South Florida District Office MARKETING TO GOVERNMENT AGENCIES Am I a Small Business To be a small business you must adhere to industry size standards established by the US Small Business Administration ID: 722196
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U.S. Small Business Administration
South Florida District Office
MARKETING TO GOVERNMENT AGENCIESSlide2
Am I a Small Business?
To be a small business, you must adhere to industry size standards established by the U.S. Small Business AdministrationAs you register as a government contractor in the System for Award Management (SAM), you will also self-certify your business as small.
The SBA, for most industries, defines a "small business" either in terms of the average number of employees over the past 12 months, or average annual receipts over the past three years.Slide3
Getting Started
You need to determine your primary North American Industry Classification System (NAICS) code.How do I find my NAICS code? Visit the United States Census Bureau NAICS website to identify your NAICS code(s). We recommend using a single word for a search term.Slide4
Dun & Bradstreet or D-U-N-S Number
A unique nine-digit identification number for each physical location of your business. D-U-N-S Number assignment is free for all businesses required to register with the federal government for contracts or grants.Go to SBA.gov to get link to register.Slide5
What do I need to get my D-U-N-S Number?
When registering for your D-U-N-S Number, you will need the following: Legal name Headquarters name and address for your business Doing Business As (DBA) or other name by which your business is commonly recognized
Physical address, city, state and ZIP Code Mailing address (if separate from headquarters and/or physical address)
Telephone numberContact name and title
Number of employees at your physical location Whether you are a Home-Based BusinessSlide6
System For Award Management (SAM)(Formally CCR)
The FIRST STEP to register your business to participate in any federal government contracting program is to: REGISTER in SAMSAM combines several acquisition systems into one (CCR, ORCA, EPLS)In SAM, you may self-certify yourself as a small business
SAM provides links to federal agencies and procurement opportunities More information is available at: http
://www.sam.gov *** Note: Registration does not guarantee business with the Federal GovernmentSlide7
SAMBenefits of SAM
Registration:The ability to bid on Federal Government contracts. A central storage location for the registrant to supply it’s information.
Paperless payments through electronic funds transfer (EFT). Slide8
Small Business Dynamic Business Search
Entering your small business profile data into SAM allows you to populate the SBA’s supplemental pages known as DSBS- Dynamic Small Business Search. This is where your Business capabilities statements can be viewed by Contracting Officers, Large Prime Contractors and the General PublicWebsite: http://dsbs.sba.govSlide9
Marketing Your Business
Target Your Customers
www.fpds.govSlide10
Marketing Your Business
Identify Your Target Agencies
www.fpds.govSlide11
Marketing Your Business
Research Your Target Agencies-Homepage, Small Business Information, Business Opportunities and Procurement ForecastsSlide12
Marketing Your BusinessReview Agency Small Business InformationSlide13
Marketing Your Business
“How to Do Business With your Target Agencies”Slide14
Marketing Your Business
www.fbo.govSlide15
Searching for Contract Opportunities
Search for Opportunities: Search By NAICS Code Search by Keywords Search by Solicitation Number Search by Set-AsideSlide16
Marketing Your Business
www.fbo.govSearch by
Set Aside CodesCompetitive 8(a) HUBZone
Service Disabled VeteranWoman Owned
Total Small BusinessSearch by Opportunity/
Procurement TypePresolicitation Combined Synopsis/Solicitation
Sources Sought
Award NoticeSlide17
Searching for Contract Opportunities
Source SoughtPre-SolicitationSolicitation
AwardSlide18
Marketing Your Business
Marketing 101
Target Your Customer
Who buys your product or service?
How do they buy? When do they buy?Know The Rules
Federal Acquisition Regulations Contract requirements and specifications How to obtain Contract history
Performed as PromisedOn-time delivery, Good Quality, at a Fair PriceSlide19
Research Past Purchases
Federal Procurement Data System – Next Generation https://www.FPDS.gov
Register, Read “First Time Using Reports”, Obtain standard, special, or customized award data.
Identify Current Opportunities
Federal Business Opportunities www.fbo.gov
Identify your product and/or service codes & search.Set up a “My FBO” user’s home page, an Interested Vendor List and a Watch List to be notified via email of new contract opportunities. Obtain Agency Forecasts from sites like
http://www.acquisition.gov
Marketing Your
BusinessMarketing 101Slide20
One on One -
Present your capabilities statement directly to the federal activities and large prime contractors that buy your products and services.
Attend Procurement Conferences and business expos
Attend
Business Matchmaking events
Add details to DSBS your Dynamic Small Business Search profile (e.g., GSA schedule number, commercial customers, federal customers, special capabilities).Marketing Your
BusinessMarketing 101Slide21
Marketing Your Business
Procurement AssistancePeople to Know
Procurement Technical Assistance Center (PTACs)
www.sba.gov/tools/local-assistance/ptac
Small Business Specialistswww.dla.mil/DoingBusinessWithDLA/FederalContractingResources
Procurement Center Representatives (PCRs) www.sba.gov/federal-contracting/counseling-help/procurement-center-representative-directory
Commercial Marketing Representatives
(CMRs) www.sba.gov/federal-contracting/counseling-help/commercial-market-representative-directory#section-header-6Slide22
Marketing Your Business
To Do ListPrepare a clear
contracting strategy
Develop a winning DSBS profile
Become an expert in using FBOResearch
agency needsApply aggressive marketing to targeted agenciesLearn how to
respond appropriately to RFP’s and acquisition requests
Network! Network! NetworkProfit from the
wisdom of others.
Additional Training
Winning Federal Contracts
https://www.sba.gov/learning-centerSlide23
Questions?Slide24
Contact Information
U.S. Small Business AdministrationSouth Florida District OfficeRon Brunner8(a) Business Development SectionPhone: 305-536-5899E-Mail: ronald.brunner@sba.gov