How I can help you
In Fiscal Year 2016 – 2017 the federal government has spent approximately $898 billion in contracts and $1.3 trillion in grants. The federal government spends about $500 billion each year on contract. The law 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 and can meet the "Responsible prospective contractor" standards according to the Federal Acquisition Regulation (FAR) 9.104, you have an excellent opportunity to expand your government business. To be determined responsible, a prospective contractor must-
(a) Have adequate financial resources to perform the contract, or the ability to obtain them (see FAR 9.104-3(a));
(b)Be able to comply with the required or proposed delivery or performance schedule, taking into consideration all existing commercial and governmental business commitments;
(c) Have a satisfactory performance record (see FAR 9.104-3 (b) and FAR subpart 42.15). A prospective contractor shall not be determined responsible or nonresponsible solely on the basis of a lack of relevant performance history, except as provided in FAR 9.104-2;
(d) Have a satisfactory record of integrity and business ethics (for example, see FAR subpart 42.15);
(e) Have the necessary organization, experience, accounting and operational controls, and technical skills, or the ability to obtain them (including, as appropriate, such elements as production control procedures, property control systems, quality assurance measures, and safety programs applicable to materials to be produced or services to be performed by the prospective contractor and subcontractors). (See FAR 9.104-3(a).)
(f) Have the necessary production, construction, and technical equipment and facilities, or the ability to obtain them (see FAR 9.104-3(a)); and
(g)Be otherwise qualified and eligible to receive an award under applicable laws and regulations (see also inverted domestic corporation prohibition at FAR 9.108).
I am here to provide coaching so that you can do the right homework, research and validate requisite solutions, and comply with the laws and rules of public sector procurement. There are no cost to the U.S. based small business concerns. Each email session should consist of your homework or research analysis, specific questions, and action plans. I recommend at least two sessions first month, and a monthly session thereafter. With my mentoring or challenging assessment, and lots of homework and analysis on your own, you will be ready to cultivate your share of the government contracts. Here are recommended questions or homework required of all email clients for the first year:
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. 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 if applicable
20. Understand Buy American Act/Trade Agreement Act if applicable
21. Understand commercial item definition and learn how to validate your product to qualify as a commercial product
Areas of Expertise
- Government & Regulations
- Professional & Business Services
B.S. in Psychology and MBA, Portland State University
Former Senior Manager, Contracts and Compliance, Dow Chemical
Former Certified Professional Contracts Manager (CPCM) Certification by NCMA (1993)
Former NCMA (National Contractor Management Association) Indianapolis Chapter President
Former Indianapolis Korean American Society President