1300 DLA Industry Day SEDA COG Presentation Selling to the Government 051425.pptx
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Defense Logistics Agency Distribution
About this file
This file is a PowerPoint presentation from the SEDA-COG APEX Accelerator providing comprehensive guidance on selling to the federal government, focusing on vendor registration, certification processes, and market strategies for small businesses. The presentation details critical registration requirements including System for Award Management (SAM), SBA Firm Profile, and state-level vendor registrations, emphasizing the importance of proper documentation and certifications such as small business, woman-owned, veteran-owned, and disadvantaged business classifications.
The presentation highlights federal contracting market characteristics, including federal spending of $773.68 billion in fiscal year 2024, with high-growth areas in IT, construction, and security. Key marketing strategies include conducting market research, defining target markets, developing contact lists, understanding customer procurement history, and networking. The document provides detailed guidance on registration processes, federal bidding resources, self-certification options, and strategic approaches for small businesses seeking government contracts, with specific emphasis on leveraging programs like HUBZone, 8(a) Business Development, and various socioeconomic preference programs to maximize contracting opportunities.
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SEDA-COG APEX Accelerator
UNCLASSIFIED
UNCLASSIFIED
APEX Accelerator Services Vendor Registrations and Certifications Evaluating the Potential of Different Government Markets Free training via www.govology.com Identify Target Buying Agencies https://www.fpds.gov Contracting Vehicle Determination Understanding Different Types of Contracts Potential Teaming and Subcontracting Partners Bid-Match Service (Finding open bids)
APEX Accelerator Services
Bidding-(review your response) Solicitation (locate open bids) Understanding online bidding process and interfaces Technical Assistance (tech data, drawings, payments via WAWF) Cybersecurity Maturity Model Certification (CMMC) assistance https://www.projectspectrum.io
Characteristics of a Successful Government Contractor Written QC Program Accepts credit cards Not been convicted of a felony Is registered in appropriate vendor databases. SAM/SBA Firm Profile Has applicable certifications Has a good quality and concise capabilities statement (Add to SBA Connect) Good quality products and services, competitive price, delivered on-time Long term approach Persistent and strong follow up skills Good past performance Quality company website, Linked In, X
Federal Government Market Characteristics Federal Spending Federal contract spending in fiscal year 2023 reached $759 billion, the highest amount on record. In fiscal year 2024 federal contract spending was $773.68 billion. Areas such at IT to include AI, Construction and Security remain high growth areas.
Large and Decentralized Highly regulated Federal Acquisition Regulations http://farsite.hill.af.mil/ Subpart 8.4 Federal Supply Schedules Part 12 Acquisition of Commercial Items Part 13 Simplified Acquisitions Part 14 Sealed Bidding Part 15 Contracting by Negotiation Part 16 Types of Contracts Part 19 Small Business Programs Social and Economic Preference Programs Credit Card Purchases, 40 Billion Reasons in FY 24.
The common goal throughout the rules and regulations is this – allow the maximum practicable opportunity for small businesses. In some situations, it may seem to be hard to locate that opportunity; we hope what we share with you will give you some help in that search.
This slide shows you some of the main chapters to reference when considering federal procurements.
Government Marketing Strategy What is your sales process? Leads Need to look for Sources Sought and RFIs on FBO that you can do Conduct market research Define target market Develop contact list Identify & understand customer Accumulate procurement history Learn the bidding process Know your competition Make capabilities known/follow-up Attend procurement conferences, trade shows and follow up Current market trends It’s all about networking and relationships!
What About Marketing to Large Business Prime Contractors?
What is a Small Business Liaison Officer (SBLO)?
Use the website https://www.fpds.gov to find the prime contractor and awards. Federal check register.
What should you do before you contact the SBLO?
What is the process that the large business prime contractor has in place to become a vendor?
AECOM https://aecom.com/en-ca/small-businesssupplier-diversity/ Booz Allen Hamilton https://www.boozallen.com/tools/utility-navigation-pages/government-contract-vehicles/subcontractors.html General Dynamics https://www.gd.com/suppliers/become-supplier
What is a Small Business Specialist (SBS)?
What is the role of the Small Business Specialist?
How do you find them?
What should you do before you contact the SBS?
What is a small business for federal contracting?
FAR 19.102 Independently owned and operated concern that qualifies under 13 CFR part 12 SBA establishes size standard # of employees 5 Year average annual receipts Standards based on NAICS code https://www.sba.gov/document/support--table-size-standards Independently owned and operated Not dominant in its field of operation For profit
Small Business-General Guidelines for Federal Government
500 employees for most man. & mining industries 500 employees for all wholesale trade industries $9.0-$47 million range for most retail and service industries $45 million for most general & heavy construction $19 million for all special trade contractors $2.25 million plus for most agricultural/farming industries **Look up your primary NAICS code. Google-SBA Size Table.
Self-Certifications(www.sam.gov)
Small Business – NAICS Codes – 23% goal https://www.sba.gov/document/support--table-size-standards
Woman-owned Small Business - 5% goal
Service-Disabled Veteran-owned Small Business (SDVOSB) - 5% goal
Small Disadvantaged Business (SDB) –5% goal
* Self-certification www.sba.gov/sdb
HubZone - 3% goal www.sba.gov/hubzone
Know the Federal Contract Self-Certifications and Contracting Goals
The different program categories carry with them different rules. Some involve formal applications and certifications; others simply require that you review the regulations and make a decision about whether you qualify.
For government procurements you will be asked to certify as to the type of business you are, as well as certify which special programs you are entitled to.
The 3 formal certifications will be discussed in more detail. Check our website at sba.gov for further information on all certifications.
Formal SBA Certification Programs 8(a) Business Development www.sba.gov/8a
HUBZone Empowerment Contracting www.sba.gov/hubzone
Woman-owned Small Business (WOSB & EDWOSB in SAM) www.sba.gov/wosb
| Third Party Certifiers | |
| El Paso Hispanic Chamber of Commerce | |
| National Women Business Owners Corporation | |
| US Women’s Chamber of Commerce | |
| Women’s Business Enterprise National Council |
Know the SBA Federal Contract Formal Certifications
The different program categories carry with them different rules. Some involve formal applications and certifications; others simply require that you review the regulations and make a decision about whether you qualify.
For government procurements you will be asked to certify as to the type of business you are, as well as certify which special programs you are entitled to.
The 3 formal certifications will be discussed in more detail. Check our website at sba.gov for further information on all certifications.
Federal Vendor Registrations
Online Vendor Registrations
Federal Government www.sam.gov to access vendor registration process
**WARNING www.uscontractorregistration.com or https://samfulfillment.com/
DO NOT REGISTER ON THESE WEBSITES
Dynamic Small Business Search (DSBS) aka Pronet aka SBA Profile (Searchable Yellow Pages) https://dsbs.sba.gov/search/dsp_dsbs.cfm
Veteran Owned Businesses https://veterans.certify.sba.gov
Registration #1 System for Award Management (SAM)
SAM is:
Mandatory if you wish to do business with the federal government
Method for electronic payment
Unique Entity Identification replaced the Dun and Bradstreet Number
Marketing tool for your business
Not a guarantee you will get a contract Begin by going to: www.sam.gov
The foundation! Getting paid!!
| ITEMS YOU’LL NEED FOR SAM | Legal Business Name |
| Tax ID Number | Number of full-time employees |
| Phone Number | 5 year sales average |
| Fax Number | NAICS Codes |
*PSC or FSC
| Website Address (corporate URL) | Do you accept credits cards? (Y or N) |
| Type of Business (SP, LLC, Corp) | Bank account number |
| Fiscal Year End Date | Bank routing number |
| Date Business Established | Bank phone number |
| Primary Point of Contact | Company Physical Address |
Mailing Address Alternate point of contact
You must also submit a notarized letter – Contact your APEX Accelerator for a template.
Create New SAM Account www.sam.gov
New or Existing Supplier
Sign In Required for Existing Account
2 Factor Authentication
SAM-Lookup an Existing Company
Lookup in SAM
Finding Open Bids
Registration #2
Small Business Administration (SBA) Firm Profile aka Dynamic Small Business Search (DSBS), Pronet.
SBA PROFILE FIRM PROFILE (Yellow Pages) NOTE: Link below will not work to complete your profile.
To access SBA Firm Profile: https://connect.sba.gov
Your text here
Your Goal for SAM Registration
Registration #3 for Veterans Only SBA Vetcert/Other resources
Thank You Veterans If you are a veteran owned business thank you for your service!!
Register your business at the link below. SBA Vetcert https://veterans.certify.sba.gov/ Register and Self certify as Veteran or Service-Disabled Veteran Owned Business (VOSB) in the SAM system.
Join National Veteran Owned Business Association(Corporate Contracts) (NAVOBA) https://navoba.org/ Penn State Veterans Business Outreach Center https://vboc.psu.edu/
Federal Internet Bidding Resources Federal www.sam.gov Formerly Fed Biz Ops, solicitations normally greater than $25,000. Select “Contract Opportunities.”
DLA https://www.dibbs.bsm.dla.mil/ Defense Internet Bid Board.
Navy https://www.neco.navy.mil/ Navy Electronic Commerce Online.
Reverse Auctions Formerly Fedbid https://marketplace.unisonglobal.com/ Federal Procurement Data System Check Register https://www.fpds.gov U.S. GSA E Library Research https://www.gsaelibrary.gsa.gov https://www.gsa.gov/buying-selling/purchasing-programs/gsa-schedule CPARS Contract Performance Assessment Reportinghttps://www.cpars.gov/ Locate agencies www.usa.gov
Registration #4 Commonwealth of Pennsylvania Vendor Registration
What is a small business for PA state contracting?
Businesses interested in participating as a small business in the Small Business Contracting Program must first register as a vendor to do business with the Commonwealth of PA and self-certify as a “small business.” To self-certify and participate as a Small Business, a business must meet each of the following requirements:
The business must be a for-profit, United States business.
The business must be independently owned.
The business may not be dominant in its field of operation.
The business may not employ more than 100 full-time equivalent employees.
The business may not exceed three-year average gross revenues of $47 Million, regardless of business type.
Commonwealth of PA Vendor Registration Register to do business with the Commonwealth www.pasupplierportal.state.pa.us
Registration #5 Commonwealth of Pennsylvania Small Business Certification
PA Small Business Certification https://www.dgs.pa.gov Click on “Businesses” tab and then on “Materials and Services Procurement” and then on “Small Business Program.”
Registration #6 Commonwealth of Pennsylvania Small Diverse BUSINESS (SDB) Certification
PA Small Diverse Business Certification https://www.dgs.pa.gov Click on “Businesses” tab and then on “Materials and Services Procurement” and then on “Small Diverse Business Program.”
PA Small Diverse Business Third-Party Certification Agencies Unified Certification Program (UCP) * (Every state has its own Unified Certification Program. This link is to the Pennsylvania Unified Certification Program.)
Woman's Business Enterprise National Council (WBENC) National Minority Supplier Development Council (NMSDC) United States Small Business Administration (SBA) 8(a) Program * https://veterans.certify.sba.gov/ National Gay & Lesbian Chamber of Commerce (NGLCC) https://disabilityin.org/
State Websites You Should Know http://www.emarketplace.state.pa.us/ PA state open solicitations http://contracts.patreasury.gov/search.aspx PA state check register https://www.dgs.pa.gov/COSTARS/Supplier-Information/Pages/CostarsBiddingOpportunities.aspx PA Costars solicitations https://www.dgs.pa.gov/Materials-Services-Procurement/Procurement-Resources/Pages/ITQ-Documents.aspx PA ITQ solicitations
Need Government Contracting Assistance? https://www.apexaccelerators.us
Government Sales Additional Information Contact Robert Brown, rbrown@seda-cog.org Denise Feese, dfeese@seda-cog.org Heathe Vial, hvial@seda-cog.org
| Telephone | 570-524-4491 | |
| Fax | 570-524-9190 |
To register for our program:
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