Beruflich Dokumente
Kultur Dokumente
Government
Conrad Valle
Assistant District Director
SBA Michigan District
(313) 226-6075, Ext. 254
E-mail:conrad.valle@sba.gov
The federal government purchases over 200
billion dollars in goods and services each year
that range from paperclips to complex space
vehicles.
In FY 2006 over $415 billion was actually
spent.
2006 Michigan placed 43rd in contracts on a
per capita basis
2006 in Michigan by Place of Performance
$5.3 Billion 25th Place Nationally
2006 in Michigan by Contractor State
$5.7 Billion 20th Place Nationally
Distribution of Contracts
Total Large and Small Businesses Sales to Government
Large >80%
Large 5%
Small 95%
Certifications ORCA
http://orca.bpn.gov
Federal Technical Data Solutions
(FedTeDS) website
http://www.fedteds.gov
Where are the Bid
Advertisements?
Federal Contract Opportunities
Government Procurement Search Engine
(Vendor Notification Service)
http://www.fbo.gov
Exceeds $100,000
Specs not always exact
Contractors submits proposal on how they plan to do
the work and at what price
Proposals subject to negotiations
CONTRACT NEGOTIATION
Michael Klewicki
Patricia Clancy
fedconservices@aol.com Phone: 248-722-1176
FAX: 248-547-9699
SBAs Resources to Help
Small Businesses Obtain
Subcontracts
Commercial Market
Representatives (CMRs).
Subcontracting
Opportunities Directory
SUB-Net -- Electronic
Bulletin Board for
Subcontracting
Opportunities
How Does One Locate a
CMR?
From the SBA Home Page (www.sba.gov),
click on SBA Programs and scroll down to
Government Contracting.
From Government Contracting Home Page
(www.sba.gov/GC), click on Contacts and
Representatives.
The 4th menu selection on the next page will
give you a list of all of SBAs CMRs
(approximately 34 individuals)
What Makes a Good
Contractor?
Understand every detail of the statement of work
(SOW) as it applies to your subcontract
Understand the Governments expectations at
the prime contract level
Meet the terms & conditions of your subcontract,
especially with respect to price and delivery
Keep the lines of communication open
Dont let problems fester
Dont let your customer ever be surprised!
What Does the Federal Government
& Prime Contractors Look for in a
Contractor/Subcontractor?
Firms that can provide products or services
cheaper or better (more efficiently) than if they
were made or performed in-house
Good references
Socio-economic status
Firms that can help a prime contractor to meet its
socio-economic goals on Government contracts are
always a bonus
1) Is my business big
enough?
Responsible
Competitive
Patient in dealing with
bureaucracy
Committed to invest resources to
market to the government
SBA Small Business Size
Standards
500 Employees for most manufacturing
100 Employees for all wholesale trade industries
$6.5 Million for most retail and service
$31 Million for most general construction
$13 Million for all special trade contractors
$.75 Million for most agricultural industries
http://www.sba.gov/size
2) Do I have the financial
capability ?
Are you just starting out, short on
cash flow, able to make payroll &
other payments without problems?
3) Do I have a quality
assurance program ?
Computer
Modem
Dedicated telephone line
Internet connection
5) Do you have Internet
access ?
Electronic bid boards.
IQS Internet Quoting System.
Web invoicing system.
Yes, Yes, Yes, I can do it !
Oh, are you aware of the government
rules? They are called the FAR (Federal
Acquisitions Regulations).
http://www.arnet.gov/far/
There are several on-line training courses that can help you better understand
the Federal Procurement Process:
www.sba.gov/training
1. Read It Carefully
AND
On Receiving a Solicitation
2. Read It Again
AND
On Receiving a Solicitation
3. Read It Again
Final Thoughts
The Federal Government can be a great
market for many small businesses.
BUT
To succeed you must fully commit to
learning all aspects of contracting the
federal government way.
QUESTIONS?