HOW TO DO BUSINESS WITH THE FEDERAL GOVERNMENT

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HOW TO DO BUSINESS WITH THE FEDERAL GOVERNMENT

• An Introduction to Business Matchmaking
• Saturday, January 10, 2004
• Cal State University - Fullerton

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Why The Federal Government?

• Worlds Largest Customer
• Buys Almost Everything
• Spends Billions

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Goal of the Federal Government

• A quality product or service
• Delivered on time
• At a fair competitive price

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Okay So How Do I Get Started?

• Get Registered
• Do Research
• Find Opportunities
• Find The Right People
• Get Certified
• Market, Market, Market

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Get Registered

• Dun Bradstreet (www.dnb.com) or
• 1-800-333-0505 for DUNS Number
• For CCR Registration, Necessary
• CCR (Central Contractor Registration)
  (www.ccr.gov)

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PRO-Net

• Procurement Marketing Access Network
• Effective January 1, 2004, PRO-Net Integrated
  into CCR
• Create one portal for entering searching small
  business sources
• Simplify government-wide vendor registration
• No longer register in both ONLY CCR

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How Do I Register in CCR?

• Download CCR Handbook
• http//www.ccr.gov/handbook.cfm
• Manually collect CCR registration information
• Go online and complete registration
• Get assistance, if needed
• CCR Hotline [phone]
• SBDC or PTAC

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Whats Required?

• Mandatory Fields
• DUNS Number - NAICS Codes
• CAGE Code - SIC Codes
• EIN/TIN - EFT Info
• Business Type(s)
• Check ALL that Apply

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Research, Research, Research

• Identify your product/service
• Identify your NAICS code
• North American Industry Classification System
• Identify your size (Are you small?)
• Identify who buys your product/service
• Identify how they buy

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How do Federal Agencies Buy?

• Dollar Thresholds
• Micro Purchases Under 2,500
• Simplified Acquisitions 2,500 - 100,000
• Above 100,000
• Methods of Contracting
• Government Credit Card
• Purchase Orders or Basic Ordering Agreements
• Invitation for Bid/Request for Proposal (IFB/RFP)
• GSAs Federal Supply Schedule (FSS)

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Finding Opportunities

• FedBizOpps
• www.fbo.gov
• Agency Websites
• Procurement Forecasts

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Find The Right People

• Start with the Agency Small Business Specialist
• Acts as liaison between supplier buyer
• Does not buy anything
• Can put you in contact with technical person or
  buyer

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Marketing

1. Market selectively
2. Market knowledgeably
3. Market constructively
4. Market early
5. Market timely
6. Market continually
7. Repeat and improve on steps 1 - 6

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Know the Rules !!

• FAR (Federal Acquisition Regulations)
• http//www.arnet.gov/far/
• Each agency may have their own supplement, e.g.,
  DFARS
• Army - AFARS
• Corps of Engineers EFARS
• FAR Part 14 Sealed Bidding
• FAR Part 15 Contracting by Negotiation
• FAR Part 19 Small Business Programs

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I Found A Job Now What?

• Read the bid package
• Read the bid package
• Read the bid package
• Make a copy of the bid package
• Do not mark up the original bid package
• Never submit a bid based on the fact that you
  might be able to do the job
• Never, never, never, never make a unilateral
  change to any aspect of a solicitation an
  awarded contract or a contract modification

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3 Things to Remember

• KNOW YOUR CUSTOMER
• KNOW FOLLOW THE
• RULES
• PERFORM AS PROMISED

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Can I Just Be A Subcontractor?

• Yes, contact large prime contractors via
  directory
• http//www.sba.gov/GC/indexcontacts-sbsd.html
• Contact Small Business Liaison Officers
• Subcontracting Plans

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What is SBAs Surety Bond Guarantee Program?

• SBA guarantees bid, performance, payment, or
  ancillary bonds issued by surety companies
• Two Programs
• Prior Approval Program
• Preferred Surety Bond (PSB) Program
• How do I find out more?
• http//www.sba.gov/wa/seattle/seasbg.html

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What is the Mentor-Protégé Program?

• Which Program?
• SBAs 8(a) BD
• Department of Defense (DOD)
• NASA
• Why participate?
• Get necessary assistance Including financial
• Special contracting programs or considerations

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What are SBA Joint-Venture (JV) Initiatives?

• 8(a) JV between Mentor-Protégé
• 8(a) Pooling
• Exclusions from Affiliation
• Contract Bundling

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I Am With The Government And I Am Here To Help !

• Nicholas Manalisay, Program Manager
• U.S. Small Business Administration
• 330 N. Brand Blvd., Suite 1200
• Glendale, CA 91203
• [phone]
• gc-lado_at_sba.gov