Descriptions of the workshops presented at the 14th Annual SADBOC Government Procurement Fair at the Earle Brown Heritage Center, Brooklyn Center, Minnesota

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2013 SADBOC
Government Procurement Fair
Tuesday, April 16, 2013
8:30 a.m. 3:00 p.m.
Earle Brown Heritage Center
6155 Earle Brown Drive
Brooklyn Center
WORKSHOP SESSIONS CARRIAGE HALL B
9:00 a.m.
The Basics of Selling to the Government
John Kilian, MN Procurement Technical Assistance Center (PTAC)
By now you must have some idea how huge the federal government marketplace is. The federal
government market is the largest in the world! Would you like to participate in that marketplace but
don't know where to start? Then attend this introduction to the basics of selling to the government.
You'll get basic information on the market, how the market is segmented, buying channels,
terminology, registrations and certifications involved and the starting points for positioning your company
to sell into the government market.
10:00 a.m.
Understanding the GSA Schedule Program
Maureen Cruz, General Services Administration (GSA)
GSA is a home to the most important contracting activity for all federal agencies. The GSA Schedules
(also referred to as Multiple Award Schedules and Federal Supply Schedules) Program, establishes long-
term government wide contracts with commercial firms to provide access to over 11 million commercial
products and services that can be ordered directly from GSA Schedule contractors of through the GSA
Advantage!® on-line shopping and ordering system for federal buyers. Participants will learn how to
locate their applicable Schedule application/solicitation, and receive marketing information as a means to
aligning the businesses with opportunities within the GSA Schedules process as well as other current
procurement needs, initiatives, and forecasts in the Federal sector.
11:00 a.m.
Selling to the State of Minnesota
Duane Kroll, MN Department of Administration
This workshop will provide an overview and details about contracting with the State of Minnesota.
Topics to be covered include an overview of the state’s purchasing practices; where the dollars come
from; how the dollars can be spent; how to get registered as a vendor; where to find business
opportunities; and State expectations of contractors.

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WORKSHOP SESSIONS CAPTAIN’S ROOM
9:00 a.m.
Vikings Stadium Update
Lynn Littlejohn, Mortenson Construction
This workshop will provide a broad overview of the stadium project, including building components,
timeline, project goals, certification requirements, etc.
10:00 a.m.
Doing Business with the Veterans Administration Medical Center
Elaine DeGroot, VA Medical Center (VAMC)
This workshop is an introduction to doing business with the VA Medical Center. You will learn what the
VAMC buys, how they buy and where to find opportunities. You will also learn about the VA’s Buy Veteran
First Program.
11:00 a.m.
Veteran Verification
Mark Cooper, MN Procurement Technical Assistance Center (PTAC)
If you are a veteran-owned business interested in doing business with the Dept. of Veterans Affairs or
State of Minnesota agencies this workshop is for you. If you have been asked whether you are a “verified”
or certified veteran-owned business this session is designed to help you learn the steps for applying for
that status.
The VA Center for Veterans Enterprise (CVE) manages the Veteran and Service-Disabled Veteran-Owned
business Verification process. This process of verifying that your business is owned, controlled, and
managed by veterans is complex. MN PTAC will outline in detail what the eligibility requirements are, what
corporate documents are necessary, what to expect from the application review process, and what
contract opportunities are available for veteran-owned businesses.
12:00 p.m.
Prime Contractor Panel – Are You Ready for Prime Time?
Learn how to work with prime contractors - what they buy, how they buy, and where to register. Good
starting point to know what questions to ask when you have your one-on-one matchmaking visits.
Gretchen Ebert, Medtronic
Christa Seaberg, Adolfson Peterson
John Taylor, Cargill
1:00 p.m.
Government Contracting Registration – System for Award Management (SAM)
Pat Dotter, MN Procurement Technical Assistance Center (PTAC)
What about SAM? –this workshop is designed to walk you through the process for creating an account in
SAM and migrating your “legacy” CCR account. Focus of the workshop will cover a New Registry in SAM,
updating your existing SAM record, User roles, and finding the SBA Dynamic Small Business Search
(DSBS) profile. A tip sheet will be provided to assist in areas where PTAC has identified SAM issues and
some work-a-rounds.

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WORKSHOP SESSIONS HARVEST A
9:00 a.m.
Introduction to the Department of Labor’s Office of Federal Contract
Compliance Programs
Noe Lopez and Nathan Sickels, Department of Labor –OFCCP
If you have a contract of at least $10,000 with the Federal Government you need to make sure you do
not discriminate and that you take affirmative action in hiring. Learn what is the OFCCP? What does the
OFCCP have to offer? What are compliance evaluations?
10:00 a.m.
Certification Panel
Randy Czaia, U.S. Small Business Administration (SBA); Stephanie Selb, State of MN-Dept. of
Admin.; Pat Calder, MN Unified Certification Program (MnUCP); Vanessa Manning, Midwest
Minority Supplier Development Council (MMSDC); Natasha Fedorova, Women’s Business
Development Center MN (WBDC); Dave Gorski, Section 3; Charles Gbadebo, CERT
How many certifications are there for small businesses and what opportunities do they provide access to?
This session is designed to answer those frequently asked questions and more. You will learn: Who is
eligible? What are the requirements? How does one become certified? What are the benefits?
11:00 a.m.
Understanding the HUBZone Program
Randy Czaia, U.S. Small Business Administration (SBA)
In 1997 Congress enacted the Historically Underutilized Business Zones (HUBZone) Program to encourage
economic development in designated areas through preferences in federal government contracting. You
will learn which areas qualify as HUBZones, the requirements that must be met to qualify as a HUBZone
small business, how to apply for HUBZone certification, and the benefits of becoming HUBZone certified.
12:00 p.m.
8(a) Business Development Program Orientation
Nan Ritz, U.S. Small Business Administration (SBA)
You will get an overview of the 8(a) program, application process and additional eligibility criteria. SBA’s
8(a) Business Development program assists small disadvantaged businesses to become competitive
enterprises in the U.S. economy. An eligible applicant firm must be a small business (based on SBA's
Office of Size Standards' NAICS code); be unconditionally owned and controlled (51%+) by one or more
socially & economically disadvantaged individual(s); be U.S. citizen(s); and, demonstrate potential for
success (in business 2 full years in primary industry that applicant firm is seeking 8(a) certification).
1:00 p.m.
Woman Owned Small Business Program
Thomas Linnertz, U.S. Small Business Administration – North Dakota District Office
SBA’s Woman Owned Small Business (WOSB) program is aimed at expanding federal contracting
opportunities for (WOSB). Learn how to compete for federal opportunities, while helping achieve the
existing statutory goal that 5% of federal contracting dollars go to (WOSBs). Identify the 83 eligible
industries that have been under-represented.

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WORKSHOP SESSIONS HARVEST B
9:00 a.m.
Commercial Item Contracting: A Simpler Way to do Business with the Federal
Government?
Mark J. Blando, Eckland & Blando LLP
The Federal Acquisition Streamlining Act (FASA) was passed in 1994, ushering in what promised to be an
easier way to do business with the federal government. FASA was the commercial item regime, which
encouraged contracting officers to obtain commercial products to meet their needs whenever possible.
This session will look back at the much ridiculed specification-driven regime, and the resulting call for
reform that led to the passage of FASA. We will also review current regulations governing the acquisition
of commercial items, including a detailed but simplified parsing of the complicated FAR definition of
"commercial item." Attendees will gain a clear delineation of which contract clauses are – and are not –
applicable to "commercial items" and "commercially available off the shelf items." We will also explore
other key aspects of commercial item contracting, including the solicitation process, use of past
performance information, and subcontracting issues. The most popular form of commercial item
acquisitions under FAR part 12, GSA Schedule Contracting, will also be briefly addressed as it relates to
the overall commercial item regime.
10:00 a.m.
Doing Business with School Districts
Scott Gjesdahl, School District 196 – Rosemount, Apple Valley and Eagan
This workshop will provide an overview on how to sell to public schools in Minnesota.
Topics include an overview of where the dollars come from; the different budgets and associated timing;
where to find business opportunities; public school competitive purchasing requirements; understanding
the bid process; and what makes a supplier a good business partners for public schools.
11:00 a.m.
Important New Developments in Small Business Contracting
Tim Connelly, The Law Office of Tim Connelly PLLC
The State of Minnesota and the Federal government actively promote the use of small businesses in
performing procurement contracts and subcontracts through the use of set-aside programs and bidding
preferences. The laws, regulations and contract clauses applicable to these programs can be complex and
are constantly changing. This session will review basic principles governing how your small business can
qualify for these programs and maintain compliance throughout performance of your contract.
It will include a review of important new developments related to limitations on subcontracting, and
critical new information on how to assemble joint ventures and other teaming arrangements to compete
for, win and perform government contracts.
12:00 p.m.
Teaming for Federal Contracts
Selena Sizemore & Donald McIntosh, Chicago Urban League,
Midwest Regional Teaming Program
The Midwest Regional Teaming Program is designed to develop teams of small businesses to pursue large
Federal prime and 2nd-tier contracts. Learn to develop teams of small businesses to pursue large Federal
prime and 2nd-tier contracts. Business owners will receive support in preparation for teaming
arrangements, in development of contractor teams, and in identifying procurement opportunities to
pursue.

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1:00 p.m.
Bidding and Estimating
George Costilla, MN Department of Transportation
The process of bidding and estimating, from MnDOT e-learning on website, to historical
Bidding data, where to find bids and guide to bidding.
Search websites to bidding opportunities with different agencies.