Winning Government Contracts: How Your Small Business Can Find and Secure Federal Government Contracts up To $100,000
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The United States federal government is the biggest customer in the world. It buys 20% of all the services and products produced in the U.S. But of the 22 million registered U.S. companies, fewer than 2% of them seek out this market. Why? Because small business owners don't know where and how to get these contracts.Winning Government Contracts will change that. It begins at the beginning, assuming no prior knowledge of the government marketplace and its sometimes complicated terminology. Written in a clear, easy-to-understand language by experienced sales and marketing professionals, this book takes you through the registration and bidding process step-by-step. All the terms used in government contracts are explained in plain English.Winning Government Contracts shows you where to find the sales opportunities on the Internet, then guides you through every step in your quote, whether submitted electronically or on paper—explaining the jargon and outlining the exact information that needs to be entered. You will learn how to download drawings and specifications, understand shipping and packaging requirements, and find out how much the government is currently paying for an item before you submit an offer. The book also highlights areas where beginners need to be particularly careful, such as remembering to include shipping costs when you offer the government your best price! After the offer has been submitted, the book explains how to find the results of the bid—which company was awarded the contract and its price, as well as the names and prices of all the other bidders. Included is the government's system of inspection, acceptance, invoicing, andpayments, as well as the specific requirements for service contracts such as Statements of Work, Wage Determinations, and Technical Proposals.Whatever your business, the federal government is a marketplace you can enter. Winning Government Contracts will you show the way.As an independent sales and marketing professional, Malcolm Parvey has more than 30 years of experience helping small businesses sell their products and services to the United States federal government. He has completed hundreds of offers for clients from many different industries—from individual distributors to sub-contractors and service companies. Parvey works exclusively to assist small businesses with every aspect of the federal government marketplace. He lives in Franklin, Massachusetts, with his wife and children.
Introduction 13How to Use This Book 23Introduction to Federal Government Sales 27Are You a "Small Business"? Determining Size StandardsResources for Small BusinessesThe Small Business AdministrationWomen-Biz.GovSmall Business Administration's Free Online Government Contracts TrainingSmall Business Administration Subcontracting NetworkProcurement Technical Assistance Centers (PTAC)SBA Agency Procurement ForecastsHow the Federal Government Buys What It NeedsInvitation for Bid (IFB)Request for Proposal (RFP)Request for Quotation (RFQ)Best Value PurchasingConsolidated Purchasing ProgramsGovernment Credit Card PurchasesOnline Reverse Auctions-FedBidImportant Business Codes and NumbersData Universal Numbering System (DUNS)Tax Identification Number (TIN)Central Contractor Registration (CCR)Trading Partners Identification Number (TPIN)Marketing Partners Identification Number (MPIN)Commercial and Government Entity (CAGE) CodesNorth American Industrial Classification System (NAICS)Standard Industrial Classification (SIC) CodesFederal Supply Classification Codes (FSC)Online Representations and Certifications (ORCA)A Checklist for YouSearching the Federal Business Opportunities (FedBizOpps) Website 47The Federal Business Opportunities WebsiteThe Federal Business Opportunities (FedBizOpps) HomepageSearching the SiteMethods of SearchingStart Search-Click Here to Begin Your SearchInterpreting the Search ResultsUnderstanding theSynopsisGeneral InformationContracting Office AddressApproved SourcesOther Mandatory or Preferred SourcesSolicitations With Drawings or SpecificationsThe Automated Best Value System (ABVS)Additional InformationPoint of ContactNumbered NotesRegister to Receive NotificationUnderstanding Amendments and ModificationsThe Site VisitQuestions and AnswersThe Solicitation PackageThe Set-Aside ProgramsSmall Business ConcernVery Small Business ConcernWoman-Owned Business ConcernSmall Disadvantaged 8(a) BusinessesMinority-Owned and Small Minority-Owned BusinessesHUB-Zone BusinessesVeteran-Owned and Service-Disabled Veteran-Owned BusinessesOther Important ProgramsSole SourceQualified Products List (QPL)Qualified Suppliers List for Manufacturers (QSLM) and Distributors (QSLD)Other Government Agency StandardsFederal Acquisition Regulations (FAR)The Contracting OfficerRelated LinksBusiness Partner NetworkFederal Agency Business ForecastsFederal Assets SalesFederal GrantsUSAGovMinority Business Development AgencySUB-NetIntegrated Acquisition Environment (IAE)FedTedsVendor Notification ServiceSection 508Hurricane and Disaster Response ContractingFedBizOpps Homepage-Vendor LinkA Word on AcronymnsSearching and Quoting in the Defense Logistics Agency's Internet Bid Board System (DIBBS) Website 93The DIBBS HomepageThe Vendor TabThe Solicitations TabRFP/IFB DatabaseOther DLA OpportunitiesUnderstanding the Solicitation Numbering SystemAutomated Awards-PACEManual AwardsAuto-IDPOsApproved Part Numbers and Alternate Part NumbersThe References TabNSN/FSC Query DatabaseAll FSCs Managed by DLAMaster Solicitation DocumentThe Automated Best Value SystemThe Technical Data TabDrawings and Technical DocumentsViewing DrawingsStill Can't Find What You Are Looking For?Other Websites for Obtaining DrawingsProcurement HistoryOther Important ProgramsThe Quality Shelf Life ProgramEnvironmental "Green" Purchasing ProgramsApproved Environmental AttributesOther "Green" ProgramsQuoting in DIBBSStep-by-Step Through Your Online Quote in DIBBSBatch QuotingFinding Information on AwardsIcons Used in DIBBSAdditional Procurement Sites 117Procurement Gateway (ProGate)Your Search Options at This SiteThe Search ResultsHow to Obtain DrawingsWhere to Obtain Specifications and StandardsCreating a Custom Procurement Gateway ProfileArmy Single Face to Industry (ASFI)The United States Postal ServiceThe Veterans AdministrationFederal Prison Industries (UNICOR)Federal Bureau of PrisonsUnited States Patent OfficeSub-Contracting Opportunities-SubNetThe Government Printing OfficeMarket Information at the Federal Procurement Data CenterAdditional Procurement SitesA Sampling of Other Procurement SitesSubmitting Your Hard Copy Offer Using Federal Standard Forms (SF18, SF1449, SF33) 135The Uniform Contract FormatSolicitation/Contract FormSupplies/Services and Prices/CostsDescription/Specifications/Work StatementPackaging and MarkingInspection and Acceptance, and Deliveries or PerformanceContract Administration DataSpecial Contract RequirementsContract ClausesInstructions to OfferorsOfferor Representations and CertificationsAcknowledgment of Solicitations AmendmentsPast Performance InformationChanges to Contract Terms and ConditionsFor How Long Will the Price You Give Be Valid?SamplesLate Submissions, Modifications, Revisions and Withdrawals of OffersContract AwardMultiple AwardsSpecifications and StandardsEvaluationContract Terms and ConditionsContract Terms and Conditions Required to Implement Statutes or Executive OrdersMore Cited RegulationsList of AttachmentsRepresentations, Certifications, and Other StatementsInstructions, Conditions, and NoticesPossible ClausesEvaluation FactorsCombined Synopsis/SolicitationsSubmitting Your OfferService Contracts 165The Price ProposalThe Technical ProposalPast Performance InformationWage DeterminationsContractor Manpower ReportingInsuranceSite VisitFederal Travel RegulationsEvaluating Your OfferA-76 Standard Streamlined CompetitionsMore ResourcesFulfilling the Terms of Your Contract 179Packing and Marking RequirementsLiability for Damage Caused by Inadequate PackagingUnique Identification of Items- Bar Codes and RFID TagsBar CodesRadio Frequency Identification (RFID) TagsWood Packaging MaterialMore InformationShipping Your ProductDD250: The Distribution Data ReportInspection and AcceptanceInspectionAcceptanceInvoicingWeb Invoicing System (WINS)Wide Area WorkflowGetting StartedSubmitting InvoicesWide Area Workflow TrainingUsing Wide Area Workflow for Vendors-A Student GuidePractice SitesThe Post-Award Orientation ConferenceContract Performance MonitoringReportingBreach of ContractPerformance ReportsVeterans Reporting RequirementsStepping Up to the Next Level 193Government Wide Acquisition Contracts for Information TechnologyThe General Services Administration's (GSA) Federal Supply ScheduleOther Government Wide Acquisition ContractsIn ConclusionAppendix 199Central Contractor Registration WorksheetOfferor's Representations and Certifications Applications WorksheetU.S. Trade Agreements Act, Designated CountriesUnit of Issue CodesIndex 229About the Author 235
