STG 2009 - Meredith Threatt

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SWCO (Southwest Central Ohio) PTAC (Procurement Technical Assistance Center) Director Meredith Threatt's PowerPoint presentation at the 2009 Selling to the Government event held 9/24/2009

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STG 2009 - Meredith Threatt

  1. 1. 09/26/09 S outh W est C entral O hio P rocurement T echnical A ssistance C enters Getting started in Govt Contracting
  2. 2. <ul><li>Dayton PTAC Office </li></ul><ul><li>Meredith Threatt </li></ul><ul><li>[email_address] </li></ul><ul><li>(937) 259-1368 </li></ul><ul><li>Program Assistant </li></ul><ul><li>Bonnie Baker </li></ul><ul><li>[email_address] </li></ul><ul><li>(937) 253-0038 </li></ul>CONTACTS
  3. 3. <ul><li>Department of Defense (DLA) </li></ul><ul><li>Ohio Dept of Development (ODOD) </li></ul><ul><li>Edison Materials Technology Center (EMTEC) </li></ul>PTAC is FREE
  4. 4. WHY DO BUSINESS WITH THE GOVERNMENT?
  5. 5. The US Government is the largest customer in the world!
  6. 6. FEDERAL PURCHASES 36% Supplies and equipment 35% Services 19% Agriculture, communications, utilities, finance & admin 7% Construction 3% Wholesale / retail
  7. 7. <ul><li>Expand market share </li></ul><ul><li>Increase profits </li></ul><ul><li>The federal government is a multi-billion dollar procurer ($460 Billion) </li></ul><ul><li>Only a small percentage of U.S. businesses are competing </li></ul><ul><li>Federal government is encouraging competition </li></ul>WHY GOVERNMENT?
  8. 8. <ul><li>Set-Aside Laws: </li></ul><ul><ul><li>Small Business = 23% </li></ul></ul><ul><ul><li>HUBZone SB = 3% </li></ul></ul><ul><ul><li>8(a) Small Business = 3% </li></ul></ul><ul><ul><li>Service Disabled Veteran-owned Small Business = 3% </li></ul></ul>WHY GOVERNMENT? NOTE: Large Prime Contractors must make an effort to meet set-aside goals as well. <ul><li>Set-Aside Goals: </li></ul><ul><ul><li>Woman-owned SB Goal = 5% </li></ul></ul><ul><ul><li>Veteran-owned SB Goal = 3% </li></ul></ul>
  9. 9. <ul><li>Small Business </li></ul><ul><li>Business size determined by NAICS code, </li></ul><ul><li>limited by: </li></ul><ul><ul><ul><li>Gross sales (3 year average), or </li></ul></ul></ul><ul><ul><ul><li># of employees </li></ul></ul></ul>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
  10. 10. <ul><li>Historically Underutilized Business Zone (HUBZone) </li></ul><ul><ul><li>MUST be a small business </li></ul></ul><ul><ul><li>MUST be owned/controlled by US citizens, a Community Development Corp, or Indian Tribe </li></ul></ul><ul><ul><li>Principal office MUST be located in a HUBZone </li></ul></ul><ul><ul><li>At least 35% of employees MUST reside in a HUBZone </li></ul></ul>SET-ASIDES Apply online at www.sba.gov/hubzone Law Example: Downtown Dayton
  11. 11. <ul><li>8(a) business development program </li></ul><ul><li>9-year program </li></ul><ul><li>In business for 2 years or waiver </li></ul>SET-ASIDES Apply online at www.sba.gov/8abd <ul><li>Must be BOTH : </li></ul><ul><li>Economically Disadvantaged = $250,000 or less in personal assets EXCLUDING your primary residence and any assets you have in the business; AND </li></ul><ul><li>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.” </li></ul>Law
  12. 12. <ul><li>Veteran Owned Small Business (VOB) </li></ul><ul><li>At least 51% owned and operated by Veterans (DD214 as proof of service) </li></ul><ul><li>Veteran = served in any branch of the US military for 90 consecutive days of active duty during a war time period </li></ul><ul><li>Service Disabled Veteran Owned </li></ul><ul><li>Small Business (SDVOSB) </li></ul><ul><li>At least 51% owned and operated by Service Disabled Veterans </li></ul><ul><li>Service Disabled Veteran status must be verified by the VA </li></ul>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
  13. 13. <ul><li>Woman Owned Small Business </li></ul><ul><ul><li>MUST be a small business </li></ul></ul><ul><ul><li>At least 51% owned and operated by a woman or women </li></ul></ul><ul><ul><li>No official certification for woman-owned businesses at the federal level </li></ul></ul><ul><ul><li>State recognizes women as minorities for the EDGE program </li></ul></ul><ul><ul><li>US DOT recognizes women as minorities for the DBE program </li></ul></ul>SET-ASIDES Apply for EDGE online at www.EDGE.ohio.gov Other WBE Certifications: www.wbenc.org www.wbdc.org
  14. 14. <ul><li>DBE Certification (US Dept of Transportation) </li></ul>SET-ASIDES Apply online at www.sba.gov/8abd <ul><li>Must be BOTH : </li></ul><ul><li>Economically Disadvantaged = $750,000 or less in personal assets EXCLUDING your primary residence and any assets you have in the business; AND </li></ul><ul><li>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.” </li></ul>Law
  15. 15. <ul><li>Local Government </li></ul><ul><li>State Government </li></ul><ul><li>Prime Contractors </li></ul><ul><li>Non-Profits </li></ul><ul><li>Universities </li></ul><ul><li>AND MORE… </li></ul>NOT JUST FEDERAL
  16. 16. <ul><li>E.D.G.E. Certification – </li></ul><ul><li>Encouraging Diversity, Growth & Equity </li></ul><ul><li>Must be BOTH : </li></ul><ul><li>Economically Disadvantaged = $250,000 or less in personal assets EXCLUDING your primary residence and any assets you have in the business; AND </li></ul><ul><li>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. </li></ul>STATE PROGRAM Apply online at www.EDGE.ohio.gov Law 5% of all state purchases must be spent with EDGE companies.
  17. 17. <ul><li>MBE Certification – </li></ul><ul><li>Minority Business Enterprise </li></ul><ul><li>Must be: </li></ul><ul><li>In business for 1 year </li></ul><ul><li>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. </li></ul>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.
  18. 18. <ul><li>Small Business </li></ul><ul><li>www.sba.gov </li></ul><ul><li>Woman-owned Business </li></ul><ul><ul><li>www.onlinewbc.gov </li></ul></ul><ul><ul><li>Veteran-owned Business </li></ul></ul><ul><ul><li>www.vetbiz.gov </li></ul></ul><ul><ul><li>HUBZone Program </li></ul></ul><ul><ul><li>www.sba.gov/hubzone </li></ul></ul><ul><li>Small Disadvantaged Business </li></ul><ul><ul><li>www.sba.gov/sdb/index.html </li></ul></ul><ul><li>8(a) Program </li></ul><ul><ul><li>www.sba.gov/8abd </li></ul></ul>SET-ASIDES
  19. 19. <ul><li>Government agencies are required to share a LOT of information with the public: </li></ul><ul><ul><ul><li>www.FedBizOpps.gov </li></ul></ul></ul><ul><ul><ul><li>Procure.Ohio.Gov </li></ul></ul></ul><ul><ul><ul><li>PTAC Daily Bid Match </li></ul></ul></ul><ul><ul><ul><li>Buying Forecasts </li></ul></ul></ul><ul><ul><ul><li>Buying Histories </li></ul></ul></ul>Finding Opportunities Find more bid boards by Googling words like: &quot;bid board&quot; &quot;Purchase plan&quot; &quot;acquisition estimate&quot;
  20. 20. www.FBO.gov
  21. 21. Procure.Ohio.Gov
  22. 22. PTAC Daily Bid Match
  23. 23. <ul><li>Buying Forecasts are the perfect market research tool. You’ll find: </li></ul><ul><li>Buying plans for 2 – 5 years </li></ul><ul><li>Procurement Method to be used (GSA, 8(a), etc) </li></ul><ul><li>What they expect to spend ($ range) </li></ul><ul><li>When they expect to buy </li></ul><ul><li>Contact info for buyers </li></ul><ul><li>Sometimes include the incumbent = your competition </li></ul>Forecasts Find Forecasts at www.fbo.gov
  24. 24. US Dept of Justice Procurement Forecast: http://www.usdoj.gov/jmd/osdbu/forecast2007.pdf Forecasts
  25. 25. <ul><li>Buying History is another helpful sales/market research tool. </li></ul><ul><li>You’ll find: </li></ul><ul><li>Which agencies have bought your products/services </li></ul><ul><li>Who they bought from </li></ul><ul><li>How much was purchased (quantity) </li></ul><ul><li>How much was paid (price history) </li></ul><ul><li>Top 10 buyers & sellers </li></ul>Histories Find histories at https://www.fpds.gov
  26. 26. <ul><li>Once you've gathered your market data: </li></ul><ul><li>Use it when creating marketing materials to speak to your customers habits </li></ul><ul><li>Create a Capabilities Statement (or several) </li></ul><ul><li>Track your competition - learn what works for them </li></ul><ul><li>NARROW YOUR FOCUS </li></ul><ul><li>Bid! </li></ul>Now What?
  27. 27. <ul><li>MEET WITH PTAC. We will teach you how to: </li></ul><ul><li>Review registrations </li></ul><ul><li>Discuss marketing & sales strategies </li></ul><ul><li>Identify your top 3 target agencies </li></ul><ul><li>Research those target agencies </li></ul><ul><li>Prepare marketing materials for government events & meetings </li></ul><ul><li>Find teaming partners </li></ul><ul><li>Answer your govt-contract questions </li></ul>Now What? Program Assistant Bonnie Baker [email_address] (937) 253-0038
  28. 28. www.swcoptac.org
  29. 29. <ul><li>Dayton PTAC Office </li></ul><ul><li>Meredith Threatt </li></ul><ul><li>[email_address] </li></ul><ul><li>(937) 259-1368 </li></ul><ul><li>Program Assistant </li></ul><ul><li>Bonnie Baker </li></ul><ul><li>[email_address] </li></ul><ul><li>(937) 253-0038 </li></ul>CONTACTS

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