Free Government Contracting For Small Businesses - Part 1

Transcription

1 JANUARY 2013 Director s Note Strategic Sourcing BidMatch Notifications Teaming Agreements, Subcontracting and Joint Ventures What Are They?? Narrowing GSA Schedules Would Hurt Small Businesses Free GSA Schedule Assistance DLA mandates reverse auctions for competitive, high-cost contracts SAM.gov Update ecenter Direct Reminder BPAC By the Numbers: Performance Data Events DIRECTOR S NOTE Greetings and Happy New Year! We survived 2012, its many challenges in government contracting and embrace the New Year with excitement, vigor and high hopes as our economy appears to be turning the corner. We ended 2012 without going over the infamous fiscal cliff for now. However, the stock market ended on a five year high, the economy continues to recover and the recently passed Taxpayer Relief Act of 2012 provided some really good news for businesses ( In our continued effort to keep businesses apprised of changes in government contracting, this newsletter contains four articles on major initiatives. Teaming or partnering as a way to expand a business contracting ability has gained momentum over the past year. Be sure to read Rebecca Burkes article to better understand if teaming/partnering could be a growth opportunity for your business. Strategic sourcing will continue to impact the Federal government s acquisition process as will DLA s mandate for reverse auctioning. GSA is considering downsizing some of its schedules so be sure to read the article from Rep. Sam Graves. Opportunities in government contracting still exist; they may not be expanding exponentially but they are out there and may be right for your business. So be sure to continue accessing the free services of our Center and the technical expertise of our Government Contract Specialists. BPAC s training schedule for the first half of 2013 is now available to meet knowledge gaps your employees may have in government contracting. We are here to serve your business government contracting needs. As always we look forward to working with you and making 2013 a successful year for your business. BPAC Offices 302 S. Gammon Road Madison, WI Office: askbpac@madisoncollege.edu Alphonso Cooper Program Manger 1 The BPAC Communicator

2 Strategic Sourcing By Saundra Schroud The acquisition process of the Federal government is decentralized resulting in duplicative contracts for the same products/services across federal agencies. This results in significant price variations across the government for these products/services, sometimes with the same contractor. The government wanted to realize an Economies of Scales - lower unit cost due to higher volume. The Office of Federal Procurement Policy identified strategic sourcing as a business solution to leverage the vast buying power (over $500 billion annually) of the Federal government. What is Strategic Sourcing? Strategic Sourcing is an analytical processes used to reduce direct spending while improving mission delivery. Strategic sourcing helps agencies to: Clearly define requirements Lower spending levels Increase achievement of socioeconomic acquisition goals Increase achievement of green goals Manage vendor performance Improve vendor access to business opportunities What are the benefits of Strategic Sourcing? Strategic Sourcing drives both dollar savings and process improvements. Federal government, suppliers and ultimately the US taxpayers benefit when government can better articulate its requirements and provide committed purchase volumes, and in return, industry suppliers can provide better pricing and more valuable solutions. Since its inception in 2010, the office supplies strategic sourcing contracts have saved over $140 million by offering lower prices than any single agency could negotiate on its own. The domestic delivery services saved over $31 million in FY 2011 over what agencies were paying under previous agreements. How does Strategic Sourcing work? Agencies provide the U.S. General Services Administration (GSA) with their annual requirements for a particular product or service such as office supplies, printers, or delivery services. GSA combines all the annual requirements for these products or services and negotiates better discounts (due to volume) with a group of selected vendors. Marketing to the Federal Government January 23, 2013 ~ Madison 9:00am-11:30am April 16, 2013 ~ Appleton 1:00 pm-3:30pm You ve searched some of the federal government websites and have located a contracting opportunity. perhaps you have identified several agencies and major prime contractors that buy your product or services. What do you do next? You need to differentiate your company from the competition. Learn how by taking this class! How to Respond to a Federal Solicitation January 30, 2013 ~ Madison June 19, 2013 ~ Green Bay 9:00am-3:30pm Fee: $65.00 per person You just found a 600 page solicitation that may be perfect for your firm. Do you have to read the entire solicitation to determine bid / no bid? Are there templates to make responding to a solicitation easier? Are there simple, identifiable steps to respond to a solicitation? Learn how to make a Bid / No Bid decision; how to set up templates to respond to a solicitation and to follow identified steps to complete a compelling response by attending this seminar. In this special six hour class we will work together to respond to a commercial solicitation. You will then select a solicitation (product, service, construction or architect /engineering) and try to win that contract. Article continued on the next page 2 The BPAC Communicator January 2013

3 Strategic Sourcing (Continued) By Saundra Schroud How does Strategic Sourcing relate to the GSA Schedules Program? The government has various contract vehicles to use for strategic sourcing, including: Blanket Purchase Agreements (BPAs) off existing GSA Schedules, Introduction of new GSA Schedules, Multiple Agency Contracts, Government Wide Acquisition Contracts (GWACs), as well as, New contract vehicles GSA Schedules have a number of advantages for implementing a Strategic Sourcing solution: Key terms and conditions are already in place Other terms (data reporting requirements) can easily be added to the BPA or task order Schedules provide continual competition to ensure quality performance Schedules speed the acquisition process for the government Getting Started in Federal Contracting February 12, 2013 ~ Webinar Fee: Free March 28, 2013 ~ West Bend 9:00am-11:30am The U.S. Government is the largest purchaser of goods and services in the world. This entry-level seminar provides a solid orientation to federal contracting. Topics include an overview of the federal government procurement process, mandatory government databases and small business certifications. The Federal Strategic Sourcing Initiative (FSSI) in partnership with GSA currently has four commodity strategic sourcing vehicles in place: Office Supplies GSA awarded 15 BPAs for office supplies 13 are small businesses Print Management GSA awarded 11 BPAs 5 are small businesses Domestic Delivery Services GSA awarded one BPA to UPS Wireless Telecommunications Expense Management Services - GSA awarded three BPAs two are small businesses Per a December 5, 2012 memorandum from the Office of Management and Budget, the government is mandated to increase the use of government-wide strategic sourcing of goods and services. In addition, GSA is required to implement 10 new strategic sourcing vehicles five in FY 2013 and another five in FY BidMatch Notifications One of the many free services that BPAC offers to its clients is the bid notification system known as BidMatch. Recently, this service changed for some clients whereby they are now directed via to a Web Box to review their bid notifications. Feedback from clients has been positive: 1) This is an easier way to manage their bid notifications and 2) their personal is not inundated with numerous, lengthy bid announcements. All clients will be changed over in the next few weeks. If you have any questions and/or concerns with your BidMatch notifications please contact BPAC at: or at: askbpac@madisoncollege.edu. SAM.gov 1-on-1 Assistance March 28, 2013 ~ West Bend May 15, 2013 ~ LaCrosse 11:30am-3:30pm Fee: free Do you need assistance with completing your SAM registration? perhaps you would like to have your SAM registration reviewed for accuracy and completeness? Maybe you need guidance in searching for contract opportunities at This FREE seminar can help with all of your contracting needs! The instructor will contact you a few days prior to the event to schedule your individual one-on-one time slot. Prerequisite: You must have a DUNS number from Dun & Bradstreet. Introduction to Custom Manufacturing for the Military January 24, 2013 ~ Oak Creek 1:00pm-4:30pm This training is geared for the manufacturer of fabricated metal products, castings, non-metal components and other related industries, who are interested in selling to the Department of Defense. 3 The BPAC Communicator January 2013

4 Teaming Agreements, Subcontracting and Joint Ventures What Are They?? By Rebecca Burkes Teaming agreements can be confusing. There are a variety of ways in which two or more businesses can team up to handle a contract. What actually qualifies as a teaming agreement? What are Mentor-Protégé arrangements? What about U.S. General Services Administration (GSA) Teaming Agreements? Do these agreements need to be in writing? How can a large business work on a contract set-aside for small businesses? The federal government uses the phrase contractor team arrangement as a general phrase that describes two primary types of procurement teams (FAR 9.601): 1) a joint venture and 2) a prime contractor/subcontractor relationship. The Joint Venture Team is a partnership of two or more businesses or contractors that applies to a procurement opportunity collectively as a prime contractor. The Prime/Subcontractor Team is an alliance of one prime contractor with one or more subcontractors. The subcontractors are not considered partners in the procurement opportunity. Mentor-Protégé (MP) programs and the GSA s Contractor Teaming Agreements (CTAs) are often confused with these two primary types of arrangements. Several different departments in the federal government have Mentor-Protégé programs: SBA, Army, DHS, FAA, NASA, HHS, State Department, Treasury Department, DOD, GSA, and many of these programs include cost reimbursement to the parties. Generally, MP programs exist to enable more experienced contractors to assist the less experienced small businesses. Mentors benefit, too! Mentors can gain management, financial and technical assistance from the smaller business as well as cooperation on joint venture projects and opportunities to subcontract under the smaller businesses prime contracts. MP programs are a great way for both parties to begin the collaborative process of teaming! GSA Contractor Teaming Agreements arise when GSA schedule holders create a joint offering that neither contractor could provide alone. Under this arrangement, each contractor must already have the relevant GSA Schedule. These are not joint ventures or subcontract arrangements. No new legal entity is formed. Each contractor has privity with the government, and non-schedule holders cannot enter into a GSA CTA. By complementing each other's capabilities, the team offers a total solution to the government s requirement, providing a "win-win" situation for all parties. It is critical, however, that the contractors work out the responsibilities and details of the agreement in writing and thoroughly review the terms in the solicitation so each party knows what to expect from the other. Article continued on the next page Government Contracting Q&A You ve Got Questions - We ve Got Answers February 14, 2013 ~ West Bend 9:00am-11:30am Fee: free Do you need assistance with completing your SAM registration? perhaps you would like to have your SAM registration reviewed for accuracy and completeness? Maybe you need guidance in searching for contract opportunities at This FREE seminar can help with all of your contracting needs! Architect Engineering (A&E) Acquisition Process March 5, 2013 ~ Madison May 14, 2013 ~ Kenosha 9:00am-3:00pm Fee: $35.00 The federal government spends between $7 $12 billion on A&E services annually. The A&E acquisition process is different from all the other contracting processes: pricing is not part of the selection process. Your firm s qualifications (SF 330) are used to determine the highest qualified firm with whom the Government negotiates price. Learn how to set your SF330 apart from your competition. This class provides a step-bystep guide to complete a compelling SF 330 Part I and Part II. Selling to the State of Wisconsin March 13, 2013 ~ Madison 9:00am-11:30am April 10, 2013 ~ Cleveland 1:00pm-3:30pm Fee: $35.00 The State of Wisconsin spent $1.2 billion on contracts in FY This comprehensive training seminar provides a foundation for contracting with the State of Wisconsin. Included are websites and techniques to find State purchasing opportunities for your company. 4 The BPAC Communicator January 2013

5 Teaming Agreements, Subcontracting and Joint Ventures What Are They?? (Continued) By Rebecca Burkes Now back to Joint Ventures and Prime/Sub contractor relationships remember a teaming agreement is simply a private contract between two or more parties. The parties agree to team up to respond to a solicitation. This is a relationship of mutual trust and collaboration and cannot be created at the time the government posts a solicitation. That is why it is important to market your business and forge relationships with other businesses that complement your services or products. Then you will be prepared to team once a suitable solicitation is posted. In prime/sub contractor relationships, one company is considered the prime contractor and the others are team members. The prime contractor has privity with the government and will normally complete a majority of the work awarded. The prime has responsibility for all the work performed by the other team members. Because the prime is in control, it usually wants flexibility written into its teaming agreements while the subcontractors desire guaranteed work. Another important aspect of the agreement relates to the percentage of work performed by the small business. To be eligible for setasides, the small busi- ness must perform a minimum work per- centage. For services, the small business must perform greater than 50% of the cost of the work. For supplies, small business must perform greater than 50% of the manufacturing costs, excluding materials. For general construction, the small business must perform greater than 15% of the costs, excluding materials and for specialty construction, greater than 25% of the costs, excluding materials. For joint ventures, the parties either create a new legal entity (such as an LLC) or a limited purpose partnership via a joint venture agreement. Even so, each party still has privity with the government and is responsible to the government for performance. Generally, joint venture partners are affiliated for size classification purposes, however, certain qualified SDVOB, 8(a) and Mentor-Protégé joint ventures may be exempt from affiliation. Joint venture arrangements must be approved by the government agency before a proposal can be submitted, and certain agencies may prefer specific joint venture arrangements (and forms) so before the parties begin developing an agreement, it is a good idea to ask the agency for their preference. Keep in mind that the 3/2 rule of joint ventures in procurement says that joint venture teams can only submit up to 3 proposals in 2 years. Finally, in any teaming arrangement, affiliation can be a problem for set-asides so it is critical to draft the teaming agreement with this in mind. Generally, the government looks at who is in control, how ownership is split, etc. If a small business is labeled a prime, but the sub exercises control over how the contract is fulfilled, the government will not allow the team to qualify under a small business set-aside. Is a GSA Schedule Contract a Good Business Decision February 27, 2013 ~ Madison 9:00am-11:30am Every year Federal buyers use the GSA (General Services Administration) Schedules as their preferred method of purchasing. Under the GSA Schedules Program, GSA establishes long-term government-wide contracts with businesses that provide commercial products and/or services. Once a contract is established, these products and services can be ordered directly by agencies. The seminar will help you decide if pursuing a GSA contract is right for your business. How to Respond to a GSA Solicitation February 27, 2013 ~ Madison 1:00pm-3:30pm This in-depth seminar focuses on how to complete the GSA Schedule solicitation and how to make a successful proposal/offer. You will receive specialized guidance on organizing and positioning your company to win a 5-year GSA contract award, including how to understand pricing policies and the regulations required in order to maximize a GSA Schedule contract. The mandatory eoffer format for submitting a new Schedule solicitation/offer will be covered in detail. 5 The BPAC Communicator January 2013

6 Narrowing GSA Schedules Would Hurt Small Businesses By REP. Sam Graves (This article first appeared in the December 16, 2012 issue of the Federal Times) I strongly believe that contracting with small businesses is an important part of how we tackle America s federal spending problems. When small businesses compete for contracts, the government spends less money and gains access to innovative products and services from companies that create jobs. That s why I oppose the General Services Administration s proposal to restructure its Multiple Award Schedules program in a way that deprives small business of the opportunity to compete. Until now, while not perfect, schedules have been good for small business and taxpayers. The schedules streamline the procurement process while remaining open to new, better offers, which translates into faster contracting at lower prices. As a result, about one of every 10 federal dollars spent with contractors goes through the schedules. Introduction to Federal Construction Projects February 12, 2013 ~ Reedsburg March 5, 2013 ~ Pewaukee 9:00am-12:00pm Learn about contracting with the Federal government for construction work. The federal government accounts for 40% of the construction market, spending $27.5 billion on construction in FY Construction firms need to know how to compete for these dollars. More than 70 percent of schedule vendors are small businesses, and they receive about 34 percent of the sales. This is significant, given that small businesses struggle to win about 20 percent of all federal contracts. The 4 percent of small businesses that have a schedule contract do much better than small business overall. It s clear that schedules are an important tool for small businesses trying to compete for federal contracts. If schedules work well for small firms and taxpayers, why is GSA proposing to deny new businesses the opportunity to compete for $8.4 billion in contracts? GSA says that the business lines it is closing to new offers areas ranging from temporary personnel and security services to hardware and building materials are saturated and that it costs money to support and manage contracts with low or no sales. GSA says it wants to use these resources to make the program run better instead. Consequently, GSA suggests simply not letting new companies compete. Saving money and improving efficiency are laudable goals, but let s do some cost-benefit analysis. To understand whether this proposal makes sense, I asked how much this will save and what will it mean in terms of small-business competition. On cost, we received three answers from GSA, ranging from $6 million to $24 million. Our committee s calculations add up to a little more than $4 million; and even though it is lower than GSA s projections, we still believe that $4 million is a lot of money. Understanding Federal Construction Requirements March 5, 2013 ~ Pewaukee 1:00pm-4:00pm There are unique requirements and regulations that apply to federal construction contracts. Learn how to comply. This course is the next training after Introduction to Federal Construction Projects. It is geared towards prime contractors and subcontractors that have completed the introductory course or have some previous experience with government contracting. Article continued on the next page 6 The BPAC Communicator January 2013

7 Narrowing GSA Schedules Would Hurt Small Businesses (Continued) By REP. Sam Graves However, we also learned three things. First, GSA collects more than $62 million in fees on these saturated schedules each year, which pay for it to maintain the schedules. Second, GSA has amassed $687 million in reserves from fees on its contracts. Third, GSA is talking about cutting its fees to 0.5 percent, which means forgoing nearly $100 million in revenue. With resources of this level and the ability to walk away from $100 million, GSA does not need to irrevocably harm small businesses to save $4 million. Make no mistake this proposal will harm small businesses. Most large companies that want to do business with GSA over the next five years already have a schedule contract. Many small businesses that will want to do business with GSA in the next five years have never heard of GSA, so they don t know that they need to apply now to have a chance to compete in the near future. For example, GSA has taken the lead on federal strategic sourcing, which attempts to leverage the government s buying power, but to compete, a company must have a schedule contract. When strategically sourcing office supplies, GSA increased awards to small businesses while cutting government costs. However, if GSA closes the schedule for office supplies, any small business without a current contract won t be able to submit an offer on the next strategic sourcing contract. Instead of reducing competition and limiting small businesses opportunities, GSA should work with its oversight committees to use its reserves to modernize its systems. The schedules are still operating on an information technology system that became operational in A better approach to reform would reduce the costs necessary to maintain the schedules, make it easier for small businesses to compete, let agencies get better price information and allow GSA to undertake smart strategic sourcing. I bet there are some great small businesses that would be happy to compete for that contract. Rep. Sam Graves, a Republican, is chairman of the House Small Business Committee and represents Missouri s 6th District. Free GSA Schedule Assistance If you need any GSA Schedule help, including marketing an existing GSA Schedule, please contact BPAC s Saundra Schroud: , sschroud@madisoncollege.edu or BPAC s Chris Gruneberg: , cgruneberg@madisoncollege.edu. Finding Federal Opportunities Computer Lab April 4, 2013 ~ Appleton May 2, 2013 ~ Beaver Dam 9:00am-12:00pm Do you spend hours searching FedBizOpps and still cannot find a solicitation that is perfect for your firm? Would you like to find agencies procurement forecasts? By attending this seminar, you will learn how to find procurement forecasts, how to register in FBO, how to set-up search agents to do the endless search for you, how to add your firm to an Interested Vendor s List and place an opportunity on your Watch List. This is a hands-on interactive class that will be held in a computer lab with time set-aside for you to find an opportunity for your firm. Finding Federal Opportunities One-On-One Assistance April 4, 2013 ~ Appleton May 2, 2013 ~ Beaver Dam 12:00pm-2:00pm Fee: free This FREE workshop provides you an opportunity to have one-onone assistance in registering on various websites (FedBizOpps, Navy Electronic Commerce Online (NECO) or the Army Single Face to Industry (ASFI)), setting up search agents, or finding procurement forecasts for the agencies you want to target. Do you want additional assistance to set up your search agents? perhaps you found the perfect opportunity and want some assistance on how to respond to the solicitation. This workshop is for you! 7 The BPAC Communicator January 2013

8 DLA mandates reverse auctions for competitive, high-cost contracts By Beth Reece, a public affairs specialist at the DLA DLA Press Release 9/17/2012 FORT BELVOIR, Va. The Defense Logistics Agency is constantly looking for ways to save American taxpayers and the Department of Defense money. One of the recent initiatives involves contract reverse auctions, which can lead to better price negotiations for larger contracts. An online negotiation tool that s proven to reduce material costs is now DLA s preferred method for price negotiations on all competitive contracts valued at more than $150,000. DLA Director Navy Vice Adm. Mark Harnitchek directed in June that reverse auctions be used for those new contracts. The agency has saved more than $34 million through reverse auctions since fiscal 2010, when contracting officers began tracking savings from reverse auctions. Most of the savings stems from about 400 auctions held so far in fiscal 2012, said Charles Howerton, a procurement and systems analyst for the DLA Acquisition Programs and Industrial Capabilities Division. The tool is one of several expected to drive DLA toward Harnitchek s goal of saving $8.6 billion in material costs by the end of fiscal The current fiscal environment, where we have to do more with less, forces DLA and a lot of other folks to be very careful with how we spend public funds. A big chunk of the savings we re expecting to achieve in the next five years will come from reverse auctions, Howerton said. Unlike traditional bidding, where suppliers don t know who is competing for a contract or how much they re bidding, reverse auctions allow suppliers to see what others are bidding, thereby encouraging them to propose a lower figure. The actual bidding process only takes about 30 minutes to an hour. Reverse auctions were designed specifically to increase competition and reduce government costs, Howerton said, adding that contractors who say the tool diminishes profits are wrong. Rather, it forces contractors to be more efficient and offer items and services at the best possible price. Reverse auctions provide incentive for suppliers who are able to restructure their internal operating procedures and costs, he said. It can help them make their operations more efficient and cost effective. It s a win-win. Enabling contractors to see the amount others are bidding often leads to tough decisions on the contractor s end, Howerton continued. For example, a contractor that s been doing business with DLA for several years and sees another contractor bidding for the same business at a lower cost will have to reconsider everything from production processes to prices. That contractor will have to ask, Can I make money selling my product at the same price as the lowest bidder or not? If they re thinking long-term and strategically, they ll make the best choice to get their internal operations as efficient as possible if it means keeping their business, he said. Reverse auctions are better suited for commercial and competitive items such as pens and light bulbs, but also for new long-term contracts because of the economies of scale they produce. Only DLA commanders and directors of primary-level field activities have the authority to make exceptions for not using the tool on procurements above $150,000. Article continued on the next page 8 The BPAC Communicator January 2013

9 DLA mandates reverse auctions for competitive, high-cost contracts (Continued) By Beth Reece, a public affairs specialist at the DLA In those cases, the field activity commander must approve the exception, and documentation will be required to explain why a reverse auction was not used, Howerton said. As a Department of Defense combat support agency, DLA provides the Army, Navy, Air Force, Marine Corps, other federal agencies, and joint and allied forces with a variety of logistics, acquisition and technical services. The agency sources and provides nearly 100 percent of the consumable items America s military forces need to operate, from food, fuel and energy, to uniforms, medical supplies, and construction and barrier equipment. DLA also supplies more than 80 percent of the military s spare parts. Headquartered at Fort Belvoir, Va., DLA has about 27,000 employees worldwide and supports more than 2,210 weapon systems. For more information about DLA, go to or SAM.gov Update By Christine Gruneberg Just a reminder that if you had a registration in CCR (and/or ORCA), your company s information is now in SAM, System for Award Management, If you completed your Representations and Certifications in ORCA, that information is now part of your entity s SAM registration. Keep in mind that your contracting officer may require you to update your SAM registration to include Reps & Certs prior to any contract award. To be eligible for Federal contracts your SAM must be current including a completed Reps & Certs section. Some businesses think that by creating a SAM user account, their entity (i.e. business) is registered in SAM. THIS IS NOT THE CASE. If you were registered in CCR, you have to migrate your entity data to your user account. If you were not previously in CCR, you will need to register your entity data in SAM. Once you think you have completed your registration in SAM, you may want to go to and search for your company. Check your company s status level: Active an active registration Expired a registration that was once active, but is now expired Draft registration started, but Core Data section is not completed Work in Progress Core Data section is complete, but additional information is needed or Submit needs to be clicked Submitted Registration submitted but not yet active. Waiting for TIN validation and/or CAGE validation; this typically takes three to five business days. Be aware that you must update your SAM information at least once a year or it will expire; some businesses have expiration dates that have passed or will be passing soon. Unless you have opted out of the public search, you can see your registration expiration date by going to and searching by your DUNS, CAGE code or business name. Primary and secondary points of contact (POC) for your company s SAM registration will be notified at 60, 30 and 15 days prior to the registration expiration. However, if your POCs are no longer with your organization, you will need to contact the SAM Help Desk to have their permissions assigned to your user account. The Business Procurement Assistance Center s Government Contract Specialists also have access to a SAM hotline that may expedite this matter. Please do not hesitate to contact me at: cgruneberg@madisoncollege.edu, or BPAC at askbpac@madisoncollege.edu, The BPAC Communicator January 2013

10 ecenter Direct Reminder By Elizabeth Eggemeier A reminder that BPAC has implemented a new data management system called ecenter Direct. ecenter Direct is a client web portal that enhances communication between you and BPAC. Use ecenter Direct to save time when requesting services, registering for training events, completing surveys, and submitting awards your company has won. On September 7, 2012 all BPAC clients received an with instructions to retrieve their password in order to have access to their BPAC ecenter Direct account. If you did not receive that the, directions are detailed below. Go to In the upper right hand corner click Retrieve password Enter your address and your last name Your password will automatically be ed to you Update demographic information as needed You can change your auto-assigned password to a password that is easier for you to remember. Please also browse through some of our training seminars If you want to call BPAC to update your contact information, call ext. 2. BPAC By the Numbers: Performance Data BPAC s Grant Year was August 1, 2011 July 31, We are happy to share with you the results of our previous grant year: Served 1,179 Wisconsin businesses. Sponsored and participated in 64 procurement-training events throughout the State of Wisconsin. Provided 2,987 individual business-counseling sessions. 2,645 to small business concerns 342 to other than small businesses Assisted Wisconsin businesses win 513 contracts for a total of $434.9 million. It is estimated that a total of 8,698 jobs were created and/or retained based on BPAC assistance during 2011/2012. Since its inception in 1988, BPAC has assisted Wisconsin businesses win $5.1 billion in government contracts. 10 The BPAC Communicator January 2013

11 Mark your calendars! Custom Manufacturing for the Military January 17 St. Paul, MN Minority and Women s Business Certification January 31 Webinar Doing Business with GSA: Part 1 Overview February 4 Webinar BOGS Business Opportunities In the Government Sector April 16 Info and registration mnptac.ecenterdirect.com/ ConferenceDetail.action? ID= event/getevents/ Monona Terrace Convention Center, Madison, WI Information and registration: Packaging Series Webinar February 5, 12, 19 Webinar Mary Turner: mr-turner@wiu.edu 2013 Winter Convention and Safety Conference February 6-8 Wisconsin Dells, WI 10th Annual Sustainability Summit and Exposition March 6-8 Milwaukee, WI Learn how to do business with the state Meet prime vendors looking for partners Increase opportunities for obtaining contracts Locate business opportunities in the private sector Learn about state procurement and construction opportunities Partners for Profit Business to Business Symposium 2013 March 26 Pewaukee, WI pfp2013.eventbrite.com/# Understanding DLA Land & Maritime Value Management March 21 Columbus, Ohio news/events/tko/ Business Expo and Small Business Conference April 23 Madison, WI greatermadisonchamber.com/programs-events/ business-expo/ Feedback If you have any feedback or questions please contact us at any of the following locations, phone numbers, or addresses: Madison Area Technical College Moraine Park Technical College Madison West Campus: 302 S. Gammon Road Madison, WI Office: Available: Monday Friday askbpac@madisoncollege.edu Reedsburg Campus: 300 Alexander St. Reedsburg, WI Dave Olson, Available: Tuesdays deolson2@madisoncollege.edu Portage Campus: 1800 Kutzke Road Portage, WI Dave Olson, Available: Wednesdays deolson2@madisoncollege.edu Fort Atkinson Campus: 827 Banker Road Fort Atkinson, WI Office: Available: By Appointment askbpac@madisoncollege.edu Watertown Campus: 1300 W. Main Street Watertown, WI Office: Available: By Appointment askbpac@madisoncollege.edu West Bend Campus: 2151 N. Main Street West Bend, WI Chuck Wallschlaeger, Available: Mondays and Thursdays CWallschlaeger@madisoncollege.edu 11 The BPAC Communicator January 2013