<P>The Military Engineer ? No. 66687                          !"  #$ &    "                              " ()!* Meetthenextgeneration ofsolarlightingsystems 877.527.6461 www.solarone.net SOReliable•SOSmart•SOBright SOBRIGHT TM Marketing5. . Where do you be- gin? First, you need to do your homework. Who buys what you sell? One of the quickest ways to obtain that information is by go- ing to the Federal Procurement Data System. There are various reports regarding all purchases (minus classi?ed buys) by all fed- eral agencies. The report can be downloaded into a spreadsheet format for easy sorting. There are similar non-government sites available to the public, as well. Review various agency websites; some sites have a workload pro- jection or understanding the mission for a particular district. Re-evaluate your business card. Does it really showcase your ?rm? What is the most effective method to communicate your abilities to an agency? Are you selecting small business confer- ences that are strategic to your business plan? Are you making good use of your resource part- ners? These are people that assist you in getting your foot in the door. Among these people are the agencys small business spe- cialists. For a list of USACE small business specialists, you can visit our headquarters website at www.usace.army.mil/CESB. You have completed steps 1 through 5. Now what? Start bidding or propos- ing. This is the best marketing tool in your tool box. It shows that you are interested and your capabilities on a speci?c procurement. If you are not the successful offeror, request a debrief; this is how you learn and improve your bidding/proposing capability when seeking government procurement. We do realize there are costs associated with this; however, start out slow and go after the smaller projects ?rst and then build from there. For further infor- mation, please contact your local small business specialist. (Contributed by Melea Crouse, Assistant Associate Director, USACE South Paci?c Division/Southwestern Division) Requesting Debriefings Following Unsuccessful Bid The Federal Acquisition Regulation (FAR) and the Air Force Federal Ac- quisition Regulation Supplement (AF- FARS) provide the procedures that an Air Force Contracting Of?cer (CO) must follow for both pre- and post-award debrie?ngs of offerors excluded from the competitive range, unsuccessful offerors and successful offerors. If you are not familiar with the procedures, you need to read FAR 15.505 and 15.506 and AFFARS 5315.5. FAR applies to all federal agencies, and each agency will have its own supplement that may or may not have the same procedures as AFFARS. The most important thing an offeror requesting a debrie?ng must remem- ber is that the debrie?ng must be re- quested and received by the CO within three calendar days after receipt of no- tice of exclusion from the competition, or within three calendar days after the date on which the offeror received no- tice of contract award. 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