Business With The Government Small Business & Technology Development Center’s (SBTDC) Procurement Technical Assistance Center (PTAC) Leslie “Lynne” Crawley Procurement Counselor

Small Business & Technology Development Center (SBTDC) Confidential one-on-one counseling General Business - planning, marketing, financing, human resources & operations Manufacturing & Technology Development and Commercialization International Business Marine Trades Management Education Services Procurement Technical Assistance Center (PTAC) 2

PTAC assists you in... Understanding government rules and regulations Completing mandatory registrations and certifications Researching award histories Identifying contracting opportunities Reviewing bids and proposals GSA/VA Contracts and schedules Selling to the federal, state and local government PROBID (Fee) –Electronic bid matching system (Fees apply) –Searches almost 400 sites (federal, state, local, foreign) 3

Is the Government Market for Me? What a Government Contract can do for your business –Diversify your customer base –Cover overhead costs –Even out cash flow What a Government Contract can not do for your business –Jump-start your business –Save your business –Be the sole source of your business 4

Size of the Government Market FY 2008 Total Federal Acquisition Spending –$454 Billion Small Business Market Share –$83.2 Billion a Year in Prime Awards –$64.8 Billion a Year in Subcontracts 5

Potential Federal Customers F Military Bases F GSA F VA F DLA F FEMA F USDA 6

Registration (Acronyms) NAICS – North American Industrial Classification System SIC – Standard Industrial Classification FSC – Federal Supply Classification (Optional) PSC – Product Service Code (Optional) TIN – Tax Identification Number DUNS – Data Universal Numbering System CCR – Central Contractor Registration ORCA – Online Representations & Certifications Application 7

Registration – CCR Required to do business w/federal government Don’t forget to complete the SBA Firm Profile Commercial and Govt Entity Code (CAGE) Receive a letter after successful registration –Welcome letter Safeguard all passwords and IDs Re-certify annually 8

Registration – CCR Obtain Tax ID Number (TIN): Obtain DUNS : Identify your NAICS codes – Identify your SIC codes -- Identify your FSC and/or PSC Codes Size determination -Small vs. Large -(13 CFR ) - page/serv_sstd_tablepdf.pdfwww.sba.gov/idc/groups/public/documents/sba_home page/serv_sstd_tablepdf.pdf 9

Registration – ORCA Required to do business with the federal government Don’t complete until receipt of CCR letter Requires Marketing Partner ID Number (MPIN) Can print out and complete then input later Safeguard MPIN and all passwords and IDs 10

Registration SBA -- Preference Programs 8(a) Business Development Program - Small Disadvantaged Business (SDB) Program - Self Certification as of 1 October 2008 Historically Underutilized Business (HUBZone) - Women Owned Business Program - Veterans Business Program

8(a) And SDB Programs The applicant firm –must be a small business, –must be unconditionally owned and controlled by one or more socially and economically disadvantaged individuals who are of good character and citizens of the United States, and –must demonstrate potential for success 8(a) is a 9 Year Program 8(a) has set-aside and sole-source SDB has 5.8% goal –This is self certification as of 1 October

HUBZone Program The applicant firm must be –51% American owned –Principal office located in a designated HUBZone –At least 35% of employees must reside in a HUBZone Price evaluation adjustment (up to 10%) 3% Goal (prime contractors) Set-aside and sole-source opportunities NOTE: Remember the tracks will change after the census is done. (Estimated Jul 2011) 13

Woman and Veteran Programs Women-owned Business Program –Self certify –5% government wide goal –Primes may require a National Certification Women’s Business Enterprise National Council (WBENC) National Association of Women Business Owners (NAWBO) Veteran-owned SB Program –3% government wide goal –Allows Set-asides for Service Disabled Veteran Owned Small Businesses (SDVOSB) Can qualify as SDVOSB with “Zero” Disability status 14

Contacts Who do you know? Small Business Liaison Officer (SBLO) –Prime contractor employee (Public Law ) –Subcontracting plans have goals –Good opportunity for new vendors Small and Disadvantaged Business Utilization Specialist (SADBU) –Does not buy anything –Acts as liaison between you and buyers Small Business Specialist (SBS) –Acts as liaison between you and buyers 15

Research -- Federal Federal Acquisition Regulation (FAR) – – Code of Federal Regulations (CFR) – United States Code (USC) – Government acronyms – 16

Opportunities -- Federal Federal Business Opportunities (FBO) – –Single government-wide point-of-entry for federal govt procurement opportunities 17

Types of Federal Acquisitions Micro-Purchases –Purchases Less than $3000 (supplies), $2500 (services) and $2000 (construction) –Credit Card transactions or purchase orders –Open to large and small business –Competition not required –Approximately 700,000 cards issued –$18 billion in annual sales 18

Types of Federal Acquisitions Simplified Acquisitions –Purchases $3000 up to $100,000 –Set-aside for small business –Informal buys up to $25,000 –Formal advertisement required for purchases over $25,000 –Can be set-aside for 8(a), HUBZone and SDVOSB companies –Request for Quote (RFQ) 19

Types of Federal Acquisitions Large Contracts –Purchases over $100,000 –Open to large and small businesses –Rigid process/well defined requirements –Can be set-aside for 8(a), HUBZone, SDVOSB, and small business companies –Invitation for Bid (IFB) Used for sealed bids/Advertisement is required Negotiations are not permitted –Request for Proposal (RFP) Used when seeking creativity, different ideas or new ways of accomplishing a task/Advertisement is required Negotiations are permitted 20

Bidding – Preparation (both Federal and State) Obtain entire solicitation –Supporting documents (specs, drawings, SOW) –Amendments too! Read solicitation completely and thoroughly Make working copy of solicitation Refer to research websites on previous slide –Request/research purchase history –Government jargon Ask questions 21

Federal Contractor Certification Purpose: Help business owners understand the Federal contracting process, submit intelligent responses and perform successfully after award Pilot program –Started Aug 1, 09 – Jan 31, 10 –Available to owners through PTAC’s certified –Only Level 1 available: Basic Understanding of Federal Contracting Veteran owned businesses will receive a book “Win Government Contracts for Your Small Business”, Second edition from the VA

FCC Continued Owner register with nearest PTAC Intake Meeting Complete release form to be forwarded to VA Take prescribed courses with DAU and forward certificates to PTAC counselor Take comprehensive exam proctored by PTAC Owners passing the exam will be presented with a lapel pin, logo and certificate to advertise this capability.

Selling to the State of North Carolina

Potential State Customers F State Agencies F Universities F Community Colleges F Public Schools F Institutions F Local Governments F NOTE: State of North Carolina Purchasing spends about $4 Billion a Year 25

Registration – State of NC Identify your NIGP/Commodity Codes Register in Vendor Link: Registration.htm Registration.htm Register in E-Procurement: Historically Underutilized Business (state of NC)

Historically Underutilized Business (HUB) Program – State of NC Minority/women/disabled 10% participation goal Register online at Vendor Link/E-Procurement HUB Coordinator’s office is advocate –Sponsors seminars and workshops –Maintains a database of HUB vendors for use by state purchasers, general contractors and others –Telephone: (919) Fax number: (919)

Local Government Agencies (cities, county, municipalities, etc) Concentrate on immediate area first Usually paper registration, not on-line Listing of cities/towns/counties found at: M/WBE programs Some utilize State of NC IPS 28

Marketing Focus on one or two target agencies. Nurture your small customer into a larger customer. Consider becoming chamber member It’s all about relationships! 29

Opportunities -- State Interactive Purchasing System (IPS) – –State of NC portal for opportunities Other state purchasing websites – – NC Purchase & Contract Administrative Code – 30

Types of State Acquisitions Categories of Purchases –Apparatus, supplies, material and equipment –Construction or repair –Service contracts, purchase of real property, lease of personal property Dollar Thresholds –Informal –Formal 31

Types of State Acquisitions Informal Procedures –Advertisement of bid opportunity is not required –Dollar value varies among agencies –Written quotes required for contracts $5,000 and up –Contracts awarded to the lowest responsible bidder –May be conducted via e-Quote system 32

Types of State Acquisitions Formal Procedures –Dollar value varies among agencies –Advertisement of bid opportunity is required –Sealed competitive bids must be obtained –Contracts awarded to the lowest responsible bidder –May be posted at Interactive Purchasing System (IPS) –Vendor may register for notifications via Vendor Link 33

Rules to Live By Do not be late Do not lose your passwords (do not share, either!) Do not pay for what you can get free Get it in writing Be proactive Call PTAC with questions 34

NC PTAC Counselors Clark Fields – Western NC area – or Archie Black – Charlotte/Greensboro areas – ext 3346 or Kathryn Lobdell – Raleigh area – ext 611 or Leslie “Lynne” Crawley – Southeastern NC area – or Katie Harshberger – Northeastern NC area – or 35

Questions?