How to Do Business With the Government
good morning and welcome to mark alpitax webinar first in a webinar series on how to do business with the government my name is james forrest i'm the host for today i'm the program coordinator for norcal p-tech i'll talk about what p-tac is in a second we're very lucky to have thomas burns today he is one of our excellent procurement specialists with our calpe tech he's going to take the main presentation i'm going to take this first part here so what is a ptac ptac stands for a procurement technical assistance center we are a program uh on a federal level of a whole national network of non-profits so ptac programs are not part of the government we're not government agencies we are also not for-profit entities so we're not trying to market or sell anything to you everything we do for you is for free and so we really just want to help get the word out that there's more opportunity in the government marketplace that a lot of folks might realize for small businesses so there's 96 p-techs across the country you can see here on the right this is a map of california where as you can see there's there's seven p-tacks all together already and i believe that's plus the american indian p-tech which covers a number of different states in the west so we are just one of seven you can see our service area here i'll go over to norcal key tech in a little more detail if you're in another one of these counties um then you can apply for them instead of us so i'll talk about what it means to apply to be a client in a second but everyone all of our p tax in the whole country we have the same goal just help businesses compete and succeed in the government marketplace that's what we do we provide our services at no cost we get grants from the federal state and local governments so that's how we make it run we don't take money from you so we're not going to be asking for a client service fee a little bit of data here in the fiscal year 21st pretty recently ptax served over 56 000 clients nationwide and helped them win more than 24 billion with a b 24 000 million contracts for uh crime and subcontractors with the government so that's pretty amazing and we're very happy to be contributing our slice of the pie here in 2021 we helped our clients win more than 500 million so half a billion in contracts alone in just this one ptac center so we are pretty proud of our work and helping our clients we're pretty passionate about getting small businesses onto this track for success but we're not going to push you into it government contracting is not for everybody thomas is going to go over that a little bit and it's something you want to do when you're ready but we do want folks to know that if you're in the right place don't overlook contracting so thomas will be talking a little bit more about that before i hand things over i just want to be a little more specific about what p-tech does to help our clients sure okay we help upper clients but what does that actually mean well for the first thing i'm going to skip to the third bubble here you can tell we're putting on resources and trainings because you're in a webinar that we're running today so this is something that we do on a regular basis we put on these free webinars and they're available for anyone to join from anywhere so um we have chantal from new mexico uh we have uh charlotte north carolina we've got some folks joining from around the country that is totally fine everybody can learn something from us here today and these are always free always always opens were available open for everybody but the bread and butter of what we do norcal ptac is one-on-one counseling so thomas burns is one of our procurement specialists we have a small team of them and what they do is they um they meet individually with clients who apply and are assigned to them and they can go over just about any topic related to government contracting i'll show you the next slide we can go over some of the topics that we can help you with but really i mean if it's related to contracting credible degree we can assist with it we don't assist with financing we don't help with loans we don't help with grant applications and we don't work with non-profits or if your business isn't set up yet so you have to have an established business and be looking to get into contracting and for a very specifically contracted topic but we can help with just about anything within that sphere for our clients who do apply we can also hook you up with a bit matching profile that thing is pretty neat basically what it does is it scours the whole internet and finds a bid opportunities that match a criteria that you set up with your procurement specialist so you're going to sit down and pick out some codes and keywords that describes what you sell and then bid matching will send what it thinks that might be useful for you it's really nice to wake up every morning with an email in your inbox with a list of opportunities that you can click on hyperlinked and everything and it will bring you to that bid opportunity and you can ask yourself if this is something your business can get on successfully um and then talk to your procurement specialist about it because that's what they're here for so uh if any of that sounds interesting to you uh norcalptac.org is our website and if you were in another one of those counties or god forbid another state entirely well that's totally fine we have ptacs all across the country like i said 96p tax seven or eight just in california alone so the website is apptac it some of the things that as i mentioned we can cover just about anything related to contracting we're not joking so if you need help with your sam registration this should say uei duns is actually phased out now we can help with any sort of certification associated economic certifications disable veteran you name it crafting capability statements market research how to market yourself to government agencies proposed reviews post-award support even we can connect primes and subs together that's a big issue gsa schedules that's an enormously complex sort of uh endeavor if you're getting into that sbir sttr that's the one exception to our no grants rule we can technically the sbir program is a grant program we can assist with that as well and really just anything related to federal state local or even tribal contracting so please do get in contact with us or your local pdf if you're interested we are here to help and as i mentioned we're not a for-profit entity we're not a government uh government program so we can really relate to you i'm trying to get through all this red tape and help your business succeed all right uh that is my spiel thanks for being patient with me and i'm really excited to have thomas burns give the first presentation of this how to do business with the government series that we're starting it's going to be every month so if you have a friend that you think might benefit from this have them go ahead and join next month in may if you find them on a calendar all right thomas i'm going to free you here to ask you to start your video and unmute and take it away uh thomas has decades of experience and you're in great hands so thanks thank you james really appreciate it good morning everybody my name is thomas burns and uh yeah i i'm really am a fan of the small business community uh for over 20 years i've enjoyed working with small businesses also being an entrepreneur my specialty really focused on sales and marketing business planning and providing um my clients with assistance in looking for government contracts did uh did my basic four years and uh basically i got into being an entrepreneur uh because at one point i was working in the hotel industry in uh customer service and just kind of gravitated towards sales and loved it and that turned into a 20-year career providing sales and marketing to the small business community and really quick i want to do a disclosure because things change a lot they change sometimes overnight and so the information that we're providing is accurate to the best of my ability at this time of the presentation uh some some or all of the provisions mentioned herein could or may be changed by the current administration with or out prior notice um okay so the agenda we have a lot to cover today and there will be plenty of opportunities to provide questions in the q a i'll always um james will help me to manage that and if there are questions feel free and i'll stop and answer your questions but we're going to cover we already talked about uh what is the ptac program so we're going to go over government contracting and exactly what does that mean how to determine if selling to the government is right for you [Music] and how to get started the biggest one though i think is is the how to get started and marketing to the government because it's it's different than the private sector especially on the marketing side and where to find bid opportunities and steps for success and we'll take each one one by one and go through it so first um before we get started i wanted to put together a quick little poll james can you help me uh with the poll yeah i've just gone and i've gone and launched it right now it's just a little poll we want to see what our audience experience level is like so no pressure here just let us know how you're feeling about your experience share with everyone yeah give us a help and understanding um the attendees of this webinar where are they at with government contracting are you you've never done it at all or you've had some some success or you've tried okay all right let's go and wrap it up in five four three two one and and pull okay i'll share results well this is i mean that's pretty much exactly what you would expect is that nice curve most people are at about zero no experience and then it's curving up i'm getting increasingly rarefied as more experience go so most of us are starting out which makes a lot of sense you are a target audience but if you even if you are up in the four or three you can also get a lot out of what thomas is offering today so i'll step back out but thanks thomas oh no thank you okay great so the way i would provide a clear definition of government contracting is any entity that utilizes taxpayer dollars to provide services to the community is a government entity that qualifies for essentially government contracting and here is a a pretty good list that kind of gives you a really good overview of the the industries that are right for government contracting versus those that normally are not utilized in the government contracting arena of course construction um architecture and engineering is one of the big ones which is combined with public works which usually means road bridges things like that and then of course professional services is everything related to consulting marketing development uh they the government needs assistance when it comes to [Music] professional services like accounting attorneys because you know the the government entities they rely on the private sector to provide them with the information and services they need to do their job effectively and of course the other services of janitorial medical supply you know these are some of the big ones of course defense and then on the other side the ones that are not used that often and the ones when you look at this it's mostly retail you know and the reason retail doesn't really apply for government contracting is because overall the government is doing their best to make sure the dollars spent are going towards services and products at the best and lowest possible cost now that doesn't always work out and we know over the years the government has wasted money but overall their mission is to purchase products and services at the best cost or lowest cost which means that they're not going to be utilizing retail establishments mostly wholesale distributors and directly from the manufacturer any questions on what i've just covered i don't see any questions in the q a at this time okay thank you but but do you uh just just a reminder that you can answer questions in the q a at any time and we'll address them once thomas is ready this is a really good slide i like this slide because it really shows just what one entity can purchase over the course of a year uh this is a larger state institution here in california and as you look through the list you know it covers so many different types of service providers and products and so this is a a good idea to show you what almost any agency whether it's a school district or a water district the even the other public works that provide services for your community there there many of them will need some of these services at some point now when we talk about the contracting structure for large projects this is where a lot of misinformation comes out so a government agency is tasked with building a new building right they're going to build a a new six-story building as an example they're not going to break up each part of that work so that let's say smaller firms have an opportunity to do these different types of work it's going to be awarded to a larger firm that's going to offer them the best price for that for the construction of that building and then it's up to the prime to reach out and work with subcontractors the government agency puts usually a requirement on the prime to do this but that's the way the work flows so a lot of times when small businesses are looking for especially in the construction area they want to do business with uh bart or a school district or their one of the state agencies and they reach out directly to the agency asking questions about a large project they're going to refer them back to the prime contractor because they're the ones that ultimately will be hiring you for that work to do work with that subcon with that prime contractor oh sorry let me okay there we go so here is a overview or recipe for success to see that if you're really ready to do business with government contracts first of all being an established business is really important when you when you when i interview contracting officers or buyers or procurement officers different titles for them one of the main things that they always stress is they really need to look for firms that have established themselves already in their business meaning if you've never done work with any other company and you're looking to get your first contract or your first job with your business with the government that's going to be a very very difficult challenge they want to see past performance it's very important that they see that you've done work in the past with some other and it could be a private company doesn't have to be another government agency but they need to know that you've done work in the past also your business plan does your business plan include government contracting when you when you start putting it together uh a quick example um not to go off tangent but just a real quick example i've got a client who is located here in san francisco and they are a manufacturer of a hot sauce and they decided early when they were setting up their business plan that they didn't want to compete directly with all the other companies that make hot sauce and are sold in stores they didn't want to compete with them they wanted to find a way to sell directly to [Music] the consumer without having to deal with grocery stores as an example and so they turned to government contracting and they realized that the institutions for example that that one slide that dealt with pelican bay you know every institution has its own commissary its own little small grocery store just for the inmates and there's somebody in charge of selecting what products could be sold to the inmates directly through their own store so he reached out to norcal ptac to help him figure out how to find these buyers and through that he now is you know on the road to doing more business with first to state now he's going to transition to the federal government institutions and that's leading him into going after work with the air force and the navy because they all have their own commissaries so that's a good example of how he incorporated government contracting in the beginning into his business plan uh the next one is financial stability and the reason this is important because in the private sector many times when you sell something you get paid immediately in the government sector it doesn't work that way you could wait anywhere from 30 45 60 up to 90 days for payment after you provide services and that can be a really big challenge and hurdle for a lot of businesses just getting into government contracting so it's important to bear that in mind and understand that that is a hurdle that you have to be prepared for before you start going after government contracts i already covered past performance and marketing research is also part of that business plan process you know you want to you want to know who in the government is buying now as we covered it could be hundreds of different government entities that are right for your product or service but because you are a i'm assuming most small businesses have a limited amount of marketing dollars and marketing resources i.e people a lot of times it's the owner that has to do all of the marketing whether it's via email social media phone calls face to face and so there's a limitation there's a limitation on how many different agencies you can reach out to on a weekly monthly basis so it's important to narrow your focus instead of trying to cast your wide net you want to look and see who you really should be doing business with and why and really limit your focus which will increase your opportunity for sales and then finally your e-commerce or your website you want to make sure that it also is directed towards the government at least one page like one landing page and we'll go over that more within this um webinar uh next how to get started well of course the first thing you want to do is really sign up for ptac assistance there's so many ways we can help you that we've already covered now getting the nuns number recently the federal government has stopped the practice of utilizing a duns number as a way to verify the validity of the information from a business that wants to do business with the federal government so they've created their own number which is a uei number however the duns is still applicable for state cities counties also with um prime contractors they still you know look at and view the duns number as something of value so it's still worth to have a guns number it's just not going to be utilized on the federal side next is the next codes and the un spsc codes just to make things a little bit more complicated so the federal government has a method of figuring out industries right i'll give you one example in the construction industry there are so many hundreds of different subsets of services and products under construction and so the next codes is a five five or six digit set of numbers that help identify a very particular industry or service or product within that industry and most entities all the federal agent agencies and many of the cities counties they also use next codes to identify products and services and industries however the state of california utilizes a un spsc set of codes they are they're the same in that they do the same job but it's a nine digit set of numbers instead of the five or six with the next cuts you also if you want to do business with california you need to register on cal e procure you first you want to go ahead and get your bidder's id number which only takes about an hour it's very easy to get to register and sign up on cali procure you also want to register on sam.gov which gives you access to doing business with the federal government this is where norcal p-tech really comes into play because a lot of people need some assistance in going through the registration process on sam.gov it can be very confusing within the sam.gov you also have the dynamic small business search and within that you need to give them information on your firm's capability narrative you know maybe like a 500 word description of what you do how well you do it give me you know talk about your history here's where you can really talk about your company and trust me buyers within the federal government utilize the dynamic small business search when they are looking for firms that can provide them with products and services it also gives you a chance to use keywords because the buyers within the federal government do use keywords to help narrow their search and find businesses that can provide them with the products and services and of course your past performance and then finally you want to create a capability statement this is like a business card for a small business or for all businesses that want to do business with any government entity or with prime contractors everybody wants to see your capability statement when you first reach out to them so it's a very important document and we'll actually cover that more as we move forward and then again make sure your website is government friendly and we'll cover that more any questions in the q a yet james i don't believe there are right nothing at the moment okay feel free to ask away we'll have more time to talk here's another area that gets a lot of confusion i have a lot of clients that say well i need to get my certification um so i can win government contracts and i always want to correct them and say it's not a need it definitely is a tool that opens doors for you but you don't need a certification to win contracts but it definitely does open doors so it is a tool that you you should have but don't consider it all all you have to do is get a certification and then contracts will come your way it does not work that way however it will help open doors it will help the process when you do your marketing to government agencies so within the state of california there's only three certifications you have the small business you have the small business for public works which is again mostly construction and then you have the disabled veteran business enterprise that's it within the federal side though it's expanded greatly and so you have of course the self-certifying small business which when you fill out your sam registration there is a section within sam that helps you identify the kind of business you are it asks for your next codes it asks okay so if your next code is and i'm just gonna use construction again as an example five four one two three it's going to let you know that businesses who make an annual revenue annual gross revenue of 20 million or over are not considered small business so if you are doing 10 million and under technically you are still considered a small business and you're self-certifying yourself as a small business all of these other certifications the women-owned small business veteran-owned small business the hubzone the 8a and the dbe you all have to apply for those to receive those kind of certifications so any questions on that the the small business certification with the federal government you are self-certified and then all the other certifications you have to apply to receive those certifications all right go to the next slide local contracting so talks about a great way to get your feet wet i would also say there are thousands of firms that only do business with local entities and they do very well so i'm not saying that you know you can do both local and the federal government because you know the federal government spends 600 billion dollars on businesses within the united states in terms of products and services but you can do great work with your local government again we're talking city county school districts transportation agencies yes it does definitely help you gain past performance but again what's important is the relationships and talking to local agencies to figure out what they need and how your business can be set up to work with them so that you have an edge against your competition and yes typically local agencies do use their own procurement systems and norcal ptac we have a really great website that shows you links directly to the cities the counties and the transportation agencies that operate here in northern california any questions so far okay so now we're gonna go back and talk about the capability statement the uh the business plan for your i'm sorry the business card it's like a business card for your business so the resume um this is an important document that has a lot of information and actually on the next slide i'm going to show you a template for what that looks like but you want to make it brief concise but you want to really be clear on your products and services your past performance your codes your contact information any photos key clients all of this is spelled out very clearly to make it very easy for the contracting officers the buyers to see exactly who you are what you do and why they should reach out to you or why they should even be interested in your company it's the first thing that they see that tells them you either are a professional or you're unprofessional it tells them that you're ready to do business with the government or you are not ready to do business with the government so this is a really important document here's the example that we and i personally do share with all of my clients now if this is too daunting it's a word document so anything can be customized but if this feels daunting for my clients i also show them um on the internet where they can find multiple templates so this is not the only template that's available there are thousands of templates out there on the internet the other thing we want to we we've talked about is making sure your website is designed to highlight that you are looking for and ready to do business with government so of course your website needs to be updated and relevant you should have a government tab or a a government page and within that page you want to have your capability statement being able to be downloaded with a link you want to also show your registrations and any certifications have your next codes and your unspsc codes that's those are the codes i was talking about that just the state of california uses your past performance and any recent projects highlighted and easy to navigate trust me the buyers within these agencies if they're interested in your company they will definitely check out your website so here's a really big portion of this marketing to the government right there are many ways to market to the government i'll give you an example i have clients who they do spend most of their energy looking through databases to find the newest bids that come out from different agencies and when these bids come out they do the work of putting in the best bid they can other clients of mine they do the work of building relationships before the bids come out they want to know everything they can about those agencies you know if they're in the construction business i mean play with the construction industry again they want to know what kind of projects they have coming out in the next six months to 12 months they want to know who's going to be in charge they want to know what the budget's going to be so there's a lot of upfront work that they do to find out as much as they can so that they're ready when an rfp or a notice that the government needs to purchase something is going to come out and they're ready now here we're talking about some of the different ways that you can market to them find the buyers find the managers and decision makers within government out of this list one of some of the ones that are in my opinion the most favorite are linkedin linkedin is a great site because almost all agencies whether it's a city agency the state federal government school districts they now all have a linkedin page and within that linkedin page they will have the employees within on that page so you can find buyers you can find managers you can find um the small business specialists that are working for an agency designed to kind of help small businesses do business with that agency all within linkedin also networking directly you know examining their websites and really paying attention to the information on that agency's website gather as much information as you can and then then you can follow up by asking really good questions in phone calls and emails any questions on marketing to the government and we're going to go over more of this but it's really important to understand how to market as opposed to just waiting on let's say a rfp or some kind of notice saying that they're going to need to purchase uh 5000 of these products having some information about that agency about their purchasing needs in advance is a great way to help you [Music] beat out the competition and have an advantage no no questions in the q a but we i did get a private message asking about the slides and the hyperlinks and just to note that all of these hyperlinks that you see anything underlined not on this page but on other pages these will all be live in the version of the slides that you get and they'll be on our website this afternoon so you'll you'll have the slides to click through and find all these resources excellent okay so now when you talk about building a list of upcoming bid opportunities here are some of the biggest websites that are really out there that will help you do that job so the local agency websites for example every school district every county city the transportation agencies will all make sure that they have a page devoted to their procurement needs and that's where you go directly to figure out what they're going to be purchasing and that will also help you understand what they have purchased in the past uh prime contractor websites so if you're looking to do business with a let me let me not use construction think of something else but if you if you're looking to do business with a hotel right there's a major hotel on their website they will have a section that talks about what their needs are going to be cal epro cure is the california website that lists their upcoming events uh their upcoming opportunities and then when it comes to sam sam is the federal side so sam contracting is is all the when i won't say all but most federal contracting is listed on sam not all of it though but most of it is we can get into um how they use other entities to post or list the their purchasing needs but sam by far is the most active acquisition.gov
is a site that gives you forecasts of the procurement activities of these federal agencies so acquisition.gov is on the federal side it won't give you information on local entities like cities counties and states but it will provide detailed information on the federal side and then again associations so it uses builder exchanges but any association um within your industry should also be a resource to finding bid opportunities and then of course norcal ptac we have our own bid match service i'll go into that a little bit more in detail but basically we take your information your keywords and we help put together a profile and then on a weekly basis you're going to receive actually it could be almost daily depending on how many bids come out but you'll get a list of the different bid opportunities that you are excited about based on the keywords that we that you give us to work with oh my uh my mouse is so sensitive okay did i okay we just covered this okay so in summary uh 10 steps to success first of all determining if you're ready for government contract again it's really important to go over this to make sure that you do have past performance you want to make sure that if you opened up your your business let's say six months ago and you're still struggling looking for your first real contract or work with within any entity um you don't want government to be the very first contract because they're really hesitant to do business with an entity that doesn't have past performance uh applying for ptac for services is a great help because we we help you eliminate those initial mistakes that a lot of companies make when they're going after um contracts and doing business with the government uh complete the getting started checklist yes very reporting getting certified is important but again it it's not the all to be all you still have a lot of work to do but it is definitely a important tool that you should definitely utilize creating your capability statement and updating your website our definites and then start the process of building relationships with the agencies that you want to do business with locating bid opportunities um and then practicing how to bid right this is that's the whole webinar in itself on just how to put together quality bids that win ultimately we will will win contracts um so signing up for services this is uh our team here at norcal ptac and we have upcoming events yeah i just go over those real briefly just that next week we've got the earth day event with california water resources in california purpose and recreation kind of a cool little thing we wanted to do uh thematic on friday april 22nd one of the only webinars that we do on friday so tell your friends if they're available on that day should be interesting um and then we're going to do a certifications for veteran-owned businesses webinars so if you're a veteran or know anyone who is in the small business world please take a look at that and then if you are a woman who owns a small business woman-owned small business certification overview that's the wosb and pop quiz if you remember from thomas's presentation that is a federal certification so that is on may 5th and that's just a smattering we've got a bunch more events we've got events with the california dgs we got all kinds of more intro webinars coming out so please do stay tuned you can find all of these and more again this is just three of them on our website norcalptac.org calendar and you'll be able to click on these links as well when you get the slides but it's pretty easy to navigate on calendar i'll drop it in the chat here uh we do have a couple questions so great to them yeah folks folks warmed up enough to break out of their shell all right kenji is asking are government entities required to interview women owned minority owned and disadvantaged business are they required to interview them i'm not sure what kenji means exactly by that but i maybe perhaps consider or so i'll yes so let me say it this way the federal government also the state of california most states and even many cities and counties they do have a record i guess a requirement is but they have a goal they have a goal of reaching and doing business with so many small businesses based on their budget as an example the federal government uh as i said before i think i said uh what was that 600 i think it's 600 billion and that might you know we're not gonna uh but anyways let's say it's around 600 billion dollars out of that total number they want their their goal is 25 going to small business but what they won't do is they won't say out of that 25 percent uh 10 has to be women owned or 5 has to be 8a or 10 has to be a hubzone or veteran as long as they reach the goal of 25 of their total spend is going to small business that's what they're looking for and within that that classification of small business are the the women-owned certified businesses are the veteran-owned certified businesses are the hub zones so they do have a goal and they are serious about the goal they they employ people whose job is to make sure that their department or their agency is reaching that goal and that's normally the the small business advocate or small business specialist uh maybe could you say something about set-asides as well because i know there are set asides um for for women sure so setter sides are one of the the main ways that they reach their goal of you know 20 or 25 percent of their total spend on small business so what they'll do is an agency will say okay these types of this type of work will be set aside just for women-owned small businesses and only a women-owned small business can do that can receive that contract now understand there are thousands of women-owned small businesses that you're still competing with just like there's thousands of veteran-owned small businesses who are competing for those set asides just for veteran-owned businesses same with hubzone and same with um small businesses there's always competition but you the competition is limited because it's a set aside just for a certain classification of small business right so maybe that gets to kenji's question that there are some situations where they'll put out a an opportunity that is required to be uh yeah with within within the sam that i was talking about um you could do a search just on set-asides for women-owned small businesses and then utilizing the um the next codes will help identify exactly what you do and are the are there any set-asides coming out within any government entity based on the kind of work you're looking to do great all right we got a thanks from kenji kenji thanks for the excellent question that is a great question ara vasquez is asking does the california government buy only from california-based businesses so if i'm located in a different state can i still bid the answer is yes california buys all over the world california is the i want to say the sixth or seventh largest economy in the world so companies from all over the world want to do business in california so you when if an rfp comes out uh or a bid notice comes out for um something that's valued at two million dollars as an example they're going to receive bids from entities all over the united states and possibly other countries and the qualification is you you have to be you have to sign up on cali procure right cali pecure is is the starting point to get your your bid number within the california and then after that it's putting together the best bid so yes you can be anywhere in the united states and do business in california in order to be certified with the california sba to be certified you know you have to be located in california yes i might give you a head up there but yeah yeah uh okay and that applies even on the the county you know so wherever you're located um within that county or city they more than likely will have some kind of certification or classification just for local businesses you know and when we talk about certifications and classifications what does that really mean in the long run uh here's an example let's say i'm a certified uh small business in the state of california and i'm bidding on a contract where the total value meaning the budget that they want to spend on this product or service is a hundred thousand dollars and my bid is 90 000. let's say you are not a certified um you're not a you're not a certified small business or or dvd within california and your bid is 89 000. so technically
you should win the bid because your bid is a thousand dollars less my certification comes into play because i get a five percent preference so my bid is actually going to be viewed five percent more so i will outbid you i'll win the bid but they're gonna pay me and said did i do that correctly they're gonna pay me at the higher bid that i put in so if i put in this so let's say i put in 90 you put in 89 um you're supposed to win because you're a thousand dollars less but because of my certification i get that preference and i can win that and they'll pay me at the ninety thousand dollar bid hopefully i didn't totally confuse the okay but you're there's a there's a preference right and the preference is on the actual bid all right well that exhausts our questions we're getting a lot of thanks here um folks are happy to have the assistance and thomas really was quite helpful presentation so thanks a lot um we when you leave the webinar you'll be redirected towards a survey that survey's just gonna it's gonna have a couple questions you can answer them anonymously if you'd like just let us know how you felt about the webinar today we always want to be improving our services like i said we do all this we at no cost to you you didn't pay anything to join the webinar you won't pay anything to become a client if you're in our service area and eligible so we do hope to see your applications in our queue um we're all friendly folks and we're here to help so go ahead and you can reach out to us email phone number you have on the slides here um i wanna i might be the one picking up the phone so and you might be able to work with thomas if you like so uh thank you again if you're not in our service area um do yourself a favor and find your local ptac before just clicking on our link because if you if you're in san bernardino county los angeles if you're in virginia somewhere else then uh we will have to project your application to send you somewhere else so but there are 96 p tax across the country so a lot of p tax all over the world so definitely definitely all right well if there's no other questions let's go ahead and wrap it up today uh thank you so much everyone for joining it thanks again to thomas and we'll see you at future webinars thank you thank you very much [Music]
2022-04-17 15:52
