1. Selling to the Federal Government NATIONAL MATCHMAKING CONFERENCE CHICAGO, IL SBA OFFICE OF GOVERNMENT CONTRACTING

2. Target Your Market Federal Government –Department of Defense –Civilian Agencies –Prime Contractors

3. “Get Your Foot in the Door” Central Contractor Registration –http://www.ccr.gov/

4. “Get Your Foot in the Door” SBA’s PRO-Net http://www.pro-net.sba.gov /

5. “Get Your Foot in the Door” Federal Contract Certifications Self-Certifications –Small Business –Woman-owned Business –Veteran-owned Business –Service Disabled Veteran-owned Business Pre-Certifications –Small Disadvantaged Business Certification Program –8(a) Business Development Program –Hubzone Empowerment Contracting Program

6. Meet the Buyers Make an Appointment Attend Conferences & Expos Attend Orientation Sessions Attend Pre-Bid Meetings

7. How do Federal Agencies Contract? Dollar Thresholds –Micro Purchases: under $2,500 –Simplified Acquisition: $2,500-$100,000 –Above $100,000 Methods of Contracting –Credit Cards –Purchase Orders –Basic Ordering Agreements –Indefinite Delivery/Indefinite Quantity –Fixed Price Contracts –Federal Supply Schedules

8. SEALED BIDDING FAR PART 14 - SEALED BIDDING Follow all the submission “rules” exactly –on time –proper forms –prescribed manner Be Responsive –Bid exactly what is asked for in the solicitation

9. CONTRACT BY NEGOTIATIONS FAR PART 15 - CONTRACTING BY NEGOTIATION Source Selection –Evaluation factors and significant subfactors –Proposal evaluation –Exchanges with offerors after receipt of Proposals –Proposal revisions –Source selection decision

10. Where are the Bid Advertisements? Federal Contract Opportunities Government Procurement Search Engine (Vendor Notification Service) http://www.fedbizopps.gov Agency Web Sites http://dodbusopps.com/ http://www.gsa.gov http://prod.nais.nasa.gov/pub/fedproc/home.html

11. View Solicitations –Request/download a bid package –Obtain copies of relevant specifications/drawings –Understand relevant purchasing regulations Federal Acquisition Regulations Contract clauses

12. Prepare Your Bid or Proposal 3 Rules for a solicitation: –Read it…Read it…Read it!!! Request a Procurement History Attend Pre-Bid Meeting/Walk Through Get clarification of ambiguities Proofread your proposal Submit it on time!

13. Contract Award Are you Responsive? Are you Responsible? Pre-Award Survey –Technical capability –Production capability –QA –Financial (accounts receivable, net worth, cash flow) –Accounting System –System for Qualifying Suppliers –Packaging, Marking, Shipping

14. Contract Performance Contingency Plans –Have a back up plan if something goes wrong? –Give yourself enough time to react Anticipating Final Inspection –make an appointment ahead of shipping date On-time delivery –very important to establish a good track record

15. Getting Paid Know the paperwork process Know your options –Progress payments –Prompt Payment Act EFT (electronic funds transfer) Accept government credit cards

16. SBA Government Contract Assistance Programs Federal Agency Contract Goal Program Procurement Marketing (PRO-Net & SUB- Net) Prime Contract Program (PCRs) Subcontract Program (CMRs) Certificate of Competency Program (COC) Size Program

17. Helpful Web Sites U.S. Small Business Administration http://www.sba.gov/ –SBA Government Contracting http://www.sba.gov/gc –SBA Pro-Net http://www.pronet.sba.gov/ –SBA Hotlist of Web Sites http://www.sbaonline.sba.gov/hotlist/procure.html DoD Small & Disadvantaged Business Utilization Office –http://www.acq.osd.mil/sadbu/ Procurement and Technical Assistance Centers –http://www.sellingtothegovernment.net/ptac_map.asp

18. 3 THINGS TO REMEMBER KNOW YOUR CUSTOMER –Who buys your product or service –How they buy –When they buy KNOW THE RULES –Federal Acquisition Regulations –Contract requirements and specifications –Contract history PERFORM AS PROMISED –On-time delivery –Quality –Price