How to industry sign banking alabama rfp
unless they specify the instructions to offer that they want it in a certain format word or PDF is usually acceptable you're going to find that some purchasing agents are extremely anal and the ways they want you to return the documentation meaning they want a certain size font they want a certain color font they want a certain type font they want one inch margins they want I mean really explicit how they want the the bid submitted and you're going to find that those purchasing agents are usually the ones that don't follow up very well and and they're kind of hateful to some extent you know and you're going to find that usually the other end of the spectrum is that and this is just people in general I talked about 5050 roll all the time half the people on this planet have a good grasp of things and they realize it takes us all as a team to make it work and now they're good communicators and they're always positive and and the other half of the people on the planet or self-centered pretentious you know and purchasing agents are human so it and it's probably not fifty-fifty I've had people argue is probably more like a t20 but you get the picture yeah you're going to find purchasing agents or either really laid-back and easygoing or they're extremely anal and very difficult there's really no one between so to answer the question unless they specify the instructions to offer then yes word or PDF is fine now John what I I made an error on I'm mi watch one is your shows to wear a mess around and downloaded the PDF okay you know to to my laptop right now uh yeah and then I thing where you say don't download it and you can use it for ever because it was free now what should I do that's PDF escape um that's no big deal because I believe they've got it set up now where you can actually go back in and start another trial version uh-huh this is this is what he saw about right here the program called PDF escape and I've been using it I mean we have full versions of adobe acrobat and adobe illustrator and we pay for some expensive software here but those programs are so complicated they have so many buzzers and whistles that I've never even bothered to learn how to use them because you can use PDF escape online for free it's a great program it's very easy to use you just go to the website click on free online click on upload choose a file you can either browse it or you can go to your desktop and actually grab a file and drag and drop it right into the program like and we'll use that now I don't have to delete the one I have I don't think there's any God over it it used to be a guy used to work like this you used to work like this when you when you finish let's say I did this document and i finished my edit and i'm good to go right then what i would do is i would print it directly to a PDF program because if you are so right here i can print it save it as a PDF if you don't do that and you save it right here it keeps tracks keep track of how many times you can save it and they only give you so many free trials so eventually it would give it ask you to pay now I think since I've been pushing their program and have been talking a lot about it and it's in a lot of my training videos I think PDF escape I think the company actually saw that I was telling people not to save it and the print them for free so you can spend to use the downloaded version and I think they just said to all the heck of it let's just let them continue to use it for free cuz someone told me the other day that changed and I'm thinking maybe I had something to do with it so so what about the cloud then that's what I'm because obviously in the PDF cloud yeah the PDF cloud um you know it's just another place to save documents America nothing wrong way that you can backup documents there there the purpose is that they're secure and there's unlimited space you know for backup purposes is important okay yeah I think they're okay and i do want to take a minute to thank you guys you know you guys think me all the time and I never returned the depreciation I really do appreciate you guys my main training video in the last month has gone from 4200 views to 7,200 views in one month and I really appreciate that you know you guys are beneficial no it's beneficial and you helped me a lot just watching your videos nice I appreciate it yeah I'm a lot of my videos are going viral right now which is awesome even under categories that I wouldn't normally come up because I talk so much about the instructions to offer i'll come up 1 2 4 5 6 7 8 9 10 11 12 13 14 16 out of duty under instructions the offer of mine and if we actually got out 52 out to dash 1 which is the main far i'm the only video that comes up under 50 to dot 2 and 2 dash 1 which is the primary expressions offer so and it's because of you guys so thank you you're welcome all right hey does it look like it's anybody else had a problem logging in does anyone have a question or a bitter proposal they want to work on today let's get to it well I have one yes I do to email it to me I sent you the I senshi direct number what you know did you send it from just be i sent it to yet to John just you with the with the number on there we find you sit now I didn't seen you know number but I could just call it out to you cannot I mean I don't mind go ahead and send it to the chat window trap window you don't mind yeah right here and go to me there's a chat window and the only reason why I do that is because that when reading that number out its there's so many letters and numbers that sound like a bee sounds like seed sound by D and we wind up spending 10 minutes just trying to figure out the number so if you could just text it or email it or chat it that'd be awesome so I do because I don't have control of my mouth all you'd have to go to a nut yeah you'd have to go out of the program all right just go ahead and give it to me okay and the number is 0 3 14 17 000 6031 417 00 06 correct all right let's take a look at what bees got and will come to you next I know I got a call back when it's today so i will get through this as fast as possible make sure i get everybody who is it this one be I know you sent it over last week now where's it at can you still hear me you call it to the female right yeah I think we lost her oh I'm here I'm looking at opening up what's your email uh psi 2,500 at gmail that's right i'm not talking to be there we go okay that me ok so let's start with what questions do you have about it first for mine I'm trying to get on your don't go to meeting site here because I didn't do that yet I just have my darn thing pulled up my bid I guess I wanted to know if I can find this thing i'll tell you there's a couple of different things i find it first the top it says just complete blocks 12 17 23 24 and 30 yes you're quoting an alternate where am I that's what's that that's what's called a standard form so let's take a look at a hot water pressure washers yes ok I'm going to access the file oh this is due today at five yes well six really our time cuz its central gotcha okay I forgot we had that nice holiday in there last week yeah so download the form i make it bigger so it's easier to read because i'm getting old and box number 12 you know what the discount terms are well didn't you tell me that when they start dealing with a small business they make it i was going to make a dep 30 but didn't you tell us that they do it yeah do it like this because they they have to pay you within 15 to 30 days because you're a small business but you can still give them a discount term do it like this net 5-1 percent that simply means if they pay you within five days of invoicing you'll give them a one percent discount off of that invoice okay guy you gotta get you paid quicker yeah and I you can always tack the one percent on your price so you're not technically losing anything it's just a toke really well it's our first real bid with them so I have no idea that's all right that's what I'm here for that's what I'm here for so that's block numbers well that's your discount terms blocked number 17 is who you are you are the contractor you are the offeror so you put your cage code right here leave the facility code blank you don't have a facility code that's for government agencies and government like private colleges and stuff like that then you put your company name your company address and your telephone number sometimes it'll have a section here for Duns number in which case you put your Duns number there this one doesn't so okay cage code company name address telephone number that's it watch 23 and 24 that's your pricing so this is 23 and 24 it's telling you to see schedule so we're going to go to that next okay Mach number 30 is where you sign I hear sign day title if you can sign it in blue ink print and title blue ink and date it moving if you can if not it's not a big deal Louie just shows them that it's a real signature and it's not a photocopy okay I black ink they can't tell if it's a real signature if it's photocopy which ninety-nine point nine percent of the time is acceptable okay make sure we always sign in blue ink if you can if you can sign it or link and scan it back in a blink because sometimes they'll specify an instructions to offer that they want an original signature and the only way to tell is if it's different color but you don't want to use red or purple or pink blue that's it if not do it in black ink don't worry about it alright the next thing we need to do is we got to go back to 23 and 24 it says see schedule scroll down it says he's scheduled again scroll down and here's the schedule this is the continuation sheet this is the schedule so they want one quantity unit each of this hot water pressure washers so your price would be what it would cost per unit times one there okay so it would be the total price would be here and here and then you would carry that down here all right then if there was a second line item number which this is item number one COI n is a contract line item number it's the same thing as this is but this is probably the freight yeah they want to inspect it at the location they want you to deliver it so you have to pay for the delivery on it great to this location and that's all they need on this document the residence is far clauses now I know right off the bat based on the instructions to offer right here they're probably going to want a copy of your cap statement a cover page a signature page an index page your technical proposal which would be the brochure for that pressure washer your price proposal which would be this document here with the pricing on it and possibly references I don't know until we actually go to the instructions to offer and read it and find out exactly what it is they want to buy to do that this is only a 15 page document but I'm lazy I don't want to look for it so I'm going to do a ctrl f and put in the word instructions and zoom down until I find structures offer it's right there okay so important follow these instructions to ensure your quote is not rejected this is one of the most straight-up statements the government makes right here follow the instructions to ensure your quote is not rejected because quotes get rejected all the time because people didn't follow the instructions hit ctrl f it took you there you hit ctrl f and it opens this little search window up here and you can type in any term in here and it'll take you to where that term is on the document i don't like reading the entire solicitation i like finding what i need to find and reading that first to make sure I even want to do it before I read the whole thing right right so back to instructions hit next access to the instructions offer so we're going to read the instructions believe it or not more quotes are thrown out because of not following the instructions that are thrown out because the pricing was off really you look at it this way this goes back to the 50-50 roll okay you government and I'm not talk about government employees I'm talking about people in general you got a person who they have to get three bids in order to award something but what happens if they get 10 bids they don't want to go through seven other bids they only need three and as you know human beings are lazy in general they they're going to find a reason to throw seven of those out and if you don't follow the instructions that's the first reason is a lot of purchasing agents the first thing they do when they get proposals as they'll double check the math and if your math is off they'll throw it out because it says in the instructions to offer your math must be dead on and I'm telling you this by experience at a client lose a huge contract to build a nuclear power plant because they had a typo in their math it was off less than a dollar and their bid got thrown out your hand yeah you're talking a bid to do a nuclear power plant takes weeks to put together weeks of research it had to have a bid bond that had to have so much documentation you know literally weeks of paperwork to submit that bid and then they were told that they lost it they would have been they were the first choice but they lost it because there was a mathematical discrepancy so always double check your math always read the instructions the instructions are right here offers affect examine sensationalist races tell you do so will be dog food risk each offer shall furnish the information regardless of those photos mazzimo blah blah blah if you have a GSA contract state contact number and expiration date if availability on service not possible delivered eight say the southern state compliance with the date indicated item such as mother to commercial Kellogg please include the following number date pages if not please include your price determination destination pricing means they want you to include shipping as part of the cost not multiple items deuteros is annoying something certain types of email attachments so they don't want executable JPEGs or zips so they're telling you right here they want this in a PDF or Microsoft Word or Excel format okay and that's it this is a real simple one they do want to include a packing list showing supplier blah blah blah these are the hours of operation for delivery so you are still going to have to read to this document fortunately it's only a 15 page document it's not a big read okay good all right when you get to the when you get to the part it looks like this the 52 dot 2 1 253 252 dot this is all stuff we do for you you're going to download a copy of your reps and certs and more than likely include it with this vid based on the instructions okay right all right any other questions on this one oh my jump off and go do this you got it get her done you only got an hour and a half thank ya oh right um let's look up this Oh 3 14 17 triple oh six okay I'm here now this is just a solicitation number i'm giving you because it's it's about four or five level my I'm just giving you that lot I haven't gotten to the pricing back yet I talked to him today and she said that they she shipped the instructions over to transportation so she waiting on transportation to get back with her to make sure that doesn't deliver okay okay to that date to their specific dates be just a second looks like somebody's having a problem logging in okay the register okay okay okay 3141 slips 17 years you're 06 40404 zeroes yeah now that's going to say dearie but I'm not for sure that's the what there's tally happy yet this one's for bread it says yeah okay 40 a matter of fact let manufactured you just put in and put in eight put in a 0 0 0 8 the last number 8 got there they're all tapped Tallahassee four zeros yes correct yep kinda happy okay okay so let's start with what what questions you have okay same thing that really applied to the one lady was just talking to you you wish to control f and brought up the instructions so basically that's what I'm you know my concerns okay so I make it bigger and then ctrl f and instructions for you they just want us to non-destructive okay type 10 injections but this document is not a live document see how it's got lines on it this is a photocopy so it's not going to work you can't search a photocopy you can only search a real document
o this control left trick isn't going to work for us and we know that because I can see the lines on I can see it's a photocopy now if you don't know that and you go in here and you put in your word and you don't find anything before you give up put in a basic word that you know will be in here like thee and if it doesn't find thee then you can't search it we're going to have to do it manually now it's a 20-page document so again we don't want to read its entire document until we know it's something we're definitely interested in so we're going to try and figure out where the instructions to offer are and where the statement of work is those are the two things we need to know in order to submit did okay okay so here's the standard form babe are you filled out they've already filled it out they're going to give you net 50 but they're not saying what the discount terms are so I you know they could come back and say well the discount terms were net 15 minus ten percent oh hell no we're not giving you a ten percent discount that wasn't discussed up front so we need to know before we submit this what these net terms are okay okay okay ah you're the contractor offer so again cage code company name address telephone number nothing in the facility code leave that blank okay 23 and 24 is what we're selling so they want a kosher second course on blah blah blah blah they're not telling us what it is we're gonna have to go down to the line item see what it is so here's your line items when they give you a period and they give you multiple zeroes this is since that's one tenth of a cent 100 of it sent one thousand ten thousands of a cent only reason why they do this is because it tells you indefinite that this is where the amounts the quantity stops here okay so that 70 will fill with that 720 720 okay right this is 400 that's 400 that's 260 it's not seven hundred and twenty million okay put in the commas that would be a hundred thousand million it be 720 millions for the commons in there this is 720 quantity total 400 400 264 80 okay okay guys 15,000 that's 6,000 that's 37,500 etc okay and they want pricing on each unit and the unit is looks like the unit here is my case each individual package must be marked that looks like that's case as well now now now that right there is basically for the suppliers they submit I mean they put their price in their right to unit prices through the amount right no you're the supplier you're the contractor you're the supplier so you're going to put you're going to get a quote from them you're going to take a quote you're going to mark it up to include to include the cost of the freight and include the closet of your profit okay and then you're right okay yep your your markup on their costs with your freight and your your profit profit being you know covering your overhead and everything else and then that's the unit price and the unit products at times the quantity 720 which would be the total amount okay now sometimes you're going to see in the instructions to offer they're going to make you disclose who your supplier is okay they might do something called the cost plus so they're willing to give you five percent on top of whatever your supplier quotes I don't see those very often and I haven't seen recently where they're asking for the my mind just went blank what was I talking about quantity vs 0 when they require you to disclosure your suppliers they don't do that very often anymore so they won't know who your supplier is or how much they're charging you know okay once you fill in all your pricing that is 500,000 so you know because there's our period right there the addendums own you you you are they intentionally leadpages blank I don't know either that I see that quite a bit it's crazy okay so there's your instructions to offer this is how they want you to submit the bid ah bah blah blah they want you to complete paragraph B in the provision reps and certs electronically is on so you want to submit that if you didn't have it online you would have to submit a physical copy of it yeah the rest of this is just reps insert so this is a pretty pretty simple solicitation to submit skip all that basically so basically just fill out the unit prices and stuff and like what you said instructions for off with that instructions of all four instructions to offer it doesn't say all right in there that they want right I said you can submit your orca online which is not even called the orc anymore that's how old some of these systems are they quit calling over to back in 20 2012 Hut and say yeah I emailed you a cup of day a few weeks ago about that couple weeks ago about Orca yeah I tell you I went into my profile and seeing I'm okay with that yep your reps and certs are done online and you're saying we do that for you so they all they want on this edition's pretty cut and dry before you submit it send me what you got let's look it over make sure that you didn't miss anything all right okay right okay sound acquittance that's pretty much dude that's what I really wanted to cover just what you just did you got it sounds good you got me aunt now I'm really amped there you go get it done I'm okay thanks a lot yeah no problem who the next slide is none yeah what's going on um inferno i emailed you I know you can solve yes what do you know address did you send it from a lot calm Sierra Lima octopus mike eagle uniform Charlie yep there we go okay and what questions do you have let's start there alright my questions on on the both of the what's it called the PDF it's a task for the packages yes the esso w PDF it says the contractor shall have a client certified radio tower condition certificate or whatnot ok so I don't have these certification certification I was wondering you know if I can subcontract that part and fulfill contracts myself yes yes if there's a specification for type of certification or a lot of times we'll get like security contracts without requiring it a high level or top secret clearance vendors are usually allowed to do it as long as they have a subcontractor who meets that requirement now i have seen certain security contracts that are armed security at certain facilities where they require everyone who enters that facility to have a top secret clearance in which case then you couldn't know i got but as long as long as it doesn't specify that in here I and you do note to the purchasing agent when you submit the bid that this is your subcontractors certification you're fine and under the contract or manpower reporting applications further down on the PDF year on right now right what it doesn't apply to me and you know can you guys help me fill it out if it does manpower reporting means you're going to specify and keep track of all hours that were worked by your by you by the subcontractor etc okay and on general contracting licenses up this solicitation um possibly i'd have to read it to find out but if it doesn't specify if it's not in the instructions to offer then it's pretty much open season it sort of thought I mean so I'm not sure yeah it's just Sources Sought they're not really going to give you much information at all yet right okay so they said on they want something to respond to them they need to to uh to bid or what not however respond to them and up another understood I would go back to the sources side the synopsis and see you you okay so not responding to this notice does not preclude you from participating in the future okay you see attached state to work for services needed respond to the source to stop please provide okay so they do want you to provide them with the name of your firm pointed contact phone number email duns number cage and statement regarding small business status certifications sdv8 a HUBZone service disabled veteran WSB in the responding nags code identify whether your firm is interested in competing for this requirement as a prime contract or not identifying subcontracting joint ventures or teaming agreements that will be pursued of any information is sufficient detail regarding previous experience that you have along with this lines information to help determine the requirement maintenance repair love blah blah blah identify how the army can best structure these contracts requirements to facilitate competition by the monks from business concerns didn't find a conditioner actually be having effect unnecessary restriction computer please select ok so they're saying they want you to submit a document that has all this information on it but if you don't you're not excluded why would I would do it obviously because you know it's a source of sought they're looking for additional information and when you follow the instructions you're showing them you know how to follow the instructions and that you're also you know you're an expert in the field if you're going to dig what they're asking you to provide them basically this is just your cap statement that has all that information on it you need to specify that you're going to be subcontracting and by subcontracting your subcontractor carries the registrations and certifications make sure you specify that and do I need to tell them everyone who can be self conscious I mean let's say a hundred percent of the contractors and subcontractors aiming to know that and as in say that you have to specify what percentages but they do want you to list all your subcontractors okay and you list experience of your subcontractors no just about it they a lack of performance affected here if I have no not affect you because you're going to use your subcontractors bass performance oh okay okay I got you right that's true now this is where your sub needs to step up and they want you to tell them if there's anything that needs to be changed or modified there's a way they could do this better this is where if you were a prime and you knew about all this stuff and you had the insight you could give them advice on what they're buying and if your advice is beneficial to them you know let's say there's different the purchasing agency most of them by all kinds of stuff okay most purchasing agents are what I call the jack of all trades they buy fifty thousand different things a year they know nothing about any of them really and the grand throwing the things they're not a master there there you know jack of all trades there's some purchasing agents out there that only by one thing all year and they know everything about it as a purchasing agent I met a couple years ago when Sam was implemented all she buys his blood and plasma and at the time she couldn't pay her vendors she was some issues but she knew everything there was to know about blood and plasma these guys are probably the jack of all trades so they don't know much about this repair or this maintenance of this product they just know it has to be done so they're giving you the vendor an opportunity here to identify any conditioner action that may be having an effect unnecessarily restrictive competition so any ideas you have that can make it easier for small businesses to buy this if there's something or to sell to this this government agency if you see a problem with what they posted here if you have a better solution or a cheaper solution they want you to tell them they're looking for recommendations that's why this is put out as a source of sauce because they don't know enough about it right now they're looking for more information gotcha right so I'd really want to go down to the site with my myself in the contractor bring your stuff do the site visit if you can etc for sure John baby so much we move on to the next proposal yes I'm all right please pull that up it's what we actually looked at before I just have a couple questions I I actually started making files and all my my interest in these rotations and I just put a notes file in there as well with all the questions what questions do you have let's start there are we in the oh yeah they're okay on the RAF I think it's the info in the docks I'm not sure that says the references office i'll finish oh yeah okay on the ref info duct the fourth line it asks for a percentage of work to be subcontract can you write all of it well now it's pretty much the same question that the last one you know will past performance and references no can I leave the references blank no you must go in the blank you know you're going to use your your subcontractors past performance and references yeah you would use his past forms Andy's references when it comes to references i can tell you this for a fact I purchasing agents rarely check them if ever check a reference and I can say this with with the firm understanding yes because ever since I started here back in 2009 when people don't have references I tell them to use me as a reference and I've had them used me over a thousand times and I've never once been called by a purchasing agent to verify the reference so right I don't think they ever check them at all but you still need to follow the instructions I got suit okay I agree right here failure to furnish this information may result in termination on responsible responsibility if they only have to give five bids and they get eight they're looking for a reason to throw three of them out right all right um and you know if you go about the one with the solicitation were just talking about the amount are recording of attention that only applies after the contract has been filled prep manpower reporting is that they want you to specify how many hours everybody did everything that it was filled meaning the con yes now for example Wells Fargo Bank is one of my clients wells fargo bank does huge contracts with the government and they had one contract specification with manpower reporting but her question was will this you know we don't do anything we're not physically doing work for this contract we're not building something we just provide them with the insurance and they pay us for it you know it's this very little labor involved but he wound up using the hours they invested in putting the bid together you know they had to do something so that's what you used but manpower reporting for something like this where its construction job or repair they wanted they want you to keep track of all hours every day right so again I'm only enough to fill that it in after work so right now on the on the contract or the bull hill tower the first time we looked at for me to reach out to them I'm going to need to email the guy who coming inside the via the CEO who equivalent put out his information there is an email with a capstan correct ah it said to so you know what you know it sounds let's let's hook from this one right now and we'll go back to that one on this dislocation working on I want to let them know that I'm interested and I guess so the question applies to both contract how do I go about letting them what I'm interested in I want to go down for a site visit the site visit you register right here site visit all visitors strongly encouraged to visit site verifying about closets ability so party to make arrangements ibis you just email Robin Panish let them know you'd like to make arrangements for a site visit and you email him you email him like this oh no he's got his phone number so you just give em a call give them a call and I really you just give em a call and tell them you're calling in regards to solicitation number HSC g27 17 q5 CVO 80 if you don't know the military alphabet learn it because a lot of these purchasing agents are military and military stands by each other even if you're not military never never ever ever lied to the government but if a purchasing agent thinks that you're something that's his problem and if that gives you a better chance to win the contract that's your benefit okay I using the military alphabet purchasing agents will assume that your ex military and military sticks together they do veterans stick together doesn't matter if your army and he's Air Force you guys will make fun of each other all day long but when it boils down to it you guys will stick together so if you learn the military alphabet you will win more contracts just because they think your military or they'll trust you more that shows you a little bit more professional you make it easier
n them when you call them up to say yeah I'm interested in hotel sierra you know and you use the military alphabet versus you say i want to do a site visit for HSC g27 17 q5 CBO 80 and he's like was that a C or D was that a GRT you know just like us going through and trying to pull these up ourselves and we're going back and forth when we get in the letters wrong learn the military alphabet it'll make your job much easier make their job easier the easier you make it to them the more you'll you know memorial clothes so all you want to do on this site visit is call him and so I'll know that you know you want to arrange a site visit for and just arrange the site visit don't start asking them questions and you know calling them every 10-15 minutes the site visit he's scheduled us got a site visit just for that so you can come ask questions they are on site right I was looking at the address provided on the on the contract and I pulled it up on google maps and it doesn't look good baby yeah just pulls up in the street street view is not what is explained on the contract the contract explain explain different things k contracting office address is one monroe avenue that was talking about i know i'm talking about the place of performance station shark river right so station south river and 125 washington lane are two separate things that I looked like could be multiple locations mm-hmm what did it wouldn't it give me more than one place of performance I mean 145 is somehow it could be I wouldn't worry too much about it because you're going to do the site visit anyway so don't you kind of put in the cart before the horse there I wouldn't sweat it right ok Maya and they'll need um yes I could tell me on the contract so you know different motor types i need to do a CT mas p.m. you know all those but you know my contractor just knows all that stuff so i am in 270 it's not i mean i know what it is but it's not something that you know it's pretty much like a standard reappointing you know cleaning the mortar lose ground or fix it up yeah yeah and you get it when you bring your subcontractor to the site visit you'll be fine right so I let them know that I'm coming with another contract yes absolutely great fantastic all right all right in know if I need to know just whatever you anytime you got something you're going to submit send it to me first let me take a look at it great I appreciate it you gotta think no problem who's next hey John at this is Henry I just got a question for you I'd rent you a fiction email take a look at it you would the only way you can do it right now is you've got three systems you can do okay number one FBO anytime something is awarded in FB 0 they'll usually leave the award there for a couple of weeks before they archive it sometimes when it archives it still stays in the system so you can go into SPO go into the advanced search form and you've got all types of different options to try and be real specific you can search it by state you can search the type of solicitation it was you can search the procurement tight you can search a specific agency you can search a specific agency you can search your recovery probably even bother with this of course you can use diff multiple keywords to find it and then I also use the next code that they used if you know it and then you can search that way and sometimes if you're going to do that make sure you click both because you're looking for something that's already been awarded it's going to be archived but just click both and then you can search it that way sometimes it'll show up it's still archived but it'll still tell you who they awarded it to and for how much and it still has the details so you can get a you know a formula obviously as you're bidding on contracts to and you don't win them keep track of those contracts and the quantities and what it was awarded for and you can start creating skills of different products and services and an average price of the government pays and you can use those skills down the road as well so FBO is the first place the second place you can look as in the photos bless you as in the federal procurement data system but it's only going to track it if it was a set aside and that purchasing agent had to meet their quota so you're not going to find everything in here but sometimes you'll get lucky and you'll find a contract that was done last year that's up for bid now and you'll see how much they were paid last the problem with doing it in FB oh excuse me in the federal commit data system is you might find the contract from last year okay but when you go to view it and you go to the notes it doesn't tell you in the description of requirement in the notes any quantities it just says home office support so that doesn't tell us nothing if we don't know how many or what are what kind you know or quantities then that doesn't tell us anything really so that you would still have to compare this to what was in FB oh and if you can't find an FB 0 then this system really doesn't do you any good the third place you can look which sometimes you're never going to find all the money being tracked in any one system the government will never put themselves in a position where every dollar is trapped in one place so you're going to have to look through multiple systems to possibly find it one of those other systems is USA spending so you can go in USA spending and check the area and search by you know keywords and try and find it that way but again once you find it you're still going to be limited to the notes and if they don't have any notes in here then it's not yet knowing how much they paid isn't going to give you the full you know unless it's something like janitorial or landscaping that doesn't change much each year then that would work but those are the three systems you have RAF PDS which is released and it is functioning and they are using it they're still working on that section of it which does it automatically the reason why they're making a day of pds is specifically for that if you knew how much they paid for this product or this service every year for the last 30 years so you can see how much they've increased how much they paid additional and inflation each year obviously knowing that is gold knowing how much they paid last year before you submit your bid and knowing that your bid is fair meaning it's not too low or too high that's a golden information and the AFF EDS is going to do that automatically once it's functional one hundred percent it's going to do that automatically it's also not only going to just tell you the history of this opportunity but it's going to tell you everything that federal purchasing agents ever bought how much they paid for it it's going to tell you everything that vendor they awarded it to everything he's ever sold to the government every purchasing agent he sold to what did he sold and how much it's going to show you it's mind-boggling the amount of information that's going to come to you automatically to the AF PDS but it's not there yet so a meantime you got to keep searching manually okay I any other alleged go just right just rather take a shortcut appreciated John no problem you know that any time who's next I'm John this is jackie i have a third party and I so when the the the bid indicates salary ranges for government employees do is that indicating that we must employ individuals at that whether they're con subcontractors or employees do they have to connect feed that hourly rate that is noted or it cannot exceed that rate do you have a specific contract you're talking about or is this just in general no I i have 1 i'll have to bring it up tomorrow because I'm right this minute but know this but the interrelation with you think if if the contract has a something in it called prevailing wages if the contract has something in it called the davis-bacon act or there's some requirements for the industries for the blind if it has davis-bacon or prevailing wages or industry for the blind or even brick and mortar sometimes will specify that you have to pay all your employees a minimum dollar amount and they'll give you a range between this and maximum you want to keep it between the minimum the maximum if it just tells you you have to pay them minimum then you can pay them over that whatever you want okay okay perfect okay okay because the way to the pretty low so that's the question good question good question no problem anybody else have a question or a bid proposals to the station I want to work on anyone yeah uh yes yes James Robison yes sir um I emailed you my cat statement and elevator pitch excellent and I want to like go over to elevator pitch you know is a rough draft but that's what is a component right direction elevator pitch short sweet and to the point I like it well my question with the I am and then then also I say we yeah that's okay yes because you're introducing yourself so you're it's okay to talk in first person in the beginning if you were the if you were the owner of the company you would say my company but if you said our company it makes you things that make you sound bigger than you are again never ever ever lie to the government but if they assume something and they don't ask me to verify that that's their problem for assuming it if they assume you're a big business you know not not a big business but if they assume you you're a successfully decent sized company even though your one-man show working out of your home brokering contracts that they assume that they argue because of it that's their fault that's not your fault you didn't lie to him you just lead them they can assume whatever they want so you want to say things that make them assume that you're safe and you're secure and you're bigger than you are only because that's part of the game is making them feel warm and fuzzy you know and by saying aye you're being personable but then you immediately start saying we an hour and US which makes it sound like your company is a bigger company that you have employees and you know you're successful we are also certified through blah blah blah only thing you didn't mention in here is set asides that you are a small business are you okay veteran owns no no too small bouquet if your veteran minority or women-owned you want to specify that because those are all set asides that get you more preference so you would baba Baba our company was established in 2014 however we have a combined you know 30 years experience you again say we not talk about I at this point because you've already gone to the we face we are a small minority owned woman-owned veteran-owned whatever you qualify for especially if your hub zone or a day you want to tell them that because those are huge okay all right and other than that that's a great elevator pitch short sweet to the point you can you can get this across hi my name is James Robinson I'm with to market technologies our company was established in 2014 we have a combined 30 years of experience and IT field specializing desktop support hardware networking all of our technicians on the jobs or minimum 8 a net plus mcsa and mcse we're also certified through federal contractors registration vendor verified and simplified acquisitions program we just like to know what we can do to earn your business thats that's perfect that's 15-20 seconds you getting your point across real quick then you ask them the question to make them think about what you just said and to give you an intelligent answer and you're going to find when contacting purchasing agents it's going to be back to the 50-50 role they're going to be either glad to hear from you great communicators request more information are they going to tell you you're wasting your time don't call me this is not we do everything goes out for bid well they're going to be rude about it just be glad they told you up front and didn't waste your time and that's why the elevator should be short and sweet because you can make more phone calls if you're not talking for five minutes each hole all right good so good job on the elevator pitch let's check out that cap statement um can I ask you a call from these donkeys so the young shy talked about the number of employees but but on the same registration and ask that question about the number employees so without you know will they look at that if you have to say that they're to employ they won't rarely they don't care they have to they have to you know hit twenty-three percent of their budget with small businesses most contracts they're not even they're not even picking the right business for the job they're just picking you because you're a small business a lot of times they're just throwing the stuff your weight they don't care if you look at I'll show you a prime example look at all look at Rock room here is a company that saw one of my videos saw that you could broke her contracts he's a startup company with no no government experience prior everything he does is subconscious everything he does is through as a broker so he's not doing anything in house we got it Sam completed on 522 m and I set up his FB on 526 I showed him how to set up his searches that day he got a contract a bit on him and I worked on it he submitted that bid on june first a week later okay he won that contract for thirty two thousand dollars this first vid also by the way he went up for thirty two thousand twelve thousand five hundred dollars in profit that's thirty-five percent markup that's unheard of in brokering i used to broker hard drives memory back in the 80s we were glad to get three to five percent but they answer your question right here they know he's got one employee it's in the file they know he works out of his home because his home address is right there as his business they know he's a startup company because his Duns number in his cage code just became active a month ago not even they don't care they awarded this to him even though there was two other bidders and they were probably one of them was probably the supplier who knows they warded it to him because it was a small business period and he had the Divis for treated fencepost he had these shipped directly from the supplier to the buyers he didn't even have to touch it they don't care like I said don't lie ever but whatever they assume that's their that's their problem yeah you know what assume means to make an ass out of you and me if they don't ask don't ask don't tell whatever they do ask then you tell them exactly what they ask for it right thank you no problem yeah um two things about this cap statement okay you could you could make this so you could get it on one page I would do that well I would make make your font a little smaller put two of these side by side and get this all on one page it doesn't hurt to have a two page but you're definitely going to want to have a one page because you'll see in certain opportunities they're going to ask you to submit your one page cap statement and when they say one page they mean one page not one page front and back they wanted them one bit all right okay um you need references available upon request did you put that here for more information no you need to put references available upon request or put references on here oh let me show you a good cap statement real quick it's not a bad cap statement I would make the logo smaller I would maybe put the logo to the left and put your contact information over here you know because you won't be address and phone number and physical contact information your cage number your Duns number you got that right there okay so so i'll put it up sup it really doesn't matter as long as you can get it to fit on one page and it looks clean and efficient you know you there you go this is right along your lines okay yeah see how they put them side by side right and they put them in a box with a little bit of color to give it a little just a little something not too much you don't want you know I'd say all the time purchasing agents don't like buttons and Kidder flies puppies and buttons came and say it like it that's what I always say they don't like butterflies and kittens they want raw information but there's nothing wrong with giving them that raw information and making a pleasant
on the eyes you know they done all that here they got their logo says capability statement on it doesn't have to it's got their contact information it's gotten description differentiators their codes company destination attributes key differentiators it's got the logos at the bottom showing their compliant shows their service disabled veteran all right all right same thing here they just put in a box with the codes on one side put any information on the other one page okay my favorite is still my favorite is still what is it um labs AML well here we go this is one of my favorite cap statements of all times because it's taken a combination of both if you're giving them the raw information they want with just a few pictures just a little bit to tie it in and a little color not too much don't overdo it and they this is their letterhead that's actually the four girls that work in the office so it gives it a little personal touch but not too much not overboard now you want to see a bad cat statement huh there's millions of them online go to Google search capability statement click images there's hundreds of thousands of cap statements online if you want to look at others and see how there's is laid out and you know I wouldn't plagiarize I wouldn't copy them verbatim but you can lay out the same format what have you don't look okay Wilma where is there was one that used to pop up top I don't see it see this right here there's no flow to it you know it just it looks like words just puked on the others you know it doesn't have to be real fancy but give it a little touch of elegance you know like this saying bad a little touch of elegance a little bit too much color but not not bad um I don't remember the name of that company there was one that there's so much information on the page it's just horrible and I used to use it all the time as my example of a bad gap statement I bet they took it down and fix it I bet they found my video sehun a statement was horrible take it down and nothing else because it used to used to be up top is almost one of the first ones that came up so well anyway you get the picture yeah it's all working all that he said it's like problem at all anybody else have a question or something I want to work on today yeah hey John yes we high-sided or not again on just a couple of the questions I get a letter from the laser something and I will tell me anything it's time to my employees I'm the only undertow proprietor so there are no employees I'm just 11 you know one owner right going to buy them you know send them there on the box is checked with the headline in my time what is it for now it's the labor labor unions labor labor something I forgot all have it upstairs they told me well for you but before you send them anything forward it to me send me the email or scan it and email it to me because uh there's there's companies out there that make it sound like you have to do this in order to be compliant and it's not something that you have to have might not be a bad idea but it's not necessarily something you have to have and people will buy it just because they think they have to have it um you know it don't look official and like I'll get ones where the purchasing agent reached out to you and said they want to hire you but you have to have a you know medium clearance and in order to get the medium clearance you're going to have to sign up for this class and if the class has been d dollars we just need a credit card to cover the cost of governments having to do that they'll tell you you have to have clearances but they're not going to ask you for a credit card to sign you up for nothing you got to do that on your own so any time anyone's asking you for a check or credit card I don't care who it is just contact me for the email to me drop me a voicemail you know let me know real quick before you pay them right there's one going on right now where they'll call you and tell you you owe back taxes and if you don't pay it right now you're going to jail I mean they really pour it on and some people panic and they go down to western union and they western union that no no no no no no the government's never going to no one's going to ask you to go to Western you need to pay them except the scam or some dude off craigslist who's probably a scam as well right on your hand give your money check on me first right um and I remember you emailed me on a couple of altitudes you told me to register with a friend with WAW f yes down him well figure it out or else it was just you know ism it was a pretty intimidating you almost ran towards I wrapped I something so no which I forgot exactly what it is and what what they do if you need help with the wide area workflow you go right here to wide area workload ebil i just googled it and we had what is wyd every workflow yeah it's a government payment system wide area workflows how some agencies invoice and if you're not registered in that system sometimes they'll award a contract to you that requires that invoicing and then when you go to get paid you're not registered and now you're doing this at the last minute trying to get it done quickly and you're running into problems and issues and you don't get paid and two to three weeks goes by and you're still not getting paid now you're getting upset and I mean I've had horror stories I had a woman called me and she said I was told I could pay you guys to do my wide area workflow she goes please get this done for me ASAP if I go another week without getting this money from the government I can't make payroll she said they only 280 thousand dollars and they haven't paid me in two months because I'm not set up in wide area workflow and if I don't get this money I can't make payroll in the next couple of weeks I'm out of business so it's something you definitely want to have ahead of time and and something you're better off having and not needing to needing and not having because they're going to take a while the process especially if they owe you money it can take longer to process and make sure you elected training as well because training is required in order to complete the wide area workflow registration all right okay and I try to ask you about the DSPs you send me to register and Sam also I kind of find where to register and 10 for the bsp DSPs is in Sam it's a part of Sam so it automatically so my info already automatically transfers the DSPs whatever certain sense nope government nothing nothing the government does is automatic ever I don't know exactly how to access it because I'm not a case manager I don't do that kind of stuff but you can go back to the Federal service desk if you have questions with it and they can help you and worst case scenario if you get to where you want to pull your hair out don't you know you can always contact us and I'll you know get a case manager assigned and for a feed they'll process it for you all right and why are my nigs codes and registration coming up on the FBO you know when I when I look at my interested vendors are in your ham whatever nags codes are listed in sam automatically show up in FB oh right so I'm wondering why mine don't mean like when i when i click interest in vendor when I thought I didn't tell you binary I can tell you why when your FB 0 was created your Sam wasn't finalized your nachos weren't listed in Sam so it couldn't pull the information out of Sam because it wasn't there now that once your Sam is active and your cage code is active and you have all your codes in there you're going to have to contact the Federal service desk and ask them to refresh your FB 0 when they refresh your neph be able to automatically pull that information out of Sam gotcha all right any other questions did anybody else have questions or something I want to work on today hey John this is Josh can you hear me how's it going bud oh I sent you an email it's got a solicitation number in there it's already buddy it's already been won it was won by ages I just want to know what to go through what I'm looking at in regards to see what I what information I can see what they've actually wanted for and if there's any information there that will help me for later bids later 30 bids I would up something I mentioned earlier whenever you bet on something and it's awarded you don't win it two things you want to do number one you want to request a debriefing you want to find out why they chose Aegis and why they didn't choose you to request a debriefing you simply email the purchasing agent with the cell number in the description in say the briefing requested please and that's it and they have to as long as you're within the debriefing window they have to send you a response and tell you why they chose who they did and why they didn't choose you not a while you're learning from each bid you know the definition of insanity is doing the same thing over and over and expecting different results I know people that have taken that approach I got a gentleman submitted over 50 bids never won a single one of them never bothered to find out why either had he found out why at the very first bid he would have known and fixed it and they probably would have won some of the other ones but he didn't so do a debriefing find out why second thing you would do that sorry I couldn't yes so are making a spreadsheet start making a spreadsheet of certain products that you're going to sell on a regular basis with the type quantity and the amount it was awarded for you start doing that six months down the road you get a bit on 500 widgets you can go back and see that the government's paid this much for those widgets the last 17 times it's been within this range right here so you've got a mean median mode to figure out pricing okay if it's a NS n number ninety-nine percent of the time when a purchasing agent puts out a tuna tea with an nsnumber they're going to give you a list of recent purchases the quantity and how much so they actually give you that information sometimes the purchasing agent will tell you in the solicitation who did it last year and how much they were paid but a lot of times they don't so you want to make notes of that so you can reference his reference it back in the future now for this one that was awarded this one right here saq MMA yeah okay so this was awarded two ages kk for three billion 837 million two hundred sixty four thousand three hundred twenty nine dollars and twenty-seven cents right that's only if it makes me they give us for that specific that contractor yep that's it now the amendments are locked and i'm pretty sure they were locked beforehand you would have to use your tea pen or your imp into open them but you submitted a bit on this you've got a pretty good idea of what was involved so you can kind of take that price and kind of divide it by the total number of bodies and figure out how much per year per body and use that as a guesstimate towards future time as well I know it is uh do me a favor well yeah he walked me let's go back to that Matt actual net code that in a onsie can you do this under that it's actually the netcode is 5 6 16 12 I'll tell you again what do you want me to do with it and you look that up pull up when it's fresh and tell me where you would start on the there's all that information on the right it's confusing is what it is 5 6 16 12 5 6 16 12 50 6 16 12 so that security guards and patrol services 18.5 million is to set aside small business set-aside for that so if this was a small business set-aside an agent's made more than 18.5 million last year which they did because they're huge they should have been able to put on it to begin with but it wasn't a small business set-aside was it nope where would you find that where would you see that right here original set aside set aside and okay a situation like say you guys had one this next year you will no longer be a small business so within one year you went from being a small business to no longer being a small business which I see happens on I'm John quick question sketch of the small businesses is it my revenue or my profit that it's not net it's gross okay so it's your total revenues gross and that's for that's for that small business set-aside when you're talking gross revenues for like 8a you have to include your spouse's revenues as well right okay good question any other questions anyone bueller bueller actually saw that movie yesterday I haven't seen it in years I'd say it all the time bueller up nobody else has questions or a bit or anything they want to work on I guess we'll go ahead and conclude the training for today will take hours to convert the video so if you want to remind me tomorrow if you want a copy of it let me know and i'll send you a copy of it other than that no other questions you guys have a good day and talk to you tomorrow sure thank you John John products you got it thanks that no pump bye-bye
