Want to sell to the government? PTAC can help for free.

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The PTAC program is monitored by the Defense Logisitics Agency and in Ohio housed at the Ohio Dept. of Development, with centers throughout the state

At the end of June, I attended a business resource seminar and heard a presentation by Fatou Ndiaye, the Program Manager for the PTAC program.  PTAC is short for Procurement Technical Assistance Center, and it is a government subsidized group, aimed at providing free services to Ohio businesses, helping them to increase their sales to government. 

Why sell to the government?

The first thing PTAC will tell you is not to start a business with the idea of selling to the government.  You should be thinking of selling to the government as a way of “extending your sales.”  The reasons for doing business with the government are many:

  • It allows you to expand market share
  • The federal government is a $460 billion buyer (procurer)
  • Only a small percentage of US businesses are competing
  • The US Government is the largest customer in the world
  • The same strategies and techniques apply not only to selling to the federal government but also to state governments, prime contractors, non-profits, universities, and more

The three largest categories of federal purchases are (1) supplies and equipment (36%), services (35%), agriculture and communications (19%), but they buy pretty much everything sold.

Set-aside laws and rules

It’s important to note that there are set-aside laws and goals for the US government.  These set-aside rules either mandate/require (laws) or encourage (goals) the US government to buy a certain percentage of their items from a particular type of business.  23% of all products must be purchased from small business (small is usually defined by the feds as 500 and under).  3% of all products must be purchased from HUBZone businesses (check out the link at the end of this post for more info there).  3% of all products must be purchased from 8a small businesses.  3% of all products must be purchased from service-disabled veteran-owned small businesses.  These are the set-aside laws.  The two set-aside goals include the desire to purchase 5% of products from women-owned small business and 3% of products from vet-owned businesses.  An interesting statistic here – there are 130,000 veteran-owned businesses in Ohio.

What is PTAC?

The PTAC program was created by the federal government (Defense Logistics Agency) to spur more competition (better prices for government) by helping more companies navigate the bureacracy and red tape surrounding selling to the government.  Although the Defense Logistics Agency still monitors the program, each state handles it differently in terms of administration.  In Ohio, the Ohio Department of Development (ODOD) is the host agency, and ODOD has put responsibility for the program in both the Division of Minority Business and in the Small Business Development Center system.  In reality, there are 9 centers around the state (see map) that actually provide the assistance to companies.  It basically is a free counseling/consulting service to help businesses get “in the loop” of selling to the goverment and then actually helping them identify opportunities for their product or service.

How PTAC can help

The PTAC has a developed process that they will take you through when working to help you either get certified to sell the government, start selling to the government or sell more to the goverment.  All of these services are free.

  1. Develop a Plan – they will help you identify your business niche and identify possible set-aside possibilities.
  2. Identify Your Government Codes – they will help you determine your NAICS and SIC codes (general industrial classifications) as well as your FSC (Federal Supply Classification) and PSC (Procurement Supply Code or Product Supply Code) codes (govermental industry codes).
  3. Complete Your Registrations – they will help you complete your CCR registration and your SBA Profile
  4. Provide Counseling – they will help you in the following areas: (4a) review registrations/recommend revisions; (4b) provide daily bid matches; (4c) discuss marketing/sales; (4d) provide government-specific marketing tools; (4e) help define target market(s)
  5. Provide Advanced Help – they will assist with FAR (Federal Acquisition Regulation), Mil-Spec, RFID, UID, Procurement Histories, as well as GSA Schedule (they will walk you through the process, show you what you need to have, how you can compete).

PTAC contact for Springfield OH MSA/Clark County

 
Meredith Threat
Director
Southwest Central PTAC at EMTEC
3155 Research Blvd., Suite 202
Dayton, OH  45420
(937) 259-1368
fax: (937) 259-1303
mthreatt@emtec.org
 

>> Southwest Central Ohio PTAC – www.swcoptac.org
>> Their services – www.swcoptac.org/services.htm 
>> Upcoming events at SCOPTAC – www.swcoptac.org/events.htm
>> PTAC Connect (access to gov’t contracts, etc.) – www.ptacconnect.org
>> PTAC / Ohio Dept. of Dev. main site – www.odod.state.oh.us/dmba/ptac.htm
>> National Assocation of PTACs – http://bit.ly/qXN5Z

>> US Vets Affairs / Biz Opportunities – http://bit.ly/IeReg
>> Acronyms (from VA site) – http://bit.ly/mydK6
>> Who’s selling to the government now? – www.governmentcontractswon.com

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One Response

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