09/26/09 S outh W est C entral O hio P rocurement T echnical A ssistance C enters Getting started in Govt Contracting

Dayton PTAC Office Meredith Threatt [email_address] (937) 259-1368 Program Assistant Bonnie Baker [email_address] (937) 253-0038 CONTACTS

Dayton PTAC Office

Meredith Threatt

[email_address]

(937) 259-1368

Program Assistant

Bonnie Baker

[email_address]

(937) 253-0038

Department of Defense (DLA) Ohio Dept of Development (ODOD) Edison Materials Technology Center (EMTEC) PTAC is FREE

Department of Defense (DLA)

Ohio Dept of Development (ODOD)

Edison Materials Technology Center (EMTEC)

WHY DO BUSINESS WITH THE GOVERNMENT?

The US Government is the largest customer in the world!

FEDERAL PURCHASES 36% Supplies and equipment 35% Services 19% Agriculture, communications, utilities, finance & admin 7% Construction 3% Wholesale / retail

Expand market share Increase profits The federal government is a multi-billion dollar procurer ($460 Billion) Only a small percentage of U.S. businesses are competing Federal government is encouraging competition WHY GOVERNMENT?

Expand market share

Increase profits

The federal government is a multi-billion dollar procurer ($460 Billion)

Only a small percentage of U.S. businesses are competing

Federal government is encouraging competition

Set-Aside Laws: Small Business = 23% HUBZone SB = 3% 8(a) Small Business = 3% Service Disabled Veteran-owned Small Business = 3% WHY GOVERNMENT? NOTE: Large Prime Contractors must make an effort to meet set-aside goals as well. Set-Aside Goals: Woman-owned SB Goal = 5% Veteran-owned SB Goal = 3%

Set-Aside Laws:

Small Business = 23%

HUBZone SB = 3%

8(a) Small Business = 3%

Service Disabled Veteran-owned Small Business = 3%

Set-Aside Goals:

Woman-owned SB Goal = 5%

Veteran-owned SB Goal = 3%

Small Business Business size determined by NAICS code, limited by: Gross sales (3 year average), or # of employees SET-ASIDES For more info on being a small business, visit www.sba.gov Law For example: IT Companies = NAICS 541511; small bus limit $23M Arch/Engineer = NAICS 541310; small bus limit $500k Office Equip = NAICS 423420; small bus limit 100 emp To find your NAICS code, visit www.census.gov/epcd/www/naics.html

Small Business

Business size determined by NAICS code,

limited by:

Gross sales (3 year average), or

# of employees

Historically Underutilized Business Zone (HUBZone) MUST be a small business MUST be owned/controlled by US citizens, a Community Development Corp, or Indian Tribe Principal office MUST be located in a HUBZone At least 35% of employees MUST reside in a HUBZone SET-ASIDES Apply online at www.sba.gov/hubzone Law Example: Downtown Dayton

Historically Underutilized Business Zone (HUBZone)

MUST be a small business

MUST be owned/controlled by US citizens, a Community Development Corp, or Indian Tribe

Principal office MUST be located in a HUBZone

At least 35% of employees MUST reside in a HUBZone

8(a) business development program 9-year program In business for 2 years or waiver SET-ASIDES Apply online at www.sba.gov/8abd Must be BOTH : Economically Disadvantaged = $250,000 or less in personal assets EXCLUDING your primary residence and any assets you have in the business; AND Socially Disadvantaged = individuals who have been subject to societal prejudice or cultural bias due to their membership in a particular group (race, ethnic origin, gender, physical disability or long-term residence in an environment isolated from mainstream society). “Preponderance of evidence.” Law

8(a) business development program

9-year program

In business for 2 years or waiver

Must be BOTH :

Economically Disadvantaged = $250,000 or less in personal assets EXCLUDING your primary residence and any assets you have in the business; AND

Socially Disadvantaged = individuals who have been subject to societal prejudice or cultural bias due to their membership in a particular group (race, ethnic origin, gender, physical disability or long-term residence in an environment isolated from mainstream society). “Preponderance of evidence.”

Veteran Owned Small Business (VOB) At least 51% owned and operated by Veterans (DD214 as proof of service) Veteran = served in any branch of the US military for 90 consecutive days of active duty during a war time period Service Disabled Veteran Owned Small Business (SDVOSB) At least 51% owned and operated by Service Disabled Veterans Service Disabled Veteran status must be verified by the VA SET-ASIDES Register your business online at www.vip.vetbiz.gov Apply for SDV status with your local VA office www.vip.vetbiz.gov then click on “ Find a Facility” Law

Veteran Owned Small Business (VOB)

At least 51% owned and operated by Veterans (DD214 as proof of service)

Veteran = served in any branch of the US military for 90 consecutive days of active duty during a war time period

Service Disabled Veteran Owned

Small Business (SDVOSB)

At least 51% owned and operated by Service Disabled Veterans

Service Disabled Veteran status must be verified by the VA

Woman Owned Small Business MUST be a small business At least 51% owned and operated by a woman or women No official certification for woman-owned businesses at the federal level State recognizes women as minorities for the EDGE program US DOT recognizes women as minorities for the DBE program SET-ASIDES Apply for EDGE online at www.EDGE.ohio.gov Other WBE Certifications: www.wbenc.org www.wbdc.org

Woman Owned Small Business

MUST be a small business

At least 51% owned and operated by a woman or women

No official certification for woman-owned businesses at the federal level

State recognizes women as minorities for the EDGE program

US DOT recognizes women as minorities for the DBE program

DBE Certification (US Dept of Transportation) SET-ASIDES Apply online at www.sba.gov/8abd Must be BOTH : Economically Disadvantaged = $750,000 or less in personal assets EXCLUDING your primary residence and any assets you have in the business; AND Socially Disadvantaged = individuals who have been subject to societal prejudice or cultural bias due to their membership in a particular group (race, ethnic origin, gender, physical disability or long-term residence in an environment isolated from mainstream society). “Preponderance of evidence.” Law

DBE Certification (US Dept of Transportation)

Must be BOTH :

Economically Disadvantaged = $750,000 or less in personal assets EXCLUDING your primary residence and any assets you have in the business; AND

Socially Disadvantaged = individuals who have been subject to societal prejudice or cultural bias due to their membership in a particular group (race, ethnic origin, gender, physical disability or long-term residence in an environment isolated from mainstream society). “Preponderance of evidence.”

Local Government State Government Prime Contractors Non-Profits Universities AND MORE… NOT JUST FEDERAL

Local Government

State Government

Prime Contractors

Non-Profits

Universities

AND MORE…

E.D.G.E. Certification – Encouraging Diversity, Growth & Equity Must be BOTH : Economically Disadvantaged = $250,000 or less in personal assets EXCLUDING your primary residence and any assets you have in the business; AND Socially Disadvantaged = individuals who have been subject to societal prejudice or cultural bias due to their membership in a particular group (race, ethnic origin, gender, physical disability or long-term residence in an environment isolated from mainstream society. STATE PROGRAM Apply online at www.EDGE.ohio.gov Law 5% of all state purchases must be spent with EDGE companies.

E.D.G.E. Certification –

Encouraging Diversity, Growth & Equity

Must be BOTH :

Economically Disadvantaged = $250,000 or less in personal assets EXCLUDING your primary residence and any assets you have in the business; AND

Socially Disadvantaged = individuals who have been subject to societal prejudice or cultural bias due to their membership in a particular group (race, ethnic origin, gender, physical disability or long-term residence in an environment isolated from mainstream society.

MBE Certification – Minority Business Enterprise Must be: In business for 1 year Socially Disadvantaged = At least 51% owned and operated by a member of one of the following minority groups: Black, Hispanic, Native American, and/or Asian. STATE PROGRAM Apply online at http://das.ohio.gov/Eod/EODMBEOff.htm Law 15% of the state’s annual purchases must come from MBE companies.

MBE Certification –

Minority Business Enterprise

Must be:

In business for 1 year

Socially Disadvantaged = At least 51% owned and operated by a member of one of the following minority groups: Black, Hispanic, Native American, and/or Asian.

Small Business www.sba.gov Woman-owned Business www.onlinewbc.gov Veteran-owned Business www.vetbiz.gov HUBZone Program www.sba.gov/hubzone Small Disadvantaged Business www.sba.gov/sdb/index.html 8(a) Program www.sba.gov/8abd SET-ASIDES

Small Business

www.sba.gov

Woman-owned Business

www.onlinewbc.gov

Veteran-owned Business

www.vetbiz.gov

HUBZone Program

www.sba.gov/hubzone

Small Disadvantaged Business

www.sba.gov/sdb/index.html

8(a) Program

www.sba.gov/8abd

Government agencies are required to share a LOT of information with the public: www.FedBizOpps.gov Procure.Ohio.Gov PTAC Daily Bid Match Buying Forecasts Buying Histories Finding Opportunities Find more bid boards by Googling words like: "bid board" "Purchase plan" "acquisition estimate"

Government agencies are required to share a LOT of information with the public:

www.FedBizOpps.gov

Procure.Ohio.Gov

PTAC Daily Bid Match

Buying Forecasts

Buying Histories

www.FBO.gov

Procure.Ohio.Gov

PTAC Daily Bid Match

Buying Forecasts are the perfect market research tool. You’ll find: Buying plans for 2 – 5 years Procurement Method to be used (GSA, 8(a), etc) What they expect to spend ($ range) When they expect to buy Contact info for buyers Sometimes include the incumbent = your competition Forecasts Find Forecasts at www.fbo.gov

Buying Forecasts are the perfect market research tool. You’ll find:

Buying plans for 2 – 5 years

Procurement Method to be used (GSA, 8(a), etc)

What they expect to spend ($ range)

When they expect to buy

Contact info for buyers

Sometimes include the incumbent = your competition

US Dept of Justice Procurement Forecast: http://www.usdoj.gov/jmd/osdbu/forecast2007.pdf Forecasts

Buying History is another helpful sales/market research tool. You’ll find: Which agencies have bought your products/services Who they bought from How much was purchased (quantity) How much was paid (price history) Top 10 buyers & sellers Histories Find histories at https://www.fpds.gov

Buying History is another helpful sales/market research tool.

You’ll find:

Which agencies have bought your products/services

Who they bought from

How much was purchased (quantity)

How much was paid (price history)

Top 10 buyers & sellers

Once you've gathered your market data: Use it when creating marketing materials to speak to your customers habits Create a Capabilities Statement (or several) Track your competition - learn what works for them NARROW YOUR FOCUS Bid! Now What?

Once you've gathered your market data:

Use it when creating marketing materials to speak to your customers habits

Create a Capabilities Statement (or several)

Track your competition - learn what works for them

NARROW YOUR FOCUS

Bid!

MEET WITH PTAC. We will teach you how to: Review registrations Discuss marketing & sales strategies Identify your top 3 target agencies Research those target agencies Prepare marketing materials for government events & meetings Find teaming partners Answer your govt-contract questions Now What? Program Assistant Bonnie Baker [email_address] (937) 253-0038

MEET WITH PTAC. We will teach you how to:

Review registrations

Discuss marketing & sales strategies

Identify your top 3 target agencies

Research those target agencies

Prepare marketing materials for government events & meetings

Find teaming partners

Answer your govt-contract questions

www.swcoptac.org

Dayton PTAC Office Meredith Threatt [email_address] (937) 259-1368 Program Assistant Bonnie Baker [email_address] (937) 253-0038 CONTACTS

Dayton PTAC Office

Meredith Threatt

[email_address]

(937) 259-1368

Program Assistant

Bonnie Baker

[email_address]

(937) 253-0038