13 STEPS TO DOING BUSINESS WITH THE ARMY
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D ETERMINE YOUR PRODUCT OR SERVICE It is very important that you first know the product or service you are selling to the Army. There are different marketing strategies and different customers within the department for each product or service. It is helpful to know your Federal Supply Classification Code (FSC) (everyspec.com/FSC-CODE/).
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A CQUIRE A CAGE CODE OR DUNS NUMBER If you have not already done so, contact the Defense Logistics Information Service to request a CAGE (Commercial and Government Entity) Code (www. dlis.dla.mil/cage_welcome.asp). You also will need a Data Universal Number System (DUNS) number, which is available from Dun and Bradstreet by calling 1-800-333-0505 or 610-882-7000.
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K NOW WHICH DIVISION OF THE ARMY WOULD BUY YOUR PRODUCT OR SERVICE Most of the Army’s buying activities make purchases in support of their individual base requirements and are considered local buys. You should contact the Small Business Specialist (www.sellingtoarmy.com/ army-small-business-specialists) at the Army installation located in your geographic area to discuss opportunities for your firm. Be prepared to provide a brief written summary of your products/services. Billions of dollars are expended annually in support of the Army’s mission. The major Army commands have contractual responsibilities depending upon their mission requirements (www.sellingtoarmy.com/content/what-army-buys).
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D ETERMINE IF YOU CAN ACCEPT THE GOVERNMENT PURCHASE CARD Personnel at each installation are authorized to use government purchase cards (also known as IMPAC cards) to buy supplies and services (valued at $2,500 or less). If you can accept a purchase card, please let your Army customers know. If you cannot, you may want to investigate this option. Some activities may provide you with a listing of the purchase card holders to whom you can directly market your products or services.
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R ESEARCH YOUR CUSTOMER As with any customer, it is best to do some research about the activity before calling them. Many Army activities maintain their own websites. This information may be helpful in identifying the primary mission of that command. • U.S. Army Materiel Command (AMC) – www.army.mil/amc • Space & Missile Defense Command/Army Forces Strategic Command (SMDC/ARSTRAT) – www.army.mil/smdc • U.S. Army Corps of Engineers (ACE) – www.army.mil/usace • U.S. Army Intelligence & Security Command (INSCOM) – www.army.mil/inscom • U.S. Army Medical Command (MEDCOM) – www.army. mil/armymedicine • U.S. Army Medical Research & Materiel Command (MRMC) – mrmc.amedd.army.mil • National Guard – www.nationalguard.mil • U.S. Army Program Executive Office for Simulation, Training and Instrumentation – www.peostri.army.mil
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R EGISTER IN THE SYSTEM FOR AWARD MANAGEMENT In order to do business with the Army, you must be listed in the System for Award Management database (previously the Central Contractor Registration). This registration must be completed prior to award of any contract or agreement. This registration can be accomplished online at www.sam.gov/portal/SAM/##11 Any time there is a change in status, it is necessary for the company to update its SAM information. For example: if a company attains 8(a) status.
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S EEK ADDITIONAL ASSISTANCE IN THE DEFENSE MARKETPLACE Doing business with an organization as large as DOD can be daunting. The Procurement Technical Assistance Centers (PTACS) (www.dla.mil/smallbusiness/pages/ ptap.aspx) can be another important resource. These centers are located in most states and partially funded by DOD to provide small business concerns with information on how to do business with DOD. They provide in-depth counseling on marketing, financial, and contracting issues to small business concerns at minimal or no cost.