Staff writer
Governor's conference provides connecting and marketing opportunities
COEUR d'ALENE -- The Idaho National Laboratory expects to spend about $260 million in 2007, with nearly two-thirds of that going to vendors in the state.
On Thursday, North Idaho business operators got some inside information on how to increase their slice of the pie, which last year was only 4 percent of the $360 million spent by the research facility in Idaho Falls.
The first step is to get into the database used by INL and the entire federal government when looking for vendors of everything from "widgets" to construction.
"I use it daily, like a Google," said Dana Storms, INL small business officer, whose job is to connect small businesses with not only government, especially the U.S. Department of Energy, but with the large businesses government contracts with.
The Central Contractor Registration Web site, www.ccr.gov, provides information on what government is and isn't buying, Storms said. It's as simple as being added to the bid list, and "I will be calling you," she said.
Disadvantaged groups, such as businesses owned by women, disabled and other veterans, and minorities will receive 17 percent of the contracts, Storms said. Small Business Administration 8(a) certified disadvantaged businesses are among those who will be targeted for contracts.
"The timber industry, we qualify," said Pete Abbott of Abbott Industries in Troy. He said his machine shop has depended extensively on the timber industry, which is presently in a decline.
"I'm going to register," he said.
"We hope we can do $78 million in North Idaho next year," Storms said. "I need your help."
Among about 50, of the 150 registered, who attended Storms' presentation was Mindy Stewart of Post Falls, representing her husband Dan's construction company, Dardan Enterprises, and her KidCentric day care operation, which specializes in on-site corporate child care.
She said she liked what she heard about opportunities for connections through INL.
"They're keyed to the high-tech industry, where it's expensive to hire and retain employees," she said, and for those employees, having good child care can be an additional incentive to sign with a company.
Greg Arnold, an account representative with the IBF Group, which does $10 million a year in business forms, was also unfamiliar with Central Registration.
"It's a great opportunity to meet some folks who can make a difference," he said. "That's the gem of the day right now."
Making the connection is only the first part of making the sale, though, said James Vestermark, program manager for Idaho Commerce & Labor's Idaho Business Network.
Researching Web sites for the available contracts should be followed by "getting physical" and building a relationship with potential buyers, then following through, he said.
"You can be the very best marketer, the best closer, but if you don't follow up and ask for the order, you're not going to get it."
Mark Fisher of Advanced Benefit Insurance said he heard several pearls of marketing from Vestermark and also liked the idea of being able to connect with the government for contracts.
"It's been frustrating to know Idaho buys services we have here in North Carolina," he said.
