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2 U.S. Small Business Administration Government Contracting Business Development Programs Jorge Silva-Puras Regional Administrator for NY, NJ, PR & USVI

3 Why Would You Want the Federal Government as Your Customer? The U.S. government is the world’s largest buyer of goods and services. Government purchases total over $425 billion a year. Federal agencies are required to establish small business contracting goals.

4 Government-Wide Small Business Contracting Goals 23%For small businesses in general 5%5%For SDBs 5%For WOSBs 3%For HubZone businesses 3%For Service-Disabled Veterans

5 New Jersey by the Numbers… 221,829/$9.6 billion = Total contracts/$$ awarded in FY 2010 5,400/$195.5 MM = Contracts/$$ awarded to Veteran-owned Small Businesses (VOBs) 1,199/$114.2 MM = Contracts/$$ awarded to Service-disabled Veteran-owned Small Business (SDVOBs) 10,541/$211.7 MM = Contracts/$$ awarded to Women-owned Small Businesses (WOSBs)

6 Is Becoming a Government Contractor Right for You? Can you spend the time required to identify agencies and buyers? Can your business financially support the costs involved in a government contract? Are you prepared to learn and follow the federal procurement rules?

7 Myths and Realities About Government Contracting Myth: Doing business with the government is too complicated and it takes forever to get paid. Reality: The government uses many commercial and business-friendly practices buying off-the-shelf paying by credit card generally, payments received within 30 days of invoicing

8 How Does the SBA Help Me Become a Government Contractor? Ensuring small businesses receive a fair share of contracts Classes, workshops and counseling by SBA district offices and resource partners

9 Provides a broad scope of training and assistance to socially and economically disadvantaged firms. Must be in business for at least two years with a product or service that the federal government procures. 8(a) Business Development Certification Program Provides federal contracting opportunities for qualified small businesses located in distressed census tract areas. For more information visit HUBZone Program Certification Options for Contractors

10 Self-certification Programs Service-disabled Veteran-owned Small Business (SDVOSB) Veteran-owned Small Business (VOSB) (for Veteran’s Administration procurements and subcontracts) Women-owned Small Business (WOSB)

11 Women-owned Small Business Rule Allows contracting officers, for the first time, to set aside specific contracting opportunities for certified WOSBs and will help federal agencies achieve the existing statutory goal that 5% of federal contracting dollars are awarded to WOSB’s. 83 Industrial and Commercial Sectors Some examples are: Residential building construction Building equipment and finishing contractors Motion picture and video industries Automotive repair and maintenance And many more… For more information, visit

12 Training and Counseling Programs Small Business Training Network – a virtual campus Business Opportunities: A Guide to Winning Federal Contracts Free, online “how-to” courses on federal procurement procedures SBA New Jersey District Office New Jersey Small Business Development Centers Women’s Business Centers SCORE – Counselors to America’s Small Business

13 Procurement Technical Assistance Centers Help businesses that want to sell to federal, state and/or local governments. Located in most states. New Jersey PTACs: –New Jersey Institute of Technology (973) 596-3105 –UCEDC (Union County only) (908) 527-1166

14 SBA’s Procurement Center Representatives Work with federal agencies to identify prime contracting opportunities. Recommend reserving procurement for competition among small businesses. Provide small business sources to federal buying agencies. PCRs in New Jersey are: –Michael Cecere 973-724-6574 / Picatinny Arsenal, Dover –Larry Hansen (732) 323-2216 / Navel Air Engineering Center, Lakehurst

15 Identifying Contracting Opportunities– Federal Business Opportunities Announces available business opportunities Identifies contracts over $25,000 Online listing at

16 Identifying Contracting Opportunities Simplified Purchases Government uses simplified procedures for purchases between $3,000 and $100,000. These purchases are generally reserved for small businesses. Micro-Purchases Government purchases under $3,000. Do not require competitive bids or quotes. Payment via government credit card.

17 Identifying Contracting Opportunities – General Services Administration Schedules Programs GSA establishes long-term government-wide contracts. Provides access to over 11 million commercial supplies and services. Becoming a GSA schedule contractor increases your ability to get contracts.

18 Identifying Subcontracting Opportunities Teaming with a prime contractor can be a profitable experience. Experience gained as a subcontractor helps you in bidding on prime contracts. SBA’s SUB-Net searchable database posts subcontracting opportunities.

19 Marketing Your Business Determine which government agencies buy your products or services. Identify the contracting procedures those agencies use. Develop a focused marketing strategy.

20 Marketing Tips Get to know the agency staff using your products or service and procurement officers. Focus on opportunities in your niche and prioritize. Be persistent and professional.

21 New Jersey Contacts: Regional Administrator Jorge Silva-Puras 212-264-1450 NJ Acting District Director John Villios 973-645-2481 NJ Assistant District Director Rich Zilg 973-645-2531

22 Follow us @ Easy-to-find information to help small businesses start, grow & succeed. Small Business Training Network – an online virtual campus offering free courses workshops and resources. SBA on the Internet


24 Contracting Checklist Sign up for Business Opportunities: A Guide to Winning Federal Contracts. Identify your industry, product and service codes. Apply for DUNS and TIN numbers. Develop your business profile. Investigate SBA programs for small businesses.

25 Contracting Checklist Register in the CCR and the Dynamic Small Business Search database. Meet local counselors. Check out procurement websites. Practice searching for contract opportunities and preparing bids/offers. Market your business, the most important step in winning federal contracts.

26 Getting Started – Registering with the CCR The Central Contractor Registration is an online database of companies wanting to do business with the federal government. Buying agencies can search the CCR for vendors. Creating and updating your small business profile in CCR gives your firm access to contracting opportunities. Go to and click on “Start New Registration.”

27 Getting Started – the Dynamic Small Business Search From CCR, enter your business profile in SBA’s Dynamic Small Business Search database. Using the DSBS, agencies can quickly identify potential small business vendors.

28 Getting Started – Developing an Effective Profile Familiarize yourself with the CCR and the Dynamic Small Business Search. Perform a search as if you were looking to hire your firm. Analyze the profiles of firms in your area of expertise. Your CCR/DSBS profile is your business’ resume – review, update, strengthen.

29 Pre-registration Steps Review CCR system instructions. Contact Dun & Bradstreet for a free DUNS number. Get a federal tax identification number from the IRS.

30 Pre-registration Steps Determine if your business meets SBA small business size standards. Identify the required industry, product, and service codes procurement officials use to search for specific businesses. –North American Industry Classification Codes –Standard Industrial Classification Codes –Product Service Codes –Federal Supply Classification Codes


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