Methods & Tools for Funding Innovation through Government Programs

Peter Grotsky, president, and Awilda Lopez-Cepero, CEO, of Government Contracting and Marketing Services, LLC The U.S. government small business market is the world's largest buyer of products and services at more than $500 billion per year. The U.S. government buys almost every category of commodity and service available. By law, 23% of all U.S. government purchases go to small businesses. Get to know the appropriate U.S. government agency and obtain information on: -past awards -quantities -costs -awarders Government purchasing procedures must conform to the Federal Acquisition Regulations (FARs). Utilize federal business opportunities (FedizOpps.gov), available for any solicitation at or above $25,000. Look up the Small Business Act and all the rules and regulations are there. Pre-negotiated contracts are key. Everyone should be working towards a pre-negotiated contracts. Tens of thousands of them are available every year. Small usiness definitions: -Service disabled veteran owned small business concern (SDVOSBC) has preference over regular small businesses. Service disabled veterans will have government contracts for life. -Not less than three precent are awarded by SDVOSBC. --Lifetime of Sole-source procurement awards --SBA requires that at least 51% of the applicant firm is directly and unconditionally owned by the SDVOSB. -8(a) Business Development (BD) Program - created to help small disadvantaged businesses compete in the American economy and access the federal procurement market (minority-owned businesses). Women-owned small business (WOSB) procurement program - small business concerns owned and controlled by women at not less than 51% of the total value of all prime contract and subcontract awards for each fiscal year - also get additional preference over other small-business owners. The federal government does not require any formal certification of women-owned small businesses that are proposing to be prime contractors on federal procurements. Government contracting registration essentials:

• North American Industry Classification System (NAICS) Number Enter your product or service in the description area and then locate your business area
• Data Universal Numbering System (DUNS) Number (FREE) -Used by the government to identify contractors and their locations -The US govnerment and many major corporations require their suppliers and contractor to have a DUNS number
• Central Contract Registration (CCR) Primary registrant database for U.S. Federal Government

--collects, validates, stores and disseminates data in support of agency acquiasition missions, including federal agency contract and assistance awards -Commercial and Govnerment Entity (CAGE) Number (from CCR) -ientifes contractors doing business with teh fed government, NATO emmber nations and other foreign governments used for a facility clearance, a pre-award survey, automated Bidders .. The DHS recently sent out an RFI in order to determine if their forthcoming RFP would be a SB set aside. WHen the final RFQ was issued via FEDBIZOPS.GOV, all bidders had to limit theier SOW to 2 pages. the CO coordinated the contracting and financial parts for the 275 biders propsals that were erceved, with the PM reviewed RFP - request for proposal RFQ- request for quote RFI- request for information SOW- statement of work ACO - administrative contracting officer PCO - project and contracting officer CO - contracting officer PM - program manager PEO - program executive officer TPOC - technical point of contact marketing your company -get on teh GSA schedule dealing with the government is lucrative, profitable, but difficult. getting ready to work iwth the government requires due dilligence It is extremely important to get recognized by the people who can want and need to buy your product. need to know this right off the bat in marketing. We highly recommend our clients is to get on the GSA schedule. --establishes long-term government wide contracts with commerical firms. in order to avoid being weeded out, we recommend the GSA schedule. it allows you to compete because all of your company informatio nis public. 20-year contract. first five is automatic and then you have renewal options. can't renew if you're in breach of your contract (illegal FAR acts), or you haven't produced any work for the government. once you're on a GSA schedule, the govn't really wants you to provide work for them. --provide access to the federal government to over 10 million commercial supplies and services that can be ordered directly from the GSA. Myth: with a GSA schedule, federal agents will be knocking down your doors to obtain your products and services. The GSA schedule allows you to start your marketing and get your company name and info out there. Marketing to the federal government is different from the private sector. dealing with the federal government, you have to stick with it and be diligent. "The squeaky wheel gets the oil." Connect and market your company directly with the regional GSA contracting officer. For a successful marketing campaign, you need to determine if you qualify as a small business, request DUNS number, know your NIACS, register on CCR, GET ON GSA, interface directly with the government agency and pound the pavement at government agencies. Keep your face in front of the person that you've identified as you point of contact.