1. Doing Business or Contracting With the Government

2. What This Seminar “Can Do” For You Get You Pointed In The Right Direction Provide You With Some Tools (Knowledge) Provide You With Resources or Those Who Can Assist You Plant The Seed: Get You To Thinking of The Government As A Potential Market for Your Supply or Service

3. Doing Business or Contracting With the Government What’s Your Strategy Prime Contracting or Selling To The Government Subcontracting Opportunities Really, There Are Only Two Ways To Go

4. Doing Business or Contracting With the Government Prime Contracting With The Federal Government Or Bidding For Federal Contracts First You Have To Get Signed Up Learn Your NAICS Codes –http://www.census.gov/eos/www/naics/http://www.census.gov/eos/www/naics/ Table of Size Standards –www.sba.gov/size Click on the “Small Business Size Standards” link then the “Table of Size Standards” down in the fifth paragraph.www.sba.gov/size Dun & Bradstreet Number –(800) 333-0505 or (866) 705-5711 Get Signed Up In The Central Contractor Registration (CCR) –www.ccr.govwww.ccr.gov –CCR Help Desk (866) 606-8220 or direct dial (334) 206-7828 Get Signed Up In ORCR –http://orca.bpn.govhttp://orca.bpn.gov Learn To Use Federal Business Opportunities (FedBizOpps) –http://www.fbo.govhttp://www.fbo.gov

5. Doing Business or Contracting With the Government When registering in CCR, under Corporate Information or Type of Organization, all Small Business Firms should select Corporation. You will then get an option to select LLC or Sole Proprietorship. This information is provided in the CCR User’s Guide, located under the “Help” tab, which you should download and read.

6. Doing Business or Contracting With the Government Be sure that when you complete your CCR Registration you go into the “Register or Update Your SBA Profile” section. This is where you enter your firm into the CCR Dynamic Small Business Search database.

7. Doing Business or Contracting With the Government Using FedBizOpps To Locate Subcontracting Opportunities In some cases, to locate subcontracting opportunities you may not just look under the NAICS codes that apply to your business. i.e. Plumbers or special trade contractors may not just look for plumbing jobs, or at the plumbing NAICS code, but jobs that contain plumbing; truckers may look for levee jobs or Heavy Construction NAICS codes; 237990. FedBizOpps – Interested Vendors Tab –VA-101-09-RP-0123 NAICS Code 236210 – Industrial Building Construction NAICS Code 236220 – Commercial and Institutional Building Construction Use the NAICS Codes to locate a solicitation; then Market to the firms in the “Interested Vendors Tab.” Develop an electronic brochure you can email; a “Capabilities Statement.” Just this one project will need subcontractor’s in many different trades; such as General Contractors, Trucking/Hauling, Flooring, Electrical, Plumbing, Sheetrock, Roofing, Industrial Suppliers, Landscaping… and the list goes on.

8. Doing Business or Contracting With the Government Marketing To Prime Contractors for Subcontracting Opportunities A Few Rules Do What You Say You Can Do; And Do It Well  Don’t be afraid to turn down jobs; jobs that are beyond your capacity or may be too risky (Compressed Delivery Schedule; or, take a job with a contractor who does not have a valid state contractor’s license) Have a “Niche” Have a particular trade, supply or service that you provide (A Jack of all Trades is a Master of None) Develop a Capabilities Statement Get out and meet people; Workshops, Conferences Use FedBizOpps to locate possible opportunities

9. Doing Business or Contracting With the Government Capabilities Statement Four Areas To Address; Keep It Short; No More Than Two Pages Contact InformationContact Information  Company Name, Address, Phone Number; At least two points of contact to include email address and cell phone  Licenses, Certifications; State Contractor’s License, DBE, 8(a), HubZone, Woman Owned, Vet….. CapabilitiesCapabilities  What you do, your trade or what you provide; What’s your specialty or your “Niche” CapacityCapacity  Can you do a $10K job, a $100K job, a $1M job (To also be shown with your references)  Insurance Coverage's; What types and how much; “Workers’ Compensation Interstate/Intrastate Experience Modification Rate (EMR)”, “Liability”  Safety Program – Do you have a dedicated Safety Officer or Safety Office; Safety Plan (Not a Single Lost Time Accident in the past Three Years; No Workers’ Comp Claims)  Bonding Ability if Applicable; “Solid Gold” for Construction Firms ReferencesReferences  “Recent” Jobs, Customer Name, Project Title and Description, Dollar Value “YOU” performed, not the total value of the project, Name and phone number of a Point of Contact

10. Doing Business or Contracting With the Government Capabilities Statement  Do Not Tell People How Good You Are; Everyone Says They’re Good If you have to toot your own horn then it’s probably not worth tooting No Graphics or Logo, No Vision or Mission Statements, No “Thank You” or “Good Job” letters; Don’t give a list of awards; Let your references speak for you. “If you have to toot your own horn then it’s probably not worth tooting.” “Good Words” about your company are only valued if they come from someone other than you. There will be a chance “later” after you have gotten the job, and have shown them what you can do, to supply this information.

11. Doing Business or Contracting With the Government Sample Capabilities Statement QPL, Inc. 1988 Industrial Blvd Harvey, LA 70058 504-341-1320 office 504-341-1321 fax florenzo@qplinc.com fcortes@qplinc.com Dun & Bradstreet No.: 804691384 Primary Point of Contact: Frank Lorenzo, Jr.(504) 341-1320 office (504) 232-5065 cell (504) 393-7315 home florenzo@qplinc.com Fred Cortes(337) 229-3441 office (337) 967-1602 cell (337-944-6091 home fcortes@qplinc.com Entered 8(a) Program:February 15, 2002 Graduation date 8(a):February 15, 2011 Other certifications:Hubzone & SDB

12. Doing Business or Contracting With the Government Description of Services: QPL provides Reinforcing steel material and labor to civil projects such as flood walls, pump stations, waste water treatment plants and Highway road & bridge. NAICS – 237210 QPL also provides Concrete decorative finishes on existing and new slabs/structures; chemical staining, scoring, stamping and polishing. QPL provides excavation work on all type of surface and levees, ponds, road preparation, debris removal and hazardous waste. NAICS – 562119 QPL provides traffic control permanent and custom signs and guardrail products. Sales/rental/installation. NAICS - 561990. QPL provides full service fabricating and welding services. NAICS – 332116, 312, 313, 329, 999.

13. Doing Business or Contracting With the Government Bonding Ability: QPL can attain bonding up to $10 million dollars. Bonding Capability: Depending on what division we are quoting: Rebar – 100% self perform Excavation/Debris removal – small jobs are 100% self perform; large jobs we will sub out portions required by program above the amounts that we are required to perform as an 8(a) or Hubzone. Traffic control – 100% self perform Fabrication & welding – 75% self perform; 25% sub Bonding Capacity: QPL can handle jobs up to our bonding capacity of $10 million per task order.

14. Doing Business or Contracting With the Government References and Past Performance History: Traylor Bros/Massman Construction State Project #: 829-32-0007, 0008 Project Manager – Greg Cangelosi Contact Number: (985) 475-5650 Contract date: December 2007 Contract amount: $4,881,464.66 Project: LA 1 Fouchon to Leesville Bridge Fouchon, Louisiana Subcontractor Scope of work: QPL furnished and installed 8 million lbs structural rebar steel in sub-structures (mats, columns, caps, pre-cast beams), decks, barrier rail and approach slabs. Note: Project 70% complete

15. Doing Business or Contracting With the Government USDA Contract #AG-7217-S-07-0124 Contract Officer: Charles Phillips Contact Number: (318) 473-7796 Contract date: July 10, 2007 Contract amount: $323,521.00 Cameron, Louisiana Prime Contractor Scope of work: Nine miles of channel excavation of sediment & placement of shaping of spoil. Removed debris from irrigation streams and banks. Cleaned streams of downed trees, stumps and other debris that collected such as house hold items, tires and white goods. Cut dead trees, split logs and chipped remains of logs and branches. Also hauled off white goods and large items to approved landfill site. Seeded and fertilized areas that were cleared. Note: Project 100% complete.

16. Doing Business or Contracting With the Government Questions? Randy Marchiafava SBA PCR/CMR, Louisiana, Area V Office of Government Contracting (504) 862-2992 randy.j.marchiafava@usace.army.mil