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Spring
2008
Vol 4, Issue 2 |
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We recently completed possibly the “best ever” Opportunities conference in Asheville. Well over 450 attendees were there and the buyers/prime contractors were outstanding. The training seminars were well suited to the subject of government contracting and well attended. My thanks to the Opportunities 2008 planning committee for the long, hard hours put in to create such a success. If you missed this event, here is your “save-the-date” notice for our next statewide procurement conference, Marketplace 2009, scheduled for Wednesday, May 27, at the Sheraton Imperial in the Research Triangle Park near Raleigh. Don’t miss this chance to meet and market. If you have sent in the Awards Survey, my most sincere thanks. If you have not, it is still not too late, but the time is quickly approaching when I must submit the North Carolina PTAC report to the Defense Logistics Agency (DLA). So, please take a minute, complete the survey and send it back to me. If you do not have the form, click here to download it or contact your PTAC counselor. As always, please let us know what we can do to assist you in selling to the government. Tom Elam |
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Opportunities 2008
Close to 500 business representatives gathered in Asheville at the Grove Park Inn on Monday, March 10 for “Opportunities 2008.” Opportunities is one of the largest reverse trade shows in the Carolinas that brings a wide array of government agencies and businesses together for the purpose of augmenting company sales to government entities at the local, state and federal levels. Fifty plus government agencies and prime contractors were exhibitors and met with business representatives throughout the event to discuss immediate requirements and long term needs.
During the day there were concurrent workshops educating business owners on Federal Contracting Basics, Proposal Writing Basics, Federal Preference Programs, and doing business with the states of North and South Carolina. Opportunities 2008 was supported in cooperation with Senator Richard Burr, Senator Elizabeth Dole, Representative Virginia Foxx (NC-5), Representative Patrick McHenry (NC-10), Representative Heath Shuler (NC-11) and Representative Gresham Barrett (SC-3).
The keynote speaker, Wendy Banks, co-owner of Carolina Management Team, and her brother David Van Zee were selected as the Small Business of the Year for North Carolina by the Small Business Administration (SBA). Mr. Lee Cornelison, District Director of the U.S. Small Business Administrations North Carolina District office presented the owners of the company with the award after the keynote address.
The next large procurement event for North Carolina is Marketplace to be held on Wednesday, May 27th, 2009 at the Sheraton Imperial in Research Triangle Park. Marketplace will be presented by the U.S. Environmental Protection Agency, National Institute of Environmental Health Sciences and the North Carolina Small Business & Technology Development Center/PTAC; in cooperation with Representative Bob Etheridge (NC-2), Representative Brad Miller (NC-13) and Representative David Price (NC-4). For additional information please call 919.715.7272 or 800.258.0862 (in North Carolina only) or visit the SBTDC website at www.sbtdc.org/events.
Why Proposals Exist
Contrary to popular belief, proposals are not written so federal evaluators can read thousands of pages of vendor proposals and finally, after weeks of proposal review, select the best, high value solution to their problem. In reality, proposals are written because the FAR requires actual documentation that a competition was held.
Defining the Proposal Structure and Content
Most federal proposals have six parts. Total page counts can range from thirty to three thousand or more with the length of the proposal depending on the complexity of the product or solution being sought. Read on to learn more about proposals...
One More Registration (ORCA)
You obtained your Tax ID number, DUNS number and registered in Central Contractor Registration (CCR). You are now able to do business with the federal government, right? Wait, someone mentions ORCA and you say “what does a killer whale have to do with the federal government?!”
The Online Representations and Certifications Application, or ORCA for short, is the online version of the representations and certifications found in section K of solicitations. Per FAR 52.204-8, registration is required if you are responding to a solicitation that requires a registration in CCR. The exception is commercial item solicitations issued under FAR Part 12.
So what is required to complete the ORCA registration? Read to learn more...
Client Success: Atlantic Contracting Company
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Atlantic Contracting Company, Inc. (ACCI) is a women-owned Roadway/Heavy Highway General Contractor, established in September of 2005. Although the company is based in Greensboro, NC, its operations span throughout central North Carolina. ACCI’s officers include Owner / President Niveen Kattan, and Vice-President, Emad Kattan. Assisting them in the day to day operation is Senior Estimator Hani Kattan. All three recently graduated from the 2008 DBE Executive Management Program, which is a partnership with the Minority Executive Education Institute (MEEI), the North Carolina Department of Transportation, and the UNC Kenan-Flagler Business School. ACCI has a total of eighteen employees.
Thanks to the SBTDC and the help of various government-funded business development programs sponsored by the NCDOT, SBA, City of Greensboro, etc. and a lot of hard work and determination for success, ACCI evolved into a young aggressive firm. To ensure business growth they purchased a PowerCurber 5700C Curb Machine. |
ACCI specializes in concrete construction; concrete services include curb and gutter, islands, wheelchair ramps, sidewalks, and driveways, adjustments of structures (manholes, water/meter valve boxes, drop inlets), retrofitting existing wheelchair ramps and building masonry drainage structures.
Ms Kattan says she “is very thankful for the assistance, guidance and encouragement ACCI has received from the NC Small Business and Technology Development Center (SBTDC) and its Procurement Technical Assistance Center (PTAC)” Most recently PTAC assistance was instrumental in helping them complete their applications for the 8(a) Business Development and Small Disadvantaged Business Program sponsored by the SBA. Ms Kattan highly recommends PTAC to businesses who want to diversify and grow their business by selling their products or services to the government.
Acquisition of the right equipment has helped them earn $1.1M in revenue in year 2007 of which $994,531 of work was performed on major government contracts. So far for year 2008 ACCI has already amassed $824,000 in total government contracts.
In addition to becoming a Licensed North Carolina General Contractor-Highway Classification in September 2007, ACCI holds women owned business certifications with the NC Department of Transportation (WBE), NC Department of Administration (HUB), and the cities of Charlotte, Greensboro, Winston –Salem and Raleigh.
ACCI contact Information:
Atlantic Contracting Company Inc
1149 Pleasant Ridge Road
Greensboro, NC 27409
Phone: 336-931-3109
Fax: 336-931-3108
Email: info@atlanticcontractinginc.com
Website: www.atlanticcontractinginc.com
Small Business Training on Government Contracting
Washington D.C.’s U.S. Small Business Administration office released it’s latest free online training “Business Opportunities: a Guide to Winning Federal Contracts” on their web site: www.sba.gov/training. It is a self-paced, easy to follow course designed for small businesses that have historically not been able to sell to the federal market. Once on this site, go to the menu of free online courses and look for this course listed under the Government Contracting section or click on this link: www.sba.gov/services/training/onlinecourses.
Business owners can receive a certificate of completion after taking the 30-minute tutorial. This is a good ‘first step’ for small business owners to begin their preparation for expanding into the government sector, as well as contacting the nearest PTAC counselor for further assistance.
Client Success: Two Sisters Café, LLC
Bessy Farmer and her sister Dian decided to form a company for the sole purpose of bidding on the concession contract at the Western Carolina Agricultural Center in Asheville, North Carolina. Bessy had previously heard about the PTAC and though it might be beneficial to engage the local counselor. Bessy sent the proposal to the PTAC counselor and requested feedback towards the bid preparation. A meeting was set up that addressed the actual bid proposal, review of the potential menu and a review a review of financials. The client submitted the bid and won the state contract for three years with the option of two additional years. Bessy indicated that the PTAC counselor provided a clear understanding of the contract requirements prior to the award, made a site visit and provides suggestions to enhance business operations, , and was instrumental in providing guidance with the bid and follow up once the contract was awarded. We will continue to work with our PTAC counselor and SBTDC counselors.
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