Selling to the Federal Government

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Selling to the Federal Government KANSAS CITY
DISTRICT OFFICE Orientation and Local Resources
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• The U.S. Federal Government is one of the largest
  buyers of goods and services worldwide.
• There are three main categories of federal
  purchases

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• Full And Open Competition Procurements open for
  bid from all allowable sources
• Set-Asides Purchases set-aside or reserved
  for either small business, HUBZone, Service
  Disabled Vet owned or 8(a) competition only
• Sole-Source Negotiating with one firm

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First Thing To Do

• Obtain a Data Universal Number System (DUNS)
  Number
• www.dnb.com/us
• DUNS Number can be obtained free-of-charge at
  time of CCR registration (see next slide)

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Register Your Business

• Central Contractor Registration Database (CCR)
• Keep Current (Update yearly at minimum)
• www.ccr.gov
• Online Representations and Certifications
  Application (ORCA)
• https//orca.bpn.gov/

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CCR

• The Central Contractor Registry (CCR) is the
  central system for contractors with the federal
  government. This does not include state or local
  government procurement. This system will be used
  by the federal buyers to obtain vital information
  about your firm, make payments to you under
  federal contracts, and help all buyers locate
  you. After registering in CCR you will want to
  click on Dynamic Small Business Search and
  register as a small business. This will then
  become your company profile. All potential
  buyers access this system to locate firms. It
  tells them the basics about your goods/services,
  resources, and customers. Therefore, it is
  critical that you keep your profile updated. SBA
  will note in your profile which federal
  certifications you have.

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Certification Information

• Following are lists which will show self and
  formal certifications.
• For small business, women owned small business,
  and service disabled veteran owned small business
  you make a self-certification. That means that
  you are certifying that you have read and
  understood the eligibility criteria and are
  certifying that you qualify.
• SBA publishes small business size standards
  (13CFR121) that apply specifically to eligibility
  for small business contracts. Each type of
  business or product or service is classified by a
  NAICS (industry code) which corresponds to a
  revenue or employee based size standard.

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Certification Info - Continued

• When you register in CCR and when you apply for
  formal certifications you will select a primary
  industry code upon which your size for a specific
  application is determined. BUT BE AWARE that
  each federal procurement which is set-aside for a
  small business program carries a size standard
  related to the product/services being purchased
  and all bidders must qualify under that standard
  regardless of their primary code.
• For the self-certifying programs, a protest
  procedure is used in lieu of a formal
  certification. All bidders and federal
  contracting officers may and should protest the
  award of a small business contract when they have
  evidence that a self-certifying bidder does not
  qualify.

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Know the Federal Contract Certifications

• Self-Certifications
• Small Business NAICS Codes
• Woman-owned Business
• Veteran-owned Business
• Service Disabled Veteran-owned Business
• Formal Certification Programs
• 8(a) Business Development
• HUBZone
• Small Disadvantaged Business (SDB)

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Formal Certifications
Requires SBA Approval 8(a) - Socially and
economically disadvantaged firms enrolled in a
9-year business development program. HUBZone -
Small businesses located in areas identified as
historically underutilized business zones,and
with 35 of its employees living in HUBZones.
SDB - Three-year certification for small,
socially and economically disadvantaged firms
eligible to receive prime and subcontract
preferences.
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Primary Benefits of 8(a)/SDB

• SDB
• Subcontracting Opportunities with federal prime
  contractors
• Easier application process for State and local
  programs

• 8(a) Program
• Counseling
• Training Opportunities
• Opportunity to Market for federal sole source
  contracts
• Compete for 8(a) Competitives
• Mentor-Protégé Program
• Includes SDB Certification
• Easier application process for State and local
  programs

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HUBZone Program

• HUBZone Program
• Applies to purchases over 3,000
• Must be certified by SBA - no term limits
• Recertification required every 3 years
• Competitive and sole-source program benefits
• 10 price evaluation preference
• Principal office must be in a HUBZone
• 35 of employees must live in a HUBZone
• FAR 19.13

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Veterans Program
Service Disabled Veteran Owned Small Business

• Applies to purchases over 3,000
• Self Certified on CCR
• VA determines Service Disability
• No term limits
• Competitive and sole-source program benefits
• Subcontracting and Prime Contracting goals
• FAR 19.14

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Know the Rules

• Federal Acquisition Regulations (FAR)
• www.arnet.gov/far
• Subpart 8.4 Federal Supply
• Schedules
• Part 13 Simplified Acquisitions
• Part 14 Sealed Bidding
• Part 15 Contracting by Negotiation
• Part 19 Small Business Programs

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Federal Acquisition Reg (FAR)

• The Federal Acquisition Regulation (FAR) governs
  federal procurements. It is imperative that you
  have a working knowledge of this procurement law
  before entering into contracts with the federal
  government. Federal contracts are different than
  any other contracts. The FAR provides for many
  unilateral actions by the government that do not
  require the agreement of the contractor.
• It also specifies the type of contracts that can
  be used, what costs are allowable, how
  competitions and negotiations are conducted, how
  contractors are paid, and incorporates many other
  statutory requirements for contractors.
• Attempting to do business with the federal
  government without knowledge of the FAR can have
  grave consequences.

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Finding Prime Contract Opportunities

• Research Past Purchases
• GSA Federal Procurement Data Center
• https//www.FPDS.gov
• Identify Current Procurement Opportunities
• Federal Business Opportunities (FBO)
• http//www.fbo.gov

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FedBizOpps
Identify Opportunities Follow the Money

www.fedbizopps.gov
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Finding Subcontracting Opportunities

• Subcontracting Opportunities
• Directory of Large Prime Contractors
• www.sba.gov/gc/sbsd.html
• SUB-Net
• web.sba.gov/subnet

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Federal Supply Schedules

• Investigate Federal Supply Schedule (FSS)
  Contracts
• Become a GSA schedule contractor
• www.gsa.gov

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Market Your Firm

• Present your capabilities directly to the federal
  activities and large prime contractors that buy
  your products and services
• Attend procurement conferences and business expos
• Attend Business Matchmaking events

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View Solicitations

• Request or download a bid package
• Obtain copies of relevant specifications
• drawings
• Understand relevant purchasing regulations
• Federal Acquisition Regulations
• Micro-purchases (under 3,000)
• Simplified Acquisitions (under 100,000)
• Bids Proposals (over 100,000)
• Contract clauses

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Prepare Your Offer

• 3 Rules for a solicitation
• -Read itRead itRead it!!!
• Request a Procurement History
• Attend Pre-Bid Meetings
• Walk-Throughs
• Get clarification of ambiguities
• Proofread your proposal
• Submit it on time!

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Contract Award

• In order to be awarded a federal contract the
  contracting officer must determine that your
  offer/bid is responsive and responsible.
• Responsive means that it was delivered on time
  and by the due date. Late bids need not be
  considered.
• Responsible means that your firm has the
  technical, financial, and managerial capacity to
  perform the scope of work.
• All contracts must be awarded for what the
  government determines to be a fair and reasonable
  price. Even though you might be the lowest
  bidder, the government is never obligated to
  award a contract when they determine the price is
  not reasonable.
• When the government determines that a small
  business bidder is not responsible they must
  forward it to SBA for a Certificate of Competency
  (COC). SBA then independently determines
  competency.

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Seek Additional Assistance

• Procurement Technical Assistance Center
• (PTACs) www.dla.mil/db/procurem.htm
• Small Business Specialists
• www.acq.osd.mil/sadbu
• Local District Offices and Resource Partners
• www.sba.gov
• Local Small Business Development Centers
• SCORE www.score.org
• Womens Business Development Centers
  http//www.onlinewbc.gov/

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LOCAL ASSISTANCE

• Procurement Technical Assistance Centers (PTACS)
• PTAC Kansas City 4747 Troost, Suite 501, Kansas
  City, MO 64110
• MO Donna Leonard 816/235-2891 X2
  leonardd_at_umkc.edu
• KS - Dwayne Long 816/235-2891 X1
  longd_at_umkc.edu
• PTAC Joplin 3950 Newman Road, Joplin, MO 64801
  417/625-9538
• Bernie Franks 417/625-3029
  franks-b_at_mssu.edu

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LOCAL RESOURCES

• General Services Administration (GSA) Heartland
  Office of Business and Support
• 1500 East Bannister Road
• Kansas City Missouri
• 816/926-7203
• business.counseling_at_gsa.gov

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LOCAL RESOURCES

• Kansas City District Office
• Procurement Programs and Assistance
• Rhonda Hardin 816/426-4911
  rhonda.hardin_at_sba.gov
• Bob Fayne 816/426-4917
• robert.fayne_at_sba.gov
• Barbara Caldwell 816/426-4902
  barbara.caldwell_at_sba.gov
• Kathy DeVoe 816/426-4917
• kathy.devoe_at_sba.gov

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Helpful Web Sites

• DOD Small Disadvantaged Business Utilization
  Office
• www.acq.osd.mil/sadbu
• Procurement and Technical Assistance Centers
• www.sellingtothegovernment.net
• Small Business Development Centers
• www.sba.gov/sdbc

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More Helpful Web Sites

• SBAs Home Page
• www.sba.gov
• Government Contracting www.sba.gov/GC
• Site includes links to all major government
  contracting programs discussed here plus much,
  much more.

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• Please take a few minutes to complete the
  training evaluation form.
• Thank you.

SBA Evaluation