New York State Government What Opportunities Are You Missing?
Ruth S. Walters, President
Arthur M. Brown, Sr. Vice President
Agenda
- Introductions
- The Government Market
- Government Procurement
- Contracts and Opportunities
- Procurement Ethics
- Procurement Oversight and Approvals
- Does It Suit You?
- The Walters Group
- Questions/Discussion
The Government Market
- $44 Billion in New York State and Local Government Purchasing
- Commodity and Services Purchasing
What Does Government Buy for $44 Billion?
- Air Conditioners & Dehumidifiers252Appliances, Household, Stoves, Ranges, Ovens, etc.302Athletic Equipment388Audio-Visual & Photographic Equipment & Supplies303Automotive Equipment & Supplies356Automotive, Flares (Safety Fusee)450Automotive, Motorcycles, Scooters & Utility Trucksters057Automotive, Oil, Automatic Transmission Fluid, etc.306Automotive, Tires & Tubes350Automotive, Vehicle Lifts & Gasoline Dispensing Pumps404Automotive, Vehicles, Automobiles, Cars405Automotive, Vehicles, Trucks, Vans, Carryalls, School Buses200Books, Magazines, Periodicals, Publications318Building Materials (Glass & Plastic Sheets)231Bulletin Boards, Chalk Boards, Directories206Carpets, Carpet Tiles, & Rugs341Chemical Reagents & Culture Media408Chemicals, Boiler Treatment.........
Procurement Options
- Centralized Contract
- Discretionary Purchasing
- Agency Specific Contract
- Preferred Sources
- Emergency Contract
- Single Source Contract
- Sole Source Contract
- Multiple Awards
- Piggybacking (Adoption of Another Government Entity Contract)
- RFP's (May Also Issue RFQ's and RFI's Beforehand)
Authorized Centralized Contracts Users
- > 4000 entities eligible to use State Contracts
- State Agencies
- Local Governments
- Schools/ Libraries
- K-12, Higher Education
- Charities
- Many other organizations authorized by law
- http://www.ogs.state.ny.us/purchase/spg/pdfdocs/MarketingResources2006.pdf
Identifying Selling Opportunities
- Identify/Receive Solicitations via Centralized Contracts
- Identify Discretionary Purchases
- $50K agency/$85K OGS
- <$100K for NYS Small Businesses and MWBE's
- Review The New York State Contract Reporter
- OVR/BNS (Online Vendor Registration/Bid Notification System) http://www.ogs.state.ny.us/ovr/Default.asp
- Department of State
- Agency RFI/RFQ/RFP Process
Woman and Minority Business Considerations
- Must be certified by the Empire State Development Corporation (ESDC)
- Agencies can purchase up to $100K non- competitively
- Executive Order #8 – MWBE Corporate Roundtable
- Technology Contract Participation Goals have increased significantly
Procurement Stewardship Act
- Responsibility of OGS and State Agencies in cooperation with OSC and DOB to:
- Provide for the wise and prudent use of public money in the best interests of the taxpayers of the state;
- Guard against favoritism, improvidence, extravagance, fraud & corruption; and
- Facilitate the efficient and timely acquisition of commodities and services of the highest quality at the lowest practicable cost within available resources.
Procurement Ethics
- Ethics Statute (Revolving Door)
- Procurement Lobbying
- Vendor Responsibility
- Consultant Disclosure Law
- Consultant Reporting
Procurement Lobbying Law
- Requires registration for certain parties
- Covers both state agencies and companies seeking to obtain state contracts
- Sets forth specific requirements regarding communications during the procurement process
Vendor Responsibility
- Determined by the Agency Purchasing Goods or Services
- Financial and Organizational Capacity
- Legal Authority
- Integrity
- Past Performance
Required Contract Approvals
- Under Section 112 of the State Finance Law the Office of the State Comptroller (OSC) has responsibility to approve all contracts done by any state agency, department, board, officer, commission, or institution
- Office of The Attorney General (AG) Contract Division reviews all contracts to ensure NYS legal interests are represented
- Office for Technology
Additional Assistance
- Empire State Development
http://www.empire.state.ny.us/default.asp - Department of State
http://www.dos.state.ny.us/corp/othersites.html - OGS Procurement Forum Training Page
http://www.ogs.state.ny.us/purchase/snt/overviews/SPFpps.asp
Does it Suit You?
- Research and Assess the Public Sector Market Fit to Your Firm's Services and Products
- Be Patient - Timeframes and Sales Cycles Are Often Much Longer Than Private Sector
- Be Ready - Government Clients/Projects are Challenging
- Be the Best - As Usual "Quality" and Your Firm's Reputation Mean Everything
- Be Successful
The Walters Group
- Assists clients in creating business development strategies and marketing plans - helps map clients services to potential government customers
- Helps clients targets specific opportunities in the government procurement market as primes or subs
- Represents and advises companies throughout the procurement and contracting process
- Provides advice on procurement policies, contracts and laws
- Responds to RFP's and grant opportunities.
- Assists governments in reviewing their own procurement and contracting practices with the goal of reducing processing time and administrative costs.
The Walters Group
- 80% - Private Sector Services
- Business Strategy
- Capabilities Mapping
- Budget Analysis
- Market /Competitive Intelligence
- Teaming Facilitation
- Coaching
- Bid Analysis Preparation and Orals
- Negotiating Contracts
- Overseeing contracts and relationships
- Door Opening
The Walters Group
20% - Public Sector Services
- MWBE Certification
- Helping governments review their own procurements
- Helping governments review their own processes
The Walters Group - Value Proposition
- Knowledge of Process
- Strategic Advice
- Quality
- Ethics
Questions/Discussion
Contacts
- Ruth S. Walters, President
- rwalters@albanygov.com
- Arthur M. Brown, Sr. Vice President
- abrown@albanygov.com
- http://www.thewaltersgroupconsulting.com
- 95 Columbia Street
- Albany, New York 12210
- 518-432-0488 Office
- 518-465-6023 Fax