Transcript Slide 1

HOW TO LOCATE BUSINESS OPPORTUNITIES
AT SPAWAR
Faye Esaias
SPAWAR Small Business Program Director
Date: 9 March 2010
Distribution Statement
AGENDA
▼ Who is SPAWAR and what do we buy?
▼ Government Contracting: The Basics
 Identify Your Product or
Purchase
Service
Cards
 Register Your Business
 Identify Your Target Within DoD
 How to Identify DoD Opportunities
 How to Identify SPAWAR Opportunities
 Available Resources and Information
Simplified
Acquisition
Procedures
Large
Contracts
Procedures
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Team SPAWAR Mission/Vision
Team SPAWAR Mission Statement
Team SPAWAR acquires, develops, delivers and sustains
decision superiority for the Warfighter at the right time and
for the right cost.
Team SPAWAR Vision Statement
Team SPAWAR will be the recognized leader in delivering
integrated solutions for decision superiority.
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Who We Are
▼ Navy’s Technical Authority and acquisition command for
C4ISR,* business IT, and space systems
▼ Provide advanced communications and information
capabilities to Navy, Joint and coalition forces
▼ More than 12,000 employees and contractors deployed
globally and near the fleet
*Command, Control, Communications, Computers, Intelligence, Surveillance & Reconnaissance
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The Team’s Structure
Chief of Naval Operations
Assistant Secretary of the Navy,
Research, Development and Acquisition
Under Secretary of Defense
Acquisition, Technology and Logistics
SPAWARSYSCOM
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Team SPAWAR Organization
COMMANDER
Headquarters
Support Staff
RADM Michael Bachmann, USN
Washington
Liaison Office
CIO
PEO C4I
Vice Commander
Deputy Commander
PEO EIS
PEO Space Systems
JPEO JTRS
1.0
Comptroller
2.0
Contracts
3.0
Office of Counsel
4.0
Logistics & Fleet Support
5.0
Chief Engineer
6.0
Program Management
7.0
Science & Technology
8.0
Corporate Operations
Echelon III Activities
SPAWAR Space Field
Activity, Chantilly VA
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SPAWAR Systems
Center Pacific
SPAWAR Systems
Center Atlantic
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Where We Are
SPAWAR Space Field Activity
PEO
Space
Systems
PEO EIS
Washington DC
SPAWAR HQ
Norfolk, VA
Charleston, SC
New Orleans, LA
Germany,
Italy, UK
San Diego, CA
Japan, Guam, Hawaii
PEO C4I
JPEO JTRS
SPAWAR Systems
Center Atlantic
SPAWAR Systems
Center Pacific
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Where We Are
7,550 Gov + Mil w/approx 4,000 supporting contractors worldwide
Everett
San Diego
Hawaii
Wash. DC
Norfolk
Charleston
New Orleans SSC Atlantic
SSC Pacific
England
Germany
Italy
Spain
Japan
Guam
Bahrain
SSC Pacific
$8.82B Organization
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What We Do
Operations
and Support
▼ Team SPAWAR
supports the entire
acquisition lifecycle
of C4ISR products
and services
Production
and
Deployment
Engineering
and Manufacturing
Development
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Functional
Solution
Analysis
Material
Solution
Analysis
Technology
Development
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Meeting Current and Future Needs of the Fleet
Mine Resistant Ambush
Protected Vehicle
(MRAP)
Internet Cafes
Research, Engineering
& Development
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Marine Mammal
Program
Unmanned
Vehicle Systems
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Our Partnerships
▼ Our partnerships enable us to provide
integrated, best-value and innovative
C4ISR technology
 Global presence for direct support to fleet
 Hundreds of partnerships with industry,
including small businesses
 SSCs partner with academia to conduct
research, share best practices, and
develop future workforce
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Government Contracting: The Basics
▼ Getting started – In order to identify your product or service
you need general knowledge of the following:
 Federal Supply Class or Service
(FSC/SVC) codes
 North American Industry Classification
System (NAICS)
 Data Universal Number System
(DUNS number)
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FEDERAL SUPPPLY CODES (FSC)
▼ Identify your products/service
 Federal Supply Classification Code (FSC) or Product Service Code
(PSC)
− Example: 7030 – ADP Software
− Example: 6015 – Fiber Cable
▼ The FSC is a four-digit code used by government buying
offices to classify and identify the products and supplies that
the government buys. It’s important to understand which
FSC’s apply to your products so that you can find
opportunities.
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NORTH AMERICAN INDUSTRY CLASSIFICATION
SYSTEM (NAICS) CODES
NAICS Codes describe work and are the basis for distinguishing
large businesses from small businesses
Example: 541330 – Engineering Services - $27M
If the average revenue of a company for three years is $27M or more the
company is a “Large Business” and may not complete on a “Small
Business Set-Aside” requirement
NAICS Codes are assigned by the Contracting Officer based on
the proposed contract scope
▼ Services are based on dollars
▼ Manufacturing is based on number
of employees
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Top 10 NAICS Awarded by Dollars
FY 2009
541330
Engineering Services
$ 4,170,989,628.00
334220
Radio and Television Broadcasting and Wireless
Communications Equipment Manufacturing
$ 1,122,910,453.00
541512
Computer Systems Design Services
$ 364,420,974.00
334511
Search, Detection, Navigation, Guidance, Aeronautical,
and Nautical System and Instrument Manufacturing
$ 354,678,239.00
541519
Other Computer Related Services
$ 237,442,353.00
517110
Wired Telecommunications Carriers
$ 208,258,715.00
541511
Custom Computer Programming Services
$ 193,507,429.00
541712
Research and Development in the Physical,
Engineering, and Life Sciences (except Biotechnology)
$ 171,347,097.00
334290
Other Communications Equipment Manufacturing
$ 144,727,507.00
334111
Electronic Computer Manufacturing
$ 110,226,184.00
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Small Business Opportunities
Team SPAWAR FY-09
Contract Actions - 6800 total
Team SPAWAR FY-09
Contract Awards - $11.3 B
Small Business
Actions
Small Business
Other Actions
Other
The Resource: https://e-commerce.sscno.nmci.navy.mil
or via spawar.navy.mil
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Small Business Innovative Research (SBIR)
MDA
11%
OSD
4%
Others
3%
Army
21%
DARPA
6%
Navy
26%
Air Force
29%
Current budget is $1.23B. Navy receives $319M. SPAWAR
budget for FY09 $41M
http://enterprise.spawar.navy.mil/sbir/
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Mentor - Protégé Program
▼ Benefits to Mentors
 Funded by DoD to nurture and develop
long-term relationships with qualified
small business vendors.
 Teaming opportunities with the Protégé
to win new contracts and/or
subcontracts
▼ Benefits to Protégé
 Open doors
 Use as a marketing tool
 Pursue business with other prime
contractors
 Receive assistance from a major prime
contractor
 Develop long-standing business
relationship
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REGISTER YOUR BUSINESS
▼ Central Contractor Registration (CCR)
▼ Registration is mandatory to receive DoD Prime contract
▼ Allows electronic payment (the check is not in the mail)
▼ Must renew company information annually
▼ Automatically assigns Commercial and Government Entity
(CAGE) Code
CCR is the primary registration for US Federal Government
CCR collects, validates, stores and disseminates data in
support of agency acquisition mission.
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ONLINE REPRESENTATION & CERTIFICATION
APPLICATION (ORCA)
ORCA is an e-government initiative that was designed to replace
the paper based Representations and Certifications (Reps &
Certs) process.
FAR 4.1200 Representations and Certifications mandated
prospective contractors to complete electronic annual
representations & certifications via ORCA at
http://www.bpn.gov or http://orca.bpn.gov
 Must have an active record
in CCR to register
 Must update annually or if
status changes
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DUN & BRADSTREET (D&B)
Dun and Bradstreet (D&B) is a company that provides business
information for credit, marketing and purchasing decisions. Its
“data universal numbering
system” known as DUNS.
DUNS numbers are used by
businesses and the federal
government to keep track
of more than 70 million
businesses world-wide
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DATA UNIVERSAL NUMBERING SYSTEM (DUNS)
▼ Mandatory before registering in CCR
▼ Provided by Dun & Bradstreet (D&B); telephone request – free
(866) 705-5711 may take 10 minutes or more
▼ Web request to www.dnb.com
(may take 15 business days)
▼ Unique nine-digit identifier for a single
business entity
▼ List sold to other companies; must contact
D&B to request removal from marketing list
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TAX IDENTIFICATION NUMBER (TIN)
What is a Tax Identification Number ?
A TIN is an identification number used by the Internal Revenue
Service (IRS) in the administration of tax laws. It is issued
either by the Social Security Administration (SSA) or by the
IRS. A Social Security Number (SSN) is issued by the SSA
whereas all other TIN’s are issued by the IRS.
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BE FAMILIAR WITH THE
PROCUREMENT PROCESSES
 Dollar driven based upon estimated costs
− Micro Purchase threshold
$3,000*
− Purchase Card
− Simplified Acquisition
up to $100K
− COTS
up to $5.5M
− Contingency -13.501(e) up to $11M
− Large Contracts
up to unlimited
authority as delegated
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HELPFUL SOURCES OF INFORMATION
You should familiarize yourself with contracting procedures
http://farsite.hill.af.mil/
Defense Procurement and Acquisition Policy
http://www.acq.osd.mil/dpap/index.html
Defense Acquisition University
http://www.dau.mil/default.aspx
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IDENTIFY YOUR TARGET WITHIN DOD
▼ Research DoD Personnel & Procurement Statistics. Of
particular interest to small businesses is the Standard
Tabulation (ST) 28 report of products and services
purchased each fiscal year by the DoD. Data on the ST28
are sorted by FSC/SVC code and provide name and
location of DoD contracting offices. This report is found at
the bottom of the Procurement Statistics page and can be
cross-referenced with the list of Small Business Specialists
within each individual service organizations.
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HOW TO IDENTIFY OPPORTUNITIES
WITHIN DOD
▼ Posting of contract actions:
 Federal Business Opportunities (FedBizOpps) is a web-based
system for posting solicitations and other procurement-related
documents to the Internet. FedBizOpps was designated by the
Federal Acquisition Regulation as the mandatory "government
wide point of entry for the posting government business
opportunities greater than $25,000.”
▼ For more information visit:
www.fbo.gov
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HOW TO LOCATE INFORMATION ON
SPAWAR OPPORTUNITIES
▼ On the SPAWAR website (www.spawar.navy.mil) click on
“Business Opportunities” which will direct you to our ecommerce site. A list of our future opportunities, open
solicitations, and contract awards is available for the
SPAWAR Headquarters, as well as for SSC Atlantic and
SSC Pacific.
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SPAWAR WEBSITE
https://e-commerce.sscno.nmci.navy.mil
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HOW TO LOCATE A BUSINESS
OPPORTUNITY
SPAWAR website - look at the “Future Business
Opportunities” select an opportunity
▼ Read the statement of work - If the
requirement matches your business
capabilities:
▼ Subscribe – give the company name,
address, telephone number, point of
contact, email address
▼ Bidder’s List – automatically the system will enter the
company to the Bidder’s List (all interested businesses).
Great Marketing Tool
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HOW TO LOCATE A BUSINESS
OPPORTUNITY CONT.
▼ Additionally, on the left side of the Main Menu – there is an
option “Read Me First” SPAWAR has a secure website,
therefore you must subscribe if you wish to be
automatically notified when there is a business
opportunity under your NAICS Code.
▼ Electronically notification will be sent every time
something about the requirement changes or
funding is received.
▼ Upon receipt of funding, any future business
opportunity is automatically sent to FedBizOpps.
▼ Contact the Contract Specialist if there is a question about the statement
of work (SOW).
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MARKETING STRATEGY
▼ Develop a strategy and a plan!
 Determine what customer procure the services and/or
commodities you provide
 Determine what programs/customers you can support
 Find out as much as you can about their
programs/needs (e.g. public websites, networking, etc. )
 Determine your role and limits (prime, subcontractor,
capabilities, etc.)
 Identify contract requirements
 Identify team
 Develop strategy for responding to a
solicitation
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AVAILABLE RESOURCES
▼ Procurement Technical Assistance Centers
 (PTACs) are located in most states and are
partially funded by DoD to provide small business
concerns with information on how to do business
with the DoD. They provide training and
counseling on marketing, financial, and
contracting issues at minimal or no cost..
▼ San Diego Contracting Opportunities Center-PTAC
4007 Camino del Rio South, Suite 210, San Diego, CA 92108
(619) 285-7020
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SPAWAR RESOURCES AND CONTACT
INFORMATION
▼ Faye Esaias, Director for Small Business Programs
▼
▼
▼
▼
▼
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 Phone: (619) 524-7701 or email: [email protected]
Robert “Zack” Zaccaria, Deputy for Small Business
 Phone: (619) 524-7701 or email: [email protected]
Michelle Nolen, Deputy for Small Business NMCI and MentorProtégé Program
 Phone: (619) 524-7701 or email: [email protected]
or - [email protected]
Marti Schwartz, Deputy for Small Business for SSC Pacific
 Phone: (619) 553-4326 or email: [email protected]
Bob Meddick, Deputy for Small Business for SSC Atlantic
 Phone: (843) 218-5820 or email: [email protected]
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QUESTIONS
THANK YOU for your time and attention.
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