stg 2009 - mickey dickman
DESCRIPTION
Michelle "Mickey" Dickman, Director of the Air Force Research Laboratory Wright Site Small Business Office, talks on how to do business with Wright-Patterson and how to do it well.TRANSCRIPT
Selling to the Government
Michele “Mickey” DickmanAFRL Wright Site Small Business Office
Sep 2009
THE SMALL BUSINESS PROGRAMMarketing - The DO’s
HOW DO YOU START ? Identify potential customers
– Be realistic– Look close to home
Learn How the Government Solicits – Federal Business Opportunities (FBO)– Local Sites
PreAward Information Exchange System (PIXS) Hanscom AFB Electronic Request for Proposals
Bulletin Board (HERBB)
THE SMALL BUSINESS PROGRAMMarketing - The DO’s
Informational Websites– DoD SB Ofc: www.acq.osd.mil/osbp– AF SB Ofc: www.airforcesmallbiz.org– AFRL HP: www.wpafb.af.mil/AFRL– DoD SBIR: www.acq.osd.mil/osbp/sbir– SBA: www.sba.gov– ASC: www.wpafb.af.mil/asc
THE SMALL BUSINESS PROGRAMMarketing - The DO’s
Get information on an activity BEFORE you visit– Contact the Small Business Specialist– Contact the Small Business Administration
Procurement Center Representative What to ask
– Find out if they use your product or service– Who else should you talk to?
THE SMALL BUSINESS PROGRAMMarketing - The DO’s
Look for help/advice from other organizations– Small Business Development Centers– Procurement Technical Assistance Centers– Chambers of Commerce– Local/National Contractor Associations– Attend SB opportunity conferences/seminars
If you decide to visit, MAKE APPOINTMENTS
THE SMALL BUSINESS PROGRAM Marketing - The DO’s
When you visit - provide information Capabilities Facilities Personnel Past Experience Past Performance
Accentuate the positive, but be honest
THE SMALL BUSINESS PROGRAM Marketing - The DO’s
Ask for information (before visit, if possible)
– Forecast Documents– Organization Charts
POINTS OF CONTACT
– Past procurement information– Subcontracting possibilities– Home Pages
THE SMALL BUSINESS PROGRAM Marketing - The DO’s
Be reasonable in pursuing requirements– Large dollar
Do you have the personnel, facilities, capabilities?
– Small Dollar Is it worth your time and effort?
Consider competing for requirements– Geographic area– Expertise/Capabilities
THE SMALL BUSINESS PROGRAM Marketing - The DO’s
If you are pursuing a specific requirement– Get involved early in the acquisition cycle– Try to get as much information as possible– If possible, talk to Requirements personnel
Program Manager, Engineer, Technical Point of Contact
– Be prepared to provide more information– Be prepared to visit again
THE SMALL BUSINESS PROGRAM Marketing - The DO’s
Understand your potential customer– Mission and Requirements– Government Chain of Command– Types of Solicitations it uses
RFP; BAA; SBIR;GSA Schedules
– Award vehicles it uses Contracts; Purchase Orders; Grants
THE SMALL BUSINESS PROGRAM Marketing - The DO’s
Follow-up Stay in touch Be PATIENT
– The Government moves quickly slowly Things never seem to happen as quickly as you or
the technical sponsor want them to Learn the procurement cycle However, when the government is ready to move
– Be prepared to react - turn things around quickly
THE SMALL BUSINESS PROGRAM Marketing - The DON’Ts
Do not overstate the capabilities of your company or its personnel– Do not pursue a requirement you cannot
perform or will have difficulty performing Poor or non-performance threatens the future
Do not try to venture too far– In capabilities, size of contract– Can you provide a reasonable price?– Can you find subcontractors?
THE SMALL BUSINESS PROGRAM Marketing - The DON’Ts
Do not withhold information regarding performance on a previous contracts– Problems? Tell them. Fixed it? Tell them.
Do not be a pest to buyers and users– If you must pester someone - the small
business specialist Do not flash your small business badge
THE SMALL BUSINESS PROGRAMMarketing - The Bottom Line
Learn all you can about the government Understand how the government works - how
you can work with them Be reasonable Market
– Target– Follow-up
PERFORM - PERFORM - PERFORM
THE SMALL BUSINESS PROGRAMSmall Business Definition
What is a Small Business?– Independently owned and operated– Not dominant in field in which it’s bidding– Qualifies under size standard set by SBA for
the appropriate NAICS code assigned to the acquisition
THE SMALL BUSINESS PROGRAMSmall Business Definition
North American Industry Classification System (NAICS) Codes– Code is assigned for each acquisition by the
Contracting Officer– For supplies - based on number of employees– For services – based on annual receipts– For both – based on previous 3-year average
THE SMALL BUSINESS PROGRAMSmall Business Definition
NAICS Code Examples
Type Requirement NAICS Code Size Standard
Aircraft Mfg 336411 1500 employees
Computer Mfg 334111 1000 employees
Research & Dev 541712 500 employees
Industrial Construction 236210 $33.5M
Engineering Services 541330 $4.5M
THE SMALL BUSINESS PROGRAMWright-Patterson
Overview of Wright-Patterson Air Force Base
THE SMALL BUSINESS PROGRAM Wright-Patterson - Overview
Wright-Patterson Air Force Base– Birthplace, home and future of aerospace– Headquarters for a vast, worldwide logistics system,
a world-class laboratory research function, and the foremost acquisition and development center in the USAF
– Largest, most diverse and organizationally complex base
Home to more than 60 organizations representing a broad spectrum of AF and DoD activities
Compared to a large industrial park or medium-sized city
THE SMALL BUSINESS PROGRAMWright-Patterson - Organizations
Aeronautical Systems Center (ASC)– Develops, acquires, modernizes and sustains
advanced aerospace capabilities – Developed every attack, bomber, cargo, fighter,
trainer and reconnaissance aircraft in the operational Air Force inventory
– Current weapons systems programs include: F-22, F-117A, F-16, F-15, B-2, B-1B, B-52, C-130,
C-17, C-5, UAVs (Global Hawk and Predator) and Tankers
– Utilizes contractor technical support (Advisory & Assistance Services)
THE SMALL BUSINESS PROGRAM Wright-Patterson - Organizations
Air Force Research Laboratory (AFRL)– Headquarters and Det 1 AFRL - Wright Site
Laboratories– Full spectrum laboratory responsible for basic
research, applied research, and advanced technology development
– Directorates at Wright-Patterson AFB Air Vehicles Human Effectiveness Materials and Manufacturing Propulsion Sensors
THE SMALL BUSINESS PROGRAM Wright-Patterson - Organizations
Air Force Institute of Technology (AFIT)– Provides AF and DoD personnel, and military
officers of allied nations: Specialized education through graduate and professional
continuing education programs Research and consultation
– Manages the educational programs of AF officers enrolled in civilian universities, research centers, hospitals and industrial organizations
THE SMALL BUSINESS PROGRAM Wright-Patterson - Organizations
National Air and Space Intelligence Center (NASIC)– Integrated intelligence production center and primary DOD
producer of foreign aerospace intelligence– Assesses current and projected foreign forces, threat, and
weapon system capabilities and employment – Evaluates evolving technologies of potential adversaries – Provides national decision makers, operational commands,
and the acquisition community timely, integrated, and relevant intelligence products.
THE SMALL BUSINESS PROGRAM Wright-Patterson - Organizations
554th Electronic Systems Group (554 ELSG)– Acquires and delivers horizontally-integrated IT solutions and capabilities across the AF– Acquires and fields premier logistics, contracting,
depot maintenance, financial and supply management information systems
– Develops e-business solutions– Employs knowledge management systems using
data warehousing and data mining
THE SMALL BUSINESS PROGRAM Wright-Patterson - Organizations
Air Force Security Assistance Center (AFSAC)– Implements security assistance directives from the
President, State Department, and DOD negotiates cases directly with more than 90
countries and international organizations – Administers USAF security assistance program,
providing materiel and services to support approximately 6,600 aircraft
– Command international liaison to DOD, Secretary of the Air Force, NATO, U.S./foreign embassies and foreign defense ministries
THE SMALL BUSINESS PROGRAM Wright-Patterson - Organizations
88th Medical Group (88 MDG)– Multi-specialty military treatment facility serving
more than 54,000 beneficiaries within a 40-mile radius of WPAFB
– Three-pronged mission emphasizes medical readiness, community care, and graduate medical education
THE SMALL BUSINESS PROGRAM Wright-Patterson - Organizations
88th Air Base Wing (88 ABW)– Host unit for WPAFB– Supports and maintains more than 8,000 acres, and
provides operational support for more than 60 operational units located on WPAFB
manages two runways supporting an average of 47,000 aircraft operations annually
handles the payroll and keeps records on base workforce maintains all buildings and facilities provides security, communications, transportation,
contracting, air traffic control, weather forecasting, legal and chaplain services
And more….
THE SMALL BUSINESS PROGRAM
Any Questions?