Transcript Business Guide

Doing Business with the
Department of Defense
Global Border Security Conference and Expo
Presented by
Dan E. Shackelford
Associate Director for Small Business
U.S. Army Medical Command
May 8, 2007
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[UNCLASSIFIED]
Department of Defense
Role in Border Security
 Counter-drug Operations
 Counter-terrorism Activities
 Augmentation of Border Patrol
•
National Guard
• Technical Support
May 8, 2007
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[UNCLASSIFIED]
How To Do Business with
the Department of Defense
May 8, 2007
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Identify Your Product/Service
• North American Industry Classification
System (NAICS) code (www.census.gov/naics)
• Federal Supply Classification or Service
(FSC/SVC) code (www.dlis.dla.mil/h2/)
May 8, 2007
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[UNCLASSIFIED]
Register Your Business
• Register in the Central Contractor
Registration (CCR) (www.ccr.gov)
•
Must have Data Universal Numbering System
(DUNS) number
(http://fedgov.dnb.com/webform/displayHomePage.do)
•
CAGE code will be assigned from your CCR
registration
• Specific Agency Lists
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Identify Target Market
 The DoD Statistical Information Analysis
Division (SIAD) procurement data reports.
http://siadapp.dior.whs.mil/procurement/historical_reports/statistics/procstat.html
•
Standard Tabulation (ST) 28
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ARMY
NAVY
AIR FORCE
DLA
Other Defense Agencies (ODAs)
[UNCLASSIFIED]
Learn procedures
• Selling to the Military Handbook
(www.acq.osd.mil/sadbu/publications/selling/index.html)
•
Selling to the Army (www.sellingtoarmy.info)
• Selling to the Navy (www.donhq.navy.mil/OSBP/)
• Selling to the Air Force (www.selltoairforce.org)
• Federal Acquisition Regulations (FAR)
(http://www.arnet.gov/far/)
•
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Defense FAR Supplement (DFARS)
[UNCLASSIFIED]
The “Process”
Requirement
Performance
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Solicitation
Contract Award
[UNCLASSIFIED]
Offer
Evaluation
Identify Specific Requirements
 Federal Business Opportunities
(FedBizOpps.gov)
•
The single source for publishing federal
government procurement opportunities that
exceed $25,000.
• Free subscription using NAICS Codes or Key
Words
May 8, 2007
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[UNCLASSIFIED]
Investigate Other Opportunities
• Federal Supply Schedule
• Government Purchase Card
•
Purchases under $2,500
• Small Business Programs
•
Enable limiting competition to specific socioeconomic groups and programs
• Subcontracting
May 8, 2007
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Seek Assistance
• Procurement Technical Assistance Centers
(http://www.dla.mil/db/procurem.htm)
• Small Business Administration
•
Service Corps Of Retired Executives (SCORE)
• Economic Development Centers
• Chambers of Commerce
• Professional Associations
May 8, 2007
MCAD-SB
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Market your Firm
The first presentation of your company’s
capabilities should be directly to the Small
Business Specialist at the activities that buy
your products or services.
May 8, 2007
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Essentials for Success
 Focus
•
Don’t waste time marketing to the wrong people
 Commitment
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Be willing to work hard to make the sale
Don’t give up because of initial failures to win contracts
 Exceptional Performance
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May 8, 2007
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Highest Quality Product or Service
On Time
At or Below Cost
[UNCLASSIFIED]