1 Marketing To Achieve A Small Business Set Aside Contract Alliance South Conference Atlanta, GA
Dec 17, 2015
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Marketing To Achieve A Small Business Set Aside Contract
Alliance South ConferenceAtlanta, GA
Dinora GonzalezDG Federal Procurement Advisors, LLC
. . .your connection to federal contracts
614-434-6672
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DG Federal Procurement Advisors, LLC
Art Brown
LeScott Enterprises, [email protected]
770-732-9392
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DG Federal Procurement Advisors, LLC
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Small Business Set Aside Contracting Program
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Small Business Set Aside Programs*
Small Business Set Asides are acquisitions reserved exclusively for
participation by small business concerns.
Procurements of $3,000 - $150,000 are automatically reserved for
SBC unless the CO determines that there is no reasonable
expectation of obtaining offers from at least two responsible SBC
that are competitive in terms of market prices, quality and
delivery. (Rule of Two)
*FAR Part 19.5
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Small Business Set Aside Programs*
If only one acceptable offer is received the contracting
officer is REQUIRED to make an award to that firm.
If no acceptable offers: CO can WITHDRAW the set
aside and solicit on an unrestricted basis.
There are no small business set asides for contracts $3000
or less.
*FAR Part 19.5
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There is no order of precedence among the 8(a),
HUBZone, SDVOSB, and WOSB/EDWOSB Set Aside
programs.
However, if a requirement has been accepted by SBA
under the 8(a) Program, it must remain in the 8(a)
Program unless SBA agrees to its release in
accordance with 13 CFR 124, 125, and 126.FAR Part 19.203
SBA’s “Parity” Programs
Small Business Program Parity
8a HUBZone WOSB/EDWOSB SDVOSB
Small Business
Unrestricted Competition over $150,000
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Summary of Small Business Set AsidesSmall Business Category Definition
Procurement Method Eligibility & Dollar Thresholds
FAR Reference
Small Business Independently owned and operated, for profit, not dominant in its field according to NAICS Code
Automatically set aside for procurements $3K - $150K
Set aside based on “Rule of Two” if >$150K
FAR 19.3, FAR 19.5
8(a) 51% owned and controlled by a socially and economically disadvantaged individual, includes automatic SDB Certification
Competitive: If > $4mil / $6.5 (Mfr)
Sole Source: If < $4mil /$6.5. CO may accept – OR if only one source available that can perform.
FAR 19.12, FAR 19.8
Historically Underutilized Business (HUB) Zone Small Business
51% owned and controlled by U.S. citizens, principal office located in HUBZone, 35% of employees must live in HUBZone
Full & Open with a price evaluation preference of 10%
Competitive: If > $4mil / $6.5 (Mfr)
Sole Source: : If < $4mil /$6.5 OR if only one source available that can perform.
FAR 19.13
Service Disabled Veteran-Owned Small Business
51 % owned and controlled by one or more service-disabled veterans
Competitive: If > $3.5mil / $6 (Mfr)
Sole source: If < $3.5mil / $6mil (Mfr). OR if only one source available that can perform.
FAR 19.14
Woman-Owned Small Business / EDWOSB
51% owned and controlled by one or more women / Economically Disadvantaged women
Only eligible NAICS / NO Sole Source
Competitive: If > $4mil / $6.5 (Mfr)
FAR 19.15
Marketing Strategies for Pre Selling:
Begin as early as possible
Historical Information; Current contracts; Competitors;
Use e-tools
Relationship building with decision makers:
“Interview” the Federal Client to find their procurement needs.
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Get to know their situation and how you can assist them. What purchasing vehicle(s) do you use
Who are they currently using?
What is your role at this agency?
What is the protocol at this agency?
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Interviewing Your Federal Clients:
Make the appointment all about them, not you!!
Make yourself Approachable!!!Properly registering on the central contractor registration (CCR) and Dynamic Small Business Search (DSBS)
Adding and broadening their North American Classification System (NAICS) codes
Exploring if they qualify for any other SBA's small business programs
Look at contracting vehicles such as the GSA Schedule program.
Consider teaming with other firms
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Navigating the Internet to Identify Opportunities for Your Preference
Certification
Presented to:Alliance SouthApril 17, 2012 EC
Arthur L. [email protected]
Research Your Market to Find Answers To:
Who are my customers
Where are they located
What does/will make them by my product/service
What is my optimum selling price
What should my advertising/promotional message consist of
How do I get to them
How Search Engines Work There are oodles of servers, billions of pages and
a gazillion words and pictures on the Internet The Web: Growing Exponentially Best guess is somewhere over several trillion
pages and growing by a billion pages daily
Search Tool Category Examples Search Engines
Google – http://google.comYahoo – http://www.yahoo.comMSN – http://www.msn.comAsk - http://ask.comCuil - http://www.cuil.com/searchBing - http://www.bing.com/
Directories Reference USA - http://www.referenceusa.com Thomas Register – http://www.thomasnet.com
Central Contractor Registry – http://www.ccr.gov Listing of International Search Engines
http://www.searchenginecolossus.com/
Market Research Methods
Primary Research Provide online surveys, questionnaires, online
focus groups
Study your traffic logs
Example: http://www.zoomerang.com/login/index.zgi
http://www.surveymonkey.com/
http://www.zoomerang.com/
Start by Defining Your Business Classification
North American Industrial Classification (NAICS) Code - http://www.naics.com/search.htm
Standard Industrial Classification (SIC) Code - http://www.naics.com/search.htm
Data Universal Numbering System (DUNS) Number -http://www.dnb.com/US/
National Institute of Government Purchasing (NIGP) -http://www.nigp.org/
http://vendornet.state.wi.us/vendornet/asp/CC13_Process.asp
Market Research Methods (cont’)Secondary Research Sources
Company Data
Industry Sources/Associations
Governmental Agencies
Universities/Libraries
Search Engines
Trade Journals
Investment Industry Analysis
Internet Analysis
http://www.census.gov/econ/cbp/index.html
Marketing Strategy Development
A marketing strategy is a target market and a related marketing mix
A target market is a similar group (market segment) of customers to whom you wish to appeal
A marketing mix consists of a group of controllable variables (product, place, promotion, price) which are put together to satisfy a target market
Procurement Research SourcesHistorical Purchases
E-Procurement Database – http://www.fpdsng.com/
Current Purchases Fedbizopps - http://www.fedbizopps.gov/
Subnet - http://web.sba.gov/subnet/search/index.cfm
NECO - https://www.neco.navy.mil/secure/register/register.cfm
Army Single Face to Industry - https://acquisition.army.mil/asfi/
Projections Agency Procurement Forecasts -
https://www.acquisition.gov/comp/procurement_forecasts/index.html
https://www.fpds.gov/fpdsng_cms/
http://web.sba.gov/subnet/search/index.cfm
http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm
Administrative Management Consulting Firms Located in Fulton County – NAICS 541611
https://www.rfpsource.ca/e/index.cfm
Sources to Identify Target Markets/Commercial Build/Existing Contact Database
Access/Purchase Database
Reference USA
http://www.referenceusa.com/
Thomas Register
http://www.thomasnet.com/
Yellow Pages
http://www.yellowpages.com/
http://www.referenceusa.com/Static/Home#businessDatabases
Management Consulting Firms Located in Fulton County
Banks Located in Fulton County identified as NAICS Code 522110
"The past is history, the future a mystery, and the present is a gift. Spend it wisely."
SBA 8(a) contractor offering HR and Administrative Support Solutions
DeVan C. Brown, President
• SBA 8(a) Program
• I’m approved! Now what?• Why isn’t my phone ringing?• Does the 8(a) program work?
Questions?
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