The document provides an overview of the Procurement Technical Assistance Center (PTAC) and selling to the government. PTAC assists Minnesota businesses to understand the government procurement process and identify contracting opportunities. Their services include market research, registration assistance, training, and an electronic bid matching service. In 2012, PTAC worked with over 1,100 clients and assisted in securing over $427 million in contracts. The document reviews the large government marketplace and outlines registration requirements, contracting methods, and keys to success when selling to federal, state, and local government agencies.
Slideshow for Detroit Regional Chamber's "Meet the Purchasers" workshop, in cooperation with Procurement Technical Assistance Centers (PTACs) of Michigan. November 19, 2009.
Basics of selling to the government 4 16-13jpeabody
By now you must have some idea how huge the federal government marketplace is. The federal government market is the largest in the world! Would you like to participate in that marketplace but don't know where to start? Then attend this introduction to the basics of selling to the government. You'll get basic information on the market, how the market is segmented, buying channels, terminology, registrations and certifications involved and the starting points for positioning your company to sell into the government market. Presenter: John Kilian, MN Procurement Technical Assistance Center (PTAC)
Understanding Federal Contracting. This presentation is not my original work. It is a very good presentation by Aaron C. Sams. I am sure it will be helpful to a lot of people trying to start a small business and win Federal contracts. Thanks to Aaron C. Adams
Slideshow for Detroit Regional Chamber's "Meet the Purchasers" workshop, in cooperation with Procurement Technical Assistance Centers (PTACs) of Michigan. November 19, 2009.
Basics of selling to the government 4 16-13jpeabody
By now you must have some idea how huge the federal government marketplace is. The federal government market is the largest in the world! Would you like to participate in that marketplace but don't know where to start? Then attend this introduction to the basics of selling to the government. You'll get basic information on the market, how the market is segmented, buying channels, terminology, registrations and certifications involved and the starting points for positioning your company to sell into the government market. Presenter: John Kilian, MN Procurement Technical Assistance Center (PTAC)
Understanding Federal Contracting. This presentation is not my original work. It is a very good presentation by Aaron C. Sams. I am sure it will be helpful to a lot of people trying to start a small business and win Federal contracts. Thanks to Aaron C. Adams
Understanding the gsa schedule program j kilian 031009jpeabody
GSA is the most important contracting activity for all federal agencies. GSA Schedules (also referred to as Multiple Award Schedules and Federal Supply Schedules) Program, establishes long-term government wide contracts with commercial firms to provide access to over 11 million commercial products and services that can be ordered directly from GSA Schedule contractors of through the GSA Advantage!® on-line shopping and ordering system for federal buyers. Participants will learn how to locate their applicable Schedule application/solicitation, and receive marketing information as a means to aligning the businesses with opportunities within the GSA Schedules process as well as other current procurement needs, initiatives, and forecasts.
The Business-to-Government market is about strategic positioning to take advantage of opportunity. Small businesses must be prepared to take advantage of the opportunities because contracts between $3,000-100,000 must be awarded to small businesses. However, small businesses MUST RESPOND or allow the government to compete the opportunity without restriction. Without restriction enables large prime contractors to secure federal business, then subcontract the business to small businesses for a large percentage of the profits.
Having a GSA Schedule Is More Important to Your Government Practice Than Ever...Winvale
This presentation includes:
FY 2016 budget request
Multiple award schedule program overview
Spending on the GSA Schedule program
Popularity of FSSI (Federal Strategic Sourcing Initiatives)
Requirements to participate
Other popular contract vehicles
Researching Federal Business Opportunities Best PracticesWinvale
This presentation includes:
Why you should never pay for bid boards
How to uncover viable opportunities
Why you should (almost) never chase opportunities on bid boards
How to turn agency documents into business development gold
Which Government Procurement Databases to use
Regulators on the Move – Recent Treasury and Comptroller Actions: How They Af...Winston & Strawn LLP
The U.S. Treasury and Comptroller of the Currency recently published reports and announced major initiatives of impact to financial institutions. What should directors know about these initiatives and how do they impact financial institution strategy? This webinar discussed those issues, addressed likely competition from fintech firms, and focused on the following topics:
- U.S. Department of the Treasury report on “Nonbank - Financial, Fintech, and Innovation”
OCC’s fintech charter
- Recent efforts by institutions to eliminate holding company regulations
Contact Winston & Strawn for more information about this presentation:
https://www.winston.com/en/thought-leadership/regulators-on-the-move-recent-treasury-and-comptroller-actions-how-they-affect-you.html
While creatively designing this piece I realized how much residents of our City could benefit from knowing more about the Procurement process.
It’s a great resource for newly certified firms, or certified firms that are looking to gain more insight and information about qualifying for contracts.
The DC Department of Small & Local Business Development's presentation at the WDCEP's Entrepreneur Road Map Financial Incentives seminar held at Venable (8/13/14).
The Future of Industry: Sector Convergence & 2017 OutlookGrant Thornton LLP
What is the future of industries? How should we respond to the opportunities and challenges presented by this disruption? Every industry is being disrupted by fast-paced change on many fronts. In this deck, Grant Thornton industry leaders explore cross-industry issues and potential solutions to support your business in this ever-changing world.
Selling to the Government - Session 1: Building Your Government Sales PracticeWinvale
Building a thriving government practice can be challenging in today’s environment. Our team will discuss best practices and share tips you need to know in order to get your practice off the ground, build relationships with key decision makers, and ultimately win government business.
While creatively designing this piece I realized how much residents of our City could benefit from knowing more about the Procurement process.
It's a great resource for newly certified firms, or certified firms that are looking to gain more insight and information about qualifying for contracts.
Understanding the gsa schedule program j kilian 031009jpeabody
GSA is the most important contracting activity for all federal agencies. GSA Schedules (also referred to as Multiple Award Schedules and Federal Supply Schedules) Program, establishes long-term government wide contracts with commercial firms to provide access to over 11 million commercial products and services that can be ordered directly from GSA Schedule contractors of through the GSA Advantage!® on-line shopping and ordering system for federal buyers. Participants will learn how to locate their applicable Schedule application/solicitation, and receive marketing information as a means to aligning the businesses with opportunities within the GSA Schedules process as well as other current procurement needs, initiatives, and forecasts.
The Business-to-Government market is about strategic positioning to take advantage of opportunity. Small businesses must be prepared to take advantage of the opportunities because contracts between $3,000-100,000 must be awarded to small businesses. However, small businesses MUST RESPOND or allow the government to compete the opportunity without restriction. Without restriction enables large prime contractors to secure federal business, then subcontract the business to small businesses for a large percentage of the profits.
Having a GSA Schedule Is More Important to Your Government Practice Than Ever...Winvale
This presentation includes:
FY 2016 budget request
Multiple award schedule program overview
Spending on the GSA Schedule program
Popularity of FSSI (Federal Strategic Sourcing Initiatives)
Requirements to participate
Other popular contract vehicles
Researching Federal Business Opportunities Best PracticesWinvale
This presentation includes:
Why you should never pay for bid boards
How to uncover viable opportunities
Why you should (almost) never chase opportunities on bid boards
How to turn agency documents into business development gold
Which Government Procurement Databases to use
Regulators on the Move – Recent Treasury and Comptroller Actions: How They Af...Winston & Strawn LLP
The U.S. Treasury and Comptroller of the Currency recently published reports and announced major initiatives of impact to financial institutions. What should directors know about these initiatives and how do they impact financial institution strategy? This webinar discussed those issues, addressed likely competition from fintech firms, and focused on the following topics:
- U.S. Department of the Treasury report on “Nonbank - Financial, Fintech, and Innovation”
OCC’s fintech charter
- Recent efforts by institutions to eliminate holding company regulations
Contact Winston & Strawn for more information about this presentation:
https://www.winston.com/en/thought-leadership/regulators-on-the-move-recent-treasury-and-comptroller-actions-how-they-affect-you.html
While creatively designing this piece I realized how much residents of our City could benefit from knowing more about the Procurement process.
It’s a great resource for newly certified firms, or certified firms that are looking to gain more insight and information about qualifying for contracts.
The DC Department of Small & Local Business Development's presentation at the WDCEP's Entrepreneur Road Map Financial Incentives seminar held at Venable (8/13/14).
The Future of Industry: Sector Convergence & 2017 OutlookGrant Thornton LLP
What is the future of industries? How should we respond to the opportunities and challenges presented by this disruption? Every industry is being disrupted by fast-paced change on many fronts. In this deck, Grant Thornton industry leaders explore cross-industry issues and potential solutions to support your business in this ever-changing world.
Selling to the Government - Session 1: Building Your Government Sales PracticeWinvale
Building a thriving government practice can be challenging in today’s environment. Our team will discuss best practices and share tips you need to know in order to get your practice off the ground, build relationships with key decision makers, and ultimately win government business.
While creatively designing this piece I realized how much residents of our City could benefit from knowing more about the Procurement process.
It's a great resource for newly certified firms, or certified firms that are looking to gain more insight and information about qualifying for contracts.
System for award management level 2-p dotter 031009jpeabody
This workshop is geared to current SAM users and those who have already completed the initial migration and update of the old CCR. Topics include: latest updates, new errors, old problems that are still evident, some work arounds and knowing when and who to call for help. Also, learn about annual updates, updating NAICS and PSC and other business information.
System for award management level 1-p dotter 031009jpeabody
This work shop is geared to those who are first time users of SAM. Topics include: successfully creating your personal SAM account, locating and connecting to your migrated old CCR account, updating the old CCR or creating a first time business profile in SAM. The goal of this workshop is for participants to be able to “get it right the first time.”
This workshop will provide participants with information on how to position yourself for a smoother transition when starting your business. This workshop will be instructed by Rick Indrelie, SBDC Consultant and a certified Economic Development Finance Professional. Mr. Indrelie has over 25 years of experience in the accounting and finance field. Topics covered in this workshop will include: Do you need a business plan to start your business? Should you start your business as a sole proprietor? Is it a good idea to have business insurance? Will you need to borrow money to start your business? Should you take on a partner?
Certification panel various presenters 031009jpeabody
Are you certified yet? Sorting through the various federal, state, local, and corporate socio-economic certification programs can be a daunting task. Who is eligible? What are the requirements? How does one become certified? What are the benefits? This panel will answer these questions and more. Representatives from four socio-economic certifying bodies will walk you through their programs and answer your questions. Attendees will gain a better understanding of the various programs and the opportunities that may be available from these organizations.
In this session you will learn the elements that make a capability statement stand out from the crowd. This is a standard document used to introduce your firm to government decision-makers. Often it is the first impression your business will have. You will take away everything you need in order to create a winning marketing tool for your business!
Selling to the state of mn b willard 031009jpeabody
This workshop will provide an overview and details about contracting with the State of Minnesota. Topics to be covered include an overview of the state’s purchasing practices; where the dollars come from; how the dollars can be spent; how to get registered as a vendor; where to find business opportunities; and State expectations of contractors.
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
𝐓𝐉 𝐂𝐨𝐦𝐬 provides unlimited package services including such as Event organizing, Event planning, Event production, Manpower, PR marketing, Design 2D/3D, VIP protocols, Interpreter agency, etc.
Sports events - Golf competitions/billiards competitions/company sports events: dynamic and challenging
⭐ 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐝 𝐩𝐫𝐨𝐣𝐞𝐜𝐭𝐬:
➢ 2024 BAEKHYUN [Lonsdaleite] IN HO CHI MINH
➢ SUPER JUNIOR-L.S.S. THE SHOW : Th3ee Guys in HO CHI MINH
➢FreenBecky 1st Fan Meeting in Vietnam
➢CHILDREN ART EXHIBITION 2024: BEYOND BARRIERS
➢ WOW K-Music Festival 2023
➢ Winner [CROSS] Tour in HCM
➢ Super Show 9 in HCM with Super Junior
➢ HCMC - Gyeongsangbuk-do Culture and Tourism Festival
➢ Korean Vietnam Partnership - Fair with LG
➢ Korean President visits Samsung Electronics R&D Center
➢ Vietnam Food Expo with Lotte Wellfood
"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
Recruiting in the Digital Age: A Social Media MasterclassLuanWise
In this masterclass, presented at the Global HR Summit on 5th June 2024, Luan Wise explored the essential features of social media platforms that support talent acquisition, including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
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Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
Basics of selling to the government j kilian 031009
1. The Basics of
Selling to the Government
Greater MN Resource & Govt. Procurement Fair
Treasure Island Casino, Welch, MN
October 9, 2013
______________________________________
John Kilian
PTAC Area Manager/GSA Specialist
jkilian@mnptac.org
612-259-6586
www.mnptac.org
1
2. Workshop Objectives
_________________
• Overview of PTAC.
• Explain Government “Marketplace”.
• Review the basic procurement process,
registrations/certifications related to doing
business with the Government.
• Provide Key items to ensure success in the
Federal, State and/or Local marketplace.
• Next Steps – You can begin Today!
www.mnptac.org
2
3. About PTAC
_______________
Procurement Technical Assistance Center (PTAC)
• Nationwide federally funded program by the Defense Logistics
Agency (DLA). Our focus is assisting Minnesota businesses to:
Understand the government procurement process, practices and
methods.
Improve competitiveness and business development
capabilities through strategic marketing, research and contacts.
Identify, secure, maintain and ultimately help grow current
government contracts and future awards.
• PTAC extends its services and support to all MN based business.
• One-Time Fee ($250) to become lifetime PTAC client.
www.mnptac.org
3
5. About PTAC
_______________
Services:
• Market Opportunity Assessment
• Registration / Certification Assistance
• Prime and Subcontracts
• Bid/Proposal Guidance
• Training
• Research Procurement Histories
• Electronic Bid Match Service
www.mnptac.org
5
6. About PTAC
_______________
Bid Match Service:
• Automatic electronic searching of 1400+ federal,
state, and local govt. websites.
• Website surfing “not required”.
• Requires identification of key words/phrases,
product/service info, NAICS codes, FSC/PSC codes.
• Search criteria can be “filtered” geographically by
area, region, states, agencies etc.
• Web-based or E-mail delivery.
www.mnptac.org
6
8. About PTAC
_______________
Training Seminars:
•
Introduction to Government Contracting
• Research, Research, Research
• Developing Winning Government Marketing Materials
• Selling to the Government –“Advanced Successful Strategies”
• Responding to Solicitations
• GSA Schedules – “A Business Perspective”
• Selling to State of Minnesota
• Doing Business with the US Army Corps of Engineers
• Military Packaging
• Advanced Contractor Series: A Legal Perspective
www.mnptac.org
8
9. About PTAC
_______________
2012 Results:
• Since 1991, PTAC has assisted thousands of Minnesota
companies in securing and/or maintaining government
contracts!
• PTAC Fiscal Year 2012:
Worked with 1,169 clients throughout Minnesota
Sponsored 60 workshops with 2,694 attendees
Consulted with 458 new business owners with 2,871
follow-up meetings
Attracted 900+ attendees to the 13th Annual Procurement
Fair & 150 to Greater MN Procurement Fair.
Assisted in securing 1,869 contracts totaling $427million
140 individual companies received awards
www.mnptac.org
9
10. Government Market Place
_____________________
• The Federal Govt. purchases more than $500B of
goods and services annually.
• Market includes the federal, state and local agencies
(cities, counties, school districts, libraries, etc.)
• Extensive procurement regulations to comply with
and lengthy sales “cycle”.
• Small Business subcontracting opportunities available.
• Set-Aside, Disadvantage Preference programs.
www.mnptac.org
10
11. Government Market Place
_____________________
$517+ Billion Total Contract Awards – 2012*
• $361B = Department of Defense
•
•
•
•
•
•
•
•
•
•
•
•
•
•
$25B
$19B
$17B
$15B
$12B
$10B
$ 8B
$ 7B
$ 6B
$ 6B
$ 5B
$ 5B
$ 4B
$ 2B
= Department of Energy
= Department Health & Human Services
= Department of Veterans Affairs
= NASA
= Department of Homeland Security
= GSA
= Department of State
= Department of Justice
Minnesota’s
= Department of Transportation
Share = $2.7B
= Department of Treasury
= Department of Agriculture
= Agency for International Development
= Department of Interior
*As reported in
USAspending.gov
= Department of Education
www.mnptac.org
11
12. Government Market Place
_____________________
“What” does the government buy…….everything!
• Products:
Computer hardware/software, medical/dental supplies, office
supplies/furniture, foods, machined parts, oil, aviation
equipment, clothing, war fighter supplies, etc.
• Services:
Consulting, staffing, training, engineering, architecture,
construction related, web development, medical coding
meeting, planning, debt collection, social media, hazardous
cleaning, janitorial, security services, etc.
• Innovative Solutions:
New technology, “green” solutions, software development,
unique devices, new processes, etc.
www.mnptac.org
12
13. Government Market Place
_____________________
“How” does the Federal government Buy?
- Agency Inventories
- Excess from other Agencies
- Federal Prison Industries
- Ability One (Blind/Severely Handicapped)
- GSA/DLA Stock Inventory
- GSA Schedules
- Open Competition (“Solicitations”)
www.mnptac.org
13
14. Government Market Place
_____________________
SOLICITATIONS:
“Mandated method, requiring a publically posted
announcement of the government’s intent to
purchase from the business community.”
FEDERAL: FedBizOpps
The single government point-of-entry for federal
government procurement opportunities over $25,000.
www.fbo.gov
www.mnptac.org
14
16. Government Market Place
_____________________
Military Solicitation sources:
• Department of Defense (DoD) – www.defense.gov/
Army, Marine Corps, Navy, Air Force, National Guard, Coast
Guard, Base Exchange, Commissary
• Defense Logistics Agency (DLA) – www.dla.mil/
• DoD Small Business Assistance - www.acq.osd.mil/osbp/
www.mnptac.org
16
17. Government Market Place
_____________________
Defense Logistic Agency (DLA):
• DLA Philadelphia (formerly DSCP):
http://www.troopsupport.dla.mil/
- Troop Support – i.e.) Clothing and Textiles, Construction,
Weapon System Equipment, Spare Parts, Medical and
Subsistence
• DLA Richmond (formerly DSCR): http://www.aviation.dla.mil/
- Aviation and all things related
• DLA Columbus (formerly DSCC/DESC):
http://www.landandmaritime.dla.mil/
-Land & Maritime and Energy – i.e.) Vehicular spare parts,
electronics, piece parts, energy products, petroleum, etc.
www.mnptac.org
17
19. Government Market Place
_____________________
Commercial (COTS) Products/Services:
General Services Administration (GSA):
GSA supports all Federal agencies, to obtain the products,
services, consulting, space, real estate, and vehicles they
need from federal and/or commercial sources.
GSA Service Organizations:
Federal Acquisition Service (FAS):
Multiple Awards Schedules (MAS) / Federal Supply Schedules (FSS)
Public Building Service (PBS):
Real Estate, Facilities, Design (A/E) & Construction
www.mnptac.org
19
20. Government Market Place
_____________________
GSA – Federal Supply Schedules:
• GSA Schedules – Potential 20 year contract
Contract pre-negotiates pricing, terms and conditions.
Contract is “empty” IDIQ – Indefinite Delivery Indefinite Quantity
GSA negotiates and administers contract.
• Any federal agency can place orders against the GSA contract.
• Must consider at least three schedules before placing orders.
• Contractor collects/pays GSA a quarterly Industrial Funding Fee (IFF)
• $47B+ spent on Schedules in 2012 --- Over 22,000 Vendors!
• Vendor MUST market contract…no guarantee of orders!
http://www.gsa.gov/portal/category/100611
www.mnptac.org
20
21. Doing Business with
the Government
http://www.gsaelibrary.gsa.gov/ElibMain/home.do
www.mnptac.org
www.ptac‐meda.net
21
22. Government Market Place
_____________________
State & Local Solicitation resources:
• State of MN –
http://www.mmd.admin.state.mn.us/solicitations.htm
U of M – http://purchasing.umn.edu/
•
• City of Minneapolis –
http://www.ci.minneapolis.mn.us/business/business_doing_busi
ness_with_city
• City of St. Paul & Ramsey County –
http://www.stpaul.gov/index.aspx?NID=221
Hennepin County – http://hennepin.us/ click on “Business”
•
• State and Local Government on the Net http://www.statelocalgov.net/index.cfm
www.mnptac.org
22
25. Government Market Place
_____________________
What are the “Rules” with the Govt?
• Federal government - Federal Acquisition Regulations (FAR)
www.acquisition.gov/Far/
• State government – 50 different rule books!
www.statelocalgov.net
What are the Contracting Methods?
•
•
•
•
•
Micro-purchases
Simplified Procedures
Sealed Bidding
Contract Negotiations
Consolidated/Co-operative Purchasing Programs
www.mnptac.org
25
26. Government Market Place
_____________________
Federal Government “Markets”.
Open Market
• Solicitations
• Electronic Malls
Hidden Market
•
•
•
•
•
Purchase or Smart Cards
Small/Micro Purchases
GSA Schedules
Sole Source/Follow-on awards
Prime Contractor/Teaming
• Cooperative Purchasing
• Government Wide Area Contract
(GWAC)
www.mnptac.org
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27. Government Market Place
_____________________
Government Sales history/forecasts?
• Federal Procurement Data Systems (FPDS)
https://www.fpds.gov
• USA Spending
www.usaspending.gov
• Federal Agency Forecasts
https://www.acquisition.gov/comp/procurement_forecasts/index.html
• Office of Small and Disadvantaged Business Utilization (OSDBU)
http://www.osdbu.gov/members.html
• General Services Administration (GSA)
https://ssq.gsa.gov “GSA Advantage & SSQ Reports”
www.mnptac.org
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30. Doing Business with the Govt!
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1st Question ---- Am I “Large” or “Small” business?
•SBA sets the size standards, and matches them to each of
the NAICS codes!
• Small Business Size Standards:
http://www.sba.gov/content/table-small-business-size-standards
•
NAICS Codes: http://www.census.gov/eos/www/naics
Searchable by Keyword, and may have more than one!
Many Bid opportunities are posted based on NAICS code!
•
“Rule of Thumb”:
• Manufacturing–1 year average number of employees (usually < 500)
• Services– 3 year average revenues, but differs by industry (varies
from $7M - $100M)
www.mnptac.org
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31. Doing Business with the Govt!
_________________________
Large or Small business…what’s the big deal?
• Set-Asides --- restricts competitors!
• Agencies and Primes must subcontract!
Current Subcontracting Goals:
•
•
•
•
•
Goal*
Small Business
23%
Small Disadvantage (incl. 8(a))
5%
Women-Owned
5%
Veteran / Service Disabled-Owned Vet 3%
HUBZone
3%
Actual**
22.2%
8.0%
4.0%
3.0%
2.0%
* Statutory Goals – Actual goals vary by agency/prime
** Source data – SBA Goaling Report 2012
www.mnptac.org
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32. Doing Business with the Govt!
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Large Business Subcontracting Plans:
•Large business receiving contracts over $650K, ($1.5M for
construction) must submit a subcontracting plan – subject
to annual approval by the C.O.
•The plan requires specific goals for each of the small
business categories.
•Contractor must designate a Small Business Liaison
Officer (SBLO).
•Listing of SBLO’s, by Contractor, by State at:
http://www.sba.gov/category/navigationstructure/contracting/contracting-opportunities/subcontracting/subcontracting-opportunities-directory
www.mnptac.org
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33. Doing Business with the Govt!
_________________________
How can I become a government contractor?
Register your business! (Federal)
1. DUNS - http://fedgov.dnb.com/webform or 1-866-705-5711
2. NAICS - http://www.census.gov/eos/naics/
3. DSBS - http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm
4. SAM - http://www.sam.gov (Mandatory with Federal.)
www.mnptac.org
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37. Doing Business with the Govt!
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REGISTRATION - Small Business – (Federal):
• Small Business: (Self Certify)
• Small Disadvantaged Business: (Self Certify)
• Woman-Owned Small Business & EDWOSB:
(Self Certify and SBA Application, effective Feb, 2011)
• Veteran-Owned Small Business: (Self Certify/VA verified)
• Service Disabled Veteran-Owned Small Business:
(Self Certify / VA verified)
• 8(a): (SBA Certified)
• HUB-Zone Small Business: (SBA Certified)
www.mnptac.org
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38. Doing Business with the Govt!
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REGISTATION - Small Business – (States):
Minnesota Programs: (varies be state!):
• Women’s Business Enterprise National Council (WBENC)
• Disadvantaged Business Enterprise (DBE)
• Targeted Group / Economically Disadvantaged (TG/ED)
• Central Certification (CERT)
• Midwest Minority Supplier Development Council (MMSDC)
www.mnptac.org
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39. Doing Business with the Govt!
_________________________
REGISTRATION – Veterans (Fed & State):
- Service-Disabled Veteran-Owned Small Businesses (SDVOB)
- Veteran-Owned Small Businesses (VOSB)
• CVE – Center for Veteran’s Enterprise http://www.va.gov/osdbu/vip/step1.asp
• VETERAN’S FIRST PROGRAM:
Public Law 109-461 is a unique procurement program
supporting veterans in business. This procurement program
only applies to the Department of Veterans Affairs prime and
subcontracting opportunities. They must first try to find
SDVOSBs and then VOSBs. Other small business categories
follow.
www.mnptac.org
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41. Doing Business with the Govt!
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Keys to Success!
Know and understand your Customer!
•
•
•
•
•
•
•
•
•
•
•
What do they buy?
When do they buy it?
How & Why do they buy it?
Do they have funding today or next year?
Learn their preferred contracting methods?
How/When/Where to register?
Leverage Small Business preferences
It is a Business Development Challenge NOT a Sales initiative!
Know your Competition -- Understand Teaming, Subcontracting!
It can, and will, take time to work the “system”!
Research, Research and more Research!
www.mnptac.org
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42. Doing Business with the Govt!
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Good News… We WON a Govt. contract!!
Bad News… We WON a Govt. contract!!
Requires Contractor to ensure:
• On-going Contract Administration
• Compliance with Contract Terms and Conditions
• Reporting Contract Sales
• Monitoring Subcontract/Prime Policies and Procedures
• Timely Deliveries
• Invoicing, Bidding, Modifications
• Audits, Close-outs
www.mnptac.org
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