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IntroductoryDoing Business
with the Government
Partners in Contracting Corporation
Founded in 1984, Statewide Procurement Technical Assistance Center (PTAC) since 2011.
Offices in Hammond, Fort Wayne and Bedford
Funded by the Defense Logistics Agency (DLA), the State of Indiana Office of Community and Rural Affairs (OCRA) and regional partners.
Will be joining Indiana OSBE office in 2014.
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Is My Business Ready for
Government Contracting?
Getting StartedQuestions about my Business
1. Do you have an existing commercial base of business?
2. Do you have the resources? (People, marketing material, equipment)
3. Are you E-Commerce literate?
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Getting StartedQuestions about my Business
4. Does it fit your overall business strategy?
5. Can you meet the Government’s needs? (quality, financial, delivery requirements.)
6. Can you be focused & patient?
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Getting StartedQuestions about my Business
7. Can you make money doing it?
8. Who is your competition?
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Getting StartedQuestions about my Business
9. Who are potential partners?
10.What trends/events affect need for your product or service?
11.Where to you get help?
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Certificationsand
Registrations
Certifications and Registrations
The BasicsSystem for Award Management (SAM)-
www.sam.govDynamic Small Business Search (DSBS)Federal Business Opportunities (FBO)-
www.fbo.govFor ManufacturersU.S./Canada Joint Certification (JCP)Defense Internet Bid Board (DIBBS)
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Government Contracting
Goals and Set Asides
Government Contracting Goals and Set Asides
Every federal government purchase anticipated to be valued from $3,000 to $100,000 is automatically set aside for small businesses as long as there are at least two companies that can provide the product/service.
Contracts over $100,000 can be set aside if enough small businesses are able to do the work.
Contracts over $750,000 have to include a small business subcontracting plan so that small businesses can get work under these large contracts.
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Government Contracting Goals and Set Asides
Small Business 23%
HubZone 3%
8(a)/SDB 5%
WOSB 5%
SDVOSB 3%
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How Do I Find Contracting
OpportunitiesOr Marketing 101
Procurement Marketing 10114
Understand the market - who buys what and how.
Remember, the federal government is decentralized Most agencies consists of numerous buying
agencies You can find government agencies at
www.fbo.gov
Procurement Marketing 10115
Your customer is the government agency.Know your customer:Their requirementsTheir processTheir rulesWhat they buyHow they buyWhen they buyReferral contracts
Procurement Marketing 10116
Sign up for PICC’s FREE BidMatch Service.
Search 400 procurement data bases.
Tailor the output with keyword search.
Delivered to your email.
Procurement Marketing 10117
Develop a marketing plan/strategyUse BidMatch to streamline search processFocus on three to five agenciesResearch targeted agencies websitesResearch forecast of procurement/contracting
opportunities Research past contract activities www.fpds.govConsider sub contracting with prime contractorConsider joint venture/teaming this can be a
way to leverage set aside designations
Procurement Marketing 10118
Participate in:Targeted Outreach activities
Local conferences and trade shows
Allow six-eighteen months for relationship
Procurement Marketing 10119
Who can I talk to at a government agency?Search out the Small Business Liaison
(SBLO)
Office of Small and Disadvantaged Business Utilization (OSDBU)
Office of Small Business Programs (OSBP)
Know the Regulations That Apply to Your
Business
Know the Regulations
Applies to everyone: FAR
DoD supplement: DFARS
Most US departments have supplemental
regulations!
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What Really Works
What Clients Say Really Works
Continuous marketingBuilding relationshipsNetworkingMultiple contracting vehiclesBeing preparedPatiencePersistenceGet involvedPast performance
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What Clients Say Really Works
Differentiation Price Quality Safety record Past performance Services offered Customer service Contract administration
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Get ConnectedStay Connected
Small Business Specialist
Small Business Liaison Officer
Office of Small and Disadvantaged Business Utilization
Small Business Development Centers
Procurement Technical Assistance Center
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Use Sources of Information
Federal Business Opportunities www.fbo.gov
Federal Procurement Data System www.fpds.gov
SBA Dynamic Small Business Search http://dsbs.sba.gov/dsbs/search/dspdsbs.cfm
Department of Defense Office of Small Business Programs http://www.acq.osd.mil/osbp/doingbusiness/
DoD_Contractin_Guide.htm Agency Forecasts
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Procurement Marketing 10127
Government Agency Websites
U.S. Treasury http//www.treasury.gov/about/organizational-structure/offices/Mgt/Pages/dcfoosdbu-
how-to-index.aspx
Department of Justice Monthly Counseling Sessions www.usdoj.gov/jmd/osdbu/
U.S. Department of Housing & Urban Development www.hud.gov/offices/osbdu/
Department of Agriculture Vendor Outreach Program www.usda.gov/osbdu/
U.S. Department of Labor www.dol.gov/osbp/regs/procurement.htm
Department of Veteran Affairs www.va.gov/osdbu/
Defense Supply Center Training www.dscc.dla.mil/new/events/tko/
Contact Information28
Main Office:5209 Hohman AvenueHammond, Indiana 46320Phone: 219-750-1200Fax: 219-750-1211Email: [email protected]
Ft. Wayne Office:4312 Hobson Road, Suite BFt. Wayne, Indiana 46815Phone: 260-481-0491Fax: 260-481-0499Email: [email protected]
Bedford Office:1504 I StreetBedford, Indiana 47421Phone: 812-277-9789Email: [email protected]
Website: www.piccorp.org
