The document provides an overview of government contracting opportunities for small businesses, highlighting the significance of government as a customer and the various set-aside programs available for different categories such as woman-owned, veteran-owned, and economically disadvantaged businesses. It includes information on how to register and apply for these programs, as well as resources for bid matching and market research. Organizations can find support through the Dayton PTAC office for navigating the contracting process and enhancing their competitiveness in government procurement.

1. 09/26/09 S outh W est C entral O hio P rocurement T echnical A ssistance C enters Getting started in Govt Contracting

2. Dayton PTAC Office Meredith Threatt [email_address] (937) 259-1368 Program Assistant Bonnie Baker [email_address] (937) 253-0038 CONTACTS

3. Department of Defense (DLA) Ohio Dept of Development (ODOD) Edison Materials Technology Center (EMTEC) PTAC is FREE

4. WHY DO BUSINESS WITH THE GOVERNMENT?

5. The US Government is the largest customer in the world!

6. FEDERAL PURCHASES 36% Supplies and equipment 35% Services 19% Agriculture, communications, utilities, finance & admin 7% Construction 3% Wholesale / retail

7. Expand market share Increase profits The federal government is a multi-billion dollar procurer ($460 Billion) Only a small percentage of U.S. businesses are competing Federal government is encouraging competition WHY GOVERNMENT?

8. Set-Aside Laws: Small Business = 23% HUBZone SB = 3% 8(a) Small Business = 3% Service Disabled Veteran-owned Small Business = 3% WHY GOVERNMENT? NOTE: Large Prime Contractors must make an effort to meet set-aside goals as well. Set-Aside Goals: Woman-owned SB Goal = 5% Veteran-owned SB Goal = 3%

9. Small Business Business size determined by NAICS code, limited by: Gross sales (3 year average), or # of employees SET-ASIDES For more info on being a small business, visit www.sba.gov Law For example: IT Companies = NAICS 541511; small bus limit $23M Arch/Engineer = NAICS 541310; small bus limit $500k Office Equip = NAICS 423420; small bus limit 100 emp To find your NAICS code, visit www.census.gov/epcd/www/naics.html

10. Historically Underutilized Business Zone (HUBZone) MUST be a small business MUST be owned/controlled by US citizens, a Community Development Corp, or Indian Tribe Principal office MUST be located in a HUBZone At least 35% of employees MUST reside in a HUBZone SET-ASIDES Apply online at www.sba.gov/hubzone Law Example: Downtown Dayton

11. 8(a) business development program 9-year program In business for 2 years or waiver SET-ASIDES Apply online at www.sba.gov/8abd Must be BOTH : Economically Disadvantaged = $250,000 or less in personal assets EXCLUDING your primary residence and any assets you have in the business; AND Socially Disadvantaged = individuals who have been subject to societal prejudice or cultural bias due to their membership in a particular group (race, ethnic origin, gender, physical disability or long-term residence in an environment isolated from mainstream society). “Preponderance of evidence.” Law

12. Veteran Owned Small Business (VOB) At least 51% owned and operated by Veterans (DD214 as proof of service) Veteran = served in any branch of the US military for 90 consecutive days of active duty during a war time period Service Disabled Veteran Owned Small Business (SDVOSB) At least 51% owned and operated by Service Disabled Veterans Service Disabled Veteran status must be verified by the VA SET-ASIDES Register your business online at www.vip.vetbiz.gov Apply for SDV status with your local VA office www.vip.vetbiz.gov then click on “ Find a Facility” Law

13. Woman Owned Small Business MUST be a small business At least 51% owned and operated by a woman or women No official certification for woman-owned businesses at the federal level State recognizes women as minorities for the EDGE program US DOT recognizes women as minorities for the DBE program SET-ASIDES Apply for EDGE online at www.EDGE.ohio.gov Other WBE Certifications: www.wbenc.org www.wbdc.org

14. DBE Certification (US Dept of Transportation) SET-ASIDES Apply online at www.sba.gov/8abd Must be BOTH : Economically Disadvantaged = $750,000 or less in personal assets EXCLUDING your primary residence and any assets you have in the business; AND Socially Disadvantaged = individuals who have been subject to societal prejudice or cultural bias due to their membership in a particular group (race, ethnic origin, gender, physical disability or long-term residence in an environment isolated from mainstream society). “Preponderance of evidence.” Law

15. Local Government State Government Prime Contractors Non-Profits Universities AND MORE… NOT JUST FEDERAL

16. E.D.G.E. Certification – Encouraging Diversity, Growth & Equity Must be BOTH : Economically Disadvantaged = $250,000 or less in personal assets EXCLUDING your primary residence and any assets you have in the business; AND Socially Disadvantaged = individuals who have been subject to societal prejudice or cultural bias due to their membership in a particular group (race, ethnic origin, gender, physical disability or long-term residence in an environment isolated from mainstream society. STATE PROGRAM Apply online at www.EDGE.ohio.gov Law 5% of all state purchases must be spent with EDGE companies.

17. MBE Certification – Minority Business Enterprise Must be: In business for 1 year Socially Disadvantaged = At least 51% owned and operated by a member of one of the following minority groups: Black, Hispanic, Native American, and/or Asian. STATE PROGRAM Apply online at http://das.ohio.gov/Eod/EODMBEOff.htm Law 15% of the state’s annual purchases must come from MBE companies.

18. Small Business www.sba.gov Woman-owned Business www.onlinewbc.gov Veteran-owned Business www.vetbiz.gov HUBZone Program www.sba.gov/hubzone Small Disadvantaged Business www.sba.gov/sdb/index.html 8(a) Program www.sba.gov/8abd SET-ASIDES

19. Government agencies are required to share a LOT of information with the public: www.FedBizOpps.gov Procure.Ohio.Gov PTAC Daily Bid Match Buying Forecasts Buying Histories Finding Opportunities Find more bid boards by Googling words like: "bid board" "Purchase plan" "acquisition estimate"

20. www.FBO.gov

21. Procure.Ohio.Gov

22. PTAC Daily Bid Match

23. Buying Forecasts are the perfect market research tool. You’ll find: Buying plans for 2 – 5 years Procurement Method to be used (GSA, 8(a), etc) What they expect to spend ($ range) When they expect to buy Contact info for buyers Sometimes include the incumbent = your competition Forecasts Find Forecasts at www.fbo.gov

24. US Dept of Justice Procurement Forecast: http://www.usdoj.gov/jmd/osdbu/forecast2007.pdf Forecasts

25. Buying History is another helpful sales/market research tool. You’ll find: Which agencies have bought your products/services Who they bought from How much was purchased (quantity) How much was paid (price history) Top 10 buyers & sellers Histories Find histories at https://www.fpds.gov

26. Once you've gathered your market data: Use it when creating marketing materials to speak to your customers habits Create a Capabilities Statement (or several) Track your competition - learn what works for them NARROW YOUR FOCUS Bid! Now What?

27. MEET WITH PTAC. We will teach you how to: Review registrations Discuss marketing & sales strategies Identify your top 3 target agencies Research those target agencies Prepare marketing materials for government events & meetings Find teaming partners Answer your govt-contract questions Now What? Program Assistant Bonnie Baker [email_address] (937) 253-0038

28. www.swcoptac.org

29. Dayton PTAC Office Meredith Threatt [email_address] (937) 259-1368 Program Assistant Bonnie Baker [email_address] (937) 253-0038 CONTACTS