TIPS to be Successful in Federal Government Contracting

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TIPS to be Successful in Federal Government
Contracting
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TIPS to be Successful in Federal Government
Contracting

• Marketing and Doing Business
• Make sure you are targeting the BEST FIT
  agency.
• -this would be a Federal Agency whose mission
  fit the background and capabilities of your
  organization.
• KNOW YOUR TARGET AGENCY

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TIPS to be successful in Federal Government
Contracting

• The better your organization understands the
  Agency, its mission, its core functions, and what
  products services it needs, the easier it will be
  to identify pertinent contract opportunities.
• Do the following
• 1. Get familiar with the agency (relationship
  building)
• 2. Review the Agencys organization web pages,
  to get an understanding of the agencys divisions
  and how they operate
• 3. Learn more about different agencies and
  their spending go to www.usaspending.gov

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TIPS to be Successful in Federal Government
Contracting

• Get Started
• In order to do business with a Federal Agency
  your organization needs to do some basic
  knowledge and foot work
• Know where your core competencies are and what
  your business size standard for that type of
  work.
• The North American Industry Classification System
  (NAICS) codes, developed by the Census Bureau,
  are currently figured by either dollar revenue or
  number of employees. Determine your companys
  NAICS codes.
• www.sba.gov

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TIPS to be Successful in Federal Government
Contracting

• Federal Acquisition Regulations (FAR)-
• All Federal Agencys Procurement Offices follow
  the FAR.
• Any company interested in doing business with the
  federal government must be familiar with the FAR,
  especially the sections relating to small
  business, subcontracting and most importantly
  competitive acquisitions. FAR website access can
  be found on http//www.arnet.gov/far/

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TIPS to be successful in Federal Government
Contracting

• Get Registered
• Make sure your organization is registered in the
  Central Contractor Registration (CCR).
• The FAR now requires both current and potential
  government vendors to register in CCR prior to
  award of any contract, basic agreement, basic
  ordering agreement, or blanket purchase agreement
  on or after October 1, 2003. The CCR web page is
  http//www.ccr.gov/
• Make sure your listing includes your website,
  your certifications, and keep past performance
  information current.

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TIPS to be successful in Federal Government
Contracting

• Where to get hands on help
• Procurement Technical Assistance Center
  http//www.aptac-us.org/new at little or no cost,
  PTACs provide a wide range of assistance covering
  every phase of government contracting from
  initial registration through contract completion.
• http//business.gov/ Is the official link for
  Business to the U.S. Government.

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TIPS to be Successful in Federal Government
Contracting

• First Impression
• Make every effort to ensure that the first
  impression you make is a good one.
• Make sure you Look like a company.
• Be friendly and not pushy.
• Make sure all contact information is correct.
• Proof read your emails and your material prior to
  sending them.
• Make sure your telephone messages are
  understandable, clear, short, and repeat your
  name, company name and phone number twice.
• Do not be late for meetings
• Always let the meeting coordinator know how many
  people you are bringing to a meeting.
• Most importantly, follow up and follow through.

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TIPS to be Successful in Federal Government
Contracting

• Capability Statement
• A capability statement should include the
  following
• products or services that you offer
• the NAICS codes
• a narrative description of your business
• a list of past and current clients
• project descriptions
• teaming partners
• address, telephone number, e-mail, and point of
  contact.
• Have this posted on your website for easy
  access.

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TIPS to be Successful in Federal Government
Contracting

• One-on-One Contact
• Attend Vendor Outreach Sessions (VOS) for you
  targeted Agency.
• Make contact with the appropriate personnel
  (i.e., Program Mgr., Contract Officer,
  Contracting Specialist, Small Business
  Specialist)
• Find out about any changes in the agencys
  procurement plans, and be in a better position to
  compete when new requirements develop.
• It is important that you do not over do your
  contact, you do not want to be considered a
  nuisance. Do not call every day or even every
  week. You need to find the right balance.
• You should always have a solution to the
  governments needs and to be the first firm
  government staff thinks of when they see a new
  requirement in our area of expertise. Most of
  all Do Your Homework.

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TIPS to be Successful in Federal Government
Contracting

• One-on-One Contact (continued)
• Understand the Agency you are marketing. Make
  sure that they are the Best Fit Agency for your
  core competencies and experienced background.
• Look up their forecast and current contract list.
• Pay close attention to the contracts that will
  expire within a year or two. Pay close attention
  to FedBizOpps announcements.
• During your one-on-one contact, be prepared and
  talk about the opportunities you have found in
  that Agency that you are interested in and how
  your firm can fill this need.
• Know and understand each Program office within
  the agency and how your firm can address the
  agency as a whole and in specific program areas.

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TIPS to be Successful in Federal Government
Contracting

• Ability to Deliver-
• Make certain your company can fully provide the
  product or service as promised. Nothing will
  strip you of your credibility faster than making
  promises or claims that you cannot fulfill. To
  prevent this do the following
• realistically assess your capabilities
• internal management resources
• financial capabilities
• Before contracting with your firm, the government
  will evaluate your past performance and assess
  your ability to perform successfully in the
  future.

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TIPS to be Successful in Federal Government
Contracting

• Where is the work?
• All Federal contracting opportunities are posted
  on FedBizOpps www.fbo.gov . You can set up a
  watch list notification and have the system
  send notices to your e-mail as they post.

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TIPS to be Successful in Federal Government
Contracting

• Subcontracting/Teaming/Partnership
• Teaming is a good opportunity to increase your
  experience base as well as work with small and
  larger companies that are more established in the
  Federal Market.
• There are several methods one can use to find
  potential teaming partners. Prime contractors
  will often advertise for teaming partners in
  SUB-Net. http//www.sba.gov/subnet/
• You should market potential teaming partners the
  same way you market your company to the federal
  government.
• Check the Interested Vendor List (IVL) in
  FedBizOpps for subcontracting opportunities.
  http//www.fbo.gov

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TIPS to be Successful in Federal Government
Contracting

• Teaming Agreement
• It is very important that you have a signed
  teaming agreement with your business partner
  prior to submitting a proposal for Federal work.
  The Government contracting personnel only have
  relationship with the Prime contractor. So, it is
  up to you as the subcontractor to protect your
  subcontract role and your business with a
  detailed and signed agreement.
• Trade and Other Organization Read about and
  become involved with as many trade and
  professional organizations as you can. Youll be
  able to learn and network with acquisition
  professionals, joint venture partners, and others
  that may lead you to federal contracting
  opportunities.

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TIPS to be Successful in Federal Government
Contracting

• Contracting Vehicles
• Government Contracting Officer (CO) are very
  busy, particularly at the end of the year. A
  C.O. will look for contractors that offer a
  quicker buying/contracting approach. Contractors
  that have Government wide area contract (GWACs)
  or General Services Administration (GSA) schedule
  contractors offer a quick avenue for contracting.
  www.gsa.gov/gwacs to read about the different
  available contract vehicles.

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TIPS to be Successful in Federal Government
Contracting

• Approved Accounting System
• Agencies award many contracts as cost-type
  contracts. In order to do this the resultant
  contractor must have an approved accounting
  system. You many download a free booklet from
  Department of Defense. Defense Contract Audit
  Agency (Information for Contractors)
• http//www.dcaa.mil/info.htm

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TIPS to be Successful in Federal Government
Contracting

• Great Websites
• Center for Medicare/Medicaid Services
• www.cms.hhs.gov/
• Official site for Medicare Fee for Service
  Contractor Information
• http//cmsnet.cms.hhs.gov/hpages/cmm/mffs/default
  .asp
• Daily Health Policy Report
• http//www.kaisernetwork.org/daily_reports/rep_hp
  olicy.cfm
• Acquisition Central http//acquisition.gov
• Center for Veterans Enterprise (VetBiz)
• http//www.vetbiz.gov/

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TIPS to be Successful in Federal Government
Contracting

• Questions Answers