Mr. Nelson Escribano Small Business Specialist

1Mission First – People Always – America Forever

Mr. Nelson Escribano Small Business Specialist

SMALL BUSINESS PROGRAM

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Acquisition Strategy


• Maximize SB Participation - Attend Program Reviews/Acquisitions Strategy Panels - Make Set-Aside Recommendations - Provide Sources - Review Acquisitions/Evaluate Subcontracting Plans - Publicize SB Program

• Conduct Market Research - Sources Sought Synopsis - Database Queries

• Maintain Education Program - Awareness & Training Sessions - Advise & Assist COs/CSs on SB Matters

ROLE OF SB OFFICE

REF: AFI 64-201; FAR 19.7; DFARS 219.201


• Counsel Contractors - Advise what the 6 CONS’s Needs are - Coordinate Inquiries/Guidance Requests - Interface with Buyers/Mission Partners

• Track SB Goal Progress for Commander - Semi-annual Brief - Unit Small Business Plan

• Manage Outreach Program - Federal Procurement Conferences & Training - Southeast Area SB Council - Small Business Administration - Procurement Technical Assistant Centers

REF: AFR 64-201; DFARS 219.201; FAR 10

ROLE OF SB OFFICE


• What are the Small Business Program Goal Categories? - Government Wide Statutory Goals -- Small Business - 23% of Prime Contracts -- Small Disadvantaged Business - 5% of Prime & Subcontracts -- Woman-Owned Small Business - 5% of prime & Subcontracts -- Historically Underutilized Business Zone Small Business - 3% of Prime -- Service-Disabled Veteran Owned SB - 3% Prime & Subcontracts

- Goal Setting Process – Downward Directed -- DoD, Military Departments, and Defense Agencies annually develop & execute SB Plans -- Plans cover 5 year performance targets -- Goals assigned based on prior year results with an applied improvement factor -- Assigned goals may/may not mirror the federal goals

SB PROGRAM


GETTING STARTED & BASIC QUESTIONS

What is required and how do I initiate the process? Where do I find information or who can assist/guide

me to find it?

Which Government agencies buy my products and/or services?

How do I get in touch with them?

How do I market to them?



What is required and how do I initiate the process?

• Data Universal Numbering System (DUNS) http://fedgov.dnd.com/webform/displayHomePage.do or (866) 705-5711

• Identify your Product/Service

Federal Supply Classification Code (FSC) or Product Service Code (PSC) http://www.dlis.dla.mil/h2 or http://www.fedbizopps.gov

• Identify Your North American Industry Classification Codes (NAICS)♦ http://www.census.gov/eped/www/naics.html

• Determine SBA Size Standard http://www.sba.gov/services/contractingopportunities/sizestandardtopics.html

• Central Contractor Registration (CCR) http://www.ccr.gov

• Online Reps and Certs Application (ORCA) http://bnp.gov or http://orca.bpn.gov

• Wide Area Workflow-Receipt & Acceptance (WAWF-RA) https://wawf.eb.mil http://www.wawftraining.com (Web-based Training)



Where do I find information or who can assist/guide me to find it?• SMALL BUSINESS ADMINISTRATION (SBA)

http://www.sba.gov

• SMALL BUSINESS DEVELOPMENT CENTERS http://www.sba.gov/sbdc

• PROCUREMENT TECHNICAL ASSISTANCE CENTERS (PTACS) http://www.dla.mil/db/procurem.htm

• SERVICE CORPS OF RETIRED EXECUTIVES

http://www.score.org

• SMALL BUSINESS PROGRAM OFFICES DoD: http://www.acq.osd.mil/osbp & click on “Links” or “Doing Business with DoD” & “DoD Small

Business Specialists”

• SMALL BUSINESS LIAISON OFFICERS (SBLO) DoD Major Prime Contractors Directory with SBLOs http://www.acq.osd.mil/osbp / & click on “Doing Business with DoD”



Which Government agencies buy my products and/or services?

• Information Technology – Basically every federal agency

• Ship parts, plane parts, or space vehicle parts Look at websites of your targeted market, such as DoD, DHS, NASA, etc

• Review Agency Publications Forecast of Procurement/Contracting Opportunities Subcontracting Directory “How to” publications (if the Agency has one)

• Check out these Websites https://www.fpds.gov/ - Identify products/services (Know NAICS) http://www.fedbizopps.gov - Register - Get notices of requirements http://www.fedbid.com - Register - Compete on line for requirements http://www.mbda.gov - Register - Phoenix Database/free contract referrals http://www.web.sba.gov/subnet - Prime KTRs post subcontracting opp



How do I get in touch with them?• TARGET THE RIGHT CUSTOMER

Develop a Business Plan and Marketing Plan. Who are your potential customers? Which agencies/activities? What are their needs? Challenges? Review websites! Know your limits! Know your customers regulations/procedures

• Remember Government is decentralized. Most agencies consist of numerous buying activities. (Example: Justice has 9 bureaus; Treasury has 10 bureaus as does DOT)

• Learn what each targeted agency bureau does and how they spend their money

• Focus on 3-5 agencies and allow 18-24 months for relationship building

• Participate in: Local Conference/Trade Shows Targeted Outreach Activities Matchmakers (Federal Agency One-on-One Counseling Sessions



How do I market to them? • Develop a Marketing Plan/Strategy

Subcontracts Prime Contracts Teaming/Joint Ventures Mentor Protégé Agreements Pre-existing Contract Vehicles

• In Person: The Pitch Have three marketing “Presentation” ready at all times

Elevator speech One page capability brief

• Company name, address, website, contact info, locations, SB categories• Cage Code, TIN, DUNS, Certifications• NAICS, FSC, SIC, & PSC with descriptions• Local, State, federal contracts & significant subcontracts with POC info• GSA contract or other agency contracts• No graphics or biographies

Full capabilities presentation Know your audience, be focused, & be brief Stand out from the crowd How can customer benefit from doing business with you? What problem/challenges do you solve for your customer?



How do I market to them?

• E-Mail Marketing Send to the right customer! Frequency? Marketing pitch, virus, or SPAM (Subject line & content in e-mail) Be brief (ALWAYS THINK HOW CAN YOU HELP ME HELP YOU) Limit graphics The following attachments may NOT be received by DoD recipients due to

firewalls: .avi, .bat, .cmd, .dll, .eml, .exe, .pif, .scr, .shs, .vbs, .vbc, .and .zip

Know your Competition Who are they? What are their strengths? Weaknesses? Review their brochures, websites, DSBS Profiles


“MODEL” SMALL BUSINESS FIRM

Working in the Federal Government Marketplace:

• Core Competencies

• Continuous Marketing and Relationship Building

• Schedules/Multiple Award Contracts

• Open Market Procurement (FEDBIZOPPS)

• Prime Contracting

• Subcontracting

• Patient & Persistent

• Understands Importance of being Prepared

• Gets Involved and Shares Information


“MODEL” SMALL BUSINESS FIRM

Equipped to do Business with the Government:

• Accepts the Government Purchase Card (GPC)

• Has good marketing Materials

• Has a Niche (What is Yours?)

• Has Resources or means to Acquire (People, Funds, or Equipment)

• Is Web Savvy

• Registered in Government Pre-existing Databases

• Past Performance

• Integrity and Commitment

• Networks, Networks, and Networks


LUCK FAVORS THE PREPARED MIND

• Federal Acquisition Regulation (FAR) - www.arnet.gov/far/regulations_transition - Guidance: - FAR 10 Market Research

- FAR 12 Commercial Acquisitions- FAR 15 Negotiation (source selection)- FAR 19 Small Business Programs- FAR 26 Other Socio (Indian Incentive, HBCU/MI)- Supplements- Procedures Guidance Information (PGI)

• DoD Office of Small Business Programs - www.acq.osd.mil/osbp/ (Home Page) - www.acq.osd.mil/osbp/policy/index (Policies) - www.acq.osd.mil/index (AT&L) - www.acq.osd.mil/osbp/sbir/index (SBIR) - www.acq.osd.mil/ott/ (Office of Technology Transfer)


- Air Force Outreach Program Office (AFOPO)- www.selltoairforce.org

- Service Corps of Retired Executives (SCORE)- www.Tampascore.org

- UIDA Business Services- www.uida.org- Ms Kodee J. Goseyun, 770/494-0431

- Women Business Centers- [email protected] www.womenbiz.gov- www.Women-21.gov

- Small Business Development Centers- www.asbdc-us.org

- Air Force Civil Engineering Services (AFCESA) - https://www.afcesa.af.mil



- U.S. Government Printing Office (GPO)- www.gpoaccess.gov/index

- National Archives/The Federal Register- www.archives.gov/federal-register/

- Defense Logistics Agency- www.dla.mil/db/- www.dla.mil/dsBusiness/

- Department of the Army/Small Business Office- www.sellingtoarmy.info

- Department of the Navy/Office of Small Business Programs- www.donhq.navy.mil/OSBP/about/startplan

- National Aeronautics and Space Administration (NASA) - www.hq.nasa.gov/office - Minority Business Development Agency - www.mbda.gov

REF: AFR 64-201; DFARS 219.201; FAR 10



- The Federal Marketplace- www.fedmarket.com (Whitepapers)

- Federal OSDBU Directors Interagency Council- www.osdbu.gov/

- Federal Procurement Data System – Next Generation- www.fpds.gov/.com/pa/selling/index

- Department of Veterans Affairs- www.va.gov/OSDBU

- Defense Commissary Agency (DeCA)- www.commissaries.com/business/small_business

- Government Executive - www.governmentexecutive.com - Department of Homeland Security (DHS) - www.dhs.gov/xopbiz/opportunities

- www.dhs.gov/openforbusiness

REF: AFR 64-201; DFARS 219.201; FAR 10



- Mississippi PTAC- www.mscpc.com/index (Bid Opportunities/Fed Bids)

- Integrated Acquisition Environment - www.acquisition.gov

- Army and Air Force Exchange Service (AAFES)- www.aafes.com/pa/selling/index

- Brevard Small Business Assistance Council- www.bsbac.org

- Florida Minority Supplier Diversity Council- www.fmsdc.org (National is www.nmsdc.org)

- Patrick AFB - www.patrick.af.mil/45bc/SBindex - Federal Emergency Management Agency (FEMA) - www.fema.gov - Immigration and Customs Enforcement (ICE)

- www.ice.gov REF: AFR 64-201; DFARS 219.201; FAR 10



• Who Buys What, Where, & Follow the Money - Goods & Services Purchased Local or thru Distribution Centers

- www.fedbizopps.gov - AF Long Range Acquisition Estimate (LRAE)

- www.selltoairforce.org/Opportunities/af-query.asp - Interface with SBS, SBA, and last resort FIOA’s

- JWOD (NIB/NISH) now “Ability One” - Government Purchase Card (GPC)

- Mr. Regina Height , 813/828-7457

• Product or Service covered by Commodity Council - Information Technology Commodity Council

- AFWAY, NETCENTS (NETCENTS II/Products & Services) - Commercial Software, DoD Enterprise Software Initiative (ESI) - Gate Guards, Ms Barbara Lee, 210/671-1711 - Medical Services, Ms Tina Altevers, [email protected]



DO YOUR HOMEWORK Research, Business Plan, Capabilities Brief

NETWORK PTAC, SBA, SBS, Expo/Conferences, Professional

DEFINE YOUR PRODUCTS and/or SERVICES “Need or Niche”

ASSOCIATE Partnerships, Teaming Agreements, Joint Ventures Mentor-Protégé (AF/SBA)

BID ON REQUIREMENT IF YOU STATE SO

THERE ARE NO LIMITATIONS – THERE IS NO BOX

PRIMARY GOAL TO SUCCESS IS GOOD BUSINESS Reputation, Word of Mouth, Money will follow

HINTS/GOOD BUSINESS


What Really Works:-- Network, Communication, & Relationships-- Past Performance & Continuous Marketing -- Being Prepared, Patient, & Persistent Small Businesses: -- Create Jobs -- Are Leaders of Innovations & Technology -- Increase Competition – Decrease Costs

Remember: It’s In The National Interest!

REVIEW

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Mr. Nelson Escribano Small Business Specialist