1. COLORADO PROCUREMENT
TECHNICAL ASSISTANCE CENTER
Ofc: 719-434-3470
www.ColoradoPTAC.org
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2.  Why—Market to governments?
 Who—Is CO PTAC?
 How—Do we grow government share?
 4 Essential Steps
 What—Marketing is different?
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3.  For the same reason Willie Sutton robbed banks!
 Federal Government procures >$500 Bil annually
 Colorado State Government budget $20 Bil
 FY 2008 Colorado*:
◦ Ranked 15 among states receiving federal contracts
◦ Only 4,143 firms received awards vs. > 465,000 registered
Federal Contract Awards in $B
$78.30 $67.70 $61.70
$80.00
$60.00 $30.60
$40.00 $18.30 $9.50
$20.00
$0.00
*Data as of Mar 2011, FedSpending.org
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4.  What a Government Contract can do for
your business
◦ Diversify your customer base
◦ Cover overhead costs
◦ Even out cash flow
 What a Government Contract cannot do
for your business
◦ Jump-start your business
◦ Save your business
◦ Be the sole source of your business
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5. Ribbon cutting
on 9 Nov 09
 Non-Profit, 501c(3) Corporation, an Economic Enterprise
 Public/Private Partnership
◦ Funded by federal, state, public, and private contributions
◦ Approx ~ $800K annual budget
 1 of 50 State Programs
 Experienced, Professional Counselors
◦ Full time, Part time, and On-Call
 Multiple Locations:
◦ Colorado Springs (Headquarters)
◦ Grand Junction (Satellite)
◦ Aurora (Satellite)
◦ Westminster (Satellite)
◦ By Appointment
 Golden, Glenwood Springs, Montrose,
Durango, Boulder, Loveland, Greeley, Pueblo,
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Trinidad, Alamosa, Craig
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6.  3011 different stories - Each a Success
 New companies < 30 days old
 Old companies > 30 years old
 $10Mil firm w/ VA success—looking for
improved Win Rate
 $4Mil firm w/ CO state success—looking for
federal opportunities
 Window Cleaners to Cyber Technology
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7. Reported Contract Award Dollars
Colorado Jobs Created or
Retained by PTAC Clients
$300,000,000
from Government Contract
Awards
$250,000,000 Total Awards Year 2: 25,000
$596,585,093 20,962
$200,000,000 20,000
15,000
$150,000,000
Awards Sub
10,000
$100,000,000 Awards Prime
5,516
5,000 3,751
3,013 2,332 2,239
$50,000,000 2,185
1,668
0
$0 Yr1 Yr1 Yr1 Yr1 Yr2 Yr2 Yr2 Yr2
Qtr1 Qtr2 Qtr3 Qtr4 Qtr1 Qtr2 Qtr3 Qtr4
Yr2 Qtr1 Yr2 Qtr2 Yr2 Qtr3 Yr2 Qtr4
Total Awards Year 1: Jobs Created or Retained ea Qtr
Cumulative
$463,077,539
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Linear (Jobs Created or Retained ea Qtr) 7

8. 1. Get the Right Registrations
2. Find the Right Opportunities
3. Write Winning Proposals
4. Execute, Execute, Execute
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9. Get the Right Registrations
a. PTAC – www.ColoradoPTAC.org
b. SAM, DUNS, ORCA, CCR, SBA,
a. WAWF
c. Preference Programs
1. Federal: 8(a), SDVOB, HUBZone, WOSB
2. State: DBE, WBE
d. DIBBS for manufacturing, FedBid – product Auction site
e. Bonding, Insurance, etc
f. Others—ColoradoBIDS, RockyMountainEPurchasing, etc
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10. Find the Right Opportunities
a. Know your Market—Research
b. Bid Match searching service
c. Sub vs Prime
d. Teaming or JV
e. GSA for products & services
f. Networking
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12. FPDS.gov
Search
Criteria
Top 10
federal
Dept
buyers
Top 10
Agencies
Top 10 CO
vendors
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13.  Multiple Products: Range of Costs, Range of Services
Links Cost Services
Opportunity Search Options Tailored email URL Access Newsletter Other Scope
www.gssa.State.CO.us/VenSols (View Only) CO State
FREE X Purchasing Office Site
CO BIDS
www.gssa.State.CO.us/VenRegister CO State Goods & Services;
$40/yr X X NOT Construction
www.govbids.com $49.95/yr X X X 50 CO Purchasing Agencies
Rocky Mountain E-Purchasing
www.SetAsideAlert.com SB, MOB, WOB, Vet, SDVOB,
$497/yr X X X X 8(a), HUBZone
www.BidClerk.com $59.95/mth X X X Construction Projects
$599.95/yr
www.FedMarket.com GSA Schedule, Proposal
Various X X Writing, Training, Consulting
www.FindRFP.com Sign-up X X X X Federal, State, Local RFPs
www.Onvia.com Federal, State, Local RFPs and
Version 4.0 $2K-$20K/yr X X X X Projects
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14. IT search engine tailored to your search profile
 2004 Sites Searched Worldwide
 145 Sites Searched across Colorado
 Your 3-Way Search Criteria—tailorable by state, agency, code
◦ Keywords
◦ NAICS Codes (North American Industry Classification
System)
◦ Geographic Region (Domestic, International, Regional)
 Provided by OutReach Systems
◦ Free service from CO PTAC to all clients
◦ $250 annual subscription to individuals
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15. Important Options!!
• Watch Opportunity
Solicitation Type:
• Add yourself to list
Presolicitation
• Set Asides
• NAICS
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16. Important Options!!
• Watch Opportunity
• List of
• Add yourself to list
Partners ?
List and
Contact
• Set Asides
• NAICS
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17. Version 4.0
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18.  Key Points:
◦ Capabilities
◦ Facilities & Equipment
◦ Expertise
◦ Codes: NAICS, DUNS, CAGE
◦ Customers
◦ ONE PAGE
 When Used:
◦ SAP
◦ Top Desk Drawer <$25,000
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19. Six Simple Slides:
i. Slides 1-2: Company ID info & Core
Capabilities
ii. Slides 3-5: Opportunity, Value & Fit
iii. The Opportunity
iv. Unique Value Proposition
v. Project Experience
vi. Meeting Objectives
Tips:
• Do use PowerPoint
• Expect no more than 30min
• Plan to use only half time presenting
• Rehearse so each slide is 2-3 min
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20.  Read the solicitation more than once
◦ ―Can our company profit from performing this
requirement?‖
 Determine the ―solicitation type‖
 Determine the ―contract type‖
 Assemble all the attachments and all amendments
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21.  Federal Competition Requirements
◦ <$3000 No Competition Required, normally GPC*
◦ >$3K & <$25K Must Show Competition/No Announcement**
◦ >$25K & <$150K Advertised, Normally Reserved for SB
◦ >$150K Normal Bid Process***
◦ FBO and Other Government Posting Sites
* GPC limit $2,000 for construction (Davis-Bacon Act), $2,500 for services (Services Contract Act)
** May use GPC if on FSS
* ** May be set-aside if ≥ 2 capable 8(a)/HUBZone/SD-VOSB/SB will submit offers @ fair market price.
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22. Write Winning Proposals
a. Compliant with Solicitation
b. The Price is Right
c. Do’s and Don’ts
d. ―Red Team‖ review
e. Unsolicited Proposal
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23. Requirements Budget Solicitation Execution
 Process begins early
 Proposal writing Registration
 “Red Team” support— Bid Opportunities
RFP
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24.  Start Early
 Practice, Practice, Practice
 Internal or External Support
◦ ―Writing for Dummies‖ or
◦ Professional Writers
 Focus on Solicitation Instructions
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25.  Section L: Format
◦ Font
◦ Volumes
◦ Tabs
◦ Page Limits
 Section M: Evaluation—‖Best Value‖
◦ Technical
◦ Management
◦ Price
◦ Past Performance
 Lowest Risk to the Government
◦ ―Best Value‖
◦ Lowest Price—Technically Acceptable
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26. Sources Sought, Request for • Contracting Officer’s market research
Information (RFI), Broad Agency
Announcement (BAA) • Shape the Solicitation
• Site visit, Walk through
Industry Day
• Government briefing with Q&A (limited)
Pre-Solicitation • Draft RFP
Solicitation: • Project Funded and Ready to Execute
Request for Proposal (RFP), RFQ, or • Usually Request Proposal within a few weeks
Invitation for Bid (IFB) • Often too late in the game if this is the first time you’ve seen it
• Contract Execution for Winners
Award Announcement
• Debriefing for Those Not Selected
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27. Execute, Execute, Execute
a. Post award debrief
b. ―Scope Creep‖
c. Prompt Payment
d. Responsive and Compliant
e. Accounting System compliance
f. Protest process
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28. Requirements Budget Solicitation Execution
 Education and Assistance Throughout the Process --
Including but not Limited to:
◦ Registration Support (DUNS, SAM, CCR, CAGE, NAICS, ORCA)
◦ Business Development—Market research and analysis
Registration
◦ Finding Bid Opportunities (―BidMatch‖) Bid Opportunities
RFP
◦ Proposal Guidance on Request for Proposal (RFP),
Invitation for Bid (IFB), Request for Quote (RFQ)
◦ RFP, RFQ or IFB Response Review (―Red Team‖)
◦ Contract Management, “Matchmaking”, and more…..
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29.  Why—Market to governments?
 Who—Is CO PTAC?
 How—Do we grow government share?
 4 Essential Steps
 What—Marketing is different?
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30.  Significantly Increase # of:
◦ Businesses Pursuing Government Contracts
◦ Government Contracts Awarded in Colorado
◦ Dollar Amount per Government Contract Awarded
 Sustain in Colorado:
◦ Strong Industrial Base
◦ Improved Local Economies
◦ Enhanced Employment Opportunities
◦ Businesses Capable of Supporting Government Contracts
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31. www.coloradoptac.org
Our Colorado PTAC Partners
Adams County Economic Development Aurora Chamber of Commerce
Colorado Springs Business Incubator Fairfield Inn & Suites, USAFA
Grand Junction Business Incubator Institute for Civic Achievement
SCOPEVision Jefferson County EC Northern CO EDC
Kavley’s Pueblo Albany
Pueblo BTC TechWise
Trinidad Las Animas Chamber of Commerce Acquisition & Management Resources
Analytical Systems Incorporated Certify to Success
Holland & Hart McNew & Associates
National Fringe Benefits PDS Business Solutions, LLC
Perini & Associates SCOPEVision
Six & Geving Insurance McKenna, Long & Aldridge
Microsoft
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Updated 20 Sept 12
2/10/2012