the overall classification of this briefing is unclassified doing business with the 45th space wing...
TRANSCRIPT
The Overall classification of this briefing is UNCLASSIFIED
Doing Business with the
45TH SPACE WING&
The Federal Government
2011
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AgendaWHO WE AREPOLICYGETTING STARTED-Basic QuestionsGETTING STARTED-Basic Answers
Dept of DefenseWhat we BuyLocatorAssistanceWebsitesBasic InfoSB Program
THINGS TO REMEMBERCONTACT INFO
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WHO ARE WE
• 45th Space Wing Installation (Air Force)
• - Patrick AFB (HQs)
• - Cape Canaveral AFS
• - Jonathan Dickinson Tracking Annex/Jupiter
• - Malabar Tracking Annex/Port Malabar
• - Ascension
• - Antigua
• - Sites in Puerto Rico
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Policy Statement
• It is the policy of the United States, as stated in the Small Business Act, that “all” small businesses have the maximum practicable opportunity to participate in providing goods and services to the government.
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45 SW/BZ MISSION & VISION
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MissionTo determine the best way small businesses can
support the mission on each acquisition; and, to make using small business the smart solution rather than a
required program.
VisionTo bring small businesses to the forefront as
providers in support of the war fighter.
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Getting Started – Basic Questions
1. Which government agencies buy my products and services?
2. How do I get in touch with them?
3. How do I market them?
4. Know the Rules!
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Getting Started – Basic Answers
Answer to Question #1 (who buys what I sell)
• The federal government spends billions annually on products & services ranging from paperclips to complex space vehicles
• As a whole, the federal government is made up of agencies and each agency is broken down into various components:• Bureaus, field units or districts.
• In most cases these entities are decentralized in their buying activities, with each having its own mission, budget, contracting shop, and small business specialist.
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Getting Started – Basic Answers
Answer to Question #2 – Getting in Touch
• Check out these websites:
• Identify which agency or bureau buys your product or service (hint: know your NAICS code)
• www.fedbizopps.gov – Register - get notices of government requirements for your NAICS code
• https://www.fpds.gov/fpdsng_cms/ - provides market research reports government wide
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Getting Started – Basic Answers
Question #2 – More websites:
• ccr.gov - Register on Dynamic Small Business Search. SBA’s Pro-Net database is combined with DoD’s Central Contractor Registration database, a popular database used by Contracting Officers. Register to be paid.
• http://web.sba.gov/subnet/search/index.cfm - Notice of subcontracting opportunities.
• vetbiz.gov (VA’s website for VOSB and SDVOSB). VA’s Center for Veterans Enterprise.
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Getting Started – Basic Answers
Answer to Question #3 – How do I market them?
• One of the most effective approaches to marketing is to meet with the Small Business Specialists (SBS).
• Participate in: • Targeted Outreach Activities• Local Conferences/Trade Shows
• Focus on 3-5 agencies & allow 18-24 months for relationship building.
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Getting Started – Basic Answers
Answer to Question #3 – How do I market them?
Tip: Know Your Selected Agencies!
• Remember, the government is decentralized. Most agencies consist of numerous buying activities. (Example: Department of Defense has 3 Major Services/Agencies).
• Department of the Army• Department of the Navy• Department of the Air Force
– The Air Force has 12 Major Commands (MAJCOM)
• Learn what each targeted Agency/MAJCOM does, can do, and how they spend their money!
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DoD Small Business By Service (FY06 – FY10)
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•Source: FPDS – 17 Feb 2011
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Air Force Small Business Performance by MAJCOM FY08-FY10
• Source: FPDS-NG 24 Feb 2011
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•PUERTO RICO-$6 M•GUAM - $22 M
•Over $500 M•$300 M - $500 M•$200 M - $300 M•$100 M - $200 M•$50 M - $100 M•Under $50 M
AF SB Dollars Obligated by State (FY10)
•Source: FPDS 14 Feb 2011 - Determined by Principal Place of Performance State Code
•VA•$708
•WV•$8
•SC•$112
•CO•$67
•UT•$214
•IL•$102
•TX•$771
•NM•$321
•AZ•$153
•NV•$612
•OK•$265
•WA•$117
•OR•$6
•MT•$34
•ID•$43 •WY
•$43
•ND•$66
•SD•$24
•NE•$58
•KS•$42
•MN•$33
•IA•$22
•MO•$74
•AR•$48
•LA•$95
•TN $27
•MS•$58
•AL•$159
•GA•$236
•WI•$14 •MI
•$63
•CA•$910
•FL•$749
•ME•$1
•VT $4
•NH-$33
•AK•$306
•HI-$101
•NY•$137
•NC•$81
•PA•$117
•DE-$46
•NJ-$91
•DC-$138
•IN•$36
•OH•$581
•KY•$10
•CO•$540
•CT-$41
•MD-$272
•RI-$13•MA-$332
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WHAT WE BUY
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Sector Description Awards Award Dollars
22 Utilities 10 $8,762,399.0023 Construction 356 $49,192,874.83
31,32,33 Manufacturing 331 $32,061,558.5542 Wholesale Trade 17 $7,198,237.00
44,45 Retail Trade 47 $2,162,430.70
48,49 Transportation and Warehousing
25 $282,916.64
51 Information 139 $9,591,681.48
53 Real Estate and Rental and Leasing
5 $19,401.58
54 Professional, Scientific, and Technical Services
193 $66,224,180.93
56 Administrative and Support and Waste Management and Remediation Services
267 $189,784,784.62
61 Education Services 10 $185,832.28
62 Health Care and Social Assistance
43 $3,863,624.46
71 Arts, Entertainment, and Recreation
6 $25,262.10
72 Accommodation and Food Services
9 $1,818,765.20
81 Other Services (except Public Administration)
55 $6,610,168.44
92 Public Administration 3 $8,772.49TOTALS 1516 $377,792,890.30
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AirForceSmallBiz.Org SB Specialist Locator & LRAE
•Small Business Specialist Locator
•Long Range Acquisition Estimate
•Small Business Specialist Locator•Long Range Acquisition Estimate (LRAE)
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Seek Additional Assistance
Procurement Technical Assistance Center Program –
www.fptac.org
• AF Small Business Specialists- www.AirForceSmallBiz.org
Local Small Business Development Center- www.bcctraining.com
Service Corps of Retired Executives (SCORE): They offer free and confidential business advice through http://www.score.org/index.html (Ask SCORE online) and SCORE's 12,400 volunteer counselors have more than 600 business skills.
Women’s Business Development Centers – www.wbdc.org
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Helpful Web Sites
SBA’s Home Page: www.sba.gov Government Contracting: www.sba.gov/GC
Site includes links to all major government contracting programs discussed here plus much, much more.
• Size Standards: www.sba.gov/size
• ---------------------------------------------------------------------------------
• Federal Procurement Data System (FPDS)-Next Generation (NG) – www.fpds.gov
• Department of Veteran Affairs – www.vetbiz.gov
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Basic Information
There are two types of contracting opportunities:
• Prime Contracting – you hold the contract
• Subcontracting – a larger company holds the contract and you get to work on a piece of it
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Basic Information (continued)
After consideration of required sources (read FAR Part 8), the contracting officer has 2 choices:
1. use a pre-existing contract (FSS, GWAC, Department-wide contract)
2. use open market procedures
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Basic Information (continued)
Key Tip:
If what you provide is listed on a GSA FSS, then get on the schedule!
Why? because it is a faster method of buying
Research, find out what pre-existing vehicles are used by the agencies you have targeted and most importantly, let agencies know what contract vehicles you have available to them.
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Basic Information (continued)
$ amounts & methods of procurement you should know about:
• Up to $3,000 – Micropurchase (credit card)
• $3,001-$150,000 – Simplified Acquisition Procedures (SAP)
• Over $150,000 – Formal Contracting Procedures
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Small Business Procurement Programs
• 8(a) Program set-aside• HUBZone Program set-aside• SDVOSB Program set-aside• WOSB Program set-aside• Traditional Small Business set-aside• Full & Open competition tools
• SDB• Subcontracting• Mentor-Protégé Program• HUBZone Price Evaluation Preference (10%)
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Small Business Procurement Programs
Currently, there is no way to limit the competition to:
• SDB (We target SDB through the 8(a) Program)
• VOSB.
Therefore, marketing is critical!Source soughtRequest for Information
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The “Model” Small Business Firm
Equipped to do business with the Government:
• Accepts the government purchase card (Visa or Mastercard)
• Has good marketing materials
• Has a niche (What’s yours?)
• Has resources (people, equipment)
• Is web savvy
• Is registered in Government pre-existing databases (CCR/Pro-Net, Fedbizopps)
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Things To Remember
TARGET YOUR CUSTOMER: Who buys your product or service? How do they buy? When do they buy?
KNOW THE RULES: Federal Acquisition Regulations Contract requirements and specifications • PERFORM AS PROMISED: On-time delivery,
Good Quality, at a Fair Market Price
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Things to Remember
• Research, Research, Research
• Request feedback (debrief)
• PERFORM
• Be Positive, Passionate, and Persistent
• Nurture client relationships
• Don’t give up!
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Alice M. O’[email protected]
Jean M. [email protected]
Please email for appointments. Off base appointments are scheduled for contractors with no identification cards to come on base.