This document provides an overview of government contracting and the services provided by Procurement Technical Assistance Centers (PTAC). It discusses the large size of the government marketplace and opportunities for both large primes and small businesses. It outlines the basic registration and certification process needed to do business with the federal and state governments. It emphasizes the importance of understanding the customer, applicable regulations, and marketing strategically to different government agencies and customers.
Slideshow for Detroit Regional Chamber's "Meet the Purchasers" workshop, in cooperation with Procurement Technical Assistance Centers (PTACs) of Michigan. November 19, 2009.
This document provides an overview of government contracting and the services provided by Procurement Technical Assistance Centers (PTAC). It discusses the PTAC program, available services like market research, registration assistance and training seminars. Statistics on PTAC's results in Minnesota are presented, with details on the size of the government market, where to find business opportunities, and keys to succeeding in government contracting like understanding the customer and competition. The document aims to explain the government procurement process and resources available to help businesses pursue government contracts.
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
Basics of selling to the government j kilian 031009jpeabody
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.
The document provides an overview of state procurement processes in Minnesota. It discusses that the state spends approximately $1.8 billion annually on a wide range of goods, services, and construction. It outlines the cooperative purchasing venture program that allows other government entities to leverage state contracts. It also summarizes the various procurement methods, requirements, small business programs, and contacts for vendors to do business with the state.
Jeff Sneddon has attended every GRO-Biz conference. He is a wealth of knowledge when it comes to government contracting! Learn the basics on government contracting.
Slideshow for Detroit Regional Chamber's "Meet the Purchasers" workshop, in cooperation with Procurement Technical Assistance Centers (PTACs) of Michigan. November 19, 2009.
This document provides an overview of government contracting and the services provided by Procurement Technical Assistance Centers (PTAC). It discusses the PTAC program, available services like market research, registration assistance and training seminars. Statistics on PTAC's results in Minnesota are presented, with details on the size of the government market, where to find business opportunities, and keys to succeeding in government contracting like understanding the customer and competition. The document aims to explain the government procurement process and resources available to help businesses pursue government contracts.
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
Basics of selling to the government j kilian 031009jpeabody
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.
The document provides an overview of state procurement processes in Minnesota. It discusses that the state spends approximately $1.8 billion annually on a wide range of goods, services, and construction. It outlines the cooperative purchasing venture program that allows other government entities to leverage state contracts. It also summarizes the various procurement methods, requirements, small business programs, and contacts for vendors to do business with the state.
Jeff Sneddon has attended every GRO-Biz conference. He is a wealth of knowledge when it comes to government contracting! Learn the basics on government contracting.
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)
The document provides an overview of opportunities for small businesses to win federal contracts. It discusses that the federal government aims to award 23% of contracts to small businesses. It outlines various SBA certification programs like 8(a), HUBZone, and Service-Disabled Veteran-Owned that provide preferences. It recommends businesses register in systems like SAM, identify their NAICS codes, and find contract opportunities on sites like FedBizOpps. It also gives guidance on requirements for proposals, performance, payment, and resources for assistance.
This document provides an overview of how the government buys goods and services in three parts. Part 2 discusses the primary contracting methods used by the government, including micro-purchases, simplified acquisition procedures, sealed bidding, contracting by negotiation, and consolidated purchasing programs. It also covers the main types of contracts, such as fixed price, cost reimbursement, incentive, indefinite delivery, time and materials, and agreements. The goal is to help small businesses understand the standardized procedures and rules that govern government procurement.
The document provides information about opportunities for small businesses to win federal contracts. It notes that the federal government spends over $142 billion annually with small businesses. It outlines various SBA certification programs that can help small businesses qualify for contracts, such as the 8(a), HUBZone, and Service-Disabled Veteran-Owned programs. The document also provides guidance on how to identify contract opportunities, understand the federal acquisition process, and market small businesses to federal agencies and prime contractors.
How to do business with the federal governmentgaardi201
The document provides guidance for small businesses seeking to do business with the federal government. It begins by outlining statutory small business contracting goals across agencies and programs. It then answers three basic questions for getting started: 1) which agencies buy specific products/services, 2) how to contact those agencies, and 3) how to market to them. The document recommends researching agency websites and attending outreach events. Overall, it emphasizes the importance of developing relationships, using contract vehicles, continuous marketing, and having the necessary resources to successfully compete for and fulfill federal contracts.
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
This document discusses some of the key differences between government employees and contractor employees in the federal workplace. It notes that contractor employees are generally not subject to the same conflict of interest and ethics rules as government employees. However, contractor employees are still bound by certain procurement integrity laws and regulations. The document also addresses issues like the use of government resources, gifts, information security, and personal relationships as they relate to contractor employees working alongside government employees.
Government Contacting - FAR Part 26 - Other Socioeconomic ProblemsJSchaus & Associates
Please join Jennifer Schaus & Associates every Friday in 2020 for a complimentary series. See the full recording on our YouTube Channel (https://youtu.be/8WSeOIlY7VY). For more information about our federal contracting services please visit http://www.Jenniferschaus.com or contact us at 202-365-0598. Win more federal government contracts!
This document provides an overview of steps for businesses to consider when pursuing government contracts. It outlines researching which agencies and goods/services are relevant, ensuring qualifications like certifications and financing are in place, and preparing by developing capabilities statements and understanding customers. It also discusses marketing strategies like attending conferences, networking, and using resources on websites. Training tools and assistance from organizations are recommended to learn contracting procedures and regulations.
This document summarizes information about the SBA 8(a) Business Development Program. It outlines eligibility requirements such as being a small business owned and controlled by a socially and economically disadvantaged individual. It describes benefits of the program such as contracting assistance and training. Participants are expected to complete a business plan and annual review. The application process involves submitting an online application that is reviewed for completeness and eligibility.
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. Presenter: Duane Kroll, MN Department of Administration
This document summarizes various SBA social and economic programs for small businesses. It outlines self-certification and formal certification programs, including 8(a), HUBZone, service-disabled veteran-owned, and woman-owned programs. It provides guidance on registering a business, understanding size standards, and pursuing opportunities in government contracting and subcontracting. The document also lists additional SBA assistance resources and finance programs.
Government Contacting - FAR Part 24 - Protection Of Privacy And Freedom Of In...JSchaus & Associates
Please join Jennifer Schaus & Associates every Friday in 2020 for a complimentary series. See the full recording on our YouTube Channel (https://youtu.be/8WSeOIlY7VY). For more information about our federal contracting services please visit http://www.Jenniferschaus.com or contact us at 202-365-0598. Win more federal government contracts!
The document provides information about doing business with the federal government and obtaining a GSA schedule. It discusses that the federal government spends over $43 million per hour on contracts, and that obtaining a GSA schedule can help small businesses access this large market. It then summarizes the services that GSA Preview, a consulting firm, provides to help small businesses navigate the process of applying for a GSA schedule for a fee.
The document summarizes various SBA social and economic programs to help small businesses obtain government contracts, including self-certification programs, formal certification programs like the 8(a) and HUBZone programs, and guidance on registering a business, understanding contracting rules and regulations, and finding subcontracting and prime contracting opportunities. It provides an overview of certification requirements, benefits, and resources for various small business categories and programs.
This document summarizes a presentation about the Women Owned Small Business Contracting Program. It discusses federal small business spending goals, including the 5% goal for women owned small businesses that was only achieved at 4% in 2010, resulting in $4.1 billion less spent. It outlines the two types of set-asides for women owned small businesses and economically disadvantaged women owned small businesses. It provides eligibility requirements and certification processes. Contracting officers' responsibilities in utilizing set-asides are also summarized.
The HUBZone Program provides federal contracting assistance to small firms located in historically underutilized business zones (HUBZones) in order to increase employment opportunities and stimulate economic development in those areas. The program is administered by the SBA, which certifies firms as HUBZone qualified in order to gain preferential access to federal contracts. To be eligible, a firm must be small by SBA standards, have its principal office located in a HUBZone, and have at least 35% of its employees reside in a HUBZone area. The document outlines the HUBZone certification process and resources available to applicant firms.
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.
On May 3, 2018, Georgia Governor Nathan Deal signed H.B. 61 enacting significant changes to sales and use tax laws, including imposing a bright-line nexus rule on certain sellers of tangible personal property. Effective January 1, 2019, any seller that conducts 200 or more separate retail sales of tangible personal property for Georgia delivery or obtains more than $250,000 in gross revenue from such sales is considered a dealer that must either register to collect and remit sales tax or notify customers of use tax obligations and report to the state that such requirements have been fulfilled.
THE US FEDERAL GOVERNMENT: A VIABLE CUSTOMER FOR BRITISH COMPANIESJSchaus & Associates
THE US FEDERAL GOVERNMENT: A VIABLE CUSTOMER FOR BRITISH COMPANIES.
US FEDERAL GOVERNMENT CONTRACTING FOR FOREIGN OR NON-US FIRMS, COVERED BY JENNIFER SCHAUS
The document provides information about the North Carolina Small Business and Technology Development Center (SBTDC) and its Procurement Technical Assistance Center (PTAC). The SBTDC is a statewide business advisory service that offers counseling, training, and resources to small businesses. Its PTAC program specifically provides assistance to small businesses interested in contracting with local, state, and federal government entities. The summary outlines registration and bidding processes small businesses need to go through to pursue government contracting opportunities.
Understanding the gsa schedule program j kilian 031009jpeabody
This document provides an overview of the GSA Schedule Program. It discusses the benefits of obtaining a GSA Schedule, including preferred access to the federal market and expedited procurement processes. The presentation outlines the key steps involved in applying for a GSA Schedule, including identifying appropriate schedules, developing a proposal, negotiations, and post-award administration. It also reviews realities of marketing to the government such as the need for persistence and understanding agency buying processes. Online resources for additional GSA information are also provided.
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)
The document provides an overview of opportunities for small businesses to win federal contracts. It discusses that the federal government aims to award 23% of contracts to small businesses. It outlines various SBA certification programs like 8(a), HUBZone, and Service-Disabled Veteran-Owned that provide preferences. It recommends businesses register in systems like SAM, identify their NAICS codes, and find contract opportunities on sites like FedBizOpps. It also gives guidance on requirements for proposals, performance, payment, and resources for assistance.
This document provides an overview of how the government buys goods and services in three parts. Part 2 discusses the primary contracting methods used by the government, including micro-purchases, simplified acquisition procedures, sealed bidding, contracting by negotiation, and consolidated purchasing programs. It also covers the main types of contracts, such as fixed price, cost reimbursement, incentive, indefinite delivery, time and materials, and agreements. The goal is to help small businesses understand the standardized procedures and rules that govern government procurement.
The document provides information about opportunities for small businesses to win federal contracts. It notes that the federal government spends over $142 billion annually with small businesses. It outlines various SBA certification programs that can help small businesses qualify for contracts, such as the 8(a), HUBZone, and Service-Disabled Veteran-Owned programs. The document also provides guidance on how to identify contract opportunities, understand the federal acquisition process, and market small businesses to federal agencies and prime contractors.
How to do business with the federal governmentgaardi201
The document provides guidance for small businesses seeking to do business with the federal government. It begins by outlining statutory small business contracting goals across agencies and programs. It then answers three basic questions for getting started: 1) which agencies buy specific products/services, 2) how to contact those agencies, and 3) how to market to them. The document recommends researching agency websites and attending outreach events. Overall, it emphasizes the importance of developing relationships, using contract vehicles, continuous marketing, and having the necessary resources to successfully compete for and fulfill federal contracts.
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
This document discusses some of the key differences between government employees and contractor employees in the federal workplace. It notes that contractor employees are generally not subject to the same conflict of interest and ethics rules as government employees. However, contractor employees are still bound by certain procurement integrity laws and regulations. The document also addresses issues like the use of government resources, gifts, information security, and personal relationships as they relate to contractor employees working alongside government employees.
Government Contacting - FAR Part 26 - Other Socioeconomic ProblemsJSchaus & Associates
Please join Jennifer Schaus & Associates every Friday in 2020 for a complimentary series. See the full recording on our YouTube Channel (https://youtu.be/8WSeOIlY7VY). For more information about our federal contracting services please visit http://www.Jenniferschaus.com or contact us at 202-365-0598. Win more federal government contracts!
This document provides an overview of steps for businesses to consider when pursuing government contracts. It outlines researching which agencies and goods/services are relevant, ensuring qualifications like certifications and financing are in place, and preparing by developing capabilities statements and understanding customers. It also discusses marketing strategies like attending conferences, networking, and using resources on websites. Training tools and assistance from organizations are recommended to learn contracting procedures and regulations.
This document summarizes information about the SBA 8(a) Business Development Program. It outlines eligibility requirements such as being a small business owned and controlled by a socially and economically disadvantaged individual. It describes benefits of the program such as contracting assistance and training. Participants are expected to complete a business plan and annual review. The application process involves submitting an online application that is reviewed for completeness and eligibility.
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. Presenter: Duane Kroll, MN Department of Administration
This document summarizes various SBA social and economic programs for small businesses. It outlines self-certification and formal certification programs, including 8(a), HUBZone, service-disabled veteran-owned, and woman-owned programs. It provides guidance on registering a business, understanding size standards, and pursuing opportunities in government contracting and subcontracting. The document also lists additional SBA assistance resources and finance programs.
Government Contacting - FAR Part 24 - Protection Of Privacy And Freedom Of In...JSchaus & Associates
Please join Jennifer Schaus & Associates every Friday in 2020 for a complimentary series. See the full recording on our YouTube Channel (https://youtu.be/8WSeOIlY7VY). For more information about our federal contracting services please visit http://www.Jenniferschaus.com or contact us at 202-365-0598. Win more federal government contracts!
The document provides information about doing business with the federal government and obtaining a GSA schedule. It discusses that the federal government spends over $43 million per hour on contracts, and that obtaining a GSA schedule can help small businesses access this large market. It then summarizes the services that GSA Preview, a consulting firm, provides to help small businesses navigate the process of applying for a GSA schedule for a fee.
The document summarizes various SBA social and economic programs to help small businesses obtain government contracts, including self-certification programs, formal certification programs like the 8(a) and HUBZone programs, and guidance on registering a business, understanding contracting rules and regulations, and finding subcontracting and prime contracting opportunities. It provides an overview of certification requirements, benefits, and resources for various small business categories and programs.
This document summarizes a presentation about the Women Owned Small Business Contracting Program. It discusses federal small business spending goals, including the 5% goal for women owned small businesses that was only achieved at 4% in 2010, resulting in $4.1 billion less spent. It outlines the two types of set-asides for women owned small businesses and economically disadvantaged women owned small businesses. It provides eligibility requirements and certification processes. Contracting officers' responsibilities in utilizing set-asides are also summarized.
The HUBZone Program provides federal contracting assistance to small firms located in historically underutilized business zones (HUBZones) in order to increase employment opportunities and stimulate economic development in those areas. The program is administered by the SBA, which certifies firms as HUBZone qualified in order to gain preferential access to federal contracts. To be eligible, a firm must be small by SBA standards, have its principal office located in a HUBZone, and have at least 35% of its employees reside in a HUBZone area. The document outlines the HUBZone certification process and resources available to applicant firms.
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.
On May 3, 2018, Georgia Governor Nathan Deal signed H.B. 61 enacting significant changes to sales and use tax laws, including imposing a bright-line nexus rule on certain sellers of tangible personal property. Effective January 1, 2019, any seller that conducts 200 or more separate retail sales of tangible personal property for Georgia delivery or obtains more than $250,000 in gross revenue from such sales is considered a dealer that must either register to collect and remit sales tax or notify customers of use tax obligations and report to the state that such requirements have been fulfilled.
THE US FEDERAL GOVERNMENT: A VIABLE CUSTOMER FOR BRITISH COMPANIESJSchaus & Associates
THE US FEDERAL GOVERNMENT: A VIABLE CUSTOMER FOR BRITISH COMPANIES.
US FEDERAL GOVERNMENT CONTRACTING FOR FOREIGN OR NON-US FIRMS, COVERED BY JENNIFER SCHAUS
The document provides information about the North Carolina Small Business and Technology Development Center (SBTDC) and its Procurement Technical Assistance Center (PTAC). The SBTDC is a statewide business advisory service that offers counseling, training, and resources to small businesses. Its PTAC program specifically provides assistance to small businesses interested in contracting with local, state, and federal government entities. The summary outlines registration and bidding processes small businesses need to go through to pursue government contracting opportunities.
Understanding the gsa schedule program j kilian 031009jpeabody
This document provides an overview of the GSA Schedule Program. It discusses the benefits of obtaining a GSA Schedule, including preferred access to the federal market and expedited procurement processes. The presentation outlines the key steps involved in applying for a GSA Schedule, including identifying appropriate schedules, developing a proposal, negotiations, and post-award administration. It also reviews realities of marketing to the government such as the need for persistence and understanding agency buying processes. Online resources for additional GSA information are also provided.
The SBTDC is a business advisory service operated in partnership between the North Carolina University System and the U.S. Small Business Administration. It provides confidential counseling and various business services to support entrepreneurship, business creation and expansion, technology development, and economic development. The PTAC, a program of the SBTDC, offers assistance to small businesses selling to federal, state, and local governments through counseling, training, and resource provision.
This document summarizes a presentation given at a small business outreach event in Cherry Point, North Carolina. The presentation focused on marketing to the federal government and the contracting process. It discussed who the key decision makers are (contracting officers), the importance of profiles in SAM, proposals, past performance, and price (the four P's). It also provided tips for questions to ask during meetings and contact information for assistance.
The document summarizes an event about DC surplus property. It discusses OCP's FY17 accomplishments including generating $4 million from surplus property sales. It outlines FY18 priorities such as quality, efficiency, and integrity improvements. It introduces the new Ombudsman and describes how the surplus property division generated over $25 million from online auctions since 2011. It provides details on doing business with the surplus property division and outlines the federal surplus donation program.
You Can Sell to Uncle Sam power point 2016Calvin Stevens
It takes tenacity to succeed in government sales or to sell your products or services to “Uncle Sam”. Establishing a small business in the federal marketplace can be frustrating. Yet small business preference programs along with knowledge of how procurements are conducted can cause a small business to grow to over $1 million dollars in revenue in a few short years.
A General Services Administration (GSA) Contract or Multiple Award Schedule is a pre-approved contract to do business with the government. Becoming a GSA Schedule holder deems you worthy of federal business, your prices have been determined to be fair and reasonable, and your competency in your field has been given a stamp of approval. Government buyers know you are not a risky prospect and can make purchases from you directly with you or through GSA Advantage (the government's online shopping mall) or with any government purchase card (GSA contracts permits the use of government credit card purchases). Billions of dollars are spent each fiscal year through GSA contracts by civilian and military agencies. A GSA Schedule contract is attractive to both buyer and seller; it's a win - win situation.
This document summarizes a presentation given at a Camp Lejeune Small Business Outreach Event hosted by the North Carolina Military Business Center and Coastal Carolina Community College on March 25, 2014. The presentation provided information on marketing to the federal government and keys to success, including maintaining an up-to-date profile in the System for Award Management, submitting competitive proposals, having positive past performance, and presenting an affordable price. Contact information was provided for the Office of Small Business Programs to answer any additional questions.
The document provides a 12 step program for small businesses to succeed in federal government contracting. It includes registering in systems like CCR and PRO-Net to make your business visible. It recommends exploring certification programs, identifying opportunities on websites, and subcontracting. Most importantly, it stresses the importance of marketing your business and services to federal agencies and prime contractors.
Doing business with the u.s. federal governmentguest52f11d
The document provides a 12 step program for small businesses to succeed in federal government contracting. It includes registering in systems like CCR and PRO-Net to make your business visible. It recommends exploring certification programs, identifying opportunities on websites, and subcontracting. Most importantly, it stresses the importance of marketing your business and services to federal agencies and prime contractors.
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.
This document outlines 10 laws of government sales and marketing. It provides guidance on how to successfully market and sell to government entities. The laws include understanding the unique government environment; recognizing multiple purchasing influencers; establishing trust through brand awareness and proof of results; ensuring proper contracting is in place; following budgeting cycles; treating partnerships as long-term; prioritizing high-probability markets; developing channel partners; and maintaining a long-term view of the large government market. Specific tips are given for each law to effectively break into and scale within the government sector.
Jumpstart Federal Contracting Gmu Judy BrandtConrad Clyburn
This document provides a seven step process for small businesses to successfully pursue government contracts. The steps include developing a strategy, focusing on target opportunities, understanding the procurement process, assessing competition, forming teaming partnerships, cultivating key relationships, and effective marketing tactics. The document outlines specific actions under each step, such as researching agency forecasts and past awards, registering for systems like CCR and ORCA, attending industry events, and identifying the important contacts within an agency like contracting officers and program managers.
Please join Jennifer Schaus & Associates every Wednesday Friday in 2022 for a complimentary webinar series. See the full recording on our YouTube Channel https://www.youtube.com/channel/UCYvCaZcAvSYYEAZCqj2CQ9g and full schedule on our website: https://www.jenniferschaus.com/far-supplements
For more information about our federal contracting services please contact us at hello@jenniferschaus.com
Win more federal government contracts!
Cap i tal reps - finding your target federal agencies (june 2014)capsales
This document provides tips and resources for small businesses to target and sell to the US federal government. It recommends businesses first register with SAM.gov, create a capabilities statement, and identify target agencies and procurements. It then suggests dedicating federal staff, developing a marketing budget and plan, and contacting small business liaisons. The document categorizes the three key customer types to target and provides numerous resources for research, networking, and understanding government terminology and processes.
Please join Jennifer Schaus & Associates every Wednesday Friday in 2022 for a complimentary webinar series. See the full recording on our YouTube Channel https://www.youtube.com/channel/UCYvCaZcAvSYYEAZCqj2CQ9g and full schedule on our website: https://www.jenniferschaus.com/far-supplements
For more information about our federal contracting services please contact us at hello@jenniferschaus.com
Win more federal government contracts!
The US Government employs over 2.2 million people and has over 600 agencies, each with numerous locations and
offices throughout the country. They have mandated an expansion of Federal Government procurement programs
using small businesses, and the GSA plays an integral role in fast-tracking this process. The GSA is in need of vendors that
offer greater efficiency, better performance, better pricing, progressive technologies and delivery methods.
Effectively Marketing To Government BuyersBob Shark
The document provides an overview of marketing to government buyers. It discusses PTACs, which are local offices that help businesses sell to government. PTACs can help businesses understand opportunities but do not make business decisions. The document also covers prerequisites for government contracting like registrations. It emphasizes understanding your own capabilities and differentiators. Buyers are identified at various government levels from federal to local. Market research approaches are presented to find potential government clients.
This document provides information about a webinar series on federal government contracting hosted by Jennifer Schaus. It includes schedules for two series - one on Wednesdays focusing on FAR supplements of different agencies, and one on Fridays with agency playbooks and panels of government and industry leaders. It also includes information on sponsors and contacts.
Please join Jennifer Schaus & Associates every Wednesday Friday in 2022 for a complimentary webinar series. See the full recording on our YouTube Channel https://www.youtube.com/channel/UCYvCaZcAvSYYEAZCqj2CQ9g and full schedule on our website: https://www.jenniferschaus.com/far-supplements
For more information about our federal contracting services please contact us at hello@jenniferschaus.com
Win more federal government contracts!
The HUBZone program provides federal contracting assistance to small firms located in historically underutilized business zones. There are over 5,700 certified small businesses in the program. The program aims to increase employment opportunities and stimulate investment in designated areas that typically have low incomes or high unemployment. The Small Business Administration regulates the program and determines business eligibility. Certified HUBZone businesses receive benefits like set-aside contracts and a 10% price evaluation preference.
This document provides information about various small business certification programs including federal, state, and local programs. It discusses certification categories such as 8(a), HUBZone, Service Disabled Veteran Owned Small Business, and Women Owned Small Business. It also summarizes certification requirements, benefits, and the application process for programs like the Minnesota Small Business Procurement Program and CERT Program. Overall, the document serves to educate small businesses on certification options that can help them access contracting and procurement opportunities.
The document provides information on the veteran verification process through the Center for Veteran Enterprise (CVE). It discusses the required federal registrations, what qualifies a business as veteran-owned, and the CVE verification process which involves submitting documentation, undergoing an examination, possible site visit, and ultimate determination of approval or denial. Common reasons for denial include not meeting ownership and control requirements or providing incomplete documentation. The presentation aims to help veteran business owners successfully complete the CVE verification process.
The document is a presentation about updates to the SAM II system from Pat Dotter, the Southwestern Area Manager at PTAC MN. It outlines new features of SAM II including updated pages and a new "Processing" message. It also reviews how to update an entity profile, manage role requests, and adjust account settings within the new version of SAM II. Contact information is provided for Pat Dotter and PTAC MN if users need assistance.
Jeff Marcus is the global manager for Red Wing Shoe Company, managing over $200 million in contracts across 110 countries. Red Wing is a 108-year-old Minnesota-based company that manufactures work footwear and other personal protective equipment. It has 2 US factories, over 450 retail stores, and distribution in 110 countries, employing over 2,500 people worldwide. The document provides an overview of Red Wing's domestic and international business, product lines, and instructions for how to do business with the company.
U.S. Department of Labor - Wage & Hour Divisionjpeabody
This document provides guidance from the U.S. Department of Labor Wage and Hour Division on complying with prevailing wage requirements on federal contracts. It addresses topics like laborers and mechanics coverage, fringe benefits, computing overtime pay, and investigation procedures. The guidance explains how to properly classify workers, pay prevailing wages and fringe benefits, handle multi-rate employees, and calculate back wages owed when violations are found.
The State of Minnesota spends approximately $4 billion annually procuring a wide range of goods, services, and construction projects through both one-time purchases and long-term contracts. The Materials Management Division oversees the state's procurement processes and manages cooperative purchasing programs that allow other government entities to access state contracts. The document provides an overview of the state's procurement methods, requirements for soliciting bids and proposals, programs to promote small and diverse businesses, and resources for vendors.
The document provides information about doing business with the U.S. General Services Administration (GSA). It discusses GSA's role in providing goods and services to other government agencies in an efficient manner. It also outlines the key steps and programs small businesses need to be aware of to market themselves and pursue contracting opportunities through GSA, including obtaining a DUNS number, registering in the System for Award Management, and pursuing Multiple Award Schedule contracts which allow businesses to provide goods and services to the government.
The document provides information about doing business with the U.S. Environmental Protection Agency (EPA) and its Office of Small Business Programs (OSBP). It outlines EPA's mission to protect human health and the environment. OSBP supports this mission by fostering partnerships and contracting opportunities for small businesses. The document discusses EPA's procurement goals for small businesses, common contracts and services purchased, certification requirements, and tips for small businesses to pursue EPA opportunities.
Doing Business with Public Building Servicejpeabody
This document provides information about doing business with the General Services Administration's (GSA) Public Buildings Service (PBS) Great Lakes Region. It discusses GSA's regional structure, PBS priorities like meeting small business goals, the types of services and construction projects PBS procures, current budget and challenges, and strategies to address challenges like reducing energy costs. Contact information is provided for the PBS Great Lakes Region Small Business Office and Acquisition Management Division for any questions.
The document discusses marketing materials for small businesses seeking government contracts, including capabilities statements, past performance narratives, business cards, and email signatures. It provides guidance on what information to include in one-page capabilities statements to concisely convey a company's qualifications, competencies, and differentiation. It also outlines what should be included in past performance narratives and recommendations for designing clear and informative business cards and email signatures. The overall goal is to effectively communicate a company's capabilities and value proposition to government customers.
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8(a) Business Development Program Orientationjpeabody
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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!
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1. Introduction to
Government Contracting
________________________________________
SADBOC Procurement Fair – 4/25/12
Earle Brown Heritage Center, Brooklyn Center, MN
John Kilian
SE MN Area Manager, MN PTAC
www.mnptac.org
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
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
4. NORTHERN
MN’s Statewide Presence
NORTHERN
CENTRAL
TWIN CITIES
METRO
SOUTHEASTERN
SOUTHWESTERN
www.mnptac.org
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
6. About PTAC
Bid Match Service:
• Automatic electronic searching of 500+ 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
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
9. About PTAC
2011 Results:
• Since 1991, PTAC has assisted thousands of Minnesota
companies in securing and/or maintaining government contracts!
• PTAC Fiscal Year 2011:
Worked with 1,267 clients throughout Minnesota
Sponsored 67 workshops with 2,617 attendees
Consulted with 445 new business owners with 3,614
follow-up meetings
Attracted 1,000+ attendees to the 12th Annual Procurement
Fair & 250 to Greater MN Procurement Fair.
Assisted in securing 1,837 contracts totaling $503 million
170 individual companies received awards
www.mnptac.org
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
11. Government Market Place
$536+ Billion Total Contract Awards – 2011*
• $375B = Department of Defense
• $25B = Department of Energy
• $19B = Department Health & Human Services
• $17B = Department of Veterans Affairs
• $16B = NASA
• $14B = Department of Homeland Security
• $12B = GSA
• $9B = Department of State Minnesota’s
• $7B = Department of Justice Share = $2.6B
• $7B = Department of Treasury
• $5B = Department of Agriculture
• $5B = Department of Transportation *As reported in
• $4B = Agency for International Development USAspending.gov
• $4B = Department of Interior
• $2B = Department of Education
www.mnptac.org
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, 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
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
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
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
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
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
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)
• $45B+ spent on Schedules in 2011 --- Over 22,000 Vendors!
• Vendor MUST market contract…no guarantee of orders!
http://www.gsa.gov/portal/category/100611
www.mnptac.org
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
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
26. Government Market Place
Federal Government “Markets”.
Open Market Hidden Market
• Solicitations
• Purchase or Smart Cards
• Electronic Malls
• Small/Micro Purchases
• GSA Schedules
• Sole Source/Follow-on awards
• Prime Contractor/Teaming
• Cooperative Purchasing
• Government Wide Area Contract
(GWAC)
www.mnptac.org
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
30. Doing Business with
the Government
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!
Most 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
31. Doing Business with
the Government
Large or Small business…what’s the big deal?
• Set-Asides --- restricts competitors!
• Agencies and Primes must subcontract!
Current Subcontracting Goals:
Goal* Actual**
• Small Business 23% 22.6%
• Small Disadvantage (incl. 8(a)) 5% 7.9%
• Women-Owned 5% 4.0%
• Veteran / Service Disabled-Owned Vet 3% 2.5%
• HUBZone 3% 2.7%
* Statutory Goals – Actual goals vary by agency/prime
** Source data – SBA Goaling Report 2010
www.mnptac.org
32. Doing Business with
the Government
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/navigation-
structure/contracting/contracting-opportunities/sub-
contracting/subcontracting-opportunities-directory
www.mnptac.org
33. Doing Business with
the Government
How can I become a government contractor?
Register your business! (Federal)
1. DUNS - http://fedgov.dnb.com/webform or 1-866-705-5711
2. CCR - https://www.bpn.gov/ccr/ (Mandatory with Federal.)
3. DSBS - http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm
4. ORCA - https://orca.bpn.gov/
www.mnptac.org
37. Doing Business with
the Government
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)
• Service Disabled Veteran-Owned Small Business (Self
Certify / VA approved registration)
• 8(a) (SBA Certified)
• HUB-Zone Small Business (SBA Certified)
www.mnptac.org
38. Doing Business with
the Government
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
39. Doing Business with
the Government
REGISTRATION – Veterans (Fed & State):
- Service-Disabled Veteran-Owned Small Businesses (SDVOB)
- Veteran-Owned Small Businesses (VOSB)
• CVE – Center for Veteran’s Enterprise - www.vetbiz.gov/
• 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
41. Doing Business with
the Government
Keys to Success!
Know and understand your Customer!
• What do they buy?
• Why do they buy it?
• How & When 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
42. Doing Business with
the Government
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