What This Seminar

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(No Transcript)
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• What This Seminar Can Do For You
• Get You Pointed In The Right Direction
• Provide You With Some Tools (Knowledge)
• Provide You With Resources or Those Who Can
  Assist You
• Plant The Seed Get You To Thinking of The
  Government As A Potential Market for Your Supply
  or Service

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• Whats Your Strategy
• Prime Contracting or Selling To The Government
• Subcontracting Opportunities
• Really, There Are Only Two Ways To Go

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• Prime Contracting With The Federal Government
• Or Bidding For Federal Contracts
• First You Have To Get Signed Up
• Learn Your NAICS Codes
• http//www.census.gov/eos/www/naics/
• Table of Size Standards
• www.sba.gov/size Click on the Small Business
  Size Standards link then the Table of Size
  Standards down in the fifth paragraph.
• Dun Bradstreet Number
• [phone] or [phone]
• Get Signed Up In The Central Contractor
  Registration (CCR)
• www.ccr.gov
• CCR Help Desk [phone] or direct dial (334)
  206-7828
• Get Signed Up In ORCR
• http//orca.bpn.gov
• Learn To Use Federal Business Opportunities
  (FedBizOpps)
• http//www.fbo.gov

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• When registering in CCR, under Corporate
  Information or Type of Organization, all Small
  Business Firms should select Corporation. You
  will then get an option to select LLC or Sole
  Proprietorship. This information is provided in
  the CCR Users Guide, located under the Help
  tab, which you should download and read.

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Be sure that when you complete your CCR
Registration you go into the Register or Update
Your SBA Profile section. This is where you
enter your firm into the CCR Dynamic Small
Business Search database.
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• Using FedBizOpps To Locate Subcontracting
  Opportunities
• In some cases, to locate subcontracting
  opportunities you may not just look under the
  NAICS codes that apply to your business. i.e.
  Plumbers or special trade contractors may not
  just look for plumbing jobs, or at the plumbing
  NAICS code, but jobs that contain plumbing
  truckers may look for levee jobs or Heavy
  Construction NAICS codes 237990.
• FedBizOpps Interested Vendors Tab
• VA-101-09-RP-0123
• NAICS Code 236210 Industrial Building
  Construction
• NAICS Code 236220 Commercial and Institutional
  Building Construction
• Use the NAICS Codes to locate a solicitation
  then Market to the firms in the Interested
  Vendors Tab. Develop an electronic brochure you
  can email a Capabilities Statement.
• Just this one project will need subcontractors
  in many different trades such as General
  Contractors, Trucking/Hauling, Flooring,
  Electrical, Plumbing, Sheetrock, Roofing,
  Industrial Suppliers, Landscaping and the list
  goes on.

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• Marketing To Prime Contractors for Subcontracting
  Opportunities
• A Few Rules
• Do What You Say You Can Do And Do It Well
• Dont be afraid to turn down jobs jobs that are
  beyond your capacity or may be too risky
  (Compressed Delivery Schedule or, take a job
  with a contractor who does not have a valid state
  contractors license)
• Have a Niche Have a particular trade, supply
  or service that you provide (A Jack of all Trades
  is a Master of None)
• Develop a Capabilities Statement
• Get out and meet people Workshops, Conferences
• Use FedBizOpps to locate possible opportunities

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• Capabilities Statement
• Four Areas To Address Keep It Short No More
  Than Two Pages
• Contact Information
• Company Name, Address, Phone Number At least
  two points of contact to include email address
  and cell phone
• Licenses, Certifications State Contractors
  License, DBE, 8(a), HubZone, Woman Owned, Vet..
• Capabilities
• What you do, your trade or what you provide
  Whats your specialty or your Niche
• Capacity
• Can you do a 10K job, a 100K job, a 1M job
  (To also be shown with your references)
• Insurance Coverage's What types and how much
  Workers Compensation Interstate/Intrastate
  Experience Modification Rate (EMR), Liability
• Safety Program Do you have a dedicated Safety
  Officer or Safety Office Safety Plan (Not a
  Single Lost Time Accident in the past Three
  Years No Workers Comp Claims)
• Bonding Ability if Applicable Solid Gold for
  Construction Firms
• References
• Recent Jobs, Customer Name, Project Title and
  Description, Dollar Value YOU performed, not
  the total value of the project, Name and phone
  number of a Point of Contact

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• Capabilities Statement
• Do Not Tell People How Good You Are Everyone
  Says Theyre Good
• No Graphics or Logo, No Vision or Mission
  Statements, No Thank You or Good Job letters
  Dont give a list of awards Let your references
  speak for you. If you have to toot your own
  horn then its probably not worth tooting.
  Good Words about your company are only valued
  if they come from someone other than you.
• There will be a chance later after you have
  gotten the job, and have shown them what you can
  do, to supply this information.

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• Sample Capabilities Statement
• QPL, Inc.
• 1988 Industrial Blvd
• Harvey, LA 70058
• 504-341-1320 office
• 504-341-1321 fax
• florenzo_at_qplinc.com
• fcortes_at_qplinc.com
• Dun Bradstreet No. 804691384
• Primary Point of Contact
• Frank Lorenzo, Jr. [phone] office
• [phone] cell
• [phone] home
• florenzo_at_qplinc.com
• Fred Cortes [phone] office
• [phone] cell
• (337-944-6091 home
• fcortes_at_qplinc.com

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• Description of Services
• QPL provides Reinforcing steel material and labor
  to civil projects such as flood walls, pump
  stations, waste water treatment plants and
  Highway road bridge. NAICS 237210
• QPL also provides Concrete decorative finishes on
  existing and new slabs/structures chemical
  staining, scoring, stamping and polishing.
• QPL provides excavation work on all type of
  surface and levees, ponds, road preparation,
  debris removal and hazardous waste. NAICS
  562119
• QPL provides traffic control permanent and custom
  signs and guardrail products. Sales/rental/install
  ation. NAICS - 561990.
• QPL provides full service fabricating and welding
  services. NAICS 332116, 312, 313, 329, 999.

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• Bonding Ability
• QPL can attain bonding up to 10 million
  dollars.
• Bonding Capability
• Depending on what division we are quoting
• Rebar 100 self perform
• Excavation/Debris removal small jobs are 100
  self perform large jobs we will sub out portions
  required by program above the amounts that we are
  required to perform as an 8(a) or Hubzone.
• Traffic control 100 self perform
• Fabrication welding 75 self perform 25 sub
• Bonding Capacity
• QPL can handle jobs up to our bonding capacity
  of 10 million per task order.

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• References and Past Performance History
• Traylor Bros/Massman Construction
• State Project 829-32-0007, 0008
• Project Manager Greg Cangelosi
• Contact Number [phone]
• Contract date December 2007
• Contract amount 4,881,464.66
• Project LA 1 Fouchon to Leesville Bridge
  Fouchon, Louisiana
• Subcontractor
• Scope of work QPL furnished and installed 8
  million lbs structural rebar steel in
  sub-structures (mats, columns, caps, pre-cast
  beams), decks, barrier rail and approach slabs.
  Note Project 70 complete

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• USDA
• Contract AG-7217-S-07-0124
• Contract Officer Charles Phillips
• Contact Number [phone]
• Contract date July 10, 2007
• Contract amount 323,521.00
• Cameron, Louisiana
• Prime Contractor
• Scope of work Nine miles of channel excavation
  of sediment placement of shaping of spoil.
  Removed debris from irrigation streams and banks.
  Cleaned streams of downed trees, stumps and
  other debris that collected such as house hold
  items, tires and white goods. Cut dead trees,
  split logs and chipped remains of logs and
  branches. Also hauled off white goods and large
  items to approved landfill site. Seeded and
  fertilized areas that were cleared. Note
  Project 100 complete.

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• Questions?
• Randy Marchiafava
• SBA PCR/CMR, Louisiana, Area V
• Office of Government Contracting
• [phone]
• randy.j.marchiafava_at_usace.army.mil