(c) Strategic Contract Solutions LLC (2009) 1 Selling to the Federal Government Orientation and Local Resources Strategic Contract Solutions LLC Brian

(c) Strategic Contract Solutions LLC (2009)

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Selling to the Federal Government

Orientation and Local ResourcesStrategic Contract Solutions LLC

Brian F. Peters

[email protected]


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Roadmap of Presentation

• Goals of presentation: – Help you to visualize the Federal Government as a

customer!• Introduce you and your business to the concept of selling

your goods/services to the federal government

– Show you how to register your Company to be eligible to bid

• Remember—this is just one step in a multi-step process

Also: there are many legal

requirements for federal

contractors


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HAS MONEY WILL SPEND

• The U.S. Federal Government is one of the largest buyers of goods and services worldwide

• Nearly $500 billion will be spent this year.• 90 Federal Construction Contracts Awarded in

the Sacramento Area since January 2009.

I Want You to Bid!


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Categories of Federal Purchases OVERVIEW• There are three main categories of

federal purchases/contracts:(1). Full and Open Competition(2). Set-Asides(3). Sole Source


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Category 1:

• Full And Open Competition: Procurements open for bid from all allowable sources


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Category 2

• Set-Asides: Purchases “set-aside” or reserved for – “Small Businesses”– HUBZone – Service-Disabled-Vet-owned or 8(a) competition only

• FY 2008/ FY 2009 DOD Category Goals – SB 22.3750%– SDB 5.0000% – WOSB 5.0000% – HUBZone 3.0000% – SDVOSB 3.0000%


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Category 3

• Sole-Source: – Negotiating with one

firm


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So, the Question of the Day is:

Why would anyone want to get involved with the federal government ON PURPOSE???


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Why you should want to engage the federal government:

• Winning a U.S. Government contract will increase your revenue stream

• Little or NO marketing expense• High Profit margins• Paid in 30 days from receipt of invoice- FAR

52.232-25, “Prompt Pay Act.”• Secure the future of your company and

employees


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To Get Started

• Obtain a Data Universal Number System (DUNS) Number 9 digit code

www.dnb.com/us

Required for all federal registrations. Call (866) 705-5711

• DUNS Number can be obtained free-of-charge at time of CCR registration.

http://www.dnb.com/us


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How to Register Your Business• Central Contractor Registration

Database (CCR) 511,580 Small Businesses active as of 7-28-09.• Keep Current (Update yearly at minimum)

www.ccr.gov

• Online Representations and Certifications Application (ORCA)

https://orca.bpn.gov/

http://www.ccr.gov/


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What is the CCR?• The Central Contractor

Registry (CCR) • Does not include state

or local government procurement.

• Used by the federal buyers to obtain vital information about your firm, make payments to you under federal contracts, and help all buyers locate you.

• Click on “Dynamic Small Business Search” and register as a small business. This will then become your company profile.

• All potential buyers access this system to locate firms. It tells them the basics about your goods/services, resources, and customers.


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Keep Updated!

• It is critical that you keep your profile updated. – Why?

• SBA will note in your profile which federal certifications you have.


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Online Representation & Certifications Application (ORCA)

• Replaces the paper-based “Representations and Certifications (Reps and Certs) Process”– http://orca.bpn.gov

• Must have completed your registration in CCR

http://orca.bpn.gov/


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Self and Formal CertificationsOVERVIEW• Small business, Women-owned small business, and

Service Disabled Veteran-owned small business– Self-certification

• SBA publishes small business size standards (13 C.F.R. § 121)– Apply to What?– NAICS

• corresponds to a revenue or employee based size standard.

• http://www.sba.gov/contractingopportunities/officials/size/GC-SMALL-BUS-SIZE-STANDARDS.html


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North American Industry Classification (NAICS) Codes

• Used for Federal Government contracts• This is used to determine business-size.• NAICS- Specialty Trade Contractors-Sub sector

238• A few NAICS Examples:

– Drywall- 238310– Electrical- 238210– Plumbing- 238220


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Self-Certification Information—Continued

• Primary Industry Code –BE CAREFUL!

• Protest Procedure


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Formal CertificationOVERVIEW• Formal Certification

Programs – Section 8(a) Business

Development– HUBZone– Small Disadvantaged

Business (SBD)– Disabled Veteran Business


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Primary Benefits of 8(a)/SDB8(a) Program

• Counseling • Training Opportunities• Opportunity to Market for

federal sole source contracts• Compete for 8(a) Competitive• Mentor-Protégé Program• Includes SDB Certification• Easier application process for

State and local programs

SDB

• Subcontracting Opportunities with federal prime contractors

• Easier application process for State and local programs


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HUBZone Program

• What is it?– Purchases >$3k– SBA Certified

• Term limits?

– Competitive and Sole-Source program benefits– 10% price elevation preference– Principal office in HUBZone– 35% of Employees in HUBZone– FAR 19.13


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Federal Acquisition Regs (FAR)• The Federal Acquisition Regulations

(FAR) – Governs federal procurements– Specifies:

• Type of contracts • Allowable costs• Competitions and negotiations are conducted, • Payment• Other statutory requirements

• Attempting to do business with the federal government without knowledge of the FAR can have grave consequences


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Veteran’s Program

• Service Disabled Veteran-Owned Small Business– Purchases $3k– Term Limits?– Self-Certified

• CCR

– VA determines “service disability”– Competitive and Sole-Source Benefits– Sub and Prime Contracting Goals– FAR 19.14


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Know the RulesFederal Acquisition Regulations (FAR)

www.arnet.gov/far

• Part 13 – Simplified Acquisitions

• Part 14 – Sealed Bidding

• Part 15 – Contracting by Negotiation

• Part 19 – Small Business Programs

• Total parts 53

http://www.arnet.gov/far


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FINDING CONTRACTING OPPORTUNITIES

• Research Past Purchases– GSA Federal Procurement Data Center– https://www.FPDS.gov

• Identify Current Procurement Opportunities– Federal Business Opportunities (FBO)– http://www.fbo.gov


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FedBizOppsIdentify Opportunities – Follow the Money!Identify Opportunities – Follow the Money!

www.fedbizopps.gov www.fedbizopps.gov


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Y--Design and Construct an 11,200 SF NAF Child Development Center (CDC) at Nellis Air Force Base, Nevada

Solicitation Number: W912PL-09-R-004Agency: Department of the Army; Office: U.S. Army Corps of Engineers

Design and Construct a 11,200 SF Child Development Center (CDC) at Nellis Air Force Base. Facility will be constructed using the USAF standard design for large CDC. Construction includes reinforced concrete foundation and floor slab, structural steel frames, split face masonry unit walls, concrete tile roof, fire detection/protection system, utilities, communication support, pavements, landscaping, playgrounds and all other necessary support. This project will comply with DOD antiterrorism/force protection requirements per ufc. THIS IS AN UNRESTRICTED REQUEST FOR PROPOSAL (RFP), LOWEST PRICE TECHNICALLY ACCEPTABLE. Both a technical and a price proposal will be required. The Technical Evaluation Factors for this procurement are in Section 00110, entitled Submission Requirements and Instructions. It is the Governments intent to award based on initial offers without discussions; therefore, the offerors shall provide their best technical and price proposals. There will be one pricing schedule for this project with a Performance Period of 540 days after receipt of Notice to Proceed (NTP). This procurement is subject to Clause 52.219-4 NOTICE OF PRICE EVALUATION PREFERENCE FOR HUBZONE SMALL BUSINESS CONCERNS. If the awarded offeror is a large business, they will be required to submit a subcontracting plan for the purpose of providing subcontracting opportunities to the maximum practicable extent with the small and disadvantaged firms in accordance with the provisions of Public Law 95-507. The Los Angeles District subcontracting goals are specific percentages of the contractors total planned subcontracted dollars. The goals are as follows: 70.0% with Small Business, 6.2% with Small Disadvantaged Business, 7.0% with Women-Owned Small Business, 9.8% with HubZone Small Business, 3.0% with Veteran-Owned Small Business, and 0.9% with Service-Disabled Veteran-Owned Small Business. The North American Industry Classification System (NAICS) code is 236220 Commercial and Institutional Building Construction, $33.5 M average annual gross revenue for the last three (3) fiscal years. Estimated cost range of the project is between $5M to $10 M.


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Department of General Services• California State Certification-

http://www.dgs.ca.gov • E-Procurement (Bid Sync)

http://www.bidsync.com • Must become registered officially • To be a certified Small Business Enterprise

(SBE) or any other classification you must submit verification to state.

• Process 60-90 Days


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DGS Continued

• Standard industry classification codes-(SIC codes.

• California Multiple award schedule (CMAS)• https://pd.dgs.ca.gov/cmas/default.htm


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Find a CMAS Contract/Contractor

Search by Product/Service Description or Contractor Name - Search by either the Product/Service Description or

Contractor Name.

Commodities and Non-IT Services Contract List - List of commodity contracts. There is an A-Z index to access

contracts by the first letter of a contractor's name. Updated three times a week.

Information Technology (IT) Contract List - List of IT

contracts. There is an A-Z index to access contracts by the first letter of a contractor's name. Updated three times a

week.


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CMAS Small Business Contractors - Small businesses are essential to the success of the CMAS program. This page lists all of the CMAS small business contractors.

Ideal for agencies looking for a small business contractor.

CMAS Disabled Veteran Business Contractors -

Disabled veteran businesses are essential to the success of the CMAS program. This page lists all of the CMAS disabled veteran business contractors. Ideal for agencies looking for a disabled veteran business

contractor.

CMAS Green/Recycled Content Contractors - List of CMAS Contractors that have identified recycled content

in products listed on their CMAS contract(s).


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Finding Subcontracting Opportunities

• Subcontracting Opportunities

Directory of Large Prime Contractors– State by State directory– Listing of prime contractors with names and phone

numbers– This is a great place to market your company

• SUB-Netweb.sba.gov/subnet


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Now what?OVERVIEW• You are registered, now what?

– Marketing– Viewing Solicitations– Preparing your Bid


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Marketing Your Firm• Present your capabilities directly to the federal

activities and large prime contractors that buy your products and services.

• Attend procurement conferences and business expos.

Attend Business Matchmaking events


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Viewing Solicitations• Request or download a bid package• Obtain copies of relevant specifications & drawings• Understand relevant purchasing regulations• Federal Acquisition Regulations:

• Micro-purchases (under $3,000)• Simplified Acquisitions (under $100,000)• Bids & Proposals (over $100,000)


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Preparing Your Bid

3 Rules for a solicitation:-Read it…Read it…Read it!!!

• Request a Procurement History• Attend Pre-Bid Meetings & Walk-Through• Get clarification of ambiguities• Proofread your proposal• Submit it on time!

• Almost doesn’t count!


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Are we done yet?

• Almost . . . . • Next on deck . . . .

– RFP– RFI– RFQ– Bonding


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Questions and Answers

Brian F. PetersGovernment Business Development Specialist

Strategic Contract Solutions, LLC. 916-295-4207

www.strategiccontractsolutions.com

Documents

(c) Strategic Contract Solutions LLC (2009) 1 Selling to the Federal Government Orientation and Local Resources Strategic Contract Solutions LLC Brian