Released Oct. 26, 2007
MALVERN, Ark. - Those who know insist that there's one resource every small business owner in the state should know about.
It's the Arkansas Procurement Assistance Center (APAC), an economic development program operated by the University of Arkansas Cooperative Extension Service.
Based in Malvern, APAC is operated under a cost-sharing cooperative agreement with the Department of Defense, with additional matching support from Malvern National Bank, Winthrop Rockefeller Foundation and other community organizers.
In 2006, 1,456 government contracts, valued at more than $180.29 million were secured by APAC's small business clients, and 4,242 jobs were created or retained because of them, says Sue Coates, the center's director.
APAC offers a 30-hour course on government contracting, as well as workshops and seminars on related topics, and offers various kinds of support to businesses with issues related to selling goods or services to public agencies.
"We couldn't do government business without APAC," says Kathy Lacefield, long-time office manager of Modern Chemical, Inc., in Jacksonville. Modern Chemical manufactures degreaser and chemical cleanser, which is sold in the United States and internationally.
Every day, APAC clients, such as Modern Chemical, get an e-mail from APAC, reminding them to check their secure Web site for bid opportunities that are selected according to their specific interests.
APAC clients also receive a weekly newsletter containing technical information and announcements about government contracting in Arkansas.
There is a modest tuition for the 30-hour course APAC offers, but all other tools available through the organization are available at no cost.
"It's all there for the asking," says Martha Moore, owner of McCormick Asphalt and Paving, Inc., in Ozark. "Every business should be taking advantage of it."
Brenda Huntsinger, operations manager with Southeast X-ray, also headquartered in Ozark, took a one-day class through APAC, about the requirements small companies have to meet to contract with the government, and about how to receive small company certification.
Southeast X-ray now handles technical and professional components for the U.S. Department of Veterans Affairs through its 12 clinics in Georgia, Washington, Virginia, North Carolina and some state disability claims.
"They help us screen contracts that are coming through, contracts that might be a benefit for us," Huntsinger says. "They're my right hand. I wouldn't even think about making a bid without them looking at my paperwork first. All of my knowledge as far as contracting with the government has come from APAC. We wouldn't have moved into that arena without them."
Moore says the instruction on federal regulations that might affect bids she is preparing to face has been invaluable.
"There are regulations that are referred to, that if you don't familiarize yourself with them, can be very costly," she explains. "APAC helps us understand those."
The regulations, often pertaining to certain processes or testing required during the course of a project, are generally not spelled out in the bid forms, and small business owners who aren't savvy can win bids only to find out they can't afford to finish the projects.
And there's more.
"They can help you identify things about your company, and they can help you market that," says Moore. "They can help you market your capabilities and you can become better aware of what you're able to do because they ask you certain questions."
Moore, for example, has realized through her work with APAC that her company can handle dirt projects and concrete projects, as well as asphalt, which is the company's focus, and has bid on government work in those areas.
"I came out of that box that I was in," she says. "You have to be [diversified]; these days you can't survive if you're not."
She credits APAC's training, newsletters and job leads with almost doubling the volume of work her company did from 2005 to 2006.
"APAC," she says, "is a very, very good tool."
For more information about business and entrepeneurship, visit the extension's Web site, http://www.uaex.edu, or contact your county extension agent. The Cooperative Extension Service is part of the U of A Division of Agriculture.
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http://www.uaex.edu/news/october2007/1026apac.htm
Contact: Lamar James, (501) 671-2187, ljames@uaex.edu
