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Selling to the U.S. Government

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Selling to the U.S. Government

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Selling to the U.S. Government

  1. 1. Selling to the U.S. Government Steps for Success
  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 Cost Accounting Standards FAR 31 – Contract Cost Principles DFARS 252.242- 7006
  9. 9.  Purchasing CPSR – Contractor Purchasing System Review DFARS 252.244- 7001
  10. 10.  Cost Estimating CAS 401 – Cost collection, invoicing, and estimating systems must match DFARS 252.215- 7002
  11. 11.  Property Mgmt FAR 45 DFARS 252.245- 7003
  12. 12.  Material Mgmt Think MRP – Material Requirement Planning DFARS 252.242- 7004
  13. 13.  EVMS Project management system 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, Agencies, & Offices How many are there? 598
  16. 16. Be Prepared for Audits In the world of government contracts, audits are a “when” not “if” scenario! Audit vs Review vs Survey Onsite vs Remote/Desk Internal vs External Audit
  17. 17. 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
  18. 18. Resources www.leftbrainpro.com/elite16
  19. 19. Contact Robert E. Jones Robert@leftbrainpro.com (614) 556-4415

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