Selling to the Federal Government Doing Business with the Federal Government 20 June 2012
Procurement Technical Assistance Program • What is PTAP? The Procurement Technical Assistance Program is a federal cooperative agreement in which George Mason University has participated for more than two decades. • The purpose of the program is to help businesses do business with government at federal, state and local levels. The PTAP became a statewide program commencing October 1, 2005 and now has centers in Fairfax City, Charlottesville, Richmond and Hampton Roads, servicing greater than 75% of the workforce of the Commonwealth in pursuit of their government business objectives. • The Center’s mission is to strengthen Virginia’s economy by stimulating job creation, growth and business retention and helping companies pursue government contracts. The Procurement Technical Assistance Cooperative Agreement Program was initiated in 1985 by the Defense Logistics Agency (DLA) to increase competition in the private sector for products and services sold to the Department of Defense. • An initial introduction and overview of the government market and an individual opportunity assessment is provided free of charge.
Procurement Technical Assistance Center • One-on-One Counseling • PTAC area managers provide counseling and procurement technical assistance to help a company market its products/services to the government, as well as assist with solicitation review, understanding necessary forms/regulations, products and service specifications, review your registrations and discuss your government sales strategy, help with your government specific marketing materials, post-award assistance, procurement history reports, Military Specifications (MIL-SPECS), Federal Acquisition Regulations (FAR) help: http://farsite.hill.af.mil/vffara.htm, bid match services and answer your questions. FBO, FPDS, forecasts, keep you up to date on local events and organizations.
Before You Begin • Have a DUNS number • Register in CCR and DSBS • Research buying activities and potential customers • Be sure your business plan will address government needs • Get commercial experience first • Be financially capable of handling government contracts • Register for ORCA and WAWF
Selling to the Federal Government • Why Sell to the Government? • The government market is large and continues to grow. The federal government alone is the largest consumer of supplies and services in the world. This market provides opportunities for businesses to increase revenues, lessen seasonal or industry sales fluctuations and enhance their credibility. Finally, government contracting, through the flow of federal dollars, stimulates local economies. • Many businesses are overwhelmed by the complexity and size of the government market and are hesitant to become government contractors. PTAC is designed to help businesses focus on the most appropriate sectors of the government market and to facilitate successful relationships between businesses and government agencies.
Selling to the Government Preparing to Market Answer these questions as you prepare to market: *How does selling to the government fit your business strategy? -What are your core competencies? -Which agencies need what you provide? -What sets you apart? -Are you willing and able to devote resources to win the government’s business?
Selling to the GovernmentPreparing to Market Answer these questions as you prepare to market: *What is your output? -What products or services do you offer? -What products or services are you capable of offering? *How can you use your same resources to provide what the government needs and wants? *What haven’t you considered before? Could you afford to change or realign your way of doing business to meet government needs? *How can you collaborate with other businesses to give the government a “total” package?
Selling to the Government Know Your Government Customer * Target government agencies that need your supplies/services by researching online -Search FedBizOpps and FPDS. -Use a personal touch and network. -Subscribe to a bid-match service. -Work with a PTAC -Learn more about GSA *Check for each agencies five-year strategic plan. *Anticipate future opportunities by tracking bills as they work their way through Congress.
Selling to the Government Meeting the Decision Makers: Finding the right people, hearing what they need, and telling them how you can help is essential, but not easy. How do you find the decision makers? *Network -Attend trade-shows and agency events. -Attend industry events and forums. -Attend pre-bid conferences. -Submit a bid. *Call the Small Business Specialist and make an appointment -Introduce yourself and your business. -Provide your business card, capabilities statement and website. *Align yourself with someone who knows their way around your target agencies and can provide you with guidance.
Contact Information • Peninsula: • Cecilia Cotton (757) 570-5052 • Jim Henry (757) 585-0672 • Frank Jackson (757) 719-1767 • Southside: • Linda Owen (757) 503-3480
System for Award Management (SAM) • General Services Administration (GSA) System for Award Management (SAM) one user ID and password will provide access to all the capabilities associated with: Registering to do business with the government, Representing/self-certifying as a small business, Viewing business opportunities. Legacy systems: Phase I CCR/FedReg (Central Contractor Registration/Federal Agency Registration), ORCA (Online Representations and Certifications Application) and EPLS (Excluded Parties List System) Future Phases: CFDA (Catalog of Federal Domestic Assistance), eSRS (Electronic Subcontracting Reporting System), FBO (Fed Biz Opps) FPDS-NG (Federal Procurement Data System Next Generation), FSRS (Federal Funding Accountability and Transparency Act Subaward Reporting System), PPIRS (Past Performance Information Retrieval System) and WDOL (Wage Determinations Online) SAM keeps all data in one place, so users enter it only once. This will roll out the end of July 2012. Go to https://www.sam.gov. • SAM will reduce the burden on those seeking to do business with the government. Vendors will be able to log into one system to manage their entity information in one record, with one expiration date, through one streamlined business process. Federal agencies will be able to look in one place for entity pre-award information. Everyone will have fewer passwords to remember and see the benefits of data reuse as information is entered into SAM once and reused throughout the system. Please see https://sam.gov for more information about the system.
SAM • SAM will reduce the burden on those seeking to do business with the government. Vendors will be able to log into one system to manage their entity information in one record, with one expiration date, through one streamlined business process. Federal agencies will be able to look in one place for entity pre-award information. Everyone will have fewer passwords to remember and see the benefits of data reuse as information is entered into SAM once and reused throughout the system. • Please see https://sam.gov for more information about the system.
PROFESSIONAL APPEARANCE • Business Casual: • Men: Neat slacks/trousers, button down or polo shirt, tucked into slacks, leather shoes (no sneakers/sandals) jacket and tie are optional • Women: Skirt or pressed slacks, blouse, sweater or twin set, low heeled professional shoes, jacket optional • General: Have clean and well groomed hair, clean nails, appropriate under garments, hair style neat and groomed, cologne minimal • You should always dress for the opportunity you want