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Growing Your Business,Creating Colorado Jobs:

Colorado PTAC and You

COLORADO PROCUREMENT

TECHNICAL ASSISTANCE CENTER

KEN KNAPPEXECUTIVE DIRECTOR

www.ColoradoPTAC.org

Ofc: 719-434-3470

VOB Symposium 23 Oct 12

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Marketing to Government(s) Overview

Why—Market to governments?

Who—Is CO PTAC?

How—Do we grow government share?

4 Essential Steps

What—Marketing is different?

Ask Questions?

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$0.00 $20.00 $40.00 $60.00 $80.00

$78.30 $67.70 $61.70 $30.60 $18.30 $9.50

Federal Contract Awards in $B

For the same reason Willie Sutton robbed banks! Federal Government procures >$500 Bil annually Colorado State Government budget $20 Bil FY 2008 Colorado*:

◦ Ranked 15 among states receiving federal contracts◦ Only 4,143 firms received awards vs. > 465,000 registered

Why Government Contracting?

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*Data as of Mar 2011, FedSpending.org

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What a Government Contract can do for your business◦ Diversify your customer base◦ Cover overhead costs

◦ Even out cash flow

What a Government Contract cannot do for your business◦ Jump-start your business◦ Save your business◦ Be the sole source of your business

Is the Government Market for Me?

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Non-Profit, 501c(3) Corporation, an Economic Enterprise Public/Private Partnership

◦ Funded by federal, state, public, and private contributions◦ Approx ~ $800K annual budget

1 of 50 State Programs Experienced, Professional Counselors

◦ Full time, Part time, and On-Call Multiple Locations:

◦ Colorado Springs (Headquarters)◦ Grand Junction (Satellite)◦ Aurora (Satellite)◦ Westminster (Satellite)◦ By Appointment

Golden, Glenwood Springs, Montrose,Durango, Boulder, Loveland, Greeley, Pueblo,

Trinidad, Alamosa, Craig

Who is Colorado PTAC?

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Ribbon cutting on 9 Nov 09

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PTAC Success: Mules-to-Missiles

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3011 different stories - Each a Success New companies < 30 days old Old companies > 30 years old $10Mil firm w/ VA success—looking for

improved Win Rate $4Mil firm w/ CO state success—looking for

federal opportunities Window Cleaners to Cyber Technology

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Colorado PTAC’s 2 Year Results*Fiscal Year Qtr ended 14 Sep 11

Yr1 Qtr1

Yr1 Qtr2

Yr1 Qtr3

Yr1 Qtr4

Yr2 Qtr1

Yr2 Qtr2

Yr2 Qtr3

Yr2 Qtr4

0

5,000

10,000

15,000

20,000

25,000

2,185 3,0133,751

2,332 2,239

5,516

1,668

20,962

Colorado Jobs Created or Re-tained by PTAC Clients

from Government Contract Awards

Jobs Created or Retained ea QtrLinear (Jobs Created or Retained ea Qtr)Cumulative

Yr2 Qtr1 Yr2 Qtr2 Yr2 Qtr3 Yr2 Qtr4$0

$50,000,000

$100,000,000

$150,000,000

$200,000,000

$250,000,000

$300,000,000

Reported Contract Award Dollars

Awards Sub

Awards Prime

Total Awards Year 1:

$463,077,539

Total Awards Year 2:

$596,585,093

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1. Get the Right Registrations

2. Find the Right Opportunities

3. Write Winning Proposals

4. Execute, Execute, Execute

4 Essential Steps: Growing Business thru Gov’t Contracts

4 Essential Steps --

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Get the Right Registrationsa. PTAC – www.ColoradoPTAC.orgb. SAM, DUNS, ORCA, CCR, SBA,

a. WAWF

c. Preference Programs1. Federal: 8(a), SDVOB, HUBZone, WOSB2. State: DBE, WBE

d. DIBBS for manufacturing, FedBid – product Auction sitee. Bonding, Insurance, etcf. Others—ColoradoBIDS, RockyMountainEPurchasing, etc

Step 1--

4 Essential Steps: Growing Business thru Gov’t Contracts

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Find the Right Opportunitiesa. Know your Market—Research b. Bid Match searching servicec. Sub vs Prime d. Teaming or JVe. GSA for products & servicesf. Networking

Step 2--

4 Essential Steps: Growing Business thru Gov’t Contracts

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FPDS.GOV: SCREEN SHOT

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FPDS.gov Search Criteria

Top 10 federal Dept buyers

Top 10 Agencies

Top 10 CO vendors

Machine Shop Businesses doing Business with Government

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Multiple Products: Range of Costs, Range of Services

Electronic “Finders” - Internet

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Links Cost   Services      

Opportunity Search Options  Tailore

demail

URL Access

Newsletter

Other

Scope

www.gssa.State.CO.us/VenSolsFREE X        

(View Only) CO State Purchasing Office Site

CO BIDS              

www.gssa.State.CO.us/VenRegister$40/yr X   X    

CO State Goods & Services; NOT Construction

               www.govbids.com $49.95/yr X X X     50 CO Purchasing AgenciesRocky Mountain E-Purchasing              

www.SetAsideAlert.com$497/yr X X X X  

SB, MOB, WOB, Vet, SDVOB, 8(a), HUBZone

               www.BidClerk.com $59.95/mth X   X   X Construction Projects  $599.95/yr            

www.FedMarket.comVarious       X X

GSA Schedule, Proposal Writing, Training, Consulting

               

www.FindRFP.com Sign-up X X X   X Federal, State, Local RFPs               

www.Onvia.com$2K-$20K/yr X X X   X

Federal, State, Local RFPs and Projects

               

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Bid Match* Solution—Another Option

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2004 Sites Searched Worldwide 145 Sites Searched across Colorado Your 3-Way Search Criteria—tailorable by state, agency, code

◦ Keywords◦ NAICS Codes (North American Industry Classification

System)◦ Geographic Region (Domestic, International, Regional)

Provided by OutReach Systems◦ Free service from CO PTAC to all clients◦ $250 annual subscription to individuals

IT search engine tailored to your search profile

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FBO.GOV Site

Important Options!!• Watch

Opportunity• Add yourself to

list

• Set Asides• NAICS

Solicitation Type:Presolicitation

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FBO.GOV Site: Interested Vendors

Important Options!!• Watch

Opportunity• Add yourself to

list

• Set Asides• NAICS

• List of Partners ?

List and Contact

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Five Key People you need to know

Small Business

Specialist

Contracting Officer

Program ManagerEnd User

The Influencer

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Key Points:◦ Capabilities◦ Facilities & Equipment◦ Expertise◦ Codes: NAICS, DUNS, CAGE◦ Customers◦ ONE PAGE

When Used:◦ SAP◦ Top Desk Drawer <$25,000

Capability Statements

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Capability Briefing

Six Simple Slides:i. Slides 1-2: Company ID info &

Core Capabilitiesii. Slides 3-5: Opportunity, Value &

Fitiii. The Opportunityiv. Unique Value Propositionv. Project Experiencevi. Meeting ObjectivesTips:• Do use PowerPoint• Expect no more than 30min• Plan to use only half time

presenting• Rehearse so each slide is 2-3

min

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Read the solicitation more than once ◦“Can our company profit from performing this

requirement?” Determine the “solicitation type” Determine the “contract type” Assemble all the attachments and all amendments

Is it a ‘Golden’ Opportunity?

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Solicitation Thresholds

Federal Competition Requirements◦ <$3000 No Competition Required, normally GPC*

◦ >$3K & <$25K Must Show Competition/No Announcement**

◦ >$25K & <$150K Advertised, Normally Reserved for SB

◦ >$150K Normal Bid Process***

◦ FBO and Other Government Posting Sites

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* GPC limit $2,000 for construction (Davis-Bacon Act), $2,500 for services (Services Contract Act)** May use GPC if on FSS* ** May be set-aside if ≥ 2 capable 8(a)/HUBZone/SD-VOSB/SB will submit offers @ fair market price.

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Write Winning Proposalsa. Compliant with Solicitationb. The Price is Rightc. Do’s and Don’tsd. “Red Team” reviewe. Unsolicited Proposal

Step 3--

4 Essential Steps: Growing Business thru Gov’t Contracts

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You Know They Need It—How do they get it?

Requirements Budget Solicitation Execution

Registration

Bus Development

Bid OpportunitiesRFP

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Process begins early Proposal writing “Red Team” support—

• Independent of proposal team• Offer different perspective• May or may not know the industry• Familiar with acquisition process & selection

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Proposal Writing

Start Early Practice, Practice, Practice Internal or External Support

◦“Writing for Dummies” or

◦Professional Writers

Focus on Solicitation Instructions

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Solicitation Format Section L:  Format

◦ Font◦ Volumes◦ Tabs◦ Page Limits

Section M: Evaluation—”Best Value”◦ Technical◦ Management◦ Price◦ Past Performance

Lowest Risk to the Government◦ “Best Value”◦ Lowest Price—Technically Acceptable

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The Bidding Process

• Contracting Officer’s market research• Shape the Solicitation

Sources Sought, Request for Information (RFI), Broad Agency

Announcement (BAA)

• Site visit, Walk through• Government briefing with Q&A (limited)Industry Day

• Draft RFPPre-Solicitation

• Project Funded and Ready to Execute• Usually Request Proposal within a few weeks• Often too late in the game if this is the first time you’ve seen it

Solicitation:

Request for Proposal (RFP), RFQ, or Invitation for Bid (IFB)

• Contract Execution for Winners• Debriefing for Those Not SelectedAward Announcement

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Jul

Jun

Sep

May

Apr

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Execute, Execute, Execute

a. Post award debriefb. “Scope Creep”c. Prompt Paymentd. Responsive and Compliante. Accounting System compliancef. Protest process

Step 4--

4 Essential Steps: Growing Business thru Gov’t Contracts

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How Does Colorado PTAC Help?

Education and Assistance Throughout the Process --Including but not Limited to:

◦ Registration Support (DUNS, SAM, CCR, CAGE, NAICS, ORCA)

◦ Business Development—Market research and analysis

◦ Finding Bid Opportunities (“BidMatch”)

◦ Proposal Guidance on Request for Proposal (RFP),

Invitation for Bid (IFB), Request for Quote (RFQ)

◦ RFP, RFQ or IFB Response Review (“Red Team”)

◦ Contract Management, “Matchmaking”, and more…..

Requirements Budget Solicitation Execution

Registration

Bus Development

Bid OpportunitiesRFP

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Marketing to Government(s) Overview

Why—Market to governments?

Who—Is CO PTAC?

How—Do we grow government share?

4 Essential Steps

What—Marketing is different?

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Bottom line for Colorado & PTAC

Significantly Increase # of: ◦ Businesses Pursuing Government Contracts◦ Government Contracts Awarded in Colorado◦ Dollar Amount per Government Contract Awarded

Sustain in Colorado:◦ Strong Industrial Base ◦ Improved Local Economies◦ Enhanced Employment Opportunities◦ Businesses Capable of Supporting Government Contracts

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More Questions?

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Colorado Working TogetherMeet our Sponsors

SCOPEVision

www.coloradoptac.org

Adams County Economic Development Aurora Chamber of Commerce

Colorado Springs Business Incubator Fairfield Inn & Suites, USAFA

Grand Junction Business Incubator Institute for Civic Achievement

Jefferson County EC Northern CO EDC

Kavley’sPueblo BTC

Pueblo AlbanyTechWise

Trinidad Las Animas Chamber of Commerce Acquisition & Management Resources

Analytical Systems Incorporated Certify to Success

Holland & HartNational Fringe Benefits

McNew & AssociatesPDS Business Solutions, LLC

Perini & AssociatesSix & Geving Insurance

Microsoft

SCOPEVisionMcKenna, Long & Aldridge

Our Colorado PTAC Partners

Updated 20 Sept 12