business development update-part 2-allen_sterns-presentation

Business Development Update Part II:

Products Business Development Update &

Business Development Townhall

Exceeding Customer Expectations!!!

What’s New in Products Business Development

Bill Allen, Director, Business Development

Exceeding Customer Expectations!!!

Agenda

1. BD Update and Key Account Manager Pursuits– Staff– Core/Strategic Lines of Business– Pipeline

2. 3 (Free) Widely utilized Web-Based Sources– www.ccr.gov– www.fbo.gov– www.fedspending.org

3. New Strategic Summary4. DLA Enterprise Supplier Conference and Exhibition5. NPA Marketing Strategy

Products BD Team Strategies & PursuitsBD Team Member Contracting Activity Being Pursued

Bill Allen, Director of Bus. Dev.Marilyn Furbush

DLA Troop Support (Strategic BD Relations) Business Development Support Technician

Joel Thomas, Senior Team Mgr. DoD and DHS (Strategically)

Dave Brown, Senior BD Mgr. USDA, DOC, DOE, USAF, GSA, DOL, DOT

Rajiv Lamichhane, Senior BD Mgr. DOI, DOJ, DHS, Military Exchange Stores, USPS, USMC, USN

Rose Tallant, Senior BD Mgr. DLA Troop Support Directorate of Subsistence, Medical and Natick Food R & D

Jack Campbell, Senior BD Mgr. DLA Troop Support, Aviation and Land & Maritime and TAACOM

Janet Zhang, Senior BD Mgr. Targeting Existing Food Business and CRP Customer Service Relations

Products Core & Strategic LOBs

Core Strategic

• Apparel and Equipage• Hardware and Equipment• Food Processing and Packaging• Medical Supplies and Equipment• Office Supplies and Equipment• Chemical Protective Suits• Other General Supplies and

Equipment

• Non- DoD Uniform Programs• Military Exchange Stores• Non-DoD Food Programs• Hardware and Equipment• Product Processing and

Packaging

Pipeline Projects: FY11

• DOI- Multi-Agency Uniform Program– $51M/est. 90 DFTEs – Lost requirement due to internal pressures from the

four agencies (see below) department heads …urged DOI procurement folks to post requirement as Full & Open • National Park Service ($7.3M or 51 Jobs)• The U.S. Fish and Wildlife Service ($3.8M or 27

Jobs)• The U.S. Army Corps of Engineers ($1M or 7 Jobs)

and • U.S. Park Police and the Bureau of Land

Management ($568K or 4 Jobs)– Pre-Solicitation was posted 16 March 2011

Pipeline Projects (Cont.): FY11

• USDA- Instant Corn Soy Blend (ICSB)– $16M/est. 100 DFTES

• DLA Troop Support- Oil Blends– $24M/est. 70 DFTES

• GSA – Remanufactured Toners– $2.4M/est. 15 DFTES

• Non AbilityOne - Grocery Store Chains – $556B Market/ ? DFTES

3 (Free) Widely utilized Web-Based Sources

• Web Tools– www.ccr.govfbo.gov– www.fbo.gov– www.fedspending.org

What is CCR?

Central Contractor Registration

www.ccr.gov

What is CCR ?

• Registration is required prior to being awarded a contract

• Registration collects general information about a company

• Required to perform Electronic Funds Transfer (EFT)

• Requirement covers all federal agencies.– References: FAR 4.1102:

What is CCR?

• Online database of information– thousands of small businesses– serves as a search engine for contracting

officers– marketing tool for small companies– "link" to procurement opportunities and other

important information

Defined cont’d

Brief Web Demo

What is FedBizOps?

Federal Business Opportunities (FBO)

www.fbo.gov

• FedBizOpps.gov is the single government point-of-entry (GPE)

• Simplified Acquisitions• Publication of business opportunities• Commercial vendors seeking Federal markets for

their products and services• Can search, monitor and retrieve opportunities

solicited by the entire Federal contracting community

DefinedWhat is FedBizOps?

Federal Supply Groups• 10 -- Weapons • 11 -- Nuclear ordnance • 12 -- Fire control equipment • 13 -- Ammunition & explosives • 14 -- Guided missiles • 15 -- Aircraft & airframe structural components • 16 -- Aircraft components & accessories • 17 -- Aircraft launching, landing & ground handling equipment • 18 -- Space vehicles • 19 -- Ships, small craft, pontoons & floating docks • 20 -- Ship and marine equipment • 22 -- Railway equipment • 23 -- Ground effects vehicles, motor vehicles, trailers & cycles • 24 -- Tractors • 25 -- Vehicular equipment components • 26 -- Tires and tubes • 28 -- Engines, turbines & components • 29 -- Engine accessories • 30 -- Mechanical power transmission equipment • 31 -- Bearings • 32 -- Woodworking machinery and equipment • 34 -- Metalworking machinery • 35 -- Service and trade equipment • 36 -- Special industry machinery • 37 -- Agricultural machinery & equipment • 38 -- Construction, mining, excavating & highway maintenance

equipment • 39 -- Materials handling equipment • 40 -- Rope, cable, chain & fittings • 41 -- Refrigeration, air-conditioning & air circulating equipment • 42 -- Fire fighting, rescue & safety equipment • 43 -- Pumps & compressors • 44 -- Furnace, steam plant & drying equipment; & nuclear

reactors • 45 -- Plumbing, heating, & sanitation equipment • 46 -- Water purification & sewage treatment equipment • 47 -- Pipe, tubing, hose & fittings

• 48 -- Valves • 49 -- Maintenance & repair shop equipment • 51 -- Hand tools • 52 -- Measuring tools • 53 -- Hardware & abrasives • 54 -- Prefabricated structures and scaffolding • 55 -- Lumber, millwork, plywood & veneer • 56 -- Construction & building materials • 58 -- Communication, detection, & coherent radiation equipment • 59 -- Electrical and electronic equipment components • 60 -- Fiber optics materials, components, assemblies & accessories • 61 -- Electric wire & power & distribution equipment • 62 -- Lighting fixtures & lamps • 63 -- Alarm, signal & security detection equipment • 65 -- Medical, dental & veterinary equipment & supplies • 66 -- Instruments & laboratory equipment • 67 -- Photographic equipment • 68 -- Chemicals & chemical products • 69 -- Training aids & devices • 70 -- General purpose information technology equipment • 71 -- Furniture • 72 -- Household & commercial furnishings & appliances • 73 -- Food preparation and serving equipment • 74 -- Office machines, text processing systems & visible record

equipment • 75 -- Office supplies and devices • 76 -- Books, maps & other publications • 77 -- Musical instruments, phonographs & home-type radios • 78 -- Recreational & athletic equipment • 79 -- Cleaning equipment and supplies • 80 -- Brushes, paints, sealers & adhesives • 81 -- Containers, packaging, & packing supplies • 83 -- Textiles, leather, furs, apparel & shoe findings, tents & flags • 84 -- Clothing, individual equipment & insignia • 85 -- Toiletries • 87 -- Agricultural supplies • 88 -- Live animals • 89 -- Subsistence • 91 -- Fuels, lubricants, oils & waxes • 93 -- Nonmetallic fabricated materials • 94 -- Nonmetallic crude materials • 95 -- Metal bars, sheets & shapes • 96 -- Ores, minerals & their primary products • 99 -- Miscellaneous

Way In Which Tool is Utilized

• Solicitations

• Awards

• Sources Sought

• Contracting Officers

Brief Web Demo

Search Agents

What is Fedspending.org?

Fedspending.org

www.fedspending.org

What is FedSpending.org?

• Tool for the public and journalists to find out about US government spending

• The data is largely from two sources– The Federal Procurement Data System; which

contains information about federal contracts– The Federal Assistance Award Data System,

which contains information about federal financial assistance such as grants, loans, insurance, and direct subsidies like Social Security

Way In Which Tool is Utilized

• Finding revenue streams• Recovery Dollars• Determining contractor federal status• Preliminary impact analysis• Top spending• Place of performance• Congressional Districts• Who’s being awarded contracts and where

Nationwide Spending FY2009

State Example of Federal Spending

New and Improved Strategic Summary

• Strategic Summary Assistance History– In conjunction with Regional Project Managers– Diagnosis principles of operation

• R:\Products\Bill Allen's BD Team\Strategic Summary Diagnosis

DLA Enterprise Supplier Conference and Exhibition

1780: 2011 DLA Industry Conference & Exhibition

Theme: “Sustaining Warfighter Support While Reducing

Cost”

Event Number: 1780

Event Date: 6/27/2011 to 6/30/2011

Event Location: Greater Columbus Convention Center

Event Contact: Ms. Taryn Crowder at [email protected]

or 703-247-2566

NPA Marketing Package

• Job Aids• AbilityOne Process• Now on NISH Extranet• NPA Marketing Package on NISH Extranet

https://www.nish.org/NISH/Rooms/DisplayPages/LayoutInitial?Container=com.webridge.entity.Entity%5BOID%5B522B5E87740EA94984C8635FD3F068BA%5D%5D

US Army | Program Executive Office (PEO) Soldier | NatickChris Stearns, Senior Team Manager, DART

The Proposal

In May 2010, NISH Products approached the PEO Soldier Clothing & Individual Equipment (SC&IE) Program Manager during the National Conference and proposed they place additional SC&IE items with AbilityOne if we formed a team to FOCUS on their projects:

A dedicated team-single POC Become a solution provider Address common barriers among ALL

PARTIES and resolve them

What is PEO Soldier?

The Program Executive Office (PEO) SCIE located at Fort Belvoir VA, was created by the Army with one primary mission:

Develop the best equipment and field it as quickly as possible, so our Soldiers remain second to none in missions that span the full spectrum of military operations.

Natick Contracting Division

• Contracting organization managing acquisition from research to production. Their mission includes:

– services and supplies, – base operations, – spare parts and – item development.

• Natick contracts for major soldier support systems ranging from body armor to air drop delivery with an annual contracting value in the billions.

What is M&D?

• Manufacturing and Development Assistance agreement (M&D) (2001 PL add)

– Provide the RDECOM Natick with research, development, prototyping assistance and initial fielding

– During the M&D the item is not placed on the Procurement List (PL)

– B1 Transparency Process is used to assign M&D projects and a second transparent project distribution process is used to assign producers in the event of addition to the PL

Why PEO/Natick use AbilityOne

• Ease of Contracting:– After items are added to Procurement

List, Contracting Activity can award contract without competitive solicitation

– Contract can be awarded immediately under M&D

• Experienced network of organizations that historically provide quality products and service on-time

• Organizations are financially sound and Berry compliant

CURRENT M&D PRODUCERS

Peckham Alphapointe GWISF BISMSEKRI LC Industries STEPS San Antonio ReadyOne Seattle LighthouseGroup Home Winston-Salem TRC Alabama Industries PARC Greensboro Industries Mt. RogersHTCSeneca-Cayuga

1. OCP ACS SEKRI/Goodwill2. Improved Combat Vehicle Crewman Group Home Foundation3. FR ACU ROI/Goodwill4. ACU OCP Patrol Cap SEKRI5. ACU Helmet Cover NIB/Lions Volunteer of TN 6. ACS Material / Fabric Changes NIB/ Winston Salem7. Army Mountain Kit PARC8. ACU Sun Hat SEKRI9. NWU Pants ROI10. NWU Blouse NIB/Winston Salem11. NWU Cover SEKRI12. Army IFAK Camo Conversion SEKRI13. IFAK contents kit SEKRI14. Supply Chain Test ACU OCP Multiple producers15. Gen III Headwear System SEKRI/Dawn Enterprises/Peckham16. ECWCS Gen IV Baselayer Peckham17. ECH Reversible Helmet Cover NIB/Lions Volunteer of TN18. PCU Level 3 Loft Sweater ROI

M&Ds IN 2010

TOTAL M&Ds in FY2010

1. M&D 2010• FTEs Total 291.9• Sales Total $47.0 M

2. Line Extensions 2010 from M&D• FTEs Total 70.9 • Sales Total $14.6 M

3. Full Additions 2010 from M&D• FTEs Total 554.3 • Sales Total $87.3 M

50,000 New Uniforms

“Through the M&D process, our overall savings is the

shortened timeframe to immediately equip our war fighters in time of need and

deployment with quality goods and services through

AbilityOne."

- Dan Purcell (program acquisition specialist for the U.S. Army Research

Development and Engineering Command (RDECOM).

NPAs We Appreciate You!!

“There are people who thankus for what we do. I thankyou for what you do. Yourgear has never let us down.

In the rain, the cold, the snow,your gear always worked. ”

- SFC Chris Dempsey

Business Development Update Part II

Thank you for your participation!

Please join us for the “Meet the Business Development Team” Roundtable session at

4:45pm – 6:00pm

Business Development Town Hall

Questions and Answer Session withNISH Business Development Staff

Session Evaluation Information

SESSION TITLE: BD2

SESSION CODE: BD-T130

business development update-part 2-allen_sterns-presentation

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