Selling to the Federal Government

NATIONAL MATCHMAKING CONFERENCE

CINCINNATI, OH

SBA OFFICE OF GOVERNMENT

CONTRACTING

Target Your Market

• Federal Government

– Department of Defense

– Civilian Agencies

– Prime Contractors

“Get Your Foot in the Door”

• Central Contractor Registration

– http://www.ccr.gov/

– The U.S. Small Business Administration, the Department of Defense, the Office of Management and Budget and the General Services Administration have taken steps to simplify the federal contracting process by creating an integrated database of small businesses that want to do business with the government.

“Get Your Foot in the Door”

• Dynamic Small Business Search/

• To conduct market research and confirm eligibility for SBA's procurement preference programs, users can now go to the CCR Web site at http://www.ccr.gov/ and click on the "Dynamic Small Business Search" button. All of the search options and information that existed in PRO-Net will now be found at the CCR Dynamic Small Business Search site.

“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

Meet the Buyers

• Make an Appointment

• Attend Conferences & Expos

• Attend Orientation Sessions

• Attend Pre-Bid Meetings

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

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

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

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.govhttp://prod.nais.nasa.gov/pub/fedproc/home.html

View Solicitations

– Request/download a bid package– Obtain copies of relevant

specifications/drawings– Understand relevant purchasing regulations

• Federal Acquisition Regulations

• Contract clauses

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!

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

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

Getting Paid

• Know the paperwork process

• Know your options– Progress payments– Prompt Payment Act

• EFT (electronic funds transfer)

• Accept government credit cards

SBA Government Contract Assistance Programs• Federal Agency Contract Goal Program

• Prime Contract Program (PCRs)

• Subcontract Program (CMRs)

• Certificate of Competency Program (COC)

• Size Program

Helpful Web Sites

• U.S. Small Business Administration• http://www.sba.gov/

– SBA Government Contracting

• http://www.sba.gov/gc

– 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

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