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Sandy Ratliff, Business Services Manager with the Virginia Department of Business Assistance, presents to the Vinton Chamber "Selling to the Commonwealth" presentation conducted February 11, 2010.

Sandy Ratliff, Business Services Manager with the Virginia Department of Business Assistance, presents to the Vinton Chamber "Selling to the Commonwealth" presentation conducted February 11, 2010.

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Selling To The Commonwealth Presentation Presentation Transcript

  • 1. SELLING TO THE COMMONWEALTH Sandy Ratliff Business Services Manager
  • 2. Welcome Our 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. Small Business in Virginia  Small Businesses constitute 99% of all Virginia businesses.  Small Businesses create over 60-80% of all new jobs.  Small Businesses account for half of the Commonwealth of Virginia’s contribution to the U.S. Gross Domestic Product - a whopping $160 billion.
  • 4. The Virginia Department of 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 • incubator counseling and • educational opportunities
  • 5. Ask VBIC = 866- 248-8814
  • 6. Virginia Department of Business Assistance VDBA Business Information Virginia Jobs Investment Financial Services Services Program
  • 7. Business Information Services To help businesses get started and to grow. Formation Assistance  Virginia Business Information Center (VBIC) 1-866-248-8814 Bridges the 26 state agencies, over 100 programs and over 300 forms that may touch a Virginia business Virginia Central Business Portal (www.business.virginia.gov) Covers registration, taxation, licensing Interactive Business Plan CD 5 Step process to a business plan  Entrepreneur Express Events 150 Events – 7,500 Trained
  • 8. Virginia’s Business One Stop Are you starting a business? Virginia’s Business One Stop system can help Winner of the you determine your business formation requirements and can 2009 pre-fill your business registration forms. Governor's Technology Visit http://www.virginia.gov/bos/index.html to Awards access the Business One Stop System. Create a Business One Stop account. Answer a few brief questions about your business. Receive a list of action items and pre-filled business registration forms. Questions? Contact the Virginia Business Information Center 1-866-248-8814 (804) 371-0438 vbic@vdba.virginia.gov
  • 9. Growing Your $ales Workshops  Business Sales Growth Program  Market Research and Expansion  Financing  Growth Management  Partnered events for SWAM certification and eVA registration  Networking of businesses and decision-makers
  • 10. One–on-One Counseling • Need Help: – Accessing New Markets/Sales Growth – Connecting to Local, Regional, State and Federal Resources – Marketing/Promotion – Financing Resources To schedule an appointment, contact: Sandy Ratliff, Business Services Manager 276-676-3768 Email: sandy.ratliff@vdba.virginia.gov
  • 11. Entrepreneur Workshops • Partnership with Service Providers and localities • Provide information on available resources to start and grow a business • Statewide Program • Free – ½ Day Session • www.vastartup.org • Upcoming Events: March 11 Christiansburg; May 12, Rocky Mount
  • 12. Social Media Workshops You-Link-Twit-Face Upcoming Events: • April 14 – Clintwood, VA •April 29 – Wytheville, VA •May 18 – Galax, VA
  • 13. Virginia Jobs Investment Program • Workforce recruiting and training – Create minimum 25 net new jobs within 12 months and capital investment of at least $1,000,000 – Minimum entry-level wage of $10.00/hr required. Only full-time 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 entry-level wage of $10.00/hr required. Only full-time jobs are eligible. • Retraining – Small businesses that are retooling and installing new technologies – Company must retrain minimum 10 full-time employees.
  • 14. 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.
  • 15. 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
  • 16. Connecting to State Government Markets
  • 17. 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
  • 18. SWAM Certification • Small AND/OR Woman AND/OR Minority • Department of Minority and Business Enterprise (VDMBE) • www.dmbe.virginia.gov • Mandatory set-aside program
  • 19. 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
  • 20. Vendors Manual • on the eVA Home Page www.eva.virginia.gov • your guide on the rules and regulations
  • 21. 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
  • 22. • Examples of Purchasing: – Instant Ice Tea • 01/01/2009 – 12/31/2009 = $23,455.71 - 46 PO’s – Novelty – Specialty Advertising Products • 01/01/2009 – 12/31/2009 = $152,905.34 - 152 PO’s – Grounds Maintenance: Mowing, Edging, Plant (Not Tree) Trimming, etc. • 01/01/2009 – 12/31/2009 = $14,566,567.94 - 1150 PO’s – Tires and Tubes, Passenger Vehicles • 01/01/2009 – 12/31/2009 = $72,103.64 - 7 PO’s – Concessions, Catering, Vending: Mobile and Stationary • 01/01/2009 – 12/31/2009 = $6,187,712.31- 11,757 PO’s – Building Maintenance • 01/01/2009 – 12/31/2009 = $90,611,650.85 - 9285 PO’s – Earth Moving Equipment Rental • 01/01/2009 – 12/31/2009 = $8,573,333.24 -621 PO’s – Cleaning Services, Steam & Pressure • 01/01/2009 – 12/31/2009 = $3,358,694.55- 303 PO’s
  • 23. • Examples of Construction Purchasing: – Residential Construction - Apartments • 01/01/2009 – 12/31/2009 = $26,235,903.95- 22 PO’s – Building Construction – Non-Residential • 01/01/2009 – 12/31/2009 = $26,235,903.95 - 22 PO’s – Construction General • 01/01/2009 – 12/31/2009 = $332,674,431.46 - 285 PO’s – Heating, Ventilation & Air Conditioning • 01/01/2009 – 12/31/2009 = $409,713.50- 154 PO’s – HVAC Maintenance • 01/01/20089 – 12/31/2009 = $960,500.11 - 534 PO’s – Excavation • 01/01/2009 – 12/31/2009 = $85,506,481.93 - 339 PO’s – Carpet Cleaning, Dyeing, Installation & Repair • 01/01/2009 – 12/31/2009 = $973,018.07 - 330 PO’s
  • 24. Selling to the Commonwealth Register on eVA, the state’s electronic purchasing system. All state agencies have to place their orders through this system. http://www.eva.virginia.gov
  • 25. Selling to the Commonwealth Obtain your SWAM (small, women, and minority) Certification from the Department of Minority and Business Enterprise http://www.dmbe.virginia.gov
  • 26. An Electronic Marketplace Access to buyers from 171 state agencies More than 575 city and county governments Over 41,490 registered suppliers Over 13,065 participating buyers
  • 27. What You’ll Find on eVA Current solicitations Current statewide contracts Reports which summarize historic spending Connection to hundreds of state and local government buyers who use eVa for procurement
  • 28. 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
  • 29. eVA customer Care 1-866-289-7367 eVACustomerCare@dgs.virginia.gov System issues, changing certain account information, technical questions, password help
  • 30. NEXT STEPS Educate Yourself • -Business Portal www.business.virginia.gov • -VDBA site www.VDBA.virginia.gov Call for Assistance Virginia Business Information Center, 1-866-248-8814 (toll free)
  • 31. Government Contracting Experience
  • 32. What have they done: • In April 1, 2008 set profile and commodity codes, on eVA. • From 4/1/08 to 4/1/09 sold and completed contracts totaling over $157K of new commercial business. Also picked up an estimated $100K of sub contracting business for commercial and property related contracts.
  • 33. We have XL formats for: • New opportunities • Vender profiles • Quick Quotes • Sub Contracting • And much more
  • 34. ----- DO NOT REPLY TO THIS EMAIL ----- Dear _______________, This message is to notify you and your location that an amendment #3 to the following solicitation has been published to the public: Solicitation Type : IFB Issuing Organization : A216 Solicitation Number : IFB #08-09-72 Solicitation Version : 3 Solicitation Description: Construct three (3) offices in Room 100A of Carrier Library. Work Location : James Madison University, Harrisonburg, VA NOTE: all times displayed in eVA are EST Click here to view the solicitation: https://vendor.epro.cgipdc.com/loginEngine/index.jsp?openDoc=openDoc&DocumentCo de=IFB&DepartmentCode=A216&DocumentID=55484&DocumentVersNo=3&Destinatio n=pNAPSolicitation
  • 35. eVA’s Home Page
  • 36. Vendor Tab
  • 37. Vendor Reports
  • 38. Public Report to View History
  • 39. Report Summary
  • 40. Report Details
  • 41. Purchase Order Details
  • 42. SWAM Certification
  • 43. If you always do what you’ve always done, You will always get what you’ve always got!
  • 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/sandyratliff