WOMEN BUSINESS OWNERS: 11/95

SELLING TO THE FEDERAL GOVERNMENT

Office of Women's Business Ownership
U.S. Small Business Administration

For sale by the U.S. Government Printing Office, Superintendent
of Documents, Mail Stop: SSOP, Washington, DC 20402-9328 ISBN
0-16- 042057-1

Foreword

This guide is designed to help women business owners become more
successful by providing them with information about marketing
their goods and services to the federal government. It is
published by the Office of Women's Business Ownership of the U.S.
Small Business Administration.

The need for such a guide is indicated by recent statistics.
Women-owned businesses constitute one of the fastest growing
segments of the U.S. economy. U.S. Census Bureau statistics
indicate that women now own 32 percent of all small businesses in
the United States and by the year 2000 the percentages will
increase to 40 percent. Despite impressive advancement, however,
women still face unique challenges to starting and growing their
businesses.

The Interagency Committee on Women's Business Enterprise is
responsible for carrying out a presidential mandate to promote,
monitor and coordinate federal efforts on behalf of women
business owners. The Office of Women's Business ownership is
responsible not only for assisting the committee in improving
opportunities for women business owners in the public sector but
also for mobilizing private sector resources, developing training
materials and serving as an advocate for women business owners.

Selling to the federal government can be a large market niche for
many small businesses, but it is not an easy arena to enter. The
federal government spends nearly $170 billion yearly on a wide
range of products and services, from toothbrushes, computers and
meals to machinery, utensils and office supplies, yet in FY '94
only 2.1 percent of all federal prime and subcontracts were
awarded to women-owned firms. In plain language, women's share
of federal contracts has steadily increased, but is still a small
percentage of what it should be.

The good news for women-owned firms in 1994 was the passage of
Public Law 103-355, the Federal Acquisition Streamlining Act,
signed by President Clinton on October 13, 1994. This Act is the
first major rewrite of Federal procurement laws in a decade. It
revises more than 225 statutory rules and encourages the use of
several innovative procurement techniques. It also establishes a
government-wide goal of having not less than 5 percent of the
total value of all prime and subcontract awards, for each fiscal
year, awarded to women-owned businesses. Government agencies are
encouraged to expand procurement opportunities for women.

Businesses owned and managed by women should capitalize on this
opportunity and aggressively market their products and services
to the federal government. The regulations governing the new
procurement procedures are now being written and should be
completed by the end of 1995. In the interim, information is
available on the progress of these regulatory changes through
SBA's Office of Advocacy and the Office of Women's Business
Ownership. Another area of increasing importance in the business
world in general, and in dealing with federal procurement
procedures in particular, is the use of computers. Significant
emphasis has been placed on incorporating acquisition related
information, procurement and solicitation announcements, and
other changes into computerized information management systems.

All federal procurement offices have been directed to establish
an electronic commerce system. This will allow federal agencies
and commercial vendors to electronically exchange standardized
information in the form of purchase orders, requests for
quotations and responses to such requests. Indeed, P.L. 103-355
mandates the establishment of a government-wide Federal
Acquisition Network (FACNET) within five years.

Regardless of the size of the firm seeking to do business with
the federal government, the ability to effectively use
computer-based information and communications systems will be
extremely important. The health of our nation's economy
increasingly depends upon the vitality of all segments of the
small business community. We trust that this guide will increase
the understanding of how the federal marketplace can provide
opportunities for women-owned businesses to expand, prosper and
become full partners in that community.

Table of Contents

PART I HOW THE GOVERNMENT BUYS

Women and the Government Market
New Opportunities for Women-Owned Businesses
Emphasizing the Acquisition of Commercial Items
Simplified Acquisition Procedures
Federal Acquisition Network (FACNET)
Uniformity in the Procurement Process
Protests and Oversight Procedures
Pilot Programs
How the Government Buys
General Procedures
Consolidated Purchasing Programs
Major Federal Agencies
Government Tools for Identifying Potential Offerors
General Procedures for Getting on a Bidders List
The Procurement Automated Source System (PASS)
The Qualified Products List (QPL)
How Does the Government Make Known Its Needs?
GSA Business Service Centers (BSC)
Defense Logistics Agency (DLA)
Other Resources
What Are the Government's Methods of Buying?
Formal Advertising (Sealed Bidding) -- Invitation for Bid
Buying or Contracting by Negotiation -- Request for
Proposals
Types of Contracts

PART 2 SELLING TO THE GOVERNMENT

Before You Begin
Subcontracting with a Prime Contractor
Benefiting from the Government's Programs
Prequalification Pilot Loan Program
What If I'm Unsuccessful in My Bid or Proposal?
What Are My Responsibilities as a Contractor?
Specific Contract Administration Matters

APPENDIX 1. STANDARD FORMS

APPENDIX 2. AGENCY RESOURCES
SBA Field Offices
SBA Procurement Center Representatives (PCRs)
U.S. Small Business Administration Commercial Market
Representatives
GSA Business Service Center Regional Offices
GSA Federal Information Centers Telephone Numbers
United States Department of Commerce Minority Business
Development Agency (MBDA)
Federal Offices of Small and Disadvantaged Business
Utilization (OSDBU)
Small Business Innovation Research Representatives (SBIR)
Defense Logistics Agency (DLA) Service Centers
Defense Contract Management Districts (DCMDs) and Defense
Contract Management Area Operations (DCMAOs)
U.S. Government Bookstores

APPENDIX 3. RESOURCE BIBLIOGRAPHY
Government Wide Resources

Part I

HOW THE GOVERNMENT BUYS

WOMEN AND THE GOVERNMENT MARKET

Government procurement is big business -- about $170 billion is
spent annually for products and services. Figure 1 identifies
the largest procuring agencies of the federal government in terms
of dollars. Now is a good time to get in on the action in the
federal marketplace. While competition has long been recognized
as a prudent business practice, there is renewed emphasis, today,
on competition within the federal government.

In 1994, the Federal Acquisition Streamlining Act (P.L. 103-355)
was signed by President Clinton. This landmark legislation calls
for major revisions in the federal procurement laws for all
civilian and defense agencies. Although the legislation will
significantly change the way the government does business, the
provisions in the new law will be implemented by regulations
which are currently being written. While we do not know how the
final Federal Acquisition Regulations (FARs) will be drafted, we
do know the key areas of changes in the laws governing the
procurement of goods and services. The most significant
provisions of the new law include:

* Establishing a new 5 percent government-wide procurement goal
for women-owned businesses.
* Encouraging agencies to rely on off-the-shelf commercial
products instead of those specifically designed to comply
with government-unique requirements.
* Streamlining acquisition procedures through an increased small
purchase dollar threshold.
* Implementing a government-wide electronic commerce system which
will allow computers to exchange business data in a
standard format.
* Amending several current procurement laws to provide uniform
treatment of both Department of Defense and civilian agency
procurements.
* Authorizing the Office of Federal Procurement Policy to test
alternative procurement techniques in 13 pilot acquisition
programs.
* Improving contract protest and oversight procedures.

NEW OPPORTUNITIES FOR WOMEN-OWNED BUSINESSES

The legislation establishes a new 5 percent government-wide
procurement goal for women-owned businesses. In order to
accomplish this objective, the following actions will be taken:

* Women-owned firms will be specifically incorporated into the
procurement preference goaling process established for all
government agencies. A government-wide goal has been
targeted for the participation of small business concerns
owned and operated by women of not less than 5 percent of
the total value of all prime and subcontract awards for each
fiscal year.
* Women-owned firms are added as a class for subcontract goals.
* A woman-owned business is defined as a small business that is
at least 51 percent owned by one or more women, or in the
case of any publicly owned business, at least 51 percent of
the stock is owned by one or more women and the management
and daily business operations are controlled by one or more
women.

Although the new legislation makes it clear that government
agencies are expected to expand contract opportunities for women,
this does not mean that contracts will be set-aside solely for
women-owned firms. Rather, agencies will have a strong incentive
to look for qualified women-owned businesses when trying to fill
contractual needs. It is still up to women business owners
themselves to market their products and services to the
government.

EMPHASIZING THE ACQUISITION OF COMMERCIAL ITEMS

The bill encourages agencies to rely on commercial items and
components that are readily available and simplifies the
procedures for buying those items. The scope of products and
services that qualify for treatment as commercial items has been
significantly expanded to include:

Products of a type customarily used by the general public that
have been offered for sale in the commercial market place.
* Products that have been developed from existing
commercial items through advances in technology or
performance, even if not yet available in the
commercial market place.
* Commercial items which need only minor modifications to
meet federal requirements.
* Installation, maintenance, repair and training
services, if procured in support of a commercial
product under terms and conditions available to the
general public.
* Commercial services offered and sold competitively in
the business arena.
* Items previously developed for government use if they
were (a) developed at private expense and (b) they have
been widely sold on a competitive basis, to state and
local governments.

These changes represent a common sense approach to government
procurement and eliminate many burdensome paperwork, record
keeping and certification requirements.

SIMPLIFIED ACQUISITION PROCEDURES

Nearly all restrictions on purchases of less than $100,000 are
removed. This dollar amount replaces the previous small purchase
threshold of $25,000. It means that instead of full and detailed
open competition, agencies can now use simplified procedures for
soliciting and evaluating bids.

Simplified procedures require fewer administrative details, lower
approval levels and less documentation. Once an agency has been
certified by the Office of Federal Procurement Policy (OFPP) as
able to purchase through electronic contracting procedures, its
small purchase threshold is raised to $100,000. Prior to
certification the threshold is $50,000 for all agencies. If an
agency fails to fully implement Electronic Data Interchange (EDI)
(see next section) within five years, its threshold would revert
to $50,000. The legislation requires all federal purchases above
$2,500 but under the $100,000 threshold to be reserved for small
businesses, unless the contracting officer cannot obtain offers
from two or more small firms that are competitive on price,
quality and delivery.

Government purchases up to $2,500 are now classified as "micro-
purchases" and can be made without obtaining competitive quotes
if the contracting officer determines that the price is
reasonable. They are also generally not subject to the Buy
American Act. However, such purchases are no longer reserved for
small businesses.

FEDERAL ACQUISITION NETWORK (FACNET)

The Federal Acquisition Streamlining Act (FASA) essentially sets
up four distinct buying systems: simplified acquisition
threshold; micro-purchases; commercial items; and the "old"
system for major procurements. It requires the government to
change the acquisition process from one driven by paperwork to
one based on electronic data interchange through the Federal
Acquisition Network (FACNET) a computer based source of
information that will be readily available to government and
private sector users, including small businesses. The central
component of electronic commerce is EDI
(electronic data interchange), computer-to-computer exchange of
business data.

The use of EDI allows organizations to generate, receive and
process data with minimum human intervention. EDI networks will
be able to automatically update inventories, invoice customers,
pay suppliers, advertise federal government requirements and many
other tasks that are now time, labor and paper intensive. It is
estimated that electronic purchasing can cut federal procurement
costs by 10 percent by 1997 and speed delivery times by a third.
Technology resources are readily available within most businesses
today to get started in Electronic Commerce/Electronic Data
Interchange (EC/EDI). The components of the system are: the
necessary hardware (a FAX or a PC equipped with a modem and off-
the-shelf software); a set of standards (the American National
Standards Institute [ANSI x 12 standards]); and communications
capability usually handled by a third-party network known as a
VAN (value-added network).

A Value-Added Network is an entity that provides electronic
mailboxing and other communications services for EDI
transmissions. A Value-Added Service (VAS) is an entity that
provides services beyond communications for its customers. There
are numerous options for connecting with these providers.
Depending on your business size, products and systems, FAX
capability may be all that is needed. With expanded growth your
requirements may become more advanced. The woman business owner
needs to identify a system that fits her business operation,
projected EDI usage, business goals, information system and
desired capabilities.

Agencies have a big incentive to implement the new system quickly
because they may not use the new simplified acquisition
procedures for contracts greater than $50,000 until they have
developed "interim FACNET capability". This means that they can,
at a minimum, provide widespread public notice of solicitations
and receive responses to those solicitations and related requests
for information.

Agencies may not use the simplified acquisition procedures after
December 31, 1999, for contracts greater than $50,000 until they
have implemented a "full FACNET capability". Full capability is
75 percent of acquisitions above $2,500 and below $100,000
conducted through EDI. Once there is full government-wide use of
electronic commerce, the requirement to publish contract notices
in the COMMERCE BUSINESS DAILY (CBD) is waived for all contracts
below $250,000 if they are executed using electronic commerce.

UNIFORMITY IN THE PROCUREMENT PROCESS

The Act amends several procurement laws to create a uniform
procurement system in which civilian and defense agencies are
governed by the same statutes. Both civilian and defense
agencies are now required to focus on performance-based
management concepts for major acquisitions.

PROTESTS AND OVERSIGHT PROCEDURES

In FY '94, about 4,000 bid protests were filed with the General
Accounting Office, the General Services Administration's Board of
Contract Appeals (GSBCA), the district courts and the Court of
Federal Claims. The new legislation streamlines and simplifies
the contract administration processes. It establishes an
accelerated notice, debriefing and protest schedule and
authorizes the payment of consulting and expert witness fees (up
to $150 per hour). It also authorizes GSBCA to dismiss a protest
that is frivolous, brought in bad faith or that does not state a
valid reason for protest. The Act also gives GSBCA exclusive
jurisdiction over objections concerning termination or
cancellation of contract awards.

This new legislation will markedly increase business
opportunities for all small businesses, particularly women-owned
firms, that aggressively market their products and services to
the federal government. However, since the new regulations are
not yet completely in place, women-owned firms need to carefully
monitor small business issues. The SBA's Office of Advocacy
offers a bulletin board that electronically publishes a variety
of information of interest to small firms. Included in this
bulletin board is a sub-board that focuses exclusively on
procurement (regulatory and legislative) issues. It can be
reached with a computer and modem (9600 baud) by dialing SBA
Online, at (800) 697-4636 (in Washington, D.C. call (202)
401-9600). Once you have logged on to the Main Menu, choose (2)
Services Available and then select (7) Advocacy-Small Business
Services.

Remember the legislation simplifies the procurement process and
offers new opportunities for women-owned businesses. Your
ability to benefit from the legislation depends on how the bill
is implemented and how well prepared you are for the coming
changes. It is important to be involved and aware of what is
happening.

In addition to this new legislation, there are other laws and
organizations that promote competition and act as advocates for
small and women-owned businesses. For example, the Competition
in Contracting Act of 1984 restricts the use of non-competitive
practices and establishes an advocate for competition in each
executive agency and in each procuring activity within the
agency. The advocate for competition is responsible for
challenging barriers to and promoting full and open competition
in their agency's procurement system.

Furthermore, the Office of Women's Business Ownership of the
Small Business Administration annually negotiates with federal
agencies and departments to increase prime contracting goals for
women-owned businesses. Now is indeed a good time to get a slice
of government business. Federal agencies are actively seeking
additional women-owned businesses.

Every businesswoman has a potential share in government
contracting business because contracting offices buy just about
everything offered in the marketplace -- supplies to stock the
shelves of supermarkets for its military members; janitorial and
maintenance services for its buildings; cafeteria services;
management consulting; multi-media production; architectural and
engineering services; computer systems; sophisticated air, sea,
land and outer space machines and the research to make them more
effective and efficient; and, of course, a multitude of paper and
other office supplies. The list of products and services is
endless -- and so are the opportunities.

PILOT PROGRAMS

The new law authorizes the Office of Federal Procurement Policy
(OFPP) to conduct 13 pilot acquisition programs in which
alternative procurement ideas can be tested. Six of them will be
run by OFPP itself, five by the Defense Department and one each
by the Federal Aviation Administration and NASA. Agencies may
apply any of the new law's provisions concerning commercial
products to non-commercial products procured under the pilot.
Several regulations concerning matters such as pre-screening of
eligible sources and notice of contracting opportunities will be
waived in the OFPP test programs.

The SBA has established the Women-Owned Business Procurement
Pilot Program to expand the pool of women-owned firms receiving
federal contract awards. SBA has identified eleven federal
agencies to participate in the Pilot. Each of them has
designated a women-owned business liaison to provide outreach
training and marketing assistance to women-owned businesses. The
SBA and the federal agencies co-sponsor on-site procurement
conferences at major buying centers around the country. The
Pilot will also use the results of an SBA analysis of the federal
government's buying patterns to determine the industry categories
and geographical areas that offer the greatest opportunity for
increasing contract awards to women.

HOW THE GOVERNMENT BUYS

General Procedures

The government buys many of the products and services it needs
from suppliers who meet certain qualification requirements.
Prior to the passage of P.L. 103-355 (FASA) all procurements
expected to exceed $25,000, with certain exceptions, were
announced in the COMMERCE BUSINESS DAILY (CBD).

The requirement for publication in the COMMERCE BUSINESS DAILY
fifteen days prior to solicitation remains in effect for:
purchases over $100,000; purchases at agencies that do not have
the electronic notice and response capability; and purchases
below the threshold in which the solicitation is not made
available through electronic commerce procedures.

The government purchases the products or services it needs by two
methods. The first method, known as formal advertising,
(referred to as "sealed bidding" in the Competition in
Contracting Act and Federal Acquisition Regulations) involves the
issuance of an Invitation for Bid (IFB) by a procuring agency.
Following receipt and evaluation of the bids, a contract is
usually awarded to the lowest priced bidder, determined to be
responsive and responsible by the contracting officer. The
second method of competitive proposals is buying by negotiation
which involves the issuance of a Request for Proposal (RFP) or
Request for Quotations (RFQ), and the negotiation of each element
in the proposal. An award is made to the offeror who has the
best proposal in terms of both technical content and price. Both
methods are discussed in some depth later in this publication.

CONSOLIDATED PURCHASING PROGRAMS

Most government agencies have common purchasing needs --
carpeting, furniture, office machine maintenance, petroleum
products and perishable food supplies are just a few examples.
Sometimes the government can realize economies by centralizing
the purchasing of certain types of products or services. The
three largest interagency consolidated purchasing programs are
administered by the General Services Administration, the Defense
Logistics Agency, and the Department of Veterans Affairs.

The General Services Administration (GSA) buys, stores, and
distributes common use items throughout the federal government.
The individual agencies order the items they need through a GSA
Depot. GSA may also award federal supply schedule contracts that
permit military and civilian agencies to order directly from
suppliers. Purchases range from automated data and
telecommunications systems to motel accommodations for government
travelers.

The Defense Logistics Agency (DLA) manages and buys approximately
two million general supply items for the military services. DLA
purchases include food, clothing, textiles, medical and dental
equipment, and construction equipment.

The Department of Veterans Affairs (VA), through its Marketing
Center in Hines, Illinois, contracts for such items as medical,
dental and surgical supplies; drugs and chemicals; non perishable
foods; prosthetic and orthopedic aids; medical, radiological and
laundry equipment; and uniforms and flags.

There are other offices throughout the government that
consolidate the buying needs of customers throughout the nation
and the world. Consult the publications entitled U.S. GOVERNMENT
PURCHASING AND SALES DIRECTORY AND SELLING TO THE MILITARY (see
Appendix 3) for locations of these central offices and other
buying offices of the individual federal agencies. Both of these
publications are discussed later in this publication.

MAJOR FEDERAL AGENCIES

Each federal agency has its own unique mission and, therefore,
has different purchasing needs. The following paragraphs discuss
a few major categories of product and service requirements of the
larger procuring agencies.

The Department of Defense (DOD), by far the largest procuring
agency with approximately three-fourths of the contracting
dollars spent in the federal government (see Figure 1), spends
most of its money on the acquisition and support of sophisticated
military hardware systems. DOD has initiated a very active
competition advocate that concentrates on finding new sources for
spare parts for these hardware systems. A very few of its unique
purchasing requirements are as follows:

Army - engineering, construction and real estate programs
for both U.S. and foreign governments, infrared
and microwave research, camouflage materials, new
clothing requirements, and laundry;

Air Force -aircraft, missile and related weapons support
systems spare parts, repair and maintenance base
support, commodity and services;

Navy - management consulting, engineering, development
and production of cruise missiles, shipbuilding,
ship-chartering and ocean shipping services.

The Department of Energy (DOE) procures energy-related research,
development and engineering services by contract and assists both
private and public institutions through grants and agreements.

The National Aeronautics and Space Administration (NASA) procures
space-related research and development space vehicles and related
hardware and components.

The Department of Veterans Affairs (VA) procures hospital
supplies, maintains and repairs medical and scientific equipment,
designs and constructs for the VA medical centers and the
national cemetery system.

The Department of Agriculture (USDA) procures farm equipment and
supplies, free planting services, soil sampling equipment and
food commodities.

The Department of the Interior (DOI) contracts for National Park
Service concessions, fish foods, oceanographic environmental
studies, ecological investigation studies and construction of
dams.

The Department of Health and Human Services (HHS) contracts for
health-related services (food and drugs, research on mental
health, the aging process, etc.). It also has a very active
grant program for basic research and development in health
delivery systems.

The Department of Transportation (DOT) procures air traffic
control equipment, buoys, research on vehicle propulsion, vehicle
safety and research and development studies on the design and
construction of the nation's highway system.

The Tennessee Valley Authority (TVA) contracts for the operation
of electrical power plants, construction of dams and locks, and
the development and experimental production of fertilizers.

GOVERNMENT TOOLS FOR IDENTIFYING POTENTIAL OFFERORS

THE BIDDERS LIST

The bidders list is the tool most widely used by federal
procurement offices to identify potential contractors.
A bidders list contains names of suppliers of materials and
services which are possible sources from whom bids may be
solicited. The bidders list is made up of business firms that
have advised the buying office of a federal Agency or department
that they want to bid on a particular item and have supplied data
showing their ability to fulfill contracts for the item, service
or project.

Generally, bidders lists are the basis for government purchases.
The business that wants to sell to the government should make
sure its name is on all appropriate bidders lists.

In some cases, however, the purchasing office will want bids from
additional firms not listed on its bidders list. These firms may
be found through public advertisements in the COMMERCE BUSINESS
DAILY, trade papers, and by Small Business Administration
representatives such as procurement center representatives and
commercial market representatives.

In addition, many agencies and departments publish announcements
of solicitations. In many instances, this information is
available through electronic access to the specific agency or
department's information bulletin board. The COMMERCE BUSINESS
DAILY is also published in an electronic edition by several
private firms. A list of these firms may be obtained from the
Department of Commerce.

AGENCY QUALIFICATIONS

How do government agencies generally identify a supplier who
qualifies for their bidders lists?

Some sources of information agencies use to find appropriate
bidders are:

* prior experience with firms offering items similar to those
now required.
- trade and professional publications that identify
potential suppliers,
- contacts with professional associates and associations,
- trade shows and sponsored procurement conferences,
seminars and workshops, and
- visits by representatives of small business firms.

Some of the factors considered by agency purchasing officials in
evaluating prospective suppliers for their bidders lists are:

* size of firm,
* past experience,
* financial status,
* management staff capabilities,
* the company's record with regard to labor relations,
* work capacity,
* bonding capacity,
* product service record,
* facilities,
* professional credentials,
* reputation, and
* reference checks.

Government purchasing agencies require potential suppliers to
file an application for placement on their bidders lists. The
application package may consist of the following:

* Standard Form 129 (for all agencies).
- a listing of products/services bought by an agency. These
lists are available through your local SBA office and, as
indicated earlier, the specific interests are identified in
the U.S. Government Purchasing and Sales Directory. (You will
find a sample of Standard Form 129 in Appendix 1.)

GENERAL PROCEDURES FOR GETTING ON A BIDDERS LIST

You need to identify the agency or agencies in the market for the
product or service you are selling.

Request and file the Standard Form 129 for each civilian or
military agency you want to sell to and any additional forms
required by military agencies.

Make sure your product or service conforms to particular
government specifications.

Step 1. Locating the Appropriate Agency

There are several ways to find out which agencies are in the
market for the product or service you sell.

If you supply only one or just a few products or services,
contact the SBA field office that serves your area. This office
can tell you which agencies are your prospective customers.
(These offices are listed in Appendix 2.)

If you can supply a variety of products or services you should
obtain and evaluate additional sources of information and data on
government purchasing. Some helpful sources are:

- the SBA publication, U.S. Government Purchasing and Sales
Directory
- The Business Service Centers of the General Services
Administration. These centers act as the purchasing agency
for many general use items purchased by civilian and
military agencies of the government.
- the COMMERCE BUSINESS DAILY (CBD) published Mondays through
Fridays by the U.S. Department of Commerce. The CBD
provides lists of Invitations For Bid, Requests For
Proposals, large contracts offering subcontract
possibilities, contract awards, sales of surplus federal
property, and foreign marketing opportunities.

Step 2. Filing the Standard Application Forms

Request the Solicitation Mailing List Application (Form SF 129)
from the agencies whose bidders lists you want to be on.

Read the material carefully, making sure you understand all of
the requirements.

Describe your product/service according to the specifications
given on the list of products/services bought by the agency. If
the products/services list is not included, or if the list does
not contain the exact item your company can supply, attach a
separate sheet to the application indicating:

- the specific name of each product or service your firm
offers, using government classification codes,
- any product or service your firm has supplied under previous
government contracts,
- a full description of each product of service listed, using
government descriptions, and
- the government specification number for each product or
service listed.

Write a cover letter for the SF 129 asking for confirmation of
your placement on the bidders list for the products/services you
have specified.

Step 3. Conforming to Federal Specifications

While government specifications for certain items will continue
to exist, FASA establishes a preference for the use of commercial
items. It encourages the acquisition of commercial end items and
components, including the acquisition of commercial products that
are modified to meet government needs. Thus, the scope of
products and services that qualify for treatment as commercial
items has been significantly expanded. However, for some
products, the contractor will have to meet government
specifications and standards.

Sources for specifications and standards are:

* Index of Federal Specifications and Standards and Commercial
Item Description. This is a complete list of government-wide
specifications and standards and is available from the
Superintendent of Documents, Government Printing Office
(GPO), Washington, DC 20402, or GSA Business Service Centers
(listed in Appendix 2).
* GSA Business Service Centers. A discussion on the functions
of these centers is found later in this publication.
* Military Specifications and Standards, available from the
Naval Publications and Forms Center, 5801 Tabor Avenue,
Philadelphia, PA 19120.
- The classification system is described in: Standard
Industrial Classification manual, a comprehensive
listing, available from Superintendent of Documents, see
address above.
- The Federal Acquisition Regulation (FAR) is the primary
regulation governing federal agencies in their
acquisition of supplies and services. FAR became
effective April 1, 1984. Copies of FAR are available for
reading and study in each SBA field office (see Appendix
2). Part 10 of FAR concerns specifications, standards and
other purchase descriptions.

THE PROCUREMENT AUTOMATED SOURCE SYSTEM (PASS)

The Procurement Automated Source System (PASS), developed by the
Small Business Administration, is a computerized inventory of
small businesses interested in being primes or subcontractors for
federal procurement requirements.

How PASS Works

PASS responds to requests by federal procuring offices or
purchasing agents of prime private contractors for a computer
printout of small businesses in the system with the ability to
deliver a particular product or service.

PASS uses a key word system that identifies the capabilities of
registered companies. All key words used to describe a firm's
capabilities are listed in a PASS thesaurus which is available at
every SBA office. You may use several key words to describe the
various capabilities of your firm. PASS also permits the
identification of women-owned or minority-owned small business
firms.

The PASS System can be searched for businesses by geographic
location, type of ownership, labor surplus area and other data
elements. The system provides small business sources for
specific procurement opportunities by searching and matching over
7,000 key words. This data is also available to any individual
or corporation wanting to contract or subcontract for products or
services.

In order to be listed in the SBA PASS system you must fill out a
simple one-page self-mailer application form and return it to
SBA. (See Appendix 1.) It can be completed in a few minutes and
your firm will then be profiled in the system. Appendix 2
contains an explanation of SBA regional procurement center
representatives who are available to assist you with your
application or help you to retrieve firms listed on the system.
Registration is free.

THE CENTRALIZED CONTRACTOR REGISTRATION SYSTEM

The Centralized Contractor Registration System (CRS) is a
standardized government-wide registration procedure developed by
the Department of Defense to obtain contractor information in a
useful and accurate format. It eliminates the need for
contractors to register with each procurement activity.

The information contained in the PASS system will eventually be
folded into the CRS system, so that there is one uniform source
of contractor registration and information.

The Electronic Commerce Information Center (ECIC) can assist you
in registering with the Central Contractor Registration System
(CRS) operated by the Defense Information Systems Agency (DISA)
Mega Center - Columbus. ECIC can be contacted by phone, Monday
through Friday, from 8am to 8pm Eastern Time at (800) EDI-3414 or
(703) 681-0211, by FAX at (703) 681-0349, by EMail at
dodedi@acq.osd.mil, or at the following mail address: Electronic
Commerce Program Office, 5111 Leesburg Pike, Suite 9104, ATTN: EC
Information Center, Falls Church, VA 22041.

THE QUALIFIED PRODUCTS LIST (QPL)

A Qualified Products List (QPL) contains the names of companies
that have demonstrated the ability to produce standard products
purchased periodically by a federal agency. When one of these
products is needed, government purchasing agents solicit bids
from businesses whose products are on the appropriate QPL. A
sample product must be submitted and tested by the agency or by
an approved testing company as part of the QPL process.

QUALIFICATION PROCEDURE

Products are tested for compliance with the requirements of a
specification prior to and independently of government
procurement. The qualification procedure prevents possible delay
in delivery of products under contract that might be caused by
problems in design or composition.

The fact that a product has been tested and placed on a QPL shows
only that a manufacturer can produce this item according to
required specifications. It does not guarantee purchase from
that manufacturer.

HOW DOES THE GOVERNMENT MAKE KNOWN ITS NEEDS?

There are several approaches that the government uses to tell or
advise prospective sellers what goods and services it wants to
buy. As indicated earlier in the publication, the COMMERCE
BUSINESS DAILY (CBD) is a document listing proposed government
purchases, subcontracting leads, contract awards, sales of
surplus property and foreign business opportunities.
Subscriptions to the CBD are available from the Government
Printing Office or the Department of Commerce. In addition,
regional GSA Business Service Centers and SBA offices have copies
of the CBD for review. Many libraries also subscribe to the
publication. Figure 2 is a sample entry from the CBD. In
referring to the CBD, note that number "1" before a procurement
announcement indicates that the requirement is 100 percent
set-aside for small business firms.

GSA BUSINESS SERVICE CENTERS (BSC)

The General Services Administration (GSA) is the federal
government's purchasing agent for certain common use items.
Consequently, the GSA Business Service Centers are a logical
marketing source. If GSA is not the proper market, the personnel
at the BSC will direct you to the appropriate federal agency or
department. (Full addresses of the 12 Business Service Centers
can be found in Appendix 2.)

The Business Service Centers in your area can provide the
following
services:

* Counseling for small businesses interested in federal
contracts,
- Copies of bid requirements,
- Bidders mailing list applications, invitations for bid
and products specifications,
- aid in locating small business set-aside programs for
contracting and subcontracting, and
- general procurement assistance from small business
information officers.

DEFENSE LOGISTICS AGENCY (DLA)

A major buying agency of the Department of Defense, the Defense
Logistics Agency has several supply centers which manage specific
items. (The supply centers are listed in Appendix 2.)
Management and administration of most defense contracts are
consolidated under DLA through the Defense Contract Management
Districts (DCMD). You can get information on contracts and
subcontract opportunities from the small and disadvantaged
business specialist office at the nearest DCMD regional office.
(See Appendix 2 for addresses.)

OTHER RESOURCES

Listed below are some additional sources for information about
contract opportunities. However, women business owners should
also know that Public Law 100-656 requires major government
departments and agencies to make available their own forecasts of
contracting opportunities for each fiscal year to the Small
Business Administration and to interested business owners. The
opportunity projections and estimates are developed from
procurement plans for the upcoming fiscal year and on records of
past purchases. Contact the Office of Small and Disadvantaged
Business Utilization for a particular department to obtain a copy
of its current forecast.

U.S. GOVERNMENT PURCHASING AND SALES DIRECTORY. A comprehensive
guide to government purchasing and sales activities, published by
the Small Business Administration. The directory lists products
and services bought by the federal government and indicates which
agencies buy them and which of their purchasing offices should be
contacted by potential suppliers. The directory also lists the
types of surplus property sold by the government, locations of
state offices and indicates SBA assistance available in obtaining
surplus property. (Available from the Superintendent of
Documents, Government Printing Office, Washington, DC 20402.)

DOING BUSINESS WITH THE GSA. This General Services
Administration publication describes the procurement organization
of the federal government and discusses basic principles of
federal government procurement. (Available from the
Superintendent of Documents, see address above. GPO
022-000-00186-8.)

OFFICES OF SMALL AND DISADVANTAGED BUSINESS UTILIZATION. This
booklet lists the names and telephone numbers of over 600
Department of Defense Small and Disadvantaged Business
Utilization Specialists (OSDBU). Their assignment is to help
small business firms locate military bidding opportunities.
(Available from the Superintendent of Documents, see address
previously. GPO 008-000-00390-4). Civilian agencies also have
these small business specialists to assist you in doing business
with their agencies. (See Appendix 2.)

SELLING TO THE MILITARY. This is a comprehensive guide to
finding bid opportunities and selling to the Department of
Defense. Its coverage includes the following:

* information on how to get on bidders lists,
- addresses of major purchasing offices,
- a description of the federal government's system of
specifications,
- information on military exchange services; and
- information on bid opportunities in research and
development.
(Available from the Superintendent of Documents, see address
above, GPO 008-000-00345-9.)

SMALL BUSINESS GUIDE TO FEDERAL RESEARCH AND DEVELOPMENT. This
publication provides small, technically oriented firms with
information about bid opportunities in research and development
(R&D). It describes how to get federal R&D support and how to
use federal document retrieval systems, which can be a source of
substantial Figure 2 information. A venture capital primer for
small business firms is included. Research and development bid
opportunities offered by federal agencies are described, and the
offices and individuals to contact are listed. (Available from
The National Science Foundation, Office of Small Business R&D,
4201 Wilson Blvd., Arlington, VA 22230.)

DOING BUSINESS WITH NASA. This publication describes how, what
and where the National Aeronautics and Space Administration
(NASA) buys. Another useful NASA publication, How to Compete for
NASA Contracts, tells how to put your bid together. (Available
from NASA, Director of Procurement, Washington, DC 20546.)

UNITED STATES GOVERNMENT ORGANIZATION MANUAL. This manual lists
practically every federal agency, with telephone numbers for
obtaining information, including listings of purchasing offices.
(Available from the Superintendent of Documents, see address
above. GPO 022-003-01099-8.)

DEPARTMENT OF TRANSPORTATION MARKETING INFORMATION PACKAGE. This
publication tells how, what and where the Department of
Transportation buys, and provides up-to-date addresses and phone
numbers for each DOT procurement officer.

WHAT ARE THE GOVERNMENT'S METHODS OF BUYING?

As indicated earlier in this publication, there are two methods
contracting officers utilize to acquire the products and services
needed by the federal government. They are:

* Formal advertising, (sealed bidding) involving the issuance
of an Invitation For Bids (IFB), and
* Competitive proposals, involving the issuance of a Request
For Proposals (RFP).

FORMAL ADVERTISING (SEALED BIDDING) -- Invitation for Bid
Solicitation Process

An Invitation for Bids (IFB) is sent to firms on the bidders
list. Public announcements are placed in the COMMERCE BUSINESS
DAILY, and may also be placed in trade papers, posted in post
offices, and filed with SBA's procurement center representatives.

SOLICITATION PACKAGE

The Invitation for Bid or solicitation package, contains Standard
Form 33 (see Appendix 1) with instructions and specifications for
preparing bids. Typically, this will include:

* a description of specifications for the product or service
being procured;
- delivery schedule and packaging/shipping requirements;
- payment schedule and terms;
- standard contract provisions and clauses;
- deadline for submitting bids;
- date and time of bid opening; and certifications and
representations to be filled in by the offeror.

Contract Award

When bids are opened, the bidder quoting the lowest price is
awarded the contract if the bid is responsive and if the bidder
qualifies as a responsible firm.

Responsive bid. The contractor has agreed to perform on the
government's terms and complies with the IFB in all important
respects, including the method and timeliness of bid submission
and the substance of any resulting contract.

Responsible bidder. Responsibility refers to the contractor's
ability to perform the contract. Determining factors include
financial capacity, plant capacity, skill, judgment and
integrity. The contracting officer makes this determination from
data kept in the department or agency, and/or through a pre-award
survey.

Time Span. The time span is generally 90 to 120 days from
solicitation of bids to bid opening and contract award.

Figure 3 indicates the key or significant events in the formal
advertising process.

BUYING OR CONTRACTING BY NEGOTIATION -- Request for Proposals
Solicitation Process

When formal advertising is not suitable or possible due to the
nature of the product or service sought, the government will
negotiate for the product or service. Small purchases are most
often made through special expedited negotiation procedures.
Purchases over $2,500 and under $100,000 are "set-aside" for
small businesses if the contracting officer determines that (a)
there is a reasonable expectation that offers will be obtained
from at least two responsible small business concerns, and (b)
awards will be made at reasonable prices.

Requests for Proposals (RFP) are issued to potential contractors
whose names are on the agency bidders list. RFPs are also sent
upon the request of any prospective contractor. Public
announcements are also made, such as those in the COMMERCE
BUSINESS DAILY.

The Request for Proposals (RFP) describes the product or service
desired, delivery time and other terms of the contract. The
Request for Quotations (Standard Form 18, see Appendix 1) is
usually used to submit quotations for small purchases, but may
also be used for large purchases. Proposals submitted are
generally expected to contain pricing information and a
description of products or services offered.

Contract Award

The contract award is made through evaluations and negotiations
after proposals have been received and reviewed.
Award is made to the offeror whose final offer is most
advantageous to the government, not necessarily the company
offering the lowest price.

Time Span. For negotiated contracts, the time involved varies in
accordance with the contract type and complexity of the
requirement.

Figure 4 indicates the key or significant events in the
negotiation process.

A prospective offeror should be aware of two events that may take
place in either formal advertising or negotiation:

PRE-BID OR PRE-PROPOSAL CONFERENCE. This conference may be used
by a contracting officer generally in a complex acquisition, as a
means of briefing prospective offerors and explaining complicated
specifications and requirements. Such conferences are held after
the solicitation has been issued, but before offers are
submitted.

PRE-AWARD SURVEY. When it is deemed necessary to further
evaluate a prospective contractor prior to a contract award to
ensure performance, a pre-award survey is conducted at the
request of or by the contracting office.

Unsolicited Proposals

In addition to responding to IFBs and RFPs, a firm may also
submit an unsolicited proposal when it believes it has a product
or service of interest to an agency. This is done frequently in
the research and development field. It does require, however, a
knowledge of specific agency funding programs. Federal agencies
have established procedures for receipt and evaluation of these
proposals.

However, it is recommended that prior to expending the effort on
a proposal, preliminary contacts be made with a particular agency
to ascertain its specific procedures for submission and
evaluation and the general need for the kind of effort or product
to be presented in the proposal.

TYPES OF CONTRACTS

Contracts can be categorized into two basic types: fixed price
and cost reimbursement.

Fixed price contracts place upon the contractor the
responsibility for costs and the risk of incurring a loss, and
may be a firm fixed price which does not permit any adjustment on
the basis of the contractor's cost experienced in performing the
contract. They are also used in all sealed bid procurements, as
well as many negotiated procurements, and have variations that
include provisions for economic price adjustments, provisions for
adjusting price based on performance, provisions for adjusting
the price after a specified initial period of deliveries or
performance.

Cost reimbursement contracts provide for payment of allowable
incurred costs to the extent prescribed in the contract and
establish a ceiling price above which a contractor may not exceed
(except at her own risk) without the approval of the contracting
officer.

Cost reimbursement contracts also have variations that include
incentive provisions and provisions for the contractor sharing
the cost. (Cost sharing contracts are used in research contracts
that have commercial applicability.)

Other contracts that do not fit neatly into the two main types
include time and material (T&M) contracts -- where the price for
hourly wages are fixed, but the hours are not (they are
estimated); and letter contracts, which are preliminary
contractual instruments used to authorize a contractor to begin
work on an urgent requirement.

GENERAL CONTRACT PROVISIONS AND CLAUSES

Besides specific instructions and descriptions, government
contracts include many required clauses. The substance of these
clauses will vary, depending on the product or service under
contract and depending on the type of contract. There may also
be "special" clauses for specific contracting situations.
Required, as well as optional, clauses are published in The
Federal Acquisition Regulation (FAR). Contracting officers may
use required clauses as stated in the FAR. The FAR provides that
contract clauses prescribed by the FAR may be incorporated in the
contract by reference.

Part 2

SELLING TO THE GOVERNMENT

Before You Begin

Selling to the federal government is, in some ways, similar to
selling to the private sector. While federal procurement
procedures may have a different set of rules and regulations,
many of the same marketing techniques and strategies you already
employ may be applicable here. Don't neglect to use your common
business sense. Some tips:
- Get to know the agency and understand the context in which
your product or service could be used.
- Obtain available information on past awards, quantities,
costs and awarders.
- Become known to potential purchasers.

Before proceeding, take a moment for introspection. Take a close
look at your company and consider what the government will look
for when considering your company for a contract award. Such
things as financial status, staff capabilities and track record
are all of interest to the government. There are also many ways
to give your company a competitive edge. For example:

Does your company exhibit at trade shows and send representatives
to business conferences?

Government contracting officers attend these affairs in all areas
of the country. Trade show exhibits present a personalized image
of a business and are a creative and relatively inexpensive way
to display your capabilities to a large audience of prospective
customers. Attending business conferences gives visibility to
your company's name, products and services.

Do you regularly look over trade or state-of-the-art publications
relevant to your product or service line?

Your company will be able to present an "on-top-of-it" image of
its product/service line if your staff members are aware of the
latest activities in their skill areas. You will often find
ideas for improving your marketing techniques through these
publications. You might even want to submit an article or report
to one of them about a special experience of your company. These
publications are another source government agencies use in
finding purchasing sources or commodities they might want to buy.

Do staff members of your company belong to professional
associations and/or civil organizations?

Not only a way of making contacts, these groups can also provide
opportunities for staff members to informally advertise some of
the unique qualities of your company. Through their personal
involvement in the group's activities, they give visibility to
the company. Federal agency purchasing officers regularly go
over the membership lists of such associations and organizations
in looking for procurement sources.

Now may be the time to do some homework. This publication
includes a comprehensive list of agency resources (see Appendix
2). Use them! These offices can give you guidance on programs,
publications and workshops in your area on any subject from
accounting to marketing.Government procurement procedures and
terminology may understandably perplex you. Recognize that
familiarity with standard terms will help you communicate more
effectively with contracting officers and perhaps improve your
chances for award of a contract. This publication also contains
an extensive bibliography of government procurement publications,
many of which are available free of charge.

By reading some of these, you may find yourself one step ahead of
the competition.

* Subcontracting with a Prime Contractor

If, after assessing the capabilities and capacity of your firm,
you conclude that you are not ready to bid competitively for
prime contracts, consider the opportunities available through
subcontracting with a prime contractor. The experience gained
from satisfactorily performing as a subcontractor will assist you
in responding to solicitations as a prime contractor.
Furthermore, subcontracting in itself can be a profitable
experience and a growth opportunity for your firm.

* P.L. 95-507 (amending the Small Business Act of 1953)

Prior to the enactment of this law, prime contractors were to use
their "best efforts" to "voluntarily" subcontract with small
firms. P.L. 95-507 changed the emphasis from voluntary to
mandatory and from best efforts to maximum practicable
opportunity.Today, all federal contracts over $2,500 and up to
$100,000 shall contain a clause entitled, Utilization of Small
Business Concerns and Small Business Concerns Owned and
Controlled by Socially and Economically Disadvantaged
Individuals.

The law, among other things, requires that:

- prime contractors, on contracts of over $500,000
($1,000,000 for construction contracts) submit a
subcontracting plan containing percentage goals letting
subcontracts to small and small and disadvantaged
businesses;
- prime contractors must describe the efforts they make to
assure that such firms have an equitable opportunity to
compete for subcontracts; and
- the Small Business Administration, in both formally
advertised and negotiated contracts, review the
subcontracting plan. A failure of the prime contractor to
comply in good faith with its approved plan may subject the
contractor to termination for default.

The requirement to submit a subcontracting plan does not apply
to:

- small business prime contractors,
- contracts under the prescribed dollar amounts,
- prime contracts not offering subcontracting possibilities,
or
- contracts to be performed entirely outside the United
States.

Recommendations:

As a small business engaged in subcontracting, be sure you
understand the terms and conditions of a subcontract. Ask:

- how you will receive compensation from the prime
contractor,
- how much you can rely on the prime contractor for special
tools, engineering advice, information on manufacturing
methods, etc., and
- how will quality control and inspection procedures be
applied to your subcontract?

SUBCONTRACTING OPPORTUNITY RESOURCES

- The COMMERCE BUSINESS DAILY (CBD),
- Subcontracting assistance program of the SBA,
- Small and disadvantaged business utilization specialists
(OSDBU) of various government agencies,
- Business Service Centers of the GSA,
- Attendance at trade shows and procurement opportunity
conferences,
- SMALL BUSINESS SUBCONTRACTING DIRECTORY, published by SBA.
Available at your local SBA office, the Government Printing
Office and through SBA ONLINE.

BENEFITING FROM THE GOVERNMENT'S PROGRAMS

SMALL BUSINESS ADMINISTRATION (SBA)

One of the major responsibilities of the SBA is to assist women-
owned businesses in obtaining a fair share of the federal
procurement dollar. There are several programs and organizations
available to help.

Interagency Committee on Women's Business Enterprise (IACWBE)

The Interagency Committee on Women's Business Enterprise was
established in October of 1994 to lead a coordinated government
effort to see that womenþs economic issues are addressed
throughout the government. Composed of senior officials from 10
federal agencies, the Committee reports directly to the President
and Congress. It promotes, coordinates and monitors the plans
and programs of the departments and agencies of the federal
government that may contribute to the growth of womenþs business
ownership.

National Women's Business Council (NWBC)

The Council is the private sector partner of the IACWBE. It acts
as an advisory panel of the federal government created to serve
as an independent source of advice to the President, the Congress
and the Interagency Committee on Women's Business Enterprise. It
is composed entirely of women business owners and advocates
representing entrepreneurship nationwide. Its mission is to
promote policies and programs designed to encourage women's
business ownership at all stages of development in the public and
private sector.

Office of Women's Business Ownership

In addition to assisting the IACWBE and the NWBC and other
responsibilities, the Office of Women's Business Ownership helps
women-owned businesses with federal procurement by negotiating
federal prime contracting goals and developing federal
procurement training programs. Women's business ownership
coordinators and representatives in SBA offices throughout the
country can guide you to the appropriate procurement contact in a
specific Agency or Department. (See Appendix 2.)

The Women's Demonstration Program

Established through the Women's Business Ownership Act of 1988
and reauthorized through the Women's Business Development Act of
1991, this program sets up centers around the country to train
and counsel women in the skills needed to start their own firms.
Socially and economically disadvantaged women are a primary
target. A number of the sites have developed loan pools to allow
members to borrow money based on group consensus accompanied by
long-term counseling and financial management training.

Information on Government Buying

- SBA's counseling service assists small businesses in
identifying the products or services they may sell to the
government, how and where to obtain government
specifications for their products or services, and how to
get on an appropriate bidders list.
- Contract opportunity meetings are held in SBA regional
offices for representatives of small businesses to discuss
purchasing needs and contracting opportunities with
officials of government agencies and prime contract
holders.
- SBA makes available a large body of publications on various
aspects of selling to the federal government. (See
Bibliography, Appendix 3.)

SBA Procurement Center Representatives (PCRs)

PCRs are stationed throughout the country at major military and
civilian buying programs. Their duties include the review of
procurement requirements and negotiations on behalf of small
businesses when appropriate. They also recommend small business
sources to government contracting officers and prime contractors.
Most of their time is spent on the prime contracting programs.
Agencies are required to submit to the PCR, for independent
review, all procurements valued at more than $100,000 which are
not to be processed as small business set-asides. PCRs also
assist small firms having problems with an agency.

Other PCRs referred to as "Breakout Procurement Center
Representatives (BPCRs)" are located at major federal procurement
centers. The BPCRs advocate the breakout of items for
procurement through full and open competition. For example,
after a purchase has been made, spare parts or additional
supplies may be needed. If it is not necessary to get these
items from the original manufacturer, the BPCRs try to "breakout"
procurements to allow for open competition to give other
suppliers an opportunity to compete.

SBA Commercial Market Representatives (CMRs)

CMRs are located in field offices throughout the country. (See
Appendix 2.) Their responsibilities include:

- assisting small businesses in discovering and expanding
subcontracting opportunities; (The PASS system is used to
help identify small businesses that may qualify for
particular subcontracts. This information then is
submitted to large prime contractors.)
- working with large contractors to interpret subcontracting
laws and implement regulations, including the formulation
of subcontracting plans;
- conduct pre-award and post-award evaluations of
subcontracting plans as requested by government contracting
officers; and
- conduct on-going subcontract compliance evaluations to make
sure that prime contractors are implementing their
subcontract plans.

Section 8(a) of the Small Business Act

This provision authorizes the SBA to enter into a prime contract
with another government agency. The SBA then subcontracts actual
performance of the work to a small socially and economically
disadvantaged business eligible for program participation.

- Eligibility. To be eligible for 8(a) program
participation, a small business concern must be at least 51
percent unconditionally owned, controlled and managed on a
daily basis by either:

An individual(s) who is a socially and economically
disadvantaged citizen of the United States; or

An economically disadvantaged Indian tribe, including an
Alaskan native Corporation or an economically disadvantaged
native Hawaiian organization.

Socially disadvantaged individuals are those who have been
subjected to racial or ethnic prejudice or cultural bias because
of their identity as members of a group without regard to their
individual qualities. In the absence of evidence to the
contrary, the following individuals are presumed to be socially
disadvantaged: Black Americans, Native Americans, Hispanic
Americans, Asian Pacific Americans, Subcontinent Asian Americans,
and members of other groups designated from time to time by the
SBA.

Economically disadvantaged individuals are socially disadvantaged
individuals whose ability to compete in the free enterprise
system has been impaired due to diminished capital and credit
opportunities, as compared to others in the same or similar line
of business and competitive market area who are not socially
disadvantaged.

A woman-owned firm may be recognized as a "socially disadvantaged
firm" if the owner is a member of any of the groups for which
social disadvantage is assumed. If she is not, she must
establish her individual disadvantage on the basis of clear and
convincing evidence that she has suffered discriminatory
treatment because of her gender and that such treatment has
impeded her entry into the business world. Eligibility is made
on a case-by-case basis.

- Application. To apply for 8(a) assistance, a business must
submit the necessary forms to the nearest SBA office.
Being in the 8(a) program does not, however, guarantee
award of an 8(a) contract.

Prequalification Pilot Loan Program

The Women's Prequalification Pilot Loan Program was developed to
promote the SBA's business loan programs to current and
prospective women business owners. It also provides specialized
support and assistance with the agency's loan application
process. The program uses nonprofit organizations and
intermediaries to assist prospective women borrowers in
developing a viable loan application package. That application
can be submitted directly to the SBA for expedited consideration
of a loan prequalification. On approval, the intermediary can
assist the applicant in locating a competitive lender. Loans
under this program are limited to amounts of $250,000 or less.

Technical Assistance

SBA regional or field offices, through PASS, identify small
research and development (R&D) firms which government agencies
and prime contractors may refer to for contracting and
subcontracting needs.

SBA personnel assist small businesses in sharing the benefits of
research and development programs carried out by federal agencies
under government contracts or at government expense. (See Small
Business Innovation Research Program listed below.)

Answer Desk

The Answer Desk is the SBA telephone hotline. This information
and referral service is offered on a toll-free telephone line to
entrepreneurs in the 48 contiguous states and Puerto Rico. The
telephone number is 1-800-8-ASK-SBA.

The Answer Desk can also be reached on Telecommunication Devices
for the Deaf (TDD), a service for persons with hearing or speech
impediments at (202) 205-7333.

The telephones are open from 9:00 a.m. to 5:00 p.m., Eastern
time, Monday through Friday.

SBA Online

In addition to the Answer Desk, SBA provides a great deal of
information which can be accessed electronically. Call
1-900-463-4636 or 1-800-697-4636. You may also use the Internet
and Fed World at the National Technical Information Service for
getting information from several government agencies. To access
SBA on either of these services enter http://www.sbaonline.sba.gov.

Surety Bond Guarantee Program

This guarantee program is designed to assist a small business in
need of bonding in order to obtain a government contract. SBA is
authorized, for a fee, to guarantee a qualified surety company up
to 90 percent of any losses incurred under bid, payment or
performance bonds on contracts up to one million.

The small business applies through a surety agent who then
submits financial and credit information and specific SBA forms
to the surety company. The surety company submits all required
documentation to SBA for final approval.

Small Business Innovation Research (SBIR)

The Small Business Innovation Development Act directs that small
firms receive a fixed annual percentage of research and
development (R&D) dollars from federal agencies with R&D budgets
of $100 million or more.

The act requires the SBA to develop and implement a Small
Business Innovation Research Program (SBIR) over a four-year
period for civilian agencies and over a five-year period for the
Department of Defense. Eleven agencies currently have SBIR
programs. Each agency is responsible for making awards to small
business concerns and the SBA is responsible for monitoring and
overseeing the program. (See Appendix 2.)

Offices of Small and Disadvantaged Business Utilization (OSDBU)

Small and disadvantaged business utilization specialists (OSDBUs)
are located at federal contracting offices throughout the
country. These specialists assist small businesses, small
disadvantaged businesses, women-owned businesses, and labor
surplus area businesses in marketing their products and services
to the federal government.

They also give information and guidance on federal procurement
procedures, how to get on a bidders list, and where both prime
and subcontracting opportunities exist.

OSDBUs work with SBA, especially through the PASS system, to find
potential bidders from the small and disadvantaged business
community.

DEPARTMENT OF COMMERCE (DOC)

The department's Minority Business Development Agency (MBDA)
provides comprehensive business assistance to minority-owned
small businesses.

The Minority Business Development Centers (MBDCs) comprise a
nationwide network for delivery of MBDA and other federal
programs that assist minority businesses. Services include
general business consulting; financial assistance; management and
technical assistance with business start-ups or expansions; and
assistance in obtaining contracts with government agencies. (See
Appendix 2.) Federal procurement conferences are sponsored
primarily by members of Congress and coordinated by the DOC and
the SBA. Business owners are provided the opportunity to meet
federal procurement specialists and representatives of prime
contracting firms. These specialists inform businesses about the
federal procurement processes, government aids and services
available to small businesses, and active opportunities to sell
to federal agencies and prime contractors.

Information about these conferences may be obtained by contacting
DOC's nearest office or the office of the sponsoring member of
Congress. Announcements of federal procurement conferences are
also found in the COMMERCE BUSINESS DAILY (CBD).

GOVERNMENT WIDE INFORMATION SYSTEMS DIVISION (GWISD)

One excellent marketing tool is the Government Wide Information
Systems Division (GWISD), a part of the General Services
Administration. It operates the Federal Procurement Data System.

The GWISD is a convenient, consolidated source of federal buying
information. Business owners may ask GWISD for a list of all
federal contracts, over $25,000 for civilian agencies and for
Department of Defense agencies, awarded in a specific industry.
Only summary data is available below these dollar minimums. The
request may cover a quarter or an entire year. The center can
provide the user with 42 different pieces of information
including:

- the name of the agency that contracted and the period
covered,
- the contract number,
- the purchasing or contracting office,
- the date of the award,
- the principal place of performance,
- the dollars obligated, and
- the principal product or service.

GWISD can also furnish socioeconomic data, the name and business
location of the contractor, the method of procurement and other
pertinent details. Any business owner interested in knowing
which federal agency or department bought what, when, how much
and from whom, may simply request such information from GWISD.
GWISD charges a minimal fee depending upon the volume of
information sought.

Government Wide Information Systems Division
7th and D Street, SW
Washington, DC 20407
(202) 401-1529

DEPARTMENT OF TRANSPORTATION (DOT)

The Department of Transportation has regulations to increase
disadvantaged business participation in its large financial
assistance programs for highways and mass transit.
The regulation carries out section 105(f) of the Surface
Transportation Assistance Act of 1982 and provides that not less
than 10 percent of authorized appropriations under the act be for
contracts with disadvantaged small firms (as defined by section
8(a) of the Small Business Act). The regulation continues the
department's existing requirement of separate goals for
women-owned businesses.

DOT does give women-owned businesses preferential treatment.
However, this preference only applies to contracts awarded by
each state from money awarded by the federal government under the
Surface Transportation Act (Highway Trust Fund). This Act
requires that the state certify women-owned businesses, as they
do socially and economically disadvantaged firms. Your state
department of transportation can provide details on your state's
certification process.

NATIONAL AERONAUTICS AND SPACE ADMINISTRATION (NASA)

NASA has also defined women-owned businesses as socially and
economically disadvantaged in the NASA Plan, which outlines its
proposals to broaden the base of small businesses supporting its
procurement actions. By Public Law 101-144, NASA was tasked by
Congress with a goal of 8% of the total value of prime contracts
and subcontracts to be awarded to socially and economically
disadvantaged firms, which includes women-owned businesses.
In addition to obtaining general counseling on how to contract
with the department from the staff of the secretary's Office of
Small and Disadvantaged Business Utilization, women business
owners can take advantage of short-term lending and bonding
programs accessible through a national network of program
management centers.

WHAT IF I'M UNSUCCESSFUL IN MY BID OR PROPOSAL?

Debriefing/Evaluation in the Negotiation Process

Each proposal is evaluated in detail before a contract is
awarded. If your company was not awarded the contract you may
ask the contracting officer for a "debriefing."

A debriefing may be accomplished in person or by phone. You may
ask the contracting officer which aspects of your proposal
prevented your company from receiving the award and how you may
improve in the future. Many women business owners have found
this constructive criticism to be the key to successfully
responding to future solicitations by the federal government.

CERTIFICATE OF COMPETENCY

A small business, though the low bidder, may not receive the
federal government contract on which it bids. A contracting
officer may propose to reject the bid because he or she
determined that the small business, although responsive, lacks
certain elements of responsibility. Elements of responsibility
include, but are not limited to, competency, capability,
capacity, credit, integrity, perseverance and tenacity.

SBA is authorized by law to certify a small business firm with
regard to any of these elements of responsibility. Consequently,
if a contracting officer rejects or proposes to reject a bid of a
responsive small business on any of the elements of
responsibility the case is referred to SBA. The small business
firm is notified of this decision by SBA personnel and given the
opportunity to apply for a Certificate of Competency (COC).

The bidder must furnish SBA with data and documentation to
establish responsibility. This data and documentation may
include items such as letters of credit, current financial
status, supplies or vendor quotations (if applicable) and
production plans (if applicable).

SBA will review the firm's application and if it grants the COC,
it is binding on the contracting officer. A COC is valid only
for the specific contract for which it is issued.

PROTESTS WITH AN AGENCY OR WITH THE GENERAL ACCOUNTING OFFICE
(GAO) AND GENERAL SERVICES BOARD OF CONTRACT APPEALS (GSBCA)

Bidders or offerors who object to what they feel will be an
improper award to another contractor have the right to file a
protest against the award with the contracting officer. The
protest must have a basis and it must be specific and timely.
Contractors may file an initial verbal protest, but it must be
followed up in writing. The contracting officer will confirm, in
writing, the telephone conversation with the protestor and advise
her that she has a certain period of time, usually one (1) week,
to file the written complaint. Protests should generally be made
before the contract award because once made, the government
rarely terminates a contract and issues a resolicitation. The
needs of the government for the product or service usually
prevail. The protestor is notified in writing of the final
decision on her protest.In addition to filing a protest with a
contracting officer, the bidder or offeror can protest to the
General Accounting Office (GAO) or with the General Services
Board of Contracts Appeal (GSBCA), if the procurement involves
the acquisition of automated data processing equipment (ADPE) or
related telecommunications services. In either case there are
strict rules which must be followed in order for the protest to
be timely. If not adhered to the protest will be dismissed
automatically.

A protest to GAO is initiated by filing a complete written
protest addressed to General Counsel, General Accounting Office,
Washington, DC 20548, Attention: Procurement Law Control Group.
A copy of the protest must be filed with the contracting officer
or the individual or location identified for that purpose in a
solicitation within one day after filing with GAO. Protests to
GSBCA are filed at the Board's address: 18th and F Streets,
N.W., Washington, DC 20405, [(202) 501-0116]. Strict rules apply
to all protests.

References: (1) U.S. General Accounting Office, Bid Protests at
GAO: A Descriptive Guide. (Publication is available from the
U.S. General Accounting Office, Washington, DC 20548.) (2) The
Federal Acquisition Regulation, Part 14 (Formal Advertising),
Paragraph 14.407.8. "Protests Against Award". (3) The Federal
Acquisition Regulation, Part 15 (Contracting by Negotiation),
Paragraph 15.1003, "Protests Against Award".

WHAT ARE MY RESPONSIBILITIES AS A CONTRACTOR?

Knowing what the government buys and how it buys is essential if
a woman business owner is to bid successfully for federal
government contracts. Don't think, however, that you can relax
once you receive the good news that you have won a contract.
Your work is just beginning. If you can't perform according to
the terms of the contract, the government won't get the product
or service it needs and you may find yourself in financial
difficulty as well.
The first thing to do is to read the proposed contract carefully
before signing it. This may look like an imposing task as some
contracts may contain many pages, depending on the type of
contract and complexity of what the government is buying.
However, many contract terms and conditions are "boiler plate."
Once you read and understand the terms you will be familiar with
them when they appear in your next contract. One important
feature of the contract is the identity of the office which will
administer it. In most federal agencies this is usually the same
office that awarded the contract. In the Department of Defense,
however, the contract is generally assigned to a special
administering office. If you have any questions about the
contract, contact the office of administration. Do not "proceed
down the road" and find out much later that you're not in
compliance.

SPECIFIC CONTRACT ADMINISTRATION MATTERS

While federal contracts are similar to commercial contracts, they
are different in some very important ways. They contain or make
reference to many general contract provisions unique to the
government.

These provisions implement various statutory or regulatory
requirements applicable solely to federal contracts Some of the
important matters covered by these provisions are: termination
for default; termination for convenience; contract changes;
payments; specifications; and inspection and testing. These
matters are described in various parts of the Federal Acquisition
Regulation (FAR). Assistance in understanding these FAR
provisions is available at SBA regional offices.

TERMINATION FOR DEFAULT.

Government contracts provide that the government may cancel
(terminate) your contract if:
- you fail to make delivery within the time specified in the
contract,
- you fail to make progress so as to endanger performance of
the contract, and/or
- you fail to perform any provisions of the contract.

Before terminating a contract for default, the contracting
officer must, however, give you an opportunity to remedy defects
in your performance, or show why your contract should not be
terminated. If your contract is terminated for default, you are
entitled only to payment at the contract's price for items
accepted by the government. If the government still needs the
items which you failed to deliver, it has the right to re-procure
the same items elsewhere and, if they cost more, charge the
excess costs to you. This can be a very serious and costly
matter.

If you can show that your failure to deliver or to make progress
is excusable, your contract will not be terminated for default.
To be excusable, a delay must be beyond your control and not
caused by your fault or negligence. If your contract is
terminated for default and you can prove that the government's
action was improper, the termination will be treated as one for
the "convenience of the government."

TERMINATION FOR CONVENIENCE.

The government may unilaterally terminate all of part of a
contract for its convenience. This type of termination does not
arise from any fault on the part of the contractor. Termination
for convenience protests the government's interests by allowing
it to cancel contracts for products that become obsolete or
unnecessary.

As with terminations for default, the government must give you
written notice of termination for convenience, but is not
required to give advance notice. The notice of termination will
usually direct you to:

- stop work,
- terminate subcontracts,
- place no further orders,
- communicate similar instructions to subcontractors and
suppliers, and
- prepare a termination settlement claim.

If you fail to follow these directions, you do so at your own
risk and expense. You should also receive detailed instructions
as to the protection and preservation of all property that is, or
may become, government-owned.

After termination for convenience, the government will make a
settlement with you to compensate you fully and fairly for the
work you have done and any preparation made for the terminated
portion of the contract. A reasonable allowance for profit is
also included.

CONTRACT CHANGES.

Because the government's needs change from time to time,
government contracts contain a "changes" clause authorizing the
contracting officer to unilaterally order changes in the
specifications and other contract terms. The changes must be
"within the general scope of the contract." The contractor is
obliged to perform the contract as unilaterally changed by the
contracting officer. A change is within the scope of the
contract if it can be regarded as with the contemplation of the
parties at the time the contract was entered into. The
government cannot use a change order to change the general nature
of the contract. The contractor is entitled to an equitable
adjustment in price and delivery schedule if changes are ordered.

PAYMENTS.

The obligation to make prompt payments for products delivered or
services rendered is, generally speaking, the primary obligation
of the government on a procurement contract. Payment is,
naturally, of utmost importance to the small and women-owned
company. Your contract will specify the government office
responsible for payment and will contain invoicing instructions.
The more accurate your invoices the more quickly you will be
paid, so it is important to understand the payment process
thoroughly. Prompt payment on all contracts serves the best
interest of both the contractor and the government. Under
certain circumstances if prompt payment is not accomplished by
the government, you can submit a request for interest payments.
(Reference: Public Law 97-177, Prompt Payment Act.)

Under fixed-price contracts, the method of payment can vary with
the dollar value of the contract. For relatively small contracts
with a single item of work, you will generally be paid the total
contract price in one lump sum. Payment is made after the
government accepts delivery. For larger contracts with many
items, you can invoice and receive partial payments. For
example, in a contract for 120 units with a delivery rate of 10
per month, you can invoice each month for the price of delivered
(and accepted) items.

Larger fixed-price contracts and subcontracts where the first
delivery is several months after award may recognize your need
for working capital. These contracts may contain a clause which
will allow you to obtain progress payments based upon costs
incurred as work progresses under the contract. Because progress
payments are based on work that is not completed, you must repay
them if you fail to complete the work. To protect its interest
the government takes title to your work in process for which
progress payments have been made. To qualify for progress
payments, you must have an accounting system that can accurately
identify and segregate contract costs.

SPECIFICATIONS.

The federal government has exact specifications for most of the
products and services it buys on a regular basis. In all
likelihood your contract will contain such precise
specifications. In fact, the specifications -- which describe
the government's requirements -- were contained in the Invitation
for Bids (IFB) or Request for Proposals (RFP) on which you based
your bid or proposal.

Once an award is made to your company, you are contractually
bound to deliver the product or service described in the
specifications. Sometimes, the basic specifications will make
reference to and incorporate other federal specifications. You
are, of course, bound by the terms of these specifications as
well as the basic specifications. Failure to deliver a product
meeting these terms may result in termination of your contract by
default. Accordingly, as mentioned previously, never bid on a
contract unless you have read and understood all of the
specifications. Also, read the specifications again before you
start work under the contract.

INSPECTION AND TESTING.

Government contracts provide that the government may inspect and
test the items you deliver to determine if they conform to
contract requirements and specifications. The government will
not accept a contractor's product unless it passes inspection.
The type and extent of inspection and testing depend largely on
what is being procured.

SPECIAL RECOMMENDATIONS AND ADVICE.

In addition to knowing the item you are manufacturing or the
service you are providing, you should have a working knowledge of
government contracting procedures, some of which are explained in
this publication. You should also be aware of the following:
As you have learned, the government conducts its business through
authorized agents called contracting officers. Only a
contracting officer has authority to bind the government, unless
you are otherwise advised in writing. However, even contracting
officers have limits on their authority, so do not hesitate to
make sure of the authority of the person you're dealing with.

Government procurement has historically been used as a vehicle
for advancing various national, social and economic objectives.
As a government contractor, you will be required to comply with
the labor standards statutes (Walsh-Healy Act, Service Contract
Act, Contract Work Hours and Safety Standards Act, etc.) and
other statutes advancing national socio-economic objectives
except for certain contracts where such statutes are specifically
stated as non-applicable.

You should become familiar with the contract provisions
protecting the integrity of the government procurement process.
These provisions include the "Officials Not To Benefit" clause,
the "Anti-Kickback" provisions, the "Gratuities" clause, etc.
Disputes between you and the contracting officer may occur under
the contract. Federal contracts contain a "Disputes" clause
setting forth procedures to resolve disputes. If the contracting
officer issues a decision that is not satisfactory to you, you
must make a timely appeal, or the decision becomes final.
Appeals are heard by a Board of Contracts Appeal.

Don't attempt to build something bigger, better or different than
called for by the contract. If you do, it may be too big or too
heavy or may not fit and the government won't accept it. Simply
comply with the contract terms, particularly the specifications.
If your contract requires production, establish a production
control schedule to assure that you will have the right materials
in-house at the right time to meet delivery requirements. Make
sure to place any subcontracts promptly and schedule delivery of
subcontracted items carefully to avoid over or under stocking.
If it appears you will not meet your schedule, notify the
administration office immediately to obtain assistance. Failure
to deliver on time gives the government the right to cancel your
contract, with possibly disastrous results to you.

Appendix 1. Standard Forms

- SF 129, Solicitation Mailing List Application
- SF 18, Request for Quotations
- SF 33, Solicitation, Offer and Award
- PASS Form, Procurement Automated Source System

Appendix 2. Agency Resources
- SBA Field Offices - Women's Business Ownership Coordinators
and Representatives
- SBA Procurement Center Representatives
- SBA Commercial Market Representatives
- GSA Business Service Center Regional Offices
- GSA Federal Information Centers
- Department of Commerce, Minority Business Development Centers
(MBDCs)
- Federal Offices of Small and Disadvantaged Business
Utilization (OSDBU)
- Small Business Innovation Research Representatives (SBIR)
- Defense Logistics Agency (DLA) Service Centers
- Defense Contract Management Districts (DCMD) and Defense
Contract Management Area Operations Regional Offices (DCMAO)
- U.S. Government Printing Office Bookstores

SBA FIELD OFFICES
Regional Offices

Region I
155 Federal Street, 9th Floor
Boston, MA 02110
Telephone: (617) 451-2023
FAX (617) 565-8695
TDD (617) 451-0491

Region II
26 Federal Plaza, Room 31-08
New York, NY 10278
Telephone: (212) 264-1450
FAX (212) 264-0900
TDD (212) 264-5669

Region III
475 Allendale Road, Suite 201
King of Prussia, PA 19406
Telephone: (215) 962-3700
FAX (215) 962-3743
TDD (215) 962-3739

Region IV
1375 Peachtree Street, N.E., 5th Floor
Atlanta, GA 30367-8102
Telephone: (404) 347-2797
FAX (404) 347-2355
TDD (404) 347-5051

Region V
300 S. Riverside Plaza, Suite 1975 S
Chicago, IL 60606-6617
Telephone: (312) 353-5000
FAX (312) 353-3426
TDD (312) 353-8060

Region VI
8625 King George Drive, Building C
Dallas, TX 75235-3391
Telephone: (214) 767-7633
FAX (214) 767-7870
TDD (214) 767-1339

Region VII
911 Walnut Street, 13th Floor
Kansas City, MO 64106
Telephone: (816) 426-3608
FAX (816) 426-5559
TDD (816) 426-2990

Region VIII
999 18th Street, Suite 701
Denver, CO 80202
Telephone: (303) 294-7186
FAX (303) 294-7153
TDD (303) 294-7096

Region IX
71 Stevenson Street, 20th Floor
San Francisco, CA 94105-2939
Telephone: (415) 744-6402
FAX (415) 744-6435
TDD (415) 744-6401

Region X
2615 4th Avenue, Room 440
Seattle, WA 98121
Telephone: (206) 553-5676
FAX (206) 553-4155
TDD (206) 553-2872

District Offices

ALABAMA
2121 8th Avenue, N., Suite 200
Birmingham, AL 35203-2398
Telephone: (205) 731-1344
FAX (205) 731-1404
TDD (205) 731-2265

ALASKA
222 W. 8th Avenue, Room 67
Anchorage, AK 99513-7559
Telephone: (907) 271-4022
FAX (907) 271-4545
TDD (907) 271-4005

ARIZONA
2828 N. Central Avenue, Suite 800
Phoenix, AZ 85004-1025
Telephone: (602) 640-2316
FAX (602) 640-2360
TDD (602) 640-2357
300 W. Congress Street, Room 7-H
Tucson, AZ 85701-1319
Telephone: (602) 670-4759
FAX (602) 670-4763
TDD (None Listed)

ARKANSAS
2120 Riverfront Drive, Suite 100
Little Rock, AR 72202
Telephone: (501) 324-5278
FAX (501) 324-5199
TDD (501) 324-7849

CALIFORNIA
2719 N. Air Fresno Drive, Suite 107
Fresno, CA 93727-1547
Telephone: (209) 487-5189
FAX (209) 487-5636
TDD (209) 487-5917

330 N. Brand Boulevard, Suite 1200
Glendale, CA 91203-2304
Telephone: (213) 894-2956
FAX (213) 894-5665
TDD (213) 894-6338

880 Front Street, Suite 4-S-29
San Diego, CA 92188-0270
Telephone: (619) 557-7252
FAX (619) 557-5894
TDD (619) 557-6998

211 Main Street, 4th Floor
San Francisco, CA 94105-1988
Telephone: (415) 744-6820
FAX (415) 744-6812
TDD (415) 744-6778

901 W. Civic Center Drive, Suite 160
Santa Ana, CA 92703-2352
Telephone: (714) 836-2494
FAX (714) 836-2528
TDD (714) 836-2200

660 J Street, Room 215
Sacramento, CA 95814-2413
Telephone: (916) 551-1426
FAX (916) 551-1439
TDD (None Listed)

6477 Telephone Road, Suite 10
Ventura, CA 93003-4459
Telephone: (805) 642-1866
FAX (805) 642-9538
TDD (None Listed)

COLORADO
721 19th Street, Suite 426
Denver, CO 80202-2599
Telephone: (303) 844-3984
FAX (303) 844-6468
TDD (303) 844-5638

CONNECTICUT
330 Main Street, 2nd Floor
Hartford, CT 06106
Telephone: (203) 240-4700
FAX (203) 240-4659
TDD (203) 524-1611

DISTRICT OF COLUMBIA
1110 Vermont Avenue, N.W., Suite 900
Washington, DC 20036
Telephone: (202) 606-4000
FAX (202) 606-4225
TDD (202) 606-4240

DELAWARE
920 N. King Street, Suite 412
Wilmington, DE 19801
Telephone: (302) 573-6295
FAX (302) 573-6060
TDD (302) 573-6644

FLORIDA
1320 S. Dixie Highway, Suite 501
Coral Gables, FL 33146-2911
Telephone: (305) 536-5521
FAX (305) 536-5058
TDD (305) 530-7110

7825 Baymeadows Way, Suite 100-B
Jacksonville, FL 32256-7504
Telephone: (904) 443-1900
FAX (904) 443-1980
TDD (904-443-1909

508 E. Polk Street, Suite 104
Tampa, FL 33602-3945
Telephone: (813) 228-2594
FAX (813) 228-2111
TDD (None Listed)

5601 Corporate Way, Suite 402
West Palm Beach, FL 33407-2044
Telephone: (407) 689-3922
FAX (None Listed)
TDD (None Listed)

GEORGIA
1720 Peachtree Road, N.W., 6th Floor
Atlanta, GA 30309
Telephone: (404) 347-4749
FAX (404) 347-4745
TDD (404) 347-0107

52 N. Main Street, Room 225
Statesboro, GA 30458
Telephone: (912) 489-8719
FAX (None Listed)
TDD (None Listed)

GUAM
238 Archbishop F.C. Flores St., Room 508
Agana, GU 96910
Telephone: (671) 472-7277
FAX (200) 550-7365
TDD (None Listed)

HAWAII
300 Ala Moana Boulevard, Room 2213
Honolulu, HI 96850-4981
Telephone: (808) 541-2990
FAX (808) 541-2976
TDD (808) 541-3650

IDAHO
1020 Main Street, Suite 290
Boise, ID 83702-5745
Telephone: (208) 334-1696
FAX (208) 334-9353
TDD (208) 334-9637

ILLINOIS
500 W. Madison Street, Room 1250
Chicago, IL 60661-2511
Telephone: (312) 353-4528
FAX (312) 886-5108
TDD (312) 886-5108

511 W. Capitol Street, Suite 302
Springfield, IL 62704
Telephone: (217) 492-4416
FAX (217) 492-4867
TDD (217) 492-4418

INDIANA
429 N. Pennsylvania, Suite 100
Indianapolis, IN 46204-1873
Telephone: (317) 226-7272
FAX (317) 226-7259
TDD (317) 226-5338

IOWA
373 Collins Road, N.E., Suite 100
Cedar Rapids, IA 52402-3147
Telephone: (319) 393-8630
FAX (319) 393-7585
TDD (319) 393-9610

210 Walnut Street, Room 749
Des Moines, IA 50309
Telephone: (515) 284-4422
FAX (515) 284-4572
TDD (515) 282-4233

KANSAS
100 E. English Street, Suite 510
Wichita, KS 67202
Telephone: (316) 269-6273
FAX (316) 269-6499
TDD (316) 269-6205

KENTUCKY
600 Dr. M.L. King Jr. Place, Room 188
Louisville, KY 40202
Telephone: (502) 582-5971
FAX (502) 582-5009
TDD (502) 582-6715

LOUISIANA
1661 Canal Street, Suite 2000
New Orleans, VA 70112
Telephone: (504) 589-6685
FAX (504) 589-2339
TDD (504) 589-2053

500 Fannin Street, Rom 8A-08
Shreveport, LA 71101
Telephone: (318) 676-3196
FAX (318) 676-3214
TDD (None Listed)

MAINE
40 Western Avenue, Suite 512
Augusta, ME 04330
Telephone: (207) 622-8378
FAX (207) 622-8277
TDD (207) 626-9147

MARYLAND
10 S. Howard Street, Room 608
Baltimore, MD 21202
Telephone: (410) 962-4392
FAX (410) 962-1805
TDD (410) 962-7458

MASSACHUSETTS
10 Causeway Street, Room 265
Boston, MA 02222-1093
Telephone: (617) 565-5590
FAX (617) 565-5598
TDD (617) 565-5797

1550 Main Street, Room 212
Springfield, MA 01103
Telephone: (413) 785-0268
FAX (413) 785-0267
TDD (None Listed)

MICHIGAN
477 Michigan Avenue, Room 515
Detroit, MI 48226
Telephone: (313) 226-6075
FAX (313) 226-4769
TDD (313) 226-2959

300 S. Front Street
Marquette, MI 49885
Telephone: (906) 225-1108
FAX (906) 225-1109
TDD (906) 228-4126

MINNESOTA
100 N. 6th Street, Suite 610
Minneapolis, MN 55403-1563
Telephone: (612) 370-2324
FAX (612) 370-2303
TDD (612) 777-2332

MISSISSIPPI
101 W. Capitol Street, Suite 400
Jackson, MS 39201
Telephone: (601) 965-4378
FAX (601) 965-4294
TDD (601) 965-5328

One Hancock Plaza, Suite 1001
Gulfport, MS 39501-7758
Telephone: (601) 863-4449
FAX (601) 864-0179
TDD (601) 865-9926

MISSOURI
323 W. 8th Street, Suite 501
Kansas City, MO 64105
Telephone: (816) 374-6708
FAX (816) 374-6759
TDD (816) 374-6764

815 Olive Street Suite 242
St. Louis, MO 63101
Telephone: (314) 539-6600
FAX (314) 539-3785
TDD (314) 539-6654

620 S. Glenstone Street Suite 110
Springfield, MO 65802-3200
Telephone: (417) 864-7670
FAX (417) 864-4108
TDD (417) 864-8855

MONTANA
301 S. Park, Room 528
Helena, MT 59626
Telephone: (406) 449-5381
FAX (406) 449-5474
TDD (406) 449-5053

NEBRASKA
11145 Mill Valley Road
Omaha, NE 68154
Telephone: (402) 221-4691
FAX (402) 221-3680
TDD (402) 498-3611

NEVADA
301 E. Stewart Street, Room 301
Las Vegas, NV 89125-2527
Telephone: (702) 388-6611
FAX (702) 388-6469
TDD (702) 388-6653

50 S. Virginia Street Room 238
Reno, NV 89505-3216
Telephone: (702) 784-5268
FAX (None Listed)
TDD (None Listed)

NEW HAMPSHIRE
143 N. Main Street, Suite 202
Concord, NH 03302-1257
Telephone: (603) 225-1400
FAX (603) 225-1409
TDD (603) 225-1462

NEW JERSEY
60 Park Place, 4th Floor
Newark, NJ 07102
Telephone: (201) 645-2434
FAX (201) 645-6265
TDD (201) 645-4653

2600 Mt. Ephraim Avenue
Camden, NJ 08104
Telephone: (609) 757-5183
FAX (609) 757-5335
TDD (None Listed)

NEW MEXICO
625 Silver Avenue, S.W. Suite 320
Albuquerque, NM 87102
Telephone: (505) 766-1870
FAX (505) 766-1057
TDD (505) 766-1883

NEW YORK
26 Federal Plaza, Room 3100
New York, NY 10278
Telephone: (212) 264-2454
FAX (212) 264-4963
TDD (212) 264-9147

100 S. Clinton Street, Room 1071
Syracuse, NY 13260
Telephone: (315) 423-5383
FAX (315) 423-5370
TDD (315) 423-5723

111 W. Huron Street, Room 1311
Buffalo, NY 14202
Telephone: (716) 846-4301
FAX (716) 846-4418
TDD (716) 846-3248

333 E. Water Street, 4th Floor
Elmira, NY 14901
Telephone: (607) 734-8130
FAX (607) 733-4656
TDD (607) 734-0557

35 Pinelawn Road, Room 102E
Melville, NY 11747
Telephone: (516) 454-0750
FAX (516) 454-0769
TDD (None Listed)

100 State Street, Room 410
Rochester, NY 14614
Telephone: (716) 263-6700
FAX (716) 263-3146

Corner of Clinton and Pearl, Room 815
Albany, NY 12207
Telephone: (518) 472-6300
FAX (518) 472-7138
TDD (None Listed)

NORTH CAROLINA
200 N. College Street, Suite A2015
Charlotte, NC 28202-2137
Telephone: (704) 344-6563
FAX (704) 344-6769
TDD (704) 344-6640

NORTH DAKOTA
657 2nd Avenue, N., Room 218
Fargo, ND 58108-3086
Telephone: (701) 239-5131
FAX (701) 239-5645
TDD (701) 239-5657

OHIO
1111 Superior Avenue, Suite 630
Cleveland, OH 44144-2507
Telephone: (216) 522-4180
FAX (216) 522-2038
TDD (216) 522-8350

2 Nationwide Plaza, Suite 1400
Columbus, OH 43215-2592
Telephone: (614) 469-6860
FAX (614) 469-2391
TDD (614) 469-6684

525 Vine Street, Suite 870
Cincinnati, OH 45202
Telephone: (513) 684-2814
FAX (513) 684-3251
TDD (513) 684-6920

OKLAHOMA
200 N.W. 5th Street, Suite 670
Oklahoma City, OK 73102
Telephone: (405) 231-4301
FAX (405) 231-4876
TDD (None Listed)

OREGON
222 S.W. Columbia Street, Suite 500
Portland, OR 97201-6605
Telephone: (503) 326-2682
FAX (503) 326-2808
TDD (503) 326-2591

PENNSYLVANIA
475 Allendale Road, Suite 201
King of Prussia, PA 19406
Telephone: (215) 962-3804
FAX (215) 962-3795
TDD (215) 962-3806

960 Penn Avenue, 5th Floor
Pittsburgh, PA 15222
Telephone: (412) 644-2780
FAX (412) 644-5446
TDD (412) 644-5143

100 Chestnut Street, Room 309
Harrisburg, PA 17101
Telephone: (717) 782-3840
FAX (717) 782-4839
TDD (717) 782-3477

20 N. Pennsylvania Avenue, Room 2327
Wilkes-Barre, PA 18702
Telephone: (717) 826-6497
FAX (717) 826-6287
TDD (717) 821-4174

PUERTO RICO
Carlos Chardon Avenue, Room 691
Hato Rey, PR 00918
Telephone: (809) 766-5572
FAX (809) 766-5309
TDD (809) 766-5174

RHODE ISLAND
380 Westminster Mall, 5th Floor
Providence, RI 02903
Telephone: (401) 528-4561
FAX (401) 528-4539
TDD (401) 528-4690

SOUTH CAROLINA
1835 Assembly Street, Room 358
Columbia, SC 29201
Telephone: (803) 765-5376
FAX (803) 765-5962
TDD (803) 253-3364

SOUTH DAKOTA
101 S. Main Avenue, Suite 101
Sioux Falls, SD 57102-0527
Telephone: (605) 330-4231
FAX (605) 330-4215
TDD (605) 331-3527

TENNESSEE
50 Vantage Way
Suite 201
Nashville, TN 37228-1500
Telephone: (615) 736-5881
FAX (615) 736-7232
TDD (615) 736-2499

TEXAS
4300 Amon Carter Boulevard, Suite 114
Ft. Worth, TX 76155
Telephone: (817) 885-6500
FAX (817) 885-6516
TDD (817) 885-6552

10737 Gateway, W., Suite 320
El Paso, TX 79935
Telephone: (915) 540-5676
FAX (915) 540-5636
TDD (915) 540-5196

222 E. Van Buren Street, Room 500
Harlingen, TX 78550
Telephone: (210) 427-8533
FAX (210) 427-8537
TDD (210) 423-0691

9301 Southwest Freeway, Suite 550
Houston, TX 77074-1591
Telephone: (713) 773-6500
FAX (713) 773-6550
TDD (713) 773-6568

1611 10th Street, Suite 200
Lubbock, TX 79401
Telephone: (806) 743-7462
FAX (806) 743-7487
TDD (806) 743-7474

7400 Blanco Road, Suite 200
San Antonio, TX 78216-4300
Telephone: (210) 229-4535
FAX (210) 229-4556
TDD (210) 229-4555

606 N. Carancahus, Suite 1200
Corpus Christi, TX 78476
Telephone: (512) 888-3331
FAX (512) 888-3418
TDD (512) 888-3188

300 E. 8th Street, Suite 520
Austin, TX 78701
Telephone: (512) 482-5288
FAX (512) 482-5290
TDD (None Listed)

505 E. Travis, Room 103
Marshall, TX 75670
Telephone: (903) 935-5257
FAX (903) 935-5258
TDD (None Listed)

UTAH
125 S. State Street, Room 2237
Salt Lake City, UT 84138-1195
Telephone: (801) 524-5804
FAX (801) 524-4160
TDD (801) 524-4040

VERMONT
87 State Street, Room 205
Montpelier, VT 05602
Telephone: (802) 828-4422
FAX (802) 828-4485
TDD (802) 828-4550

VIRGINIA
400 N. 8th Street
Room 3015
Richmond, VA 23240
Telephone: (804) 771-2400
FAX (804) 771-8018
TDD (804) 771-8078

VIRGIN ISLANDS
4200 United Shopping Plaza, Suite 7
St. Croix, VI 00820-4487
Telephone: (809) 778-5380
FAX (809) 778-1102
TDD (809) 766-5174

Veterans Drive, Room 210
St. Thomas, VI 00802
Telephone: (809) 774-8530
FAX (809) 776-2312
TDD (809) 766-5174

WASHINGTON
915 2nd Avenue
Room 1792
Seattle, WA 98174-1088
Telephone: (206) 220-6520
FAX (206) 220-6570
TDD (206) 553-6579

601 W. 1st Avenue
Spokane, WA 99204-0317
Telephone: (509) 353-2800
FAX (509) 353-2829
TDD (509) 353-2424

WEST VIRGINIA
168 W. Main Street
Clarksburg, WV 26301
Telephone: (304) 623-5631
FAX (304) 623-0023
TDD (304) 623-5616
550 Eagan Street, Room 309
Charleston, WV 25301
Telephone: (304) 347-5220
FAX (304) 347-5350
TDD (304) 347-5438

WISCONSIN
212 E. Washington Avenue, Room 213
Madison, WI 53703
Telephone: (608) 264-5261
FAX (608) 264-5541
TDD (608) 264-5333

310 W. Wisconsin Avenue, Suite 400
Milwaukee, WI 53203
Telephone: (414) 297-3941
FAX (414) 297-1377
TDD (414) 297-1095

WYOMING
100 E. B Street
Room 4001
Casper, WY 82602-2839
Telephone: (307) 261-5761
FAX (307) 261-5499
TDD (307) 261-5806

DISASTER AREA OFFICES

Area I: Regions I-II
360 Rainbow Blvd. S., 3rd Floor
Niagara Falls, NY 14303
Telephone: (716) 282-4612
FAX (716) 282-1472
TDD (716) 282-0508

Area 2: Regions III-V
One Baltimore Place, Suite 300
Atlanta, GA 30308
Telephone: (404) 347-3771
FAX (404) 347-3813
TDD (404) 347-3751

Area 3: Regions VI-VII
4400 Amon Carter Boulevard, Suite 102
Ft. Worth, TX 76155
Telephone: (817) 885-7600
FAX (817) 885-7616
TDD (817) 267-4688

Area 4: Regions VIII-X
1825 Bell Street, Suite 208
Sacramento, CA 95825
Telephone: (916) 978-4571
FAX (916) 978-4577
TDD (916) 978-5564

SBA PROCUREMENT CENTER REPRESENTATIVES (PCRS)

PCRs are stationed throughout the country at selected military
and civilian locations that have major buying programs, There
are two types of PCRs, traditional (TPCRs) and breakout (BPCRs)
whose duties are different but complementary.

TPCRs review acquisition packages at the contracting agencies.
They recommend small business set-asides for acquisitions not
unilaterally set aside by the acquisition activity (this means
restricting the acquisition to competition between small business
concerns). Other duties include providing small business sources
to assure the widest possible small business participation in the
acquisition; looking out for provisions which might inhibit or
discourage small firms from submitting offers; counseling small
business, including women-owned firms; and reviewing
subcontracting plans.

BPCRs are located at the 29 major procurement centers of the
Department of Defense. The BPCRs and their technical advisors
are advocates for the breakout of items through full and open
competition.

All BPCRs are accredited engineers familiar with the supplies and
services processed at the center. BPCRs review the method by
which the DoD intends to procure goods and services to insure
that competition is not unnecessarily restricted and recommends
appropriate procurement methods when competition can be expanded.
A list of traditional and breakout PCRs in your area can be
obtained from your local SBA office.

U.S. SMALL BUSINESS ADMINISTRATION COMMERCIAL MARKET
REPRESENTATIVES

Areas and Office Locations

Area I
SBA
Willimantic Area Office
893 Main Street, PO Box 377
Willimantic, CT 06226
Telephone: (203) 240-3836

SBA
Concord District Office
Stewart Nelson Building
PO Box 1257
Concord, NH 03302-1257
Telephone: (603) 225-1465

SBA
26 Federal Plaza, Room 3100
New York, NY 10278
Telephone: (212) 264-1452

SBA
Newark District Office
2 Gateway Center, 4th Floor
Newark, NJ 07102
Telephone: (201) 645-2193

Area II
SBA
475 Allendale Road
King of Prussia, PA 19406
Telephone: (610) 962-3712

SBA
Washington Branch Office
1110 Vermont Avenue, NW, Suite 950
Washington, DC 20416
Telephone: (202) 606-0646

Area III
SBA
1375 Peachtree Street, NE
Atlanta, GA 30367
Telephone: (404) 347-7452/4586

Area IV
SBA
300 S. Riverside Plaza, Suite 1975
Chicago, IL 60606-6611
Telephone: (312) 353-4504/7673

SBA
Indianapolis District Office
429 N. Pennsylvania, Suite 100
Indianapolis, IN 46204-1873
Telephone: (317) 226-7272

SBA
323 W. 8th Street
Lucas Place
Kansas City, MO 64106
Telephone: (816) 426-5201

Area V
SBA
8625 King George Dr.
Dallas, TX 75235-3391
Telephone: (214) 767-7665/7662

SBA
First Interstate Bank Tower
633 17th Street, 7th Floor
Denver, CO 80202-3607
Telephone: (303) 294-7088

Area VI
SBA
Glendale District Office
330 North Brand Street
Glendale, CA 91203
Telephone: (818) 552-3219/3292

SBA
Phoenix District Office
2828 N. Central Avenue
Phoenix, AZ 85004
Telephone: (602) 640-2305

SBA
Park Place Building
1200 6th Avenue, Suite 1805
Seattle, WA 98101-1128
Telephone: (206) 553-4489/6850

SBA
301 E. Stewart Street, Room 301
Las Vegas, NV 89125-2527
Telephone: (702) 388-6611

SBA
Anchorage Area Office
605 W. 4th Avenue, Room G72
Anchorage, AK 99501
Telephone: (907) 271-2297

In addition to Small Business Administration offices, Commercial
Market Representatives are also located in other government
facilities where procurement opportunities exist.

Area I
Department of Veterans Affairs
Regional Center
PO Box 3076
Togus, ME 04330
Telephone: (207) 623-8936 Ext. 104

SBA-PCR/CMR
US Army CECOM
Fort Monmouth, NJ 07703-5016
Telephone: (908) 532-3419
SBA, US Army ARDEC
Bldg. 1610
Picatinny Arsenal, NJ 07806
Telephone: (201) 724-6574

Area II
SBA Representatives
GSA, Suite 6029
18th & F Streets, NW
Washington, DC 20405
Telephone: (202) 501-2799

Area V
Small Business Administration
303 S. Crockett, Suite 5
Kelly AFB, TX 78241-6026
Telephone: (210) 229-4202

Area VI
ALC/BC, Bldg. 1299
Hill Air Force Base, UT 84056
Telephone: (801) 777-4150

GSA BUSINESS SERVICE CENTER REGIONAL OFFICES

Maine, Vermont, New Hampshire, Massachusetts, Connecticut and
Rhode Island

Business Service Center
O'Neil Federal Building
10 Causeway Street
Boston, MA 02222
Telephone: (617) 765-8100

New Jersey, New York, Puerto Rico and the Virgin Islands
Business Service Center
26 Federal Plaza
New York, NY 10278
Telephone: (212) 264-1234

Pennsylvania, Delaware, West Virginia, Maryland and Virginia
Business Service Center
9th and Market Streets, Room 5151
Philadelphia, PA 11910
Telephone: (215) 597-9613

Alabama, Florida, Georgia, Kentucky, Mississippi, North Carolina,
South Carolina and Tennessee
Business Service Center
75 Spring Street, SW
Atlanta, GA 30303
Telephone: (404) 331-5103

Illinois, Indiana, Ohio, Michigan, Minnesota and Wisconsin
Business Service Center
230 South Dearborn Street
Chicago, IL 60604
Telephone: (312) 353-5383

Iowa, Kansas, Missouri and Nebraska
Business Service Center
1500 East Bannister Road
Kansas City, MO 64131
Telephone: (816) 926-7203

Arkansas, Louisiana, Texas, New Mexico and Oklahoma
Business Service Center
819 Taylor Street
Fort Worth, TX 76102
Telephone: (817) 334-3284

Colorado, North Dakota, South Dakota, Utah, Montana and Wyoming
Business Service Center
Building 41, Federal Center
Denver, CO 80225
Telephone: (303) 236-7409

North California, Hawaii, and Nevada except Clark County
Business Service Center
525 Market Street
San Francisco, CA 94105
Telephone: (415) 974-9000

Los Angeles, Southern California, Arizona and Clark County,
Nevada
Business Service Center
300 North Los Angeles Street
Los Angeles, CA 90012
Telephone: (213) 894-3210

Alaska, Idaho, Oregon and Washington
Business Service Center
915 Second Avenue
Seattle, WA 98174
Telephone: (206) 931-7956

Washington DC, Alexandria, VA and Montgomery, Fairfax, Loudon and
Prince William Counties
Business Service Center
7th and D Street, SW Room 1050
Washington, DC 20407
Telephone: (202) 708-5804

GSA FEDERAL INFORMATION CENTERS TELEPHONE NUMBERS

If you need assistance in locating the local offices of a
particular sales program, call the Federal Information Center
(FIC) for assistance. This service, provided by the General
Services Administration, can tell you the location of the sales
office closest to you. Call the telephone number listed below
for your state or metropolitan area. All the "800" numbers are
toll free. These "800" numbers can be called only within the
states and cities listed. If your area is not listed, please
call (301) 722-9098 or if you prefer to write, mail your inquiry
to the Federal Information Center, PO Box 600, Cumberland, MD
21502.

Alabama
Birmingham, Mobile
Telephone: (800) 366-2998

Alaska
Anchorage
Telephone: (800) 729-8003

Arizona
Phoenix
Telephone: (800) 359-3997

Arkansas
Little Rock
Telephone: (800) 366-2998

California
Los Angeles, San Diego,
San Francisco,
Santa Ana
Telephone: (800) 726-4995
Sacramento
Telephone: (916) 973-1695

Colorado
Colorado Springs,
Denver, Pueblo
Telephone: (800) 359-3997

Connecticut
Hartford, New Haven
Telephone: (800) 347-1997

Florida
Ft. Lauderdale, Jacksonville, Miami,
Orlando, St. Petersburg, Tampa, West
Palm Beach
Telephone: (800) 347-1997

Georgia
Atlanta
Telephone: (800) 347-1997

Hawaii
Honolulu
Telephone: (800) 733-5996

Illinois
Chicago
Telephone: (800) 366-2998

Indiana
Gary
Telephone: (800) 366-2998
Indianapolis
Telephone: (800) 347-1997

Iowa
All locations
Telephone: (800) 735-8004

Kansas
All locations
Telephone: (800) 735-8004

Kentucky
Louisville
Telephone: (800) 347-1997

Louisiana
New Orleans
Telephone: (800) 366-2998

Maryland
Baltimore
Telephone: (800) 347-1997

Massachusetts
Boston
Telephone: (800) 347-1997

Michigan
Detroit, Grand Rapids
Telephone: (800) 347-1997

Minnesota
Minneapolis
Telephone: (800) 366-2998

Missouri
St. Louis
Telephone: (800) 366-2998
All other locations
Telephone: (800) 735-8004

Nebraska
Omaha
Telephone: (800) 366-2998
All other locations
Telephone: (800) 735-8004

New Jersey
Newark, Trenton
Telephone: (800) 347-1997

New Mexico
Albuquerque
Telephone: (800) 359-3997

New York
Albany, Buffalo, New York, Rochester, Syracuse
Telephone: (800) 347-1997

North Carolina
Charlotte
Telephone: (800) 347-1997

Ohio
Akron, Cincinnati, Cleveland, Columbus, Dayton, Toledo
Telephone: (800) 347-1997

Oklahoma
Oklahoma City, Tulsa
Telephone: (800) 366-2998

Oregon
Portland
Telephone: (800) 726-4995

Pennsylvania
Philadelphia, Pittsburgh
Telephone: (800) 347-1997

Rhode Island
Providence
Telephone: (800) 347-1997

Tennessee
Chattanooga
Telephone: (800) 347-1997
Memphis, Nashville
Telephone: (800) 366-2998

Texas
Austin, Dallas, Fort Worth, Houston, San Antonio
Telephone: (800) 366-2998

Utah
Salt Lake City
Telephone: (800) 359-3997

Virginia
Norfolk, Richmond, Roanoke
Telephone: (800) 347-1997

Washington
Seattle, Tacoma
Telephone: (800) 726-4995

Wisconsin
All locations
Telephone: (800) 366-2998

UNITED STATES DEPARTMENT OF COMMERCE
Minority Business Development Agency (MBDA)

MINORITY BUSINESS DEVELOPMENT CENTERS
MBDA's nationwide network of Minority Development Centers (MBDCs)
counsel minority individuals on accounting, administration,
business planning, invent