SCORING THE BUSINESS FEDERAL BUSINESS OPPORTUNITIES FBO GOV

“SCORING THE BUSINESS” FEDERAL BUSINESS OPPORTUNITIES FBO. GOV Joanna Tootill, CGMP Key Account Director, Government Group Inter. Continental Hotels Group (IHG)

AGENDA Getting to know FBO Ø Popular Procurement Types Ø Solicitation Examples by Agency Ø Writing a Winning Proposal Ø Q&A Ø

Ø Before you can “score” the business you must earn the business by dedicating time to learning the documents and taking the online training.

GETTING TO KNOW FBO Ø The Basics and General Information

SEARCHING FOR OPPORTUNITIES Ø Register as a Vendor

NAICS – North American Industry Classification System The North American Industry Classification System or NAICS (pronounced "nakes“) is used by business and government to classify business establishments according to type of economic activity (process of production) in Canada, Mexico and the United States. 721110 -HOTELS (EXCEPT CASINO HOTELS) AND MOTELS -HOTELS, RESORT, WITHOUT CASINOS -HOTEL MANAGMENT SERVICES (I. E. , PROVIDING MANAGEMENT AND OPERATING STAFF TO RUN HOTEL) -HOTELS (EXCEPT CASINO HOTELS) 721120 CASINO HOTELS 722320 BANQUET HALLS WITH CATERING STAFF

PROCUREMENT TYPES Presolicitation – a summary of needs, gathering of information. -Request for Information (RFI) -An RFI is a presolicitation notice used by agencies to research the market and find out whethere are government contract vendors who can meet the needs of the project/request/conference/room block, ect. -Sources Sought - synopsis posted by a government agency seeking possible sources for a project. It is not a solicitation for work or a request for proposal. Example: https: //www. fbo. gov/? s=opportunity&mode=form&id=c 54 e 8 ac 50 b 58 f 3 c 2 d 379 bf 023 b 05 a 228&tab=core&_cvi ew=0 Combined Synopsis/Solicitation A solicitation is a document, sent to prospective contractors by a Government agency, requesting the submission of offers or information. This is a generic term that includes the following types of solicitations: • Invitations for Bids (IFBs) - competitive method of awarding government contracts most often for procurements of more than $100, 000 in value. Most often seen now on leads that link to Fed. Bid • Requests for Proposals (RFPs) - asking you to specify how much you will charge to perform a task. • Requests for Quotations (RFQs) - asking you to specify how you would solve the problem and how much you would charge for implementing your solution.

PROCUREMENT TYPES (CONTINUED) Award: Self explanatory https: //www. fbo. gov/? s=opportunity&mode=form&id=306 ef 9 dd 2 c 350 ce 39 c 31979 a 1 f 1512 c 1&tab=core&_cvi ew=1 Modification/Amendment/Cancellation: change to an existing solicitation. Often it will be required to sign the modification form and submit with your proposal. https: //www. fbo. gov/index? tab=documents&tabmode=form&subtab=core&tabid=cabd 2 fdd 32 a 0212519 ee 3 c cc 947 ea 80 f Special Notice: used to announce events like business fairs, long-range procurement estimates, prebid/pre-proposal conferences, meetings, and the availability of draft solicitations or draft specifications for review https: //www. fbo. gov/index? s=opportunity&mode=form&id=09 ab 450 fc 62605069 c 279822 fed 863 fc&tab=core& _cview=0 Justification and Approval (J&A): A document required by the Federal Acquisition Regulation that justifies and obtains approval for contract solicitations that use other than full and open competition. https: //www. fbo. gov/? s=opportunity&mode=form&id=2458412 dcb 27 b 41282919 b 0 da 5 b 8 b 845&tab=core&_c view=0

US GOVERNMENT CONTRACTING FACTS Ø U. S. government is the largest buyer in the world Ø Federal agencies buy just about every category of commodity and service available Ø The federal government signs 11 million+ contracts a year and engages many more under LOI, LOA, purchase card or purchase orders. Ø The US Government and DOD get “points” for contracting with Small Business /8 A concerns. Ø All procurement under scrutiny due to EO & Sequester

US GOVERNMENT AQUISITIONS Ø Micro purchases (under $3, 000) Ø Small Purchases (up to $150, 000) Ø Simplified Acquisitions (up to $1. 5 M) Ø Large Acquisitions (over $1. 5 M)

KEY STEPS TO WRITING A WINNING BID Ø Know your company/ know the end user client Ø Register on FBO. gov with proper designations Ø Take the site tutorials to understand bid processes & SBA designation specifications Ø Read the RFP/RFQ/Sources Sought notice by section Ø Follow. . the. . bouncing. . Ball. . to prepare a responsive/responsible bid Ø “Dot your i’s and cross your t’s” with your bid submission Ø Speak the Language http: //libguides. ucsd. edu/govspeak Ø Be early not on time- do it right or don’t do it!

WRITING A WINNING BID EXAMPLES BY AGENCY Defense Security Cooperation Agency (DSCA) https: //www. fbo. gov/index? s=opportunity&mod e=form&id=b 0 f 774 c 53 cc 85 a 3 b 6 adcd 5 de 5095 d dcb&tab=core&_cview=0

WRITING A WINNING BID EXAMPLES BY AGENCY Department of the Navy *Attachment*

TRENDS Use of Fed. Bid. com https: //www. fbo. gov/? s=opportunity&mode=form&id=a 66 d 4 a 279 c 540 a 619 a 08579 df 774 dd 29&tab=core&_cview=1 Ø Ø Small Business Set Asides $30 Million Threshold for 721110 Government‐Wide Contracting Goals Small Business–Goal 23% Women–Goal 5% Small Disadvantaged Businesses–Goal 5% Service Disabled Veteran Owned Small Businesses–Goal 3% HUBZones– Goal 3% (Historically Underutilized Business Zones)

TRENDS (CONTINUED) Ø Third-party contractors Ø Short-term booking windows Ø Contracting Officers have more pull in the decision making process Major Factors: Price and Location Best Value Proposition for the Government

QUIZ FOR CANDY!!

Q&A

Thank you for your time and attention! Enjoy Nashville!!!