ucuz takp

Como funcionam as Licitações nos Estados Unidos?

Ganhar licitações do governo é sem dúvida uma boa forma de garantir a longevidade de empresas. No entanto, o processo, que é puramente burocrático no Brasil, funciona de maneira diferente nos Estados Unidos.

Para os americanos, não se trata apenas de fazer a melhor proposta e se encaixar em pré-requisitos. Eles procuram empresas bem estabelecidas no mercado, com boa fama e boas práticas de negócios. Por isso, antes de pensar em vender para o governo, procure se estabelecer bem enquanto empresa, e só aí, então, se inicie no mundo das licitações.

Tire abaixo algumas dúvidas sobre como funciona o processo de licitação na Flórida.

1. Como acontece a interação entre o governo e vendedores?

O estado da Flórida realiza o contato com empresas oferecendo bens e serviços através do website  MyFloridaMarketPlace.com. O sistema funciona como uma fonte central para todos os departamentos, e foi criado para facilitar a interação entre estes e as empresas.

Atualmente, o MyFloridaMarketPlace (MFMP), tem cerca de 15 mil compradores registrados, que realizam uma média de 5 mil compras por mês.

2. Quem é responsável pelas licitações?

Em caso de compras pequenas e de pequeno prazo, cada departamento tem autonomia e pode efetuar a compra através do MyFloridaMarketPlace.

Mas, o departamento responsável por fiscalizar os processos de licitação, gerenciar as interações entre governo e compradores e elaborar contratos estaduais a longo prazo é o “Department of Management Services, Division of State Purchasing” (Departamento de Compras e Gerenciamento de Serviços).

3. O governo da Flórida abre licitações, assim como no Brasil?

Qualquer departamento do governo que deseja comprar algum bem ou serviço, segue as seguintes regras:

  • Se a compra for maior que US$ 35.000 e de itens temporários (a serem usados para um propósito específico),  é aberto um processo de licitação por departamentos individuais. Essas compras são chamadas de “Formal Purchases”.
  • Se a compra for menor que $35.000 e de itens temporários, não é necessário a abertura de licitações e as negociações podem ser feitas informalmente, sendo, por essa razão chamada de “Informal Purchase”.
  • Compras e serviços contratuais que são à longo prazo e cujo consumo é comum à vários departamentos do governo, requerem a criação de um “State Term Contract” (contrato de termo estadual). Esse tipo de contrato é elaborado pela Division of State Purchasing. Dessa forma, o processo é facilitado para os departamentos e o governo consegue negociar preços ainda mais competitivos.

Segundo dados oficiais do governo, todos os anos são efetuadas compras de bens e serviços no valor médio de $1,200,000,000.  Aproximandamente 33% dessas compras acontecem através do fechamento de State Term Contracts.

4. Como saber mais sobre a minhas competição?

No website System for Award Management (SAM) é divulgada a lista de empresas cadastrados para vender para o governo. É possível buscar por empresas a partir de sua área de atuação.

5. Quais são os passos que devo seguir para me tornar fornecedor do governo?

  • Complete o formulário W-9 através do website do Departamento de Finanças da Flórida.

  • Conduza uma pesquisa de mercado para se inteirar das práticas de negócios de empresas de seu ramo que já são bem sucedidas em trocas comerciais com o governo.

 

Se todos esses passos parecem confusos para você, saiba que não foi o primeiro a pensar assim. Por essa razão foram criados em 1985 os PTACs, ou Procurement Technical Assistance Center (Centros de Assistência Técnica para Licitações). Esse programa, espalhado por todo o país, é sem fim lucrativos e oferece suporte consultoria gratuitos para quem tem interesse em obter contratos com agências federais e estaduais.

Para se qualificar para receber ajuda do PTAC da Flórida, basta ser uma empresa baseada no estado, que deseje vender para o governo, que tenha potencial e condições para tal, além de se comprometer a reportar todos os contratos fechados com o governo pós-consultoria. Se você acredita estar dentro de todos os pré-requisitos, cadastrar-se para esse programa pode te ajudar a finalmente assinar um contrato a longo prazo com o governo americano.

Boa sorte nos negócios!

Leia Também: Como praticar networking nos Estados Unidos

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