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Top 10 tips in 30 mins 01 06 2014

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Overview of what small businesses need to know in order to successfully compete for government contracts.

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Top 10 tips in 30 mins 01 06 2014

  1. 1. Top 10 Tips Presented by the Procurement Technical Assistance Program Successful Government Marketing
  2. 2. Top Ten Tips 1. Knowing Your Business and Your Competition 2. Database Registration 3. Knowing Your Target Audience 4. Government Marketing Materials 5. Advantages of Federal Certifications 6. Understanding the Regulations 7. Responding Effectively to Request For Proposals 8. Strategic Planning 9. Forecasting and Capture Planning 10. Client Retentions Programs 2
  3. 3. Points To Consider  Does the Government buy my product or service?  Can a “start up” business obtain a government contract?  Do I need a Business Plan? How will this help? 3
  4. 4. Tip #1 Knowing Your Business and Your Competition • Core Capabilities • Strengths/Weaknesses and your “Value Added” • Pricing • Why does the government buy from my competitors? • What is my geographic coverage: which states, Federal, international? 4
  5. 5. Tip #2 Database Registration • DUNS Number (Data Universal Numbering System) • CAGE Code (Commercial and Government Entity Code) • NAICS Codes (North American Industry Classification System) • SAM (System for Awards Management) • SBA Dynamic Small Business Registration (DSBS) • Municipal, State, Federal, National Labs, Large Companies 5
  6. 6. Tip #3 Knowing Your Target Audience • Researching agencies and review websites in advance • How much does that agency buy or your product or service? • Who is the initial Point of Contact (POC)? 6
  7. 7. Tip #4 Marketing Materials • Business Cards • Capabilities Statement or Statement of Qualifications (SOQ) • Past Performance Statement • Power Point presentation introducing your company • Customize materials to reach your targeted agency • PTAP BidMatch 7
  8. 8. Tip #5 Advantages of Federal Certifications • 8(a) • HUB Zone • Veteran Owned Small Business (VOSB) • Service Disabled VOSB • Small Disadvantaged Business (SDB) • Woman Owned Small Business (WOSB) • Economically Disadvantaged Woman Owned Business (EDWOSB) 8
  9. 9. Tip #6 Understanding the Regulations • Federal Acquisitions Regulations (FAR’s) • Bonding • Insurance • Safety • Licenses, Certifications and Clearances 9
  10. 10. Tip #7 Responding Effectively to Request For Proposals • Request For Proposals (RFP) • Request For Quotes (RFQ) • Sources Sought Notice (SSN) • Reverse Auction • Go/No Go Plan • Teaming: Prime or Sub Contract? • Read it completely including clauses • Ask the POC or TPOC any questions • Attend pre-bid meetings and “walk-throughs” • Allow enough time to complete • Follow all instructions 10
  11. 11. Tip #8 Strategic Planning • Marketing Strategy: contract specific or general policy? • Prime or Sub contract • Teaming Agreements and Joint Ventures • Mentor/Protégé Programs 11
  12. 12. Tip #9 Forecasting and Capture Planning •What’s in the pipeline? –USASpending.gov –Fpds.gov –Agency forecasts •Become “known” with the agencies •Research the incumbent •Establish the team and determine responsibility 12
  13. 13. Tip #10 Client Retention Program • Nurture existing client relationships and ask for additional work – establish a process • Ask clients if any other managers need your product/service at that particular agency • Survey your clients and ask, “How are we doing?” 13
  14. 14. Resources: PTAP (Procurement Technical Assistance Program) NMSBDC (NM Small Business Development Centers) WESST (Women’s Economic Self Sufficiency Team) SCORE (Service Corps of Retired Executives) SBA (Small Business Administration) Chambers of Commerce TVC (Technology Ventures Corp.) ACCION The Loan Fund NM Department of Veterans Services NM VBOC NM Abilities-NM State law 14
  15. 15. PTAP -- Building Better Vendors Thank you for joining us today For more information contact: Richard Asenap Procurement Advisor Richard.asenap@sfcc.edu 505-224-5258 www.nmptap.org 15

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