naval facilities engineering command...
TRANSCRIPT
1 Naval Facilities Engineering Command Southwest
July 19, 2015
Naval Facilities Engineering Command
Southwest
1
2 Naval Facilities Engineering Command Southwest
Outline
“How To” for first timers Federal versus State Small Business Definitions
Source Selection Process
Evaluation Factors
Proposal Do’s and Don’ts
Questions
3 Naval Facilities Engineering Command Southwest
How to do Business with NAVFAC Southwest
Determine North American Industrial Classification System (NAICS) codes that pertain to your business.
•www.census.gov/epcd/www/naics.html
Determine appropriate Small Business Socio-Economic Programs for which you qualify. Visit the SBA website.
Register in the Central Contractor Registration (CCR). If already registered, make sure info is current.
•www.ccr.gov
Complete On-Line Representation and Certifications (ORCA)
•www.bpn.gov
4 Naval Facilities Engineering Command Southwest
Monitor Solicitation Websites https://www.neco.navy.mil www.fedbizopps.gov or www.fbo.gov
Know the Federal Acquisition Regulation (FAR) and
Department of Defense FAR Supplement regulations www.arnet.gov/far http://farsite.hill.af.mil/vfdfara.htm
Additional Resources
Small Business Administration (SBA) www.sba.gov Procurement Technical Assistance Center (PTAC)
www.dla.mil/db/procurem.htm
How to do Business with NAVFAC Southwest
5 Naval Facilities Engineering Command Southwest
Federal versus State Small Business Programs
There are significant differences between Federal and State (CA) definitions for various small business socio-economic programs.
When applying for Federal work, make sure you understand and use the FEDERAL small business definitions.
SBE, DVBE, WBE etc. are STATE designations.
6 Naval Facilities Engineering Command Southwest
Source Selection Process Acquisition Planning Set-Aside Determination Solicitation
– Scope of Work – Contract Requirements (FAR Clauses, admin reqmts) – Evaluation Factors – Proposal Submission Requirements
Best Value Source Selection / Two Phase
We can only evaluate your proposal against the solicitation requirements. Your technical proposal is not compared to other proposals.
7 Naval Facilities Engineering Command Southwest
Source Selection
Source Selection Evaluation Board(s) – Governed by rules described in the Solicitation – Evaluates each proposal compared to stated evaluation criteria – Trade Off analysis – Best Value – Provides rating for each proposal – definitions in solicitation
•Substance more important than “pretty” •Can you follow instructions •Is your proposal concise and to the point •Does your proposal demonstrate your capabilities to their fullest
Source Selection Evaluation Report – Rates each proposal relative to how well it addressed each of the
evaluation factors. – Recommends award and provides supporting rationale.
8 Naval Facilities Engineering Command Southwest
Past Performance / Technical Experience – Technical Experience describes WHAT you have done in the past – Past Performance describes HOW WELL you have done it. – Similar to scope of work on contract
Proposed Technical Solution (Design/Build) – Innovation, Feasibility, Risk, In line with solicitation, Cost?
Management Team / Org Structure – Joint Ventures – Organizational Chart – who is responsible for what
Evaluation Factors
9 Naval Facilities Engineering Command Southwest
Evaluation Factors (2)
Small Business Utilization – Policies, procedures, practices in place and used – Historical performance – Outreach, education, assistance, etc. for SB – Goal commitment on instant solicitation/contract
Safety – Safety Record – historical data, loss time reports, EMRs,
OSHA reports, etc. – Policies and procedures in place and followed.
Price
10 Naval Facilities Engineering Command Southwest
Proposal Do’s and Don’ts
#1 Rule of responding to a solicitation ….. READ ENTIRE SOLICITATION!!!! Don’t just read the specification section and
proposal submission requirements DO look up and read the FAR/DFARS/and other
administrative contract requirements. Make sure you understand them. Don’t neglect any portion of the submission
requirements or questions. Make sure you respond to each component of a multi-part question or requirement. Don’t assume the review board can “read between
the lines”. We won’t.
11 Naval Facilities Engineering Command Southwest
Proposal Do’s and Don’ts (2)
Don’t get creative with format and organization of proposal. DO follow instructions to the letter.
– Project date ranges, similarity to scope, dollar threshhold, – Page limitations, front/back, single/double spaced, font.
DO pay attention to detail – PROOF READ your entire proposal – one person not team – Korect spelin an gramatical erers. – Make sure POC and Reference information is current and
ACCURATE.
DO make sure you get it in ON TIME – FedEx, FAX, email, snail mail – what is allowed and what is not.
12 Naval Facilities Engineering Command Southwest
Questions? Lora Morrow
Deputy for Small Business Programs NAVFAC Southwest
619-532-2248 [email protected]
OR SYLVESTER (PETE) HUDSON
Supervisory Contracting Officer FEAD, Public Works Lemoore
750 Enterprise Avenue NAS Lemoore, CA 93246 Office: 559-998-3905
NAVFAC Southwest
Lora Morrow Deputy for Small Business
Doing Business with Federal Agencies 101 – The Basics
June 11, 2013
1
2 NAVFAC Southwest 7/19/2015
1. What NAVFAC Buys a. Construction Services b. Environmental Services c. Architectural / Engineering Services d. Facility Support Services e. Asset Management
2. What NAVFAC does not buy. a. Products of any kind, Information
Technology (hardware/software), Staffing services.
How to do Business with NAVFAC
3 NAVFAC Southwest
Important Websites
North American Industrial Classification System (NAICS) http://www.cencus.gov/eos/www/naics/ System for Award Management (SAM) http://www.sam.gov Small Business Administration (SBA) http://www.sba.gov Dynamic Small Business Search (DSBS) Database http://dsbs.sba.gov Procurement Technical Assistance Centers (PTAC) http://www.dla.mil/db/procurem.htm http://www.ptac-sandiego.org (San Diego PTAC)
4 NAVFAC Southwest
Register on Solicitation Websites
Solicitation Websites http://www.neco.navy.mil (NECO) http://www.fbo.gov (Fed Biz Ops) Register for individual solicitations -- Prime Contractor -- Subcontractor -- Vendor -- Interested Party Monitor solicitation websites manually! -- spend at least one hour per week mining sites.
5 NAVFAC Southwest
Forecasting Tools
Sources Sought Announcements Requests for Interest Industry Forums Publicized Forecast Announcements for MILCON and other special programs. Special Notices publicized on solicitation websites.
6 NAVFAC Southwest
How to Respond to Solicitation
1. READ ENTIRE SOLICITATION including the fine print!
2. Read all contract clauses included by reference. a. http://www.arnet.gov/far b. http://farsite.hill.af.mil/vfdfara.htm
3. Read evaluation criteria carefully. Make sure you
understand submittal requirements and limitations.
4. Address all components of multi-part questions or requirements.
5. Proof read entire proposal.
6. Get your proposal in ON TIME and in proper format.
7 NAVFAC Southwest
What not to do in your proposal.
1. Do not assume review board will read between the lines to understand your proposal.
Proposals are evaluated at FACE VALUE.
2. Do not get creative with format and organization of proposal. Follow instructions in the solicitation to the letter.
3. Don’t neglect any portion of the proposal requirements even if you believe they do not pertain to you. Answer everything!
4. Don’t be late! Get your proposal in on time and by the means permitted in the solicitation (FedEx, FAX, email, snail mail, courier, etc.)
8 NAVFAC Southwest
Common Misperceptions
1. Once a solicitation hits FBO, it’s too late, the Gov’t already knows who the contract will go to. FALSE. The government reviews every proposal and awards the contract IAW solicitation provisions/requirements.
2. The government has a secret list of favorite contractors. FALSE. The government does not favor one contractor over another. It does issue procurement set-asides IAW governing laws and regulations and available market research data.
3. If I don’t already have government experience, I don’t have a chance of getting a contract. FALSE. Every proposal is evaluated against solicitation requirements. The more closely related your experience is to the solicitation requirement, the more likely your proposal will be rated highly.
9 NAVFAC Southwest
Joint Ventures
1. If Joint Ventures (JVs) are permitted on a solicitation, make sure your JV conforms to all applicable Code of Federal Regulation (CFR) requirements.
2. JV is new legal contract entity. Need separate CAGE, DUNS, Tax ID, etc.
3. Rules of affiliation may apply.
4. JVs that do not conform to CFR requirements may be eliminated from consideration for award.
5. Don’t confuse Mentor-Protégé program with JV.
1 NAVFAC Southwest
How to work with NAVFAC SW Basic instructions for new contractors
• Step 1 – Determine your NAICS Codes
http://www.census.gov/eos/www/naics/
• Step 2 – Register in SAM http://www.sam.gov
• Step 3 – If SB, Register in Dynamic Small Business Search database http://dsbs.sba.gov
• Step 4 – Monitor Solicitation Websites http://www.neco.navy.mil http://www.fbo.gov
• Use additional free resources available to you.
2 NAVFAC Southwest
Additional Resources
Small Business Administration
http://www.sba.gov
Procurement Technical Assistance Center
http://www.dla.mil/SmallBusiness/Pages/ProcurementTechnicalAssistanceCenter.aspx
NAVFAC Small Business Websites
https://smallbusiness.navfac.navy.mil http://www.navfac.navy.mil/navfac_worldwide/atlantic/fecs/southwest/about_us/small_business.html
3 NAVFAC Southwest
Forecasting Tools Posted on solicitation websites
Sources Sought Announcements *** This is your only opportunity to affect the procurement strategy. Respond if you would bid on the solicitation. Requests for Interest Industry Forums Publicized Forecast Announcements for MILCON and other special programs. Special Notices publicized on solicitation websites.
4 NAVFAC Southwest
How to Respond to Solicitation
1. READ ENTIRE SOLICITATION including the fine print!
2. Read all contract clauses included by reference. a. http://www.arnet.gov/far b. http://farsite.hill.af.mil/vfdfara.htm
3. Read evaluation criteria carefully. Make sure you
understand submittal requirements and limitations.
4. Address all components of multi-part questions or requirements.
5. Proof read entire proposal.
6. Get your proposal in ON TIME and in proper format.
NAVFAC Southwest
Lora E. Morrow Deputy for Small Business NAVFAC Southwest
Office of Small Business Programs
NAVFAC Southwest
May 5, 2014
1
2 NAVFAC Southwest
Who is NAVFAC Southwest?
63 NAVFAC Southwest
Naval Facilities Engineering Command, Southwest, headquartered in San Diego, CA, provides all facilities
acquisition, installation, engineering support, and base operating and maintenance services required to support Navy and Marine Corps
Servicemen ashore throughout our six-state area of responsibility.
4 NAVFAC Southwest
PWD Coronado
PWD San Diego
PWD Point Loma
MCRD
PWD El Centro (BOS)
PWD Monterey
ROICC Barstow
PWD Seal Beach
PWD Ventura County
PWD Lemoore
ROICC San Francisco Bay PWD Fallon (BOS)
PWD China Lake
NAVFAC SW Area of Responsibility
ROICC Travis
OICC MCI West
ROICC Camp Pendleton
MCAS Camp Pendleton
ROICC Miramar
ROICC Twentynine Palms
ROICC Yuma
ROICC Bridgeport NOSC Denver
NOSC FT Carson
NOSC Albuquerque
NOSC Salt Lake City
NOSC Tuscon
NOSC Phoenix
NOSC Reno
NOSC Reno
NOSC Sacramento
NOSC San Diego
NOSC North Island
NOSC Alameda
NOSC San Jose
NOSC Los Angeles
NOSC Moreno Valley
NOSC Port Hueneme
NOSC Point Mugu
Navy Installation - 10 Marine Corps - 8 Installation
Air Force Base – 1 Reserve Centers - 18
5 NAVFAC Southwest
What NAVFAC Southwest Buys
•Public Works –Facility Sustainment –Utility & Energy Management –Base Operation and Maintenance –Facility Services
•Asset Management –Real Estate –Land & Installation Planning –Facilities Planning –Encroachment Management –Facilities Integrated Logistics Support
–Real Property Acq, Mgmt & Disposal
•Capital Improvements –Construction Services –Architect & Engineering Services –Design In-House –Specialized Technical Services –Ocean Engineering
•Environmental
–Environmental Planning/NEPA –Environmental Compliance &
Conservation –Environmental Restoration –Sustainable Solid Waste Management
6 NAVFAC Southwest
Top 10 NAICS Codes for FY2013
NAICS Description # of Actions $000
236220 Commercial and Institutional Building Construction
1725 450,118
238220 Plumbing, Heating and Air Conditioning
248 145,856
562910 Remediation Services 459 122,128
561210 Facility Support Services 805 121,828
237990 Heavy Civil Engineering Construction
150 100,995
541330 Engineering Services 779 88,389
237310 Highway, Street, and Bridge Construction
392 85,407
237120 Oil and Gas Pipeline Construction
48 32,707
561720 Janitorial Services 120 30,251
237130 Power and Communication Line Construction
143 23,472
15 October 2010
Totals for FY2013: 7,018 Actions, $1,355,821,440.
7 NAVFAC Southwest
So how’d we do?
Category Prime Award Target (Goal)
Actual # Prime Awards
Actual Total $000
Actual % Awards
% Above or Below Prime Award Target
Small Business
36.00% 5,163 736,185 54.30% 50.8% Above
HUBZone 10.00% 893 156,620 11.55% 15.5% Above
SDVOSB 3.00% 513 68,863 5.08% 69.3% Above
SDB 22.83% 4,156 548,463 40.45% 77.2% Above
WOSB 6.50% 1,055 128,055 9.44% 45.2% Above
8 NAVFAC Southwest
How to work with NAVFAC SW Basic instructions for new contractors
• Step 1 – Determine your NAICS Codes
http://www.census.gov/eos/www/naics/
• Step 2 – Register in SAM http://www.sam.gov
• Step 3 – If SB, Register in Dynamic Small Business Search database http://dsbs.sba.gov
• Step 4 – Monitor Solicitation Websites http://www.neco.navy.mil http://www.fbo.gov
• Use additional free resources available to you.
9 NAVFAC Southwest
Register on Solicitation Websites
Solicitation Websites http://www.neco.navy.mil (NECO) http://www.fbo.gov (Fed Biz Ops) Register for individual solicitations -- Prime Contractor -- Subcontractor -- Vendor -- Interested Party Monitor solicitation websites manually! -- spend at least one hour per week mining sites.
N62473
10 NAVFAC Southwest
Forecasting Tools
Sources Sought Announcements Requests for Interest Industry Forums Publicized Forecast Announcements for MILCON and other special programs. Special Notices publicized on solicitation websites.
11 NAVFAC Southwest
Marketing Tips
DO YOUR HOMEWORK!
- Know your customers BEFORE you approach them. - Never ask a potential customer what they do. You
need to know this in advance! - Know your customer needs and buying habits - Approach with a SOLUTION to an identified need - Speak your customer’s language
- State customer use State terms - Federal customer use Federal terms - Commercial customers use industry term
- Adapt your marketing strategy to fit your customer - Marketing should NOT be one-size-fits-all
- Make an appointment – do not drop in.
12 NAVFAC Southwest 2 November 2010
When asked, “What do you do?” - Don’t say “Everything.” - Don’t say “I’m a general contractor.” * What you say may not be what your potential customer hears. - Don’t lead with your socio-economic certifications. - Don’t ask for sole source work! - FOCUS!!!!! - Focus on your IN-HOUSE capabilities - Be able to describe your core competencies - What sets you apart from your competition? - Be able to describe your previous work in terms that will relate to the customer’s current needs.
Marketing Tips
13 NAVFAC Southwest
Marketing Materials
Business Cards: - Use both sides. - Make it INFORMATIVE, not just a piece of paper Statement of Qualifications: - Be SUCCINCT! Focus on in-house capabilities. - No more than TWO (2) Pages (single sided) - Focus on work within the last five years - Provide references with POC information - List socio-economic certifications, professional licenses, NAICS codes, CAGE and DUNS numbers. - What makes you unique and better than your competition? Why should the customer hire your firm?
14 NAVFAC Southwest 2 November 2010
Common Mistakes in Marketing Materials
- Too long. - Tries to cover too much material - Poorly organized information - Too generic - Takes credit for work not performed by firm giving
presentation (work experience from employees while working for another firm).
- Missing information (NAICS, bonding, CAGE, DUNS, socio-economic certifications, licenses, etc.)
- Past performance references either too lengthy or too short.
- Information not relevant to customer buying needs or procurement authority
Lacks focus
15 NAVFAC Southwest
Dynamic Small Business Search Database
Dynamic Small Business Search Database: - Update frequently as info for your firm changes - Capabilities narrative - Performance History (References)
16 NAVFAC Southwest
Additional Resources
Small Business Administration
http://www.sba.gov
Procurement Technical Assistance Center
http://www.dla.mil/SmallBusiness/Pages/ProcurementTechnicalAssistanceCenter.aspx
DoD Small Business Professionals
http://www.acq.osd.mil/osbp/doing_business/DoD_Contracting_Guide.htm
NAVFAC Small Business Websites
https://smallbusiness.navfac.navy.mil https://portal.navfac.navy.mil/portal/page/portal/navfac/navfac_ww_pp/navfac_navfacsw_pp/sw_sb
Updated: 19-Jul-15
NAVAL FACILITIES ENGINEERING
COMMAND, SOUTHWEST
OFFICE OF SMALL BUSINESS
1220 PACIFIC HIGHWAY
SAN DIEGO, CA 92132
Lora Morrow Robert (Zack) Zaccaria
Deputy for Small Business Asst. Deputy for Small Business
(619) 532-2248 (619) 532-2375
[email protected] [email protected]
WHAT WE BUY:
Construction: Major New Construction, Renovation and Repair of Facilities, Buildings, Structures, Roads, Runways, Piers, Parks, Utility Systems
Environmental: Studies, Evaluation, Remediation, Hazardous Clean-Up
Architect-Engineering: Architectural, Civil, Structural, Mechanical, Electrical, Environmental Engineering, Site Assessments, Planning Documents, Surveys
Services: Natural Resources Preservation/Conservation, Cultural Resources, Facilities Services (Janitorial, Grounds Keeping, Guards Services, Operation and Maintenance)
WE DO NOT BUY: Information Technologies, Computer Equipment or Repair,
Construction Materials, Products of any kind, or Staff Augmentation Services
INTERNET WEB SITES:
FBO - Federal Business Opportunities (UIC: N62473) https://www.fbo.gov NECO - Navy Electronic Commerce On-Line Web Site: https://www.neco.navy.mil
DON OFFICE OF SMALL BUSINESS PROGRAMS NAVFAC PUBLIC PORTAL: http://www.donhq.navy.mil/OSBP/ http://www.navfac.navy.mil/ NAVFAC SOUTWEST PRIME CONTRACTOR LIST http://www.navfac.navy.mil/navfac_worldwide/atlantic/fecs/southwest/about_us/small_business.html NAVFAC MILCON PROJECTIONS http://www.navfac.navy.mil/products_and_services/sb/opportunities/forecasts_opportunities.html FAR - FEDERAL ACQUISITION REGULATION http://farsite.hill.af.mil/vffara.htm
DFAR - DEPARTMENT OF DEFENSE FEDERAL ACQUISITION REGULATIONS http://farsite.hill.af.mil/vfdfara.htm
SAM - SYSTEM FOR AWARD MANAGEMENT https://www.sam.gov SBA DYNAMIC SMALL BUSINESS SEARCH http://dsbs.sba.gov SBA MENTOR PROTÉGÉ http://www.sba.gov/content/mentor-protege-program PTAC - CONTRACTING OPPORTUNITY CENTER, SAN DIEGO, CA http://www.ptac-sandiego.org SBDC - SMALL BUSINESS DEVELOPMENT CENTERS http://www.sba.gov/content/small-business-development-centers-sbdcs NAICS – NORTH AMERICAN INDUSTRIAL CLASSIFICATION SYSTEM http://www.census.gov/epcd/www/naics.html
You may send a copy of your Statement of Qualifications (SOQ) to the e-mail address stated above and/or to the offices identified on the reverse side of this flyer (maximum file size 1MB).
Updated: 19-Jul-15
NAVAL FACILITIES ENGINEERING COMMAND SOUTHWEST
FIELD OFFICES
MCLB BARSTOW
PORT HUENEME / POINT MUGU / VENTURA
ROICC Marine Corps Logistic Base, B198 Barstow, CA 92311-0198
VACANT
FEAD Ventura 1205 Mill Road, B-850, Suite 2 Port Hueneme, CA 93043-4442
FRANC PAMINTUAN (805) 982-1895 [email protected]
MCB CAMP PENDLETON / MCMWTC BRIDGEPORT
PT LOMA / SUBASE OICC MCIWEST Box 55510, Bldg 1160 Camp Pendleton CA 92055
MARLANEA KIRKBRIDE (760) 725-8195 [email protected]
FEAD Point Loma 4635 Pacific Highway, Bldg 1N San Diego CA 92110-2756
VACANT
NAS CHINA LAKE
MCAS MIRAMAR / MCRD FEAD China Lake 429 E Bowen Avenue China, Lake, Ca 93555-6108
VACANT
ROICC Miramar PO Box 452004, Bldg 6311 San Diego CA 92145-2004
JULIA TAYLOR 858- 577-6307 [email protected]
NAF EL CENTRO
MCAGCC 29 PALMS FEAD El Centro 1605 3rd Street B-504 NAF El Centro, CA 92243
VACANT
FEAD 29 Palms Bldg 1138T3, PO Box 6013 Twentynine Palms, CA 92278-6013
GEORGIANN WATTS 760-830-7419 [email protected]
MCAS YUMA
NPS MONTEREY ROICC MCAS Yuma Building 888 Yuma, Arizona 85369-9129
STEVE TIRONE 928- 269-6448 [email protected]
FEAD Monterey Naval Postgraduate School 511 Gardners Road, Bldg 426 Monterey, CA 93943-5035
LYNN CHIMENT-TOPETE 831-656-3454 [email protected]
TRAVIS AFB
NAS LEMOORE ROICC Travis Air Force Base 191 "W" Street, B-912 P.O. Box 1597 Travis AFB, CA 94535-0597
LINDA BANFIELD 707- 424-2427 [email protected]
FEAD Lemoore 750 Enterprise Avenue NAS Lemoore, CA 93246-5011
Sylvester (Pete) Hudson 559-998-3905 [email protected]
NAVAL STATION SAN DIEGO / NAVAL HOSPITAL
CORONADO / NASNI / NB / NOLF / SCI FEAD San Diego 2730 McKean Street, B-121 San Diego, CA 92136-5211
ANTHONY PHILLIPS 619- 556-1260 [email protected]
FEAD Coronado P.O. Box 357007 San Diego, CA 92135-7007
JULIA GARCIA 619-545-7451 [email protected]
NAS FALLON
NWS SEAL BEACH / LOS ANGELES AFB FEAD Fallon 4755 Pasture Road Fallon, NV 89496-5000
MARLENE PETERSON 775-426-4450 [email protected]
FEAD Los Angeles/NWS 800 Seal Beach Blvd, B-230 Seal Beach, CA 90740-5000
VACANT