how to do business with the federal government an introduction to business matchmaking saturday,...
TRANSCRIPT
HOW TO DO BUSINESS WITH THE FEDERAL
GOVERNMENT
An Introduction to Business Matchmaking
Saturday, January 10, 2004
Cal State University - Fullerton
Why The Federal Government?
• World’s Largest Customer
• Buys Almost Everything
• Spends Billions
Goal of the Federal Government
• A quality product or service
• Delivered on time
• At a fair & competitive price
Okay – So How Do I Get Started?
• Get Registered
• Do Research
• Find Opportunities
• Find The Right People
• Get Certified
• Market, Market, Market…
Get Registered
• Dun & Bradstreet (www.dnb.com) or
1-800-333-0505 for DUNS Number– For CCR Registration, Necessary
• CCR (Central Contractor Registration) (www.ccr.gov)
PRO-Net
• Procurement Marketing & Access Network
• Effective January 1, 2004, PRO-Net Integrated into CCR
• Create one portal for entering & searching small business sources
• Simplify government-wide vendor registration
• No longer register in both: ONLY CCR
How Do I Register in CCR?
• Download CCR Handbook– http://www.ccr.gov/handbook.cfm
• Manually collect CCR registration information
• Go online and complete registration
• Get assistance, if needed– CCR Hotline: 1-888-227-2423– SBDC or PTAC
What’s Required?
• Mandatory Fields– DUNS Number - NAICS Codes– CAGE Code - SIC Codes– EIN/TIN - EFT Info
• Business Type(s)– Check ALL that Apply
Research, Research, Research
• Identify your product/service
• Identify your NAICS code – North American Industry Classification
System
• Identify your size (Are you small?)
• Identify who buys your product/service
• Identify how they buy
How do Federal Agencies Buy?
• Dollar Thresholds– Micro Purchases: Under $2,500– Simplified Acquisitions: $2,500 - $100,000– Above $100,000
• Methods of Contracting– Government Credit Card– Purchase Orders or Basic Ordering Agreements– Invitation for Bid/Request for Proposal (IFB/RFP)– GSA’s Federal Supply Schedule (FSS)
Finding Opportunities
• FedBizOpps– www.fbo.gov
• Agency Websites
• Procurement Forecasts
Find The Right People
• Start with the Agency Small Business Specialist– Acts as liaison between supplier & buyer– Does not buy anything– Can put you in contact with technical person
or buyer
Marketing
1. Market selectively
2. Market knowledgeably
3. Market constructively
4. Market early
5. Market timely
6. Market continually
7. Repeat and improve on steps 1 - 6
Know the Rules !!
• FAR (Federal Acquisition Regulations)– http://www.arnet.gov/far/ – Each agency may have their own supplement,
e.g., DFARS• Army - AFARS
– Corps of Engineers – EFARS
• FAR Part 14 – Sealed Bidding• FAR Part 15 – Contracting by Negotiation• FAR Part 19 – Small Business Programs
I Found A Job – Now What?
1. Read the bid package2. Read the bid package3. Read the bid package4. Make a copy of the bid package5. Do not mark up the original bid package6. Never submit a bid based on the fact that you
might be able to do the job7. Never, never, never, never make a unilateral
change to any aspect of a solicitation; an awarded contract or a contract modification
3 Things to Remember
– KNOW YOUR CUSTOMER
– KNOW & FOLLOW THE
RULES
– PERFORM AS PROMISED
Can I Just Be A Subcontractor?
• Yes, contact large prime contractors via directory– http://www.sba.gov/GC/indexcontacts-
sbsd.html – Contact Small Business Liaison Officers– Subcontracting Plans
What is SBA’s Surety Bond Guarantee Program?
• SBA guarantees bid, performance, payment, or ancillary bonds issued by surety companies
• Two Programs– Prior Approval Program– Preferred Surety Bond (PSB) Program
• How do I find out more?– http://www.sba.gov/wa/seattle/seasbg.html
What is the Mentor-Protégé Program?
• Which Program?– SBA’s 8(a) BD– Department of Defense (DOD)– NASA
• Why participate?– Get necessary assistance; Including financial– Special contracting programs or
considerations
What are SBA Joint-Venture (JV) Initiatives?
• 8(a) JV between Mentor-Protégé
• 8(a) “Pooling”
• Exclusions from Affiliation
• Contract Bundling
I Am With The Government And I Am Here To Help !
Nicholas Manalisay, Program Manager
U.S. Small Business Administration
330 N. Brand Blvd., Suite 1200
Glendale, CA 91203
(818) 552-3217