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PROCOM
For Your Business Communication Needs
A Proposal Communication Company
Slide 1 of 18
New to Government Contracting?A Quick-Start Guide
Doing Business with the Federal Government Can Seem Overwhelming
Don’t panic! Set aside some learning/research time every day or every weekResearch, research, researchUtilize resources Internet and business books and publications Recruit personnel/consultants who have experience with and
knowledge in Government contracting to help and advise Contact your local SBA (Small Business Administration)
office and explore the SBA website http://www.sba.gov
Slide 2 of 18
Obtain a DUNS to Register in the CCR
To be eligible to bid on and be awarded Federal contracts, your company must be registered in the CCR (Central Contractor Registration)
http://www.ccr.gov
Registration in the CCR requires a DUNS (Data Universal Numbering System) number from Dun & Bradstreet
http://www.dnb.com 800-234-3867
You must also determine your applicable NAICS (North American Industry Classification System) code(s)
http://www.naics.com
Slide 3 of 18
Register with the CCRCurrently, there is no fee associated with obtaining a DUNS, NAICS, or registering in the CCRRegistration in the CCR requires the following information:
DUNS Taxpayer ID number or Social Security Number (for sole
proprietorships or DBAs) Legal business name Corporate status NAICS Banking and electronic funds transfer information
Even if you do not currently have an active contract with the Government, registration in the CCR requires electronic funds banking information
CCR registration must be renewed annuallySlide 4 of 18
Explore FedBizOpps (FBO)
FBO serves as the single Government point of entry for Federal procurement opportunities over $25,000
http://www.fbo.gov
Download and review user guide from Home Page
Video demonstrations are available for viewing after you register as a Vendor/Citizen
Slide 5 of 18
FedBizOpps = Powerful Resource
Study awarded contracts to develop a competitive pricing strategy
Review awarded solicitations issued and develop mock pricing responses
How would your prices compare with the prices of the awarded contracts?
Does your company possess the common types of experience and past performance typically required for your services/ products?
Does your company have the resources – financial, material, legal, administrative, and human – available to support the performance requirements of typical contracts in your area(s) of expertise?
Identify weaker resource areas and implement plans and measures to strengthen them
Recruit personnel and/or consultants who can contribute experience in key areas
Make sure your company can fulfill typical qualifications and requirements
Slide 6 of 18
Alphabet Soup on FBO
RFI – Request for Information The Contracting Office is requesting specific types of
information from the industry
RFQ – Request for Quote Typically a smaller-sized (less than $100,000) project
IFB – Invitation for Bid Proposal response/offer is being requested
RFP – Request for Proposal Proposal response/offer is being requested
Slide 7 of 18
RFI – Request for Information
Contracting Office will evaluate input received in relation to a potential upcoming solicitation
Input may be used to help shape solicitation requirements and/or set-aside requirements (such as for large or small businesses)
Can be a good opportunity for you to introduce your company and its capabilities to a specific Contracting Officer/Office
Slide 8 of 18
RFQ – Request for Quote andIFB – Invitation for Bid
RFQ Typically a smaller-sized (less
than $100,000) project Offer (proposal response) is
being requested Often only requires price as a
determining factor Sometimes may require
additional factors, such as past performance/ experience, capabilities, or the like
IFB Offer (proposal response) is
being requested Price is typically the only
determining factor Sometimes may require
additional factors, such as past performance/experi-ence, capabilities, or the like
Slide 9 of 18
RFP – Request for Proposal
Offer (proposal response) is being requested
Proposal response is typically evaluated against a variety of price and non-price factors
Non-price factors are specific to each solicitation and the product(s)/service(s) being requested
Evaluation factors are often weighted in relation to each other based on the Government’s perception of their importance in regard to that specific procurement
Response is typically comprised of more than one volume
Price and non-price factors are segregated and evaluated separately
Slide 10 of 18
Small Business Preference Programs
See Federal Acquisition Regulation (FAR) 19, “Small Business Programs,” for more detail
https://www.acquisition.gov/far/current/html/FARTOCP19.html#wp223561
Certain solicitations may be set-aside for specific types of small businessesSmall businesses may be granted a pricing preference on some unrestricted procurementsSmall, Disadvantaged Business (SDB)
At least 51% owned/controlled by person(s) belonging to a socially and/or economically disadvantaged group (e.g., Asian, Black, Hispanic, and Native Americans)
Slide 11 of 18
Small Business Preference Programs
8(a) Business Development Program At least 51% owned/controlled by person(s) who
are socially and/or economically disadvantaged Person(s) who are not members of any group
presumed to be socially disadvantaged may qualify if social disadvantage can be established through a “preponderance of evidence”
http://www.sba.gov 800-U-ASK-SBA (800-827-5722)
Slide 12 of 18
Small Business Preference Programs
Women-Owned Small Businesses (WOSBs) At least 51% owned/controlled by one or more
women who are U.S. Citizens http://www.womenbiz.gov
Veterans Business Outreach Program (VBOP) At least 51% owned/controlled by veteran(s) http://www.vetbiz.gov
Slide 13 of 18
Small Business Preference Programs
HUBZone Empowerment Contracting Program HUBZone = Historically Underutilized
Business Zone At least 35% of company’s employees
must reside in a designated HUBZone http://www.sba.gov/hubzone
Slide 14 of 18
Small Business Preference Programs
Emerging Small Business (ESB) Must be no greater than 50% of the applicable small
business size standard as defined by your applicable NAICS code (e.g., if the NAICS specifies a small business size standard of 500 employees, an ESB can have no more than 250)
Small Business Innovative Research Program (SBIR) For Research & Development (R&D) Projects http://www.sba.gov/sbir
Slide 15 of 18
Use FOIA to Your Advantage
Freedom of Information Act (FOIA) (5 U.S.C. 552) can be an invaluable research tool for Federal Government contracting
Use FOIA to obtain useful information: Types (goods/services) and amounts of contracts awarded by a
specific agency within a specified period Name of an incumbent contractor and pricing data for a specified
contract or opportunity Current copy of a specified contract, including any amendments Copies or listing of any Contract Discrepancy Reports (CDRs)
issued for an identified contract
http://www.procom.us/foia.htmlSlide 16 of 18
Be Open to Opportunity
You don’t have to be the Prime Contractor Services: Search for subcontracting opportunities to perform a
portion of a larger contract Products: Search for opportunities to provide your product(s) for
use in the performance of a contract
Consider teaming arrangements Joint Venture
http://community.sba.gov/community/blogs/community-blogs/small-business-cents/venturing-joint-venture-some-need-know-basics
Mentor-Protégé (available to 8(a) firms) http://www.sba.gov/content/mentor-prot%C3%A9g%C3%A9-program
These opportunities allow you to gain/strengthen your experience while reducing your risks
Slide 17 of 18
Good Luck!
ProCom: A Proposal Communication Company
5605 FM 49Mineola, TX 75773-4207
Telephone: 903-857-2458
E-mail: [email protected]@[email protected]
Slide 18 of 18