Archive

Business Development Program

10th Annual Alliance Texas Procurement Fair – June 26, 2012 – Arlington, TX

By
May 23, 2012
Business Development Program, Classes, Education, Events, Marketing, Networking, Women-Owned Small Business

The 10th Annual Alliance Texas Small Business Procurement Fair is returning to the Arlington Convention Center!

Gregory will be a speaker for the 8:45a workshop on Capability Statements.  This event has grown in size and depth each year and we are excited about the prospects for this year.

The networking at this event cannot be compared to any other single marketing medium.

TAKE ADVANTAGE OF THE OPPORTUNITIES!

WHY ARE ALLIANCE PROCUREMENT EVENTS UNIQUE?

  • YOU pre-schedule your own meetings…no one does it for you.
  • E-GUIDE: MatchMaking Hosts have access to your company information – NAICS, certifications, website and company description.
  • E-GUIDE: You have access to ALL attendees – not just exhibitors!
  • E-GUIDE is available immediatly upon registration and for 6 months after the event.

Event Information:

Where: Arlington Convention Center
1200 Ballpark Way
Arlington, TX 76011 (map)
Phone: 817-459-5000
Event Hours: 7:30 am to 4:00 pm

Tuesday, June 26, 2012 includes the Trade Show, MatchMaking Meetings, Continental Breakfast, Lunch and workshops.

Early Bird: $150.00 per person through May 25.
Standard Registration: $185.00 per person through May 25
Late Registration: $225.00 per person after June 22.
Exhibitor Booths: $525 thru May 25; $595 after May 25; Government/Non-Profit $325($395 after May 25) (includes 2 attendee registrations.)

Schedule – Alliance Texas 2012

June 26, 2012
7:00 am – 11:30 am EXHIBITOR MOVE-IN
We invite exhibitors to move in and be set up early to take advantage of the morning workshops. Exhibit Hall opens at 11:30.
7:30 am – 12:00 pm ATTENDEE REGISTRATION AND CONTINENTAL BREAKFAST
8:00 am – 8:30 am OPENING REMARKS
Let’s get the day started!
8:45 am – 10:00 am 1. FIRST IMPRESSIONS ARE LASTING IMPRESSIONS
How do you get on a buyer’s radar? Don’t waste the opportunity to have a COMPLETE CCR profile and the best Capability Statement possible. Learn how to put your best foot forward by enhancing your CCR Small Business Profile and the checklist for your two page Capability Brief.
Moderator: Julie Suarez, Procurement Specialist, Contract Opportunities Center (PTAC) El Paso Community College
Speaker: Gregory James, Project Director, Dallas-Fort Worth MBDA Business Center
Speaker: Paul Stone, Procurement Center Representative, US Small Business Administration
8:45 am – 10:00 am 2. PREPARE – PRESENT – PURSUE: WHAT TO DO BEFORE, DURING AND AFTER YOUR MATCHMAKING MEETINGS
Points to ponder: How do you make your matchmaking meetings mutually productive? What is the beneficial use of time and money? Are you passionate and persuasive? How do you convince the “matchmaker” you are the right one to provide goods and/or services to their company or agency? Perspectives from ‘both sides of the table’ will be presented during a lively discussion led by a dynamic duo! They will share “Eleven P’s” to help you at the matchmaking table and guarantee to educate, entertain and empower you as a successful entrepreneur!
Speaker: Velina Willis, HUB Program Coordinator, Tarrant County Purchasing
Speaker: Rachel Snell, HUB Coordinator, Texas Comptroller of Public Accounts
8:45 am – 10:00 am 3. NEW GSA MUTIPLE AWARD SCHEDULE (MAS) REQUIREMENTS
This session will provide you with the detailed requirements for completing your offer to GSA for your offer to the GSA Schedule Solicitation. Learn about the newest requirements such as a digital signature, check list of requirements a vendor must meet before starting the process, training requirements, and detailed requirements that must be sent in your offer. This is a good time to ask questions and make your decisions about getting on “the Schedule”.
Speaker: Willie Heath, CEO, Heath International Enterprises, Inc
10:15 am – 11:30 am 4. WHAT IS THE “411” ON CERTIFICATION (ANOTHER TOOL IN YOUR MARKETING TOOLBOX)?
Learn why, where and how to determine if you want to apply for certification. Presenters will help you make sense of this confusing world of DFW and National Certifications, that can help your business grow. Who are the “players” and how does your business get to the field using the marketing tool called Certification?
Moderator: Emilia Menthe, Brazos Business Strategies
Speaker: Andrew Nash, Director of Operations, D/FW Minority Supplier Development Council
Speaker: Sheena Morgan, Director, North Central Texas Regional Certification Agency
Speaker: Nancy Alvarez-Hernandez, Supervisor, Business Development Speicalist, US Small Business Administration
Speaker: Rachel Snell, HUB Coordinator, Texas Comptroller of Public Accounts
10:15 am – 11:30 am 5. YOUR TARGET MARKET FOR FEDERAL CONTRACTING: Point your arrow at your REAL Target!
Finding your entry point for doing business with the federal government can be overwhelming. Discover where to begin; How to overcome roadblocks; Common challenges such as knowing where to look, adequate resources, narrowing down the playing field. This session will help you with practical strategies THAT WORK for navigating the federal maze!
Speaker: Royalyn Reid, , Consumer and Market Insights LLC
10:15 am – 11:30 am 6. THE POWER OF EMAIL MARKETING
This information-packed seminar will demonstrate how email marketing – the hands-on, low-cost marketing tool – can really help drive business success. Discover how communicating with customers regularly can help a small business stay connected, and generate increased referrals, repeat sales, and unwavering customer loyalty. Build a strong permission-based customer list and get your audience to open, read and act on your email. and use their past results to sharpen their email marketing program as they go along. Learn the latest best practices and proven strategies to get your emails to work for you! Plenty of time to ask questions, share experiences, and network with peers.
Speaker: Dale Berkebile, BRANDWISE/ Inbound Marketer / Brand Strategist, Constant Contact
10:15 am – 11:30 am 7. ALTERNATIVES FOR ACCESS TO CAPITAL… WHAT OPTIONS ARE AVAILABLE TO ADD CASH TO YOUR BUSINESS?
Cash flow is vital to your business. In addition to traditional loans from your bank, there are options that can provide loans to your business for:

  • Operations
  • Payroll
  • Equipment purchases
  • Vehicle purchases
  • Real Estate purchase
  • Real Estate upgrades (improvements to your existing building)
  • Accounts Receivable

Join us for this information session to help your business GROW!
Speaker: Catherine Pena, ACCION Texas
Speaker: Veronica Wallace, Vice President of Business Development, Bridgeport Capital
11:30 am – 4:00 pm EXHIBITS AND LUNCH
1:00 pm – 4:00 pm MATCHMAKING MEETINGS
3:30 pm – 4:00 pm DESSERT AND DOOR PRIZES
Join us for treats and door prizes donated by our participants. Winners MUST BE PRESENT TO WIN!!
ShoWorks, Inc.
1205 N Napa St
Spokane, WA 99202		 Voice: (509) 838-8755
Fax: (509) 838-2838
Email: info@showorksinc.com

What are steps 3 & 4 for doing business with the Federal Government in Washington D.C.?

By
May 18, 2012
8(a), 9 steps, Base Realignment and Closure Act, Business Development Program, Certification Programs, Classes, Federal Procurement Data System, HUBZone, NAICS, PSC, Report, Research, Sales, Sample, Service Disabled Veteran-Owned Small Business, VetBiz, Veteran Administration, Women-Owned Small Business

Steps 1 & 2 discussed how important it is to know key government websites and register the company in the CCR and ORCA. Steps 3 and 4 include determining the company’s eligibility for the socio economic programs and the importance of the Federal Supply Classification Codes (FSC) and North American Industry Classification System (NAICS) Codes. Understanding the certifications and classifications programs enhance a company’s ability to get government jobs through federal contracts. FCIS has developed marketing reports that help companies identify contracting officers that utilizes the socio economic programs for contracting and identify agency contracting offices by classification systems.

Step 3.  Determine if the company qualifies for one or more of the SBA and Veteran Administration Certification Programs.  The SBA currently has three socio economic certification programs: 8(a), HUBZone and Women-Owned Small Business Programs. The 8(a) Business Development program assists eligible small businesses to compete by providing them with business developmental assistance. The owner of a small business must be socio or economic disadvantaged. Economic disadvantage is based on personal income ($250,000 for initial eligibility, $350,000 for continued eligibility) and total assets ($4 million for initial eligibility, $6 million continued eligibility). Socially disadvantaged individuals are those who have been subjected to racial or ethnic prejudice or cultural bias because of their identity as members of a group. Social disadvantage must stem from circumstances beyond their control. Companies with the 8(a) certification are eligible for set aside contract opportunities.

The Historically Underutilized Business Zone (HUBZone) program entitles qualified firms to special bidding benefits in the federal contracting arena. To qualify for the program, a business (except tribally-owned concerns) must be a small business by SBA standards, must be owned and controlled at least 51% by U.S. citizens, or a Community Development Corporation, an agricultural cooperative, or an Indian tribe, the company principal office must be located within a “Historically Underutilized Business Zone,” which includes lands considered “Indian Country” and military facilities closed by the Base Realignment and Closure Act and At least 35% of its employees must reside in a HUBZone map area.

Service-Disabled Veteran-Owned Small Business Concerns (SDVOSBC) – (http://www.sba.gov/content/service-disabled-veteran-owned-small-business-concerns-sdvosbc) The Veterans Benefits Act of 2003  established a procurement program for Service-Disabled Veteran-Owned Small Businesses that allows contracting officers to restrict competition to SDVOSBCs and award a sole source or set-aside contract where certain criteria are met. In addition, the rule allows SDVOSB concerns to self-certify however the eligible veteran should get certified by VetBiz in order to withstand any certification challenges. In order to be eligible for the SDVOSBC, the Department of Veterans Affairs or Department of Defense must certify service disabled veteran has a service-connected disability, the Company must be small under the NAICS code assigned to the procurement, the Service disabled veteran must own 51% of the company unconditionally and control the management of daily operations and must hold the highest officer position in the company.

Women-Owned Small Business (WOSB)/Economically Disadvantaged Women-Owned Small Business (EDWOSB) Program– (http://www.sba.gov/content/contracting-opportunities-women-owned-small-businesses) The Women-Owned Small Business (WOSB) Federal Contract program authorizes contracting officers to set aside certain federal contracts based on approved NAICS for eligible Women-owned small businesses (WOSBs) or Economically disadvantaged women-owned small businesses (EDWOSBs).  Those firms can self-certify their status. An SBA approved 3rd Party Certifier is recommended in order to withstand any challenges.

Step  4. The company must be able to match its products or services with the Federal Supply Classification Codes (FSC) and North American Industry Classification System (NAICS) Codes. The NAICS and FSC codes should be included in the CCR and ORCA registration. NAICS and FSC codes are used by the government to establish business size standards (http://www.sba.gov/content/table-small-business-size-standards), identify potential vendors for government jobs, accumulate economic statistics and classify government contracts for the Federal Procurement Data System (FPDS).

The FY 2012 USG Procurement by NAICS_PSC report provides a breakdown of procurement by NAICS and PSC. The report indicates that four hundred and forty (440) Agency Contracting Offices completed 588,946 transactions with 69,014 vendors in the amount of $49 billion. These transactions were classified using 922 NAICS and 9,733 PSC. See report FY 2012 USG Procurement by NAICS_PSC Understanding the NAICS and PSC codes will lead to more government contracts. Small business can use these classifications to determine how much the USG buys and which agency contracting offices make the purchase. The FPDS is a good data set to build a federal marketing plan.

What steps are involved in doing business with the Federal Government in Washington D.C.?

By
May 16, 2012
9 steps, Business Development Program, Education, Federal Acquisition Regulation, Federal Procurement Data System, Getting Started, Marketing, Research

Thousands of government jobs are available to companies wanting to do business with government. The contract jobs are in Information Technology, Security, and all industries. Dealing with Federal Government can be frustrating. However, your efforts can be rewarded if you plan your work and work your plan. FCIS specializes helping companies market their products and services to get the government jobs by providing target markets reports and developing a Federal Marketing Plan.

Click here to download a free copy of a sample federal marketing plan.

See steps 1-2 below. Steps 3-9 will follow.

Step 1. Become familiar with the following websites for Government Contracting:

SBA Office of Government Contracting (GC): Title 13 of the Code of Federal Regulations (Part 125):Federal Acquisition Regulation (FAR): Contracting News; and Information for Contractors.

The U.S. Small Business Administration is dedicated to providing a wide range of programs and assistance to small businesses wanting to do business with the government.  From the Contracting Section under Contracting Opportunities: (http://www.sba.gov/category/navigation-structure/contracting/contracting-opportunities) contain you web links to additional procurement-related programs and assistance such as; Subcontracting, Federal Business Opportunities, GSA Schedules, Green Contracting Opportunities, Federal Procurement Database Systems – Next Generation, USA Spends, Contracting of Manufacturing, Contracting Opportunities for Energy Efficient Businesses. Government Agency Acquisition Forecasts contain upcoming government contract opportunities:

Step 2. Obtain a Data Universal Number System (DUNS) number, register in the Central Contractor Registration (CCR) (System and Online Representations and Certifications Application (ORCA). Contact Dun & Bradstreet (D&B) at  to obtain a number if you do not have one. The DUNS number is free. All companies must be registered in CCR to be awarded a federal contract and to receive payment by the Government. Once you have obtained your DUNS number, your next step is to register in the Central Contractors Registration (CCR) database. The CCR requires the company to match its goods and or services with the  the Federal Supply Classification Codes (FSC) and North American Industry Classification System (NAICS). Be sure to select a primary NAICS and PSC codes. You can add supplementary classification codes but limit them to three each. Many contracting officers look at the CCR and its important noe to confuse them on what the company does.

Once the registration in the CCR is complete, click on  “SBA Register or Update your SBA Profile”. The next registration sysytem is the Small Business Administration?s Dynamic Small Business Search (DSBS). The company should complete information which is accessible by contracting staff under the SBA – Dynamic Small Business Search

The remaining steps 3-9 will be discussed in later posts.

Federal Contract Intelligence Service is a data mining company that specializes in tracking current and historical United States Government (USG) procurement statistics. We provide up-to-the-date marketing list/reports to companies that want to do business with the federal government. Our clients use these list/reports to position itself in front of decision makers before a requirement becomes an open bid solicitation.

Our marketing list/reports are tailored for the company’s products/services and matched with the decision makers within specific targeted agency contracting offices. We use state of the art data mining software and have access to data from fee-based subscription services as well as current data sets from Data.gov, Federal Procurement Data System, USA Spending and other data provided and updated by the USG. Please see the samples of our reports.

What is a Business Plan for the Federal Government in Dallas Texas?

By
May 10, 2012
Business Development Program, Marketing, Marketing Plan, Sales

The example of a business plan for the federal government is the Federal Marketing Plan (FMP) prepared by the Federal Contract Intelligence Service. The FMP describes where in federal contracting a company can get federal contract business opportunites (fedbizopps). The FMP can be especially good for new companies wanting to do business with the federal government but not knowing where to go or what to do. Government contractors were awarded more than $500 billion in federal contracts by the government last fiscal year. The types of contracts used to award federal contracts included purchase orders, credit cards, delivery orders, blanket purchase agreements, the GSA schedule and other federal contract vehicles.  The FMP should spell out how to target a market in the government and especially in the federal government. The FMP helps companies target market their goods and services to the right agency contracting office location. The federal government is a good target market. The FMP should create a path that gets the company in front of contracting officers before a requirement becomes a solicitation for public bidding.

The FMP will answer the following questions:

  • Does the federal government buy my company’s products/services?
  • Who is the marketing target in the agency contracting office?
  • Is the company ready to do federal contracting?

The FMP includes the following elements

  1. Company Readiness Assesment: a questionaire designed to help the company asses its own ability to perform sucessfully on a federal contract. Compliance with the federal contract terms and conditions is very important.
  2. Company Capability Statement: a 30 second description about a company’s capabilities.
  3. Federal Government Contract Histories for the company’s primary NAICS and PSC codes. The information is provided by the Federal Procurement Data System and other federal data sets from Data.gov. Reports include USG Contract History Total, USG &Totals by Contracting Method, and USG $ Totals by Vendor. The source of information is from the Federal Procurement Data System and Data.gov.
  4. GSA Schedule Contract History including SIN totals and other information required by the GSA MAS assessment. The source of this information is GSA.
  5. Current Bid Opportunities by Agency and NAICS. The source of information is Acquisition Central.
  6. Target Agency Acquisition Team Contact Marketing List: This marketing list contains contact information on key procurement decision makers, program managers, contracting officers, small business liaison and other persons within all the contracting offices you wish to do business.
  7. Call Report: a detail description of telphone marketing activities.

The Federal Marketing Plan is designed to position the company in front of key decision makers before the requirement becomes a federal contract bid opportunity.

What is a Business Plan for the Federal Government?

By
March 24, 2012
Business Development Program, Marketing, Research

The example of a business plan for the federal government is the Federal Marketing Plan (FMP) prepared by the Federal Contract intelligence Service. The FMP describes where in federal contracting a company can find federal contract business opportunities (fedbizopps).

The FMP can be especially good for new companies wanted to do business with the federal government but not knowing where to go or what to do. Government contractors were awarded more than $500 billion in federal contracts by the government last fiscal year. The types of contracts used to award federal contracts including purchase orders, credit cards, delivery orders, blanket purchase agreements, the GSA schedule and other federal contract vehicles. The FMP should spell out how to target a market in the government and especially in the federal government.

The FMP helps companies target market their goods and services to the right agency contracting office location. The FMP should create a path that gets the company in front of contracting officers before a requirement becomes a solicitation for public bidding.

The FMP will answer the following questions:
• Does the federal government buy my company’s products/services?
• WHO is the marketing target in the agency contracting office?
• Is the company ready to do federal contracting?

The FMP includes the following elements:

1. Company Readiness Assessment: a questionnaire designed to help the company asses its own ability to perform successfully on a federal contract. Compliance with the federal contract terms and conditions is very important.
2. Company Capability Statement: a 30 second description about a company’s capabilities.
3. Federal Government Contract Histories for the company’s primary NAICS and PSC codes. The information is provided by the Federal Procurement Data System and other federal data sets from Data.gov. Reports include USG Contract History Total, USG & Totals by Contracting Method, and USG $ Totals by Vendor.
4. GSA Schedule Contract History including SIN totals and other information required by the GSA MAS assessment
5. Current Bid Opportunities by Agency and NAICS.
6. Target Agency Acquisition Team Contact Marketing List: The information includes Contact information on key procurement decision makers, program managers, contracting officers, small business liaison and other persons within all the contracting offices you wish to do business.
7. Call Report: a detail description of telephone marketing activities.

The Federal Marketing Plan is designed to position the company in front of key decision makers before the requirement becomes a federal contract bid opportunity.

Click here to download our sample Federal Marketing Plan.

No Order of Precedence Among the Small Business Socioeconomic Contracting Programs

By
March 8, 2012
8(a), Business Development Program, DOD, Federal Acquisition Regulation, GSA, NASA, Service Disabled Veteran-Owned Small Business, Women-Owned Small Business

DoD, GSA, and NASA have adopted as final, with changes, the interim rule amending the Federal Acquisition Regulation (FAR) to implement a section of the Small Business Jobs Act of 2010 that clarifies that there is no order of precedence among the small business socioeconomic contracting programs. Accordingly, this final rule amends the FAR to clarify the existence of socioeconomic parity and that contracting officers may exercise discretion when determining whether an acquisition will be restricted to small businesses participating in the 8(a) Business Development Program (8(a)), Historically Underutilized Business Zones (HUBZone) Program, Service Disabled Veteran-Owned Small Business (SDVOSB) Program, or the Women-Owned Small Business (WOSB)

Click here to download Federal Register/Vol. 77. No. 42/Friday, March 2, 2012/Rules and Regulations