A Guide for Small Businesses
NH Government Contracting Assistance Center Great Bay Community College– March 16, 2017
Marketing edge
Set-aside solicitations
Subcontracting opportunities
Teaming opportunities
Learning curve (small benefit, but
every little advantage counts….)
Dynamic Small Business Search - http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm
Use the logo: ◦On your website, Facebook
◦Capabilities statements
◦Even on your business cards
Always put your product first
Contracting officer must do market research.
FedBizzOpps www.fbo.gov “Rule of Two” applies
Respond to Sources Sought
Prime contractors are expected to reflect Agency’s goals in their Subcontracting Plan Written plan, submitted with their bid/proposal
Increasing duty to follow the plan
Required reporting on plan compliance
Primes must make effort to achieve goals
New protections for subcontractors have come on line
Need to establish a relationship early – before the bid
Must maintain the relationship
Be a good, reliable partner
Quality product/service
On time - no surprises
Be easy to work with!
Most solicitations will be subject to “Limitations on Subcontracting” - also called a “Self-Performance’ Requirement
Rules changed, this fall.
Can meet self-performance percentage via “similarly situated” teaming
18 in NH ◦ Rochester, Dover, Lyme & Nashua – 1 apiece
◦ Coos County – 1
◦ Manchester, Concord, Keene, Franklin, Durham - zero
◦ Several applications in process
◦ Maine – 10
◦ Vermont – 16
◦ Rhode Island – 5
◦ Connecticut – 17
◦ Massachusetts – 46
◦ New England – 112 (was 132 last fall ) 2.1% of U.S.
◦ USA – 5226 (was 5676 last fall)
◦ New England is relatively poor in HUBZone companies . So is the Northeast in general. Concentrations can be found in the Capitol Region, southern US, Pacific NW (including AK), Guam and Michigan.
HUBZone pages: https://www.sba.gov/contracting/government-contracting-programs/hubzone-program
The HUBZone Maps: https://www.sba.gov/contracting/government-contracting-programs/hubzone-program/hubzone-maps
Dynamic Small Business Search: http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm
USASpending: https://www.usaspending.gov/Pages/Default.aspx
Federal Procurement Data System: https://www.fpds.gov/fpdsng_cms/index.php/en/
Coos, Grafton and Sullivan Counties NH
Franklin, NH
Some urban Massachusetts census tracts
Many counties in Vermont
Urban tracts and northeastern counties, Maine.
Urban tracts in Connecticut and Rhode Island
Must be small at time of offer and award
NMR applies in a special way –
◦ Manufacturer must be HUBZone
◦ No waivers
Sole Source authority
◦ capped at $7M for manufacturing, $4M other
◦ Must be over SAT ($150K)
10% Price Evaluation Preference in Full & Open
◦ Not used for A/E or other qualifications-based selections, or multiple awards
◦ Not applied to other SB – only preference over LB
The HUBZone advantage can be real
It requires work- ◦ Executing on the “red tape”
◦ Marketing the certification
◦ Developing & finding the opportunities
◦ Subcontracting, Partnering and Teaming Relationships
◦ Becoming a great team member
◦ Becoming a sophisticated player
◦ Using that sophistication to succeed
NHGovCon can help with all of these
NH GovCon 172 Pembroke Rd
Concord, NH 03301 (603) 271-7581
Amanda Duquette
Jane Brezosky
Dave Pease
www.nheconomy.com/sell-to-the-government