PROCUREMENT 

TECHNICAL 

ASSISTANCE 

CENTER

PTAC: A NO - COST RESOURCE FOR FED AND STATE 

GOVERNMENT CONTRACTORS APPROVED FOR PUBLIC RELEASE
PRESENTERS:

• Mr. Joshua Kovitch, Program Manager, 

Pennsylvania PTAC @ Kutztown University

• Dr. Walt Blaney, Program Director, 

Delaware PTAC @ The University of 

Delaware

APPROVED FOR PUBLIC RELEASE
The DLA* Procurement Technical

Assistance Program (PTAP)

APPROVED FOR PUBLIC 

RELEASE

DLA funded PTACs function as “links”

between businesses and Federal/State 

government agency offices. The primary

goal is to help companies market and sell to 

government agencies (B2G).
PTAC PROGRAM 

SELLING TO THE GOVERNMENT

 Educate State-based businesses on potential 

government contracting opportunities 

 Emphasize programs and market niches for small 

businesses; woman-owned, minority-owned, Hubzone, veteran owned, disadvantaged, etc.

Assist businesses with obtaining and performing 

Federal, State, City, County prime contracts or 

sub-contracts.

APPROVED FOR PUBLIC RELEASE
THE PTAC PROGRAM 

NO-COST SERVICES INCLUDE:

 Confidential one-on-one advising & counseling

 Market Research for sales opportunities 

 Registration/certification assistance

 Electronic ‘Bid-Matching’

 Capability Statement assistance

 Review of solicitations and bid/proposal content

 More....

APPROVED FOR PUBLIC RELEASE
THE PTAC PROGRAM

ADDITIONAL SERVICES

 Assistance with GSA Schedule contracts 

 Advice on procurement regulations, policies, and trends

 Help finding teaming arrangements

 Training on government contracting

 Provide contacts at government agencies and commercial 

companies

APPROVED FOR PUBLIC RELEASE
REGISTRATIONS

REQUIREMENT FOR 

GOVERNMENT CONTRACTING

APPROVED FOR PUBLIC RELEASE
DUN AND BRADSTREET (D&B)

GET STARTED, GET A D-U-N-S NUMBER* 

(NOTE: GSA TRANSITION FROM DUNS NUMBER TO NEW UNIQUE ENTITY 

IDENTIFIER WILL OCCUR ON APRIL 4, 2022

]

APPROVED FOR PUBLIC RELEASE
LOGIN.GOV

APPROVED FOR PUBLIC RELEASE
SAM.GOV

APPROVED FOR PUBLIC RELEASE
OTHER VENDOR 

REGISTRATIONS

• State Level*

• County level

• City or Municipality Level

*NOTE: See National Association of State Procurement Officials 

(NASPO... https://www.naspo.org/ )

APPROVED FOR PUBLIC RELEASE
CLASSIFICATION 

CODES

NAICS, SIC , PSC , FSC , STATE - USED 

CODES

APPROVED FOR PUBLIC RELEASE
NORTH AMERICAN INDUSTRY 

CLASSIFICATION SYSTEM-NAICS CODES 

APPROVED FOR PUBLIC RELEASE
STANDARD INDUSTRIAL 

CLASSIFICATION CODES-SIC CODES

https://www.osha.gov/pls/imis/sic_manual.html

• Standard Industrial Classification Codes (SIC Codes) 

identify the primary line of business of a company. It is the 

most widely used system by US government, public, and 

private organizations.

• Supply Chain Management (SCM) contracting offices, i.e., 

DLA DIBBS, NAVSUP, Army Materiel Command, etc.) still 

often use SIC Codes to identify products by NSNs to 

procure and replenish supply inventory control points. 

APPROVED FOR PUBLIC RELEASE
PRODUCT AND SERVICE CODES-PSC

CODES

 PSC Codes Manual

https://www.fpds.gov/downloads/top_requests/PSC_Manual_FY2016_Oct1

_2015.pdf

 PSC Selection Tool, a tool designed to help you navigate and 

select PSCs quickly and accurately.

https://psctool.us/

The tool allows users to find the right PSC using DOD’s taxonomy, an 

intuitive framework that groups similar PSCs together. The taxonomy 

divides PSCs into sixteen portfolio groups: nine services groups and seven 

products groups. For more information on DOD’s taxonomy, please refer to 

our information page improving the transparency of procurement 

spend.

APPROVED FOR PUBLIC RELEASE
FEDERAL SUPPLY CLASSIFICATION 

CODES-FSC CODES

http://www.everyspec.com

DoD Catalog Handbook H2 

 The FEDERAL SUPPLY CLASSIFICATION (FSC) and its Indexes have 

been developed and adopted by the Office of the Secretary of 

Defense for use in classifying items of supply identified under the 

Federal Cataloging Program. The FSC is a commodity classification 

designed to serve the functions of supply and is sufficiently 

comprehensive in scope to permit the classification of all items of 

personal property.

 Supply Chain Management (SCM) contracting offices, i.e., DLA DIBBS, 

NAVSUP, Army Materiel Command, etc.) still often use FSC Codes, 

along with SIC Codes to identify products by NSNs to procure and 

replenish supply inventory control points. 

APPROVED FOR PUBLIC RELEASE
STATE & LOCAL GOVERNMENTS CODES

https://www.unspsc.org/

 The United Nations Standard Products and Services Code® 

(UNSPSC®), managed by GS1 USTM for the UN Development Programme

(UNDP), is an open, global, multi-sector standard for efficient, accurate 

classification of products and services. UNSPSC is an efficient, accurate and 

flexible classification system for achieving company-wide visibility of spend analysis, 

as well as, enabling procurement to deliver on cost-effectiveness demands and 

allowing full exploitation of electronic commerce capabilities. Encompassing a five 

level hierarchical classification codeset, UNSPSC enables expenditure analysis at 

grouping levels relevant to your needs. You can drill down or up to the codeset to 

see more or less detail as is necessary for business analysis.

State of Delaware uses UNSPSC Codes in its solicitations.

https://logi.epro.cgipdc.com/External/rdPage.aspx?rdReport=Public.Reports.Report90

04_Data

 NIGP Code is a universal taxonomy for identifying commodities and services in 

procurement systems. It is available as a 3-digit class code, a 5-digit class-item 

code, a 7-digit class-item-group code, and a detailed 11-digit code. The NIGP 

Commodity and Service Code is the solution that, when mixed with a good 

procurement software package, brings order and efficiency to public procurement 

programs.

States, i.e., New Jersey, use NIGP Codes, while some, i.e., Virginia, use both 

UNSPSC and NIGP Codes.

APPROVED FOR PUBLIC RELEASE
CERTIFICATIONS

APPROVED FOR PUBLIC RELEASE
VETERAN FIRST PROGRAM

APPROVED FOR PUBLIC RELEASE
SBA SOCIO-ECONOMIC CERTS

• 8(a) Economically and Socially Disadvantaged Business Program

https://www.sba.gov/federal-contracting/contracting-assistance-programs/8abusiness-development-program

• Historically Underutilized Business Zones (HUBZone)

https://www.sba.gov/federal-contracting/contracting-assistanceprograms/hubzone-program

• Woman Owned Small Business (WOSB) Program

https://www.sba.gov/federal-contracting/contracting-assistanceprograms/women-owned-small-business-federal-contracting-program

• SDVOSB Program

NOTE: The SBA Will Be in Charge. Under the 2021 NDAA, the SBA, not 

the VA, will run the Government-wide SDVOSB certification program.The 

VA’s Center for Verification will be abolished and its functions transferred to 

the SBA.

APPROVED FOR PUBLIC RELEASE
DOD CYBERSECURITY MATURITY 

MODEL CERTIFICATION (CMMC)

APPROVED FOR PUBLIC RELEASE
MARKET 

RESEARCH

HOMEWORK FOR 

SUCCESSFUL COMPANIES

APPROVED FOR PUBLIC RELEASE
MARKET RESEARCH

PTAC can assist you to do the research to 

discover:

 Who is the competition

 Who buys your products and/or services

 How much and how often

APPROVED FOR PUBLIC RELEASE
MARKET RESEARCH

PTAC will also help you do additional research to find; 

 Potential Teaming Partners

 https://sam.gov/content/home

 Small Certified Businesses

 http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm

 Large or Small Business Primes for Potential 

Subcontracting Opportunities

http://www.sba.gov/category/navigationstructure/contracting/contractingopportunities/sub-contracting

APPROVED FOR PUBLIC RELEASE
MARKET RESEARCH

Who Buys your Products and Services

 Federal Procurement Data System (FPDS-NG)

https://sam.gov/content/contract-data

How much money is being Spent

 USA spending

http://www.usaspending.gov/

APPROVED FOR PUBLIC RELEASE
MARKETING 

TO THE

GOVERNMENT

KNOW THE CUSTOMER 

&

BUILD RELATIONSHIPS

APPROVED FOR PUBLIC RELEASE
MARKETING TO THE GOVERNMENT

 Know the Agency’s Mission

 Respond to RFI’s and Sources Sought

 Search for RFI’s and Sources Sought on the agency website or 

FBO.gov

 Capability Statement

 One page

 Draft your Company Capability Statement to fit the target agency 

project or mission

 Unsolicited Proposals (FAR 15.6*) 

 *Federal Acquisition Regulation 

https://www.acquisition.gov/content/regulations

APPROVED FOR PUBLIC RELEASE
MILITARY AND AGENCY MISSIONS

(EXAMPLES)

 The mission of the Navy is to maintain, train and equip combat-ready Naval forces 

capable of winning wars, deterring aggression and maintaining freedom of the seas.

 The Army's primary mission is to provide necessary forces and capabilities to the 

Combatant Commanders in support of the National Security and Defense 

Strategies.

 The mission of the Department of Defense is to provide the military forces 

needed to deter war and to protect the security of our country. The department's 

headquarters is at the Pentagon.

 The U.S. Department of the Interior protects America’s natural resources and 

heritage, honors our cultures and tribal communities, and supplies the energy to 

power our future

APPROVED FOR PUBLIC RELEASE
THE CAPABILITY STATEMENT IS:

 Your Company’s résumé for government contracting

 A complete and accurate description of the goods, or 

services your company provides.

 Developed to speaks the language of government 

procurement

 A one-page bulleted document with all the significant 

information required by the agency.

 A factual presentation of your Company’s capabilities

 A visual communication tool to market the Company

APPROVED FOR PUBLIC RELEASE
THE CAPABILITY STATEMENT

 Basic Contents: 

 Contact information:

 Formal company name & location

 Decision Makers

 Capabilities:

 Core Competencies and the type of product/service you can do for your client. 

 Bullet statements, not long narratives.

 Facilities and equipment:

 List all facilities, equipment and resources used to manufacture the product or provide the service including 

unique processes, techniques and approaches used to perform work.

 Expertise:

 Summary of your expertise

 Key personnel/staff, highlighting technical experience as part of your business.

 Codes:

 List your NAICS and PSC codes.

 Customers:

 Provide at least three key customers

 Past Performance is Critical

APPROVED FOR PUBLIC RELEASE
SAMPLE CAPABILITY 

STATEMENTS

APPROVED FOR PUBLIC RELEASE

SBA Capability Statements

https://www.sba.gov/offices/district/nd/fargo/resources/capabilitystatements-government-marketplace

Commercial Capability Statements for Government 

Requirements 

https://www.google.com/search?rlz=1C1GCEA_enUS816US816&tbm=isch&

q=capability+statement+template&backchip=g_1:government:ANbDEbaCxb

o%3D&chips=q:capability+statement+template&usg=AI4_-

kSFhcPCfgHO2B-

_OT2EhucOTEu8xQ&sa=X&ved=0ahUKEwjYufTshvLeAhUKmAKHXuYBz4Q3VYIJSgA&biw=1520&bih=736&dpr=1
SOLICITATIONS

FIND THE NEED 

AND FILL IT

APPROVED FOR PUBLIC RELEASE
Is it worth the investment of your time & money?

 Solicitations take time away from your business

• Compliance to proposal requirements and 

instructions is critical

 Bid & Proposal costs can be expensive

• Staff time, industry days, on-site visits... 

 If you win, will you be profitable

• Do you know your true costs for this proposal

BID/PROPOSE OR NOT?

APPROVED FOR PUBLIC RELEASE
FEDERAL GOVERNMENT PROCUREMENT 

GENERAL DOLLAR THRESHOLDS (NDAA FY18)

 $10,000: MICRO PURCHASE THRESHOLD (MPT) –

government purchase cards (GPCs)

 $250,000: SIMPLIFIED ACQUISITION THRESHOLD 

(SAT) - Small Business Set Asides and electronic 

commerce is maximized

 Above $250,000: LARGE DOLLAR CONTRACTS

APPROVED FOR PUBLIC RELEASE
GOVERNMENT PROCUREMENT

EXPECTATIONS OF A CONTRACTOR’S PERFORMANCE 

Receive quality products or services, to 

the stated requirements; i.e., SOW, 

SOO, PWS...

Delivered on time...

At a cost that is fair and reasonable.

APPROVED FOR PUBLIC RELEASE
GOVERNMENT PROCUREMENT 

TYPES OF COMPETITION

APPROVED FOR PUBLIC RELEASE

 Full and Open Competition 

 Restricted (set aside) for Small 

Business & Socio-economic 

Programs 

 Other than Full and Open 

competition

 Sole Source

 Fair Opportunity (Multiple Award 

Contracts-MACs)
GOVERNMENT PROCUREMENT 

THE SOLICITATION

 Read and Understand in TOTAL

• Is it a commercial item acquisition? Performance-based (PWS)?

• Statement of Work (SOW) or Statement of Objectives (SOO)?

• Terms, Conditions and Contract Clauses

• How will the award be made –

o Best value continuum/technical tradeoffs?

o Lowest price/technically acceptable?

 Ask all questions BEFORE Bidding / Proposing!!!

APPROVED FOR PUBLIC RELEASE
GOVERNMENT PROCUREMENT 

HOW DO AGENCIES ISSUE AWARDS?

 Purchase Card Orders

 Purchase Orders (PO)

 Basic Ordering Agreements (BOA)

 Blanket Purchase Agreement (BPA) Call Orders

 Contract Task Order (TO)/Delivery Order (DO)

 OTAs 

 Federal Supply Schedule (FSS) Orders (GSA/VA)

 Main Contract Types

• Fixed Price

• Cost Reimbursement

APPROVED FOR PUBLIC RELEASE
FACTORS INFLUENCING BID/PROPOSAL 

OUTCOME

Does your bid/proposal:

 Meet all essential solicitation requirements?

 Conform to evaluation factors?

 Conform to specifications, drawings, descriptions, 

and standards specified in the contract solicitation...?

 Conform to delivery dates, packaging/preservation 

and marking, quality assurance ...requirements? 

 Past performance requirements; relevant; recent (3-5 

years); similar in scope, magnitude, and complexity? 

APPROVED FOR PUBLIC RELEASE
 Not reading and understanding the 

solicitation or paying attention to 

details (e.g., RFP Section L)

 Past Performance

• Relevancy – work you are 

proposing/bidding vs. work you 

have done; comparable

• Magnitude – size of the job you 

are bidding vs. size of jobs in 

your recent past performance

Common Mistakes that Exclude 

a Business from Consideration?

APPROVED FOR PUBLIC RELEASE
AWARD 

PROCESS

AKA THE HARD WORK 

REWARD PROCESS

APPROVED FOR PUBLIC RELEASE
AWARD DECISION

Award is in the 

best interest of 

Government

CS achieved a 

fair & reasonable 

price

Vendor met all 

regulatory 

compliances

Vendor 

completed all 

certifications

Vendor has 

satisfactory past 

performance

Vendor is 

financially 

capable

APPROVED FOR PUBLIC RELEASE

AWARD 

CONTRACT 

if:

Federal Supply Schedule Service
DEBRIEFING (WIN OR LOSE)

FREE MARKET RESEARCH

 1. Request a debriefing.

 2. Submit your request, in writing, as soon as you receive the 

notice of award, or unsuccessful range competition/offeror notice.

 3. Accept the first date offered for the debriefing.

 4. Know what information the agency is required to disclose at 

the debriefing.

 5. Prepare questions in advance of the debriefing. 

 6. Listen. 

 7. Take Notes. 

 8. Do not argue. 

APPROVED FOR PUBLIC RELEASE