The Federal Buyer's Guide has an online buyers guide on which you may list your business and all of its products for FREE.
Every Fall, you are offered the opportunity to edit and update the list.
Go to http://www.industrialbuyersguide.com/index.cfm to view the website and list your business.
Monday, September 20, 2010
Friday, July 16, 2010
Working With the Federal Government
Working With the Federal Government©
There are many Federal Government opportunities for small businesses. It is required to allocate a certain percentage of its business to small business enterprises, disadvantaged, and minority/women owned enterprises. The process of bidding and soliciting opportunities with the Federal Government is not difficult, but it helps if one knows how to get set up and how to pursue the opportunities.
Central Government Contractor Registration
Before you can bid on or submit proposals for Federal Government work, the first step is to register your company at the Central Government Contractor Registration site. (www.CCR.Gov). The registration process is easy and the site guides you through it step-by-step. Your company can be any type of corporation, partnership, or sole proprietor. You will be required to get a DUNS (Data Universal Numbering System) number from Dun & Bradstreet. At CCR.Gov, the homepage has a link to get the number. The number can be obtained in 24 hours if needed.
To start the process on CCR.Gov, click on “Start New Registration” and the website will walk you through the registration process. Questions such as whether you are a small business minority, veteran owned, number of years in business, etc., and financial questions. These are not audited, they are just estimates, so don’t worry about perfect accuracy.
There will be a section that asks what NAICS (North American Industry Classification System) codes you want to list. Again, this is not critical. The CCR website has a link to a list of these codes. The codes are classifications for work your company may be interested in. Such as, machinery repair, office supplies, janitorial services, and so forth. You can pick as many as you want for anything that may be something your company has an interest in. The reason you want to list the codes is for the government buyers; they may do a search on a certain code to see what companies may be interested in a given solicitation.
Once all questions are answered the registration takes about 48 hours. The status of your registration can be checked simply by logging in. If it is not approved, the web site will tell you which questions need to be answered or clarified.
Federal Business Opportunities Website
The Federal Business Opportunities Website (www.FBO.Gov) is a searchable data base that lists thousands of government solicitations (RFPs, RFIs, RFBs). The site can be viewed and searched without registering on the site, but it is best to register to take advantage of the enhancements, such as search agents. Now that you have set up your company on CCR.gov, simply go to FBO.gov and click on “Register Know”. It will ask you for your DUNS number and the DUNS number will link to your CCR registration.
The FBO.gov website is good as a search tool. If you find a solicitation that is interesting, click on it and it will give you information (Scope of Work) on that solicitation. It will also tell you who the Contract Specialist/Officer (Buyer) is. It will give contact information for that officer and details on submitting your price or proposal.
FedBid.com
The Federal Government is using a “Reverse Auction” process for many of its solicitations. Www.FedBid.com is a non-governmental agency that the Federal Government uses to manage the Reverse Auction process. Again, as before, you must register. Go to FedBid.com click on “Seller Login” and then “Create Account”. It is a very simple process. After you enter a little information the site will find your company in the CCR database. In this Reverse Auction, the bidding will be open for a given amount of time that can vary depending on the Federal Government contracting officer. It is usually open for at least 24 hours and may be open for days. You will not know other bidder’s prices. When you enter your price, you will only be told if yours is the high or low bid. You have the opportunity to bid many times, but they do watch for bidders that start unrealistically high and try to work their way down. Your bids must at least be reasonable.
Some responses will not go through FedBid.com, but will go directly to the Federal Government Contracting officer. For instance an RFI (Request for Information) may not even include pricing and would go directly to the contracting officer.
Working with Federal Agencies and Unsolicited Proposals
FBO.Gov lists the solicitations that are already approved and looking for responses. As with any business, it is advantages to start talking with the Users (not Buyers) in a given Federal agency to understand their needs and to see if there is any way your company can be of assistance. For instance, let’s say you had a product the Department of Defense (www.DOD.gov) may be interested in. There may be no solicitation on FBO.Gov, but you may have something that is unique and you want to try and sell it to DOD. The first step is to go to the DOD.gov website and search for contact info for the Program Officers (Users) who may be interested in your product. This is a real sales effort and it may take months or even a year to get in the door. The Program Officer may decide to check out your product and take it to the next step. If it is high dollar cost item it may have to go through the FBO.gov solicitation process, but if your company is the only one that offers this product, it could be considered a “Sole Source” and the bidding process would be eliminated.
Small Business Administration
The Small Business Administration (SBA.gov) is a valuable source for help for the Small Business Owner. The SBA can help with advice on setting up a corporation and administering your corporation. The SBA also has workshops online and throughout the country that are geared toward small businesses in general as well as specifically for Federal Government work. The SBA may also be able to help with funding your enterprise with an SBA backed loan.
Summary
Getting work with the Federal Government may take some time. The key is persistence and maximum sales effort. Consider it a business development effort over time. Once your company has a track record with a given agency you may be able to set up a Blanket Purchase Agreement (BPA). This BPA will allow a Buyer to purchase your product or service directly from you at a prearranged price. For instance, if your company had an hourly rate for janitorial services the agency may contact you directly for certain ongoing hourly work.
©2010, Thomas Zanowski
The preceding material was prepared by Thomas Zanowski, a consultant having years of experience preparing and responding to bids, in and out of Federal, State, and Local governments. He may be reached at tzanowski@att.net
There are many Federal Government opportunities for small businesses. It is required to allocate a certain percentage of its business to small business enterprises, disadvantaged, and minority/women owned enterprises. The process of bidding and soliciting opportunities with the Federal Government is not difficult, but it helps if one knows how to get set up and how to pursue the opportunities.
Central Government Contractor Registration
Before you can bid on or submit proposals for Federal Government work, the first step is to register your company at the Central Government Contractor Registration site. (www.CCR.Gov). The registration process is easy and the site guides you through it step-by-step. Your company can be any type of corporation, partnership, or sole proprietor. You will be required to get a DUNS (Data Universal Numbering System) number from Dun & Bradstreet. At CCR.Gov, the homepage has a link to get the number. The number can be obtained in 24 hours if needed.
To start the process on CCR.Gov, click on “Start New Registration” and the website will walk you through the registration process. Questions such as whether you are a small business minority, veteran owned, number of years in business, etc., and financial questions. These are not audited, they are just estimates, so don’t worry about perfect accuracy.
There will be a section that asks what NAICS (North American Industry Classification System) codes you want to list. Again, this is not critical. The CCR website has a link to a list of these codes. The codes are classifications for work your company may be interested in. Such as, machinery repair, office supplies, janitorial services, and so forth. You can pick as many as you want for anything that may be something your company has an interest in. The reason you want to list the codes is for the government buyers; they may do a search on a certain code to see what companies may be interested in a given solicitation.
Once all questions are answered the registration takes about 48 hours. The status of your registration can be checked simply by logging in. If it is not approved, the web site will tell you which questions need to be answered or clarified.
Federal Business Opportunities Website
The Federal Business Opportunities Website (www.FBO.Gov) is a searchable data base that lists thousands of government solicitations (RFPs, RFIs, RFBs). The site can be viewed and searched without registering on the site, but it is best to register to take advantage of the enhancements, such as search agents. Now that you have set up your company on CCR.gov, simply go to FBO.gov and click on “Register Know”. It will ask you for your DUNS number and the DUNS number will link to your CCR registration.
The FBO.gov website is good as a search tool. If you find a solicitation that is interesting, click on it and it will give you information (Scope of Work) on that solicitation. It will also tell you who the Contract Specialist/Officer (Buyer) is. It will give contact information for that officer and details on submitting your price or proposal.
FedBid.com
The Federal Government is using a “Reverse Auction” process for many of its solicitations. Www.FedBid.com is a non-governmental agency that the Federal Government uses to manage the Reverse Auction process. Again, as before, you must register. Go to FedBid.com click on “Seller Login” and then “Create Account”. It is a very simple process. After you enter a little information the site will find your company in the CCR database. In this Reverse Auction, the bidding will be open for a given amount of time that can vary depending on the Federal Government contracting officer. It is usually open for at least 24 hours and may be open for days. You will not know other bidder’s prices. When you enter your price, you will only be told if yours is the high or low bid. You have the opportunity to bid many times, but they do watch for bidders that start unrealistically high and try to work their way down. Your bids must at least be reasonable.
Some responses will not go through FedBid.com, but will go directly to the Federal Government Contracting officer. For instance an RFI (Request for Information) may not even include pricing and would go directly to the contracting officer.
Working with Federal Agencies and Unsolicited Proposals
FBO.Gov lists the solicitations that are already approved and looking for responses. As with any business, it is advantages to start talking with the Users (not Buyers) in a given Federal agency to understand their needs and to see if there is any way your company can be of assistance. For instance, let’s say you had a product the Department of Defense (www.DOD.gov) may be interested in. There may be no solicitation on FBO.Gov, but you may have something that is unique and you want to try and sell it to DOD. The first step is to go to the DOD.gov website and search for contact info for the Program Officers (Users) who may be interested in your product. This is a real sales effort and it may take months or even a year to get in the door. The Program Officer may decide to check out your product and take it to the next step. If it is high dollar cost item it may have to go through the FBO.gov solicitation process, but if your company is the only one that offers this product, it could be considered a “Sole Source” and the bidding process would be eliminated.
Small Business Administration
The Small Business Administration (SBA.gov) is a valuable source for help for the Small Business Owner. The SBA can help with advice on setting up a corporation and administering your corporation. The SBA also has workshops online and throughout the country that are geared toward small businesses in general as well as specifically for Federal Government work. The SBA may also be able to help with funding your enterprise with an SBA backed loan.
Summary
Getting work with the Federal Government may take some time. The key is persistence and maximum sales effort. Consider it a business development effort over time. Once your company has a track record with a given agency you may be able to set up a Blanket Purchase Agreement (BPA). This BPA will allow a Buyer to purchase your product or service directly from you at a prearranged price. For instance, if your company had an hourly rate for janitorial services the agency may contact you directly for certain ongoing hourly work.
©2010, Thomas Zanowski
The preceding material was prepared by Thomas Zanowski, a consultant having years of experience preparing and responding to bids, in and out of Federal, State, and Local governments. He may be reached at tzanowski@att.net
Monday, June 14, 2010
Communications Program Outline
TOPIC: PR/MARKETING Communications Program Outline
The following is the general outline I follow when designing PR & Marketing Communications programs.
While comprehensive Public Relations and Marketing Communications programs need the same information, advertising, direct marketing, and other marketing tools use only portions of this information.
FOREWORD
SITUATION
Consideration: The challenge
Response: The strengths
OBJECTIVES
Marketing objectives
Marketing communications objectives
Goals
Tasks to achieve goals
STRATEGIES
Short-term strategy
Long-term strategy
DISCUSSION
Program components
BUDGET
APPENDICES
A. Public Relations
B. Advertising
C. Direct Marketing
D. Trade Shows
E. New Product Development
F. Sales Literature
The following paragraph, adapted by me from a definition of public relations, succinctly describes how I believe fine marketing communications and public relations programs unfold.
“By identifying the company’s or product’s publics first, we can then plan on using the various communications tools to reach those audiences, either educating them, or reinforcing or changing their perceptions. Publicity, advertising, direct mail, trade shows, internal communications, financial relations, trade media relations, and government lobbying are a few of the tools used to achieve the common marketing goals.”
The following is the general outline I follow when designing PR & Marketing Communications programs.
While comprehensive Public Relations and Marketing Communications programs need the same information, advertising, direct marketing, and other marketing tools use only portions of this information.
FOREWORD
SITUATION
Consideration: The challenge
Response: The strengths
OBJECTIVES
Marketing objectives
Marketing communications objectives
Goals
Tasks to achieve goals
STRATEGIES
Short-term strategy
Long-term strategy
DISCUSSION
Program components
BUDGET
APPENDICES
A. Public Relations
B. Advertising
C. Direct Marketing
D. Trade Shows
E. New Product Development
F. Sales Literature
The following paragraph, adapted by me from a definition of public relations, succinctly describes how I believe fine marketing communications and public relations programs unfold.
“By identifying the company’s or product’s publics first, we can then plan on using the various communications tools to reach those audiences, either educating them, or reinforcing or changing their perceptions. Publicity, advertising, direct mail, trade shows, internal communications, financial relations, trade media relations, and government lobbying are a few of the tools used to achieve the common marketing goals.”
Tuesday, June 1, 2010
Discussing Proprietary Information with SCORE Counselors
Discussing Proprietary Information with SCORE Counselors
As a small business owner or entrepreneur, you have some great ideas that could be moneymakers. However, you have questions. You would like to discuss the ideas with someone, yet you are hesitant about revealing what you believe are novel ideas.
You have heard about SCORE, but are hesitant to discuss the ideas in person or via email.
Be assured that, just as doctors or lawyers, SCORE counselors are bound to secrecy and cannot divulge any information obtained during an in-person or email session with a client.
If I had what was an idea for a novel product or service, I too, might be hesitant to discuss it with someone I barely knew or with whom I was ‘talking’ via email. I think I would choose to have an in-person meeting, where I could get a good feel for the person with whom I was dealing, and reveal information as I became more comfortable.
In the past, I have provided consultations via both in-person and email to entrepreneurs or small business owners who felt comfortable revealing proprietary details to me.
As a small business owner or entrepreneur, you have some great ideas that could be moneymakers. However, you have questions. You would like to discuss the ideas with someone, yet you are hesitant about revealing what you believe are novel ideas.
You have heard about SCORE, but are hesitant to discuss the ideas in person or via email.
Be assured that, just as doctors or lawyers, SCORE counselors are bound to secrecy and cannot divulge any information obtained during an in-person or email session with a client.
If I had what was an idea for a novel product or service, I too, might be hesitant to discuss it with someone I barely knew or with whom I was ‘talking’ via email. I think I would choose to have an in-person meeting, where I could get a good feel for the person with whom I was dealing, and reveal information as I became more comfortable.
In the past, I have provided consultations via both in-person and email to entrepreneurs or small business owners who felt comfortable revealing proprietary details to me.
Friday, April 23, 2010
Buyer's Guides -- An overlooked marketing tool
Buyers Guides – An overlooked promotional tool
Are you selling into a commercial, industrial, or retail market? Do you constantly seek new avenues in which to promote their products?
Old timers are familiar with the Buyers Guides frequently found in trade magazines, but they frequently are unknown to newcomers or companies marketing their products on a shoestring.
Many trade magazines publish within their pages a Buyers Guide once a year. These Guides list suppliers to the magazine’s audience in both Alphabetical and Product Differentiated listings.
Three or four months before publishing these listings, publications send forms to all known suppliers in that arena, requesting current contact and product information. There is no charge to be included in these Guides.
How do you uncover these opportunities?
First, are you aware of all the trade publications read by your target audiences (customers)? If not, go to your library and search through the Standard Rate and Data Services (SRDS) books. These consist of compilations of every newspaper and magazine published in the US, and list all major trade shows, by industry.
Also listed are the editorial schedules for every publication. Spend some time perusing each appropriate schedule to learn when it publishes a Buyers Guide. Contact each publication to obtain and submit the proper forms to be included in their Guide.
Are you selling into a commercial, industrial, or retail market? Do you constantly seek new avenues in which to promote their products?
Old timers are familiar with the Buyers Guides frequently found in trade magazines, but they frequently are unknown to newcomers or companies marketing their products on a shoestring.
Many trade magazines publish within their pages a Buyers Guide once a year. These Guides list suppliers to the magazine’s audience in both Alphabetical and Product Differentiated listings.
Three or four months before publishing these listings, publications send forms to all known suppliers in that arena, requesting current contact and product information. There is no charge to be included in these Guides.
How do you uncover these opportunities?
First, are you aware of all the trade publications read by your target audiences (customers)? If not, go to your library and search through the Standard Rate and Data Services (SRDS) books. These consist of compilations of every newspaper and magazine published in the US, and list all major trade shows, by industry.
Also listed are the editorial schedules for every publication. Spend some time perusing each appropriate schedule to learn when it publishes a Buyers Guide. Contact each publication to obtain and submit the proper forms to be included in their Guide.
Tuesday, April 20, 2010
Business How-To Book Available from SCORE
Attention Entrepreneurs and Small Business Owner
Business How-To Book Available from SCORE
St. George, Utah - - - The just published How to Start a New Business is designed both as a roadmap for starting a new business, as well as an in-depth review for owners of small businesses.
Southern Utah SCORE Chapter Director Byron Theurer points out that while “owning one’s own business is an extremely exciting and gratifying experience, there also are many serious pitfalls.
“Our How To booklet takes its readers through the necessary start-up process, pointing out those dangers. Further, our one-on-one counselors can help the business owner or entrepreneur with real life experience with these hazards.”
How to Start a New Business is available from SCORE, at the address below, from the St. George Chamber of Commerce, and will be available in Utah at most Washington County Libraries. The cost is $12.00 per copy; $15.00 if mailed.
Further information about SCORE or its free counseling is available at: Dixie College, University Plaza, 1071 East 100 South (Building C), St. George, UT 84770; phone: (435) 652-7741; email: SCORE@dixie.edu.
Business How-To Book Available from SCORE
St. George, Utah - - - The just published How to Start a New Business is designed both as a roadmap for starting a new business, as well as an in-depth review for owners of small businesses.
Southern Utah SCORE Chapter Director Byron Theurer points out that while “owning one’s own business is an extremely exciting and gratifying experience, there also are many serious pitfalls.
“Our How To booklet takes its readers through the necessary start-up process, pointing out those dangers. Further, our one-on-one counselors can help the business owner or entrepreneur with real life experience with these hazards.”
How to Start a New Business is available from SCORE, at the address below, from the St. George Chamber of Commerce, and will be available in Utah at most Washington County Libraries. The cost is $12.00 per copy; $15.00 if mailed.
Further information about SCORE or its free counseling is available at: Dixie College, University Plaza, 1071 East 100 South (Building C), St. George, UT 84770; phone: (435) 652-7741; email: SCORE@dixie.edu.
Friday, April 16, 2010
SCORE St. George Offers FREE Consulting
Attend Our Small Business Workshops
Our workshops cover such topics as business start-up, financing, the acquisition of existing businesses and franchises, and business exit strategies. Past attendees have given them rave reviews. more>
Thursday, January 7, 2010
Lay the Right Foundation Before You Open Your Home Office
Lay the Right Foundation Before You Open Your Home Office
Ah, the luxury of having a home-based business. No office leasing costs, no frustrating daily commute, and no disturbances from noisy co-workers. Although these and other advantages have enticed many people to start their own businesses, your home office should reflect the same level of commitment, professionalism, and dependability customers would expect if you set up shop on main street. These seven tips will get your home office started on the right track:
1. Legalize it. Check with your local zoning office about zoning regulations in your area. Some communities, neighborhoods and apartment complexes may have covenants that restrict certain types of businesses. Requirements for licensing also vary among jurisdictions. Some require a fee or tax, based on income, while others simply want to know that your business exists.
2. Establish a business address. Not all customers look favorably on a business with an obviously residential address. Many home-based business owners rent a post office box and use that address on their business cards and stationery.
3. Get the right equipment. The cost of electronic equipment continues to decline, and such devices as an all-in-one fax machine, printer, scanner and copier increase efficiency while conserving space. You may need more than one phone line as appropriate to accommodate your personal and business needs. Cable modems can provide continuous Internet access without the need to add or tie up a phone line. Make sure your phone has voicemail that enables a client to leave a message while you are on the phone.
4. Organize for productivity. Carefully design your workspace around your business tasks but in accordance with your work style and habits.
5. Establish contacts. Working from home can limit your ability to network. Make an extra effort to connect with potential clients and colleagues by joining a professional association. You may want to consider meeting with clients at their office or in a rented conference room for a more professional environment.
6. Keep careful records. The Internal Revenue Service tends to audit home-based businesses more frequently, especially when they claim business expenses such as writing off a portion of the mortgage payments for the home office. You can choose from many different systems to document all your business expenses. Your accountant can advise you on claiming deductions.
7. Discipline yourself. With so many distractions in your home (children, pets, delivery people, telemarketers), you must be strictly disciplined in order to get any work done. It may be tempting to take advantage of quiet time for personal chores and errands, but time away from your office during business hours is time and money lost.
If you would like to discuss setting up a home-based business, contact SCORE “Counselors to America’s Small Business.” SCORE is a nonprofit organization of more than 10,500 volunteer counselors who provide free, confidential business advice to veteran entrepreneurs and those just starting out. For the SCORE chapter nearest you, call 1-800/634-0245, or find a counselor online at www.score.org.
# # #
Ah, the luxury of having a home-based business. No office leasing costs, no frustrating daily commute, and no disturbances from noisy co-workers. Although these and other advantages have enticed many people to start their own businesses, your home office should reflect the same level of commitment, professionalism, and dependability customers would expect if you set up shop on main street. These seven tips will get your home office started on the right track:
1. Legalize it. Check with your local zoning office about zoning regulations in your area. Some communities, neighborhoods and apartment complexes may have covenants that restrict certain types of businesses. Requirements for licensing also vary among jurisdictions. Some require a fee or tax, based on income, while others simply want to know that your business exists.
2. Establish a business address. Not all customers look favorably on a business with an obviously residential address. Many home-based business owners rent a post office box and use that address on their business cards and stationery.
3. Get the right equipment. The cost of electronic equipment continues to decline, and such devices as an all-in-one fax machine, printer, scanner and copier increase efficiency while conserving space. You may need more than one phone line as appropriate to accommodate your personal and business needs. Cable modems can provide continuous Internet access without the need to add or tie up a phone line. Make sure your phone has voicemail that enables a client to leave a message while you are on the phone.
4. Organize for productivity. Carefully design your workspace around your business tasks but in accordance with your work style and habits.
5. Establish contacts. Working from home can limit your ability to network. Make an extra effort to connect with potential clients and colleagues by joining a professional association. You may want to consider meeting with clients at their office or in a rented conference room for a more professional environment.
6. Keep careful records. The Internal Revenue Service tends to audit home-based businesses more frequently, especially when they claim business expenses such as writing off a portion of the mortgage payments for the home office. You can choose from many different systems to document all your business expenses. Your accountant can advise you on claiming deductions.
7. Discipline yourself. With so many distractions in your home (children, pets, delivery people, telemarketers), you must be strictly disciplined in order to get any work done. It may be tempting to take advantage of quiet time for personal chores and errands, but time away from your office during business hours is time and money lost.
If you would like to discuss setting up a home-based business, contact SCORE “Counselors to America’s Small Business.” SCORE is a nonprofit organization of more than 10,500 volunteer counselors who provide free, confidential business advice to veteran entrepreneurs and those just starting out. For the SCORE chapter nearest you, call 1-800/634-0245, or find a counselor online at www.score.org.
# # #
Sunday, October 25, 2009
Small Business Counseling
SCORE business counselors have particular expertise in business planning and help numerous business start-ups through the detailed and time-consuming task of preparing a business plan, complete with financial projections. Often, start-up companies need to seek out sources of capital. SCORE business counselors will assist the aspiring entrepreneur with the preparation of the loan application package, which includes a business plan. Many clients request team counseling, in which several counselors with varied business experience will meet with a business owner to review strategies and plan for future business growth.
All SCORE counseling is offered as a free and confidential community service. There are 389 SCORE chapters around the country assisting entrepreneurs. While counseling is always free-of-charge, local SCORE chapters also offer small business workshops and seminars for modest fees.
In southern Utah, SCORE is a member of the Dixie Business Alliance, 1071 E 100 S, First Floor, Bldg. C, St. George, UT 84770. Phone (435) 652-7741, or sign up for E-mail counseling at www.score.org.
All SCORE counseling is offered as a free and confidential community service. There are 389 SCORE chapters around the country assisting entrepreneurs. While counseling is always free-of-charge, local SCORE chapters also offer small business workshops and seminars for modest fees.
In southern Utah, SCORE is a member of the Dixie Business Alliance, 1071 E 100 S, First Floor, Bldg. C, St. George, UT 84770. Phone (435) 652-7741, or sign up for E-mail counseling at www.score.org.
Wednesday, October 7, 2009
Ask SCORE for Sound Small Business Advice
If you have dreams of someday owning your own business, or if you’re already an entrepreneur and want to sharpen your management skills, keep an eye on this space. Here, you’ll find concise answers to common small business questions, tips on finding new customers and keeping old ones happy, plus insights into business-related issues you may never have thought of, but should.
In addition to the advice found on this blog, visit our website at In addition to the advice found on this blog, visit our website at http://www.southernutahscore.com/ .
In addition to the advice found on this blog, visit our website at In addition to the advice found on this blog, visit our website at http://www.southernutahscore.com/ .
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