Kentucky Procurement Assistance Program (KPAP) Your Fair Share Government Contracting Elizabethtown, Kentucky Bobbi Carlton 1
Program Overview Kentucky Procurement Assistance Program (KPAP) is the Procurement Technical Assistance Center (PTAC) for Kentucky. KPAP a business assistance program of the Kentucky Cabinet for Economic Development that is designed for firms interested in government contracting 2
Purpose and Desired Outcomes Purpose of program is to help Kentucky firms market their goods and services to federal, state, and local government agencies Desired Outcomes: - Job creation/retention through increased government contracts - Increased government dollars flowing through Kentucky s economy 3
Program Statistics Currently serving more than 2,000 active firms, including construction, manufacturing, service, research & development, and wholesale/retail Client firms have reported by survey that we assisted them in obtaining more than $100 million annually in government contracts and subcontracts during each of the past five years 4
Marketing Assistance Bid Match Program Automatically matches a company s products and/or services against a database of federal, state, and local government bid opportunities Collect bid information from several thousand government buying offices nationwide Can include subcontracting opportunities Are e-mailed to active KPAP clients participating in Bid Match 5
Bid Match Program Sample bid notices of potential government contracting opportunities University of Kentucky, Purchasing Division, 322 Peterson Service Building, Lexington, KY 40506-0005 23 -- HYDROGEN TUBE TRAILER - ADDENDUM-1. UK-1170-12 DUE 08- MAY-2012 Rebecca Purcell, Phone: (859) 257-5479; Website: http://www.uky.edu/purchasing/bidlist.htm This notice is provided by the Kentucky Procurement Assistance Program. The information is believed to be correct, but should be verified with the issuing agency/organization. 6
Bid Match Program Breakdown of a bid notice Description of Work Agency Category Due Date University of Kentucky, Purchasing Division, 322 Peterson Service Building, Lexington, KY 40506 23 -- HYDROGEN TUBE TRAILER UK-1170-12 DUE 08-MAY-2012 Rebecca Purcell, Phone: (859) 257-5479; Website: http://www.uky.edu/purchasing/bidlist.htm This notice is provided by the Kentucky Procurement Assistance Program. The information is believed to be correct, but should be verified with the issuing agency/organization. Solicitation Number 7 Contact Information
Bid Match Program Categories Bids are Posted In Service Codes SERVICE CODES A - Research and Development B - Special Studies and Analyses - Not R&D C - Architect and Engineering - Construction D - Automatic Data Processing and Telecommunication E - Purchase of Structures and Facilities F - Natural Resources and Conservation G - Social Services H - Quality Control, Testing, and Inspection J - Maintenance, Repair, and Rebuilding of Equipment K - Modification of Equipment L - Technical Representative M - Operation of Government Owned Facilities N - Installation of Equipment P - Salvage Services Q - Medical Services R - Professional, Administrative & Management Support S - Utilities and Housekeeping Services T - Photographic, Mapping, Printing, and Publications U - Education and Training V - Transportation, Travel and Relocation W - Lease or Rental of Equipment X - Lease or Rental of Facilities Y - Construction of Structures and Facilities Z - Maintenance, Repair or Alteration of Real Property http://www.outreachsystems.com/resources/tables/pscs/ 8
Bid Match Program Categories Bids are Posted In Product Codes PRODUCT CODES 10 - Weapons 32 - Woodworking Machinery and Equipment 11 - Nuclear Ordinace 34 - Metalworking Machinery 12 - Fire Control Equipment 35 - Service and Trade Equipment 13 - Ammunitions and Explosives 36 - Special Industry Machinery 14 - Guided Missiles 37 - Agricultural Machinery and Equipment 15 - Aircraft and Airframe Structural Components 38 - Construction, Mining, Excavating, Highway Maint. 16 - Aircraft Components and Accessories 39 - Materials Handling Equipment 17 - Aircraft Launching/Landing/Ground Handling Equip. 40 - Rope, Cable, Chain, and Fittings 18 - Space Vehicles 41 - Refrigeration, Air Conditioning Equip. 19 - Ships, Small Craft, Pontoons, and Floating Docks 42 - Fire Fighting, Rescue, and Safety Equipment 20 - Ship and Marine Equipment 43 - Pumps and Compressors 22 - Railway Equipment 44 - Furnace/Steam Plant/Drying Equip, Nuclear Reactors 23 - Ground Vehicles, Motor Vehicles, Trailers, Cycles 45 - Plumbing, Heating, and Sanitation Equipment 24 Tractors 46 - Water Purification and Sewage Treatment Equipment 25 - Vehicular Equipment Components 47 - Pipe, Tubing, Hose, Fittings 26 - Tires and Tubes 48 - Valves 28 - Engines, Turbines, and Components 49 - Maintenance and Repair Shop Equipment 29 - Engine Accessories 51 - Hand Tools 30 - Mechanical Power Transmission Equipment 52 - Measuring Tools 31 - Bearings 9
Bid Match Program Categories Bids are Posted In Product Codes (continued) PRODUCT CODES 53 - Hardware and Abrasives 75 - Office Supplies and Devices 54 - Prefabricated Structures and Scaffolding 76 - Books, Maps, and Other Publications 55 - Lumber, Millwork, Plywood, and Veneer 77 - Musical Instruments 56 - Construction and Building Materials 78 - Recreational and Athletic Equipment 58 - Communications, Detection and Coherent Radiation 79 - Cleaning Equipment and Supplies 59 - Electrical and Electronic Equipment Components 80 - Brushes, Paints, Sealers, and Adhesives 60 - Fiber Optics Materials and Components 81 - Containers, Packaging, and Packing Supplies 61 - Electric Wire, and Power and Distribution Equipment 83 - Textiles/Leather/Furs/Apparel/Shoes/Tents/Flags 62 - Lighting Fixtures and Lamps 84 - Clothing, Individual Equipment, and Insignia 63 - Alarm, Signal, and Detection Systems 85 - Toiletries 65 - Medical, Dental, and Veterinary Equipment 87 - Agricultural Supplies 66 - Instruments and Laboratory Equipment 88 - Live Animals 67 - Photographic Equipment 89 - Subsistence (Food) 68 - Chemicals and Chemical Products 91 - Fuels, Lubricants, Oils, and Waxes 69 - Training Aids and Devices 93 - Nonmetallic Fabricated Materials 70 - ADP Equipment Software, Supplies, Equipment 94 - Nonmetallic Crude Materials 71 - Furniture 95 - Metal Bars, Sheets, and Shapes 72 - Household/Commercial Furnishings and Appliances 96 - Ores, Minerals, and Their Primary Products 73 - Food Preparation and Serving Equipment 99 - Miscellaneous 74 - Office Machines 10
11 Bid Match Program
12 Consulting Services One-on-one assistance on topics related to government contracting is provided by experienced consultants Examples of assistance: Understanding contracting rules and regulations Responding to government bid packages Review quotes, bids, and proposals Market research Federal and State registrations Certification programs GSA Schedules
Training Training is designed to help firms understand how to do business with federal, state, and local government agencies Selling to the Government How to Prepare a Bid Proposal Understanding GSA Schedules Networking Opportunities http://www.thinkkentucky.com/kpap Click on training 13
KPAP Website Information Guide to Government Contracting Application Questionnaire to enroll in KPAP Training Calendar www.thinkkentucky.com/kpap 14
Summary of Services One-on-One Counseling Matchmaking/Subcontracting Opportunities Bid Match Services GSA Schedule Assistance Training & Networking Workshops Certifications & Registrations 15
Selling to the Government 16
Why Sell to the Government? World s largest customer Buys virtually everything Spends billions Checks never bounce Open to any business Contracts awarded to Elizabethtown Businesses 2012 - $1,116,429 2011 - $15,405,011 www.usaspending.gov 17
Is Your Business Ready? Do you have a business plan? Have you defined your customer? Do you have an established customer base? Can your business accommodate a new customer? Do you have references and past performance history? 18
Government s Goal Quality Product/Service Delivered on Time Competitively Priced Best Value 19
Buyer s Rule # 1 READ READ READ Contracting Officers say most mistakes are made because contractors did not READ the full solicitation. 20
Doing Business with Kentucky 21
Determine Commodity Codes Select Commodity Codes (limit 20 codes) Go to http://finance.ky.gov Click on eprocurement under Popular Pages Click on Doing Business with the Commonwealth Click on Commodity Class Codes and Descriptions file Click Open or Save to view the file 22
Register in State Website Register in Vendor Self Service (VSS) 23 https://emars.ky.gov/online/vss/altselfservice
State Certifications Disadvantaged Business Enterprise (DBE) Kentucky Transportation Cabinet http://transportation.ky.gov/civil-rights-and-smallbusiness-development/pages/default.aspx Minority/Women Business Enterprise (MBE/WBE) Finance Cabinet http://mwbe.ky.gov 24
State Buyer Listings State Buyer Listing by Commodity Go to http://finance.ky.gov/offices/controller/pages/ops.aspx Click on Office of Procurement Services Commodity Assignments by Buyer Excel link Buyer Contact Information Go to http://finance.ky.gov/offices/controller/pages/ops.aspx Click on Office Staff Listing link file Other Agency Buyer Contact Information Go to http://finance.ky.gov/services/eprocurement/pages/doingbusiness.aspx Click on Purchasing Contact Information 25
Preference Law A resident bidder of the Commonwealth shall be given a preference against a nonresident bidder registered in any state that gives or requires a preference to bidders from that state. The preference shall be equal to the preference given or required by the state of the nonresident bidder. KRS 45A 494 and 200 KAR 5:400 26
Doing Business with the Federal Government 27
When Marketing Your Product or Service Contact the agency small business advocate/contact to market your business Ask the small business contact what type of certifications the agency accepts to ensure you have the appropriate certification Attend agency events if possible to form relationships with the buyers 28
Bid Match Program Know your NAICS codes http://www.census.gov/naics/2007/naicod07.htm 29
How Do I Market to the Federal Gov t? Register in System for Award Management (SAM) Required registration for doing business with the federal government (July 2012) Register in FedBizOpps (FBO) Federal portal where solicitations are posted DLA s Internet Bid Board System (DIBBS) Department of Defense s Online Purchasing Apply for a General Services Administration (GSA) Schedules (optional) Federal government s Online Purchasing 30
Federal Small Business Contacts Department of Defense Small Disadvantage Business Utilization (SADBU) http://www.acq.osd.mil/osbp/ There is typically a small business contact at each federal agency Army Corps of Engineers Louisville District Jacque Gee 502-315-6111 Jacqueline.R.Gee@usace.army.mil http://www.lrl.usace.army.mil/ Ft. Knox Theresa Jones Small Business Advocate 502-624-0171 / 502-624-7569 Theresa.k.jones.civ@mail.mil http://doc.knox.army.mil/ Ft. Campbell Rosa Elmore 270-798-7812 rosa.p.elmore.civ@mail.mil http://www.campbell.army.mil/campb ell/directorates/doc/pages/doc.aspx 31
Federal Certifications 8(a) Business Development Certification http://www.sba.gov/8a HUBZone Certification http://www.sba.gov/hubzone Veteran Certification - (VetBiz) http://www.vip.vetbiz.gov/ Set-Asides 8a, HUBZone, & SDVOSB SBA Women-Owned Small Business (WOSB) Self- Certification http://www.sba.gov/wosb 32
Research Past Award Information USA Spending - www.usaspending.gov FedBizOpps (FBO) www.fbo.gov Vendor Self Service (VSS) - https://emars.ky.gov/online/vss/altselfservice Kentucky s Open Door - http://opendoor.ky.gov I-Search - www.outreachsystems.com/isearch/ Search agency specific websites Attend trade shows/fairs/expos and networking events 33
Steps to Doing Business with Gov t 1) Become a KPAP client 2) Register in SAM/VSS/FBO 3) Apply for certifications, if appropriate 4) Define your market 5) Contact buyer - introduce your business 6) Attend industry events & gain information 7) Look for Training Partners 8) Respond to specific opportunities 34
Contact Information Bobbi Carlton bobbi.carlton@ky.gov 502-782-1971 (Direct line) 800-838-3266 (KPAP line) www.thinkkentucky.com/kpap 35
KPAP Questions??? 36