How To Do Business With The U S

How To Do Business With The U. S. Government Matthew Lee FASTech Inc. KOTRA Washington DC - GSA EXPO 2006 5/14/2006

FASTech Overview n n n Founded in 1990 FY 2006 Revenues $18 M GWAC Contract Vehicles: GSA-70, FAA-BITS II, GSA 8(a) STARS DHS-wide First. Source Areas of Competence: IT Services, ECM/RM, Facility Mgmt/Maint. , Network Engineering & Mgmt, Telecom/Wireless, Structure Design, Data/Fiber Cabling, IPv 6, Tempest/Secure DHS Mentor-Protégé KOTRA Washington DC - GSA EXPO 2006 3/18/2018

How To Do Business With The U. S. Government n n n The U. S. Government is the world's largest customer, and they routinely do business with small businesses. You just have to follow proper procedure (of course!). Difficulty: Hard, Harder for You Time Required: Usually several months/years KOTRA Washington DC - GSA EXPO 2006 3/18/2018

How? n n n n n Educate yourself extremely well on the process. This is just an overview. Make sure you meet the basic requirements for doing business with the government, such as accepting electronic funds transfer and credit cards. Determine your NAICS code and make sure you qualify as a small business. Determine who in the government purchases your products or services. Determine if there any special programs for which you may qualify. Obtain a DUNS (Data Universal Numbering System) number for free from Dun & Bradstreet. Register with the SBA and the agency with which you wish to do business. Subscribe to the Commerce Business Daily, which lists notices of proposed government procurement actions, contract awards, sales of government property, and other procurement information. Respond to the bids effectively and get awarded contracts! KOTRA Washington DC - GSA EXPO 2006 3/18/2018

Tips n n n Make sure you want to do business with the government. They may be the world's largest customer, but their business comes with a lot of strings attached. Make sure you meet both general government contracting qualifications and those of the specific agency, or you'll waste a lot of time and effort. Don't expect the government to move fast on anything -- this is a long-term process. Educate yourself thoroughly on the process. Get in touch with your local SBA office. KOTRA Washington DC - GSA EXPO 2006 3/18/2018

Small Business Program & Benefits n n § § Program: SDB, 8(a), WOSB Set Aside, HUBZone, Service-Disabled Veteran-Owned Small Business (SDVOSB) Benefits: Sole Source Procurements: 8(a), HUBZone Price Preferences: HUBZone, SDB Evaluation Preferences: HUBZone, SDB Set Asides: Small Businesses, WOSB, 8(a), HUBZone KOTRA Washington DC - GSA EXPO 2006 3/18/2018

Federal Contract Goals for Procurement Preference Programs n n n n Small Business (23%; Sub-20%) SDBs (Prime-5%; Sub-5%) Section 8(a) Business (N/A) WOSB (Prime-5%; Sub-5%) HUBZone (Prime-3%) Service-Disabled Veteran-Owned Small Business (Prime-3%) Veteran-Owned Small Business (Prime & Subbest effort) KOTRA Washington DC - GSA EXPO 2006 3/18/2018

WTO GPA and FTA According to Federal Acquisition Regulations (FAR) subpart 25. 4 and 25. 5, Eligible products from WTO GPA and FTA countries are entitled to the nondiscriminatory treatment such as Buy American Act and other discriminatory provisions for eligible products. Offers of eligible products receive equal consideration with domestic offers. KOTRA Washington DC - GSA EXPO 2006 3/18/2018

Contract Vehicles n Multiple Award (MA), Indefinite Delivery Indefinite Quantity (IDIQ) n GSA Multiple Award Schedule (MAS) n Schedule 70 n n n Government Wide Acquisition Contracts (GWAC) n n Hardware: SIN 132 -8, 132 -3, 132 -4, 132 -12 Software: SIN 132 -32, 132 -33, 132 -34 Services: SIN 132 -50, 132 -51, 132 -52 Telecommunications: SIN 132 -53 GSA ANSWER, GSA MILLENNIA, GSA 8(a) STARS, GSA HUBZone, GSA VETS NIH ECS, NASA SEWP, DHS First. Source VA PCH FAA BITS, NSA NSETS, DHS EAGLE, IRS TIPPS Multi-agency Telecommunication contracts n GSA CONNECTIONS n KOTRA Washington DC - GSA EXPO 2006 3/18/2018

Distributions n n n n Manufacture: Dell, HP, IBM, Microsoft Distributor: Ingram Micro, Synnex, Tech. Data Manufacture Representative: www. globalwrx. com, www. summitrep. com Master Reseller: CDW-G, Insight, GTSI, Presidio, Gov-Mall, Gov-Connection, i-Gov Value Added Reseller (VAR) Retail Store: Costco, Best. Buy, Wal-Mart End User: Government, Commercial, Retail KOTRA Washington DC - GSA EXPO 2006 3/18/2018

Distributions KOTRA Washington DC - GSA EXPO 2006 3/18/2018

Korean Foreign Companies, n n Support from your own Government Agencies in US – Embassy, KOTRA US Local Presence/Logistics - Delivery schedule, Warehouse, Service center Contract Vehicles – GSA, BPA, GWAC Select Right Partner: Partnership for Mutual Benefits KOTRA Washington DC - GSA EXPO 2006 3/18/2018

Win – Win Partnership n Why Partnerships Fail? n n Selected Wrong Partner Expectation Gaps No Written Agreement How to Select Right Partners? n n n Experiences and Capabilities Doer vs. Talker Reputation KOTRA Washington DC - GSA EXPO 2006 3/18/2018

Win – Win Partnership (Cont’d) n Win-Win Partnership n n n Mutual Understanding Mutual Benefits Make the Pie Bigger KOTRA Washington DC - GSA EXPO 2006 3/18/2018

Korean SMB Success Stories n Korean companies in GSA-70 n n US DOD FCT Program n n Seoul Standard, Hauri, Double. Sight, Mark. Any, EZ Syscom, Atec, Megavision, SJ Namo, etc… FOMGuard, Seoul Standard, SKC, etc… Defense Indirect Offset Program n Raytheon (GSA-70): Seoul Standard, SKC, Hauri KOTRA Washington DC - GSA EXPO 2006 3/18/2018

Thank You and Welcome to GSA EXPO 2006! n n n GSA is the Most GSA is the Best GSA is the Fastest Questions? CCK and NASA KOTRA Washington DC - GSA EXPO 2006 3/18/2018