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Franklin County Doing Business with the Commonwealth Presentation

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Presentation slides presented by Sandy Ratliff at the Franklin County Doing Business with the Commonwealth Workshop help on April 12, 2012 at Westlake Library. The workshop focused on how to......

Presentation slides presented by Sandy Ratliff at the Franklin County Doing Business with the Commonwealth Workshop help on April 12, 2012 at Westlake Library. The workshop focused on how to register to do business with Virginia state markets and navigate the eVA system.

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  • Our fundamental mission is to provide support to new and existing business in Virginia. Your success strengthens the Commonwealth’s economy.
  • VBIC is one of our premier programs and is a clearing house for virtually any question on starting or expanding a business in the Commonwealth. This is basically our own call center to provide direct response to questions and countless resources available. Governor Warner launched the new Business Portal Website last fall before leaving office and the website is basically a one-stop site for information on starting and running a business as well as out-of-state questions and business resources. We also conduct educational seminars on doing business in Virginia as well as Resource Fairs linking service providers with individuals interested in starting and growing a business in Virginia. When applicable, we attempt to help clients link with angel networks to launch new business ventures.
  • We work with new and existing companies to provide customized recruitment and training to qualified workers at all skill levels for newly created jobs. This is one of Virginia’s oldest incentive programs.
  • We are not the cheapest funding source. Our strength is in filling gaps in financing packages.
  • No Grants We’re debt providers, not equity providers We are helpful in taking on a portion of the debt risk in conjunction with the bank, so we come in after the equity stage No “low cost” debt – that’s not our role. Our role is to help you get access to debt capital that you might otherwise not receive. We charge a market rate based on risk. In the case of our guarantee programs, the bank sets the interest rate and fees and we charge a fee on top of their fees. Must be able to demonstrate an ability to repay our loan and provide evidence of cash equity in the project of somewhere between 10% - 25% of the financing need, depending on our perceived risk and the stage of established businesses with a good history that are in an expansion mode.
  • Reports: Research your company’s NIGP codes (National Institute For Governmental Purchasing) Research past spending in eVA by NIGP codes Find agencies buying your products or services Get info on buyers, competition and pricing Catalogs act as ‘free’ advertising…. no charge to put catalogs in eVA!! Two choices: 1. Your website can be our Punchout 2. Spreadsheet format of your goods/services Vendor Information Center: one place for help and resources on-line tutorials/training always growing… you ask, we change
  • Reports: Research your company’s NIGP codes (National Institute For Governmental Purchasing) Research past spending in eVA by NIGP codes Find agencies buying your products or services Get info on buyers, competition and pricing Catalogs act as ‘free’ advertising…. no charge to put catalogs in eVA!! Two choices: 1. Your website can be our Punchout 2. Spreadsheet format of your goods/services Vendor Information Center: one place for help and resources on-line tutorials/training always growing… you ask, we change
  • Reports: Research your company’s NIGP codes (National Institute For Governmental Purchasing) Research past spending in eVA by NIGP codes Find agencies buying your products or services Get info on buyers, competition and pricing Catalogs act as ‘free’ advertising…. no charge to put catalogs in eVA!! Two choices: 1. Your website can be our Punchout 2. Spreadsheet format of your goods/services Vendor Information Center: one place for help and resources on-line tutorials/training always growing… you ask, we change

Transcript

  • 1. SELLING TO THECOMMONWEALTH Sandy Ratliff Business Services Manager
  • 2. WelcomeOur objective:Doing Business with the CommonwealthGovernor’s Executive Order 33SWAM CertificationRegistration with eVA, the State’s Electronic Procurement SystemVarious Reports available in eVA
  • 3. The Virginia Departmentof Business Assistance VDBA supports economic development in the Commonwealth by working with new and existing businesses to provide business and economic development communities with: • workforce incentives • financing • business information and counseling • state procurement assistance • educational opportunities
  • 4. Formul a for Success ion- Critical information for decis making l - Well tr ained and plentifu workforce e - Appropria te capital structur Ask VBIC = 866-248-8814
  • 5. Business Information ServicesTo help businesses get started and to grow.Formation Assistance Virginia Business Information Center (VBIC)1-866-248-8814 Bridges the 26 state agencies, over 110 regulatory programs and over 300 forms that may touch a Virginia business Questions on registration, taxation, licensingInteractive business plan available online atwww.vdba.virginia.gov or www.vastartup.org 5 Step process to a business plan
  • 6. Entrepreneur Workshops• Partnership with Service Providers and localities• Workshop Types: – Starting and growing a business – How to sell to the Commonwealth – Social media for business – Business of Restaurants & Tourism – Marketing Your Business – Using iPad for Business List of events: – www.vastartup.org
  • 7. One–on-One Counseling SessionsNeed Based: – Accessing New Markets/Sales Growth – Tailored Sales Development Solutions – Financing Resources – Social Media for Your Business – iPad for Business To schedule an appointment, contact: Sandy Ratliff, Business Services Manager 276-676-3768 Email: sandy.ratliff@vdba.virginia.gov
  • 8. Virginia JobsInvestment Program• Workforce recruiting and training – Create minimum 25 net new jobs within 12 months and capital  investment of at least $1,000,000 – Minimum entry­level wage of $10.00/hr required.  Only full­time jobs are  eligible.• Small business workforce recruiting and training – 250 employees or less, hiring at least 5 new full time employees within  12 months of operation and capital investment of at least $100,000 – Minimum entry­level wage of $10.00/hr required.  Only full­time jobs are  eligible.• Retraining – Small businesses that are retooling and installing new technologies – Company must retrain minimum 10 full­time employees. 
  • 9. Financing Programs• Direct Lending: In partnership with banks and other lenders, we provide direct loans in economic development transactions. We also provide direct loans under specific programs designed to promote environmental stewardship and assist licensed daycare centers and family home providers.• Indirect Lending: We provide loan guarantees or other types of credit enhancements to commercial banks in order to increase access to capital for businesses.• Conduit Financing: We are the statewide conduit issuer of tax-exempt industrial development bonds for manufacturers and 501c3 organizations.
  • 10. The VSBFA Does Not Give…• Grants• Loans or guaranties of loans without collateral• Loans or guaranties of loans without personal  guaranties from all significant owners
  • 11. If your business needs more business/customers
  • 12. Connecting to StateGovernment Markets s n rre ctio o f Co D ept.VDOT Colleges/UniversitiesDMME DGS
  • 13. Governor’s Executive Order 33 The Commonwealth of Virginia purchases almost $5 Billion in goods and services annually Small Business Goal – 40% Small business goals in every state agency’s procurement plan
  • 14. Virginia Spend – Current FYFranklin County = $1.3M Pittsylvania $4.6M Henry $576,000M Roanoke $14.53M Patrick $1.07M
  • 15. Virginia Top 20 Commodities/Purchases - 2011 Maintenance & Repair, Highway and Road Construction Services General (include maintenance & repair services) Building Construction, Commercial & Institutional Engineering Services, Professional Construction Services, General Maintenance and Repair Services, Building Building Construction, Industrial Construction Management Services Traffic and Transportation Engineering Asphaltic Concrete, Hot Laid Including Bituminous Materials Business Management Services Structural Engineering Software Maintenance Support Engineering Consulting Snow and Ice Removal Services Site Work (Inc. site clean-up) Personnel Services, Temporary Special Education Professional Medical Services Administration Services, Health
  • 16. SWAM Certification• Small AND/OR Woman AND/OR Minority• Department of Minority and Business Enterprise (VDMBE)• www.dmbe.virginia.gov• Mandatory set-aside program
  • 17. NoGuarantees It takes Work! FUTURELAB
  • 18. Doing Business with the Commonwealth eVA – Virginia’s Procurement TooleVA is the Commonwealths’ Procurement System Supporting • all 171 Agencies/Colleges/Universities • 575 Local Governments • with 22,686 Users and 53,094 Vendors The Market… annual estimate $5 Billion from State government, plus $5 Billion from Local government
  • 19. Why Register…Access to Business Opportunities • Active/Current Solicitations • Future Procurements • Current Statewide Contracts • Vendor Catalogs & Punchout Websites • On-Line BiddingAccess to Market Research & Learning • Reports for Analysis • Procurement Contact information • Vendor Information Center
  • 20. How does this help…Buyer Bidders Lists • who you are… name, contacts, addresses • what you sell…. commodity codes • where you sell…. service areasSolicitation Notifications… emailOrder delivery choices • electronic…. emailSearch for opportunities… VBOBid on-line… Quick Quote
  • 21. How to RegisterWhat you need • Tax ID Number • DUNS Number (from Dun & Bradstreet) • Addresses - ‘Headquarters’ - Orders - Solicitations - Billing • “Administrator” (manages account) • Contacts • Commodity Codes • Service AreasWhere you go www.eVA.virginia.govWho can help eVA Customer Care, 866-289-7367
  • 22. Current Procurement Guidelines for Non- Technology Goods and Services  $5,000 and under: Buyer only has to get one verbal or written quote from a certified small business. Contact the buyer to let them know what commodities you can provide. The public report in eVA will help you identify what buyers are buying your commodity.  $5,000-$50,000: Buyers place an electronic quote in eVA utilizing Quick Quote, if your commodity code matches the code the buyer used, you will be automatically emailed a notice of the opportunity  More than $50K: A formal solicitation, Invitation for Bid or Request for Proposal (VBO), again you will receive an electronic notification of the opportunity
  • 23. Vendors Manual • on the eVA Home Page www.eva.virginia.gov • your guide on the rules and regulations Available in .pdf and Word formats
  • 24. Hey Big Spender……Some of the top spenders in the Commonwealth Virginia Department of Transportation (VDOT) State Police Department of Mines, Mineral, and Energy Department of General Services Department of Corrections Universities: UVa, VaTech, VCU, GMU, JMU, CNU, CWM, VSU
  • 25. • Examples of Purchasing: – Soft Drinks • 05/01/2011 – 04/01/2012 = $800,553 – 529 PO’s – Souvenirs: Promotional, Advertising, etc. • 05/01/2011 – 04/01/2012 = $454,488 - 534 PO’s – Grounds Maintenance: Mowing, Edging, Plant (Not Tree) Trimming, etc. • 05/01/2011 – 04/01/2012 = $27,247,930 – 1,145 PO’s – Tires and Tubes, Passenger Vehicles • 05/01/2011 – 04/01/2012 = $942,724 - 589 PO’s – Concessions, Catering, Vending: Mobile and Stationary • 05/01/2011 – 04/01/2012 = $15,011,996 – 9,034 PO’s – Building Maintenance • 05/01/2011 – 04/01/2012 = $291,413 - 70 PO’s – Earth Moving Equipment Rental • 05/01/2011 – 04/01/2012 = $14,756,465 - 918 PO’s – Janitorial/Custodial Services • 05/01/2011 – 04/01/2012 = $18,221,240 – 1,366 PO’s
  • 26. Selling to theCommonwealth  Obtain your SWAM (small, women, and minority) Certification from the Department of Minority and Business Enterprise  http://www.dmbe.virginia.gov
  • 27. Avoid Common Mistakes Make sure NIGP(Commodity) codes are accurate and current Keep your contact information current in the eVA system. If your email address changes, update this in eVA or you will not receive notifications of opportunities  Register as a premium vendor, not basic. Use service area for statewide or you could potentially miss opportunities Don’t select to accept faxes….make sure your email is correct!!!! correct
  • 28. Ready to get to eVA customer Care work on eVA?1-866-289-7367 Let’s start navigating!eVACustomerCare@dgs.virginia.govSystem issues, changing certain account information, technical questions, password help
  • 29. eVA’s Home Page
  • 30. Vendor Tab
  • 31. Run Reports
  • 32. Vendor Reports Find other vendors selling your sameStep 3: Run a commodities - 720Commodity SpendReport - 702 Look-up the purchasing history for your commodity - 703 Vendor Spend by Zip Code Search - 704 See what your competition is doing within the Commonwealth/ who they are selling to - 701
  • 33. Commodity Spend
  • 34. Public Report to View History
  • 35. Commodity Report - 702 Save in Excel
  • 36. Vendor Information
  • 37. Vendor Information
  • 38. Competition or Prospects?
  • 39. Competition or Prospects?
  • 40. ----- DO NOT REPLY TO THIS EMAIL -----Dear _______________,This message is to notify you and your location thatan amendment #3to the following solicitation has been published to the public:Solicitation Type : IFBIssuing Organization : A216Solicitation Number : IFB #08-09-72Solicitation Version : 3Solicitation Description: Construct three (3) offices in Room 100A of Carrier Library.Work Location : James Madison University, Harrisonburg, VANOTE: all times displayed in eVA are ESTClick here to view the solicitation:https://vendor.epro.cgipdc.com/loginEngine/index.jsp?openDoc=openDoc&DocumentCode
  • 41. Open Solicitations & Awards
  • 42. IT’S NOT HARD, IT JUST TAKES WORK AND DON’T FORGET…. BUILD RELATIONSHIPS/NETWORK!
  • 43. SWAM Certification
  • 44. Lets Connect: Sandy Ratliff The Virginia Department of Business Assistance 276-676-3768 sandy.ratliff@vdba.virginia.gov Online: Twitter: http://twitter.com/sandyratliff Facebook: http://www.facebook.com/sandy.ratliff LinkedIn - http://www.linkedin.com/in/sandyratliffYouTube - http://www.youtube.com/user/vastartup