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Selling to Government Agencies

Selling to Government Agencies. Willie Tanamachi University of Houston Procurement Technical Assistance Center (PTAC) tanamachi@uh.edu. The Government Customer. World’s best customer Buys everything Spends billions. The Government Market. Department of Defense (DoD)

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Selling to Government Agencies

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  1. Selling to Government Agencies Willie Tanamachi University of Houston Procurement Technical Assistance Center (PTAC) tanamachi@uh.edu

  2. The Government Customer • World’s best customer • Buys everything • Spends billions

  3. The Government Market • Department of Defense (DoD) • Army – Navy – Air Force • Supply Centers • Federal Civilian Agencies • GSA, VA, NASA • Departments of … • Prime Contractors

  4. Size of the Government Market • Total Federal Acquisition Spending • $200 Billion • Small Business Market Share • Small Business Goal • 23% ($46 Billion) • Small Disadvantaged Business Goal • 7% ($14 Billion) • Women-Owned Business Goal • 5% ($10 Billion)

  5. How the Government Buys The goal is… A quality product or service Delivered on time At a competitive cost

  6. Getting Started • Research • The right people • The right publications • Registration • Technology

  7. Research • Identify product of service • Determine NAICS • Determine FSC and PSC • Identify target government market • Eps.gov • Technology

  8. The Right People Find at: • Start with the Small Business Specialist • Acts as liaison between supplier and buyer • Does not buy anything • Contact with technical person or buyer • Find at: • www.acq.osd.mil/sadbu

  9. Registration • CCR • DoD – www.ccr.gov • PRO-Net – www.pro-net.sba.gov

  10. Technology • EDI • EBB • WWW • EPS@www.eps.gov • Emall • EFT

  11. Electronic Bid Match • CCR • Daily notification of bids that closely match a company’s capabilities DLA small purchases • State and local • International • EDI • Find at: www.eps.gov

  12. Bidding Process • Identify Opportunity • Determine Requirements • Complete Paperwork • Submit Bid

  13. Success Factors • Responsive • Responsible Additional Opportunities • Subcontracting

  14. Socioeconomic Programs • 8(a) Program www.sba.gov/med/ • Small Disadvantaged Business www.sba.gov/sdb/ • HUBZone Program www.sba.gov/hubzone/ • Women-Owned Business www.womenbiz.gov • Veteran-Owned Business

  15. PTAC Assistance • Training • Bid-Match Service • Paperwork Assistance • Procurement History • Specs and Standards • Electronic Commerce • Certification • One-on-one Counseling

  16. Results • Contract Awards • Success Stories • Client Satisfaction

  17. UH SBDC is a program of the UH C.T. Bauer College of Business and a resource partner of the U.S. Small Business Administration. The SBDC is partially funded by the US SBA. SBA’s funding is not an endorsement of any products, opinions, or services. SBA-funded programs are extended to the public on a non-discriminatory basis.

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