Buy Indiana Expo 2016 Office of Small Business

Buy Indiana Expo 2016 Office of Small Business & Entrepreneurship

Today’s Objectives Ø Intro to the PTAC Ø Snapshot of Aerospace & Defense in Indiana Ø 7 Steps of Federal Contracting Ø Finding Bid Opportunities Ø Marketing to the Federal Government Ø Q&A

Intro to the PTAC 3

Procurement Technical Assistance Program (PTAP) Ø Authorized by Congress in 1985 Ø PTAC Mission: generate employment and improve the general economic condition of Indiana by assisting small businesses in obtaining and performing under Federal, state, and local government contracts Ø PTACs are located in all 50 states and funded through Cooperative Agreements between Do. D and state/local entities. Ø PTACs provide a range of procurement support services at no charge.

Organizational Structure Ø An agency under OSBE (Office of Small Business and Entrepreneurship), within the Lt. Governor’s office Ø Currently have 5 full-time Procurement Specialists, as well as a full-time SBIR/STTR Program Specialist and a Program Manager.

One-On-One Small Business Consulting Ø Registration in D&B (DUNS) and SAM Ø Obtain small business certifications: HUBZone, WOSB, 8(a), CVE, etc. Ø Information about specialty certifications : ITAR, ISO, etc. Ø Identify and target appropriate federal, state, and local agencies Ø Understand solicitation jargon Ø Match primes/subs or suggesting teaming partners Ø Find federal and military bid specs and standards Ø Pre and Post-award assistance Ø Proposal preparation guidance Ø Access to ongoing workshops/seminars

Logistical/Supply-Chain Support to Large Prime Contractors & Do. D Installations Ø Ultra Electronics, Under Sea Sensor Systems Ø Raytheon, Fort Wayne/Indianapolis Ø BAE Ø General Electric Ø General Dynamics Ø Crane NSWC Ø AM General Ø Grissom AFB Ø Rolls Royce Ø Indiana National Guard

Since June 2014: Indiana PTAC has worked with more than 950 small businesses in obtaining approximately $91 M in contract procurement.

Indiana Clusters of Do. D Support LEGEND Military Asset DOD Contractor Researcher University ROTC Program 9

Military Highlights USCG Station Michigan City Grissom Air Force Reserve Base 181 st Intelligence Wing (INANG) Team Crane NSWC NSA CAA 10 122 nd Fighter Wing (INANG) Defense Finance & Accounting Services HQ Co. A, 2/20 th SFG (A) Atterbury Muscatatuck Center for Complex Operations (INNG)

Aerospace & Defense Highlights AM General/ HMMWV GE Aviation ERAPSCO Sonobuoys Vohne Liche Kennels Alpha Dog Alcoa Rolls-Royce Allison Transmission Raytheon Ameri. Qual Babcock & Wilcox 11 Chip Ganassi Racing Cummins, Inc.

7 Steps To Federal Contracting 12

7 Steps to Federal Contracting 1. Self Assessment 2. Initial Registrations 3. Small Business Certifications 4. Developing a Marketing Strategy 5. Searching for Bid Opportunities 6. Submitting a Bid 7. Performing 13

1. Self Assessment – Is My Business Ready for Government Contracting? Ø Do you have an existing commercial base of business? Ø Do you have the resources? (People, marketing material, equipment) Ø Are you E-Commerce literate? Ø Does it fit your overall business strategy? Ø Can you meet the Government’s needs? (quality, financial, delivery) Ø Can you be focused & patient? 14

1. Self Assessment – Is My Business Ready for Government Contracting? Ø Can you make money doing it? Ø Who is your competition? Ø Who are potential partners? Ø What trends/events affect need for your product or services? Ø Where do you get help? 15

2. Initial Registrations Ø Obtain a D-U-N-S Number Ø Find the NAICS code(s) for your company at census. gov/eos/www/naics/ Ø Identify your United Nations Standard Products and Services Codes® (UNSPSC®) at unspsc. org Ø Register your business with SAM (System for Award Management); complete the SBA Supplement at the end of eligible REMEMBER: Registering for a DUNS number, for SAM, or other certifications are FREE OF CHARGE other than your time. Do not let anyone tell you that you have to pay to register for any government websites or certifications! 16

System for Award Management (SAM) Ø Required to do business with the federal government or receive a contract award Ø Get paid (Electronic Funds Transfer) Ø Links to Dynamic Small Business Search Ø Assigns Commercial and Government Entity Code (CAGE) Ø Spam alert Ø Does not sign a company up to receive procurement opportunities Ø Profiles must be updated annually 17

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3. Small Business Certifications ØSmall Business Ø Woman Owned Business (WOSB, WBENC: Federal, and WBE: state) Ø Minority Owned Business (MBE: state) Ø Disadvantaged Business Enterprise (DBE: INDOT) Ø HUBZone Ø 8(a) Ø Veteran Owned Small Business (VOSB) Ø Service Disabled Veteran Owned Small Business (SDVOSB) 20

Set-Asides and Goals Ø 23 % of prime contracts for small businesses Ø 5 % of prime and subcontracts for women-owned small businesses Ø 5 % of prime contracts and subcontracts for Small Disadvantaged Businesses Ø 3 % of prime contracts and subcontracts for HUBZone small businesses Ø 3 % of prime and subcontracts for service-disabled veteran- owned small businesses 21

4. Develop Marketing Strategy Ø Know the key players in your industry Ø Understand the market Ø Develop an elevator pitch and capability statement Ø Work with the PTAC, ISBDC, and other partners. There is free help available! 22

5. Searching for Bid Opportunities Ø Know where to find bids in your industry Ø Know who buys what and how Ø FBO and DIBBS Ø Know the primes Ø PTAC’s Bid Matching 23

6. Submitting A Bid Ø Read the solicitation. Take notes. Read it again. Ø Be prepared – have resumes, cost data, etc ready to go Ø Know the evaluation criteria Ø Submit it on time, in the right way, to the right person 24

7. Performing Ø Read the contract – create a contract brief of major points Ø Only take direction from PCO/ACO Ø Document everything and keep accurate records Ø Keep the KO in the loop Ø Submit invoices correctly to get paid quickly (30 days) 25

Q&A Discussion • What have been your experiences? • Pain points? • Successes?

Upcoming Events/Workshops www. indianaptac. com http: //www. sbirroadtour. com/dates. php#

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