1. Small Business Certifications & Government Contracting Operated by the 2401 E. Missouri El Paso, TX 79903 Phone: 915-351-6232

2. Agenda Introduction Certifications, what are they & why do you want them? Target your Market (Corporate, State, or Federal) Recommendations before you start any Certification application process Small Business Certifications, helping you which one to choose. Where to Register & Why? Marketing your Firm Capability Statement Recap Q&A

3. Small Business Certifications, what are they? Small business certifications are procurement tools that give 1) economically disadvantaged, 2) minority and 3) women owned businesses an edge in the bidding process! An evaluation process gives formal recognition that the business is owned and operated by a qualifying person.

4. Why would you need a certification? Small business certifications can help you open doors of “new opportunities” beneficial for your business. To better position yourself to work within the private sector, state, and federal government. Valuable tool for marketing your small business. Every federal agency must spend at least 23% of their purchasing budget on small business certified categories.

5. Target your Market Focus on your market ▫Who will buy your product? ▫Who is your competition? ▫What do they do different? ▫Maintain your cool.

6. Helpful Tips Before you start any Government Small Business certification process, make sure you have the following in place:

7. A Tax Identification Number (TIN) is an identification number assigned by the IRS for tax purposes. An Employer Identification Number (EIN) is a tax payer ID number. For more information visit http://www.irs.gov/businesses/small/international/article/0,,id=96 696,00.html http://www.irs.gov/businesses/small/international/article/0,,id=96 696,00.html Tax Identification Numbers (TIN)

8. DUNS is a unique nine-character number that identifies your organization. Number used to identify businesses and a tool of the Federal Government to track how federal money is distributed. A DUNS number is necessary in order to be eligible to do business with the US Federal Government and other Corporations. Marketing strategy (Free!) For more information visit https://iupdate.dnb.com/iUpdate/webformHome.htm https://iupdate.dnb.com/iUpdate/webformHome.htm Data Universal Numbering System (DUNS)

9. The North American Industry Classification System (NAICS) is used by Federal statistical agencies to classify business establishments for statistical purposes related to the U.S. business economy. For more information visit http://www.census.gov/eos/www/naics/http://www.census.gov/eos/www/naics/ North American Industrial Classification System (NAICS)

10. CAGE Codes are assigned once you register your business in the Central Contractor Registration (CCR). For more information visit https://www.bpn.gov/ccr/https://www.bpn.gov/ccr/ CAGE Code

11. Sam Registration Register in the System for Award Management (SAM). http://www.sam.govhttp://www.sam.gov SAM includes the capabilities of Central Contractor Registration (CCR)/Federal Agency Registration (FedReg), Online Representations and Certifications Application (ORCA), and the Excluded Parties List System (EPLS). This process can take up to two weeks.

12. General Login System The process then requires obtaining a General Login System login. It’s simple to register for an account. https://eweb.sba.gov/gls/dsp_addcustomer.cfm ?imappsystypnm=8ASDB https://eweb.sba.gov/gls/dsp_addcustomer.cfm ?imappsystypnm=8ASDB GLS provides a single log-in point for all services of the SBA. Complete and submit a completed electronic application, following the step-by-step directions provided by the system.

13. Small Business Certifications If Your Market Is… Corporate America If Your Market Is… State Government If Your Market Is… Federal Government (Delphi, Dell, Johnson Controls, Walmart, etc) (School Districts, hospitals, any state entity) (Fort Bliss, and other federal agencies) - Minority Business Enterprise (MBE) - State HUB (Historically Underutilized Business) - 8a - Women Business Enterprise (WBE) - Disadvantaged Business Enterprise (DBE) - Federal HUBZone - Small Disadvantaged Business (SDB) - Women Owned Small Business (WOSB) * - Service Disabled Veteran Owned Small Business

14. 8(a) & SDB SBA 8(a) program Most Preferred Certification by procurement officials. Must be certified by the SBA, through an application process. 9-year term - no renewals All 8(a) firms are considered Small Disadvantaged Businesses Personal net worth of owners is limited to $250,000 each, once admitted into the program, can be $750,000. SDB certification program Must be certified by SBA 3-year term with renewals Not all SDBs are in 8(a) program Personal net worth of owners has a threshold of $750,000.

15. HUBZone Program Must be certified by SBA; Annual renewal required after initial approval, you will be considered a HubZone as long as you continue to meet the requirements; Competitive and sole-source benefits; Principal office must be in a HUBZone; 35% of employees must live in a HUBZone (includes the owner)

16. Service Disabled Veteran Owned Small Businesses As a registered business you will receive: Priority contracting opportunities under VA's Veterans First Buying Authority. Special consideration for federal contracting opportunities from prime contractors and federal government agencies. Notices of contracting opportunities. Information and news affecting Veteran- Owned and Service-Disabled businesses. VA determines Service Disability (VA Form 0877) – for Veteran Business Status Verification Instructions visit: http://www.va.gov/OSDBU/veteran/verification.asphttp://www.va.gov/OSDBU/veteran/verification.asp Verify if you qualify as a SDVOSB then register at http://www.vip.vetbiz.gov/http://www.vip.vetbiz.gov/ Qualifications: Veteran: Individual who served on active duty with the Army, AF, Navy, Marines or Coast Guard. Veteran-owned Business: 51% ownership no less by one or more veterans. Service Disabled Veteran: Disability rating letter issued by DVA. SDVOB: 51% ownership no less by one or more service-disabled veterans.

17. Women Owned Small Business & EDWOSB WOSB (self certified) 51% owned by one or more women United States citizens Hold the highest officer position, FT Eligible NAICS code list EDWOSB (SBA approved 3 rd party certifier) 51% owned by one or more women who are “economically disadvantaged” United States citizens Personal net worth < $750K, ADJ GI 3 yrs <$350K Assets <$6M Eligible NAICS code list

18. Now What? Register…. Where?? Central Contractor Registration - Primary registrant database for the U.S. Federal Government. CCR collects, validates, stores and disseminates data in support of agency acquisition missions. (CCR) www.bpn.gov/ccr/default.aspx www.bpn.gov/ccr/default.aspx Dynamic Small Business Search Registration - When successfully registered in CCR, you’re given the option to create a profile at the SBA Small Business Database. (DSBS) http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm Online Representations and Certifications Applications - Reduces the administrative burden for contractors submitting the same information to various contracting offices and establish a common source for this information for procurement offices. (ORCA) https://orca.bpn.gov/https://orca.bpn.gov/ Continued…

19. State of Texas ▫CMBL – Centralized Master Bidders List ▫Receive bid opportunities ▫Annual Fee http://www.window.state.tx.us/procurement/prog/cmbl/ State of New Mexico ▫Vendor Registration Application ▫Annual Fee http://www.generalservices.state.nm.us/spd/VendorRegApp.html

20. FedBizOpps Identify Opportunities – Follow the Money The Vendor Notification Service – Sends emails to alert you of solicitations and modifications. Search awarded contracts and past purchases. For more information visit https://www.fbo.gov/https://www.fbo.gov/

21. You have your certification … now what do you do with it?

22. Market Your Firm Elaborate your business capability statement

23. Capability Statement A capability statement is required for the following: Quick facts about your company that will help your business during the registration process Proof of your qualifications Proof of your past performance It will give you the edge over your competition Excellent marketing tool

24. Capability Statement Contents The following are key elements that should be included in your business capability statement: 1. Areas of expertise 2. Past performance 3. Facilities and equipment 4. Corporate data & codes 5. Contact information

25. Capability Statement Contents Areas of Expertise Services or Products you offer Not a long narrative Select key offerings Skills and technical experience Key individuals in the company Years in business Past Performance Clients or customers you’ve done business with Select largest ones Customers most similar to the ones you want to do business with

26. Capability Statement Contents Facilities and equipment Offices, warehouse or locations Square feet, shipping/receiving etc. Unique equipment Special resources Technologies or techniques State of the art programs or approaches Corporate data & codes Corporate name NAICS or SIC codes for services/products CAGE code DUNS number EIN number Certifications: WBE, MBE, DBE numbers FSC codes

27. Capability Statement Contents Contact information Company name Address Phone Fax Email address Website address Formatting Use your business stationery Title document “Capability Statement” Saved as a PDF Easy to email as an attachment with a cover letter in body of email Can always print out for trade show use

28. Steps to Success Be on the lookout for “Sources Sought” and “Requests for Information (RFIs). If you are contacted regarding an opportunity, PLEASE RESPOND AS SOON AS POSSIBLE. Make contacts and build relationships. Attend procurement conferences and business expos. Attend Business Networking events. Contact buyers and end users. It’s worth the investment! Build strategic partnerships with other companies. Your minority business CAN STILL BE PART OF THE WORK !

29. Your Responsibilities as a Business Owner Any Technical Assistance and/or Certification Process MUST BE A PRIORITY TO THE OWNER. The owner of the business will be our only contact person. We will not discuss your certification with a partner, CFO, accountant, bookkeeper, spouse, or friend in lieu of the owner. You must have access to and provide all documentation that is required by the certifying agency.

30. Responsibility of the MBDA Business Center Certification Packaging We will help you determine which certification is best for the market you want to expand to. We will provide you with guidance on how to complete the application process. We will review your completed certification, before you submit it. We will copy and send the package for you. We will be available for questions, before, during and after the submission of your packet.

31. Things To Remember TARGET YOUR CUSTOMER: Who buys your product or service? How do they buy? When do they buy? KNOW THE RULES: Federal Acquisition Regulations Contract requirements and specifications How to obtain Contract history PERFORM AS PROMISED: On-time deliver Good Quality, at a Fair Price

32. Call us for more information on certifications Alondra McDuffie, Business Development Specialist MBDA Business Center alondram@elpasombdacenter.com Phone: 915-351-6232 For Information on Financing or Bonding… Pamela Morales, Business Development Specialist MBDA Business Center pmorales@elpasombdacenter.com Phone: 915-351-6232 QUESTIONS?