Tips for getting started in government contracting.

Ben Vaughn, CEO

Who am I?

Company Background• Founded in 1998 as a part time venture.• Customers nationwide as well as in Canada and the Caribbean.• Contracts with the U.S. Department of the Navy and the U. S. Department of the Interior.• Virtual company model with a network of 20 employees/contractors who are telecommuters.

Our start in gov’t contracting• PTAP and SBA• BRAC• Frustration led to FBO.GOV and getting back to basics.

What to do first• Get a DUNS number first at http://fedgov.dnb.com/webform/index.jsp

What to do next• Go to SAM.GOV and start the registration process for your business. Used to be CCR.GOV

Numbers and Codes… You will need to get the following “codes” for your company:•CAGE (Commercial and Gov’t Entity code) – unique identifier assigned to suppliers of gov’t agencies and DOD. You can obtain this at SAM.GOV during your registration.

Numbers and Codes…• NAICS codes – North American Industry classification codes – These allow gov’t agencies to know what type of business services and products you offer. NAICS codes often accompany RFP’s or listings on FBO.GOV when agencies are in information gathering stages.• EIN – Have your EIN number ready during SAM.GOV registration.

Capability Statement• Used to summarize your qualifications• Should be brief initially (1-2 pages)• Proof of qualifications (case studies)• Proof of past performance• Sets your apart from your competitors• Is a SALES DOCUMENT.• Have 2 versions - One for general information (web site, etc) and one that is subject to change based on the agencies requirements that you are bidding on or inquiring about.

Our capability statement• PDF version

FBO.GOV• Where many gov’t agencies post solicitations for work that you can bid on or investigate.• You can set reminders for the system to search for you weekly and send the results of those findings to you in an email.• A goldmine of contact information in regards to contracting officers.

Develop relationships• Business is all about relationships.• Don’t treat contracting officers like you want to get something from them. They get inundated with requests. Tread lightly, be cordial, and offer help and ideas. • No bid contracts come from relationships.• TIP #1 - Give the agency EXACTLY what they ask for. Nothing less, nothing more.•Tip #2 - Make sure you have a merchant account that accepts all CC’s AND get registered in the U.S. Treasury payment system.

Diversify• Small businesses and startups should always have a solid, diversified revenue stream. Private sector business is easier to get, pays quicker, and helps to build a portfolio of work you can use in your capability statement.

SBA certification programs• Small, disadvantaged business program – socially disadvantaged businesses.• HUBZone program – for companies in urban and rural communities• Women owned small business• Service-disabled Vets

SUCCESS!• Getting your first award letter from an agency is a proud moment and very exciting! You won’t ever forget it.

Questions?