How To Build Your Business
On Government Contracts
Tim Jacquet
Apple Capital Group
Agenda Tonight
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I. Meet and Greet with Meal
II. Recap of Government Contacting III. The Power of Certifications (Grant)
a: 8(A) & SDB Certification (SBA)
b. Hubzone (SBA)
c. Department of Transportation (SBA)
d. Women Certification (SBA)
e. North Central Texas Regional Certification
Agency (State)
f. Dallas/Fort Worth Minority Supplier
Council (National/State)
g. HUB Certification Process (State)
h. Find Opportunities
IV. Credit Profiling and Financing Options
V. Questions and Answers
Development
Federal Contacting Facts
 The
Government is the largest buyer in the
US.
 The Government buys over $1 trillion in
products and services annually
 The Government buys all types of supplies
and services, including construction
 The Government is reliable, continuous
source of business
How To Sell To The Federal
Government
Small-business Size Standards
 www.census/gov/naics
 Based
on your primary NAICS code
 Specified by revenue averages or number of
employees
 Services firm size is based on a three- year
revenue average
 Product firm size is based on number of
employees
Small-business Size Standards
What is NAICS?
NAICS Stands for North American Industrial
Classification Systems
 Replaces Standard Industrial Codes (SIC) in
1997
 Developed jointly by the United States, Canada,
and Mexico to provide new comparability in
statistics.

QUESTIONS?
Why NACIS Is Important
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Identifies opportunities suitable for you
Establishes if you are a small business
Let’s you speak the same language as future “customer”
Customers seek sources based on NAICS codes
Reading NAICS
ex. 561710
 First
2 digits indicate industry sector
 3rd digit is subsectors
 4th digit is industry group
 5th digit is NAICS industry
 6th digit is nationals
NACIS Example
 Industrial
Code 56 Waste Management and
Remediation Services
 Subsector 1 administrative and Support
Services
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561110 – Office Administrative Services
561210 – Facility Support Services
561310 – Employment Placement
The Importance of Specificity
 www.census/gov/naics
 NAICS
searches can provide many different
and diverse categories
 A search on “computer” can result in
everything from cabling to furniture
 Choose your primary code based on your core
competencies
Small-business Classifications
Woman-owned small business
 Small Disadvantaged Business (SDB)
 8(a) small business
 HUBZone Small Business
 Veteran-owned small business
 Service-disabled, veteran-owned small
business
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Certifications
Grants from the government
8(a) Small Business
Must meet small business size standard
 At least 51% owned and controlled by U.S.
citizens who are socially and economically
disadvantaged
 Must demonstrate potential for success
 Owner’s personal net worth must be less that
$500,000
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Benefits of SDB Certification
 Eligible
for a price adjustment of up to 10%
when bidding on federal contracts
 Federal agencies have 6% goal of contract
dollars to SDB firms
 Large government contractors have 5% goal
of subcontract dollars to SDB firms
Benefits 8(a) Small Business
9 year program/non-renewable
 Eligible for sole source federal contracts up to
$3 million (good and services or %5 million
(manufacturing)
 Eligible for Small Business Administration
(SBA) assistance and training.

Small Disadvantaged Business (SDB)
51% owned and controlled by socially and
economically disadvantaged person(s)
 All persons must have a net worth of less than
$750,000, with some exclusions
 Must meet applicable size standard
 Require formal application
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SBA 8(a) and SDB
 Website:
https://www.sba.gov/category/navigationstructure/8a-business-development-program
 To Apply:
https://eweb.sba.gov/gls/dsp_sbabanner.cfm?C
FID=14486785&CFTOKEN=ed106a30d53fed5b
-2AB4BC2E-0C77-C373C7ABC4CA083DDF2F&jsessionid=9a303bd4d8
bca77dfad086343694f7402c54
HubZone
HUBZone Small Business
Must meet small business size standard
 Principal office must be locate in a HUBzone
 Owned and controlled by U.S. citizen(s)
 At least 35% of employee must live in a
HUBzone
 Requires formal application
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Benefits of HUBZone Certification
Eligible for set asides and sole source
 May receive 10% prices preference on
contracts awarded through Full & Open
Competition
 Large government contractors have goal of
awarding 2% of subcontract dollars.
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Hubzone
 Hubzone

https://www.sba.gov/cate
gory/navigationstructure/contracting/cont
racting-support-smallbusinesses/smallbusiness-cert-0
 Hubzone
Map
 http://map.sba.gov/
hubzone/maps/
 Apply
 http://map.sba.gov/
hubzone/maps/
Business Resources For Veterans
Veteran owned Small Business
51% owned by armed services veteran
 Day-o-day operations managed by veteran
 Self certification, no paperwork necessary
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Services disabled Veteran owned Small Business
51% owned by service disabled veteran
 Disability certified by Department of Veterans
Affairs
 Day-to-day operations managed by services
disabled veteran
 Self certification, no paperwork
 No expiration or revenue restriction
 No limit on number of businesses
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Services disabled Veteran owned Small Business
51% owned by service disabled veteran
 Disability certified by Department of Veterans
Affairs
 Day-to-day operations managed by services
disabled veteran
 Self certification, no paperwork
 No expiration or revenue restriction
 No limit on number of businesses
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Resources for Women Entrepreneurs
WOSB Contracting Program
CERTIFICATIONS
 Self Certification
With documentation
 SBA developing WOSB Program Repository
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 3rd
Party Certifiers
8A Women Owned Program Participants
 DOT Women Owned DBE Certification
 Others entities that SBA approve (future)
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WOSB Contracting Program
Set-Asides
 WOSB
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In Underrepresented NAICS Codes
EDWOSB
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In Substantially Underrepresented NAICS Codes
However, Final Rule—SBA Administrator Waived
EDWOSB Set-Asides
 (SBA will keep track of EDWOSBs for future assessment of
NAICS codes)
 All 83 NAICS codes available for Set-Asides
WOSB Contracting Program
Contracting Officer’s Responsibilities
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Reasonable Expectation of 2 or More Offers by
WOSBs
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Anticipated Award Price must not exceed:
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$5M – Manufacturing
$3M – All other
(May be increased for inflation)
WOSB Contracting Program
Final Rule
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WOSB
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Woman/Women Directly Own, Control & Manage Daily
Operations
Woman/Women must be U.S. Citizens
Economically Disadvantaged WOSB
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Plus
 Net Worth $750,000
 Income not exceeding $350,000
 Assets not exceeding $6m
WOSB Contracting Program
Final Rule
Establishes 83 Industries 4-digit NAICS Codes
(373 6-Digit NAICS Codes)
216 Underrepresented
157 Substantially Underrepresented
373 6 digit NAICS codes
List at www.sba.gov/wosb
Women Owned Small Business (WOSB) Contracting
Program
Final Rule
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Published October 7, 2010 (75 FR 62258)
Implements PL 85-536 as amended
Helps ensure a level playing field so WOSBs can compete for
Contracting Opportunities
Sets forth Contract Requirements
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Applies to Prime Contract, not Subcontract
Allows Eligibility Exams
Explains Protest Procedures
WOSB Contracting Program
Final Rule
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Effective Date: February 4, 2011
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FAR Implementation
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IAE Changes
WOSB Contracting Program
Contracting Officer’s Responsibility
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Must check that WOSBs must have proper
certification in ORCA
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Must Certify he/she checked the WOSB repository
that all required documents are in the system
(including certifications by 3rd Party certifiers)
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WOSBs will give Contracting Officers 30 days
authorization to review repository documents
WOSB Contracting Program
www.sba.gov/wosb
 The Final Rule & History
 FAQs
 Fact Sheet
 NAICS codes for the program
 Compliance Guide for Small Entities
 Contact Information
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1-800-U-ASK-SBA (1-800-827-5722)
WOSB Contracting Program
More to Come at www.sba.gov/wosb
 Link
to the Repository
 Listing
of Required Documents
 Instructions
for accessing the Repository
Women-owned Small Business
51% women Owned
 Day-today operations managed by a woman
or women.
 Self certification, no paperwork necessary
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WOSB
 Apply:
 http://map.sba.gov/hubzone/maps/
http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm
Dynamic Small Business Search
State Certifications
North Central Texas Regional Certification Agency
Purpose to get your certificated and maximum
practical opportunities to participate in
contracting and purchasing activities.
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DBE – Disadvantage Business Enterprise
MBE – Minority Business Enterprise
WBE – Woman-owned Business Enterprises
Free application
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Website: http://www.nctrca.org/
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North Central Texas Regional Certification Agency
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Purpose to get your certificated and
maximum practical opportunities to
participate in contracting and purchasing
activities.
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DBE – Disadvantage Business Enterprise
MBE – Minority Business Enterprise
WBE – Woman-owned Business Enterprises
Website: http://www.nctrca.org/
North Central Texas Regional Certification Agency
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Purpose to get your certificated and
maximum practical opportunities to
participate in contracting and purchasing
activities.
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DBE – Disadvantage Business Enterprise
MBE – Minority Business Enterprise
WBE – Woman-owned Business Enterprises
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Webiste: http://www.nctrca.org/
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North Central Texas Regional Certification Agency
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Requirements
MBE/WOBE – Minority Business Enterprise and
Women-owned Business Enterprise
 Firm must be at least 51% owned and controlled by a minority or
women individual (s)
 The minority or women owner(s) must be a United State or
lawfully permanent resident of the United States
 Firm must be organized as a for-profit business.
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All ethnic female owned firms are classified as MBEs. Only firms
owned by Caucasian females are classified as WBEs.
NCTRCA
 NCTRCA
 624
Six Flags Drive, #100
 Arlington, TX 76011
 (817) 640-0606 (Office), (817) 640-6315
(Fax)
 Email: mail@nctrca.org
North Central Texas Regional Certification Agency
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Requirements
DBE – Disadvantaged Business Enterprise and
Airport Concessionaire Disadvantaged Business
Enterprises
 Firm must be at least 51% owned and controlled by a socially
and economically disadvantaged individual(s)
 The disadvantaged owners must be an United States Citizen or
lawfully admitted permanent resident of the United States
 Firm must be a small business that meets the Small Business
Administration’s size standard and does not exceed $22.51
million in gross receipts for DBEs and $56.42 million in gross
received for ACDBEs
 Personal Net Worth for all owners claiming disadvantaged status
for the DBE and/or ACDBE program must not exceed $1.32
million.
 Firm must be organized as a for-profit business
Texas Department of Transportation
Texas Unified Certification
Program
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The Texas Unified Certification
Program is a certification process
for the Federal Disadvantaged
Business Enterprise (DBE)
Programs in Texas. A business'
DBE certification is valid at any
Texas entity that receives U.S.
Department of Transportation
(DOT) funds and has a DBE
Program. (See TUCP Participating
Entities below.)
NCTCA included
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Small businesses desiring DBE
certification must submit an
application and personal net worth
statement to one of six certifying
agencies within the state. The
business' location determines
which agency to contact.
Firms certified by each of the six
agencies are included in one
consolidated and centralized DBE
Directory. The TUCP is required
by the U.S. Department of
Transportation
Dallas- Fort Worth Minority Supplier Development
Council, Inc.
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The Dallas/Fort Worth Minority Supplier Development Council
(D/FW MSDC) is a 501 (C) (3) privately funded, nonprofit,
business organization, formed in 1973 by major corporations
committed to fostering a business environment which promotes
access and opportunity for minority-owned businesses.
D/FW MSDC is one of 24 regional affiliates of the National
Minority Supplier Development Council (NMSDC), the
certification body of choice by corporate America and
the recognized business link for over 3,500 buying organizations
and 14,000 certified minority-owned businesses nationally.
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Application $250
 Website: http://www.dfwmsdc.com/
Dallas- Fort Worth Minority Supplier Development
Council, Inc.
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The Dallas/Fort Worth Minority Supplier Development Council
(D/FW MSDC) is a 501 (C) (3) privately funded, nonprofit,
business organization, formed in 1973 by major corporations
committed to fostering a business environment which promotes
access and opportunity for minority-owned businesses.
D/FW MSDC is one of 24 regional affiliates of the National
Minority Supplier Development Council (NMSDC), the
certification body of choice by corporate America and
the recognized business link for over 3,500 buying organizations
and 14,000 certified minority-owned businesses nationally.
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D/FW MSDC buying entity partners report over $5.20 billion dollars in
spending annually with minority-owned businesses. D/FW MSDC
certified suppliers report over $23 million annually in spending with
minority-owned businesses (MBE-to-MBE transactions
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Website: http://www.dfwmsdc.com/
Finding Opportunities
HTTPS://MYCPA.CPA.STATE.TX.US/TPASSCMBLSEARCH/INDEX.JSP
FedBizOpps Advanced Functions
(cont.)
Add
Opportunity to
Watchlist
Add firm to
Interested
Vendors List
57
FedBizOpps Advanced Functions
 Search
Agents. Save and schedule
Search Agents (daily, weekly, etc.). Filter
by NAICS Code, area , agency, etc.
 Interested Vendors List. Let primes,
subs, suppliers know that you are
interested in a project.
 Watch lists. Enables you to receive
updates when an announcement or
solicitation is amended.
Things to Do
 Explore Subcontracting Opportunities as a first
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choice pursuit vs. "a settling for" strategy.
Learn to Use FedBizOpps as a Management
and Decision-making Tool.
Visit DoD and ARMY Small Business Websites.
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Info on Small Business Programs, Resources, Events.
Know the rules.
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Federal Acquisition Regulation (FAR).
For USACE, additional supplements also apply
(DFARS, AFARS, EFARS).
Useful Links
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SAM – System For Award Management

https://www.sam.gov/portal/SAM/#1

DUNS – Data Universal Numbering System
 http://fedgov.dnb.com/webform

Fedbizopps – Federal Business Opportunities
 https://www.fbo.gov/

NAICS Search - North American Industry Classification System
 http://www.census.gov/eos/www/naics/

Find RFP – Find RFP, Bids and Contracts
 https://findrfp.com
 Fedbid: http://www.fedbid.com/

Small Business Size Standard
 http://www.sba.gov/contractingopportunities/officials/size/index.html
Commercial Software (Paid)
 www.EZGovOpps.com
 -$79 and up
 www.FIND
RFP.com
 - $39 Flat
 www.bidspeed.com
 -$195.00
 www.Smartprocure.us
 www.governmentbids.com
 $97 and up
 ESBC http://esbd.cpa.state.tx.us/
Free Search
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www.fedbidopps.gov
www.fedbid.com (auction site)
DOD
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Army https://contracting.tacom.army.mil/cfdata/sol/sol01.cfm
Coast Guard: http://www.seaport.navy.mil/default.aspx
Navy: http://www.secnav.navy.mil/smallbusiness/pages/doingbusiness.aspx
Contacts:
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Oscbu office: http://www.osdbu.gov/
Agency websites