Rita Haake Mary Turner Lyndsay Hughes Illinois PTACs

“I feel like I am swimming in the middle of the ocean with no direction or idea of where to go!”

 Customized computerized bid matching  One-on-One counseling, customized assistance.  Registrations – we take our clients through all steps needed as required by Illinois and federal government to be a considered vendor.  Certifications – WBE, MBE, SDB, 8A, SDVOSB, DBE, HUBZone, WOSB, EDWOSB– we assist those clients that are eligible to get certified.  Assistance with proposal preparation and post contract award contract compliance.  Market research – for our small businesses we can identify the Small Business Specialists at federal agencies to make initial contacts.  Procurement histories – if a product and the federal government has supplied an NSN – we can do additional research based on that information.  GSA Schedules – we assist our clients in submitting and being awarded a GSA Schedule contract, if applicable.

U.S. Economic Development - Most government agencies have programs in place encouraging them to do a certain amount of contracting with small businesses of various socio-economic backgrounds. State/Local Government goaling: ◦ City of Chicago: 25% MBE/WBE ◦ Cook County: 25% MBE, 10% WBE ◦ Illinois: 20% Small/MBE/WBE/PBE

 Federal Goaling– (over $500 billion spent)  23%Small Business  5%8a – prime  5% Small Disadvantaged Business/SDB (self certify) - subcontracting  5%8W - Women Owned Small Business (WOSB)  3%HUBZone certified  3%Service Disabled Veteran Owned Small (SDVOSB)  Veteran Owned Small Business (VOSB) - VA

 If a WOSB states they are minority and retired military what would they qualify for?  What types of contracts would they qualify for? ◦ To begin in federal contracting you must have basic knowledge of CCR, DSBS, ORCA and FAR! SDB 8a SDVOSB 8E DBE VOSB 8W HUBZone IDIQ Solicitation Pre-solicitation GSA Schedule Women Owned Set Aside 8a Sole Source IFB Sources Sought RFP Small Business Set Aside SDVOSB Sole Source HUBZone set aside

 Scheduled appointment – 2 to 4 hours  Evaluate client – ◦ What is their business? ◦ What have they done governmentally? ◦ Are they women owned? Minority owned? Veteran owned? ◦ Where do they believe their target market is?  Begin counseling session: ◦ How to find opportunities ◦ State of Illinois contracting requirements ◦ Federal government contracting requirements ◦ Local government contracting requirements

Finding Opportunities ◦ Bid Match System (Outreach)  400+ websites daily  Comprehensive (local, state & federal)  Keywords  Unlimited  Descriptive words that may be used  NAICS

State of Illinois ◦ Basic registration ◦ IDHR Number ◦ CMS Bidder’s Application Form (what is a small business?) ◦ W-9 ◦ Ethics Requirement ◦ Certification ◦ WBE/MBE/PBE Certifications ◦ DBE (do they qualify based on transportation rules?) ◦ Other states?

Initial Advising Session Federal Government ◦ Basic registrations ◦ DUNS ◦ NAICS (what is a small business?) ◦ CCR/DSBS ◦ ORCA ◦ CertificationValidation ◦ 8aVOSB ◦ HUBZoneSDVOSB ◦ WOSB (new SBA program)  SDB (self certification)

 Other considerations? ◦ Are they qualified for mentor-protégé? ◦ Should they consider teaming and/or joint venture agreements? ◦ Subcontracting?

 Local Government ◦ College/University  MAFBE  IPHEPB ◦ County ◦ City ◦ Township ◦ Municipality ◦ Park Districts ◦ Over 90,000 municipalities require products/services

 Client identifies a federal opportunity ◦ Solcitation, RFP, Sources Sought  What type of business is being sought?  Do they qualify?  What is required in the response? Proposal?  Do they know their pricing? (SBDC referral)  How should they format their response?  Are there FARs cited?  Decode the FAR  Do they have a capability narrative?

 Client that wants to be proactive in marketing ◦ What is the market?  FPDS ◦ Who is the contact?  CO  SBS ◦ What should they send?  Capabilities narrative  or telephone contact?

 Do they qualify for certifications? Which ones? ◦ MBE (local, state - private) ◦ WBE (local, state, federal - private) ◦ 8a (federal) ◦ SDB (federal) ◦ DBE (federal with local certifiers) ◦ HUBZone (federal)

 Assist with the process of applying ◦ Managed  Bylaws  Resume ◦ Owned  Birth certificate/passport  Business documentation (stocks, articles, etc.)  Source of Capital ◦ Controlled  Financial (balance sheet, loans, leases, bank signature)  Independence

 Bid Match (Illinois Power Search 400) ◦ Reactive vs. proactive ◦ Shortened timeline ◦ Limited research potential  Target Marketing ◦ Proactive ◦ Building relationships ◦ Utilize actual federal systems (FPDS) ◦ Opportunity to make FOIA requests

 Understanding contracting ◦ Contracting Methods: ◦ Micro purchase - Credit Cards ◦ Purchase Orders/RFQ ◦ Blanket Purchase Agreements ◦ Indefinite Delivery/Indefinite Quantity (IDIQ) ◦ Fixed Price Contracts/RFP ◦ GSA/Federal Supply Schedules ◦ NSN applicability  Reviewing and understanding- Regulations/specifications  Creating a proposal – What to address/How to address

 Federal Small Business Goals ◦ 23% Small Business ◦ 5% 8a ◦ 5% Women Owned Small Business  Economically Disadvantaged ◦ 3% HUBZone certified ◦ 3% Service Disabled Veteran Owned Small Business  Subcontracting Goals ◦ Federal flow down ($650,000 or more)  23% Small Business  5% Small Disadvantaged Business  5% Women Owned Small Business  3% HUBZone certified  3% Service Disabled Veteran Owned Small Business

 Subcontracting possibilities ◦ 4 core federal agencies with listings  SBA, GSA, VA, DoD  SBA alone is 290 pages ◦ Business to Business relationships ◦ Need to build relationships ◦ Do homework  Website (supplier diversity databases)  Website (what kind of contract with federal government do they hold?) ◦ Mentor-protégé relationships

 Contract Award ◦ Post award assistance  How do they get paid?  CCR  WAWF registration  Packaging requirements?  RFID/UID requirements? ◦ Reporting required? ◦ Contract close out? ◦ Termination for convenience? ◦ Termination for default? (cause)

 Communication ◦ Timely for federal and state regulation changes ◦ Special procurement opportunities ◦ Monthly newsletters ◦ Workshops/seminars  Government Contracting 101  Certifications  Packaging  WAWF ◦ Local, state & federal conferences  Matchmaking events

 Educating (1on1)on online resources ◦ Procurement websites  Historical data  Opportunities  Registrations (local, state, federal)  Competitive research