The SBTDC is a business advisory service of The University of North Carolina System
operated in partnership with the U.S. Small Business Administration.
sbtdc.org | info@sbtdc.org
http://www.sbtdc.org/services/gov_procurement.asp
Small Business & Technology
Development Center (SBTDC)
• Confidential one-on-one counseling
• General Business - planning, marketing, financing,
human resources & operations
• Manufacturing & Technology Development and
Commercialization
• International Business
• Marine Trades
• Management Education Services
• Procurement Technical Assistance Center (PTAC)
www.sbtdc.org
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PTAC assists you in. . .
• Understanding government rules and regulations
• Completing mandatory registrations and certifications
• Researching award histories
• Identifying contracting opportunities
• Reviewing bids and proposals
• GSA/VA Contracts and schedules
• Selling to the federal, state and local government
• PROBID (Fee)
– Electronic bid matching system (Fees apply)
– Searches almost 400 sites (federal, state, local, foreign)
http://www.sbtdc.org/services/gov_procurement.asp
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Marketing – Federal Government
• Be registered in the Central Contractor Registration (CCR)
• Have Duns number and Company Tax number
• Don’t forget to complete the SBA Firm Profile
• Complete the On Line Representations and
Certifications (ORCA)
• Know the agencies mission – Go on their web site to learn
• Have capability brief on what your company does – Keep it
short
• Contact Small Business Specialist first – preferred email
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Marketing – State Government
• First – Be registered in Vendor Link and E-Procurement
• E-Quote if you take the Credit Card as a Method of
Payment
• Market to agencies – Go to http://www.doa.state.nc.us/PandC/
then on the left side hit the P & C Information link and
then under General Information click on Agency
Purchasing Officers
• Have capability brief on what your company does – Keep
it short
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Marketing to Prime Contractors
• Small Business Liaison within each
• Network, Network, Network
• People Buy from people they like/trust
• If you never play the lottery, you’ll never win – be aggressive with
proposals.
• Work the program and contracting POC’s within agencies
• What can you offer?
• Make great first impression
• Articulate your capabilities in a short period of time
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Other Strategies
• Select conferences that best suits your business
• Industry Specific Conferences
• Specific Agency conferences
• Small Business Outreach Sessions
• Network, Network, Network
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Misconceptions
• 8(a), HUBZone, WOB, SDVOSB Set Asides Equate to Easy Money
• OSDBU Offices can award a contract
• Start Business, money begins to flow
• Because I’m in a special preference category, I’m Entitled to
something
• Once I get that first contract, all banks are going to want to work
with me
• There’s got to be an easier way!
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Things to Consider
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Attend Preproposal Conferences
Be Timely & Responsive
Network with all the PLAYERS
Identify Subcontracting Opportunities
Establish Teaming Agreements and/or Joint
Ventures
Attend vendor shows, trade shows, Contractor
Forum
Attend Outreach Events - SDB's, 8(a)s, SDVOSB,
Women, SB, HubZone and Prime Contractors
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Communication
• Effective & Persuasive Communication - Verbal, Print &
Web Site
• Superior Marketing Approach
• Register in all essential databases
– SBA CCR & Dynamic Small Business Search
– Agencies Small Business Vendor Profile (If Required)
– Others
• Identify NAICS Codes
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The SBTDC is a business advisory service of The University of North Carolina System
operated in partnership with the U.S. Small Business Administration.
sbtdc.org | info@sbtdc.org