Sie sind auf Seite 1von 68

Selling to the Federal

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%

Large firms represent less than 5% of businesses.


Large firms receive more than 80% of the
procurement dollars.
Federal Purchases by Category

36% - Supplies and Equipment (Electronic,


Transportation, Metal Products)
35% - Services (Engineering, R&D Management,
Business and Health)
19% - Agriculture, Transportation,
Communications, Utilities, Finance & Administration
7% - Construction
3% - Wholesale/Retail
SBA Government Contract
Assistance Programs
Federal Agency Contract Goal Program
Prime Contract Program (PCRs)
Size Program
Small Business Categories
Procurement Marketing (CCR & SUB-Net)
Subcontract Program (CMRs)
Certificate of Competency Program (COC)
The SBA is responsible to see that
statutory government wide goals are
met in the aggregate
The statutory goals:
23 percent of all prime contracts for small businesses
(SB)
5 percent of prime and subcontracts for small
disadvantaged businesses (SDB)
5 percent of prime and subcontracts for woman
owned small businesses (WOB)
3 percent of prime contracts for Historically
Underutilized Business Zone small businesses
(HUBZone SB)
3 percent of prime and subcontracts for service
disabled veteran-owned small businesses (SDVOSB)
Procurement Center
Representatives
Counsel small businesses
Review buying activitys SB programs
Review Subcontracting Plans
Recommend acquisitions for 8(a) program
Train agency staff in SB programs
Speak at procurement conferences
Procurement Center
Representative

Where are PCRs Located?

Federal Agencies and Buying Activities which do


at least $500 Million in Procurements annually.

Nationwide - 47 PCRs at 255 (out of 2,200) federal


buying centers: awarded $120 Billion
Procurement Center
Representatives
For Michigan

US Army Tank-automotive and Armaments


Command (TACOM) Warren
Pamela Thompson
e-mail: thompsop@tacom.army.mil
Phone: (586) 574-8124
What Determines small ?
(First Criteria)

Only SBA determines size.

A business entity organized for profit, with a


place of business located in the United States,
and which operates primarily within the United
States or which makes a significant contribution
to the U. S. economy through the payment of
taxes or use of American products, material or
labor (13 CFR Part 121)
What Determines small ?
(Second Criteria)

North American Industry Classification


System Code (NAICS Code)
http://www.sba.gov/size/
Manufacturers = Number Employee

Services = Annual Gross Sales


332 -- Fabricated Metal Product Manufacturing

NAICS Description Size


332116 Metal Stampings 500
332813 Electroplating, Plating, Polishing,
Anodizing, and Coloring 500
332992 Small Arms Ammunition
Manufacturing 1,000

332993 Ammunition Manufacturing 1,500


(except Small Arms)
332994 Small Arms Manufacturing 1,000
5413 - Architectural, Engineering,
and Related Services

NAICS Description Size


541330 Engineering Services $ 4.0M
EXCEPT Military and Aerospace Equipment
and Military Weapons $23.0M
EXCEPT Contracts and Subcontracts for
Engineering Services awarded under
the National Energy Policy Act of 1992
$23.0M
EXCEPT Marine Engineering and Naval
Architecture $13.5M
Small Business Categories

Small Business (SB)


8(a) Certified Small Business
HUB-Zone Small Business (HUB-Zone)
Small Disadvantaged Business (SDB)
Woman-Owned Small Business (WOSB)
Service-Disabled Veteran-Owned Small
Business/Veteran-Owned Small Business
(SDVOSB/VOSB)
Certification
Federal Contracts
Small Business (self-certify)
Woman-owned Small Business (self-certify)
Veteran-Owned Small Business (self-certify)
Small Disadvantaged Business (pre-certification)
8(a) Program (pre-certification)
HUBZone Small Business (pre-certification)
Woman-Owned Small Business
Small business concern, and

At least 51 percent owned by one or more


women, and

Whose management and daily business


operations are controlled by one or more
women.
Veteran-Owned Small Business
& Service-Disabled VOSB

Small business concern, and

At least 51 percent owned by one or more


veterans/service-disabled veterans, and

Whose management and daily business


operations are controlled by
veterans/service disabled veterans.
Set Aside Programs

FOUR Set Aside categories:


Small Business Set Asides (SBSA)
SBA 8(a) Set Asides
SBA Hubzone Set Asides
SDVOSB Set Asides
Other Set Aside Programs

Simplified acquisition - Procurements over


$2500 and under $100,000.
Reserved for Small Business
Contracting Officer must justify if not set-aside
The Federal
government recognizes
3 certifications involving
small businesses:
8(a) Small Disadvantaged
Business Certification
HubZone Certification
Small Disadvantaged
Business (SDB) Certification
Requirements for 8(a)Certification:
 Small Business,
 U.S. Citizen,
 51% owned & controlled by Socially &
Economically Disadvantaged
Individuals
 Less than $250,000
Personal Net Worth
Requirements for Certification by SBA

1. Small Business Located in a HUBZone


http://www.sba.gov/hubzone

2. Owned & Controlled by U.S. Citizen/s

3. At least 35% employees reside in a HUBZone

4. Verified in www.ccr.gov, Dynamic Small Business


Search
Benefits Of HUBZone Program

Sole Source Contracts (<$3.5M


services, <$5.5M Mfg)
Restricted Competition (Any $
amount, 2 or more)
10% price evaluation preference in
F&O Competition
Small Disadvantaged Business

Small Business, and


U.S. Citizen, and
51% owned & controlled by Socially & Economically
Disadvantaged Individuals, and
Certified as SDB by SBA (Certification is good for 3
years)
8(a) firms are SDBs
Less than $750,000 Personal Net Worth
Verify on www.ccr.gov under Dynamic Small
Business Search (DSBS)
Get Your Foot in the Door

Central Contractor Registration (CCR)


http://www.ccr.gov/

The U.S. Small Business Administration, the


Department of Defense, the Office of Management
and Budget and the General Services
Administration have taken steps to simplify the
federal contracting process by creating an
integrated database of small businesses that want
to do business with the government.
Get Your Foot in the Door
continued

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

Agency Web Sites


http://dodbusopps.com/
http://www.gsa.gov
http://prod.nais.nasa.gov/pub/fedproc/home.html
HOW THE GOVERNEMNT
BUYS
CONTRACTING METHODS
SIMPLIFIED PROCEDURES
Federal Acquisition Streamlining Act
(FASA) of 1994

Procurements under $100,000


Over $25,000 still must use www.fbo.gov
Over $2,500 but less than $100,000 reserved
for small business
UNDER $2,500 Government Credit Card
SEALED BIDDING
Invitation For Bid (IFB)

Buy is clear, accurate and complete

Bids opened publicly at a specified


time, read aloud and recorded

Contract awarded to low bidder who is


found to be responsive

Used very little


CONTRACT NEGOTIATION
Request For Proposal (RFP)

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

Request For Quotation (RFQ)


Govt is looking into possibility of buying a
product or service
Not considered a binding contract
Govt issues order based on the offer
Becomes contract when supplier accepts
order
CHANGES
Best Value
Not necessarily to lowest bidder
Award goes to contractor that best satisfies
govt needs
Intent of Best Value must be stated in RFP
Evaluation criteria in the RFP very important
Past performance may also be a factor
CONSOLIDATED PURCHASING
PROGRAMS
Acquisition Vehicles
Multiple Award Contracts Long term
vendor agreements with fewer vendors
Multi-agency Contracts
Government-Wide Acquisition
Contracts (GWAC)
Increase use of GSA Schedules
Buyers issue orders against existing
contracts/schedules
CONSOLIDATED PURCHASING
PROGRAMS
(continued)

Agencies that use these programs the most


General Services Administration (GSA)
Defense Logistics Agency (DLA)
Department of Veterans Affairs (VA)
Federal Supply Service
Multiple Award Schedules.
Schedules = Categorized lists of similar
product/services and suppliers.
Multiple Award Schedule = Government
awards contracts to various suppliers
offering similar products/services at
varying pre-approved prices.
Basis Of Award = Fair and reasonable
price. 5
What are the GSA
Schedules?
GSA Schedules are the groupings of
commodities or services identified
under the program.
They represent more than four million
products and services.
Why Do I Need A GSA
Schedule Contract?
You need a contract with GSA when you
are trying to sell your products or
services to Federal agencies who only
want to buy products and/or services
from GSA contract holders.
They are not mandatory but they are a
preferred source of procurement for most
government agencies.
GSA Multiple Award
Schedules

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 ?

Candidate's Existing QA system


ISO 9001, ISO 9002, QS 9000, ASQC-E4
ISO 14001, and ISO 10012-1
4) Does the business have
the technology ?

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

Business Opportunities and Guide to Winning Federal


Contracts

Introduction to Federal Contracts

Insight: Guide to the 8(a) Business Development Program


SBAs Key Internet
Addresses
SBAs Home Page: www.sba.gov
(includes a link to SUB-Net)
Government Contracting:
www.sba.gov/GC
SDB: www.sba.gov/sdb
HUBZone: www.sba.gov/hubzone
Women: www.womenbiz.gov
Also www.women-21.gov
Vets: www.sba.gov/VETS/
Michigan PTACs
Muskegon Area First Muskegon Area First
Big Rapids (231) 796-4484 Muskegon (231) 722-7700

Wayne State University N.E. Michigan Consortium


Detroit (313) 577-2241
Onaway (989) 733-8548
Genesee Regional Chamber of Commerce
Flint (810) 600-1432/1433/1434 Economic Development Alliance of
St. Clair County
Technical Assistance Center of Port Huron (810) 982-9511
South Central Michigan
Jackson (517) 788-4680
Saginaw Future, Inc.
S.W. Michigan Technical Assistance Center Saginaw (989) 754-8222, Ext. 232
Kalamazoo (269) 381-2977 ext. 3243/3245
Downriver Community Conference
Schoolcraft College Procurement Technical Southgate (734) 362-3477
Assistance Center
Livonia (734) 462-4438
N.W. Michigan Council of
Macomb Community College PTAC Governments
Thumb Area Satellite Office Traverse City (231) 929-5036
Marlette (989) 635-3561, Ext. 227
Macomb Community College PTAC
Warren (586) 498-4039/4142/4163/4122
Michigan Minority
Business Enterprise Center

A Federally Funded Program under the


Minority Business Development Agency
U.S. Department of Commerce
and
Operated by The Michigan Minority Business
Development Council
MMBECs & MMBDCs
Mission Statement

The MMBEC has a collaborative mission statement with MMBDC


to achieve entrepreneurial parity for minority business enterprises
(MBE) by actively promoting their ability to grow and compete in
the global economy.
MMBEC is addressing these challenges faced by MBEs by
offering services that provide the keys to entrepreneurial
success:

1. Access to Markets (Federal & State contract opportunities)


2. Access to Capital (Debt and Equity financing)
3. Access to Strategic Consulting (bid assistance)
Michigan Small Business &
Technology Development Center
An outreach partner of the U.S. SBA with
offices throughout the state.
Provides services to new, emerging and
established ventures
Counseling (no-cost)
Training (low-cost)
Research (no-cost)
Special Programs
for Established Businesses

Venture Forward Entrepreneurial Training

Fiscal Fitness for the Growing Business

PeerSpectives CEO Roundtables


Regional Director Contacts
(www.misbtdc.org)
Wayne / Oakland Macomb
Richard King Don Morandini
Eastern Michigan Macomb Economic
University Development
734-487-0490 586-469-5118

Washtenaw (Ann Arbor)


Charlie Penner
Washtenaw Community College
734-547-9170
3 THINGS TO REMEMBER
KNOW YOUR CUSTOMER
Who buys your product or service
How they buy
When they buy
KNOW THE RULES
Federal Acquisition Regulations
Contract requirements and specifications
Contract history
PERFORM AS PROMISED
On-time delivery
Quality
Price
On Receiving a Solicitation
First 3 Things to do

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?

Das könnte Ihnen auch gefallen