How to Sell to the Federal and State Governments Tim Jacquent Apple Capital Group, Inc.

Goal To understand the basics of what is need in federal and state space.

Facts about Government Contractors There are currently at least 31,000 federal contacting opportunities listed on the government's clearinghouse website (more on that in a minute). But, in a way, 31,000 is worse than zero—at least if it's your role to comb through them all and figure out which ones you might actually want to compete for.

Federal Contracting Facts The Government is the largest buyer in the US. The Government buys over $1 trillion in products and services annually The Government buys all types of supplies and services, including construction The Government is reliable, continuous source of business

Consider the Benefits The federal government pays within 30 days of invoiced, usually within 21 days on average. The government and it agencies buys all types of products and services The government want to buy from people they trust to deliver the products and services ON TIME. There are always opportunities available Retrieve bid information instantly instantly using latest technology Resource SBDC Small Business Development Center – SCORE Dallas Office Fort Worth Office PTEC Office – (Procurement Technical Center) at UTA

Top 5 Contractors

Most Know Contractor

Contractor in Comes from IT to Education

Contractors in Customer Goods

23% of all Contractors goes toSmall Business

Are Your Ready?

Tools you need You need To Do Business Check sheet See attachment Capability Statement and Business Card

Capability Statement Is a your company’s resume. It is a one page document (most cases) or two page document Make sure you business cards has the same info.

SWOT Analysis The importance of a SWOT Analysis Analyze your strengths, weaknesses, opportunities and threats Assess strengths and weaknesses Identify optimal opportunities and target agencies Anticipate and avoid potential threats

Analyzing your organization Define Your Unique Selling Proposition Identify buyers with the agency method or geographic method Analyze your potential competitors Track Federal buying cycles (Oct 1- Sept 30)

Finding Opportunities Online FedBidOpps Fedbid.com Online Auctions Bidnet.com Governmentbids.com Federal Agency Website (Procurement) FindRFP.com (monthly service) SmartProcure.us (monthly service) Agency Small Business Liaison –

Marketing and presenting Create a marketing strategy (SCORE and Small Business Development Centers) They will help you write one. Analyze your current market Target market to your agency of choice Gather intelligence on agencies Promote yourself to the federal customer

Financial Considerations Prepare cost and price proposals Understand the difference between fixed priced and flexibly priced Calculate direct and indirect costs Troubleshoot contract billing issues

How Solicitations are Issued and bids are Evaluated Understanding the process for issuing a solicitation Determine the basis for responsive bids Evaluate the evaluation Request a debrief or file a protest (Don’t protest)

Funding Your Business Understanding the benefits of factoring (purchase order and account receivables) over a traditional loan Structure a factoring transaction Strengthen your financials with factoring

Taking the next Steps Getting started Assess your current situation Plan six months goals Create an action plan

Capability Statements Your Company Name DBA if any Corporate Office Mailing address, if any Main Phone, Fax, Toll-free , Websites, and Social DUNS, EIN, CAGE Code

Capability Statement 2 Points of Contacts (Main) for Others of Questions Second POC NASCI Codes (North American Industry Classification Code) SIC Code (Standard Industrial Code) Description of who, what, why, Past Performance if any. Add Accept credit card, N30 terms, Registered in SAM GSA If you have it – General Services Administration

Outline of Start-up Compliance Register your business Corp or DBA Apply for EIN from IRS Landline or Mobile register Website DUNS for government supplier Sams.gov Credit Card Processors Register Social

Business Cards Front Names and title Logo, graphic or photo Address Phone, fax, cell Web site and Tagline, slogan or Take off VISTA PRINT Band of card NACIS Code, SIC< Cage Code Past Performance

Certifications Small Business Owned Service Disabled Owned Business Women-Owned Small Business Program HUB Zone Historically Underutilized Program Indian Incentive Program DoD Mentor-Protégé 8 (a)/ SDB (Small Disadvantage Business)

Resources National Small Business Week ( Supplier Connection ( connection.net/SupplierConnection/index.html) connection.net/SupplierConnection/index.html