www.gtpac.org gtpac overview georgia tech procurement assistance center
TRANSCRIPT
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www.gtpac.org
GTPAC OVERVIEW
Georgia Tech Procurement Assistance Center
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www.gtpac.org
Why sell to the government?
• World’s biggest customer
• Buys virtually everything
• Spends billions• Checks never bounce• Open to any business
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www.gtpac.org
Why sell to the government?
• World’s biggest customer
• Buys virtually everything
• Spends billions• Checks never bounce• Open to any business
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www.gtpac.org
The federal government signs approximately 56,000 contracts each day and spends $30-40 million each working hour.
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This has led to the evolution of a complicated and changing body of rules for each step of the procurement process.
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www.gtpac.org
You will not win any govt contracts by simply keeping your fingers crossed or waiting at your computer, so let me tell you how it done
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www.gtpac.org
GTPAC MissionGTPAC Mission
• GTPAC’s mission is to provide marketing and procurement technical assistance to Georgia businesses, large and small, operating in the government procurement markets at the federal, state, and local levels as a prime contractor or subcontractor.
• Goal: Business growth and the creation or retention of jobs resulting from government contract awards.
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www.gtpac.org
BackgroundBackground
• Statewide program, sponsored by Georgia Tech’s Economic Development Institute and DoD’s Defense Logistics Agency since 1985.
• One of 93 PTAC programs administered by DLA nationally.
• Personnel possess 270+ years of procurement-related experience in 48 procurement technical disciplines.
• Trained hundreds of Georgia companies compete for and win government contracts worth over $3.4 billion.
• Last year, 400 out of 1500 GTPAC clients received government contracts worth a total of nearly $1 billion.
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www.gtpac.org
GTPAC Business GTPAC Business AssistanceAssistance
• Train business owners at procurement workshops, seminars, and classes.
• Coach businesses on the procurement process and on marketing their products and services to government organizations.
• Notify businesses of bidding opportunities.
• Network opportunities for SB’s with government agencies and primes.
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www.gtpac.org
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www.gtpac.org
Specific AssistanceSpecific Assistance
Provide counseling and assistance:– Solicitation analysis– Bid/proposal preparation– Specifications/Standards/Technical data– Cost accounting/Quality systems– Electronic Commerce/Electronic Data
Interchange– Pre-award & Post-award support – Procurement history/Past pricing– New developments/Requirements
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www.gtpac.org
Accessing GTPAC ResourcesAccessing GTPAC Resources
• GTPAC services are provided at no charge.
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www.gtpac.org
GTPAC RequirementsGTPAC Requirements
• Be a Georgia-based company. • Have the potential to sell to the
government. • Want to sell to the government.
– As demonstrated by attending our “Intro to Government Contracting” class.
and …
To become a client, we require …
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www.gtpac.org
GTPAC Requirements GTPAC Requirements (continued)(continued)
• Have a working e-mail address.
• Report govt sales activity once a quarter.
• Complete annual quality of services survey.
• Fill-out a client application.– Distributed only at the “Intro” class.
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7 phases of gov’t contracting
• Registration• Develop a marketing strategy• Know the “right people”• Consult a reference library• Search for opportunities• Bid• Perform
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www.gtpac.org
#1 Registration - ORCA
•www.bpn.gov• Establish MPIN during your CCR
data entry phrase• Complete your ORCA (Online
Representation and Certification Application)
• ORCA tutorial is on your thumb drive
• Review BPN press releases
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#2 Develop marketing strategy
• ID & target only key buying activities• Visit small business specialist, buyers & end
users• Always take promotional material• Determine procurement cycle• Develop & have brochures / line cards / business
cards• Periodically re-visit buying activities• Attend trade shows
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#3 Know the “right people”
• Federal Small Business Specialist – SADBU– Pronounced “sad-boo”– Small And Disadvantaged Business Utilization
specialists– Acts as liaison between supplier and buyer– Does not buy anything– Your conduit to technical person or buyer– Communication protocol– E-mail addresses are now available
• Find at…– www.acq.osd.mil/sadbu/publications/sbs/sb
s.html
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#4 Consult reference library
• Federal Acquisition Regulation (FAR)– www.arnet.govt/far/index.html
• Defense Federal Acquisition Regulation Supplement (DFARS) – akss.dau.mil/jsp/default.jsp
• Code of Federal Regulations (CFR)– www.access.gpo.govt/nara/cfr/cfr-
table-search.html
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www.gtpac.org
#5 Search for opportunities
• Federal Business Opportunities (FedBizOpps)– Procurement Notices– Contract Awards– Subcontract Leads– Sales of Surplus Property– Foreign Business Opportunities
• www.fbo.govt(primary)
• www.fedbizopps.govt (secondary)
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#6 Bidding
Sealed bids• Invitation for Bids (IFB)
Negotiated bids• Request for Proposal (RFP)• Request for Quotation (RFQ)
Both are called Solicitations (sol)What does “place of performance”
mean?What’s a “sources sought”?
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#7 Perform
• Most responsive & responsible• Best commercial practices• Past performance• Acceptance of Credit Card • Registered in Wide Area Work Flow • “Best value”
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Attendees to the “intro”seminar receive thiskind of stuff via their thumb drive
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Review of GTPAC assist
• Visit - www.gtpac.org• Training• Bid match service• Paperwork assistance• Procurement history• Reference library• E commerce assistance• One-on-one counseling• Service provided at NO COST
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www.gtpac.org
Summary
• We teach Georgia firms to be more competitive in the federal, state, and local government markets.
• Conveniently located throughout the state – Atlanta, Albany, Augusta, Columbus, Gainesville, Rockmart, Savannah, and Warner Robins.
• To get started, clients must:– Visit our new website– Register for our “Intro” class or any other class– Enroll as a client
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www.gtpac.org
Thanks for having me…
Dannie E. James Sr., GTPAC Atlanta760 Spring Street NW
Atlanta, GA 30332-0640Voice 404-894-8832