Sandy Ratliff, Business Services Manager with the Virginia Department of Business Assistance, presents to the Vinton Chamber "Selling to the Commonwealth" presentation conducted February 11, 2010.

1. SELLING TO THE
COMMONWEALTH
Sandy Ratliff
Business Services
Manager

2. Welcome
Our objective:
Doing Business with the Commonwealth
Governor’s Executive Order 33
SWAM Certification
Registration with eVA, the State’s Electronic
Procurement System
Various Reports available in eVA

3. Small Business in
Virginia
 Small Businesses constitute
99% of all Virginia businesses.
 Small Businesses create over
60-80% of all new jobs.
 Small Businesses account for
half of the Commonwealth of
Virginia’s contribution to the
U.S. Gross Domestic Product -
a whopping $160 billion.

4. The Virginia Department
of Business Assistance
VDBA supports economic development in the
Commonwealth by working with new and existing
businesses to provide business and economic
development communities with:
• workforce incentives
• financing
• business information and counseling
• state procurement assistance
• incubator counseling and
• educational opportunities

5. Ask VBIC = 866-
248-8814

6. Virginia Department of
Business Assistance
VDBA
Business Information Virginia Jobs Investment
Financial Services
Services Program

7. Business Information Services
To help businesses get started and to grow.
Formation Assistance
 Virginia Business Information Center (VBIC) 1-866-248-8814
Bridges the 26 state agencies, over 100 programs and over 300
forms that may touch a Virginia business
Virginia Central Business Portal
(www.business.virginia.gov)
Covers registration, taxation, licensing
Interactive Business Plan CD
5 Step process to a business plan
 Entrepreneur Express Events
150 Events – 7,500 Trained

8. Virginia’s Business One Stop
Are you starting a business?
Virginia’s Business One Stop system can help
Winner of the you determine your business formation requirements and can
2009 pre-fill your business registration forms.
Governor's
Technology
Visit http://www.virginia.gov/bos/index.html to
Awards
access the Business One Stop System.
Create a Business One Stop account.
Answer a few brief questions about your business.
Receive a list of action items and pre-filled business
registration forms.
Questions? Contact the Virginia Business
Information Center
1-866-248-8814 (804) 371-0438
vbic@vdba.virginia.gov

10. Growing Your $ales
Workshops
 Business Sales Growth Program
 Market Research and Expansion
 Financing
 Growth Management
 Partnered events for SWAM
certification and eVA registration
 Networking of businesses and
decision-makers

11. One–on-One Counseling
• Need Help:
– Accessing New Markets/Sales Growth
– Connecting to Local, Regional, State and
Federal Resources
– Marketing/Promotion
– Financing Resources
To schedule an appointment, contact:
Sandy Ratliff, Business Services Manager
276-676-3768
Email: sandy.ratliff@vdba.virginia.gov

12. Entrepreneur Workshops
• Partnership with Service
Providers and localities
• Provide information on
available resources to start
and grow a business
• Statewide Program
• Free – ½ Day Session
• www.vastartup.org
• Upcoming Events: March 11
Christiansburg; May 12,
Rocky Mount

13. Social Media Workshops
You-Link-Twit-Face
Upcoming Events:
• April 14 – Clintwood, VA
•April 29 – Wytheville, VA
•May 18 – Galax, VA

14. Virginia Jobs
Investment Program
• Workforce recruiting and training
– Create minimum 25 net new jobs within 12 months and capital
investment of at least $1,000,000
– Minimum entry-level wage of $10.00/hr required. Only full-time jobs are
eligible.
• Small business workforce recruiting and training
– 250 employees or less, hiring at least 5 new full time employees within
12 months of operation and capital investment of at least $100,000
– Minimum entry-level wage of $10.00/hr required. Only full-time jobs are
eligible.
• Retraining
– Small businesses that are retooling and installing new technologies
– Company must retrain minimum 10 full-time employees.

15. Financing Programs
• Direct Lending: In partnership with banks and other
lenders, we provide direct loans in economic
development transactions. We also provide direct loans
under specific programs designed to promote
environmental stewardship and assist licensed daycare
centers and family home providers.
• Indirect Lending: We provide loan guarantees or other
types of credit enhancements to commercial banks in
order to increase access to capital for businesses.
• Conduit Financing: We are the statewide conduit
issuer of tax-exempt industrial development bonds for
manufacturers and 501c3 organizations.

16. The VSBFA Does Not Give…
• Grants
• Loans or guaranties of loans without collateral
• Loans or guaranties of loans without personal
guaranties from all significant owners

17. Connecting to State
Government Markets

18. Governor’s Executive Order 33
The Commonwealth of Virginia purchases
almost $5 Billion in goods and services
annually
Small Business Goal – 40%
Small business goals in every state agency’s
procurement plan

19. SWAM Certification
• Small AND/OR Woman AND/OR Minority
• Department of Minority and Business
Enterprise (VDMBE)
• www.dmbe.virginia.gov
• Mandatory set-aside program

20. Current Procurement
Guidelines for Non- Technology
Goods and Services
$5,000 and under: Buyer only has to get one verbal
or written quote from a certified small business.
Contact the buyer to let them know what commodities
you can provide. The public report in eVA will help you
identify what buyers are buying your commodity.
$5,000-$50,000: Buyers place an electronic quote in
eVA utilizing Quick Quote, if your commodity code
matches the code the buyer used, you will be
automatically emailed a notice of the opportunity
More than $50K: A formal solicitation, Invitation for
Bid or Request for Proposal (VBO), again you will
receive an electronic notification of the opportunity

21. Vendors Manual
• on the eVA Home Page
www.eva.virginia.gov
• your guide on the rules
and regulations

22. Hey Big Spender……
Some of the top spenders in the Commonwealth
Virginia Department of Transportation (VDOT)
State Police
Department of Mines, Mineral, and Energy
Department of General Services
Department of Corrections
Universities: UVa, VaTech, VCU, GMU, JMU,
CNU, CWM, VSU

23. • Examples of Purchasing:
– Instant Ice Tea
• 01/01/2009 – 12/31/2009 = $23,455.71 - 46 PO’s
– Novelty – Specialty Advertising Products
• 01/01/2009 – 12/31/2009 = $152,905.34 - 152 PO’s
– Grounds Maintenance: Mowing, Edging, Plant (Not Tree)
Trimming, etc.
• 01/01/2009 – 12/31/2009 = $14,566,567.94 - 1150 PO’s
– Tires and Tubes, Passenger Vehicles
• 01/01/2009 – 12/31/2009 = $72,103.64 - 7 PO’s
– Concessions, Catering, Vending: Mobile and Stationary
• 01/01/2009 – 12/31/2009 = $6,187,712.31- 11,757 PO’s
– Building Maintenance
• 01/01/2009 – 12/31/2009 = $90,611,650.85 - 9285 PO’s
– Earth Moving Equipment Rental
• 01/01/2009 – 12/31/2009 = $8,573,333.24 -621 PO’s
– Cleaning Services, Steam & Pressure
• 01/01/2009 – 12/31/2009 = $3,358,694.55- 303 PO’s

24. • Examples of Construction Purchasing:
– Residential Construction - Apartments
• 01/01/2009 – 12/31/2009 = $26,235,903.95- 22 PO’s
– Building Construction – Non-Residential
• 01/01/2009 – 12/31/2009 = $26,235,903.95 - 22 PO’s
– Construction General
• 01/01/2009 – 12/31/2009 = $332,674,431.46 - 285 PO’s
– Heating, Ventilation & Air Conditioning
• 01/01/2009 – 12/31/2009 = $409,713.50- 154 PO’s
– HVAC Maintenance
• 01/01/20089 – 12/31/2009 = $960,500.11 - 534 PO’s
– Excavation
• 01/01/2009 – 12/31/2009 = $85,506,481.93 - 339 PO’s
– Carpet Cleaning, Dyeing, Installation & Repair
• 01/01/2009 – 12/31/2009 = $973,018.07 - 330 PO’s

25. Selling to the
Commonwealth
Register on eVA, the state’s electronic purchasing
system. All state agencies have to place their orders
through this system.
http://www.eva.virginia.gov

26. Selling to the
Commonwealth
Obtain your SWAM (small, women, and minority)
Certification from the Department of Minority and
Business Enterprise
http://www.dmbe.virginia.gov

27. An Electronic Marketplace
Access to buyers from 171 state agencies
More than 575 city and county governments
Over 41,490 registered suppliers
Over 13,065 participating buyers

28. What You’ll Find on eVA
Current solicitations
Current statewide contracts
Reports which summarize historic spending
Connection to hundreds of state and local
government buyers who use eVa for
procurement

29. Avoid Common Mistakes
Make sure NIGP(Commodity) codes are
accurate and current
Keep your contact information current in the
eVA system. If your email address changes,
update this in eVA or you will not receive
notifications of opportunities
 Register as a premium vendor, not basic.
Use service area for statewide or you could
potentially miss opportunities

30. eVA customer Care
1-866-289-7367
eVACustomerCare@dgs.virginia.gov
System issues, changing certain account
information, technical questions, password
help

31. NEXT STEPS
Educate Yourself
• -Business Portal www.business.virginia.gov
• -VDBA site www.VDBA.virginia.gov
Call for Assistance
Virginia Business Information Center,
1-866-248-8814 (toll free)

32. Government Contracting Experience

33. What have they done:
• In April 1, 2008 set profile and commodity
codes, on eVA.
• From 4/1/08 to 4/1/09 sold and completed
contracts totaling over $157K of new
commercial business. Also picked up an
estimated $100K of sub contracting
business for commercial and property
related contracts.

34. We have XL formats for:
• New opportunities
• Vender profiles
• Quick Quotes
• Sub Contracting
• And much more

36. ----- DO NOT REPLY TO THIS EMAIL -----
Dear _______________,
This message is to notify you and your location that
an amendment #3
to the following solicitation has been published to the public:
Solicitation Type : IFB
Issuing Organization : A216
Solicitation Number : IFB #08-09-72
Solicitation Version : 3
Solicitation Description: Construct three (3) offices in Room 100A of Carrier Library.
Work Location : James Madison University, Harrisonburg, VA
NOTE: all times displayed in eVA are EST
Click here to view the solicitation:
https://vendor.epro.cgipdc.com/loginEngine/index.jsp?openDoc=openDoc&DocumentCo
de=IFB&DepartmentCode=A216&DocumentID=55484&DocumentVersNo=3&Destinatio
n=pNAPSolicitation

40. eVA’s Home Page

41. Vendor Tab

42. Vendor Reports

43. Public Report to View
History

44. Report Summary

45. Report Details

46. Purchase Order Details

48. SWAM Certification

55. If you always do what you’ve always done,
You will always get what you’ve always got!

56. Lets Connect:
Sandy Ratliff
The Virginia Department of Business Assistance
276-676-3768
sandy.ratliff@vdba.virginia.gov
Online:
Twitter: http://twitter.com/sandyratliff
Facebook: http://www.facebook.com/sandy.ratliff
LinkedIn - http://www.linkedin.com/in/sandyratliff