Doing Business with the Federal Government! Linda S. Greaves ACC Director of Small Business 1
Ever Wonder? 2
It s all Relative! 3
Key point to consider! Is your product or service something that the Federal Government buys? Most agencies have Web-Sites For Example: Information about Selling to the Air Force is found at www.selltoairforce.org 4
www.selltoairforce.org 5
Typically Web-sites cover contracting opportunities Agency list of: equipment, supplies, and services typically bought by what unit or organization Most importantly these web-sites provides the name and contact information for the Small Business Specialist (SBS) or Small Business Liaison for every activity with a contracting function Important Links Contracting Toolkit (FAR, DFARS, etc.) Other agency web-sites Special initiatives such as Mentor-Protégé Program 6
Find out how your commodity is typically purchased: Locally? or In large quantities for distribution throughout the Agency? 7
If purchased locally, marketing to the Small Business Specialist and local contracting offices is necessary When marketing to the SBS first call and make an appointment to meet with them 8
If purchased for the entire agency you need to look for solicitations for that product or service by going to one of the posting sites The Federal Government must post all requirements (subject to some exceptions) on a public website that are over $25,000 9
Small Business Specialists are your advocates and they can: Provide contracting information Offer small business advice & give assistance Provide referrals & networking Arrange capability demonstrations We ll figure it out together 10
In both cases, whether purchased locally or Agency-wide, it is your responsibility to demonstrate to potential buyers that you are a capable supplier. It is likely that you will be competing with other vendors. 11
Demonstrate your capabilities if you have the opportunity As a minimum provide prospective clients A capability package (ask your SBS what to include, e.g., brochures, pamphlets, or other materials) An offer of a product demonstration or presentation at a future time if requested 12
Remember: Keep information fresh Keep your SBS informed about changes in your business Follow up: ask your SBS about new or projected requirements 13
An important step, you must be a registered small business (the SBA or an SBS can help you through this process) Central Contractor Registration (CCR) is mandatory. To register, visit www.ccr2000.com or call 1-888-227-2423 Contractor And Government Entity (CAGE) codes are necessary for all businesses. Your CAGE Code will be given when you register with CCR (additional info at www.dlis.dla.mil/ cageserv.asp.) 14
The government identifies your product or service with a 6-digit code called the North American Industry Classification System (NAICS) Additional information is available at www.census.gov/epcd/www/naics.html. 15
Where to Find Opportunities Federal Business Opportunities www.fedbizopps.gov US Dept of Defense Business Opps www.dodbusopps.com 16
www.fedbizopps.gov 17
www.dodbusopps.com 18
For Us to Find You, You Have to Find Us! Market Demonstrate Perform 19
AF SMALL BUSINESS GENERAL INFORMATION AFI 64-201 Small Business Program - Para 3.1, 3.2: Installation commander review/sign small business report annually SOCIO-Economic Programs - Small Business (SB) Firms - Small Disadvantaged Firms (SDB) - Women-Owned SB Firms (WOSB) - HUBZone SB Firms - Service Disabled Veteran Owned SB Firms (SDVOSB) 20
STATUTE/REGULATORY GUIDANCE Small Business Mobilization Act of 1942 Armed Services Procurement Act of 1947 Defense Production Act of 1950 Small Business Act of 1953 (PL 83-163/85-536) - Revisions of 1990 (PL 95-507) National Defense Authorization Act (PL 99-661) Federal Acquisition Steamlining Act of 1994 (PL 103-355) HUBZones Empowerment (PL 104-135) Veterans Entrepreneurship and Small Business Development Act of 1999 (PL 106-50) 21
STATUTE/REGULATORY GUIDANCE National Policy Federal Acquisition Regulation (FAR) 19.201(a) DoD Policy DoD Directive 4205.1C Air Force Policy - AF Policy Directive 64.2 SB Programs - AF Instruction 64-201 SB Programs 22
ACC Small Business Goals (%) FY 06 FY 07 FY 07 (not final) Actual Goal Actual Small Business (SB) 42.6 46.1 38.2 Small Disadvantaged 22.8 26.7 21.9 Business (SDB) Women-Owned( WOSB) 7.7 8.1 8.1 Historically Under Utilized Business Zone (HUBZONE) 7.1 8.1 8.1 Service Disabled Veteran Owned (SDVOSB) 1.8 1.5 2.2 23
ACC Small Business Awards ($M) FY 05 FY 06 FY 07 (not final) Small Business (SB) 822.9 842.9 1,039.5 Small Disadvantaged 464.8 451.2 595.6 Business (SDB) Women-Owned( WOSB) 144.1 153.2 221.1 Historically Under Utilized Business Zone (HUBZONE) 182.8 141.9 221.9 Service Disabled Veteran Owned (SDVOSB) 26.9 34.9 60.7 24
ACC Small Business POC LINDA S. GREAVES ACC DIRECTOR OF SMALL BUSINESS ACC/A7K (757) 764-5371 25