TIPS to be Successful in Federal Government Contracting - PowerPoint PPT Presentation

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TIPS to be Successful in Federal Government Contracting

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The Government contracting personnel only have relationship with the Prime contractor. So, ... – PowerPoint PPT presentation

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Title: TIPS to be Successful in Federal Government Contracting


1
TIPS to be Successful in Federal Government
Contracting
2
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

3
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

4
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

5
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/

6
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.

7
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.

8
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.

9
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.

10
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.

11
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.

12
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.

13
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.

14
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

15
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.

16
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.

17
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

18
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/

19
TIPS to be Successful in Federal Government
Contracting
  • Questions Answers
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