1. Introductory Doing Business with the Government

2. Partners in Contracting Corporation Founded in 1984, Statewide Procurement Technical Assistance Center (PTAC) since 2011. Offices in Hammond, Fort Wayne and Bedford Funded by the Defense Logistics Agency (DLA), the State of Indiana Office of Community and Rural Affairs (OCRA) and regional partners. Will be joining Indiana OSBE office in 2014. 2

3. Is My Business Ready for Government Contracting?

4. Getting Started Questions about my Business 1. Do you have an existing commercial base of business? 2. Do you have the resources? (People, marketing material, equipment) 3. Are you E-Commerce literate? 4

5. Getting Started Questions about my Business 4. Does it fit your overall business strategy? 5. Can you meet the Government’s needs? (quality, financial, delivery requirements.) 6. Can you be focused & patient? 5

6. Getting Started Questions about my Business 7. Can you make money doing it? 8. Who is your competition? 6

7. Getting Started Questions about my Business 9. Who are potential partners? 10. What trends/events affect need for your product or service? 11. Where to you get help? 7

8. Certifications and Registrations

9. The Basics System for Award Management (SAM)- www.sam.gov Dynamic Small Business Search (DSBS) Federal Business Opportunities (FBO)- www.fbo.gov For Manufacturers U.S./Canada Joint Certification (JCP) Defense Internet Bid Board (DIBBS) 9

10. Government Contracting Goals and Set Asides

11. Every federal government purchase anticipated to be valued from $3,000 to $100,000 is automatically set aside for small businesses as long as there are at least two companies that can provide the product/service. Contracts over $100,000 can be set aside if enough small businesses are able to do the work. Contracts over $750,000 have to include a small business subcontracting plan so that small businesses can get work under these large contracts. 11

12. Government Contracting Goals and Set Asides Small Business 23% HubZone3% 8(a)/SDB5% WOSB5% SDVOSB3% 12

13. How Do I Find Contracting Opportunities Or Marketing 101

14. Procurement Marketing 101 14 Understand the market - who buys what and how. Remember, the federal government is decentralized  Most agencies consists of numerous buying agencies  You can find government agencies at www.fbo.gov

15. Procurement Marketing 101 15 Your customer is the government agency. Know your customer: Their requirements Their process Their rules What they buy How they buy When they buy Referral contracts

16. Procurement Marketing 101 16 Sign up for PICC’s FREE BidMatch Service. Search 400 procurement data bases. Tailor the output with keyword search. Delivered to your email.

17. Procurement Marketing 101 17 Develop a marketing plan/strategy Use BidMatch to streamline search process Focus on three to five agencies Research targeted agencies websites Research forecast of procurement/contracting opportunities Research past contract activities www.fpds.gov Consider sub contracting with prime contractor Consider joint venture/teaming this can be a way to leverage set aside designations

18. Procurement Marketing 101 18 Participate in: Targeted Outreach activities Local conferences and trade shows Allow six-eighteen months for relationship

19. Procurement Marketing 101 19 Who can I talk to at a government agency? Search out the Small Business Liaison (SBLO) Office of Small and Disadvantaged Business Utilization (OSDBU) Office of Small Business Programs (OSBP)

20. Know the Regulations That Apply to Your Business

21. Know the Regulations Applies to everyone: FAR DoD supplement: DFARS Most US departments have supplemental regulations! 21

22. What Really Works

23. What Clients Say Really Works Continuous marketing Building relationships Networking Multiple contracting vehicles Being prepared Patience Persistence Get involved Past performance 23

24. What Clients Say Really Works Differentiation  Price  Quality  Safety record  Past performance  Services offered  Customer service  Contract administration 24

25. Get Connected Stay Connected Small Business Specialist Small Business Liaison Officer Office of Small and Disadvantaged Business Utilization Small Business Development Centers Procurement Technical Assistance Center 25

26. Use Sources of Information Federal Business Opportunities  www.fbo.gov Federal Procurement Data System  www.fpds.gov SBA Dynamic Small Business Search  http://dsbs.sba.gov/dsbs/search/dspdsbs.cfm Department of Defense Office of Small Business Programs  http://www.acq.osd.mil/osbp/doingbusiness/DoD_Contractin_ Guide.htm Agency Forecasts 26

27. Procurement Marketing 101 27 Government Agency Websites U.S. Treasury  http//www.treasury.gov/about/organizational-structure/offices/Mgt/Pages/dcfoosdbu- how-to-index.aspx Department of Justice Monthly Counseling Sessions  www.usdoj.gov/jmd/osdbu/ U.S. Department of Housing & Urban Development  www.hud.gov/offices/osbdu/ Department of Agriculture Vendor Outreach Program  www.usda.gov/osbdu/ U.S. Department of Labor  www.dol.gov/osbp/regs/procurement.htm Department of Veteran Affairs  www.va.gov/osdbu/ Defense Supply Center Training  www.dscc.dla.mil/new/events/tko/

28. Contact Information 28 Main Office: 5209 Hohman Avenue Hammond, Indiana 46320 Phone: 219-750-1200 Fax: 219-750-1211 Email: bpishkur@piccorp.org Ft. Wayne Office: 4312 Hobson Road, Suite B Ft. Wayne, Indiana 46815 Phone: 260-481-0491 Fax: 260-481-0499 Email: fgperry@piccorp.org Bedford Office: 1504 I Street Bedford, Indiana 47421 Phone: 812-277-9789 Email: keaston@piccorp.org Website: www.piccorp.org