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Selling to the Government: Steps to Success


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From business registration to contract close-out, there are a number of steps for business success when selling to the Government. Grab your pen and paper, sit tight, and hold on for this fast-paced seminar highlighting the key systems and processes important for government contracting success. We won't cover all of the details, but you will walk away with a high level list of items to watch and processes to review in your organization. In particular, we will discuss DCAA, DCMA, and the Six Business Systems Rule.

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Selling to the Government: Steps to Success

  1. 1. Selling to the Government: Steps to Success Robert E. Jones, CFCM™, CCCM™, Fellow Government Contracts Expert
  2. 2. Positive Share
  3. 3. Safety Check
  4. 4. Registration & Licensing Federal FEIN SAM D&B State Incorporation or Name Registration Taxes & Licenses
  5. 5. Registration & Licensing Local Business License Occupancy Permits Certs & Reps Know what is required & what you are signing
  6. 6. Know the Regulations UCC vs FAR Commercial vs Government Contracts Supplemental Regulations Agency-Specific Supplemental FAR Agency or Prime-Specific Forms & Guidelines
  7. 7. Systems, Policies, & Procedures Six Business Systems  Accounting & Billing  Purchasing  Cost Estimating  Property Management  Material Management & Accounting  Earned Value Management
  8. 8.  Accounting & Billing System DFARS 252.242-7006 Cost Accounting Standards (CAS)
  9. 9.  Purchasing DFARS 252.244-7001 CPSR
  10. 10.  Cost Estimating DFARS 252.215-7002
  11. 11.  Property Management DFARS 252.245-7003 FAR 45
  12. 12.  Material Management DFARS 252.242-7004
  13. 13.  Earned Value Management DFARS 252.234-7002
  14. 14. Systems, Policies, & Procedures Quality FAR 46.105 Facility Security Clearance Cyber Security Disaster Recovery
  15. 15. Know Your Customer Agency A-Z Index of U.S. Government Departments and Agencies How many departments and agencies?
  16. 16. Know Your Customer Agency 540
  17. 17. Be Prepared for Audits In the world of government contracts, audits are a “when” not “if” scenario! Audit vs Review Onsite vs Remote/Desk Internal vs External Audit
  18. 18. Be Prepared for Audits IRS Individual audit rate of 0.86% in 20141 Workmen’s Compensation DCAA vs DCMA 1 USA Today, Feb 24, 2015
  19. 19. Resources Password: teaming
  20. 20. Thank You!
  21. 21. Contact Robert E. Jones 314 E 11th Avenue Columbus, OH 43201 (614) 556-4415