Serving Macomb County

Macomb Regional PTAC 2016 Events Schedule Serving Macomb County Macomb Regional PTAC offers several events throughout the year to assist businesses with government contracting. We provide training in local, state and federal government contracting, sponsor matchmaking events, as well as other special events to serve the business community. To learn more about the events we offer, visit our website: 7900 Tank Ave., Warren, MI 48092-3936 586.498.4122 ptac@macomb.edu www.ptacsofmichigan.org

2016 Macomb Regional PTAC Events Schedule CORE EVENTS Government Contracting 101: Introduction to Government Contracting...1 Government Contracting 201: How to Find Opportunities...2 Government Contracting 301: How to Market Your Business to the Government...3 State Contracting 101...4 FAR Orientation Overview...5 Federal Subcontracting Overview...6 SPECIAL EVENTS U.S. Government Acquisition of Commercial Items (FAR Part 12)...8 MDEX Government Connect...9 Dual-Use Technology Briefing (DUTB)...10 DCAA Accounting Requirements for Federal Contractors...11 Winning from the Outside Lane...12 Overview of SBA Resources... 13 Macomb County Meet the Buyers 2016 Event...14 A Deeper Dive into Cost and Pricing... 15

CORE EVENTS

GOVERNMENT CONTRACTING 101: INTRODUCTION TO GOVERNMENT CONTRACTING CORE EVENT Did you know the federal government purchased in FY 2013 $457 billion in goods and services? Find out what it takes to successfully sell your goods and services to the federal government. In addition, learn about the services and continuous support the Procurement Technical Assistance Center (PTAC) has available to help your company with the contracting process. Topics to be covered include the following: Classifying Your Product or Service, Getting Registered on SAM, Small Business Initiatives, Marketing Strategies, Finding Opportunities, and Laws and Regulations. Who should attend? Management and key players who will support and facilitate government contracting within your company. To register for this training, your company must be located in Macomb County. 9am 12pm January 14, 2016 March 10, 2016 May 12, 2016 COMPLETED July 14, 2016 September 8, 2016 November 3, 2016 1

GOVERNMENT CONTRACTING 201: HOW TO FIND OPPORTUNITIES CORE EVENT Selling to the federal government can provide significant revenues for your business. This seminar will help you to identify, create and pursue potential contracting opportunities. Topics to be covered include the following: Market Research, Finding Opportunities, Responding to Solicitations, and Awards. Prerequisite: Government Contracting 101. Who Should Attend? Management and key players who will support and facilitate government contracting within your company. 9am 12pm February 11, 2016 August 11, 2016 2

GOVERNMENT CONTRACTING 301: HOW TO MARKET YOUR BUSINESS TO THE GOVERNMENT CORE EVENT The U.S. Government is the largest buyer of goods and services. Selling to government agencies can be a rewarding experience. But how do you market your goods and services to the Government? Government Contracting Marketing 301 educates you on how to market your business to government agencies. Topics to be covered include the following: Elements of a Marketing Plan, What is Marketing, Reasons for Developing a Marketing Plan, Why a Marketing Plan is Important, Strategic Focus and Plan, Situation Analysis, Marketing Product Focus, and Marketing Program Financial Data. We will also discuss the following marketing strategies: Capabilities Statement, Flyer Content, Additional Value Add, Graphics, A Better Business Card, Company Website and the Elevator Speech. Who Should Attend? Management, Marketing/Communications Department and key players who will support and facilitate government contracting within your company. 9am 12pm March 17, 2016 September 22, 2016 3

STATE CONTRACTING 101 CORE EVENT The Department of Technology, Management and Budget s (DTMB) Procurement Office serves as the state s Central Purchasing Office and has a portfolio of approximately 1,100 contracts worth billions of dollars. The Department consists of three divisions: Information and Technology, Commodities, and Services. Topics to be covered include the following: Understand the elements of a quality proposal to the State of Michigan. Buy Michigan First provides an outstanding opportunity for small businesses and vendors to learn about selling to the state of Michigan. Who Should Attend? Management and key players who will support and facilitate government contracting within your company. 9am 12pm June 23, 2016 December 8, 2016 4

FAR ORIENTATION OVERVIEW CORE EVENT Is your business selling to the government, or are you thinking of expanding your business into the federal marketplace? If so, it is important you take the time to understand the rules and regulations you must follow to avoid costly pitfalls. The Federal Acquisition Regulation (FAR) governs all acquisitions and contracting procedures in the federal government. It is a substantial and complex set of rules governing the federal government s purchasing process, and its purpose is to ensure purchasing procedures are standard and conducted in a fair and impartial manner. If you are interested in obtaining a better understanding of the FAR, the Federal Acquisition Regulations (FAR) Orientation and Overview is designed for you. For each FAR part, this comprehensive training will describe the basic concepts that every federal contractor should be aware of. Additionally, through the course of the training attendees will learn how to navigate the FAR so they may more easily reference it as the need arises. This event will cover the following: FAR Overview, FAR Subchapters (A through H), and FAR Clause Flow Downs. Prerequisite: Government Contracting 101. Who Should Attend? Management and key players who will support and facilitate government contracting within your company. January 21, 2016 9am 12:30pm 5

FEDERAL SUBCONTRACTING OVERVIEW CORE EVENT GOVERNMENT PRIVITY OF CONTRACT SUBCONTRACTOR FLOWDOWN PRIME CONTRACTOR Have you attended Government Contracting 101 and find subcontracting opportunities more practical than prime contracting opportunities? If your answer to this question is yes then you may want to register for our Federal Subcontracting Overview. This in-depth training will describe the process and resources available to firms interested in subcontracting. In addition, this training will describe how to properly position a company for subcontracting success, how to excel at networking events, and how to secure multiple task-order awards. Given the threshold for large companies and their requirement to have subcontracting plans, it is increasingly important for small businesses to understand what it takes to capitalize on these opportunities. Attendees will leave this seminar with a powerful action plan. This event will cover the following: Advantages of Subcontracting, Small Business and Subcontracting, and Finding Opportunities and Resources. Prerequisite: Government Contracting 101. Who Should Attend? Management and key players who will support and facilitate government contracting within your company. February 25, 2016 9am 12pm 6

SPECIAL EVENTS

U.S. GOVERNMENT ACQUISITION OF SPECIAL EVENT COMMERCIAL ITEMS (FAR PART 12) Is your business currently selling or planning to sell commercial products to the Federal Government, or to higher tier government contractors? If so, this overview is designed to cover the legal aspects of the U.S. Government s acquisition of commercial items to include the practical application of the commercial acquisition process in the federal marketplace. This session will be highly interactive and encourage questions from attendees on specific fact scenarios. Topics of discussion include: Policy behind Commercial Item Acquisition. The Federal Government Policy (FAR Part 12) Manner of Contacting Contracting Form Commercial Items Distinguished from COTS Items Certain Laws not Applicable to Commercial Items and COTS Items Streamlined Procedures for Evaluation and Solicitation for Commercial Items Unique Terms and Conditions for Commercial Items-Inspection and Acceptance. Unique Terms and Conditions for Commercial Items-Warranties. IMPLIED WARRANTIES. Unique Terms and Conditions for Commercial Items-Warranties. EXPRESS WARRANTIES. Unique Terms and Conditions for Commercial Items-Termination for Cause. Termination for Cause Unique Terms and Conditions for Commercial Items-Termination for Government Convenience Speaker: Joseph D. Gustavus, Miller Canfield Who should attend? Management and key players from companies who have commercial or off the shelf products and are currently selling or planning to sell to government. February 18, 2016 10am 12pm 8

MDEX GOVERNMENT CONNECT SPECIAL EVENT The Macomb Regional PTAC, in collaboration with the NDIA Michigan Chapter, will work with Government Small Business representatives to identify opportunities at the 7th Annual Michigan Defense Exposition (MDEX). The Macomb Regional PTAC will schedule meetings between qualified suppliers and the government, providing potential solutions to fill requirements and save time and resources. The Macomb Regional PTAC will manage all MDEX Government Connect planning, including the online application process, communication with the applicants, and onsite logistics. To apply, click on the 2016 MDEX Government Connect Supplier Application below by March 18, 2016 close of business. Macomb Community College Sports and Expo Center 14500 East 12 Mile Road Warren, MI 48088 April 27 28, 2016 2016 MDEX Government Connect Supplier Application Apply by March 18, 2016 close of business. 9am 4pm Save the Date for TARDEC Industry Days (April 26 27, 2016) TARDEC Industry Days are being hosted to build awareness about the U.S. Army Tank Automotive Research, Development and Engineering Center s (TARDEC s) 30-Year Strategy, define key funded projects and priorities, and explore how industry can leverage critical Army capabilities and align their research efforts and investments with TARDEC. Collaboration with industry is vital to TARDEC s success. Utilizing a variety of agreements, industry can leverage critical Army capabilities, facilities, and the expertise of our highly skilled workforce for mutual benefit. 9

DUAL-USE TECHNOLOGY BRIEFING (DUTB) SPECIAL EVENT The military depends on commercial business to develop new goods and technologies for the protection of the war-fighter and to advance Homeland Security. This half-day event will deliver information on how companies developing innovative technology can do business with the United States Tank Automotive Research, Development and Engineering Center (TARDEC). TARDEC s dual-use SBIR Program s goal is to tap into the small business communities innovativeness and creativity to help meet government R&D objectives. At the same time, these small companies develop technologies, products and services they can then commercialize through sales in the private sector or back to the government. The event will provide an overview of the following: The Cooperative Research & Development Agreements (CRADA) program Resource Panel R & D Contracting with the U.S. Army Industry Perspective The Small Business Innovation Research (SBIR) Program Tour of RAVE CAVE The Reconfigurable Center for Automated Virtual Environments (RAVE CAVE) was established by a Cooperative Research And Development Agreement (CRADA) in 2012. The facility is an immersive, interactive 3D modeling, simulation, and visualization environment. It supports defense research, promotes STEM education at the K 12 level, provides a resource for institutions of higher education, and serves as a hub of VMS (Visualization, Modeling, and Simulation) technologies to encourage the development and retention of a high-tech workforce in the southeastern Michigan area. This presentation will cover the purpose, history, progress, and future efforts of this non-profit organization. Who should attend? Companies who are interested in or are currently developing innovative technology that fits dual-use needs of the military and private sector. Continental breakfast and lunch provided & sponsored by DC3S. DC3S 7205 Sterling Ponds Ct. Sterling Heights, MI 48312 9am 2pm May 19, 2016 A special thank you to DC3S for hosting this event and sponsoring continental breakfast and lunch! 10

DCAA ACCOUNTING REQUIREMENTS FOR FEDERAL CONTRACTORS SPECIAL EVENT Join us as Kevin Grimes explains the role of the Defense Contract Audit Agency (DCAA) and the expectations of a contractor s accounting system. Mr. Grimes is a Compliance Consultant with CFO Leasing, Inc. He has over 10 years of accounting experience and specializes in DCAA compliance and accounting system implementations and migrations. This program is designed to assist business professionals in establishing an accounting system acceptable to the federal government. Many federal contract awards are contingent upon determining that a contractor s accounting system is sound. This includes having specific written accounting policies and an accounting system that can perform certain cost, timekeeping, and billing functions. Agencies conduct unique financial health audits prior to awarding some contracts. Topics include: Segregation of Costs Allocation Pools Unallowable Costs Timekeeping Requirements Direct/Indirect Costs Financial Capability Audits and SBA Certificate of Competency Who should attend? This presentation is recommended for corporate accountants, payroll personnel, and small business owners who perform their own bookkeeping functions. June 16, 2016 9am 12pm 11

WINNING FROM THE OUTSIDE LANE SPECIAL EVENT Winning a contract is based on writing a thorough and responsive technical proposal. Successful technical writing begins with a thorough analysis and dissection of the RFP. When writing, your proposal should tell a compelling story in the customer s language. This entertaining keynote will highlight best practices and common mistakes made by companies responding to federal agency requirements. The presentation will include a comprehensive review of the following: SF 1449 (Location/Reach) Schedule B (Price) Performance Work Statement (Capability) Questions and Answers (Insight Gathering) Amendments (Flexibility) Schedule M (Approach) Schedule L (Competence) Speaker: Kevin Grimes. Kevin is the CEO of CFO Leasing, Inc., one of the leading government contract consulting firms in the nation. Over the last year, CFO Leasing has successfully supported clients in winning over $500 million in contracts with NASA, the U.S. Department of Agriculture, the National Security Agency, and the departments of Energy, Army, Navy, and Veterans Affairs. CFO Leasing has a global client base. Who Should Attend? Management and key players who will support and facilitate government contracting within your company. June 16, 2016 1:30 4:30pm 12

OVERVIEW OF SBA RESOURCES SPECIAL EVENT In 1953 the U.S. Small Business Administration (SBA) was established as an independent agency of the federal government to support and safeguard the interests of small business concerns. Though SBA has evolved over the years, the bottom-line mission remains the same. So what exactly does SBA offer to small business owners? The programs are numerous, and the qualifications for each are specific. Take advantage of this opportunity to learn from SBA representatives about the various SBA programs and resources available to you in the following areas: SBA Funding Opportunities Bonding Contracts Socio-Economic Programs Who should attend? Management and key players who will support and facilitate government contracting within your company. 9am 12pm June 21, 2016 13

MACOMB COUNTY MEET THE BUYERS 2016 EVENT SPECIAL EVENT Attention Sellers: Pitch your products and services to key private and public sectors, including Health Care, Defense, Education, Manufacturing, Local and State Government and more. Our meet the buyer event is intended to support local sourcing and help regional small-to-medium companies potentially win new business. Seller Benefits: Great sales opportunity Pitch your products or services to decision-makers Participate in small group business matchmaking sessions SELLERS (SUPPLIERS) Attention Buyers: This matchmaking event will help match many quality suppliers in the region with private & public sector buyers. Buyer Benefits: An efficient and cost-effective way to meet & identify new suppliers. Buyers interested in participating should apply by July 29, 2016. If selected, you will be contacted directly. BUYERS APPLY HERE NO FEE TO ATTEND DATE Macomb Community College (South Campus) John Lewis Center (K Building), Room 301 14500 E. 12 Mile Road., Warren, MI 48088 9am 1pm August 25, 2016 14

A DEEPER DIVE INTO COST AND PRICING SPECIAL EVENT Federal Government Contracting Officers are required to purchase goods and services from responsible suppliers at fair and reasonable prices in accordance with the Federal Acquisition Regulation (FAR). So how does a business determine the appropriate price for a contract, and how does the government evaluate prices? First, buyers and sellers in all government contracting must understand Cost Analysis and Price Analysis, two tools used in assessing fairness and reasonableness of proposed prices. To assist you with understanding these two tools, we will explore and provide examples of various Cost and Price analysis techniques with an in-depth mock proposal walk-thru along with a question and answer period. We hope you will join the Macomb Regional PTAC along with their guest speakers from the U.S. Army Contracting Command in this deeper dive into Cost and Pricing Training. 7:30am 5pm October 13, 2016 15

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Macomb Regional PTAC Our Government Contracting Expertise is Your Competitive Edge. For more information, please contact us: Macomb Community College, Macomb Regional PTAC 7900 Tank Ave., Warren, MI 48092-3936 Phone: 586.498.4122 Email: ptac@macomb.edu We also invite you to visit us at: www.ptacsofmichigan.org Facebook: www.facebook.com/macombregionalptac Twitter: @MacombPTAC SERVING MACOMB COUNTY 464_16 REV02/11/16 The Macomb Regional PTAC, which serves as a Procurement Technical Assistance Center (PTAC), is funded in part through a cooperative agreement from the Department of Defense (DoD) through a program that is administered by the Defense Logistics Agency (DLA). The content of any written materials or verbal communications of the PTAC does not necessarily reflect the official views of or imply endorsement by the DoD or DLA. Additionally, the Macomb Regional PTAC is proudly assisted by the Michigan Economic Development Corporation (MEDC).