Welcome to TKO: Training, Knowledge & Opportunities

Transcription

1 Ohio University Voinovich School of Welcome to TKO: Training, Knowledge & Opportunities Leadership & Public Affairs 8/6/2013 1

2 Please turn your Electronic & Mobile Devices off, or set on Vibrate 2

3 Ohio University Voinovich School of Leadership OH University PTAC Team OH Univ PTAC Director Sharon Hopkins OH Univ, PTAC Columbus Counselor Shanda Harris OU Univ, PTAC Lancaster Counselor Mike Blythe Ext. 290 OU Univ, PTAC Akron Counselor Rich Delisio

4 PTAC HISTORY PTAC s Mission: Teach companies how to sell to the government The Procurement Technical Assistance Cooperative Agreement Program was initiated in 1985 by Defense Logistics Agency (DLA) to increase competition in the private sector for products and services sold to the Department of Defense. 4

5 PTAC is FREE Department of Defense (DOD) Defense Logistics Agency (DLA) Development Services Agency (DAS) Ohio University Voinovich School of Leadership and Public Affairs (OU Univ.) 5

6 OH Univ PTAC PTAC s in OHIO There are nine (10) PTAC offices located in the State of Ohio: Athens Cincinnati Columbus Cleveland Dayton Akron Toledo Lancaster South Point* Youngstown*

7 COUNTIES OH UNIV PTAC SERVES Athens Athens Belmont Guernsey Harrison Meigs Monroe Morgan Noble Akron Ashland Carroll Holmes Jefferson Medina Portage Stark Summit Tuscarawas Wayne Columbus Crawford Delaware Fayette Franklin Madison Marion Morrow Richland Union Wyandot Lancaster Coshocton Hocking Muskingum Perry Fairfield Knox Licking Pickaway

8 PTAC's Services One on one counseling Review your registrations & 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: Free Daily Bid Match Answers to your questions! 8

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10 Different Levels of Government Entities Federal Government State Government City & County Government Schools, Colleges & Universities 10

11 The US Government is the Largest Customer in the World! 11

12 WHY DO BUSINESS WITH THE GOVERNMENT? Expand market share and increase profits The federal government is a multi-billion dollar procurer ($500 Billion) The State of Ohio is a large buyer of goods and services Cities, counties and universities are buyers of goods and services (City of Columbus Approx. - $600 Million) Only a small percentage of U.S. businesses are competing Government is encouraging small business competition 12

13 FEDERAL PURCHASES Supplies and Equipment Services Agriculture, Communications & Utilities Financial & Administrative Construction Wholesale / Retail 13

14 SELLING TO THE FEDERAL GOVERNMENT WHERE DO I START??? 14

15 FEDERAL: THE PROCESS 1. Determine Your Codes NAICS, PSC & FSC 2. Obtain a DUNS Number 3. Register in SAM (System for Award Management) 4. Consider possible Certifications 15

16 FEDERAL: THE PROCESS STEP 1 - IDENTIFY YOUR CODES NAICS CODES North American Industry Classification System Just like a serial number in the military, it is necessary to define your company in government codes. What industry are you in? What products &/or services do you provide? 16

17 Identify your company Industry codes by going to 17

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21 Also Identify Your PSC & FSC Codes FSC & PSC Codes tell buyers what products & services you sell. Research/Obtain FSC and PSC Codes FSC Codes = Federal Supply Class (what products do you sell?) PSC Codes = Product Service Codes (what services do you provide?) 21

22 PSC Codes tell buyers what services you provide. FSC Codes tell buyers what products you sell. 22

23 New codes are in blue; old are in red; those still current are in black! PSC Codes Services FSC Codes Products 23

24 STEP 2: REGISTER with DUN & BRADSTREET Obtain a DUNS Number: Register on-line: You can also call (Dun & Brad Street Government customer service number) This service is FREE of Charge for vendors who want to do business with the Federal Government 24

25 STEP 3: REGISTER in SAM System for Award Management Apply online at System for Award Management (SAM): Once you have identified your NAICS Codes & PSC/FSC Codes, and received your DUNS Number, then you are ready to register in SAM. 25

26 What is SAM: What is SAM? The System for Award Management (SAM) is the Official U.S. Government system that combined consolidated the capabilities of CCR/FedReg, ORCA, and EPLS. **Note - See Acronym List at bottom of page. There is NO Cost to register your business/company in SAM Visit to access the SAM website and to register your business Why is SAM Registration is necessary Required by federal agencies in order to be awarded a contract or purchase order Purpose of SAM: The GSA (General Service Administration) created SAM to: Help streamline processes Eliminate data redundancies & multiple entries Increase overall efficiency Acronym List CCR Central Contractor Registration ORCA Online Representations & Certifications Application FedReg Federal Agency Registration EPLS Excluded Parties List System 26

27 SAM In the Future Systems that will make up SAM: GSA ultimately wants to merge 9 different systems (listed below) into SAM in order to make doing business with the government a more efficient process. Look for more phases to come. Fed Biz Opps.Gov (FBO) Central Contractor Registration (CCR) Online Reps & Certs Application (ORCA) Excluded Parties List System (EPLS) Past Performance Info Retrieval System (PPIRS) Wage Determinations OnLine.gov Electronic Subcontracting Reporting System (esrs) Federal Procurement Data System (FPDS) Catalog of Federal Domestic Assistance 27

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29 Registering in SAM Creating a User Account 1. Go to SAM Website 2. Click on Create User Account

30 Register Your Business in SAM Click on Register/Update Entity

31 The SAM Registration Checklist Information needed to set up a New Registration 1) DUNS # (Data Universal Numbering System) 2) NAICS (North American Industrial Classification System) 3) FSC (Federal Supply Class) & PSC (Product Service Code) 4) Date of Incorporation & State where incorporated 5) EIN (Federal Employer Identification Number), this is the Tax Identification Number (TIN), or a Sole Proprietor s SSN (Social Security Number) 6) Routing #, Account # for your Business Checking or Savings Account and the bank s contact phone # or address 7) Company s Fiscal year; year you last filed taxes; & Name on EIN or SSN 8) If gross sales >$25 million and 80% of your income is from Federal Gov t, you must disclose the wages of your top-5 highest paid. 9) Ability to accept Master Card (Government purchasing card).

32 Registration Tips & Mistakes to Avoid SAM works best if you use certain browsers. Order of preference to use: Mozilla Firefox & Google Chrome. Use these instead of Microsoft Internet Explorer (IE). If you use Internet Explorer & experience trouble, the put the browser into compatibility view mode. Go to the Tools tab & click on what looks like a broken, torn piece of paper. In order to migrate an expired CCR record requires FSD help desk assistance (service@fsd.gov or Open 8 am to 8 pm). Every pg of SAM has to be updated click save then proceed. All previous CCR migrating uses must go back thru the IRS consent to ensure the tax information is current. In order to get a current SAM registration submitted, every page of SAM must go thru the update & correction process.

33 Additional Registration Tips & Mistakes to Avoid Products & services NAICS codes must be highlighted before adding to the vendors screen on the right side. Google chrome & Mozilla Firefox work more effectively than IE. Be sure to Register/Update the SBA Profile section - Small Business Certification. This information will be stored in the SBA Dynamic Small Business Search (DSBS) On the Financial Screen, the bank phone number MUST be input exactly like this (xxx)xxx-xxxx. You will continue to get an error message if not input correctly. Do Not Use abbreviations, punctuations, dashes, & commas. Your registration should become active within 3-6 business days, due to IRS validation. Allow at least 3-5 business days to complete your SAM if you are using a TIN. Allow at least 8 business days to complete your SAM if you have to apply for a TIN with IRS. CAGE code assigned within 3 business days after IRS TIN Validation. You will receive a confirmation with your CAGE code once your SAM registration is activated.

34 Certifications/Set Asides Federal SB Small Business 8(a) Program Economically and Socially Disadvantaged. VOSB Veteran Owned Small Business SD-VOSB Service Disabled Veteran Owned Small Business HUBZone Historically Underutilized Business Zone WOSB - Woman-Owned Small Business EDWOSB Economically Disadvantaged Woman-Owned Small Business 34

35 Where to Look for Federal Government Opportunities 35

36 FEDERAL OPPORTUNITIES No one else will give you this kind of Market Data And all in one spot!! The first place you should look: See everything the federal gov t is buying over $25,000. Review Awards to find subcontracting opportunities. Pay attention to Sources Sought & Pre- Solicitations so you are prepared when the full solicitation comes out. Gather names & contact info for contracting officers. Look for "Interested Vendors" - they make good teaming partners and subcontractors. 36

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39 Search DIBBS for opportunities with DLA: 8/6/

40 FEDERAL FORECASTS The value of seeing the future Find the program manager long before the solicitation comes out. Start building a comfort level with the program manager & the contracting officer. Get familiar with the players. Find out where to spend your time. Forecasts may serve as a very effective map for the growth of your business! 40

41 SRVA Link Supplier Requirements Visibility Application Where to Look for DLA Forecasts 41

42 FEDERAL FORECASTS Where to look Search Federal Agency websites to find the: Office of Small and Disadvantaged Business Utilization (OSDBU Office) The Small and Disadvantaged Business Unit (SADBU ) Every Federal Agency is required to have an OSDBU to ensure small businesses are treated fairly and that they have an opportunity to compete and be selected for a fair amount of the Agency s prime and subcontracting opportunities. 42

43 FEDERAL FORECASTS Air Force Procurement Forecast: 43

44 Accessing RAL FORECASTS on Biz Opps (Home Pg) From the Home Page of 44

45 More Present Opportunities Future Opportunities 45

46 FEDERAL FORECASTS US Dept of Justice Procurement Forecast: 46

47 FEDERAL OPPORTUNITIES What other tools are out there? Alternative Bid Boards FBI s Solicitations Mailing List Application: Dept. of Energy Acquisition Opportunities: US Courts Procurement Opportunities: FederalCourts/AdministrativeOffice/Procurement.aspx Dept of Interior s National Business Center Opportunities Board: US Army Contracting Opportunities Search: 47

48 FEDERAL OPPORTUNITIES Agency-specific Subcontracting Opportunities Directories Agency Info the more you know about an agency s mission, the better prepared you are to offer something they will purchase. Plus, it shows that you do your homework! EPA - WPAFB : Tenants List: Current Contracts 48

49 FEDERAL OPPORTUNITIES Information on Grant Opportunities Bureau of Justice Grant Opportunities: Doing Business With Guides US Dept of Justice Doing Business With Guide: 49

50 Manufacturers Doing Business with DLA Land & Maritime 50

51 What about manufacturers? If you are a manufacturer of parts or a machine shop, your biggest potential buyer is DLA Land & Maritime or the (Defense Logistics Agency). DLA has a specific Capabilities Statement Survey, that: Mirrors a capabilities statement, with much more detail Has been in existence for approximately 18 months Is currently only used by the DLA Land and Maritime (in Columbus) For a blank template and a sample, go to: Scroll to the bottom of the page for both documents! 51

52 DLA Sample Capabilities Statement

53 Finding a PTAC Near You Go to: Scroll to bottom page & click on your state on the US map 53

54 Any Questions??? Thank You for Coming! 50