Procurement centers help small businesses sell to Uncle Sam
The prevailing opinion in Washington seems to be that small companies do not know how to capitalize on the government's call for new products to help fight terrorism. But through a national assistance program and some heavy leaning on the Internet, the government is making procurement easier for smaller firms.
A national network of Procurement Technical Assistance Centers (PTAC), which consists of more than 90 centers located in almost every state, is a "go-to" place for businesses with questions about how to get into the process.
Robert Fenn, regional program manager of the Northeast Ohio PTAC said the government is ahead of the curve when it comes to using the Internet for procurements.
Everything the government seeks to buy worth more than $25,000 is posted on a clearinghouse site called FedBizOpps. The northeast Ohio center's Bidmatch software uses keywords that describe a product or service to search FedBizOpps daily and sends an e-mail to companies who have requested certain information anytime a match appears.
If interested, companies can download contract information related to the product the government wants to buy. Companies also can get contact information, the related acquisition regulations,a detailed scope of work and more, Fenn said.
"Businesses usually get intimidated at this stage," Fenn said, since the documents can be as large as 100 pages. The center helps businesses outline their proposals if they decide to write them.
The center offers training for businesses and the center's staff is trained in government policy. The centers are allied through the Association of Government Marketing Assistance Specialists, and are linked electronically to allow instantaneous consultations with each other on tough questions.
The PTAC program is primarily funded by the Defense Department, with help from states and localities. But in the past year or so, state and local governments have been cutting their support for the centers as they struggle to address fiscal problems.
PTACs handle any type of product or service, "from janitorial supplies to high-tech sensors, software or computer consulting," Fenn said. There also is a Small Business Administration program specifically for high-tech companies called Small Business Innovative Research.
Rosemarie Magyar, government sales coordinator for parts-distributor Great Lakes Power Products, said Fenn's center has helped her take advantage of emergency military orders since last fall. "Dealing with the government is all e-commerce," Magyar said. She said classes at Fenn's shop helped her understand how to bid on government contracts. "It's a good feeling for me."