Selling to the United States Department of Defense
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Selling to the United States Department of Defense FBG Telephone: 805 963 6524 Fax: 805 299 1860 Email: [email protected] Published by: Federal Buyers Guide Inc., A private sector publisher. 324 Palm Avenue, Santa Barbara, CA 93101 GOVERNMENT MARKETING GUIDE SERIES Selling to the United States Department of Defense
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Learn how to sell your products or services to the DOD and establish yourself as a defense contractor.
Transcript of Selling to the United States Department of Defense
Selling to the United States Department of Defense
FBG Telephone: 805 963 6524 Fax: 805 299 1860 Email: [email protected]
Published by: Federal Buyers Guide Inc., A private sector publisher.
324 Palm Avenue, Santa Barbara, CA 93101
GOVERNMENT MARKETINGGUIDE SERIES
Selling to the United States
Department of Defense
Selling to the United States Department of Defense
FBG Telephone: 805 963 6524 Fax: 805 299 1860 Email: [email protected]
You can list your organization as a supplier or vendor, as available in:
The Department of Defense Buyers Guide web directories:
DODWorld.com
DefenseBusinessNews.com
Federal Buyers Guide has connected business and industry with Department of Defense buyers for almost 38 years.
List your organization as a supplier or vendor as available
for contracts or sales in the Department of Defense Buyers Guide by using the application
on the next page
Digital Print PublicationDEPARTMENT OF DEFENSE
A Directory of Products, Services, and Vendors for DOD Purchasing Agents
April 2015
VISIT US ONLINE AT WWW.DODWORLD.COM
If you have any questions, or need more information,
please call 805 963 6524
Federal Buyers Guide Inc. is a private sector publisher that provides advertising to organization that want to increase
their government business. Federal Buyers Guide Inc. is not a government agency.
Selling to the United States Department of Defense
FBG Telephone: 805 963 6524 Fax: 805 299 1860 Email: [email protected]
Department of Defense Online Buyers Guide
Fax to 805.299.1860 Or email to [email protected]
Name Company
Email Telephone
Charge to: Visa Mastercard American Express Signature
Card # Exp. Date
Name on Card
Security Code/CW Card Billing Zip Code
Complete this application and return to include your company in the DOD Buyers Guide online.An access code and instructions will be mailed to you that will allow you to update your information.
PREFERRED SUPPLIERA three-page full color web display adBuyers Guide ad listing that includes up to three full pages of information, full company description with up to five products and images, and complete contact information for your company including company name, address, phone and fax number, email, website, company background, and advantage information (small-, minority-, or women-owned business)Hyperlinked URL to your company’s websiteBuyers can find your company based on your product description. Your company will show up on the search results page in the web buying guides when buyers search for any word in your product headlinesBuyers can find you by keyword search—use up to 30 keywords to build traffic and attract buyers in all of our web buying guidesGuaranteed Premier position in buyers’ search results—you are guaranteed to be within the first 30 vendors of your geographical area in any search Weekly delivery of sales opportunities
SPONSORING SUPPLIERAll of the above PLUSA full color, full page ad in four quarterly issues of the Department of Defense digital print publication.Guaranteed to be published 40 product or press releases in 40 official Department of Defense media KEY SUPPLIERAll of the above PLUS Duplication of Sponsoring supplier in:
GSA Buyers Guide Plus The Federal Buyers GuideIncludes full web ad in GSA Online Buyers Guide and Federal Buyers Guide online plus 4 full page, full color
ads in GSA Buyers Guide Digital print and 4 full page, full color ads in Federal Buyers Guide Digital print.
Department of DefenseBUYERS GUIDE
A Directory of ProDucts & services AvAilAble for DoD PurchAsing
visit us online At: WWW.DODWORLD.COM
MArch 2014
Annual Rates: PREFERRED SUPPLIER $1,495 SPONSORING SUPPLIER $2,495 KEY SUPPLIER $3,495
Special rate advertising is not subject to cancellation
BEST VALUE.
FBG Telephone: 805 963 6524 Fax: 805 299 1860 Email: [email protected]
40 years of connecting government Buyers with
Suppliers.
FBG Telephone: 805 963 6524 Fax: 805 299 1860 Email: [email protected]
Selling to the United States Department of Defense
Selling to the United States Department of Defense
FBG Telephone: 805 963 6524 Fax: 805 299 1860 Email: [email protected]
Selling to the United States Department
of Defense
The following pages are published by the U.S. Department of Defense in the public domain.
Inclusion of these pages does not provide an endorsement or an affiliation of this offer or Federal Buyers Guide Inc.by the Department of Defense. The pages have been included
by Federal Buyers Guide as a reference source only.
ARE YOU READY TO MARKET TO THE GOVERNMENT? IDENTIFY YOUR PRODUCT/SERVICE FEDERAL SUPPLY CLASSIFICATION CODE (FSC) OR PRODUCT SERVICE CODE (PSC): EX: D302 ADP systems development services http://www.dlis.dla.mil/h2 or http://www.fbo.gov IDENTIFY YOUR NORTH AMERICAN INDUSTRY CLASSIFICATION CODES EX: 541512 Computer Systems Design Services http://www.census.gov/eos/www/naics/ DETERMINING SBA SIZE STANDARD EX: 541512 $25M average annual receipts preceding 3 yrs NOTE: There is a separate size standard for each NAICS. http://www.sba.gov/services/contractingopertunities/officials/size/index.html
MARKETING TO THE DEPARTMENT OF DEFENSE: THE BASICS
November 2009 Page 1 of 2
SBA DYNAMIC SMALL BUSINESS SEARCH SBA's PRO-Net & CCR merged in December 2002. When registering in CCR, select "small business" & a sub-set of your CCR data will be sent to SBA for size validation and inclusion in DSBS.
• Recommend updating profile when renewing CCR information
• Complete a Quality profile • Government uses DSBS to:(1)perform market research to
locate 8(a)/HUBZone/SDVOSB/small business primes (2) verify small business reps & certs for primes, proposed
subcontractors, & prime subcontracting program compliance reviews • Industry uses DSBS to: (1) locate subcontractors/teaming
partners (2) verify small business subcontractor reps & certs
Dynamic Small Business Search
DATA UNIVERSAL NUMBERING SYSTEM (DUNS)
• Mandatory for registering in CCR • Provided by Dun & Bradstreet (D&B); free • Web request & receive within 1 day; telephone request takes ~ 10 minutes • Unique 9 digit identification # for each location/
address & each legal division • List sold to other companies; must contact D&B
to request removal from marketing list http://fedgov.dnb.com/webform/ OR 866.705.5711
CENTRAL CONTRACTOR REGISTRATION (CCR) (linked to DSBS)
• Mandatory to receive DoD prime contract • Allows electronic payment • Must renew annually or expires • Automatically assigns a Commercial & Government Entity (CAGE) Code • Automatically assigns a Marketing Partner ID
(MPIN) to access other government applications (EX: Past Performance Information Retrieval System, etc) http://www.bpn.gov/ccr/
ONLINE REPS & CERTS APPLICATION (ORCA) Effective 1/1/2005, FAR 4.12 mandated prospective contractors to complete electronic annual representations & certifications via ORCA when registering in CCR.
• Must have an active record in CCR to register • Need Marketing Partner ID (MPIN) from CCR • Update minimum every 365 days
http:/www.bpn.gov OR http://orca.bpn.gov/ WIDE AREA WORKFLOW-RECEIPT & ACCEPTANCE (WAWF-RA) WAWF is a secure web-based system for electronically processing invoices, receipts & acceptance documents being deployed DoD-wide. https://wawf.eb.mil Web-based training for vendors is available with an overview of the WAWF system: http://www.wawftraining.com/
LOCATING DoD CUSTOMERS/OPPORTUNITIES: Report issued each fiscal year of products and services purchased by DoD sorted by procurement Classification Code including name & location of buying office, number of actions & dollars: http://siadapp.dmdc.osd.mil/procurement/historical_reports/statistics/procstat.html, then scroll down to “ST28”.
USE AVAILABLE RESOURCES
• SMALL BUSINESS ADMINISTRATION (SBA) • Counseling - in person, email • Small business certifications • Financial Assistance • Training (online, classroom, free or low
cost) http://www.sba.gov/
• SMALL BUSINESS DEVELOPMENT CENTERS • Counseling • Small business management assistance • Training (classroom, free or low cost) http://www.sba.gov/sbdc
• PROCUREMENT TECHNICAL ASSISTANCE
CENTERS (PTACS) • Counseling - in person, email • Registration assistance • Bid-matching • Training (online,classroom, free or low
cost) http://www.dla.mil/db/procurem.htm
• SERVICE CORPS OF RETIRED EXECUTIVES
• Counseling - in person, email, field visit • Training (classroom, free or low cost) http://www.score.org/
• SMALL BUSINESS PROGRAM OFFICES
• Located at every DoD & Federal buying activity
• All DoD: http://www.acq.osd.mil/osbp/links
November 2009
MARKETING TO THE DEPARTMENT OF DEFENSE: THE BASICS
IN PERSON: THE PITCH • Have three marketing "presentations" ready at all times:
• "Elevator speech" • One page capability sheet • Full Capability presentation
• Know your audience • Be focused & be brief • Stand out from the crowd! • How can the customer benefit from doing business with
you"? • What problems/challenges do you solve for your cus-
tomer? • One page capability sheet
• Few graphics • Company name, website, contact info, locations, small
business categories, CAGE code • Certifications • NAICS & capabilities • DoD/Federal/State & local contracts with POC info • Significant subcontracts with POC information • GSA contracts (if any)
EMAIL MARKETING • Send to the right customer! Frequency? • Marketing pitch, virus or SPAM? Include subject line &
content in body of email, not just an attachment • Be brief - use your one page capability sheet • Limit graphics - oversized attachments may be stripped • Stand out from the crowd! • How can the customer benefit from doing business with
you? • What problems do you solve for your customer? • The following attachments may not be received by DoD
recipients due to firewalls: .avi, .bat, .cmd, .com, .dll, .eml, .exe, .pif, .scr, .vbs, and .zip
FEDBIZOPPS DoD & Federal contracting activities synopsize most proposed requirements & contract awards >$25,000 in http://www.fbo.gov
• Active or archive search by dates and/or: • Types of Notice • Solicitation number or contract number • Place of performance zip code • Set-aside type • FSC/PSC/NAICS • Key words • Selected agencies
• Register for Vendor Notification Service by: • Specific solicitation number • Same selections as above • All procurement notices (caution)
KNOW YOUR COMPETITORS • Who are they? • What are their strengths? Weaknesses? • Review their brochures, websites, DSBS profiles.
TARGET THE RIGHT CUSTOMER • Develop a Business Plan and Marketing Plan • Who are your potential customers? Which agencies/
activities? • What are their needs? Challenges? Review websites! • Know your limits! • Know your customers regulations/procedures • Acquisition Central - Federal Acquisition Regulations (FAR)
http://www.acquisition.gov/ • Defense Federal Acquisition Regulation Supplement http://www.acq.osd.mil/dpap • Small Business Training Network http://www.sba.gov/training
NETWORK NETWORK NETWORK Learn to recognize a good marketing & networking opportunity when you see it!
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