oak ridge national laboratory small business programs · robertson sumner wilson dickson davidson...
TRANSCRIPT
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
Services Well Drilling/Characterization Services
Yes <$5M 562910 May 2010 TBD Cassandra Anthony
865-576-0151
Equipment Boilers and Hot Water HeatersARRA FUNDED
Yes $2.25M 423830 May 2010 TBD Linda Jones
865-574-1410
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
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
Supplies Biodiesel Fuel
TBD TBD TBD May 2010 TBD Steve Bowman
865-574-6938
Supplies Gasoline Fuel
TBD TBD TBD May 2010 TBD Steve Bowman
865-574-6938
Supplies Diesel #2, Heating Oil
TBD TBD TBD May 2010 TBD Steve Bowman
865-574-6938
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
JIT Building Supplies, Plumbing Supplies and Hardware
No $750K - $1M TBD 2010 TBD Stanton Fears
865-574-5348
JIT Automotive Supplies
No $400-500K TBD 2010 TBD Stanton Fears
865-574-5348
JIT Jones Trane HVAC Equipment
No $80-85K TBD 2010 TBD Jackie Smith 865-576-1754
Equipment ITER Equipment –Arc Detection Instrumentation/R&D
No <$1M TBD 2010 TBD Kelli Kizer 865-241-9365
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 [email protected] Oak Ridge, TN 37831
Cassandra McGee StuartSocioeconomic Program Officer
865.576.3560 (phone) 1060 Commerce [email protected] Oak Ridge, TN 37831
Jerome HicksDirector, Contracts Division
865.576.0274 (phone) 1060 Commerce [email protected] Oak Ridge, TN 37831
SmallBusiness 0808
wwww.ornl.gov
Oak Ridge National Laboratory:Meeting the challenges of the 21st century