Selling to Washington State September 2015 Presenter: Dale Colbert
Today’s Agenda • The State Government Market place • The Contracting Mechanism • The Players • Finding Opportunities • Working with Tools • Public Works •
The State Government Market Place • Direct Buys • Quotes • Convenience Contracts • State Master Contracts • Cooperative Contracts •
The State Government Market Place Coming State Master Contracts $ 200 million Goods- ….55% Services- 15% Tech…... -30% •
The Contracting Mechanism What restrictions do state agencies face when spending public money ?
The Contracting Mechanism What does agency delegation look like?
The Contracting Mechanism Using State Master Contracts Agency Size Available Spend Any $ Unlimited •
The Contracting Mechanism Agency Delegations Agency Size Commodity Services IT Delegation Delegation Delegation Micro $50,000 $50,000 $50,000 Less than 50 FTEs Small $50,000 $250,000 $250,000 50-200 FTEs Medium $50,000 $500,000 $500,000 201-500 FTEs Large $50,000 $1 Million $1 Million More than 500 FTEs •
The Contracting Mechanism Procurement Process Agency Size Direct Buy Direct Buy Competitive Small Business Process All $10,000 $13,000 Over Direct Buy Limit •
The Contracting Mechanism Business Classifications Business FTEs Direct Buy Small Business Micro Less than 50 Less than $ 1 million Mini $ 1 to 3 million Small Less than 51 Not Defined Or OMWBE Certified •
The Contracting Mechanism State Certifications • Washington State Small Business o WEBS self-certification • Office of Minority Women Business Enterprises o WBE – Women Business Enterprise o MBE – Minority Business Enterprise o SBE – Small Business Enterprise • Washington Department of Veteran Affairs o Veteran Owned Business •
The Contracting Mechanism Tool Kit • Convenience Contracts • Single Award Contracts • Multi Vendor Direct Award Contracts • Two Tier ( Prequalified Pool) Contracts •
The Contracting Mechanism Recent Changes • Reorganization • Procurement Reform • Processes Standardization • Pending Changes •
The Players • Department of Enterprise Services • Agency Purchasing Teams • Other political entities • Professional Organizations • National Co-ops •
The Players WSCA….. NASPO…. and US Communities
Finding Opportunities •
Finding Opportunities Current Contracts •
The Players WSCA-NASPO •
Finding Opportunities • Vendor Forums • Trade Shows • WEBS • DES Website •
Finding Opportunities www.des.wa.gov •
Finding Opportunities WEBS •
Finding Opportunities www.des.wa.gov •
Finding Opportunities Current Contracts •
Finding Opportunities Search Contracts Federal Contracting for Ag Producers > Or -Select Contract List- GO Enter 1 - 5 keyword(s), contract # or partial vendor name Federal Contracting for Ag Producers •
Finding Opportunities www.des.wa.gov •
Finding Opportunities Current Contracts •
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Working with the tools Cloud Hosting Services Contractor Contract Information Contractor Representative Contract: WSCA MA 266 Neil Tomlinson ESRI Corporate Sales Participating Addendum Management Ph: (909) 793-2853 ext. 1340 Engagement Addendum 1 User Guide Expires: July 31, 2015 Pricing •
Government Working with the Tools Contracting Essentials Current Contracts •
Working with the Tools Sample Workload Report #### Title Stop Max Annual Project 04615 Managed Print 8/31/18 8/31/21 $ 4 million 21110 Fire extinguishers 12/3/15 12/3/15 $ 2 million View Schedule 01215 Tires and Tubes 4/15/17 4/15/21 $ 4 million 02112 Mail Systems 4/3/15 43/17 $ 5million 22109 Phone Systems 10/3/15 10/3/15 $ 8 million View Schedule •
Public Works Information for Architect, Engineer & Facility Consultants • How consultants are selected - how consultants are selected for Washington state public works projects • Projects advertised for selection View current projects advertised for consultant selection • Join the A/E Reference File consultant pool - View requirements for consideration for the A/E Reference File • View upcoming projects - See estimated bid dates and descriptions of work for planned projects • View short-listed firms - see firms for recent project advertisements •
What can a client do to improve the chance of success ?
What can a client do to maximize the value of an unsuccessful effort ?
Questions, Comments, Discussion? Dale Colbert- dcolbert@thurstonedc.com - 360-754-6320 www.washingtonptac.org
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