How to Sell to the Federal and State Governments Tim Jacquent Apple Capital Group, Inc. .
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Transcript of How to Sell to the Federal and State Governments Tim Jacquent Apple Capital Group, Inc. .
How to Sell to the Federal and State Governments
Tim JacquentApple Capital Group, Inc.
www.applecapitalgroup.com
Goal To understand the basics of what is need in federal and state space.
Facts about Government Contractors There are currently at least 31,000 federal contacting opportunities listed on
the government's clearinghouse website (more on that in a minute). But, in a way, 31,000 is worse than zero—at least if it's your role to comb through them all and figure out which ones you might actually want to compete for.
Federal Contracting Facts The Government is the largest buyer in the US.
The Government buys over $1 trillion in products and services annually
The Government buys all types of supplies and services, including construction
The Government is reliable, continuous source of business
Consider the Benefits The federal government pays within 30 days of invoiced, usually within 21 days on average.
The government and it agencies buys all types of products and services
The government want to buy from people they trust to deliver the products and services ON TIME.
There are always opportunities available
Retrieve bid information instantly instantly using latest technology
Resource SBDC Small Business Development Center – 214-860-5889 SCORE -214-987-9471 Dallas Office 818-871-6002 Fort Worth Office PTEC Office – 817-272-5978 (Procurement Technical Center) at UTA
Top 5 Contractors
Most Know Contractor
Contractor in Comes from IT to Education
Contractors in Customer Goods
23% of all Contractors goes toSmall Business
Are Your Ready?
Tools you need You need To Do Business Check sheet
See attachment Capability Statement and Business Card
Capability Statement Is a your company’s resume.
It is a one page document (most cases) or two page document
Make sure you business cards has the same info.
SWOT Analysis The importance of a SWOT Analysis
Analyze your strengths, weaknesses, opportunities and threats Assess strengths and weaknesses Identify optimal opportunities and target agencies Anticipate and avoid potential threats
Analyzing your organization Define Your Unique Selling Proposition
Identify buyers with the agency method or geographic method
Analyze your potential competitors
Track Federal buying cycles (Oct 1- Sept 30)
Finding Opportunities Online
FedBidOpps Fedbid.com Online Auctions Bidnet.com Governmentbids.com Federal Agency Website (Procurement) FindRFP.com (monthly service) SmartProcure.us (monthly service) Agency Small Business Liaison – www.OSDBU
Marketing and presenting Create a marketing strategy (SCORE and Small Business Development
Centers) They will help you write one.
Analyze your current market
Target market to your agency of choice
Gather intelligence on agencies
Promote yourself to the federal customer
Financial Considerations Prepare cost and price proposals
Understand the difference between fixed priced and flexibly priced
Calculate direct and indirect costs
Troubleshoot contract billing issues
How Solicitations are Issued and bids are Evaluated Understanding the process for issuing a solicitation
Determine the basis for responsive bids
Evaluate the evaluation
Request a debrief or file a protest (Don’t protest)
Funding Your Business Understanding the benefits of factoring (purchase order and account
receivables) over a traditional loan
Structure a factoring transaction
Strengthen your financials with factoring
Taking the next Steps Getting started
Assess your current situation
Plan six months goals
Create an action plan
Capability Statements Your Company Name
DBA if any
Corporate Office
Mailing address, if any
Main Phone, Fax, Toll-free
Email, Websites, and Social
DUNS, EIN, CAGE Code
Capability Statement 2 Points of Contacts (Main) for Others of Questions
Second POC
NASCI Codes (North American Industry Classification Code)
SIC Code (Standard Industrial Code)
Description of who, what, why,
Past Performance if any.
Add Accept credit card, N30 terms, Registered in SAM
GSA If you have it – General Services Administration
Outline of Start-up Compliance Register your business Corp or DBA
Apply for EIN from IRS
Landline or Mobile register
Website
DUNS for government supplier
Sams.gov
Credit Card Processors
Register Social
Business Cards Front
Names and title Logo, graphic or photo Address Phone, fax, cell Web site and e-mail Tagline, slogan or Take off VISTA PRINT Band of card NACIS Code, SIC< Cage Code Past Performance
Certifications Certifications
Small Business Owned Service Disabled Owned Business Women-Owned Small Business Program HUB Zone Historically Underutilized Program Indian Incentive Program DoD Mentor-Protégé 8 (a)/ SDB (Small Disadvantage Business)
Resources National Small Business Week (https://www.sba.gov/nsbw/)
Supplier Connection (https://www.supplier-connection.net/SupplierConnection/index.html)