oak ridge national laboratory small business programs · robertson sumner wilson dickson davidson...

Oak Ridge NationalLaboratory Small Business Programs

ETEBA Tennessee Chapter Membership MeetingJerome HicksDirector, ORNL Contracts Division

Knoxville, TN

May 27, 2010

2 Managed by UT-Battellefor the U.S. Department of Energy

222222222222222222222222222222222222222 MaMaMaMaMMMMMMMMaMaMaaMaMaMaMMMMaMaMaMaMaMMMaMaMaMMMMMMMMMaMMMMMaMaaMMaMaMMMaMaaaaMaMaMMMaaMaMaaMaMaMMaaaaMaMaMaaaaMaMaMaMMaaMaMMMMaaMMaMaMaMaaaaaMaaaaaaaaaaMaaaaMMMMMaaaaMMMaanannaaaannnnnnnaaaannnnnnnaaaaaaannnnnanaaaaaannnnnnnnnnnnaaaaaaaannnaaaaaaannnnnaaaaannnnnnaaananaaaanaaaaaaaannnnnaaaaaaannnnaaaaaannnnnnnnnaaaaannnnnaaaannnnnnnnnnnaaaaannnnnnnnnnnnnnaaagggggeggegeeeeeggggeggggggeeeeeeeeggggeeeeeeeeeeeggeeegeeeeeeeeggggeeeeeeeeeggeeeeeeeeeggggggeeeeeeeeeeeegeeeeeeeeeggggggeeeeeeeeeeeegggggeeeeeeeeeggeeeeeeeeeeeggeeeeggggeeeeeeggggggggggggggggggggggggggggg dddddd dddddddddddddd dddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddd bbbbbbbbbbbbybybybybybybybbbbbbbbbbybbbbbbbbbybyybbbybybybybybybbybbbybbbybybybybbbybbbybbbbbbybyybybbybbbbbbbybybybybbbbbybybbbbbyyyybbbbyybbbbbbbbbybybbbbbbyyyyyyy UUUUUUUUUUUUUUUUUUUUUU UUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUUTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTTT------------BBBBBaBaBaBaBaBaBaaBaBaBaBaBaBaBBaBaBaBBaBBBBBBBBBaBBBBaBBBBaBBBBBBBBBBaBBBaBBaBBBBBBBaBBBBBBBBBBBBBBBBBBBBBBaaBBBBBaBBBBBBBaaaaBaaBBBBBBBBBBBBaaBBBBBBBBBBBBBaaaBBBBBBBBaBaaaaaaaaaBBBBBBBBBaaaaaaaaBBBBBBBBBaaaaaaaBBBBBBBaaaaBBBBBBBBaaaaaaaaaBBBBBBBBBaaaaaaaaaaaBBBBBBBaaaaaaaaaaBBBaaaaaBBBaaaBBBBaaattttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttttteeellelleleellellellleelelleelelellelelellleleleelleleeleleeleleeeeeleeeeeeeeeeeeleeeleeeeelllleeeeeleeeeeeeelllllllelellllllelllllllllllellllllllllleelelellleleellllffoffffofffoffoffofofofooofoffooofffofffoofoofoffoofffffofofooooffffoofooooffoofffffofooofffffffofoffofoffffffoffffffffffoffff rrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrrr rrrrrrr hthhththhththththhthttthththththththtttttthhthtttthhhhttthhhhththhthhhththhhhhtthhthhhhhhhhhhhhhhhhhhhhhhhhthhhhhhhhhhhhhhtthhhhhhthhhhhhttttttthhhhhhhheeeeeeeeeee e eeee e eeee UUUU.U.U.U.UU.UUU.UUUUUU.UUUUUU.UU.UU.UUUUU.UUUUUU SS.SSSSS.SSSSSSSSSS.SSSSSSSSSSSSSSSSSSSSSSSSS.SSSSSS.S.S.SSSSSSSSSSSSSSS....SSSSSSSSSSSSSSSSSS.. DDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDDD DDDDDDDDDDDDDDDDDDDDDDDDDD DDDDDDDDDDDD DDDDDDDDDDDDDDDDDDDDDDDDDepepepepeeeeppppppppppepepepepepepepepeepppppppepppepeepeppppppepepepepepppepepeppepeeeppppppeepepepepeeeppepeeeepepepepppepppppppeppeepppeeeeepppppppppppppaaaaaaaaarrrrrrrrraaraaararrrarararaarrrrrrrararraraaarararaarraaararaaarraraaaaararraraaaaararrarrraaaaaraaaaraaaaraaaararrarrrraaararaararrrraaaraaaarrrarrraaaaaararrrrrtttttttmtmtmtmtmmmmmmtttttttmtmtmtmmmmtttttmmmmmmtmtmmmmmmttmtmmmmmtmmtmtmmmmttttmmmmmmmmtmtmtmmttttmmmmtmtmmmmtmtmmmtmtmtmttmmmtmtttmtmmmmttmmmmmmtmmmtmmttmtmmmmttmmmmmmmmmmmmmtmmmmmmttttmtmmmmmmeneneneneenennnnnnnnnnnneneneneneeeeennnnnnnnnennnnnnennnenennnenennnnnenennnnnnnnennnennnnnnnnnennnnnnnnnnneeeennnee tttttttttttttttttttttttttttttttttttttttttttttttttttttttttt t ofoofofofofofofofffofofofofoffofofoooffooooffoooffoffofffofofooofoffofffffofooooffffffofffoooooooffffffooffffffooofffofoofffffffoooofffffffffooooooooffffooooooooooofffff EEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEEE EEEEE EEEnenennnennneneneeeeeeennnnnnenneneeenenennnnnnenenenneeeneneeneeeeeennneeeeeeeeeeeneeeeeeeeeeeennneennnnneeeeeeeeennnnnnnneeennnnnnneeerrrrrgrgrgrggrggggggrgrgrrrrrrrgggggrggggrgrgrgrgrgrrrgggrgggrrgrgrggrgrrrrgrggggrrrgrggggrgrrrggggggrrrrrgrggggggggrrgrggrgggggggrgrggggggggggggrggggrggggrggrrrggggrgrrrggrrrgrgggrrrggggggggggggggggyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyyy

Today, ORNL is DOE’s largest scienceand energy laboratory

• Nation’s largest concentrationof open source materials research

• World’s most intense pulsed neutron sourceand a world-class research reactor

• $1.65B budget• 4,500 employees• 4,000 research

guests annually• $500 million invested

in modernization

• World’s most powerful open scientific computing facility

• Nation’s most diverse energy portfolio

• Managing the billion-dollar U.S. ITER project

2 Managed by UT-Battellefor the U.S. Department of Energy Overview_1003

3 Managed by UT-Battellefor the U.S. Department of Energy

The University of TennesseeKnoxville, Tennessee

BattelleColumbus, Ohio

Limited LiabilityCompany

UT-Battelle has managed Oak Ridge National Laboratory since April 2000

Limited LiabilityCompany

4 Managed by UT-Battellefor the U.S. Department of EnergyManaged by UT-Battelleor the U.S. Department of Energy

5 Managed by UT-Battellefor the U.S. Department of Energy

55555 MManaged by UT-Battellefor the U.S. Department of Energy

6 Managed by UT-Battellefor the U.S. Department of Energy

6 Managed by UT-Battellefor the U.S. Department of Energy

7 Managed by UT-Battellefor the U.S. Department of Energy

77 MaMaMaMaaaMaMMaMMMaaaMMMMaMMMaMaMaMMaMMMMMaMaMaMMMaaaaMaMMaaaMananananananaaaannnnannnaaaaaaaaaanannaanageggggeggggegegeegeggggegegeeegggggeeeeeeegeg ddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddddd bbybybyyy U UTT---BaBBBaBaBaBBaBBBaBaBaBBBBaBBBBBBBBBBBBBBBBBBBBBBaBBBBBBBBBBBBBBBBBBBBBBBBBaaaBBBBaaBBaaaaBattttttttttttttttttttttttttttttttttttttttttelelellelelelelelelelellllllllllellellllllllllleeeeeeeellllelelleeeelelelellelellllelllelelllelllllllllleellleelelefofofofofofofofofor rr rr rrrr thhhthththththththheeee e eee U.U.U.U.U.U.U.U.UU.S.S.S.S.S.S.S.S.S. DDDD DDDDDDepepepepepepepepeppeparararararararaartmtmtmtmtmmmtmtmtmenenenenenenenenenee t t tt tt t ttttt ofofoffofofofofofoff EE EE E EE EEEEnenenenenenenenenenergrgrgrgrgrgrgrgrggrgyyyyyyyyyy

8 Managed by UT-Battellefor the U.S. Department of Energy

TN Maps

UT-BATTELLEContract Dollars Awarded in TennesseeCumulative – ORNL, SNS & ITER Combined – FY 2010

Anderson County$150,699,271

Knox County$63,224,465

Obion Weakly Henry

CarrollGibsonDyer

Houston

Stewart

Haywood Madison

HickmanKnox

Hardin WayneMcNairy

Shelby Fayette

Tipton Lewis

GilesLincoln

Maury

Williamson

Marion Polk

Monroe

BlountSevier

Cocke

Mont-gomery

Robertson Sumner

Wilson DavidsonDickson

Macon Clay

SmithJackson

Putnam

Cumberland

OvertonScott

CampbellClaiborne

Union

Jefferson

BedfordCoffee

Grundy

Warren

White

Morgan

Hancock

Van Buren

Moore

TrousdalePickett

Base = Total Procurement for ORNL, SNS & ITER Combined . County #s do not include P-Card purchases. Data Source: SAP BW

P:/ProcGrps/Contract Services/Metrics/SELA/201004TNmap.pptx 05/27/2010

Tennessee (44.25%) $ 233,011,030Total Procurement $ 526,573,775

YTD – Apr 2010

Contract Dollars Awarded in TennesseeCumulative – ORNL, SNS & ITER Combined – FY 2010

Anderson County$150,699,271

2007 SBA Francis Perkins Vanguard Award

Recent Recognition for Small Business Support2006 DOE

FMC Innovation Award

2007 DOE M&O Small BusinessPrograms Manager of the Year Award

2008 DOEMentor of the Year Award

10 Managed by UT-Battellefor the U.S. Department of Energy

SSmall Businesses: Steps in Doing Business with ORNL• Register your business in the Central Contractor

Registration (CCR) database at www.ccr.gov.

• Visit the ORNL Small Business web site at www.ornl.gov/smallbusiness.

• Register your business in the Supplier Information Database in the website.

• Send your capability documents to the Small Business Office.

11 Managed by UT-Battellefor the U.S. Department of Energy

SSmall Businesses:Steps in Doing Business with ORNL -continued

• Make an appointment to visit the Small Business Office (optional).

• Visit our web site for Upcoming Subcontracting Opportunities.

• Keep in touch with the ORNL Small Business Programs Office.

12 Managed by UT-Battellefor the U.S. Department of Energy

ORNL Voice of the Customer Survey ResultsChallenges Concerning Winning Contracts

�Lack of thoroughness in reading solicitations; not paying attention to detail�Lack of thoroughness in submitting proposals�Not realizing capabilities and limits�Attitude�No prior experience with ORNL�Lack of business knowledge�Inadequate breakdown of cost proposal�Impatience

13 Managed by UT-Battellefor the U.S. Department of Energy

Top Ten Reasons Proposals Don’t Win

�Didn’t follow the proposal instructions

�Didn’t return the requested forms

�Didn’t address the Evaluation Criteria as described in the Proposal Format

�Technical proposal just regurgitated SOW

�Didn’t adhere to page limit; too wordy

� Didn’t state the assumptions or the basis for the proposed costs

� Poor safety record

� Lack of understanding regarding the work

� Lack of documented past performance

� Cost/Price

14 Managed by UT-Battellefor the U.S. Department of Energy

Six Recommended Strategies for Success

�Know our Mission and Organizational Structure�Evaluate our Small Business Requirements and Protocol�Know What we Buy and When�Be Competitive�Quality, Good Pricing, and On Time Delivery�Exceed Customer Expectations

15 Managed by UT-Battellefor the U.S. Department of Energy

ORNL Voice of the Customer Survey ResultsChallenges Concerning Performing Subcontracts

�Communication�Inadequate Project Management�Poor infrastructure and accounting system�Damaging or destroying relationships with ORNL staff�Gradually adhering to safety standards�Lack of defined agreement with subcontractors�Inflexibility

In SummaryWhat Really Works...

• Relationships• Networking• Homework/Research• Continuous Marketing• Being Prepared

• Past Performance• Share Information• Patience• Persistence• Exceed Expectations

17 Managed by UT-Battellefor the U.S. Department of Energy

Big Businesses Expectation: Maximum Utilization of Small Businesses �Subcontracting Plan required for procurements >$550K (FAR Part 19.7)

�Requested minimum goals:•SB – 23%•WOB - 5%•SDB - 5%•HUBZone - 3%•Vet. - 3%•SDVOB - 3%

� eSRS reporting required•ISRs reported semiannually•SSRs reported annually

Business ethics expectations

• Expect the highest levelof integrity from ourselves and our business partners• We’re not living

on our reputation —we’re building one

19 Managed by UT-Battellefor the U.S. Department of Energy

0A0H0A0H

Type Description Small Business Set Aside

Estimated Value

NAICS Code

Anticipated Issue Date

Anticipated Award Date

Contact Name

Contact Tel #

Contact E-mail

Equipment Highly Flexible Carbon Fiber Semi-Production Line Equipment

No $8-11M 335991 May 2010 TBD James Dee 865-241-9210

deejw@ornl.gov

Services Well Drilling/Characterization Services

Yes <$5M 562910 May 2010 TBD Cassandra Anthony

865-576-0151

anthonycy@ornl.gov

Equipment Boilers and Hot Water HeatersARRA FUNDED

Yes $2.25M 423830 May 2010 TBD Linda Jones

865-574-1410

joneslm@ornl.gov

Equipment Leak Detector Selective Pumping Unit –One Prototype Hydrogen Isotope Selective Vacuum Pump

No $100k 339999 May 2010 July 2010 Lynn Taylor 865-241-0480

taylorma@ornl.gov

BUSINESS OPPORTUNITIES

20 Managed by UT-Battellefor the U.S. Department of Energy

BUSINESS OPPORTUNITIES

Type Description Small Business Set Aside

Estimated Value

NAICS Code

Anticipated Issue Date

Anticipated Award Date

Contact Name

ContactTel #

ContactE-mail

Supplies Ethanol Fuel TBD TBD TBD May 2010 TBD Steve Bowman

865-574-6938

bowmansa@ornl.gov

Supplies Biodiesel Fuel

TBD TBD TBD May 2010 TBD Steve Bowman

865-574-6938

bowmansa@ornl.gov

Supplies Gasoline Fuel

TBD TBD TBD May 2010 TBD Steve Bowman

865-574-6938

bowmansa@ornl.gov

Supplies Diesel #2, Heating Oil

TBD TBD TBD May 2010 TBD Steve Bowman

865-574-6938

bowmansa@ornl.gov

21 Managed by UT-Battellefor the U.S. Department of Energy

BUSINESS OPPORTUNITIESType Description Small

Business Set Aside

Estimated Value

NAICS Code

Anticipated Issue Date

Anticipated Award Date

Contact Name

ContactTel #

ContactE-mail

JIT Sigma-Aldrich Chemicals and Products

Yes $5M TBD 2010 TBD Jackie Smith 865-576-1754

smithjm1@ornl.gov

JIT Building Supplies, Plumbing Supplies and Hardware

No $750K - $1M TBD 2010 TBD Stanton Fears

865-574-5348

fearssa@ornl.gov

JIT Automotive Supplies

No $400-500K TBD 2010 TBD Stanton Fears

865-574-5348

fearssa@ornl.gov

JIT Jones Trane HVAC Equipment

No $80-85K TBD 2010 TBD Jackie Smith 865-576-1754

smithjm1@ornl.gov

Equipment ITER Equipment –Arc Detection Instrumentation/R&D

No <$1M TBD 2010 TBD Kelli Kizer 865-241-9365

kizerkt@ornl.gov

22 Managed by UT-Battellefor the U.S. Department of Energy

Oak Ridge National LaboratoryMANAGED BY UT-BATTELLE FOR THE DEPARTMENT OF ENERGY

Keith S. JoyDirector, Small Business Programs

865.576.5484 (phone) 1060 Commerce Parkjoyks@ornl.gov Oak Ridge, TN 37831

Cassandra McGee StuartSocioeconomic Program Officer

865.576.3560 (phone) 1060 Commerce Parkmcgeecm@ornl.gov Oak Ridge, TN 37831

Jerome HicksDirector, Contracts Division

865.576.0274 (phone) 1060 Commerce Parkhicksjk@ornl.gov Oak Ridge, TN 37831

SmallBusiness 0808

wwww.ornl.gov

Oak Ridge National Laboratory:Meeting the challenges of the 21st century