Doing Business or Contracting
With the Government
Doing Business or Contracting
With the Government
What This Seminar “Can Do” For You
• Get You Pointed In The Right Direction
• Provide You With Some Tools (Knowledge)
• Provide You With Resources or Those Who Can
Assist You
• Plant The Seed: Get You To Thinking of The
Government As A Potential Market for Your Supply
or Service
Doing Business or Contracting
With the Government
What’s Your Strategy
• Prime Contracting or Selling To The Government
• Subcontracting Opportunities
Really, There Are Only Two Ways To Go
Doing Business or Contracting
With the Government
Prime Contracting With The Federal Government
Or Bidding For Federal Contracts
First You Have To Get Signed Up
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Learn Your NAICS Codes
– http://www.census.gov/eos/www/naics/
Table of Size Standards
– www.sba.gov/size Click on the “Small Business Size Standards” link then the “Table of
Size Standards” down in the fifth paragraph.
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Dun & Bradstreet Number
– (800) 333-0505 or (866) 705-5711
Get Signed Up In The Central Contractor Registration (CCR)
– www.ccr.gov
– CCR Help Desk (866) 606-8220 or direct dial (334) 206-7828
Get Signed Up In ORCR
– http://orca.bpn.gov
Learn To Use Federal Business Opportunities (FedBizOpps)
– http://www.fbo.gov
Doing Business or Contracting
With the Government
When registering in CCR, under Corporate
Information or Type of Organization, all Small
Business Firms should select Corporation.
You will then get an option to select LLC or
Sole Proprietorship. This information is provided in the
CCR User’s Guide, located under the “Help” tab, which you
should download and read.
Doing Business or Contracting
With the Government
Be sure that when you
complete your CCR
Registration you go into
the “Register or Update
Your SBA Profile” section.
This is where you enter
your firm into the CCR
Dynamic Small Business
Search database.
Doing Business or Contracting
With the Government
Using FedBizOpps To Locate Subcontracting
Opportunities
•
In some cases, to locate subcontracting opportunities you may not just look
under the NAICS codes that apply to your business. i.e. Plumbers or special trade
contractors may not just look for plumbing jobs, or at the plumbing NAICS code,
but jobs that contain plumbing; truckers may look for levee jobs or Heavy
Construction NAICS codes; 237990.
• FedBizOpps – Interested Vendors Tab
– VA-101-09-RP-0123
• NAICS Code 236210 – Industrial Building Construction
• NAICS Code 236220 – Commercial and Institutional Building
Construction
Use the NAICS Codes to locate a solicitation; then Market to the firms in the
“Interested Vendors Tab.” Develop an electronic brochure you can email; a
“Capabilities Statement.”
Just this one project will need subcontractor’s in many different trades; such as
General Contractors, Trucking/Hauling, Flooring, Electrical, Plumbing, Sheetrock,
Roofing, Industrial Suppliers, Landscaping… and the list goes on.
Doing Business or Contracting
With the Government
Marketing To Prime Contractors for
Subcontracting Opportunities
A Few Rules
• Do What You Say You Can Do; And Do It Well
 Don’t be afraid to turn down jobs; jobs that are beyond your
capacity or may be too risky (Compressed Delivery
Schedule; or, take a job with a contractor who does not
have a valid state contractor’s license)
• Have a “Niche” Have a particular trade, supply or service that
you provide (A Jack of all Trades is a Master of None)
• Develop a Capabilities Statement
• Get out and meet people; Workshops, Conferences
• Use FedBizOpps to locate possible opportunities
Doing Business or Contracting
With the Government
Capabilities Statement
Four Areas To Address; Keep It Short; No More Than Two Pages
•
Contact Information

Company Name, Address, Phone Number; At least two points of contact to include
email address and cell phone
 Licenses, Certifications; State Contractor’s License, DBE, 8(a), HubZone, Woman
Owned, Vet…..
•
Capabilities

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What you do, your trade or what you provide; What’s your specialty or your “Niche”
Capacity

Can you do a $10K job, a $100K job, a $1M job (To also be shown with your
references)
 Insurance Coverage's; What types and how much; “Workers’ Compensation
Interstate/Intrastate Experience Modification Rate (EMR)”, “Liability”
 Safety Program – Do you have a dedicated Safety Officer or Safety Office; Safety Plan
(Not a Single Lost Time Accident in the past Three Years; No Workers’ Comp Claims)
 Bonding Ability if Applicable; “Solid Gold” for Construction Firms
•
References

“Recent” Jobs, Customer Name, Project Title and Description, Dollar Value “YOU”
performed, not the total value of the project, Name and phone number of a Point of
Contact
Doing Business or Contracting
With the Government
Capabilities Statement
 Do Not Tell People How Good You Are; Everyone Says They’re Good
No Graphics or Logo, No Vision or Mission Statements, No “Thank You”
or “Good Job” letters; Don’t give a list of awards; Let your references
speak for you. “If you have to toot your own horn then it’s probably
not worth tooting.” “Good Words” about your company are only
valued if they come from someone other than you.
There will be a chance “later” after you have gotten the job, and have
shown them what you can do, to supply this information.
Doing Business or Contracting
With the Government
Sample Capabilities Statement
QPL, Inc.
1988 Industrial Blvd
Harvey, LA 70058
504-341-1320 office
504-341-1321 fax
florenzo@qplinc.com
fcortes@qplinc.com
Dun & Bradstreet No.: 804691384
Primary Point of Contact:
Frank Lorenzo, Jr.
Fred Cortes
Entered 8(a) Program:
Graduation date 8(a):
Other certifications:
(504) 341-1320 office
(504) 232-5065 cell
(504) 393-7315 home
florenzo@qplinc.com
(337) 229-3441 office
(337) 967-1602 cell
(337-944-6091 home
fcortes@qplinc.com
February 15, 2002
February 15, 2011
Hubzone & SDB
Doing Business or Contracting
With the Government
Description of Services:
QPL provides Reinforcing steel material and labor to civil projects such
as flood walls, pump stations, waste water treatment plants and
Highway road & bridge. NAICS – 237210
QPL also provides Concrete decorative finishes on existing and new
slabs/structures; chemical staining, scoring, stamping and
polishing.
QPL provides excavation work on all type of surface and levees, ponds,
road preparation, debris removal and hazardous waste. NAICS –
562119
QPL provides traffic control permanent and custom signs and guardrail
products. Sales/rental/installation. NAICS - 561990.
QPL provides full service fabricating and welding services. NAICS –
332116, 312, 313, 329, 999.
Doing Business or Contracting
With the Government
Bonding Ability:
QPL can attain bonding up to $10 million dollars.
Bonding Capability:
Depending on what division we are quoting:
Rebar – 100% self perform
Excavation/Debris removal – small jobs are 100% self perform; large
jobs we will sub out portions required by program above the
amounts that we are required to perform as an 8(a) or Hubzone.
Traffic control – 100% self perform
Fabrication & welding – 75% self perform; 25% sub
Bonding Capacity:
QPL can handle jobs up to our bonding capacity of $10 million per
task order.
Doing Business or Contracting
With the Government
References and Past Performance History:
Traylor Bros/Massman Construction
State Project #: 829-32-0007, 0008
Project Manager – Greg Cangelosi
Contact Number: (985) 475-5650
Contract date: December 2007
Contract amount: $4,881,464.66
Project: LA 1 Fouchon to Leesville Bridge Fouchon, Louisiana
Subcontractor
Scope of work: QPL furnished and installed 8 million lbs structural rebar steel
in sub-structures (mats, columns, caps, pre-cast beams), decks, barrier
rail and approach slabs. Note: Project 70% complete
Doing Business or Contracting
With the Government
USDA
Contract #AG-7217-S-07-0124
Contract Officer: Charles Phillips
Contact Number: (318) 473-7796
Contract date: July 10, 2007
Contract amount: $323,521.00
Cameron, Louisiana
Prime Contractor
Scope of work: Nine miles of channel excavation of sediment & placement of shaping of
spoil. Removed debris from irrigation streams and banks. Cleaned streams of
downed trees, stumps and other debris that collected such as house hold items,
tires and white goods. Cut dead trees, split logs and chipped remains of logs and
branches. Also hauled off white goods and large items to approved landfill site.
Seeded and fertilized areas that were cleared.
Note: Project 100% complete.
Doing Business or Contracting
With the Government
Questions?
Randy Marchiafava
SBA PCR/CMR, Louisiana, Area V
Office of Government Contracting
(504) 862-2992
randy.j.marchiafava@usace.army.mil