Doing Business With the Department of Labor (DOL) U.S. Department of Labor Office of Small and Disadvantaged Business Utilization

Transcription

1 Doing Business With the Department of Labor (DOL) U.S. Department of Labor Office of Small and Disadvantaged Business Utilization Gladys M. Bailey Peni Webster Deputy Director of OSDBU Small Business Specialist Job Corps Operations (202)

2 Overview Objectives Share Information on what you should know about doing business with DOL Tips on how to break into DOL procurements Misconceptions and Facts about Vendor Communication Questions! 2

3 Office of Small and Disadvantaged Business Utilization 3

4 What you should know 4

5 Do you understand DOL s mission; and DOL s contracting needs? Do you understand the federal procurement process (i.e. timelines, paperwork, business certifications, payment terms, administration? Do you know historical procurement information (i.e. setasides, procurement method, incumbents, etc.); Do you know where to find this information? Can you identify POC s for procurement inquiries; knowledge of roles/responsibilities? Do you know where to find DOL resources for small businesses 5

6 Do you know what DOL Buys? NAICS OTHER TECHNICAL AND TRADE SCHOOLS NAICS ADMINISTRATIVE MANAGEMENT AND GENERAL MANAGEMENT CONSULTING SERVICES NAICS CUSTOM COMPUTER PROGRAMMING SERVICES NAICS COMMERCIAL AND INSTITUTIONAL BUILDING CONSTRUCTION NAICS OTHER COMPUTER RELATED SERVICES NAICS ALL OTHER SUPPORT SERVICES NAICS VOCATIONAL REHABILITATION SERVICES NAICS COMPUTER SYSTEMS DESIGN SERVICES NAICS COMPUTER FACILITIES MANAGEMENT SERVICES NAICS ALL OTHER INSURANCE RELATED ACTIVITIES 6

7 Tips on how to break into DOL procurements 1. Understand how an agency does business Federal procurement process 2. Right Niche Target Market for Your Small Business 3. Work on getting your market message right 4. Standout from the crowd Create a market message that sticks 5. What is a Successful Market Strategy 6. Meeting and building relationships with the right people 7

8 Workshop Discussion Topics 7. Know your government customer 8. How do I get in front of the decision makers 9. Who are your competitors 10. What are you market benefits 11. Marketing pitches and techniques 12. Other marketing strategy 13. Misconception and facts about vendor communications 8

9 Understanding How an Agency Does Business Federal Procurement Process DOL s mission DOL contracting needs Federal procurement process (i.e. contract types, procurement vehicles, procurement time lines, business certifications, payment terms, contract administration, etc..) DOL points of contact (POC)/Roles and responsibilities DOL resources to provide guidance on POCs, contract opportunities, historical procurement data, procurement procedures, program modernization, regulatory mandates, FOIA requests 9

10 Right Niche Target Market for your Business Be clear about what you have to offer Don t be a jack of all trades You may end up the master of none Identify your niche or expertise in your company s capability wheelhouse Find your target customer Introduction and understanding agency program buyers Understand the procurement environment (how do agencies buy) What do agencies buy Resources to help you find how, what and when agencies buy 10

11 Standout from the Crowd Create a market message that Sticks Identify your target market Describe your capabilities, strengths, expertise, resources, partners, solutions Research agency requirements/identify pain point in past contracts, agency needs, program wants drive home how your business can address these program issues Proof point share how you have accomplished your tasks in the past. This is the time to Brag Define what makes you different 11

12 Meeting and Building Relationships with the Right People 12

13 Selling to the government can be daunting for small business Getting to know the procurers, Influencers and end users Easier said than done Requires time, perseverance and planning Many businesses do not know who to reach out to (i.e. CO, program office, OSDBU, high level management) Many businesses do not know what resources are available to assist in locating the most effective point of contact 13

14 Know Your Government Customer Target government agencies that may need what your business does. A wealth of market research is available free and online. Agency Annual Procurement Forecast USASpending.gov Search FedBizOpps Subscribe to a bid matching service Use the personal touch and network Work with a Procurement Technical Assistance Center (PTAC) FPDS SBA.gov (SB Scorecard) Anticipate future business opportunities by tracking bills as they work their way through Congress and by monitoring the priorities of the administration. Note which agencies are on the hot seat. 14

15 How Can I Get in Front of the Decision Makers Despite all the rules and procedures, people ultimately make the buying decisions. Finding the right people, hearing what they need, and telling them how you can help is essential, but not easy How do you find these decision makers? Network Agency Vendor Outreach Sessions Industry Days Attend traditional trade shows Attend pre bid conferences OSDBU Call the office(s) listed and make an appointment Procurement Forecast Introduce yourself and your business. Provide your business card, a capabilities statement, contact information Give buyers an opportunity to see who you are and what you can do 15

16 What are Your Marketing Benefits? Emphasize your benefits to contracting officers/specialists, program managers, and end users Examples: Ordering Ease of ordering (FSS, GWAC, MAC) Meets all applicable regulations and competition requirements (including FAR & Competition In Contracting Act) The government issued charge card, GSA SmartPay, can be used to make purchases. Pricing Schedule pricing is guaranteed to be fair and reasonable Flexible pricing Discount volume pricing Control of solutions Access to industry leaders Contractor teaming arrangements allow agencies to customize solutions Orders placed under the schedule program can count toward the Agencies socioeconomic goals and accomplishments. 16

17 Who are Your Competitors Why do you think it is valuable to know your competitors? Idea on what the government paid for a product/service Identify the incumbent Help make a realistic assessment on whether you can be competitive in the government market Identify potential teaming, partnerships, jointventures, subcontracting opportunities 17

18 Marketing Pitches and Techniques In person s Cold calls Referrals Advertising materials, brochures, pamphlets 18

19 In Person: The Marketing Pitch Have three marketing presentations ready at all times. Elevator speech One page capability sheet Full capability presentation 19

20 Marketing Send to the right customer! Marketing pitch, virus, or SPAM? Include subject line & content in body of , not just an attachment Be brief use your one page capability sheet Limit graphics oversized attachments may be stripped Stand out from the crowd! How can the customer benefit from doing business with you? What problems can you solve? 20

21 Basic Marketing Information Company name Address Contact information Website Business size/socioeconomic category NAICS & capabilities Certifications Prime contracts Subcontracts FSS, GWAC, other contract vehicles The P s for Marketing to DOL Professionalism Preparedness Presentation Performance Possibilities 21

22 Misconceptions and Fact about Vendor Communication Misconception We can t meet one on one with a potential offeror. Fact Government officials can generally meet one on one with potential offers as long as no vendor receives preferential treatment Misconception A protest is something to be avoided at all costs even if it means the government limits conversations with industry. Fact Restricting communications won t prevent protests, and limiting communications might actually increase the chance of a protest in addition to depriving the government of potentially useful information. Misconception When the government awards a task order or delivery order using Federal Supply Schedules, debriefing the offeror isn t required so it shouldn t be done. 22

23 Misconception When the government awards a task order or delivery order using Federal Supply Schedules, debriefing the offeror isn t required so it shouldn t be done. Fact Providing feedback is important, both for offeror and the government, so agencies should generally provide feedback whenever possible. Misconception The best way to present my company s capabilities is by marketing directly to Contracting Officers and/or signing them up for my mailing list. Fact CO s and program managers are often inundated with general marketing materials that doesn t reach the tight people at the right time. As an alternative, vendors can take advantage of the various outreach sessions that agencies hold for the purpose of connecting contracting officers and program managers with companies whose skills are needed. 23

24 Misconception Attending industry days and vendor outreach sessions are not valuable because the agency doesn t provide new information. Fact Industry days and outreach sessions can be a valuable source of information for potential vendors and are increasingly being used to leverage scarce staff resources. Misconception If I meet one on one with agency personnel, they may share my proprietary data with my competitive. Fact Agency personnel have a responsibility to protect proprietary information from disclosure outside the Government and will not share it with other companies. 24

25 Misconception It is a good idea to bring only business development and marketing people to meetings with the agency s technical staff. Fact In meetings with government technical personnel, it is far more valuable for you to bring subject matter experts to the meeting rather than focusing on the sales pitch. Misconception If I lose a competition, I shouldn t bother to ask for a debriefing. The Contracting Officer won t share any helpful information with me. Fact Unsuccessful offeror should ask for a debriefing to understand that award decision and to improve future proposals. Busting.pdf 2 addressing misconceptions and further improving communicationduring the acquisition process.pdf 25

26 In closing, Answer these questions as you prepare to market to the government: How does selling to DOL fit into your overall business strategy? What are your core competencies? Which agencies need what you provide? What set you apart? Are you willing and able to devote resources to win government s business? 26

27 How can you use your capabilities or processes to make things that the government needs or want? Do you understand or know any program office pain points What haven t you considered before? How can you collaborate with other businesses to give the government a total package? 27

28 CONTACT INFORMATION OSDBU key personnel and phone numbers Small Business specialists Credit card holders Information technology representatives Training representatives FOR MORE INFORMATION ON DOL POINTS OF CONTACT, PLEASE VISIT OUR WEBPAGE AT Annual Procurement Forecast Know your customers needs or requirements All federal agencies publish Annual Procurement Forecasts Where DOL Advertises Procurements? FedBizOpps.gov, the Federal Business Opportunities website at GSA s ebuy, an online Request for Quotation (RFQ) tool at FedBid, an online marketplace optimizing the way governments, businesses and educational institutions buy the goods and services they need at 28

29 As with all procurements Questions 29