But in order to take advantage of these business possibilities, a business owner must know what are required to get into any transaction with the Navy.
“If you must play the game, you must know the rules,” says Albert Sampson, small business advisor for Naval Facilities Engineering Command, or NAVFAC, Marianas during last week’s Business Transacting forum at the Tinian Dynasty Hotel & Casino.
Sampson said that chances are many but not any small business can just participate and bid for any of the transactions.
Getting started
Requirements
To conduct business with the Navy, Sampson said contractors and vendors must:
• Have excellent management capabilities.
• Be responsible and provide quality work.
• Be computer or electronically savvy.
• Stay current with web-based programs
• Consider safety as a top priority.
Working with the Navy
Sampson said the small business goals and targets of NAVFAC for the fiscal year 2011 includes projects for the small businesses, small disadvantaged business, women-owned small business, historically under-utilized business zone or HUBZone, and Service-disabled and veteran-owned small business.
“The opportunities are there for the picking. You only have to know where and how to get them,” Sampson said.
Common issues
Some of the issues that small business operators should know include the following:
• Get registered with the Central Contractor Registration or CCR Web site.
Sampson said that no matter how great products and excellent services you can offer to the Navy, if you won’t announce your presence, you will stand no chance against your competitors.
• Update your profile with the CCR and Dynamic Small Business Search.
A customer will look for your company profile and check out what you can offer and what your capabilities are. Keep it updated.
Citing as an example, Sampson said a company that delivers bottled water should keep its CCR records updated by including information about its list of customers, accomplishments, and projections.
“Your customers would like to know how much you can deliver, and if you have the capability to meet their demand,” Sampson said.
“The more satisfied clients you have, the higher credibility you will have and the more prospects you will gain,” he added.
• Obtain bonding.
• Don’t over-rely on your small business status. Get the idea of minimal marketing and outreach out of your strategy and go all out to improve your marketing skills.
Sampson said among the top small business contractors for fiscal year 2010 includes Pacific West Builders, Fargo Pacific Inc., Reliable Builders, Bulltrack-Watts, AJC, Chugach World Services, Guam Pacific International, Modern International Inc., Serrano Construction, Guam Yooshin Corp., P&S Construction Inc., AIC International Inc., and Tumon Corporation.
Considerations
Any small business operator can take advantage of the millions of dollars in opportunities if he or she knows how to go about it.
Sampson said business operators can seek assistance and guidance from several agencies such as the local Small Business Development Center, United States Small Business Agency, the Veterans Business Outreach Center, and the Procurement Technical Assistance Center.
Small business owners should also see to it that they have complied with 8(a) and HUBZone certification.
The 8(a) and HUBZone certification programs provide opportunities for qualifying small businesses that are seeking access to the marketplace for government contracts, but Sampson said that you have to prepare and work it out before you will get certified.
Preparing proposals
Proposals are powerful tools that can help make any transaction with the Navy a big success or a failure.
Sampson said that “projects will not fall ripe on your laps but you have to work and bid for them.”
Here are some of the reasons why some proposals submitted did not result in any transaction:
Top 10 errors
in proposal submission
10. Failed to consider teaming/partnering.
9. Cut and paste from previous proposals.
8. Waited until the last week to prepare a proposal.
7. Expected an extension to the solicitation period.
6. Assumed low price will win the award.
5. Assumed Navy will call for clarifications/discussions.
4. Submitted excessive or extraneous information.
3. Did not review the proposal prior to submission.
2. Failed to submit all required documents and information.
1. DID NOT READ THE SOLICITATION THOROUGHLY.
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