Taking Your Business to the Next Level - Prince George's County, MD

Taking Your Business to the Next Level - Prince George's County, MD

Taking Your Business to the Next Level Prince George’s County Compliance Manager, Mirinda Jackson Copyright 2011 Mirinda Jackson 1 Introductions M...

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Taking Your Business to the Next Level Prince George’s County Compliance Manager, Mirinda Jackson

Copyright 2011 Mirinda Jackson


Introductions Market Research Preparing Your Business to Go to the Next Level Standing Out among Your Peers Your Business is Prepared, Now What? Tips for the Business Owner  Where to Look for Opportunities (Public, Private, Local Sources)  Important Reminders  Q&A     

Copyright 2011 Mirinda Jackson


Copyright 2011 Mirinda Jackson


Websites  Annual Reports  Local Newspapers  Budgets (Federal, State and Local Governments)  Elected Officials  Freedom of Information Act  Federal, State and Local Officials (Hearings, Briefings, etc)  Publications (Read and Subscribe to Right Publications  Trade Associations, Professional Organizations  Federal Government (www.FedSpending.gov) 

Copyright 2011 Mirinda Jackson


Prime Contracting—YOU hold the contract!

Subcontracting—a larger company holds the contract and YOU get to work on a portion of the contract. 

Grant(s) – Public or Private Sector

Other Options for “Getting Your Foot in the Door”— Partner, Joint Venture or Team with a competitor! 

Copyright 2011 Mirinda Jackson


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Internet presence (website) Business Plan Business Insurance Corporate Materials Standard Industry Classification Code (SIC) Electronic Data Interchange (EDI) Electronic Funds Transfer (EFT) Financially Sound Resources Copyright 2011 Mirinda Jackson


Register in Central Contractors Registration (CCR)  www.ccr.gov  Complete Online Representations and Certifications Application (ORCA)  www.bpn.gov/orca  Acquire Commercial and Government Entity (CAGE) Code  Determine Correct North American Industry Classification System (NAICS) Code(s)  Accept Purchase Card for Payments 

Copyright 2011 Mirinda Jackson


Obtain Taxpayers Identification Number (TIN)  Obtain Data Universal Numbering System (DUNS)  Telephone Number: (866) 472-7362  [email protected]  Obtain Appropriate Certifications and Licenses  Register in Prince George’s County Vendor/MBE Online Application http://egov.co.pg.md.us.Mbeapp 

Copyright 2011 Mirinda Jackson


Website should consist of your company name as the domain name (e.g., www.microsoft.com, not www.sites.google.com/microsoft) 

Website should include:  Client list/portfolio  Photo gallery  Key personnel  Mission and Vision statement  Contact information

E-mail address should include company name (e.g., [email protected], not [email protected]). Purchased domains usually include customizable e-mail addresses. 

Copyright 2011 Mirinda Jackson


Business Card, Brochure, Capability Statement should: 

 Represent your company  Clearly state products/services offered  List certifications and Contracting Vehicles  Include all pertinent information (i.e., name, phone number(s), e-mail address, business address, website)

Copyright 2011 Mirinda Jackson


Offering ‘Best in Class’ customer service should be your goal (be proactive rather than reactive) 

Marketing Materials should include, at a minimum:  Business Card (use both sides)  Brochure  Capability Statement  Letterhead with matching envelopes  Website

Copyright 2011 Mirinda Jackson


Copyright 2011 Mirinda Jackson


Respect “other folks” time

Bring the appropriate materials to meetings and outreach events  

Dress for the occasion

Be pleasant

Verify your references

Diversify your client base

Focus your marketing efforts Copyright 2011 Mirinda Jackson


 Be assessible  Respond to inquiries promptly

 Meet deadlines  Voice Mail Message

 Be aware of your standing in the business

community  Publicize your successes and get your name in print  Have the right contracting vehicles in place Copyright 2011 Mirinda Jackson


 Know your industry

 Consider contracts at ALL levels ($$$)  Develop relationships with competitors  Request written referrals

 Hire the right staff

Copyright 2011 Mirinda Jackson


Follow the Money

Copyright 2011 Mirinda Jackson


• Annual Procurement Budget • Types of products and services purchased • Where procurement opportunities are posted • Dollar threshold level for requiring competition • What is considered a small purchase for the organization you are seeking to do business • How do you get on the mailing list for small purchases • Do they pay by Purchase (Credit) Card Copyright 2011 Mirinda Jackson




Steady Customer Pay on time Largest buyer of goods and services  Competitive bidding system  Procurement Preference Programs

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Red Tape Federal Regulations Must understand acquisition process  Often difficult to establish relationships  Must have right contracting vehicles

Copyright 2011 Mirinda Jackson


Flooded with “requests”  Refer potential clients to database  Less Red Tape  Difficult to obtain initial contract  Limited time to respond to RFP, RFQ and RFI  Must be invited to submit proposal 

Must understand the process  Know what is expected of potential suppliers  No Regulations  Relationships are “key”  Payment is normally 45-60 days or longer 

Copyright 2011 Mirinda Jackson


Federal State and Local Government Agencies  Churches  Forecasts  Agencies Websites  Procurement Notices  Base Realignment and Closing (BRAC)  Funeral Homes  Hospitality Industry 

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Military Installations Hospitals Utility Companies Educational Institutions Prime Contractors Small Businesses Local Newspapers Red Cross Nonprofits Match Making Events

Copyright 2011 Mirinda Jackson


Annual Conferences Chambers of Commerce  Sources Sought Notices  Industry Day  Procurement Technical Assistance Centers (PTAC’s)  Small Business Development Centers (SBDC’s) 

Veteran Business Centers (VBC’s)  Women Business Centers (WBC’s)  Small Business Advocates  Pre-Solicitation /PreProposal Conferences  Referrals 

Copyright 2011 Mirinda Jackson


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Office of Central Services Minority Business Development Division Visit: www.princegeorgecounty.gov

Look for the following documents:  Procurement Forecast-FY 20112Current Contracting Opportunities  Listing of Major Development Projects with Points of Contact

Copyright 2011 Mirinda Jackson


Monica Johnson, Director Office of Central Services

Prince George’s County 1400 McCormick Drive - Suite 336 Largo, MD 20774 Website: http://princegeorgescountymd.gov/

Copyright 2011 Mirinda Jackson


Roland Jones Acting Executive Director Minority Business Development Division 1400 McCormick Drive Largo, MD 20774 Telephone Number: 301-883-6480

Website: http://princegeorgescountymd.gov/ Click on MBDD

Copyright 2011 Mirinda Jackson


Maryland National-Capital Park and Planning Commission 6611 Kenilworth Avenue Riverdale, MD 20737 Telephone Number: 301-454-1601 Website: www.mncppc.org/ Department of Housing & Community Development 9400 Peppercorn Place Largo, MD 20774 Telephone Number: 301-883-5591 Website: www.dhcd.co.pg.md.us Copyright 2011 Mirinda Jackson


Ms. Towanda R. Livingston, Director Small, Local and Minority Business Enterprise Washington Suburban Sanitary Commission (WSSC) 14501 Sweitzer Lane Laurel, MD 20707 Telephone Number: 301-206-8800 E-mail: [email protected] Website: www.wsscwater.com

Copyright 2011 Mirinda Jackson


Yvette Williams MBE Coordinator Prince George’s County Public Schools 13300 Old Marlboro Pike Upper Marlboro, MD 20772 Telephone Number: 301-780-5830

Copyright 2011 Mirinda Jackson


Washington Metropolitan Area Transit Authority (WMATA) 600 Fifth Street, NW Washington, DC 20001 Telephone Number: 202-962-1082 Website: www.wmata.com

Copyright 2011 Mirinda Jackson


Ms. Carla A. Nelson, Director Mayor’s Office of Minority & Women Owned Business Development 100 N. Holiday Street - Suite 331 Baltimore, MD 21202 Telephone Number: 410-396-3818 E-mail: [email protected]

Copyright 2011 Mirinda Jackson


De Vance Walker, Jr. Manager, Small Business Services 111 Rockville Pike Rockville, MD 20850 Telephone Number: 240-777-2032 E-mail: [email protected]

Copyright 2011 Mirinda Jackson


Joanne Jackson Minority Business Enterprise Program Heritage Office Complex 2660 Riva Road P. O. Box 6675 Annapolis, MD Telephone Number: 410-222-7667 E-mail: [email protected]

Copyright 2011 Mirinda Jackson


Copyright 2011 Mirinda Jackson


Copyright 2011 Mirinda Jackson


Copyright 2011 Mirinda Jackson


You MUST prepare for success  Do your homework (industry, competitors, market research)

You MUST know and believe in your product or service  You MUST represent your company well 

 Marketing materials (business card, brochure, Capability Statement, letterhead)  Proposals (well thought out, organized, well written and edited, responds to the RFP/RFI/RFQ, delivered ON TIME)

Copyright 2011 Mirinda Jackson


You MUST network to build relationships (subcontracting opportunities may abound)  You MUST use all of the resources available to you—that’s why they are there!  You MUST be patient—you may have to build slowly, or wait for government response, or wait for the best opportunity for your business, etc. 

Copyright 2011 Mirinda Jackson


Copyright 2011 Mirinda Jackson


Mirinda Jackson Compliance Manager Prince George’s County Council 14741 Governor Oden Bowie Drive County Administration Building First Floor - Room 1177 Upper Marlboro, MD 20772 Telephone Number: 301-952-4919 Fax Number: 301-780-2097 E-mail: [email protected] Copyright 2011 Mirinda Jackson


Copyright 2011 Mirinda Jackson


Copyright 2011 Mirinda Jackson


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Business Networking Sessions Trade Shows Webinars Forums, Workshops Conferences Training Sessions Pre-Proposal/ Pre-Solicitation Conferences  Pre-Bid Conference

Copyright 2011 Mirinda Jackson


MD/DC Minority Supplier Development Council Telephone Number: 301-592-6700 Website: www.mddccouncil.org 

South County Economic Development Association Telephone Number: 301-292-7808 Website: http://scedainc.org/off 

U. S. Hispanic Chamber of Commerce Telephone Number: 202-842-1212 Website: www.ushcc.com 

Copyright 2011 Mirinda Jackson


Prince George’s County Chamber of Commerce Telephone Number: 301-731-5000 Website: www.pgcoc.org 

Prince George’s County Black Chamber of Commerce Website: www.pgblackchamber.org 

Minority Builders Industry Association (MBIA) Telephone Number: 301-627-5417 E-mail: [email protected] Website: www.mbiaonline.com 

Copyright 2011 Mirinda Jackson


National Association of State Procurement Officials Website: www.naspo.org 

The Directory of Professional, Business, and Trade Associations Website: www.marketingsource.com 

Airport Minority Advisory Council (AMAC) Telephone Number: 703-414-2622 Website: www.amac-org.com 

Copyright 2011 Mirinda Jackson


U.S. Pan Asian American Chamber of Commerce Telephone Number: 1-800-696-7818 or 202-296-5221 Website: www.uspaacc.com 

Coalition for Government Procurement Website: www.coalgovpro.org/ 

The American Small Business Coalition Website: www.theasbc.org/ 

Copyright 2011 Mirinda Jackson


Copyright 2011 Mirinda Jackson


Office of Central Services Minority Business Development Division 1400 McCormick Drive-Second Floor Largo, MD 20774 Telephone Number: 301-883-6450

Prince George’s County Public Schools 14201 School Lane Upper Marlboro, MD 20772 Telephone Number: 301-952-6008 Website: www.pgcps.org/pgboard.html Copyright 2011 Mirinda Jackson


Prince George’s County Economic Development Corporation 1100 Mercantile Lane, Suite 111A Largo, MD 20774 Telephone Number: 301-583-4650 Website: www.pgcedc.com Small Business Initiative Charlotte Ducksworth, Director 1100 Mercantile Lane, Suite 111A Largo, MD 20774 Telephone Number: 301-583-4650 Website: www.pgcedc.com Copyright 2011 Mirinda Jackson


Prince George’s Financial Services Corporation (FSC) 1100 Mercantile Lane, Suite 115A Largo, MD 20774 Telephone Number: 301-883-6900 Website: www.pgfsc.com

Economic Development & Training Institute 5625 Allentown Road, Suite 107 Camp Springs, MD 20746 Telephone Number: 301-423-0524 E-mail: [email protected] Copyright 2011 Mirinda Jackson


Licensing Department 14741 Governor Oden Bowie Drive - Room L15 Upper Marlboro, MD 20772 Telephone Number: 301-952-3330 Center for Minority Business Development (CMBD) 301 Largo Road Largo, MD 20774 Telephone Number: 301-322-0400 Website: www.pgcc.edu Copyright 2011 Mirinda Jackson


Governor’s Office of Minority Affairs (OMA) Suite 1502 6 Saint Paul Street Baltimore, MD 21202 Local Telephone Number: 410-767-8232 Toll Free Telephone Number: 1-877-558-0998 E-mail: [email protected] Maryland’s Recovery and Reinvestment http://statestat.maryland.gov/recovery.asp Copyright 2011 Mirinda Jackson


Maryland Department of Business and Economic Development (DBED) Capital Region 1100 Mercantile Lane, Suite 115-A Largo, Maryland 20774 Telephone Number: 301-762-3858 Website: www.choosemaryland.org Maryland Department of Transportation (MDOT) Telephone Number: 1-800-544-6056 Website: www.mdot.state.md.us Copyright 2011 Mirinda Jackson


Maryland Procurement Technical Assistant Program (PTAP) 7100 Baltimore Avenue, Suite 402 College Park, MD 20740 Telephone Number: 301-403-2740 Website: www.mdptap.umd.edu

Maryland Capitol Region- Small Business Development Center (SBDC) 7100 Baltimore Avenue, Suite 400 College Park, MD 20740 Telephone Number: 301-403-0501, Ext 19 Website: www.capitalsbdc.umd.edu Copyright 2011 Mirinda Jackson


Washington DC District Office 740 15th Street, NW - Suite 300 Washington, DC 20005 Website: www.sba.gov

Copyright 2011 Mirinda Jackson


SBA Answer Desk 6302 Fairview Road, Suite 300 Charlotte, NC 28210 1-800-U-ASK-SBA (1-800-827-5722) E-mail: [email protected] Answer Desk TTY: (704) 344-6640 TTY directory (Text) or (PDF) Spanish Copyright 2011 Mirinda Jackson


Veteran Entrepreneurs Center for Veteran Entrepreneurs Washington DC Metropolitan Area Local Telephone Number: 202-303-3260 Toll Free Number: 866-584-2344 E-mail :[email protected] Website: http://www.vetbiz.gov Mailing Address U. S. Department of Veterans Affairs Center for Veterans Enterprise (OOVE) 810 Vermont Avenue, N.W. Washington, DC 20420 Note: SBA has an Office of Veterans Affairs and Veteran Business Development Officers in each of its District Offices. Copyright 2011 Mirinda Jackson


SBA – Locate your local SBA Office  http://www.sba.gov

Procurement Technical Assistance Centers  http://www.sellingtothegovernment.net

Office of Small & Disadvantaged Business Utilization  http://www.osdbu.gov

Small Business Development Centers  http://www.sba.gov/sbdc

Minority Business Development Centers  http://www.mbda.gov/mbdc

Copyright 2011 Mirinda Jackson


Federal Business Opportunities www.FBO.gov

 SUB-Net U.S. Small Business Administration

Subcontracting Network http://web.sba.gov/subnet 

Selling to the U.S. Federal Government www.sellingtothegovernment.net

Copyright 2011 Mirinda Jackson


The Federal Marketplace  www.fedmarket.com

Business.Gov  www.business.gov

Federal Access  www.fedaccess.com

Women Biz  www.womenbiz.gov

Copyright 2011 Mirinda Jackson


SCORE “Counselors to America’s Small Business” Score Counselor in Prince George’s County, Norma Odoms Telephone Number: 301-583-4603 Website: www.score.org 

Department of Defense Mentor-Protégé Program Website: www.acq.osd.mil/sadbu/mentor_protege 

Copyright 2011 Mirinda Jackson


Prince George’s County Vendor/MBE On Line Application- http://egov.co.pg.md.us/Mbeapp 

Walk Up Locations to Register: * 1400 McCormick Drive (1) 1100 Mercantile Lane (2) *Both located in Largo, Maryland Copyright 2011 Mirinda Jackson


Central Contractor Registration Website: www.ccr.gov Register on Dynamic Small Business Search 

MBDA Phoenix-Opportunity Database Website: www.mbda.gov

SBA’s Subcontracting Opportunities Directory Website: http://www.sba.gov/services/contracting opportunities/basics/subcontracting/index.html 

Copyright 2011 Mirinda Jackson


Copyright 2011 Mirinda Jackson


Business Resource Guide Issued by: Department of Business & Economic Development 217 East Redwood Street, 10th Floor Baltimore, MD Telephone Number: 410-767-0095 Website: www.emaryland.gov

Copyright 2011 Mirinda Jackson


The U. S. Government Manual U. S. Government Printing Office Cost $29.00 Stock# 069-000-00168-8 Website: http://bookstore.gpo.gov

Copyright 2011 Mirinda Jackson