Ten Steps to Success
for Doing Business with
TACOM LCMC
Office of Small Business Programs
US Army TACOM Life Cycle Management Command
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Step 1: Identify Your Product or Service
Match your product(s) or service(s) to the classifications the Government uses
to define its current and future procurement requirements
• Federal Supply Classification (FSC) Codes www.acquisition.gov/service_product_codes.pdf
• North American Industry Classification System (NAICS) Codes www.census.gov/naics
Enter your firm’s applicable FSC and NAICS codes
• when registering as a vendor for Federal contracts (Step 2)
• and when searching for opportunities online (Step 3)
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Step 2: Register Your Company
Websites for Government Contractor Registration
• Central Contractor Registry (CCR) - www.ccr.gov
• Online Representations and Certifications (ORCA) – www.orca.bpn.gov
• Dynamic Small Business Search (DSBS) Database - www.dsbs.sba.gov/dsbs
Does your firm qualify as a small business?
• For all Federal Size Regulations refer to 13 C.F.R. Part 121.105
Part 1 - Be a business entity that is:
organized for profit,
with a place of business located in the United States,
and which either
operates primarily within the United States
or
makes a significant contribution to the U.S. economy either
through the payment of taxes
or
use of American products, material, or labor.
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Step 2: Register Your Company (Continued)
Part 2 – Meet Size Standards for your NAICS Codes
SBA determines size standard (i.e., ceiling) for every NAICS code www.sba.gov/contractingopportunities/officials/size
- Product codes: Based on number of employees
- Service codes: Based on avg. annual sales receipts
• Check Rules of Affiliation in 13 C.F.R. Part 121.103
Does your firm fall under one or more socioeconomic subcategories?
Visit www.sba.gov for more information.
• Small Disadvantaged Business
• “8(a)” Business Development Program enrollee (SBA certification required)
• Woman-Owned Small Business
• HUBZone Small Business (SBA certification required)
• Veteran-Owned Small Business
• Service Disabled Veteran-Owned Small Business
Double check both your CCR and DSBS records for completeness.
• Include key words, capabilities description, and references.
• Buyers use key words and descriptions to do Market Research!
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Step 3: Locate Contracting Opportunities
TACOM LCMC may be right in your backyard, but…
• It does not mean that TACOM can buy your products or services.
• Each organization has a different mission and a different list of items and
services it is allowed to buy.
Federal Procurement Data System (FPDS) – https://www.fpds.gov.
Determine who buys what you sell by searching in FPDS:
• Decades of information on purchases by all agencies
• What agency buys your NAICS codes
• Who is getting the contracts
• How much is spent
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Step 3: Locate Contracting Opportunities (Continued)
Contracting Opportunity Websites
• Federal Business Opportunities - www.fbo.gov
• Defense Department Opportunities
Army Single Face to Industry (ASFI) - https://acquisition.army.mil/asfi/
 Navy Electronic Commerce Online (NECO) - https://www.neco.navy.mil
 Air Force Opportunities - http://airforcesmallbiz.org/opportunities
 DLA Opportunities - http://www.dla.mil/BusinessOps.aspx
• Command sites
TACOM LCMC Procurement Network (ProcNet) - contracting.tacom.army.mil
• To find local Command or Organizations sites, drill down from:
 USA.gov – http://www.usa.gov
 DoD OSBP site’s links – http://www.acq.osd.mil/osbp
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Step
StepStep
3:
3:Locate
Locate
3: Locte
Contracting
Contracting
Contracting
Opportunities
Opportunities
Opportunities
(Continued)
(Continued)
Common Online Search Criteria
• FSC or NAICS Code
NOTE: Each Federal procurement solicitation is assigned a NAICS code
by the contracting officer releasing the solicitation.
Result: Your firm may be small under one solicitation
but not under another!
• Solicitation Type (e.g., set-aside for small businesses)
• Keyword (use Government terminology, and experiment to find out what
words and word combinations yield the best results)
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Step 4: Zero-In on Target Markets
After pinpointing who buys what you sell, make maximum use of each targeted
agency’s procurement website…
for example…
US Army TACOM LCMC ProcNet – contracting.tacom.army.mil
(Shown on next five slides)
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Public Information Website:
www.tacom.army.mil
ProcNet
(Business
Opportunities)
9
Procurement Network Website (ProcNet):
contracting.tacom.army.mil
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ProcNet - Warren
Business Opportunities
contracting.tacom.army.mil/opportunity.htm
Quick links to
Acquisition Information,
such as Vendor Registration
Important
Notices
Links to Opportunities are here
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Step 4: Zero-In on Target Markets (continued)
Links on US Army TACOM LCMC Procnet - Warren Business Opportunities page http://contracting.tacom.army.mil/opportunity.htm
- Open and On-The-Street Solicitations
- Major Systems
- Commercial Vehicles and Items
- Service Contracting and Acquisition Support
- Research and Development
- Market Surveys and Sources Sought Notices
- Broad Agency and Research Announcements
- Future and Potential Buys
- Awarded Contracts, Orders, and Modifications
- TACOM Qualified Supplier Lists (QSLs)
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Step 4: Zero-In on Target Markets (continued)
“Small Business Info” link at bottom of Business Opportunities Page
takes you to the page for the Office of Small Business Programs (OSBP)
http://contracting.tacom.army.mil/sbo/sbo.htm where you will find:
- Doing business with TACOM LCMC instructions
- Tips Sheets for small businesses (coming soon)
- Lists of prime contractors (manufacturers, services, construction)
- Registration tool for available subcontractors
- Conference and event notices
If Agency-specific questions arise, contact Small Business Specialists
• Federal Gov’t - http://www.osdbu.gov/offices.html
• Army - http://sellingtoarmy.com/User/Misc/SearchASBS.aspx
• TACOM LCMC – 7 sites – TACOM LCMC Small Business Selling Guide
http://contracting.tacom.army.mil/sbo/publications.htm
• TACOM LCMC Warren site – DAMI Small Business Office@conus.army.mil
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Step 5: Investigate Special Programs
Federal Program Websites
• General Services Administration (GSA) Schedules Program - www.gsa.gov
• Small Business Innovation Research (SBIR) Program - www.sbir.gov
Defense and Army Program Websites
• DoD Emall Program - www.dscc.dla.mil/programs/emall
• Mentor-Protégé Program - www.acq.osd.mil/osbp/mentor_protege
• Field and Installation Readiness Support Team (FIRST) Services Program http://www.bragg.army.mil/rccfb/First/first.htm
• Computer Hardware, Enterprise Software and Solutions (CHESS) Program https://chess.army.mil/
TACOM LCMC Program Websites
• Diminishing Manufacturing Sources and Material Shortages (DMSMS) Program www.dmsms-tardec-army.com
• Manufacturing Technical Assistance Production Program (MTAPP) - http://armymtapp.us/
• Ground Vehicle Gateway for Innovations - tardec.groundvehiclegateway.com
• Expedited Modernization Initiative Procedure (EMIP) Program http://peocscss.tacom.army.mil/EMIP/home.html
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Step 6: Pursue Subcontracting Opportunities
Subcontracting Opportunity Websites
• SBA Sub-Net - www.sba.gov/subnet
• DoD Subcontracting Directory - www.acq.osd.mil/osbp/doing_business/
• DoD Prime Contract Descriptions - www.defense.gov/contracts
• TACOM LCMC Prime Contractor Lists http://contracting.tacom.army.mil/sbo/sbo.htm
After targeting a prime contractor, make maximum use of its supplier
website…highlighted below are those of Oshkosh and General Dynamics Land
Systems
Oshkosh Corporate Purchasing
GDLS Supply Chain Management
www.oskgpsc.net
• Supplier development information
• Purchasing contacts by commodity
• Online supplier registration
• Small Business Liaison Officer (SBLO)
contact information
www.gdls.com/suppliersoverview
• Supplier manual
• “iSupplier” instructions for online quoting
• Online supplier registration
• Small Business Liaison Officer (SBLO)
contact Information
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Step 7: Learn the Rules of Gov’t Contracting
Be aware of what sets Gov’t contracting apart from commercial contracting:
Government
Commercial
All contracting procedures, such as those
pertaining to competition and socioeconomic
set-asides, are dictated by Federal policies and
regulations
Companies employ whatever contracting
procedures suit them, so long as they are
within legal bounds
Federal law prohibits gratuities
No prohibition on gratuities
The Government mandates nationwide
broadcasting of solicitations and absolute
fairness in the evaluation of competitive
proposals
Companies establish their own competitive
criteria
The Government may make unilateral changes
to a contract’s scope of work during
performance and terminate a contract for its
convenience
No real equivalents
Profit is subject to Government rules and
restrictions
Profit margins are theoretically unlimited
Prompt and full payment are ensured
Payment can be an issue
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Step 7: Learn the Rules of Gov’t Contracting (continued)
Regulatory and Policy Websites
• Federal Acquisition Regulation (FAR) - www.acquisition.gov/far
• Defense Procurement and Acquisition Policy (DPAP) - www.acq.osd.mil/dpap
Other Web Resources
• Defense Acquisition University (DAU) - www.dau.mil
• Defense Life Cycle Management Chart - https://acc.dau.mil/ifc/
• National Stock Number (NSN) Booklet - www.dlis.dla.mil/PDFs/NSN.pdf
• Defense Contract Audit Agency (DCAA) Handbook - www.dcaa.mil/dcaap7641.90.pdf
• DoD Small Business Teaming Guide - http://www.acq.osd.mil/osbp/resources/teaming.pdf
• Office of Small Business Programs at all levels:
 Federal (http://www.osdbu.gov/offices.html)
 DoD (http://www.acq.osd.mil/osbp) – Quick Reference Guides
 Army (http://www.sellingtoarmy.info)
 Army Materiel Command (http://www.amc.army.mil/pa/smallbusiness.asp)
 TACOM LCMC (http://contracting.tacom.army.mil/sbo/sbo.htm)
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Step 8: Know the Players in Gov’t Contracting
Routine Participants
• PROCURING CONTRACTING OFFICER (PCO) …issues solicitations and awards contracts
• PROGRAM MANAGER …develops acquisition plans and manages acquisitions
• SMALL BUSINESS SPECIALIST …screens all upcoming RFPs as set-aside candidates
• SBA PROCUREMENT CENTER REPRESENTATIVE …also reviews RFPs for set-aside suitability
• COMPETITION ADVOCATE …promotes competition and challenges barriers to it
• ADMINISTRATIVE CONTRACTING OFFICER (ACO) …monitors contract performance
Small Business Specialist - Your initial go-to person for contracting advice and
guidance at any Federal procurement agency
What SB Specialists can do for you
What SB Specialists cannot do
• Discuss the extent that your capabilities
match the agency’s opportunities
• Suggest avenues to pursue, tailored to
your specific product or service line
• Record your company as an available
contracting source
• Be available for follow-up questions
• Act on your direct behalf in a manner even
marginally resembling that of an agent
• Respond to a question regarding a specific
solicitation or contract (such matters are
the province of the buyer and PCO)
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Step 9: Seek Advice, Assistance and Insights
General Assistance and Information Websites
• Assoc. of Procurement Technical Assistance Centers (PTACs) - www.aptac-us.org
• Assoc. of Small Business Development Centers (SBDCs) - www.asbdc-us.org
• Service Corps of Retired Executives (SCORE) - www.score.org
• SBA Financial Assistance Program - www.sba.gov/financialassistance
• Federal Business Gateway - www.business.gov
• Senate Small Business Committee - sbc.senate.gov
• House Small Business Committee - www.house.gov/smbiz/
Organization Websites
• National Defense Industrial Association (NDIA) - www.ndia.org
• Institute for Defense and Government Advancement (IDGA) - www.idga.org
• SAE International - www.sae.org
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Step 10: Market Your Firm
Develop three levels of marketing materials - long version, very short “elevator
speech”, and a “resume” of one to two pages, customized to your targeted
Government market(s)
• Make clear what your firm’s size and socioeconomic status is
• Focus on product over process; define the specific items or services your
company can provide, and identify applicable FSC and NAICS codes
• Cite the GSA schedules your firm is an approved contractor under
• List your current major customers and describe any notable business
successes and accomplishments
Be proactive…respond to market surveys, and take any additional action (Steps 4
through 6) that better positions your company for contracts
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Step 10: Market Your Firm (continued)
Attend conferences and forums to engage in face-to-face marketing
• Visit the websites of organizations like NDIA for schedules of events across
the U.S. in which key Gov’t and prime contractor personnel are present
• Visit Federal procurement agency websites (Step 4) for notices about
Small Business Fairs, “Industry Days” and other agency-specific events
Make sure your CCR, DSBS, and ORCA records are up to date
• Include key words for items, materials, processes, services
• Include general words as well as specifics
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Summary
1. Identify Your Product or Service
2. Register Your Company
3. Locate Contracting Opportunities
4. Zero in on Target Markets
5. Investigate Special Programs
6. Pursue Subcontracting Opportunities
7. Learn the Rules of Government Contracting
8. Know the Players in Government Contracting
9. Seek Advice, Assistance and Insights
10. Market Your Firm
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