1. Doing Business with the USDA Forest Service, Southern Region Doing Business with the USDA Forest Service, Southern Region Kay A. Matthews Small Business Coordinator

2. Overview Organization Organization Products & Services Products & Services Vendors Qualifications & Requirements Vendors Qualifications & Requirements Marketing Your Products or Services Marketing Your Products or Services

3. What is the Forest Service? Established in 1905 under the Department of Agriculture Established in 1905 under the Department of Agriculture Our agency manages 193 million acres of public lands in the national forests and grasslands Our agency manages 193 million acres of public lands in the national forests and grasslands Is the largest natural resource organization in the world Is the largest natural resource organization in the world Headquarters in Washington, DC Headquarters in Washington, DC 9 Regions across the country 9 Regions across the country Forest Supervisor Offices within the regions Forest Supervisor Offices within the regions More than 600 Ranger Stations located in 44 states More than 600 Ranger Stations located in 44 states

4. Southern Region (Region 8)

5. Southern Region Procurement Offices/Zones Regional Procurement Office in Atlanta, GA Regional Procurement Office in Atlanta, GA Our Procurement organization is decentralized. Our Procurement organization is decentralized. There are 6 procurement zones in our region. There are 6 procurement zones in our region. A Team Leader is assigned to each zone. A Team Leader is assigned to each zone. In each zone, there are several contracting officers and purchasing agents assigned to buy supplies and services to support the Forest mission. In each zone, there are several contracting officers and purchasing agents assigned to buy supplies and services to support the Forest mission.

6. Southern Region Procurement Offices/Zones Texas Acquisition Zone West (AZW) Oklahoma Mississippi LouisianaArkansas

7. Southern Administrative Zone (SAZ) Southern Region Procurement Offices/Zones Alabama GeorgiaTennessee Florida

8. North Carolina South Carolina Southern Region Procurement Offices/Zones Eastern Administrative Zone (EAZ)

9. Golden Pond, KY Southern Region Procurement Offices/Zones Land Between The Lakes (LBL)

10. Kentucky Southern Region Procurement Offices/Zones Ohio River Basin (ORB) Virginia

11. Southern Region Procurement Offices/Zones Fire & Aviation Procurement Staff Regional Contracting Operations (RCO)

12. Key Players in the Procurement Process Small Business Coordinator Small Business Coordinator Contracting Officers Contracting Officers At least a 1 million dollar warrant (spending authority) At least a 1 million dollar warrant (spending authority) Purchasing Agents Purchasing Agents $100,000 warrant (spending authority) $100,000 warrant (spending authority) Micro –Purchasers Micro –Purchasers $2500 - warrant (spending authority) $2500 - warrant (spending authority) Technical Persons (End User) Technical Persons (End User)

13. How do we buy our products and services? products and services?

14. Procedures used to purchase Products and Services Procedures used to purchase Products and Services Micro-Purchases less than $2000 construction, $2500 services and $3000 supplies Micro-Purchases less than $2000 construction, $2500 services and $3000 supplies GSA Federal Supply Schedule, except construction GSA Federal Supply Schedule, except construction Simplified Acquisition Procedures (RFQ) under $150,000 Simplified Acquisition Procedures (RFQ) under $150,000 Sealed Bid (IFB) and Negotiated Procedures (RFP) $150,000 and over. Sealed Bid (IFB) and Negotiated Procedures (RFP) $150,000 and over.

15. NAICS codes for products & services frequently purchased by FS 115310 – Support Activities for Forestry 115310 – Support Activities for Forestry 236220 – Commercial & Institutional Building Construction 236220 – Commercial & Institutional Building Construction 237110 – Water & Sewer Line and Related Structures Construction 237110 – Water & Sewer Line and Related Structures Construction 237310 – Highway, Street, & Bridge Construction 237310 – Highway, Street, & Bridge Construction 237990 – Other Heavy Civil Engineering Construction 237990 – Other Heavy Civil Engineering Construction

16. NAICS codes for products & services frequently purchased by FS 541310 – Architectural Services 541310 – Architectural Services 541330 – Engineering Services 541330 – Engineering Services 541370 – Surveying & Mapping 541370 – Surveying & Mapping 541620 – Environmental Consulting Services 541620 – Environmental Consulting Services 562111 – Solid Waste Collections 562111 – Solid Waste Collections 561730 – Landscaping Services 561730 – Landscaping Services 115112 – Soil Preparation, Planting, & Cultivating 115112 – Soil Preparation, Planting, & Cultivating 238210 – Electrical Contractors 238210 – Electrical Contractors 238220 – Plumbing, Heating & Air Conditioning Services 238220 – Plumbing, Heating & Air Conditioning Services

17. NAICS codes for products & services frequently purchased by FS 236210 – Industrial Building Construction 236210 – Industrial Building Construction 238160 – Roofing Contractors 238160 – Roofing Contractors 325320 – Pesticide & Other Agricultural Chemical Manufacturing 325320 – Pesticide & Other Agricultural Chemical Manufacturing 423820 – Farm & Garden Machinery and Equipment Merchant Wholesalers 423820 – Farm & Garden Machinery and Equipment Merchant Wholesalers 488190 – Other Support Activities for Air Transportation 488190 – Other Support Activities for Air Transportation

18. FY 2010 FY 2011 FY 2010 FY 2011 Small Bus. 80% 80% Small Bus. 80% 80% SDB 15% 17% SDB 15% 17% 8(A) 10% 12% 8(A) 10% 12% Women-Owned 7% 9% Women-Owned 7% 9% HUB Zone 10% 10% HUB Zone 10% 10% SDVOSB 3% 4% SDVOSB 3% 4% American Indian 2% 2% American Indian 2% 2% Small Business Goals Fiscal Year 10 & Fiscal Year 11

19. Small Business Goals & Accomplishments FY 2010 REGION 8 FORESTS AND STATIONS (Source: FPDS-NG 09/30/2010) (Source: FPDS-NG 09/30/2010) R8 GOALS ACCOMPLISHMENTS R8 GOALS ACCOMPLISHMENTS Small Bus. 80% 91% Small Bus. 80% 91% SDB 15%17% SDB 15%17% 8(A) 10% 7.4% 8(A) 10% 7.4% Women-Owned 7%28% Women-Owned 7%28% HUB Zone 10%30% HUB Zone 10%30% SDVOSB3% 3% SDVOSB3% 3% American Indian 2% 0% American Indian 2% 0% Average $83 million in large and small businesses awards Average $83 million in large and small businesses awards

20. Vendors Qualifications and Requirements and Requirements

21. Good Performance History 1. Successfully completed work for the private sector or a government agency 1. Successfully completed work for the private sector or a government agency 2. An established business with 2 or more years of work experience. 2. An established business with 2 or more years of work experience. 3. Good references for doing the work related to the contract requirement 3. Good references for doing the work related to the contract requirement 4. Have not been debarred from federal contracting. 4. Have not been debarred from federal contracting.

22. Financial Stability Adequate cash flow to operate/pay employees until paid for the work completed and accepted. Adequate cash flow to operate/pay employees until paid for the work completed and accepted. No Advance Payments No Advance Payments Payment are made after work is completed and accepted. Payment are made after work is completed and accepted. 30 days – Services 14 days Constructions 30 days – Services 14 days Constructions

23. Fair Market Price Are you competitive with other vendors who offer the same products or services? Are you competitive with other vendors who offer the same products or services? Do you know what the government is paying for the products or services? Do you know what the government is paying for the products or services? Ask CO for bid information or previous contract award. Ask CO for bid information or previous contract award.

24. Understand the Requirement Read the Statement of Work or Specifications Read the Statement of Work or Specifications Read all sections of the solicitation and the amendments Read all sections of the solicitation and the amendments Attend the Pre-bid meeting Attend the Pre-bid meeting

25. Market Your Products or Services

26. 1.Identify Your Product or Service Code Know your NAICS (North American Industry Classification System) codes Know your NAICS (North American Industry Classification System) codes NAICS codes identifies the product or service you are selling and determines your business size standards NAICS codes identifies the product or service you are selling and determines your business size standards

27. 2. Register Your Business Obtain a DUNS Number from Duns and Bradstreet at www.dnb.com D&B provides a unique 9 digit identification number. Obtain a DUNS Number from Duns and Bradstreet at www.dnb.com D&B provides a unique 9 digit identification number.www.dnb.com Phone 1-800-333-0505 Phone 1-800-333-0505 Register on Central Contractor Registration (CCR) website at www.ccr.gov Register on Central Contractor Registration (CCR) website at www.ccr.govwww.ccr.gov

28. 2. Register Your Business Register on the On-Line Representations and Certifications Application (ORCA) website at www.orca.bpn.gov Register on the On-Line Representations and Certifications Application (ORCA) website at www.orca.bpn.gov Register on the Federal Business Opportunity (FedBizOpps) website at www.fbo.gov Register on the Federal Business Opportunity (FedBizOpps) website at www.fbo.govwww.fbo.gov

29. 3. Keep Abreast of Business Opportunities Find business opportunities on FedBizOpps at www.fbo.gov. Find business opportunities on FedBizOpps at www.fbo.gov.www.fbo.gov Requirements less than $25,000, vendors are found in CCR database or visit the each National Forest website for information on upcoming procurement opportunities. Requirements less than $25,000, vendors are found in CCR database or visit the each National Forest website for information on upcoming procurement opportunities.

30. 4. Review the USDA Procurement Forecast List products and services the agency may buy during the year. Includes: a description of product or service, dollar range, contact information & other information relating to the requirement. List products and services the agency may buy during the year. Includes: a description of product or service, dollar range, contact information & other information relating to the requirement. USDA Procurement Forecast Database at www.pforecast.net USDA Procurement Forecast Database at www.pforecast.net www.pforecast.net

31. 5. Know Contracting Procedures Know parts of the FAR (Federal Acquisition Regulations) that relates to the requirement Know parts of the FAR (Federal Acquisition Regulations) that relates to the requirement FAR Part 13- Simply Acquisitions Procedures FAR Part 14 – Seal Bidding FAR Part 15 – Contracting by Negotiations FAR Part 13- Simply Acquisitions Procedures FAR Part 14 – Seal Bidding FAR Part 15 – Contracting by Negotiations Know contract jargon: CO, COR, Inspector, RFQ, IFB, RFP,SOW and so forth Know contract jargon: CO, COR, Inspector, RFQ, IFB, RFP,SOW and so forth

32. 6. Win a GSA Contract Many Forest Service products or services (not construction) are purchased from the Federal Supply Schedule (FSS) Many Forest Service products or services (not construction) are purchased from the Federal Supply Schedule (FSS) Learn how to obtain a GSA (General Service Administration) contract at www.gsa.gov Learn how to obtain a GSA (General Service Administration) contract at www.gsa.gov

33. 7. Get Certify in the Small Business Programs Small Business Administration (SBA) certifies the 8(a) program and HubZone programs Small Business Administration (SBA) certifies the 8(a) program and HubZone programs Self-Certification: Women Owned, Small Disadvantage Businesses (SDB), and Service Disable Veteran Owned Small Business (SDVOSB) small business programs. Self-Certification: Women Owned, Small Disadvantage Businesses (SDB), and Service Disable Veteran Owned Small Business (SDVOSB) small business programs.

34. 8. Explore Sub-contracting Opportunities Large businesses with prime contracts over $500,000 for services and 1 million for constructions must have a sub-contracting plan. Large businesses with prime contracts over $500,000 for services and 1 million for constructions must have a sub-contracting plan. SBA maintains a database of subcontracting opportunities. This searchable database is called SUB-Net. www.sba.gov/subnet SBA maintains a database of subcontracting opportunities. This searchable database is called SUB-Net. www.sba.gov/subnetwww.sba.gov/subnet

35. 9. Make Your Capabilities Known Contact program offices whose work relate to the products or services your firm offers. Contact program offices whose work relate to the products or services your firm offers. Contact the Small Business Coordinator to market your services and products. Contact the Small Business Coordinator to market your services and products. Respond to Sources Sought notices in Fedbizopps. Respond to Sources Sought notices in Fedbizopps.

36. 9. Make Your Capabilities Known Prepare capability statements that clearly and comprehensively define your firm's special skills, work experience, prior Government contracts, references. Prepare capability statements that clearly and comprehensively define your firm's special skills, work experience, prior Government contracts, references. Include NAICS code, DUNSand SBA certifications Include NAICS code, DUNSand SBA certifications

37. Before you start, you need to ask yourself? Are you ready to do business with the Forest Service? Are you ready to do business with the Forest Service? Why do you want to do business with the Forest Service? Why do you want to do business with the Forest Service? Do you know the rules of engagement for your targeted agency? Do you know the rules of engagement for your targeted agency? What is the point of entry? What is the point of entry?

38. Resources Contact your local Small Business Administration Office www.sba.gov Contact your local Small Business Administration Office www.sba.govwww.sba.gov Contact your local Procurement Technical Assistance Centers www.ptac.org Contact your local Procurement Technical Assistance Centers www.ptac.orgwww.ptac.org Federal Acquisition Regulations www.arnet.gov/far Federal Acquisition Regulations www.arnet.gov/far www.arnet.gov/far Federal Business Opportunity www.fbo.gov Federal Business Opportunity www.fbo.govwww.fbo.gov Acquisition Central www.arnet.gov Acquisition Central www.arnet.govwww.arnet.gov

39. USDA Forest Service Southern Regional Office (Region 8) Atlanta, GA Kay A. Matthews Small Business Coordinator Phone: 404-347-1635 Phone: 404-347-1635 Email: kmatthews02@fs.fed.us Email: kmatthews02@fs.fed.uswww.fs.fed.us/r8/