Top Tip ips for Fin inding & Win inning Government Contracts - - PowerPoint PPT Presentation

Top Tip ips for Fin inding & Win inning Government Contracts

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Celebrating

the contracting success of PTAC clients across the country!

1st Annual National PTAC Day!

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

• rganizations

PTACs Cs help lp wit ith -

• City
• County
• State
• Federal

PTAC client = Any US business capable of performing on a contract Government contracts

Procurement Technical Assistance Centers (PTACs)

PT PTAC C on

• ne-on
• n-on
• ne

e co coun unse seli ling ng

PTA TACs Cs

Gov’t Buyer Supplier

To To Fi Find nd yo your ur PTA TAC

www.aptac-us.org

Google: “DLA PTAC”

• 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

• vern

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

• pula

lar Op Opin inio ion versu sus s Re Reali lity ty

• Dependent upon budget cycle
• Must research which Agency to target
• Develop and build relationships. Have a plan!

12 – 24 months to win your first government contract

Pop

• pula

lar Op Opin inio ion versu sus s Re Reali lity ty

• Government space takes effort with a dedicated, trained

and knowledgeable person/staff

• Takes time to build relationships with customers

Don’t be Blinded by Large Dollar Signs

Pop

• pula

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

Vendor must accept all Terms and Conditions Terms and Conditions are negotiable Government Marketspace Non Government Marketspace

Dif iffe ferences

Must complete the contract Contract may include an escape clause Government Marketspace Non Government Marketspace

Dif iffe ferences

Gov’t purchases competitively when they have a requirement or need Commercial firm can purchase at will or direction of Owners Government Marketspace Non Government Marketspace

Dif iffe ferences

Labor Laws – Prevailing wage rates may apply

Davis Bacon (construction) Service Contract Act (Services)

Labor Law – Minimum wage Government Marketspace Non Government Marketspace

Re Reso sources s to to Assi ssist t in in Vali lida dati tion

• n

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

• n

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

• n US

USAsp spendi ding to to answ swer th the fo foll llow

• win

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

• f 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

• f 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

• f 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

• f 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

• n, 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

• ns

Market Research

Fi Findin ing g Fe Federa ral l Gov

• vern

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

• ns

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

• ns

Federal Business Opportunities - a.k.a. FBO or FedBizOpps

• Respond to Sources Sought Notices (SSNs)

Fi Findi ding g Fe Fede deral l Go Government t So Soli licit itation

• ns

U.S. General Services Administration (GSA)

Fi Findin ing g Fe Federa ral l Su Subcon

• ntr

trac acti ting g Oppor

• rtu

tunit itie ies

Subnet.gov

• SBA Directory of Prime Contractors with Subcontracting Plans

Fi Findin ing g Fe Federa ral l Su Subcon

• ntr

trac acti ting g Op Oppor

• rtu

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

• ntr

trac acti ting g Op Oppor

• rtu

tunit itie ies

GSA’s Subcontracting Directory

Fi Findin ing g Gov

• vern

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

• vern

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

• cal

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

Use your

to unlock government opportunities that will help to grow your business.

Re Remem ember r . . . . .

Ka Kate te Ho Hoy: Wa Wash shin ingt gton

• n 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

Bidding on Government Contracts Top 10 Tips

Tip #6

Get the price right!!

• Double check numbers
• Make sure the price is offered in the right way..in

the right format

• Shipping?
• Labeling?
• Testing?
• Overtime?
• Taxes?
• Subcontractors?

Bidding on Government Contracts Top 10 Tips

Tip #7

Proofread!

Bidding on Government Contracts Top 10 Tips

Tip #8

Are all the required parts there?

Commonly missed parts

• Signed cover letter
• Signed addendums
• Resumes

Bidding on Government Contracts Top 10 Tips

Tip #9

Get your bid in on time!!

Bidding on Government Contracts Top 10 Tips

Tip #10

Debrief!!

Fi Find d Yo Your PTA TAC C at www.apt ptac-us. s.org