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SWCO (Southwest Central Ohio) PTAC (Procurement Technical Assistance Center) Director Meredith Threatt's PowerPoint presentation at the 2009 Selling to the Government event held 9/24/2009
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04/07/23 1
SouthWestCentralOhioProcurement TechnicalAssistance Centers
Getting started inGovt Contracting
2
Dayton PTAC Office Meredith Threatt [email protected] (937) 259-1368 Program Assistant
Bonnie [email protected](937) 253-0038
CONTACTS
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Department of Defense (DLA)
Ohio Dept of Development (ODOD)
Edison Materials Technology Center (EMTEC)
PTAC is FREE
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WHY DO BUSINESS WITH
THE GOVERNMENT?
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The US Government is the largest customer in the world!
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FEDERAL PURCHASES
36% Supplies and equipment
35% Services
19% Agriculture, communications, utilities, finance & admin
7% Construction
3% Wholesale / retail
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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?
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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%
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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 $23MArch/Engineer = NAICS 541310; small bus limit $500kOffice Equip = NAICS 423420; small bus limit 100 emp
To find your NAICS code, visitwww.census.gov/epcd/www/naics.html
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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
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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:1. Economically Disadvantaged = $250,000
or less in personal assets EXCLUDING your primary residence and any assets you have in the business; AND
2. 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
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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 officewww.vip.vetbiz.gov then click on “Find a Facility”
Law
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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.orgwww.wbdc.org
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DBE Certification (US Dept of Transportation)
SET-ASIDES
Apply online at www.sba.gov/8abd
Must be BOTH:1. Economically Disadvantaged = $750,000
or less in personal assets EXCLUDING your primary residence and any assets you have in the business; AND
2. 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
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• Local Government
• State Government
• Prime Contractors
• Non-Profits
• Universities• AND MORE…
NOT JUST FEDERAL
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E.D.G.E. Certification – Encouraging Diversity, Growth & Equity
Must be BOTH:1. Economically Disadvantaged = $250,000 or
less in personal assets EXCLUDING your primary residence and any assets you have in the business; AND
2. Socially Disadvantaged = individuals who have been subject to societal prejudice or cultural bias due to their membership in a particular group (race, ethnic origin, gender, physical disability or long-term residence in an environment isolated from mainstream society.
STATE PROGRAM
Apply online at www.EDGE.ohio.gov
Law
5% of all state purchases must be spent with EDGE companies.
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MBE Certification – Minority Business Enterprise
Must be:1. In business for 1 year2. Socially Disadvantaged = At least 51%
owned and operated by a member of one of the following minority groups: Black, Hispanic, Native American, and/or Asian.
STATE PROGRAM
Apply online at http://das.ohio.gov/Eod/EODMBEOff.htm
Law
15% of the state’s annual purchases must come from MBE companies.
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Small Businesswww.sba.gov
Woman-owned Businesswww.onlinewbc.gov
Veteran-owned Businesswww.vetbiz.gov
HUBZone Programwww.sba.gov/hubzone
Small Disadvantaged Businesswww.sba.gov/sdb/index.html
8(a) Programwww.sba.gov/8abd
SET-ASIDES
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Government agencies are required to share a LOT of information with the public:
www.FedBizOpps.gov Procure.Ohio.Gov PTAC Daily Bid Match Buying Forecasts Buying Histories
Finding Opportunities
Find more bid boards by Googling words like:
"bid board""Purchase plan""acquisition estimate"
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www.FBO.gov
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Procure.Ohio.Gov
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PTAC Daily Bid Match
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Buying Forecasts are the perfect market research tool. You’ll find: Buying plans for 2 – 5 years Procurement Method to be used (GSA, 8(a), etc) What they expect to spend ($ range) When they expect to buy Contact info for buyers Sometimes include the incumbent = your competition
Forecasts
Find Forecasts at www.fbo.gov
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US Dept of Justice Procurement Forecast: http://www.usdoj.gov/jmd/osdbu/forecast2007.pdf
Forecasts
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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
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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?
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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 AssistantBonnie [email protected](937) 253-0038
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www.swcoptac.org
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Dayton PTAC Office Meredith Threatt [email protected] (937) 259-1368 Program Assistant
Bonnie [email protected](937) 253-0038
CONTACTS