Selling to the United States Department of Defense

Selling to the

United States Department of Defense

GOVERNMENT MARKETING GUIDE SERIES

Selling to the United States Department of Defense Published by: Federal Buyers Guide Inc., A private sector publisher.

324 Palm Avenue, Santa Barbara, CA 93101

FBG

Telephone: 805 963 6524

Fax: 805 299 1860

Email: Sales@fbgworldwide.com

Selling to the

United States Department of Defense

Federal Buyers Guide has connected business and industry with Department of Defense buyers for almost 38 years.

You can list your organization as a supplier or vendor, as available in: The Department of Defense Buyers Guide web directories:

DODWorld.com

DefenseBusinessNews.com

FBG

Telephone: 805 963 6524

Fax: 805 299 1860

Email: Sales@fbgworldwide.com

Selling to the

United States Department of Defense

Digital Print Publication DEPARTMENT OF DEFENSE A Directory of Products, Services, and Vendors for DOD Purchasing Agents

April 2015

List your organization as a supplier or vendor as available for contracts or sales in the Department of Defense Buyers Guide by using the application on the next page

VISIT US ONLINE AT WWW.DODWORLD.COM

If you have any questions, or need more information, please call

805 963 6524

Federal Buyers Guide Inc. is a private sector publisher that provides advertising to organization that want to increase their government business. Federal Buyers Guide Inc. is not a government agency.

FBG

Telephone: 805 963 6524

Fax: 805 299 1860

Email: Sales@fbgworldwide.com

Department of Defense Online Buyers Guide Complete this application and return to include your company in the DOD Buyers Guide online.

An access code and instructions will be mailed to you that will allow you to update your information.

PREFERRED SUPPLIER A three-page full color web display ad Buyers Guide ad listing that includes up to three full pages of information, full company description with up to five products and images, and complete contact information for your company including company name, address, phone and fax number, email, website, company background, and advantage information (small-, minority-, or women-owned business) Hyperlinked URL to your company’s website Buyers can find your company based on your product description. Your company will show up on the search results page in the web buying guides when buyers search for any word in your product headlines Buyers can find you by keyword search—use up to 30 keywords to build traffic and attract buyers in all of our web buying guides Guaranteed Premier position in buyers’ search results—you are guaranteed to be within the first 30 vendors of your geographical area in any search Weekly delivery of sales opportunities Department of Defense BUYERS GUIDE

SPONSORING SUPPLIER All of the above PLUS A full color, full page ad in four quarterly issues of the Department of Defense digital print publication.

Guaranteed to be published 40 product or press releases in 40 official Department of Defense media

MArch 2014

KEY SUPPLIER BEST VALUE. All of the above PLUS Duplication of Sponsoring supplier in: GSA Buyers Guide Plus The Federal Buyers Guide Includes full web ad in GSA Online Buyers Guide and Federal Buyers Guide online plus 4 full page, full color ads in GSA Buyers Guide Digital print and 4 full page, full color ads in Federal Buyers Guide Digital print.

A Directory of ProDucts & services AvAilAble for DoD PurchAsing

visit us online At: WWW.DODWORLD.COM

Annual Rates:

PREFERRED SUPPLIER $1,495

SPONSORING SUPPLIER $2,495

Name

Company

Email

Telephone

Charge to:

Visa

Card #

Mastercard

American Express

KEY SUPPLIER $3,495

Signature Exp. Date

Name on Card Security Code/CW

Card Billing Zip Code

Special rate advertising is not subject to cancellation

FaxTelephone: to 805.299.1860 email to 1860 Sales@FBGWorldWide.com FBG 805 963 6524 Or Fax: 805 299 Email: Sales@fbgworldwide.com

Selling to the

United States Department of Defense

40 years of connecting government Buyers with Suppliers.

FBG

Telephone: 805 963 6524

Fax: 805 299 1860

Email: Sales@fbgworldwide.com

Selling to the

United States Department of Defense

Selling to the

United States Department of Defense

The following pages are published by the U.S. Department of Defense in the public domain.

Inclusion of these pages does not provide an endorsement or an affiliation of this offer or Federal Buyers Guide Inc.by the Department of Defense. The pages have been included

by Federal Buyers Guide as a reference source only.

FBG

Telephone: 805 963 6524

Fax: 805 299 1860

Email: Sales@fbgworldwide.com

MARKETING TO THE DEPARTMENT OF DEFENSE:

THE BASICS

November 2009 ARE YOU READY TO MARKET TO THE GOVERNMENT? IDENTIFY YOUR PRODUCT/SERVICE FEDERAL SUPPLY CLASSIFICATION CODE (FSC) OR PRODUCT SERVICE CODE (PSC): EX: D302 ADP systems development services http://www.dlis.dla.mil/h2 or http://www.fbo.gov IDENTIFY YOUR NORTH AMERICAN INDUSTRY CLASSIFICATION CODES EX: 541512 Computer Systems Design Services http://www.census.gov/eos/www/naics/ DETERMINING SBA SIZE STANDARD EX: 541512 $25M average annual receipts preceding 3 yrs NOTE: There is a separate size standard for each NAICS.

Page 1 of 2 SBA DYNAMIC SMALL BUSINESS SEARCH SBA's PRO-Net & CCR merged in December 2002. When registering in CCR, select "small business" & a sub-set of your CCR data will be sent to SBA for size validation and inclusion in DSBS. • Recommend updating profile when renewing CCR information • Complete a Quality profile • Government uses DSBS to:(1)perform market research to locate 8(a)/HUBZone/SDVOSB/small business primes (2) verify small business reps & certs for primes, proposed subcontractors, & prime subcontracting program compliance reviews • Industry uses DSBS to: (1) locate subcontractors/teaming partners (2) verify small business subcontractor reps & certs Dynamic Small Business Search

http://www.sba.gov/services/contractingopertunities/ officials/size/index.html

DATA UNIVERSAL NUMBERING SYSTEM (DUNS) • • • • •

Mandatory for registering in CCR Provided by Dun & Bradstreet (D&B); free Web request & receive within 1 day; telephone request takes ~ 10 minutes Unique 9 digit identification # for each location/ address & each legal division List sold to other companies; must contact D&B to request removal from marketing list http://fedgov.dnb.com/webform/ OR 866.705.5711

CENTRAL CONTRACTOR REGISTRATION (CCR) (linked to DSBS) • • • • •

Mandatory to receive DoD prime contract Allows electronic payment Must renew annually or expires Automatically assigns a Commercial & Government Entity (CAGE) Code Automatically assigns a Marketing Partner ID (MPIN) to access other government applications (EX: Past Performance Information Retrieval System, etc) http://www.bpn.gov/ccr/

ONLINE REPS & CERTS APPLICATION (ORCA) Effective 1/1/2005, FAR 4.12 mandated prospective contractors to complete electronic annual representations & certifications via ORCA when registering in CCR. • Must have an active record in CCR to register • Need Marketing Partner ID (MPIN) from CCR • Update minimum every 365 days http:/www.bpn.gov OR http://orca.bpn.gov/

WIDE AREA WORKFLOW-RECEIPT & ACCEPTANCE (WAWF-RA) WAWF is a secure web-based system for electronically processing invoices, receipts & acceptance documents being deployed DoD-wide. https://wawf.eb.mil Web-based training for vendors is available with an overview of the WAWF system: http://www.wawftraining.com/

LOCATING DoD CUSTOMERS/OPPORTUNITIES: Report issued each fiscal year of products and services purchased

by DoD sorted by procurement Classification Code including name & location of buying office, number of actions & dollars: http://siadapp.dmdc.osd.mil/procurement/historical_reports/statistics/procstat.html, then scroll down to “ST28”.

MARKETING TO THE DEPARTMENT OF DEFENSE:

THE BASICS

November 2009

Page 2 of 2

USE AVAILABLE RESOURCES •

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IN PERSON: THE PITCH

SMALL BUSINESS ADMINISTRATION (SBA) • Counseling - in person, email • Small business certifications • Financial Assistance • Training (online, classroom, free or low cost) http://www.sba.gov/ SMALL BUSINESS DEVELOPMENT CENTERS • Counseling • Small business management assistance • Training (classroom, free or low cost) http://www.sba.gov/sbdc PROCUREMENT TECHNICAL ASSISTANCE CENTERS (PTACS) • Counseling - in person, email • Registration assistance • Bid-matching • Training (online,classroom, free or low cost) http://www.dla.mil/db/procurem.htm SERVICE CORPS OF RETIRED EXECUTIVES • Counseling - in person, email, field visit • Training (classroom, free or low cost) http://www.score.org/ SMALL BUSINESS PROGRAM OFFICES • Located at every DoD & Federal buying activity • All DoD: http://www.acq.osd.mil/osbp/links

FEDBIZOPPS

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Have three marketing "presentations" ready at all times: • "Elevator speech" • One page capability sheet • Full Capability presentation Know your audience Be focused & be brief Stand out from the crowd!

How can the customer benefit from doing business with you"?

What problems/challenges do you solve for your customer?

One page capability sheet • Few graphics • Company name, website, contact info, locations, small business categories, CAGE code • Certifications • NAICS & capabilities • DoD/Federal/State & local contracts with POC info • Significant subcontracts with POC information • GSA contracts (if any)

EMAIL MARKETING • • • • • • • •

Send to the right customer! Frequency?

Marketing pitch, virus or SPAM? Include subject line & content in body of email, 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 do you solve for your customer?

The following attachments may not be received by DoD recipients due to firewalls: .avi, .bat, .cmd, .com, .dll, .eml, .exe, .pif, .scr, .vbs, and .zip

KNOW YOUR COMPETITORS

DoD & Federal contracting activities synopsize most proposed requirements & contract awards >$25,000 in http://www.fbo.gov • Active or archive search by dates and/or: • Types of Notice • Solicitation number or contract number • Place of performance zip code • Set-aside type • FSC/PSC/NAICS • Key words • Selected agencies • Register for Vendor Notification Service by: • Specific solicitation number • Same selections as above • All procurement notices (caution)

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Who are they?

What are their strengths? Weaknesses?

Review their brochures, websites, DSBS profiles.

TARGET THE RIGHT CUSTOMER • • • • • • • •

Develop a Business Plan and Marketing Plan Who are your potential customers? Which agencies/ activities?

What are their needs? Challenges? Review websites!

Know your limits!

Know your customers regulations/procedures Acquisition Central - Federal Acquisition Regulations (FAR) http://www.acquisition.gov/ Defense Federal Acquisition Regulation Supplement http://www.acq.osd.mil/dpap Small Business Training Network http://www.sba.gov/training

NETWORK NETWORK NETWORK Learn to recognize a good marketing & networking opportunity when you see it!