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

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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

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Copyright 2011 Mirinda Jackson

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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

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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

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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

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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

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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

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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

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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

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Copyright 2011 Mirinda Jackson

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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

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 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

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 Know your industry

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

 Hire the right staff

Copyright 2011 Mirinda Jackson

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Follow the Money

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• 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

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ADVANTAGES

CHALLENGES

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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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Copyright 2011 Mirinda Jackson

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Copyright 2011 Mirinda Jackson

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Copyright 2011 Mirinda Jackson

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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

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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

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Copyright 2011 Mirinda Jackson

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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

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Copyright 2011 Mirinda Jackson

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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

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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

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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

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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

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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

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Copyright 2011 Mirinda Jackson

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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

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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

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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

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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

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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

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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

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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

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

Copyright 2011 Mirinda Jackson

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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

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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

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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

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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

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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

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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

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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

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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

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Copyright 2011 Mirinda Jackson

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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

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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

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