

Instead, we need to look for opportunities to increase competition and ensure that all

vendors, including small businesses, get fair consideration.

Contracting officers and program managers are often inundated with general marketing

material that doesn’t reach the right people at the right time. As an alternative, vendors can

take advantage of the various outreach sessions that agencies hold for the purpose of

connecting contracting officers and program managers with companies whose skills are

needed.

In meetings with government technical personnel, it is far more valuable for you to bring

subject matter experts to the meeting rather than focusing on the sales pitch.

Early and specific industry input is valuable. Agencies generally spend a great deal of effort

collecting and analyzing information about capabilities within the marketplace. The more

specific you can be about what works, what does not, and how it can be improved, the better.

Agency personnel have a responsibility to protect proprietary information from disclosure

outside the government and will not share it with other companies.


There are no general limitations on the disclosure of information regarding existing

contracts between agencies within the government. In fact, agencies are encouraged to share

pricing information to ensure that we are getting the best value for our taxpayers.

Offerors should tailor each proposal to the evaluation criteria, proposal instructions and

specific requirements of the solicitation to which they are responding. Contracting officers

and evaluation team members read proposals closely for compliance with the proposal

instructions and must evaluate them against the evaluation factors and the statement of

work in the solicitation.

Unsuccessful offerors should ask for a debriefing to understand the award decision and to

improve future proposals.

5.2 Ask for the Debrief – FAR 15

The unsuccessful offerors may request a debriefing from the contracting officer within three days

after receipt of the notice of exclusion from the competition. If the offeror does not submit a timely

request, the offeror need not be given either a pre-award or a post-award debriefing. Offerors are

entitled to no more than one debriefing for each proposal.

Debriefings may be done orally, in writing, or by any other method acceptable to the contracting

officer. The contracting officer should normally chair any debriefing session held. Individuals who

conducted the evaluations shall provide support. At a minimum, pre-award debriefings shall

include:

The agency’s evaluation of significant elements in the offeror’s proposal;

A summary of the rationale for eliminating the offeror from the competition;

Reasonable responses to relevant questions about whether source selection procedures

contained in the solicitation, applicable regulations and other applicable authorities were

followed in the process of eliminating the offerors.

A key question to ask during the debriefing meeting (Vinson, 2014): “There is only one. ‘If all

the ones listed higher than me had not been there......was my proposal awardable?’ If the answer is

yes, you are on the right track and need only to incorporate those items from the debriefing into the

next technical proposal. If the answer is NO, you better find out specifics because you are wasting

your time.

Of course, you can ask questions during the debriefing in order to get a good understanding of what

you need to incorporate into your next technical proposal.

You NEVER argue with the contracting officer because it is too late at that point, even if you are

going to file a protest. However, I suggest strongly you consider everything before you protest after


award. I have never seen one turned around (not saying it has not been done). But, the time to

protest is before award.

5.3 Initial Contact with an Acquisition Team Member (Randle, 2014).

The purpose of the initial phone call is to arrange a capability briefing either by video confer-

ence or a face-to-face meeting; so ASK for one. Call on Tuesday at 10:00 a.m. If they answer the

phone, you might say, “Hi Nancy, this is Jim Randle with Smith Enterprises. Is this a good time to

talk?” If yes, then have your email (with the following information) ready to send again, just in

case:

Who you are;

What you do;

How long you have been doing it;

Who you are doing it for (track record of similar companies within the industry);

Price, quality, service and delivery;

Customer satisfaction;

How you mitigate RISK, their worst fear;

How you are different from your competitors;

Why they should do business with you;

Always answer the question: Why Us?

By the way, we are a service-disabled veteran small business or socioeconomic status;

Listen more than you talk;

Ask if you can set up a meeting to make a CAPABILITY BRIEFING with decision

makers;

Ask how they want you to follow-up;

Ask if you can send them your capability statement.

Once a month, you might: (1) send an updated capability statement (2) send a press release of

something good that may have happened to your company and (3) make a short follow-up phone

call. Your FOLLOW-UP is the KEY. When sending an email message, it should contain a subject line

and your company name. It should be concise – 225 words maximum, three or four paragraphs. Do

not rely on spell checker. Attach or embed a capability profile. DO NOT WRITE IN ALL CAPS. In the

email message, the signature line should have your name, title, company name, website and phone

number. DO NOT use a yahoo or Gmail address. In your email content, avoid long sentences; do not

ask for a read receipt; read twice, send once; use acronyms sparingly and avoid exclamation points!

Some BIG MISTAKES to avoid when emailing are: (1) sending a large Power Point Presentation (i.e.

387 slides); (2) not providing a capability profile; (3) sending an eight-page capability profile; (4)

sending a tri-fold as a capability profile and (5) sending pages of marketing material.


Timing is important. DO NOT ASSUME that: (1) your email was received; (2) if received, that it

was read and (3) if read, that it was digested. Always make a follow-up call to make sure it was

received. With regard to SPAM FILTERS, call to be sure your email was received; Primes DO NOT

check their JUNK MAIL. When making your follow-up call, be mindful that phone calls are cold calls.

BE READY. Practice your Pitch – use a mirror. Call on Tuesday at 10:00 a.m. If you get a live person,

BINGO! ALWAYS ASK IF IT IS A GOOD TIME TO TALK. Be prepared with the following: (1) Have

your original email ready; (2) Have your top three to five customer list ready; (3) Have your trade

references ready and (4) Have already registered on the website.

###


APPENDICES

Appendix A: Research Data from DMSTEX Business Solutions, LLC

The data will be shared with the client via a cloud file storage system. Look for the following

file names: Appendix A FPDS NAICS_541712 and Appendix A1 PSC R707.

Appendix B: Sources of Data Our procurement profile research report is a cumulative report by extracting the most productive information from the below sources: Bidspeed: Federal Business Development

http://www.fedbidspeed.com/

Carroll Publishing: GovSearch Plus

Carroll Publishing GovSearch Plus is an online database showing federal contracts and fiscal year spending activities.

http://www.carrollpublishing.com/index.aspx

Characteristics of Recent Federal Small Business Contracting – Eagle Eye Publishers, Inc., Fairfax, Virginia

http://www.crunchbase.com/organization/eagle-eye-publishers

DMSTEX Business Solutions, LCC http://www.dmstex.com/

Evaluation of the Small Business Procurement Goals Established in Section 15(g) of the

Small Business Act - Henry B. R. Beale, Microeconomic Applications, Inc.

Federal Procurement Data System – Next Generation The Federal Procurement Data System (FPDS) is a single source for US government-

wide procurement data that identifies who bought what, from whom, for how much, when and where.

https://www.fpds.gov/fpdsng_cms/index.php/en/

InfoBASE Publishers: Defense and Aerospace Competitive intelligence Service (DACIS) The Defense and Aerospace Competitive Intelligence Service (DACIS) is a publisher of

online competitive intelligence databases for the defense, aerospace, and government contracting communities.

http://www.dacis.com/

Proxity Electronic Commerce Systems:

http://www.proxity-ec.com/

USA Spending.Gov http://www.usaspending.gov/

http://www.fedbidspeed.com/

http://www.carrollpublishing.com/index.aspx

http://www.crunchbase.com/organization/eagle-eye-publishers

http://www.dmstex.com/

http://en.wikipedia.org/wiki/Procurement

https://www.fpds.gov/fpdsng_cms/index.php/en/

http://www.dacis.com/

http://www.proxity-ec.com/

http://www.usaspending.gov/


Appendix C: Key Websites

GSA Sales Query: https://ssq.gsa.gov/

NAICS Codes: http://www.census.gov/cgi-bin/sssd/naics/naicsrch

Federal Product/Service Codes: http://www.outreachsystems.com/resources/tables/pscs/

National Stock Number: http://defensedata.com/

Federal Agency Directory: http://www.lib.lsu.edu/gov/

Federal Contacts: http://www.carrollpub.com/index.asp

USG Data Sets: http://www.data.gov/

Federal Contracting News: http://www.wifcon.com/

Military Facilities: http://www.globalsecurity.org/military/index.html

Policy & Regulations: http://www.acquisition.gov/

In-Agency Trade Shows: https://www.fbcinc.com/

Trade Show News: http://www.tsnn.com/

OSDBU Directory: http://www.osdbu.gov/

SBA-PCR/CMR: http://www.sbaonline.sba.gov/aboutsba/sbaprograms/gcbd/GC_PCRD1.html

Selected Bid Notification Systems:


http://login.epipeline.com/default.jsp;

http://www.onvia.com/

http://www.input.com/index.cfm?fractal=myInput.dsp.myPortal

http://www.bidnet.com/

Freedom of Information Act: http://www.foia.com

Bid Match: http://www.uta.edu/crosstimbers/pages/bid-match/index.php

List of Contracting Offices - Federal Procurement Data System:

https://www.fpds.gov/downloads/top_requests/FPDSNG_Contracting_Offices.xls

NAICS Matrix for Active GSA Schedules and GSA GWACs:

https://explore.data.gov/Business-Enterprise/NAICS-Matrix-for-Active-GSA-Schedules-

and-GSA-GWAC/fbsp-g4z2

PSC Matrix for Active GSA Schedules and GSA GWACs:

https://explore.data.gov/Business-Enterprise/PSC-Matrix-for-Active-GSA-Schedules-

and-GSA-GWACs/4z6f-zmsi

Post Award Debrief: http://www.acquisition.gov/far/html/Subpart%2015_5.html

8(a)Search Letter: http://www.acquisition.gov/far/html/Subpart%2019_8.html

Information on Type of Federal Contracts:


https://ssq.gsa.gov/

http://www.census.gov/cgi-bin/sssd/naics/naicsrch

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

http://defensedata.com/

http://www.lib.lsu.edu/gov/

http://www.carrollpub.com/index.asp

http://www.data.gov/

http://www.wifcon.com/

http://www.globalsecurity.org/military/index.html

http://www.acquisition.gov/

https://www.fbcinc.com/

http://www.tsnn.com/

http://www.osdbu.gov/

http://www.sbaonline.sba.gov/aboutsba/sbaprograms/gcbd/GC_PCRD1.html


http://login.epipeline.com/default.jsp%3B

http://www.onvia.com/

http://www.input.com/index.cfm?fractal=myInput.dsp.myPortal

http://www.bidnet.com/

http://www.foia.com/

http://www.uta.edu/crosstimbers/pages/bid-match/index.php

http://search.mywebsearch.com/mywebsearch/redirect.jhtml?searchfor=federal%2Bcontracting%2Boffices&cb=UX&qid=bf822d7c8a4b405e8aa03da52870a0e0&n=77ee6618&ptb=CC28027F-43D2-4FF1-993A-9338BFECAD47&si=bing_mapstopkws-exact&id=UXxdm038YYus&pg=GGmain&action=pick&ptnrS=UXxdm038YYus&ss=sub&pn=1&st=bar&qs&pr=GG&tpr&redirect=CSzurqQmevVZywGoHGS4ejAoI%2BvGYzAB4y%2BXS8k8LauBzy9TcaIiF9BYaSNhxXRNXg4uxX3Ek%2BaM3vBXvS%2F9Bms3rTv1xlF8qGx1aS7JUX1jmxOkuT7r3CMki1NJGbaF&ord=4&ct=AR

https://www.fpds.gov/downloads/top_requests/FPDSNG_Contracting_Offices.xls

https://explore.data.gov/Business-Enterprise/NAICS-Matrix-for-Active-GSA-Schedules-and-GSA-GWAC/fbsp-g4z2

https://explore.data.gov/Business-Enterprise/NAICS-Matrix-for-Active-GSA-Schedules-and-GSA-GWAC/fbsp-g4z2

https://explore.data.gov/Business-Enterprise/PSC-Matrix-for-Active-GSA-Schedules-and-GSA-GWACs/4z6f-zmsi

https://explore.data.gov/Business-Enterprise/PSC-Matrix-for-Active-GSA-Schedules-and-GSA-GWACs/4z6f-zmsi

http://www.acquisition.gov/far/html/Subpart%2015_5.html

http://www.acquisition.gov/far/html/Subpart%2019_8.html


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