Slideshow for Detroit Regional Chamber's "Meet the Purchasers" workshop, in cooperation with Procurement Technical Assistance Centers (PTACs) of Michigan. November 19, 2009.

1. 1 Federal Government Contracting 101 November 19, 2009 PTACs are not-for-profit organizations dually funded by the State of Michigan and Department of Defense/Defense Logistics Agency. Reproduction and / or distribution of documentation, in addition to the reselling of PTAC services, is strictly, prohibited.

3. Troubleshooting

4. Price History Reports

5. Specifications & Standards

6. Training Events & Seminars

7. Bid Match

8. Agency Matches

9. Solicitation Review & Proposal/Bid PreparationMost of these services are free of charge!

11. Connecting you to supply chains of capable Michigan companies

12. Promote Michigan Manufacturing capacity and capability

15. Company Name

18. Getting Registered – Your First Step

19. Small Business Programs

20. Finding Opportunities

21. Contract Preparation & Administration

22. Resources for Government Contractors

25. Which are successful/stable

26. Looking for market expansion

27. Computer and internet capability/access

29. Finding bid opportunities

30. Electronic invoicing/EFT

31. Bidding

32. Awards

33. Research

35. 12 Getting Registered Your First Step Obtain Duns Number Register in CCR Register in Dynamic Small Business Search Register in ORCA

37. To obtain a DUNS#, call (866) 705-5711 or go to http://fedgov.dnb.com/webform/displayHomePage.doBe sure to use phone number or web site above to avoid being charged to obtain a DUNS number.

39. Standard Industrial Classification (SIC) codeTo look up NAICS and SIC codes, go to: http://www.census.gov/naics/2007/index.html Refer to Registration Assistance Checklist (in your packet) for web links to the codes above!

41. Federal Supply Classification (FSC) - 4 digits

42. National Stock Number (NSN) - 13 digit governmental part numberNSN = valve, ball FSG = valves 4820-01-477-2791 FSC = valves, nonpowered Refer to Registration Assistance Checklist (in your packet) for web links to the codes above!

44. Get paid (Electronic Funds Transfer)

45. Links to Dynamic Small Business Search

46. Assigns Commercial and Government Entity Code (CAGE)

47. Spam alert

48. Does not sign a company up to receive procurement opportunities

49. Profiles must be updated annuallyhttp://www.ccr.gov

50. 17 http://www.ccr.gov

51. 18

53. You must be registered in ORCA if the solicitation you are responding to requires that you have an active registration in CCR.

54. Wait 24-48 hours after completing CCR.

55. ORCA FAQs and Questionnaire: https://orca.bpn.gov/help/help.aspx.http://orca.bpn.gov/

56. 20

57. 21 Small Business Programs

58. 22 Small Business ProgramsSBA Government-Wide Procurement Small Business Act states that all small businesses shall have the opportunity to participate in providing goods and services to the government. To ensure that small businesses get their fair share, the SBA negotiates procurement preferenceswith each federal agency. Those requirements are also passed on to prime contractors through their subcontracting plans.

60. Operates primarily within the U.S. or makes a significant contribution to the U.S. economy (taxes or use of American products, materials or labor)

61. Falls within the size standard for small business in its industry: http://www.sba.gov/size/indextableofsize.html(click “Table of Size Standards” on the right hand side)500 employees for most manufacturing and mining industries 100 employees for all wholesale trade industries $6.5 million for most retail and service industries $31 million for most general & heavy construction industries $13 million for all special trade contractors $0.75 million for most agricultural industries 23% set-aside goal for federal agencies

64. Company owned and controlled by one or more U.S. citizens

65. At least 35% of the company’s employees must be HUBZone residents

66. Formal certification requiredhttps://eweb1.sba.gov/hubzone/internet/index.cfm 3% set-aside goal for federal agencies

68. Self-certify in CCR5% goals for federal agencies

69. 27 Small Business ProgramsService-Disabled Veteran-Owned Veterans with a service connected disability are eligible to self-represent as a Service Disabled Veteran. 3% set-aside goal and sole source opportunities with federal agencies Veterans discharged medically may obtain a copy of military records, by going to: http://www.archives.gov/veterans/military-service-records/get-service-records.html Veterans who were not medically discharged but wish to be evaluated as service-disabled may file a claim at http://www.va.gov, point to “Benefits”, click on “Compensation & Pension”. Center for Veterans Enterprise http://www.vip.vetbiz.gov/ *Veteran-owned and service-disabled veteran-owned business are encouraged to registered here since federal agencies search the database for qualified veteran-owned and service-disabled veteran-owned companies.

70. 28 Small Business ProgramsSet-Asides and Goals Department of Defense goals and requirements concerning contracting with small businesses Set asides 23% Small Businesses 3% 8(a) Set-asides 3% Service Disabled Veteran-Owned Small Businesses (SDVOB) 3% HUB Zone Businesses Goals (Encouraged) 5.8% Small Disadvantaged Businesses (SDB) 5% Women-Owned Small Businesses Best Effort Veteran Owned To monitor agency’s Goals and Achievements, go to: http://www.sba.gov/aboutsba/sbaprograms/goals/index.html

72. Prime contracts over $1 million for construction require a subcontracting plan(Small Business are not required to do Subcontracting Plans) Department of Defense Subcontracting Directory: http://www.acq.osd.mil/osbp/doing_business/Subcontracting_Directory_0908.pdf SBA Subcontracting Directory: http://www.sba.gov/aboutsba/sbaprograms/gc/contacts/gc_subcontracts_opportunities.html

74. Go to their website, learn about them, register as a vendor with them

75. Market to them, let them know they need YOU

76. Become a vendor of prime contractors by filling out prime contractor vendor registrations (usually on their web site)

80. 33 Finding OpportunitiesWhat Does the Government Buy? The Department of Defense Defense Supply Center Philadelphia, Philadelphia, PA., is the contracting agency $14,494,000 Award for, “meals ready to eat” chocolate, mint, orange, lemon, pineapple, and vanilla pound cake to Sterling Foods, Inc., Texas. Fifty eight proposals were solicited, and ONE was received

81. 34 Finding OpportunitiesWhat Does the Government Buy? Air Force at Scott AFB, IL, seeks a small business to provide a keyboardist. Solicitation Number - F7321922610100 NAICS Code: 711130

83. Presolicitation Notices

84. Amendments/Modifications/Cancellations

85. Awards

86. Requests for Information (RFIs)

87. Information deemed necessary by the contracting officer (i.e. Sources Sought Notices)

88. Use as a market research tool!http://www.fbo.gov

90. Add your company to Interested Vendors List

91. Create and save searches

92. Video demonstrationshttp://www.fbo.gov Users Guide: https://www.fbo.gov/downloads/FBO_Vendor_Guide.pdf

93. 37

94. 38

95. 39 Finding OpportunitiesTypes of Solicitations All Bids Must Arrive on Time Request for Proposal (RFP) Products or services Negotiate pricing, specific terms & conditions, technical requirements, delivery schedules, etc. Evaluated on price, value added and past performance, as well as other factors. Request for Quotation (RFQ) Smaller and simpler purchases. Tend to be evaluated on price alone. Invitation to Bid (ITBs) Non-commercial supply or service that exceeds the $100,000 simplified acquisition threshold. Contracting officers decides which bid is most advantageous to government – lowest bid does not ALWAYS win!

96. 40 Finding OpportunitiesSole Source Contracts 43--Brand Name Only. Lakos Model #JSK-0085-V/FL Centrifugal-Action Separator General Information Document Type: Sources Sought Notice Solicitation Number:W9127S08T0015 Posted Date: Nov 19, 2008 Original Response Date: Nov 26, 2008 Current Response Date: Nov 26, 2008 Contracting Office Address: USACE Little Rock District, 700 West Capitol, Little Rock, AR 72201 Description: The Little Rock District, Corps of Engineers is seeking sources for Brand Name Lakos Separator Filtration Pumps. It is the governments intent to award as a Sole Source to the authorized Lakos dealer Condit Company, 7895 Stage Hills Blvd, Suite 101, Bartlett, TN 38133. If other available sources are eligible to quote, your response is requested by 26 November 2008. Contact Juanita Granger, Purchasing Agent at nita.a.granger@usace.army.mil. Point of Contact: Juanita A. Granger, 501-324-5720 Email your questions to USACE Little Rock District at nita.a.granger@usace.army.mil Original Archive Date:Jan 25, 2009 Current Archive Date:Jan 25, 2009 Classification Code:43 -- Pumps & compressors Set Aside: Total Small Business Naics Code:333996 -- Fluid Power Pump and Motor Manufacturing

98. Know your market for pricing.

99. Obtain a procurement history report from PTAC or agency – if available.

100. Who was awarded the contract previously?

101. Attend pre-bid meeting and/or walk-through (construction and service contracts)

102. Get clarification of ambiguities or mistakes in the bid package from the contracting officer.

103. Consider costs for: packaging, shipping, marking, RFID, delivery, overhead, material, labor, transportation, travel

104. Direct questions to contracting officer

105. Proof read!

107. Agency forecasts

108. Competitor searches

109. Attend conferences and seminars

110. PTAC events/seminars http://www.ptacsofmichigan.org

111. SADBU Office conferences/seminars

112. NetworkContracting associations: Association of United States Army (AUSA) http://www.ausa.org/ National Contract Management Association (NCMA) http://www.ncmahq.org/ or http://intranet.ncmahq.org/detroit/default.aspx National Defense Industry Association (NDIA) http://www.ndia.org/ or http://www.ndia-mich.org/ Society of American Military Engineers (SAME) http://www.same.org or http://www.same-DETROIT.org/

113. 43 Finding OpportunitiesFederal Acquisition Jumpstation The Federal Acquisition Jumpstation can be used as a market research tool to link to federal agency buying commands: http://prod.nais.nasa.gov/pub/fedproc/home.html

114. 44 Finding OpportunitiesThe DLA Buying Centers Procures, manages, stores, and distributes 4.1 million items for U.S. military customers, other U.S. federal agencies, and allied forces throughout the world. Online Course: Doing Business with DLA http://www.dtc.dla.mil/dsBusiness/Default.htm What DLA Buys http://www.dtc.dla.mil/dsBusiness/Course.htm DLA Magazine - DLA Loglines: http://www.dla.mil/DLAPublic/DLA_Media_Center/Publications/PublicationArchives.aspx?ID=Publications-LogLines

116. Vendor Training: http://www.dscc.dla.mil/news/events/tko/index.htmlDefense Supply Center Richmond (DSCR) http://www.dscr.dla.mil Center for aircraft weapon systems spare parts & end item, maps, environmental products, industrial plant equipment - Small Business Office: http://www.dscr.dla.mil/sbo/

117. 46 Finding OpportunitiesThe DLA Buying Centers Defense Supply Center Philadelphia (DSCP) http://www.dscp.dla.mil/ Food, clothing, textiles, pharmaceuticals, medical supplies, and general hardware to support warfighters world wide - Small Business Office: http://www.dscp.dla.mil/sbo/index.htm Defense Energy Support Center (DESC) http://www.desc.dla.mil/ Manages all petroleum resources used by the Military, buys/sells deregulated electricity and natural gas to DoD and other federal agencies - Small Business Office: http://www.desc.dla.mil/DCM/DCMPage.asp?LinkID=pgeSmallBusiness

119. View RFPs

120. View Long Term Contracts & EMall Opportunities

121. Access award informationhttps://www.dibbs.bsm.dla.mil

122. 48 Finding OpportunitiesDepartment of the Navy Office of Small Business Programs Visit http://www.donhq.navy.mil/OSBP/ for a list of Navy installations and the requirements they have for contractors Navy Electronic Commerce Online (NECO) Navy procurement opportunities: https://www.neco.navy.mil/

124. Procurement Forecast (LRAE)

125. Online Training

127. Location Information

129. 52 Finding OpportunitiesNASA National Aeronautics and Space Administration NASA Acquisition Internet Services (NAIS) Links to various NASA sites http://prod.nais.nasa.gov/cgi-bin/nais/index.cgi NASA Home Page http://www.nasa.gov/

131. Department of Homeland Security:http://www.dhs.gov/dhspublic/display?theme=37

134. Products: vehicles/watercraft; tools, hardware & machinery; buildings/building materials; furniture, lab & medical supplies, office supplies/equipment; electronics; IT products

135. Obtain a GSA Schedule to be a GSA “vendor”http://www.gsa.gov Search schedules to see where/if you fit in: http://www.gsaelibrary.gsa.gov/ElibMain/ElibHome

136. 55 Contract Preparation & Administration

139. Passive RFID tags at the case and palletized unit load

140. The type of commodities affected by the DoD RFID initiative is based on the Classes of Supply, which have been further categorized by Federal Supply Classification (FSC): http://www.acq.osd.mil/log/rfid/Class_of_supply_lookup_tool.htmhttp://www.acq.osd.mil/log/rfid/index.htm

142. Did the bidder respond to all sections requiring a response?

143. Did the bidder submit a sample, if requested?

144. Did the bidder acknowledge amendments?

146. What is the bidder’s likelihood for success?

148. Wide Area WorkFlow (WAWF) – supports DoD efforts to reduce unmatched disbursements in the DoD receipt, acceptance, entitlement, and payment process https://wawftraining.eb.mil/

152. An agency may charge for responding to the FOIA request

153. To make a FOIA request, contact the FOIA office at the particular agency the information residesHow to file a FOIA request: http://www.firstamendmentcenter.org (search “FOIA”)

154. 64 Resources for Government Contractors SBIR and STTR Small Business Innovation Research (SBIR) Small Business Technology Transfer (STTR) The U.S. Small Business Administration (SBA) Office of Technology administers the Small Business Innovation Research (SBIR) Program and the Small Business Technology Transfer (STTR) Program. Eleven federal departments participate in the SBIR program; five departments participate in the STTR program awarding $2 billion to small high-tech businesses. http://www.sbir.gov/ http://www.zyn.com/sbir/

155. 65 Resources for Government ContractorsE-Verify Note: E-Verify is an Internet based system operated by the Department of Homeland Security (DHS) in partnership with the Social Security Administration (SSA) that allows participating employers to electronically verify the employment eligibility of their newly hired employees. E-Verify is free and voluntary and is the best means available for determining employment eligibility of new hires and the validity of their Social Security Numbers.

156. 66 Resources for Government Contractors Forms Needed by Contractors http://fedforms.gov/

158. Defense Newshttp://www.defensenews.com/

159. Global Security http://www.globalsecurity.org

160. Federal Computer Week http://www.fcw.com

161. Federal Times http://www.federaltimes.com/

162. Government Executive http://www.govexec.com

163. Government Computer News http://www.gcn.com

164. Government Technology http://www.govtech.net

165. National Journal http://www.nationaljournal.com/njonline/

166. Washington Technology http://www.wtonline.com

169. Identify commodity codes

170. Register in CCR

171. Perform market research

172. Search for opportunities

173. Bid