1. The Government as a Business Partner Christopher Way NH Procurement Technical Assistance Program (PTAP)

2. How about the Government as a customer? But where do you start?

3. What is a Procurement Technical Assistance Program? Connect businesses of all sizes with opportunities at the state and federal level. Connect businesses of all sizes with opportunities at the state and federal level. Help with defining potential markets. Help with defining potential markets. We help you to become more competitive! We help you to become more competitive!

4. Who we are… Funded by the State of NH and the Defense Logistics agency. Funded by the State of NH and the Defense Logistics agency. Located at the Department of Resources & Economic Development within the Business Resource Center. Located at the Department of Resources & Economic Development within the Business Resource Center. Provide services are at no charge Provide services are at no charge

5. Whom do we service? NH Businesses NH Businesses All shapes All shapes All sizes All sizes Many subgroups Many subgroups About 550 active clients About 550 active clients In 2005, $155 million in prime contract awards In 2005, $155 million in prime contract awards 17 million in subcontract awards 17 million in subcontract awards

6. Being a PTAP client gets you what? Broadcasts about upcoming events in NH and New England. Broadcasts about upcoming events in NH and New England. Assistance in finding drawings, specs & standards. Assistance in finding drawings, specs & standards. Tailored bid matches Tailored bid matches Referrals to other clients/partners. Referrals to other clients/partners.

7. Do you have a product or service that is attractive to the government? A sampling includes: Military Military Communications Communications Apparel Apparel Food Food Constructions Constructions Lighting Lighting Training Training Photography Photography Furniture Furniture Software Software Environmental Environmental

8. Do you have the right mindset fro selling to the government? Attitude Attitude Patience Patience Diligence Diligence Followup Followup

9. Are you ready to sell to the government? A Recipe for Success! Do you have a business plan? Do you have a business plan? Have you defined your customer and the need for the product or service? Have you defined your customer and the need for the product or service? Can your business accommodate the new customer? Can your business accommodate the new customer? Is your business well established Is your business well established Can you review solicitations and respond to proposals? Can you review solicitations and respond to proposals? Do you have references of past performance? Do you have references of past performance? Start out small! Start out small!

10. Where will you fit? Core level –awareness, education, counseling and networking Core level –awareness, education, counseling and networking Subcontract Opportunities Subcontract Opportunities Prime Contractor Opportunities Prime Contractor Opportunities

11. Subcontracting… The Competition in Contracting Act -1984 For prime contracts $500,000 (1 million for construction) or more. For prime contracts $500,000 (1 million for construction) or more. Federal government requires prime contractors to develop and include in their bid a small business plan representing 23% of the total value of the contract. Federal government requires prime contractors to develop and include in their bid a small business plan representing 23% of the total value of the contract. 23 percent = 7% Small Businesses, 5% Small Disadvantaged Businesses (SDB), 5% Women-owned Small Businesses (WOB), 3% Service Disabled Small Businesses and 3% Hubzone. 23 percent = 7% Small Businesses, 5% Small Disadvantaged Businesses (SDB), 5% Women-owned Small Businesses (WOB), 3% Service Disabled Small Businesses and 3% Hubzone.

12. How do I get started? Go to the website and answer our questionnaire. Go to the website and answer our questionnaire. Give us a call at 271-7581 Give us a call at 271-7581 Send an email to cway@dred.state.nh.us Send an email to cway@dred.state.nh.us cway@dred.state.nh.us Come and visit us at Pembroke Road in Concord Come and visit us at Pembroke Road in Concord Request a site visit Request a site visit

13. What you need in order to work for and with the government… You need a DUNS number. This is a number that Dunn & Bradstreet will assign to your company. Call 1-866- 705-5711 for a FREE DUNS number. You need a DUNS number. This is a number that Dunn & Bradstreet will assign to your company. Call 1-866- 705-5711 for a FREE DUNS number. You should be in business successfully for 2-3 years, but if you haven’t, don’t let that stop you. Still work with us. You should be in business successfully for 2-3 years, but if you haven’t, don’t let that stop you. Still work with us.

14. Registrations to do first… CCR Registration – Central Contractors registration. This is the electronic funds transfer process. Once complete, the CCR will assign you a CAGE code. (Commercial & Government Entity Code). CCR Registration – Central Contractors registration. This is the electronic funds transfer process. Once complete, the CCR will assign you a CAGE code. (Commercial & Government Entity Code). SBA Firm Profile – “ProNet” – “Dynamic Small Business Search” registration. This is for small businesses only to get registered in. SBA Firm Profile – “ProNet” – “Dynamic Small Business Search” registration. This is for small businesses only to get registered in.

15. From that point onward….. Conduct market research Conduct market research Attend free training Attend free training Sign up for bid match services Sign up for bid match services Go to matchmaker events Go to matchmaker events Ask Questions! Ask Questions!

16. What PTAP is not….. An automatic cash inflow An automatic cash inflow Customers beating down your door. Customers beating down your door. What PTAP is ….. An opportunity for new customers and awareness An opportunity for new customers and awareness A time saver A time saver Education Education

17. Reality Check….. We can do everything in our power to make government more streamlined, friendly, efficient and responsive. But guess what.... We can do everything in our power to make government more streamlined, friendly, efficient and responsive. But guess what.... It’s still government….. It’s still government….. Be flexible, ask questions, no short cuts, no assumptions. Be flexible, ask questions, no short cuts, no assumptions. Just another customer….. Just another customer…..

18. www.nheconomy/ptac

19. Remember the Business Resource Center when you need help on: Financial Financial Finance Programs Finance Programs GAP Financing GAP Financing NETAAC NETAAC Customized Assistance Customized Assistance Real Estate Real Estate Structural Structural Expand, reduce or relocate Expand, reduce or relocate Infrastructure Infrastructure Political Political Workforce Workforce Staffing Training Rapid Response Job Training Grant

20. Christopher Way, Program Manager Procurement Technical Assistance Program 603-271-7581 or cway@dred.state.nh.us