Alliance Mid-Atlantic1 Roadmap to Successful Government Contracting Presented by: Sherry Rose NJ Institute of Technology, PTAC & M. Clyde Stoltzfus SE PA PTAC University of Pennsylvania March 6, 2012

Alliance Mid-Atlantic2 Procurement Technical Assistance Program (PTAP) The PTAP functions as a “link” between businesses and government offices. Its primary goal is to help companies market to government agencies.

Alliance Mid-Atlantic3 Success Factors Before attempting major government marketing: o 2 to 3 years of commercial experience o Develop or update your business plan o Develop a Capability Statement o Electronic capability o Financial stability o Good customer mix o Credit card capable

Alliance Mid-Atlantic4 The Trust Factor Trust issues: o Reliability o Stability o Integrity o Technical Capability o Capacity

Alliance Mid-Atlantic5 Capability Statement o Capabilities: Type of work you can do. o Facilities and Equipment: List special equipment and resources o Expertise: A brief summary of your expertise and key staff expertise. o Codes: List your NAIC and FSC codes o Certifications: List special business status o Customers: Provide a list of at least three or four of your key customers

Alliance Mid-Atlantic6 Contracting Codes North American Industrial Classification System (NAICS) o a classification system that groups together economic units that use like processes to produce goods or services. o used to classify businesses to facilitate information sharing, to determine size standards and as search criteria for finding businesses to perform specific tasks or contracts.

Alliance Mid-Atlantic7 Contracting Codes o used to identify companies for financial transactions and required by the federal government for Central Contractor Registration Data Universal Numbering System (DUNS) Number call or register online at: mePage.do

Alliance Mid-Atlantic8 Contracting Codes o requires DUNS number to register o companies must register in order to be considered for any future solicitations, awards or payment CAGE code o Dynamic Small Business Search o ORCA Centralized Contractor Registration (CCR)

Alliance Mid-Atlantic9 Dynamic Small Business database o searchable national internet database of small, certified & non-certified businesses o used by federal agencies and primes to locate vendors o requires entry and upkeep of information

Alliance Mid-Atlantic10 SBA Certified Programs o SBA 8(a) program o HUBZones o WOSB

Alliance Mid-Atlantic11 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 must demonstrate potential for success. SBA Certifications o SBA 8(a) program

New Requirements o Personal Income $250,000 initial eligibility $350,000 continued eligibility o Total Assets $4.0 million initial eligibility $6.0 million continued eligibility

Alliance Mid-Atlantic13 SBA Certifications must be a small business concern must be owned and controlled by US citizens, Community Development Corporations or Indian tribes the principal office of the concern must be located in a HUBZone at least 35% of the concern’s employees must reside in a HUBZone o HUBZones

WOSB PROGRAM WOSB and EDWOSB o 83 NAICS Codes o 51% owned, controlled and actively managed by woman/women o EDWOSB personal net worth $750,000; income $350,000; assets $6.0 million o Register in CCR/ORCA o Self-certify or certified (3 rd party) o Alliance Mid-Atlantic14

Alliance Mid-Atlantic15 Other Programs & Certifications o self certification programs Women-Owned businesses Service Disabled Veterans (Veterans) – verification o certification with the Commonwealth of Pennsylvania o certification with the State of New Jersey

Alliance Mid-Atlantic16 Some ways Government contracting differs o public accountability for public funds o socio-economic considerations o the right to protest o Debrief o rules

Alliance Mid-Atlantic17 Rules o Federal Acquisition Regulations – FAR o Department/Agency Regulations/Supplements - e.g., DFAR o Command Policies/Regulations

Alliance Mid-Atlantic18 Golden Rule of Government Marketing “ When you are dancing with the bear, you don’t get to lead!!”

Alliance Mid-Atlantic19 Procurement Marketing Strategy Include: o conduct market research o define target market o develop contact list o identify & understand the customer o accumulate procurement history o learn the bidding process o know your competition o make capabilities known/follow-up o learn from more experienced IT’S ALL ABOUT RELATIONSHIPS!!!

Alliance Mid-Atlantic20 Market Research casts/index.html o links to agency home pages o links to small business contacts o links to procurement opportunities o links to agency forecasts o searchable database for procurement history

Alliance Mid-Atlantic21 Procurement Personnel o Small Business Specialists (formerly SADBUS)-Employed by government to promote business with agency o Small Business Liaison Officer-Employed by prime contractors to promote business opportunity o SBA’s Procurement Center Representatives o PTAPs

Alliance Mid-Atlantic22 Finding Opportunities GSA - Federal Supply Schedules (FSS) o just about every product and service o contracting officers purchase directly from vendors

Alliance Mid-Atlantic23 Finding Opportunities Federal BizOpps o Internet site listing federal contracting opportunities o Can search current solicitations by number or key word

Alliance Mid-Atlantic24 Finding Opportunities o DLA Internet Bid Board System internet site for all DLA Centers register to utilize search capabilities

Alliance Mid-Atlantic25 Subcontracting o applies to awards to large firms of $650,000 and over and construction awards of $1,5 million and over o requires a subcontracting plan with goals o good opportunity for new-to-government contracting firm

Alliance Mid-Atlantic26 Government Purchase Card o any governmental employee can have o volume of transactions growing - $15 b o average $2,500 buys but some with higher limits (overseas up to $25,000)

Alliance Mid-Atlantic27 State/Local Governments o centralized/decentralized purchasing o primary state procurements done thru state contracting agency o sp?dgsNav= sp?dgsNav o

Alliance Mid-Atlantic28 Information Sites o Overview of selling to the federal government and o Selling to the Military dex.htm dex.htm o Wide Area Work Flow o Radio Frequency Identification

Alliance Mid-Atlantic29 Contacts Sherry Rose, Procurement & Marketing Specialist New Jersey, PTAC Atlantic Community College 1535 Bacharach Blvd. Rm. 211 Atlantic City, NJ Telephone: (609) Fax: (609) Clyde Stoltzfus, Director SE PA PTAP The Wharton School University of Pennsylvania 3733 Spruce Street Philadelphia, PA Telephone: (215)