Top Tip ips for Fin inding & Win inning Government Contracts National PTAC Day Webinar Sponsored by:
Celebrating 1 st Annual the contracting success of National PTAC PTAC clients across the Day! country!
PTAC C Resu sult lts s (2 (2017) • 48,000 clients • 166,000 government contracts/subcontracts • Worth $20 billion
Sherry Savage Procurement Technical Assistance Program Manager sherry.savage@dla.mil http://www.dla.mil/SmallBusiness/PTAP/
Procurement Technical Assistance Program State and local governments Colleges and Universities Non-profit economic development organizations Native American Tribal organizations
PTACs Cs help lp wit ith - • City • County Government contracts • State • Federal PTAC client = Any US business capable of performing on a contract
Procurement Technical Assistance Centers (PTACs)
PT PTAC C on one-on on-on one e co coun unse seli ling ng
PTA TACs Cs Gov’t Supplier Buyer
To To Fi Find nd yo your ur PTA TAC Google: “DLA PTAC” www.aptac-us.org - OR -
Top Tips for Finding and Winning Government Contracts
Top Tips for Finding and Winning Government Contracts Tom Larkin , GA Tech Procurement Assistance Center Getting Ready to Enter the Government Marketplace Patricia Simpson , Florida PTAC Finding Government Contracts Kate Hoy , Washington State PTAC Bidding on Government Contracts
To Tom Larki kin, GA Tech Procurement Assistance Center Over 25 years management and consulting with the federal government • Practitioner : 17 years of hands-on experience in federal acquisition • Educator: Professor of Contracting at DAU
Ge Getti tting ng Rea eady to y to Ent nter er th the Gov overn rnme ment t Mar arke ketp tpla lace • Popular Opinion Versus Reality • Differences between Government and Non Government Market Dynamics • Resource Link to Validate if Government space is a good fit for your firm
Pop opula lar Op Opin inio ion versu sus s Re Reali lity ty 12 – 24 months to win your first government contract • Dependent upon budget cycle • Must research which Agency to target • Develop and build relationships. Have a plan!
Pop opula lar Op Opin inio ion versu sus s Re Reali lity ty Don’t be Blinded by Large Dollar Signs • Government space takes effort with a dedicated, trained and knowledgeable person/staff • Takes time to build relationships with customers
Pop opula lar Op Opin inio ion versu sus s Re Reali lity ty Don’t Listen to your Buds! Do your own research and validation
Dif iffe ferences Government Marketspace Non Government Marketspace Vendor must accept all Terms and Conditions are Terms and Conditions negotiable
Dif iffe ferences Government Marketspace Non Government Marketspace Must complete the contract Contract may include an escape clause
Dif iffe ferences Government Marketspace Non Government Marketspace Gov’t purchases competitively Commercial firm can purchase when they have a requirement or at will or direction of Owners need
Dif iffe ferences Government Marketspace Non Government Marketspace Labor Laws – Prevailing wage Labor Law – Minimum wage rates may apply Davis Bacon (construction) Service Contract Act (Services)
Re Reso sources s to to Assi ssist t in in Vali lida dati tion on Your Local PTAC • Find your PTAC at www.aptac-us.org
Re Reso sources s to to Assi ssist t in in Vali lida dati tion on Spending by Agency research at USAspending.gov Spending Explorer - - - Advanced Search https://www.usaspending.gov/#/
Us Use Sp Spendi ding g Exp xplo lorer on on US USAsp spendi ding to to answ swer th the fo foll llow owin ing g qu quest stio ions s Does the government buy what I sell? Where in the gov’t is my product/service bought? What does the gov’t call my product or service? When will the next purchase occur? How can I access the purchasing history?
Tr Trait its s of of a Su Successf ssful l Fi Firm in in Go Government t Ma Marke ket Know who your target customer is and resist the temptation to be everything to everybody. Stay in your lane!
Tr Trait its s of of a Su Successf ssful l Fi Firm in in Go Government t Ma Marke ket Stay Calm! Understand that the Government has a process and moves at its own pace.
Tr Trait its s of of a Su Successf ssful l Fi Firm in in Go Government t Ma Marke ket Stay in a continuous Learning and Listening mode
Tr Trait its s of of a Su Successf ssful l Fi Firm in in Go Government t Ma Marke ket Invest in and maintain a solid business infrastructure
Fi Final l Wo Word Only YOU can decide when the time is right. When you do – your PTAC can help!
Patr tric icia ia Si Simps pson on, Florida PTAC • 11 years in state government purchasing for 3 different Florida agencies • VA Certified verification counselor • Helped FL PTAC clients win over $79 million in government contracts
Fi Find ndin ing g Go Gove vern rnme ment nt So Soli licit itat atio ions
Fi Findi ding g Go Government t So Soli licit itation ons Market Research
Fi Findin ing g Fe Federa ral l Gov overn rnment t So Soli licit itat atio ions s (F (FPDS) S)
Fi Findi ding g Fe Fede deral l Go Government t So Soli licit itation ons Dynamic Small Business Search (DSBS) - a.k.a. SBA Profile
Fi Findi ding g Fe Fede deral l Go Government t So Soli licit itation ons Federal Business Opportunities - a.k.a. FBO or F ed B iz O pps • Respond to Sources Sought Notices (SSNs)
Fi Findi ding g Fe Fede deral l Go Government t So Soli licit itation ons U.S. General Services Administration (GSA)
Fi Findin ing g Fe Federa ral l Su Subcon ontr trac acti ting g Oppor ortu tunit itie ies Subnet.gov • SBA Directory of Prime Contractors with Subcontracting Plans
Fi Findin ing g Fe Federa ral l Su Subcon ontr trac acti ting g Op Oppor ortu tunit itie ies U.S. Department of Defense (DoD) Directory of Prime Contractors • Identifies other than small contractors that are required to establish subcontracting plans • Contracts > $700K ($1.5M construction)
Fi Findin ing g Fe Federa ral l Su Subcon ontr trac acti ting g Op Oppor ortu tunit itie ies GSA’s Subcontracting Directory
Fi Findin ing g Gov overn rnme ment t So Soli licit itat atio ions DEFENSE INTERNET BID BOARD SYSTEM (DIBBS) U.S. Defense Logistics Agency (DLA) supports the US Army, Navy, Air Force, Marines, and Coastguards with products from the following major market areas: • Aircraft • Cable/Wire Harness • Fabrication • Gears and Splines • Hardware • Machining • Seals and Gaskets • Textile Sewing, and others • Register at https://www.dibbs.bsm.dla.mil/Register/ • Search DIBBS forecasting navigator at http://dibbsnav.com/
Fi Findin ing g Gov overn rnment t So Soli licit itat atio ions Distribution and Pricing Agreement (DAPA) – DLA Prime Vendor Program – apply at www.medical.dla.mil • Pharmaceuticals, medical/surgical supplies/equipment Your PTAC’s bid match database • International • Federal • State/local
Fi Find ndin ing g Sta State te/L /Loc ocal al Go Gove vern rnme ment nt So Soli licit itat atio ions • Register as a vendor/supplier with: States, cities, counties Municipalities Colleges/universities • Subscribe to fee-based bid services • Attend ‘targeted’ small business outreach events, e.g.: Industry Days
Re Remem ember r . . . . . Use your to unlock government opportunities that will help to grow your business.
Ka Kate te Ho Hoy: Wa Wash shin ingt gton on PTA TAC Started her PTAC career at the Arizona PTAC before moving to join the WA State PTAC in 2017. Has also provided sales development strategies and proposal writing consultation to small business owners and project management of multi-media e-learning training.
Bidding on Government Contracts Top 10 Tips Tip #1 Read the ENTIRE solicitation!!
Bidding on Government Contracts Top 10 Tips Tip #2 Create a response timeline!!
Your proposal response team • Who is the lead? • Are your resumes and references updated?? • Who will proofread? • Is it to be delivered as a hard copy? Allow time for prep!! **EXTRA TIP: Work backwards on your time line! Final actual due date: 10/1 Your due date: 9/29 Prep time (if hard copy): 9/27 Check for addendums: 9/26 Internal rough draft to proofread: 9/25 Q & A Due: 9/10 Pre-bid date: 9/1
Bidding on Government Contracts Top 10 Tips Tip #3 Follow the directions!
Bidding on Government Contracts Top 10 Tips Tip #4 Understand the response format!
Bidding on Government Contracts Top 10 Tips Tip #5 Include attachments!!
Resumes!! References!! Your QA Policy! Signed Addendums!! Whatever you promised or they required in the solicitation. ***EXTRA TIP: Make a list of all the attachments and addendums as you go along
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