A Guide for Small Businesses

NH Government Contracting Assistance Center Great Bay Community College– March 16, 2017

Marketing edge

Set-aside solicitations

Subcontracting opportunities

Teaming opportunities

Learning curve (small benefit, but

every little advantage counts….)

Dynamic Small Business Search - http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm

Use the logo: ◦On your website, Facebook

◦Capabilities statements

◦Even on your business cards

Always put your product first

Contracting officer must do market research.

FedBizzOpps www.fbo.gov “Rule of Two” applies

Respond to Sources Sought

Prime contractors are expected to reflect Agency’s goals in their Subcontracting Plan Written plan, submitted with their bid/proposal

Increasing duty to follow the plan

Required reporting on plan compliance

Primes must make effort to achieve goals

New protections for subcontractors have come on line

Need to establish a relationship early – before the bid

Must maintain the relationship

Be a good, reliable partner

Quality product/service

On time - no surprises

Be easy to work with!

Most solicitations will be subject to “Limitations on Subcontracting” - also called a “Self-Performance’ Requirement

Rules changed, this fall.

Can meet self-performance percentage via “similarly situated” teaming

18 in NH ◦ Rochester, Dover, Lyme & Nashua – 1 apiece

◦ Coos County – 1

◦ Manchester, Concord, Keene, Franklin, Durham - zero

◦ Several applications in process

◦ Maine – 10

◦ Vermont – 16

◦ Rhode Island – 5

◦ Connecticut – 17

◦ Massachusetts – 46

◦ New England – 112 (was 132 last fall ) 2.1% of U.S.

◦ USA – 5226 (was 5676 last fall)

◦ New England is relatively poor in HUBZone companies . So is the Northeast in general. Concentrations can be found in the Capitol Region, southern US, Pacific NW (including AK), Guam and Michigan.

HUBZone pages: https://www.sba.gov/contracting/government-contracting-programs/hubzone-program

The HUBZone Maps: https://www.sba.gov/contracting/government-contracting-programs/hubzone-program/hubzone-maps

Dynamic Small Business Search: http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm

USASpending: https://www.usaspending.gov/Pages/Default.aspx

Federal Procurement Data System: https://www.fpds.gov/fpdsng_cms/index.php/en/

Coos, Grafton and Sullivan Counties NH

Franklin, NH

Some urban Massachusetts census tracts

Many counties in Vermont

Urban tracts and northeastern counties, Maine.

Urban tracts in Connecticut and Rhode Island

Must be small at time of offer and award

NMR applies in a special way –

◦ Manufacturer must be HUBZone

◦ No waivers

Sole Source authority

◦ capped at $7M for manufacturing, $4M other

◦ Must be over SAT ($150K)

10% Price Evaluation Preference in Full & Open

◦ Not used for A/E or other qualifications-based selections, or multiple awards

◦ Not applied to other SB – only preference over LB

The HUBZone advantage can be real

It requires work- ◦ Executing on the “red tape”

◦ Marketing the certification

◦ Developing & finding the opportunities

◦ Subcontracting, Partnering and Teaming Relationships

◦ Becoming a great team member

◦ Becoming a sophisticated player

◦ Using that sophistication to succeed

NHGovCon can help with all of these

NH GovCon 172 Pembroke Rd

Concord, NH 03301 (603) 271-7581

Amanda Duquette

Jane Brezosky

Dave Pease

www.nheconomy.com/sell-to-the-government