In Fiscal Year 2016 – 2017 the federal government has spent approximately $898 billion in contracts and $1.3 trillion in grants. The law still mandates that 23 percent of these dollars be awarded to small businesses. The U.S. Government is still the largest buyer of goods and services in the world. In addition, States and local government as well as transit organizations nationwide collectively spend more than thousands of billions of dollars for procurement. For example, the state of California purchases a wide variety of goods and services ranging from pencils to temporary labor with annual purchases total almost $10 billion.
If you are a U.S. based small business, you have an excellent opportunity to expand your government business. I have expertise in all aspects of federal, state, and local government procurement. I am here to provide expert mentoring services so that you can research and validate requisite solutions, avoid costly mistakes, and comply with the laws and rules of public sector procurement, and grow your government business. Specifically I provide my mentoring services at no cost to the U.S. based small business concerns:
1. Determine what products and or services you want to sell based on your experience and knowledge.
2. Determine if you are ready to sell to the Government and develop strategies to get ready, or choose to sell in the commercial market for a few years to develop satisfactory past performance or for a startup, focus on selling strategy under Micro Purchase Threshold, $3,500 per transaction as of 3/14/2018.
3. Understand rules and requirements of the complexities in the government procurement
4. Interpret and apply the Federal Acquisition Regulation (FAR) and Defense FAR (DFAR) or agency FAR supplements
5. Research who is buying your products and/or services
6. Research your competitors in the government market and ways to overcome your weakness
7. Research how to narrow your customers
8. Understand contract modification and change orders
9. Assess various long-term contracting tools (i.e. GSA Schedules)
10. Develop short- and long-term government marketing plans
11. Practice on developing responsive and quality RFQ’s and RFP’s
12. Understand flow-down clauses from prime contractors
13. Develop strategies to develop accurate, complete, current cost proposals
14. Develop compliance strategies for short- and long-term
15. Understand government backed small business loans
16. Understand subcontracting process
17. Understand government ethics and prohibited practices
18. Review solicitation documents, proposals, and contracts to minimize risk for noncompliance, adhere to internal company polices and rules, and assess compliance process and obligations for customers terms and conditions.
19. Understand export classification, export control, and export consulting resources
20. Understand Buy American Act/Trade Agreement Act
21. Understand commercial item definition and learn how to validate your product to qualify as a commercial product
22. Pursue SBIR Phase I and II (Small Business Innovation Research) if you are interested in starting a scientific/engineering/research grant
23. Maximize grants opportunities and understand complexities in the grant accounting requirements .
B.S. in Psychology and MBA, Portland State University
Former NCMA (National Contractor Management Association) Indianapolis Chapter President