Grow Your Business with Government Contracts: 4 Essential Steps
Upcoming SlideShare
Loading in...5
×
 

Like this? Share it with your network

Share

Grow Your Business with Government Contracts: 4 Essential Steps

on

  • 648 views

 

Statistics

Views

Total Views
648
Views on SlideShare
648
Embed Views
0

Actions

Likes
0
Downloads
8
Comments
0

0 Embeds 0

No embeds

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment
  • This is what a govt contract can…and cannot do for your businessBottom line, don’t depend solely on gov't contracts
  • Version 2.52/3/2010

Grow Your Business with Government Contracts: 4 Essential Steps Presentation Transcript

  • 1. COLORADO PROCUREMENT TECHNICAL ASSISTANCE CENTER Ofc: 719-434-3470 www.ColoradoPTAC.orgVersion 4.02/10/2012
  • 2.  Why—Market to governments? Who—Is CO PTAC? How—Do we grow government share?  4 Essential Steps What—Marketing is different?Version 4.02/10/2012
  • 3.  For the same reason Willie Sutton robbed banks!  Federal Government procures >$500 Bil annually  Colorado State Government budget $20 Bil  FY 2008 Colorado*: ◦ Ranked 15 among states receiving federal contracts ◦ Only 4,143 firms received awards vs. > 465,000 registered Federal Contract Awards in $B $78.30 $67.70 $61.70 $80.00 $60.00 $30.60 $40.00 $18.30 $9.50 $20.00 $0.00*Data as of Mar 2011, FedSpending.orgVersion 4.02/10/2012 3
  • 4.  What a Government Contract can do for your business ◦ Diversify your customer base ◦ Cover overhead costs ◦ Even out cash flow  What a Government Contract cannot do for your business ◦ Jump-start your business ◦ Save your business ◦ Be the sole source of your businessVersion 4.02/10/2012
  • 5. Ribbon cutting on 9 Nov 09  Non-Profit, 501c(3) Corporation, an Economic Enterprise  Public/Private Partnership ◦ Funded by federal, state, public, and private contributions ◦ Approx ~ $800K annual budget  1 of 50 State Programs  Experienced, Professional Counselors ◦ Full time, Part time, and On-Call  Multiple Locations: ◦ Colorado Springs (Headquarters) ◦ Grand Junction (Satellite) ◦ Aurora (Satellite) ◦ Westminster (Satellite) ◦ By Appointment  Golden, Glenwood Springs, Montrose, Durango, Boulder, Loveland, Greeley, Pueblo,Version 4.0 Trinidad, Alamosa, Craig2/10/2012 5
  • 6.  3011 different stories - Each a Success New companies < 30 days old Old companies > 30 years old $10Mil firm w/ VA success—looking for improved Win Rate $4Mil firm w/ CO state success—looking for federal opportunities Window Cleaners to Cyber TechnologyVersion 4.02/10/2012 6
  • 7. Reported Contract Award Dollars Colorado Jobs Created or Retained by PTAC Clients$300,000,000 from Government Contract Awards$250,000,000 Total Awards Year 2: 25,000 $596,585,093 20,962$200,000,000 20,000 15,000$150,000,000 Awards Sub 10,000$100,000,000 Awards Prime 5,516 5,000 3,751 3,013 2,332 2,239 $50,000,000 2,185 1,668 0 $0 Yr1 Yr1 Yr1 Yr1 Yr2 Yr2 Yr2 Yr2 Qtr1 Qtr2 Qtr3 Qtr4 Qtr1 Qtr2 Qtr3 Qtr4 Yr2 Qtr1 Yr2 Qtr2 Yr2 Qtr3 Yr2 Qtr4 Total Awards Year 1: Jobs Created or Retained ea Qtr Cumulative $463,077,539 Version 4.0 2/10/2012 Linear (Jobs Created or Retained ea Qtr) 7
  • 8. 1. Get the Right Registrations 2. Find the Right Opportunities 3. Write Winning Proposals 4. Execute, Execute, ExecuteVersion 4.02/10/2012
  • 9. Get the Right Registrations a. PTAC – www.ColoradoPTAC.org b. SAM, DUNS, ORCA, CCR, SBA, a. WAWF c. Preference Programs 1. Federal: 8(a), SDVOB, HUBZone, WOSB 2. State: DBE, WBE d. DIBBS for manufacturing, FedBid – product Auction site e. Bonding, Insurance, etc f. Others—ColoradoBIDS, RockyMountainEPurchasing, etcVersion 4.02/10/2012
  • 10. Find the Right Opportunities a. Know your Market—Research b. Bid Match searching service c. Sub vs Prime d. Teaming or JV e. GSA for products & services f. NetworkingVersion 4.02/10/2012
  • 11. Version 4.02/10/2012 11
  • 12. FPDS.govSearchCriteria Top 10 federal Dept buyers Top 10 AgenciesTop 10 COvendorsVersion 4.02/10/2012
  • 13.  Multiple Products: Range of Costs, Range of ServicesLinks Cost ServicesOpportunity Search Options Tailored email URL Access Newsletter Other Scopewww.gssa.State.CO.us/VenSols (View Only) CO State FREE X Purchasing Office SiteCO BIDSwww.gssa.State.CO.us/VenRegister CO State Goods & Services; $40/yr X X NOT Constructionwww.govbids.com $49.95/yr X X X 50 CO Purchasing AgenciesRocky Mountain E-Purchasingwww.SetAsideAlert.com SB, MOB, WOB, Vet, SDVOB, $497/yr X X X X 8(a), HUBZonewww.BidClerk.com $59.95/mth X X X Construction Projects $599.95/yrwww.FedMarket.com GSA Schedule, Proposal Various X X Writing, Training, Consultingwww.FindRFP.com Sign-up X X X X Federal, State, Local RFPswww.Onvia.com Federal, State, Local RFPs and Version 4.0 $2K-$20K/yr X X X X Projects 2/10/2012 13
  • 14. IT search engine tailored to your search profile 2004 Sites Searched Worldwide 145 Sites Searched across Colorado Your 3-Way Search Criteria—tailorable by state, agency, code ◦ Keywords ◦ NAICS Codes (North American Industry Classification System) ◦ Geographic Region (Domestic, International, Regional) Provided by OutReach Systems ◦ Free service from CO PTAC to all clients ◦ $250 annual subscription to individualsVersion 4.02/10/2012 14
  • 15. Important Options!! • Watch OpportunitySolicitation Type: • Add yourself to listPresolicitation • Set Asides • NAICSVersion 4.02/10/2012 15
  • 16. Important Options!! • Watch Opportunity • List of • Add yourself to list Partners ?List andContact • Set Asides • NAICSVersion 4.02/10/2012 16
  • 17. Version 4.02/10/2012
  • 18.  Key Points: ◦ Capabilities ◦ Facilities & Equipment ◦ Expertise ◦ Codes: NAICS, DUNS, CAGE ◦ Customers ◦ ONE PAGE When Used: ◦ SAP ◦ Top Desk Drawer <$25,000Version 4.02/10/2012
  • 19. Six Simple Slides: i. Slides 1-2: Company ID info & Core Capabilities ii. Slides 3-5: Opportunity, Value & Fit iii. The Opportunity iv. Unique Value Proposition v. Project Experience vi. Meeting Objectives Tips: • Do use PowerPoint • Expect no more than 30min • Plan to use only half time presenting • Rehearse so each slide is 2-3 minVersion 4.02/10/2012
  • 20.  Read the solicitation more than once ◦ ―Can our company profit from performing this requirement?‖  Determine the ―solicitation type‖  Determine the ―contract type‖  Assemble all the attachments and all amendmentsVersion 4.02/10/2012
  • 21.  Federal Competition Requirements ◦ <$3000 No Competition Required, normally GPC* ◦ >$3K & <$25K Must Show Competition/No Announcement** ◦ >$25K & <$150K Advertised, Normally Reserved for SB ◦ >$150K Normal Bid Process*** ◦ FBO and Other Government Posting Sites * GPC limit $2,000 for construction (Davis-Bacon Act), $2,500 for services (Services Contract Act) ** May use GPC if on FSS * ** May be set-aside if ≥ 2 capable 8(a)/HUBZone/SD-VOSB/SB will submit offers @ fair market price.Version 4.02/10/2012 21
  • 22. Write Winning Proposals a. Compliant with Solicitation b. The Price is Right c. Do’s and Don’ts d. ―Red Team‖ review e. Unsolicited ProposalVersion 4.02/10/2012
  • 23. Requirements Budget Solicitation Execution  Process begins early  Proposal writing Registration  “Red Team” support— Bid Opportunities RFPVersion 4.02/10/2012 23
  • 24.  Start Early  Practice, Practice, Practice  Internal or External Support ◦ ―Writing for Dummies‖ or ◦ Professional Writers  Focus on Solicitation InstructionsVersion 4.02/10/2012 24
  • 25.  Section L: Format ◦ Font ◦ Volumes ◦ Tabs ◦ Page Limits  Section M: Evaluation—‖Best Value‖ ◦ Technical ◦ Management ◦ Price ◦ Past Performance  Lowest Risk to the Government ◦ ―Best Value‖ ◦ Lowest Price—Technically AcceptableVersion 4.02/10/2012
  • 26. Sources Sought, Request for • Contracting Officer’s market research Information (RFI), Broad Agency Announcement (BAA) • Shape the Solicitation • Site visit, Walk through Industry Day • Government briefing with Q&A (limited) Pre-Solicitation • Draft RFP Solicitation: • Project Funded and Ready to ExecuteRequest for Proposal (RFP), RFQ, or • Usually Request Proposal within a few weeks Invitation for Bid (IFB) • Often too late in the game if this is the first time you’ve seen it • Contract Execution for Winners Award Announcement • Debriefing for Those Not SelectedVersion 4.02/10/2012 26
  • 27. Execute, Execute, Execute a. Post award debrief b. ―Scope Creep‖ c. Prompt Payment d. Responsive and Compliant e. Accounting System compliance f. Protest processVersion 4.02/10/2012
  • 28. Requirements Budget Solicitation Execution Education and Assistance Throughout the Process -- Including but not Limited to: ◦ Registration Support (DUNS, SAM, CCR, CAGE, NAICS, ORCA) ◦ Business Development—Market research and analysis Registration ◦ Finding Bid Opportunities (―BidMatch‖) Bid Opportunities RFP ◦ Proposal Guidance on Request for Proposal (RFP), Invitation for Bid (IFB), Request for Quote (RFQ) ◦ RFP, RFQ or IFB Response Review (―Red Team‖) ◦ Contract Management, “Matchmaking”, and more…..Version 4.02/10/2012 28
  • 29.  Why—Market to governments? Who—Is CO PTAC? How—Do we grow government share?  4 Essential Steps What—Marketing is different?Version 4.02/10/2012
  • 30.  Significantly Increase # of: ◦ Businesses Pursuing Government Contracts ◦ Government Contracts Awarded in Colorado ◦ Dollar Amount per Government Contract Awarded  Sustain in Colorado: ◦ Strong Industrial Base ◦ Improved Local Economies ◦ Enhanced Employment Opportunities ◦ Businesses Capable of Supporting Government ContractsVersion 4.02/10/2012 30
  • 31. www.coloradoptac.org Our Colorado PTAC Partners Adams County Economic Development Aurora Chamber of Commerce Colorado Springs Business Incubator Fairfield Inn & Suites, USAFA Grand Junction Business Incubator Institute for Civic Achievement SCOPEVision Jefferson County EC Northern CO EDC Kavley’s Pueblo Albany Pueblo BTC TechWise Trinidad Las Animas Chamber of Commerce Acquisition & Management Resources Analytical Systems Incorporated Certify to Success Holland & Hart McNew & Associates National Fringe Benefits PDS Business Solutions, LLC Perini & Associates SCOPEVision Six & Geving Insurance McKenna, Long & Aldridge Microsoft Version 4.0Updated 20 Sept 12 2/10/2012