Federal Contracting 101 (The Art of the Process) Moderated by: Dan F. Sturdivant, II DHS, OSDBU
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1 Federal Contracting 101 (The Art of the Process) Moderated by: Dan F. Sturdivant, II DHS, OSDBU
2 Policy Statement It is the policy of the United States, as stated in the Small Business Act, that all small businesses have the maximum practicable opportunity to participate in providing goods and services to the government.
3 SBA Legislation To ensure that small businesses get their fair share, SBA: negotiates annual procurement goals with each federal agency; reviews each agency s results; and is responsible for ensuring that the statutory government-wide goals are met.
4 Government Wide Statutory Goals Small business - 23 % of prime contracts SDB - 5 % of prime & subcontracts WOSB - 5 % of prime & subcontracts HUBZone - 3 % of prime SDVOSB - 3 % of prime & subcontracts
5 Getting Started Basic Questions 1. Which government agencies buy my products and services? 2. How do I get in touch with them? 3. How do I market them?
6 Getting Started Basic Answers Answer to Question #1 (who buys what I sell) Information technology (Basically) every federal agency buys some form of IT! When talking specifics (i.e.) Ship parts, plane parts or space vehicle parts - look at websites of your targeted market, such as DoD, DHS, NASA, NAVY, etc.
7 Getting Started Basic Answers Answer to Question #1 (who buys what I sell) Review agency publications: Forecast of Procurement/Contracting Opportunities Subcontracting Directory (Listing of Primes) Listing of agency s components & the Small Business Specialists collocated at each component or buying activity.
8 Getting Started Basic Answers Answer to Question #2 Getting in Touch Check out these websites: Identify who buys your product or service (hint: know your NAICS code) Register - get notices of government requirements for your NAICS code
9 Getting Started Basic Answers Answer to Question #2 Getting in Touch More websites: Register - Compete online for government requirements in your NAICS code Register Phoenix Database to get free contract referrals.
10 Getting Started Basic Answers Answer to Question #2 Getting in Touch More websites: SAM (System for Award Management). As of May 2012, when users go to the CCR/FedReg, ORCA, or EPLS websites, you will be automatically redirected to the SAM website SBA s Prime Contractors post subcontracting opportunities here.
11 Getting Started Basic Answers Answer to Question #3 How do I market them? Remember, the government is decentralized. Most agencies consist of numerous buying activities. (Example: Justice has 9 components; Treasury has 10; DOT has 10; DHS has 22 organizational elements but 8 have procurement authority) Learn what each targeted agency s components do and how they spend their money!
12 Getting Started Basic Answers Answer to Question #3 How do I market them? Participate in: Targeted Outreach Activities Local Conferences/Trade Shows Focus on 2-3 agencies & allow months for relationship building.
13 Getting Started Basic Answers Answer to Question #3 How do I market them? Federal Agency Matchmaking Sessions Department of Homeland Security Vendor Outreach Sessions then click on Small Business Procurement Assistance Treasury Vendor Outreach Sessions click on Outreach Activities Department of Justice Monthly Counseling Sessions
14 Getting Started Basic Answers Answer to Question #3 How do I market them? U.S. Department of Agriculture Vendor Outreach Program U.S. Department of Labor U.S. Department of Health & Human Services
15 Getting Started Basic Answers Answer to Question #3 How do I market them? Department of Veterans Affairs U.S. Department of Housing and Urban Development
16 Getting Started Basic Answers Answer to Question #3 How do I market them? Develop a Marketing Plan/Strategy Subcontracts Prime Contracts Teaming/Joint Ventures Mentor Protégé Agreements Pre-existing Contract Vehicles
17 Business Performance Top Ten Federal Agencies for FY 2012 Rank/Agency FY 12 Dollars 1. Department of Defense $274,625,161, Department of Energy $24,562,882, Department of Health and Human Services $18,461,515, Department of Veterans Affairs $17,335,860, National Aeronautics and Space Administration $13,418,655, Department of Homeland Security $12,700,335, Department of Justice $5,847,014, Department of Agriculture $5,332,720, Department of Commerce $3,261,832, Department of State $3,166,122,178 Source: Small Business Administration Prime Contract Achievements FY 2010
18 Percent of Small Business Prime Contracts FY 2012 Rank/Agency FY 12 Percentage 1. Department of Agriculture 52.9% 2. Department of State 39.1% 3. Department of Commerce 36.8% 4. Department of Veteran Affairs 35.1% 5. Department of Homeland Security 31.0% 6. Department of Justice 29.7% 7. Department of Health and Human Services 22.4% 8. Department of Defense 20.4% 9. National Aeronautics and Space Administration 19.3% 10. Department of Energy 5.1% Source: Small Business Administration Prime Contract Achievements FY 2012
19 Getting Started Key Sources of Assistance SBA Locate your local SBA Office PTAC Procurement Technical Assistance Center OSDBU Office of Small & Disadvantaged Business Utilization SCORE - Service Core of Retired Executives SBDC Small Business Development Center
20 Basic Information There are two types of contracting opportunities: Prime Contracting you hold the contract Subcontracting a larger company holds the contract and you get to work on a piece of it
21 Basic Information (continued) After consideration of required sources (read FAR Part 8), the contracting officer has two choices: 1. Use a pre-existing contract vehicle (i.e. GWAC & Department-Wide Acquisition Contract - DWAC) 2. Use FedBizOpps for open market procedures
22 Basic Information (continued) Key Tip: If what you provide is listed on a GSA FSS, then get on the schedule! Why? because it is a faster method of buying Research, find out what pre-existing vehicles are used by the agencies you have targeted and most importantly, let agencies know what contract vehicles you have available to them.
23 Basic Information (continued) $ amounts & methods of procurement you should know about: Up to $3,001 Micro-purchase (credit card) $3,001-$150,000 Simplified Acquisition Procedures (SAP) Over $150,000 Formal Contracting Procedures Over $650,000 Subcontracting $1.5 Million - Subcontracting for Construction
24 Small Business Procurement Programs 8(a) Program set-aside HUBZone Program set-aside SDVOSB Program set-aside WOSB and EDWOSB Program set-aside Traditional Small Business set-aside Full & Open competition tools SDB evaluation factor-prime proposes SDB targets Subcontracting Mentor-Protégé Program
25 Small Business Procurement Programs Currently, there is no way to limit the competition to: SDB (Small Disadvantaged Businesses) VOSB (Veteran Owned Small Businesses) Therefore, marketing is critical!
26 The Model Small Business Firm Working in the federal marketplace understands: Core competencies Marketing and relationship building Schedules/Multiple award contracts Open Market procurement (FEDBIZOPPS) Prime contracting Subcontracting
27 The Model Small Business Firm Equipped to do business with the Government: Accepts the government purchase card (Visa or Mastercard) Has good marketing materials Has a niche (What s yours?) Has resources (people, equipment) Is web savvy Registered in Government pre-existing databases (FedBizOpps, SAM & Dynamic Small Business Search
28 In Summary What Really Works... Relationships Networking Multiple Contracting Vehicles Continuous Marketing Being Prepared Get Involved Past Performance Share Information Patience Persistence
29 Home work always comes before success in the dictionary & Small Business Procurement!
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