OPEN BOOK: Government Contracting

8/14/2019 OPEN BOOK: Government Contracting

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oPen Book —Government contrActS

GOvErNmENt cONtractsi YoUr BUSineSS oerS GooDS or ServiceS theGovernment neeDS, the oBStAcleS Between YoUAnD A contrAct cAn Be eASilY overcome

w sd u ss guds pdg paa ad pg yu busss. Ts ssu uss Gverme Cracg , a pay ua d, spay yusd a g spds $400 b p ya gds adss, 23 p s udby cgssa ada b agd

sa bussss Su: SaBusss Adsa [SBA]. i ssg , a 5 p a g as a s asd pus, daa sasa y 3.4 p s dsgasa ud Su: SBA.

i s pssb a pxy ad us ss assad g as s dsuaggs ag bds spa. i s as ab a a a sus ad ud b bug s bds ag a gad. A

Aa expss oPenSm

bs as a a pus. Ta’s s gud s .

h, g yu ssa a yu d sud g ag, us yu saus as a sa busss yu adaag, yu aass ua pgas a asssppaa sp bds. w’ a yuug sps bg dad agg da ags, ad xpa

uas pgas dsgd psa bussss s s bg aday dsadaagd gups.

i add, a ad oPen exp A e. rbs, us sd dg a au yu a a spasg. ou cadb Sy pus spg Day csuGup, ag as bu spag day ad up 5 p as 50 p as ya a. ud Tsa AaDay sads as a xap ay

yg up a p pubsp: w g ad ad g, ayg s pssb.

2

www.openforum.com/openbook



3 Government contrActinG —contentS

Government contrActinG —mAStheAD

Government contrActS the eSSentiAlSTere are a mber e vlved wg crac rm he gverme.

Here’ r e-b-e gde gag r hare he $400 bll aal e

oUr eXPert Government contrActinG opEn Exer Ae E. Rb hw

hw ge r he dr, hebld a ccel wrkg relahwh he gverme

cArDmemBer StorY DAYtner conStrUctionWe mee he wma wh ha drawra rm her Hac clre

bld a cma ha wg a ead fw baal ederal crac

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Edied nd Podued by

wa611 Baday Su 632

n Y, nY 10012 .a.

Creave Drecr — tYler BrûlÉ

Maagg Edr — Jennier mAleAr

Edr — AnthonY BAnkS

Deg Drecr —

mAUrUS rASer Deger —mADS tØrk

ph Edr —StePhen leDGer-lomAS

prdc Edr — JAcqUeline DeAcon

sb-edr —lAUrA voGel

Edral Aa —clAUDiA corrieriDAviD ProterrA

Acc Drecr, Wkreave —meiGhAn DoBSon

prjec Maager, Wkreave —DiAnA keh

Edral Crbr —Alice BreDin

r Bred Be irma

Fr Amerca Exre opEn sM —AmY itzGiBBonS

SArikA SAnGwAnmArcellA ShinDer michelle thomPSon-DolBerrY

4

6




4

thE EssENtIaLs who woUlDn’t wAnt A client thAt SPenDS more thAn$400 Billion eAch YeAr? thiS iS the eSSentiAl GUiDe toenSUrinG YoUr BUSineSSeS SecUreS itS ShAre

Government contrActinG — the eSSentiAlS

Illustration:sun Doyle

T U.S. G s d’s agspuas gds ad ss Su: SBA. apas pps, b s a yu s , s y a g g buy .

G as a jus ag pas – da agsa ud ag a as 23 p spdg sa bussss Su:

SBA. Byd s ag ag, g as a ag ub pgas a dsgd p sa bussssg a sa as.

w s u ga, da pu pss a b sug, ad agg sabussss aga. A agy asus ad guas dad 1000pus pag da Ausrgua Ar guds.

h, s s sasd, sg da ga ps a aas ppuy

sa bussss. may spus a abu gpu – s px, asssa

agag pss s du d,y a’ p agas ag as– a a b ud by s a ab sussu.

Te Power o Small i a ypa ya, g

s 10 “as” – da a a Su: SBA.

S 95 p s ps puassud $100,000, gay ss s sa pas.i a, da us u a agsag sa bussss puass b$3,000 ad $100,000 Su: Ar.

An Open Process w yu’ sg pa

s, s aays asy a yu pa uss pa buy. daags, , a ud pubs puasg ds, ag ay busss a g a b s su as da

Busss oppus .dbpps.g s a as a aaab. Tspss pds a g up sa pas.

Help Is Out TereBsds dsgag a puas

aus sa bussss, gas uds ua pgas dsgdspay uag ad asss sabussss papa bddgpss. Ts sus, d ugags su as U.S. Sa BusssAdsa .sba.g, a p

as uss, ad aa ad dysy appa pdu.

Uncle Sam Is a Powerul Customer hag U.S. G

as a us a ps yu busss sga ad sady g. Tg uy buys ag uad ss, sgay, dss a g pd . Ts ay asa busss ua a g y , bu bg aadd ag a s us – sa sd uda gg yu pay.

m, sg g gs yua “sap appa” a p yu appa a ds, .

how DoeS the GovernmentDeine SmAll BUSineSS?

T SBA aas a sa busssas a a s gad p,pas pay U.S., asa bu U.S. y by payg axs usg Aa pdus,aa ab. T pay a bda s d a aa bass. T a as dusydd sadads py s ad aua u:

500 s auaug adg duss 100 a sa ad duss $6.5 s a ads duss $31 s suduss $23 pupgag ad it duss $0.75 aua u s aguua duss

For more information visit www.sba.gov/size.




5 Government contrActinG —BecominG certiieD

BecominG A certiieD—contrActor Ay pay a appy du

busss da g, bu yu sa busss saus a b a dsadaag ag pss. xap, a sa bussss ay uay sasds a a a uayg as.

Sa yu a ad gsa pss s bas sps:

Prep or SuccessB yu gs s

da G, a su yu a a us a gad. Ts uds:

A Daa Usa nubg SysDUnS ub: T g dsa as by a DUnS ub, aaab Du & Bads .db./US/dus_upda/dx..

A da tax iD ub as as a epy ida nub [ein]

taxpay ida nub [tin]:Appy a irS usg SS4. Yu assa: Yu b asd

assy yu busss by nAicS n

Aa idusy cassa d adby Sic d. Yu a up yu sxdgnAicS ds a .sus.g/pd//as., ad yu Sic d a .sa.g/ssas/ss. ug nAicSds a y pad Sic ds, g s us a.

aa ug a: As

g ps uds as pays Su: SBA, yu d pd ba ug ad au ubs. Ts appa a b yu , bua yu ba aa su ssay a.

Build an Eye-Catching CCR Prolei yu a d busss

da G, yu us yu busss ca cargsa ..g daabas.Ags ad p as u sgaad daabas s

g pa ds. w yu yu a ccr, pays u b aday ad pa ds. Ts ay, yu pa a dad p a yu

pay’s apabs ad uaas.Baus yu ccr p s y ag ds sg g, as a a p.Us suy xpa a yu ad a as yu uu. iud Url yu b s s a da buys aa abu yu. Ad as yu apabs

as, upda yu ccr p adgy.Use the SBA to Your Advantagei a pay b gsd

U.S Sa Busss Adsa, aags sa pgas dsgd psp gups su da as adsubas. Ts ud:

Sa Dsadaagd BusssSDB ad 8a Pga: Dsgd psa bussss dsadaagd s p. SDB pga, busss us b a as 51 p dad d by dduas

a say ad ay dsadaagdSu: SBA. Aa Aas, hspaAas, Asa Pa Aas,Sub Asa Aas ad na

Aas a psud s sadad.hUBz Pga: Ts pga

s dsgd sua ad uag dp ad a jbs dsgad uba ad ua usug da ag asssa.

Claim What’s Rightully Yours

o das udgbagud ad gd a p a yps bussss ag pss. Ts ud:

wd busss: A pay a s d ad d 51 p by a a . T s a gdga a d bussss ss a 5 p a au ap aads d a sa ya.

vad busss: A busssa s a as 51 p d by a a.

Sdsabd adbusss: A busss a s 51 p d

by s dsabd as, asd by vas Adsa,a uay a spa puppus ad sasds Su: SBA.

whAt iS the DierenceBetween An 8(A) AnD A SmAllDiSADvAntAGeD BUSineSS?

B Sa Busss Adsa’s8a pga ad Sa DsadaagdBusss a a dsgd psa bussss s s bg aday dsadaagd gups.

w, sua, pgas appa sa, a bs gg ugad 8a a. sa, 8ad bussss apu ssu as g. T 8a pga asas pégé aspsa a ssay pa Sa Dsadaagd Busss pga.ay, 8ad bussssa aadd a ya busssdp pga SBA, Sa Dsadaagd Bussssa Su: SBA.




6 Government contrActinG —GettinG StArteD

StArt SellinG to—the GovernmentYu’ gsd yu busss

ccr ad uad apppaas. n, d yu sa ggady s g?

s, appa gag sa sags yu ud

us a s. T dag s a us su udds ags d ds adus. Ds a pa a ds yad ags s yu a y ag yu s. Us s guds sa yu pa:

Inspect Your Optionss, u da

Pu Daa Sys .pds.g,a ub gag daa, d ags a a sy buyg yu yp gds ad ss. nx,

s da Busss oppus b s .b.g, as asdBopps. Ts gd s susd au a a ppus $25,000 . Us adad

sa au “sus sug”ppus yu nAicS d. “Sussug” ppus a as, bu as ags a a g s ay sa bussss a apabs y d. rspdg s s yu p yu apabs ags, ad a pu yu a gd ps a aua bd s sug.

arget Ofcialso yu’ dd da

ags y yu, a us p d by a. T Dpa Ds, xap, pas Pu tgy Ass sa cs PtAcs, a p gud yu agpa; y as ay ga aags a yu pus. may da ags spsy d ua ssss, ugy auab aa ppus. ay,ags uy a os Sa

ad Dsadaagd Busss UaoSDBUs. ta d u abuag ppus agsad g ass uss abu agag bddg pss.

Get Financially Fit G as d pay

ada, as a yu us sua yu busss as adua as f g ug bg ad payy. B yu sa gg a as, ay b ba a a d ag ds pa su

yu’ ab aa yu aa saby ugu pj.

Line Up Your Advisorsi yu’ sus abu gg a

g as, yupssa adss. xap, yuay sud udsad daas , ad yu cPA sud b ab p yu aa asps sppus; y d’ a axp, g s s d.ay, sd g a agsua p yu aga pss

ad a g ds busss.Prime or Sub? T g uy s

sabsd asps sgas, a ap sappas Su: SBA. Dpdg pdu s yu s, ay badaagus bg as a suba,ad us xp yu ga p yu uu sas as a p a.lag bussss p as a $550,000 $1 su pjs us pd a pa

subag ppus upags sa busss Su: SBA.

Get on the GSA ScheduleBaus a d sa ags a

puasg ds – ayg pu supps – gas s s puasg ug Ga Ss Adsa GSA.Ud s GSA Sdu pga .gsa.g/sdus, GSA sabss gas a a ags d aa supps ad ss dy GSA as. Bg a GSA Sdu

a a as yu as as ass a s g ad sa bus busss b.

GloSSArY o termS —

DUNs (D Uniel Nubeing sye) — A daabas aad by Du & Bads a s usd by dag dy a a,s addss, p ub, py

s ad a.Far (Fedel aquiiion regulion) —

T ppa s us ag ags us puasg gds ad ss.

Gsa (Genel seie adiniion) —

A dpd agy dag a sabss py pu ad sus budgs,pdus, ss, gy ad pa ssas a gags d.

NaIcs (No aein Induy

clifion sye) —

A s ags dpd by Ud Sas, caada ad mx pd dusy ds us. i U.S.,nAicS s pag Sic d sys,bu g s us b.

sIc code (sndd Induil

clifion code) —

A ub sabsd by dag spy aus duss

as dd by u ad pdus.sBa (sll Buine adiniion) —

T SBA as ad 1953 as adpd agy p ss sa bussss ad aa p ps.

sDB (sll Didnged Buine) —

A usd by g da busss a s a as 51 pd ad d by a say aday dsadaagd ddua dduas.




EXPErt OPINIONoBtAininG AnD UlillinG Government contrActScAn Seem DAUntinG, BUt there iS no neeD to BeintimiDAteD, AS oPen eXPert Anne e. roBinSon reveAlS

oPen eXPert —Government contrActinG

Illustration:Noli Nok

T s ag g as ay pa yu busss s gag a ugudsadg sp dads. w a budg a asp a g agy s ssay sa as ay , yu us du yupas a a ay ax yua g as, ug sasa agy,

ssy ag d.i s s, paps aay , yu us b ab da dpss psa ad pa da usas a as g su a auab da. Ab a, g aas d paua a s g uu dads g a:

know the rUleS— t sud ag, ps

b a us ad guas ag pss. os, yu ay b a

s dg sg ga a a pu aa jpady. Ts us a pubsd da Aus rgua, aa

“ Ar,” bb da ag. w yu agy puasgs, yu ay d g Ar, pauay s a y’ abad ab d. T usad ssa Pa 19 Sa Busss Pgas adPa 52, das sadad s adds g as. Yu a Ar a .a.g/a.

BUilD PerSonAl—relAtionShiPS T g ss a b a

busss a d a b usd g s as . cuaasps pu s a abu bd ppus ad aa yu ss. G ,s a yu a uy aa ds. taadaag g ua s,su as agy pu as, aaag ssss ad s asps buys ad supps.

ay, by adg ssss yuag as ay b spag, yu ad u s abu .

Promote YoUrSel — T g a s

p, ad g yu busss yu d dp a sd agapag a ps pu asudsad bs g yu pay. Pas ag suss aad uu as, s ag yuapss yu ag s,

usg as suds a s yu sda agy ’s pb. tsas ad as sussu g pjs a asb auab. o aa, : Aays gpss agy s – yu d a su a yu ag aa ds dss ay pa a a a udb dd ss.

tAlk the tAlk —cua bads a

s bsas a b aspg xpdas ad da buys. cas

d aays udsad a y’ bgd by g puass, y’uab ad puass’ ssags

as pa ssdd sasay. T pb s a a ga gaas us aguag a a s pau uad – s ’s yu au yud’ udsad yg a s. Bu yua g usd , s a gspa by adg as ay assss as yu a ad paps gg

p a ag sua.keeP YoUr hoUSe in orDer — T uay yu dua

a b d b pg adsg g as. Dp asd pap a by aag auads ad a as yu as,su as pa asas ad gs– yu ay d su adug pj dbgs. Ab a su yu a a quay Assua ad quay c qAqc pa pa. csd asusg a cus rasp maag

crm sys p a y assu as bd saus, aad daa ad ps ds as.

Name:

Job Title:

Description:

Member Since:

Anne e. roBinSonvice PreSiDent AnDSenior coUnSelProviDeS leGAlGUiDAnce or AllSmAll BUSineSSProDUctS AnDServiceS

1990

7




8 cArDmemBer StorY —DAYtner conStrUction GroUP

DaYtNErcONstrUctION GrOUP two vitAl keYworDS or Government contrActorSAre “tenAcitY” AnD “networkinG.” BUt or thereSAAlAro DAYtner, theY Are AlSo PArtS o her cUltUre

ad s as pus pay’s auau s gus. i’s a upa da y Day ’s ds us ua g ags bu as sagy s usd uda pu as, a bsud up d: ay.

“Gg a a d s g ag

ss ad as g a yu’d ag,” says Day a aug. “T’s aug ag u gug u sys.G a, as ss a aady b busss yas. vy pas sa by sg g,uss y app b d gpys ss, ad aady pdus. o a a, b pss,”Day adss. “Pu a, g pp a xps ad ad as, s up ad ua asps s a y g yu ad yu’ a sus pay ’s say. G d busss

gaas” Day s uy psd mayad hspa cab c. “Yu d’ d 500

pp, yu pbaby y d ay sg as, s us s. mg, ay oga pd , a b a ugbus, bu u, s x, s a a bg ppad ad ag su yu’ g pa a g .”

Day as ds y adgd as sga as suss.“hspa uu s y suppg,” s

says. “i’ a hspa g s, g gg yu ass s as. Ta’s bugy pu. Pus i g y ad y pp.” Bu ag s Day, s s uda ad gadss bagud. “iaays ad b a aay dpd a,” s says paay. “i ud say i’ py p. i as’ abu bd aag.”

Day’s asgd dad us sd by pas. S as b ad asd

mayad; a, a ca/vuaga, d ay d ds,udg pubsg ad adssg,

sudd ggy a g ad ud a Day ad sbgs sss. “ms adus a’ a g; au ds as yu g d,” s says. “my pas pps, ad i’ d a s gddsa.” a sa, Day ad a as’ dsy b a py a agpay. “i’ ud pssb

ay bu ys,” s says, augg. “Tub s i’ ad, ‘i yu ud jusa us, yu’d b ag….’ S as ,xaspad. “i sa y a us as a g.i’ a a, a , ad i a a gy.”

Day pd a gy pss. S sad a gpay as a yug ay s: “my usbad as a adi sa a s s as uupssa,” s says aay. “Si ug, , a’ b ad p a. i jus a ads, g ss

ad sua, s up a a ub,g ab abs, ad g ug bud pb. By i g

yas ag, Tsa Aa Dayadd U.S. Sa BusssAdsa’s aua wasg, Dc. h pay, Daycsu Gup – a suaag ad sug pay pss budg s sgasps budg assby budggug su ad – as

g ba g ag.o ds ad aapés, s a aad oga ma, as a asu pay. “S ay ud g,” says Day. “T day a i , s as du a cap h sy b Sa Busss c, ad s ad dud a p pays g ag. i ada d.”

tday, Day csu s g s ags da a – a ya, $52 su pj Dc Ga S s Adsa. Ts

jb as bupd up pay’s pag day ad as 50p up jus 5 p a ya ag,

Name:

Company:

Founded:

Location:

thereSA AlAro DAYtner DAYtner conStrUctionGroUP2003mt AirY, mD

Text: su hubndPhotography:miel Edwd




9 cArDmemBer StorY —DAYtner conStrUction GroUP

“i’ py gd a ayg baggag, adi’ a a. Jus baus sgas aday b d a a ay, ds’ a ’s s s. w’ gaud 15 pys a a 5050 aasp, ad a a u py . sa, 100 p upys’ ad as’ a sua.

Ta’s uusua, bu xy pa us. Ta’s a aydy uu sas.”Day s up su

pay a gg gas. h, s u yas busss, us pas. “T da g s xy usd pas pa,” says Day.“Ty a’ ad a ay ss ud pas. i a b a b a a22; a’s yu a pu g ad Gd s i dd.” las ya, Daycsu a up sa as U.S. naa Aady Aaps,

, ag aday oga ma, s up y u a. T pay s pag a 5050 g/

paa s sp a Daygay sagd. “T x s gd, baus s a p pp up ,” ssays. “Bu us a s ag, gpg pj s ug; ’s ga ubusss dp.”

i 2006 Day ma mA m $ Busss pga – dsgd

p a pus g bussss a ba y, g adag – bu s as ys ad d p.

Day s as s up a sagaa a u ag aasu . “Ty’ u uag y a a,” s says,“ad a g a uuay ba s. i ud b a gaaag. Ad u uus a agd.” Ta s suy a aus a a pay s’s ad up s s dad u by a hspa a. G

a Day as apsd da, b g ag ad psa, s dab a ay b usppab.

B ad a ud ad. Ta xp d y busss aa:Us yu a.”

A up yas a Day usbad ad as g pay ad ba a cPA. “i sa augas a ba ad da,” s says, “bu pdbad y xp, ad as ga

sp ad dby as a busssa.” i1990, s as g as a pj aua a ga a Dc s sd usbad A, as pjaag. S ud as a cPApag pa u 2001, bu 2003 s ddd s up pay usbad. “i d a sud b s a ss y pua xp,” s says aaug, ad Day csu Gup asb. T ay yas pay xausg – a p, Day ad ud ud 10 udg 18d

s pus ag daugs da – bu, s says, s ad A baap juggs ay ad bussss. “w spy ad ,” s sugs.

OPPOsItE PaGE Terea ad Alle’bler r cce

aBOvE LEFt

A ew agle he dal grd

tOP

Terea cer whclleage Km seal

aBOvE

Keeg he la he level

FOr mOrE INFO ON

DaYtNEr cONstrUctION

GrOUP sEE:

www.daytnercorp.com




10

Aa expss oPenSm s ddadxusy sg busss s, y by pdg auab paypdus, bu as by pdg xpad p yu g yu busss.Spy g oPenu. a abu s sus ad pus g yu busss.

www.OPENFou.o

t u abu u pdus,pas a 1800nowoPen s .p.

cus S, pas a ub ba yu ad.

T pas ad Urls sd a aad ay ay Aaexpss cpay ad ds sad by .

cpyg © 1995–2008Aa expss cpay.A rgs rsd.

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OPEN BOOK: Government Contracting