Contracting & SB Program - My Business Matches ! Custodial Services and Supplies (Mandatory Source) Provided by NISH/Ability One Program Contractor ...

1 Airmen, Mission, Community… Delivering Unsurpassed Airpower!

Contracting & SB Program

Relationships & Education

Market Research Acquisition Strategy


www.AirForceSmallBiz.org

2


What’s the Magic Word?

Mission First – People Always – America Forever

How the customer explained it

How the Project Leader understood it

How the analyst designed it

How the Programmer wrote it

How the Business Consultant described it

How the project was documented

What operations installed

How the customer was billed

How it was supported

What the customer really needed


§  6 CONS is a Centralized Contracting Office ♦  Authorized to Procure, Award, and Administer Contracts

§  No Online Vendor Registration or Preferred Vendor Listing

§  Entry Point to Market Products and/or Services is the SBS ♦  Send Electronic Copy of Capability Brief ♦  Meet Buyers and/or End Users only if Requested

§  Government Purchase Card Program (GPC); 591 Cardholders ♦  Purchase Office Supplies, Small Services, Minor Construction,

Misc Equipment, Tools, Furniture, Etc. ♦  Commercial, $0 - $3K ♦  Services, $0 - $2.5K ♦  Construction, $0 - $2.0K ♦  GSA, $0 - $25K

♦  GPC Program Manager, Ms Melissa Biggar, 813-828-7457 ♦  E-Mail: [email protected] ♦  Release list w/Units, Address, & Phone Numbers – No Names

MACDILL SPECIFICS


§  Majority of RFPs/RFQs Advertised Verbally, FBO, GSA, & SEWP ♦  Exceptions are 8(a) Directs & Mandatory Sources ♦  < $15K/Verbal Quotes from Contract Specialist ♦  > $15 - $25K/FaceBook Website; FBO; GSA, E-Buy/Advantage ♦  > $25K/Mandatory Posting on FBO; GSA, e-Buy/Adv/GWACs

§  Cellular Devices and Services (Mandatory DoD BPAs) ♦  http://www.gunter.af.mil/aq/aqt/afitcc/Cellular

§  Software Requirements ♦  http://www.esi.mil/main.asp (Mandatory DoD BPAs) ♦  Not Available on ESI; Purchase via GSA, FBO, or SEWP §  IT Products/Supplies ♦  AF Funds - AFWAY (Mandatory AF Commodity Contract)

♦  https://www.afway.af.mil/ ♦  AF Funds – NETCENTS (Mandatory AF Commodity Contract)

♦  http://public.gunter.af.mil/aq/netcents/homepage.aspx ♦  Not AF Funds/Mission Partners via GSA, FBO, or SEWP

MACDILL SPECIFICS


§  IT Services ♦  AF Funds – NETCENTS (Mandatory AF Commodity Contract)

♦  http://public.gunter.af.mil/aq/netcents/homepage.aspx ♦  Not AF Funds/Mission Partners via GSA, FBO, or SEWP ♦  Networking & Relationships Source; AFCEA/Pelican Chapter

§  Medical Services via AF Medical Commodity Contract, 8(a) & SDVOSB Companies (Not Mandatory but Preferred ♦  http://airforcemedicine.afms.mil/idc/groups/public/documents/

webcontent/knowledgejunction.hcst?functionalarea=MedicalAcquisition&doctype=subpage&docname=CTB 048700

§  Medical Products/Supplies/Equipment ♦  Majority purchased through VA Vendor Sources IAW AFI

41-209, Chapter 4 (Preference given to VOSB & SDVOSB Entities) ♦  http://www1.va.gov/oamm/oa/nac/ncs/mspv.cfm?

cm_sp=ExternalLink-_-Federal-_-VA ♦  Defense Logistics Agency (DLA) ♦  Not Available via GSA or FBO

MACDILL SPECIFICS


§  Construction/Environmental/Design/Maintenance ♦  Civil Engineering Services (CES)

♦  AKIMA Facility Management, LLC ♦  POC: Ms Rachelle Arnold, 813-828-2014 ♦  E-Mail: [email protected]

♦  Subcontractors ♦  CB Richard Elliott (CBRE) ♦  IAP Worldwide Services

♦  Small Acquisition Base Engineer Requirement (SABER) ♦  Future Net Group, Inc (< $250K)

♦  POC: Mr. Jeff Beach, 313-544-7117 (O)

♦  Avon Park Air Force Range (AP AFR) ♦  ASRC Primus, LLC/Primus Solutions

♦  POC: Mr. Rudolf (Gus) Gustafson, 863-452-4191 ♦  E-Mail: [email protected]

♦  AF POC: Mr. Christopher Tuck, 863-452-4175 ♦  E-Mail: [email protected]

MACDILL SPECIFICS


§  Construction/Environmental/Design/Maintenance ♦  Multiple Award Construction Contract (MACC)

♦  Homeland Security Construction Corp ♦  Mr. John Corso; [email protected] ♦  Mr. Terry Taylor; [email protected]

♦  Danner Construction Co ♦  Mr. Richard Danner

♦  [email protected] ♦  Mrs. Eileen Danner

♦  [email protected]

♦  Pedro Falcon Electrical Contractors, Inc ♦  Mr. Christian Brisson; [email protected] ♦  Mr. Ken Bygler; [email protected]

♦  ABBA Construction, Inc ♦  Mr. Mack E. Reifers; [email protected] ♦  Mr. Dale Gose; [email protected]

MACDILL SPECIFICS


§  Construction/Environmental/Design/Maintenance ♦  Multiple Award Construction Contract (MACC)

♦  RM Williams Construction, Inc ♦  Mr. Terry Grigg; [email protected] ♦  Mr. Jim Roe; [email protected]

♦  Networking & Relationships Source; SAME/Tampa Chapter

§  Military Construction (MilCon); US Army Corps of Engineers (USACE) ♦  All Requirements > $7.5M ♦  Vertical Requirements; SBS/Ms Linda Spadaro, 251-690-3597

♦  E-Mail: [email protected] ♦  Horizontal Requirements; SBS/Ms Elizabeth Myers, 904-232-2749

♦  E-Mail: [email protected] §  Clark Construction, Sauer Construction, L2 Engineering, Caldwell

§  Base Housing Privatized to Harbor Bay ♦  Website: [email protected] ♦  Phone: 813-828-2790 ♦  Lanlords/Automated Housing Referral Network, www.AHRN.com

MACDILL SPECIFICS


§  Contingency Contracting Opportunities Iraq & Afghanistan ♦  www.militarycontracting.com

§  Custodial Services and Supplies (Mandatory Source) ♦  Provided by NISH/Ability One Program Contractor

♦  Lakeview Center, Inc ♦  POC: Mr. Spencer Jones, 850-595-1330

♦  E-Mail: [email protected] ♦  Only Exception are USSOCOM “SCIF” Rooms

§  Copier Purchases and Leases via GSA and FBO

§  Office Supplies/Equipment/Deployment Gear/Furniture/Tools ♦  Supported via Ability One Program “Paperclips” and GSA ♦  www.paperclipsetc.com ♦  POC: Ms Anais Recuero, 813-840-0488 ♦  AF has Commodity Contract for Tools, Working/Furniture

§  MacDill AFB does not Utilize Staffing Companies

MACDILL SPECIFICS


§  Refuse Collection and Disposal Services - Sea Coast Disposal, LLC

§  Recycling Services & Supplies – Sea Coast Disposal & Paperclips

§  Grounds Maintenance/Landscaping Services – TTCC, Inc

§  MacDill AFB does not Utilize Training Companies Directly ♦ Contract for various Training Support via GSA & FBO

§  Dining Services - Air Mobility Command & Aramark Food Services

§  Food Products/Produce, Etc - Defense Commissary Agency (DeCA)

§  Concessions/Cloths/Toys/Tools/Furniture/Outdoor Gear/Equipment ♦  Army and Air Force Exchange Service (AAFES)

§  Food Service Equipment - GSA and FBO

§  Lodging/Conference/Meeting Space Services - GSA and FBO

§  Vehicle Leasing Services - GSA and FBO

MACDILL SPECIFICS


BASIC QUESTIONS

n  What is required to initiate the process? ♦  DUNS, FSC, SIC, PSC, NSN, NAICS, Size, SAM, WAWF

n  Where do I go for information? ♦  SBA, SBDC, PTAC, SCORE, OSBP, SBLO’s

n  Which Government agencies buy my products and/or services? ♦  LRAE, FBO, FPDS, USA Spending, SBA Subnet, SBS

n  How do I contact potential Government customers?

♦  What are Needs/Challenges, Regulations, Procedures

n  How do I market my products and services? ♦  Network, Teaming Arrangements, Outreach


INITIATING THE PROCESS

§  Data Universal Numbering System (DUNS)

w  http://fedgov.dnd.com/webform/displayHomePage.do or (866) 705-5711

§  Identify your Product/Service w  Federal Supply Classification Code (FSC) or Product Service Code (PSC)

http://www.dlis.dla.mil/h2 or http://www.fedbizopps.gov

§  Identify Your North American Industry Classification Codes (NAICS) w  http://www.census.gov/eped/www/naics.html

§  Determine SBA Size Standard w  http://www.sba.gov/services/contractingopportunities/sizestandardtopics.html

§  Systems for Award Management (SAM)

w  http://www.sam.gov w  Online Reps and Certs Application (ORCA) w  Wide Area Workflow-Receipt & Acceptance (WAWF-RA)


FINDING INFORMATION

§  SMALL BUSINESS ADMINISTRATION (SBA) w  http://www.sba.gov

§  SMALL BUSINESS DEVELOPMENT CENTERS (SBDC) w  http://www.sba.gov/sbdc

§  PROCUREMENT TECHNICAL ASSISTANCE CENTERS (PTACS) w  http://www.dla.mil/db/procurem.htm

§  SERVICE CORPS OF RETIRED EXECUTIVES (SCORE)

w  http://www.score.org

§  SMALL BUSINESS PROGRAM OFFICES w  DoD: http://www.acq.osd.mil/osbp & click on “Links” or “Doing

Business with DoD” & “DoD Small Business Specialists”

§  SMALL BUSINESS LIAISON OFFICERS (SBLO) w  DoD Major Prime Contractors Directory with SBLOs w  http://www.acq.osd.mil/osbp / & click on “Doing Business with DoD”


GOVERNMENT NEEDS

§  Information Technology – Basically every federal agency

§  Ship parts, plane parts, or space vehicle parts w  Research websites of your targeted market, such as DoD, DHS, NASA, etc

§  Review Agency Publications w  Forecast of Procurement/Contracting Opportunities w  Subcontracting Directory w  “How to” publications (if the Agency has one)

§  Check out these Websites

w  https://www.fpds.gov/ - Identify products/services (Know NAICS) w  http://www.fedbizopps.gov - Register - Get notices of requirements w  http://www.fedbid.com - Register - Compete on line for requirements w  http://www.mbda.gov - Register - Phoenix Database/free contract referrals w  http://www.web.sba.gov/subnet - Primes post subcontracting opportunities w  http://www.smallbusiness.data.gov - Small Business Dashboard w  http://www.defenselink.mil/contracts - Award notices > $5.5M


CONTACTING POTENTIAL CUSTOMERS

§  TARGET THE RIGHT CUSTOMER w  Develop a Business Plan and Marketing Plan. w  Who are your potential customers? Which agencies/activities? w  What are their needs? Challenges? Review websites! w  Know your limits! w  Know your customers regulations/procedures

§  Remember Government is decentralized. Most agencies consist of numerous buying activities. (Example: Justice has 9 Bureaus; Treasury has 10 Bureaus as does DOT)

§  Learn what each targeted agency bureau does and how they spend their money

§  Focus on 3-5 agencies and allow 18-24 months for relationship building §  Publications: Professional, Government Executive, Contract Management §  Participate in:

w  Local Conferences/Trade Shows/Expos w  Targeted Outreach Activities: Chambers of Commerce/Symposiums w  Matchmakers: Government/LB One-on-One Counseling Sessions w  Professional/NoN-Profit: SAME, NDIA, AFCEA, NCMA,VaNoba, ELITE


MARKETING PROCESS

§  Develop a Marketing Plan/Strategy w  Subcontracts w  Prime Contracts w  Teaming/Joint Ventures w  Mentor Protégé Agreements w  Pre-existing Contract Vehicles

§  In Person: The Pitch w  Have three marketing “Presentation” ready at all times

Ø  Elevator speech (Business Card/Utilize Both Sides) Ø  One page capability brief

n  Company name, address, website, contact info, locations, SB categories

n  Cage Code, TIN, DUNS, Certifications n  NAICS, FSC, SIC, & PSC with descriptions n  Local, State, federal contracts & significant subcontracts with POC info n  GSA contract or other agency contracts (Number) n  No graphics or biographies

Ø  Full capabilities presentation (20-30 Minutes Tops) w  Know your audience, be focused, & be brief w  Stand out from the crowd (Minimum Business Casual) w  How can customer benefit from doing business with you? w  What problem/challenges do you solve for your customer?


MARKETING PROCESS

§  E-Mail Marketing

w  Social Media: Face Book, Twitter, LinkedIn, My Space

w  Send to the right customer! Frequency?

w  Marketing pitch, virus, or SPAM (Subject line & content in e-mail)

w  Be brief (ALWAYS THINK HOW CAN YOU HELP ME HELP YOU)

w  Limit graphics

w  The following attachments may NOT be received by DoD recipients due to firewalls: Ø  .avi, .bat, .cmd, .dll, .eml, .exe, .pif, .scr, .shs, .vbs, .vbc, .and .zip

w  Know your Competition Ø  Who are they? Ø  What are their strengths? Weaknesses? Ø  Review their brochures, websites, DSBS Profiles


BEFORE SOLICITATION “SOURCES SOUGHT or RFI”

n  Sources sought/RFI synopses are government’s means of testing the marketplace for potential set-asides

n  Sometimes used to determine whether a certain “approach” is feasible

n  Sometimes used to determine if new technologies or processes are available

n  Respond – with proof you can do the job


RESPOND TO “NOTICE OF INTENT”

n  Has the government decided to go “sole source”? n  If so, they will tell you in a FedBizOpps synopsis,

including •  Nature of the work •  Company they intend to make award to

n  If your company can do the job contact the contracting officer immediately

n  Be prepared to demonstrate your ability to meet requirements and time frames


PRE-SOLICITATION, REVIEW THE SYNOPSIS

n  Is this job a “fit” for my company? n  Can I honestly say “I will not fail?” n  If not, what is my company lacking to be the “best

qualified” to do this job? n  Can I team or joint venture or subcontract to get

the “missing element?” into the proposal? n  What risks do I face if I win this job? n  How much is it going to cost (time/money) to

prepare this proposal? n  Balance risks/rewards -- is it “worth it”?


PRE-SOLICITATION TIPS

n  Research your customer’s needs n  Help your customer with “market research”

•  Federal Acquisition Regulation Part 10 •  Federal Acquisition Regulation Part 7

n  If a draft RFP is used – read it immediately and offer assistance/suggestions

n  Attend pre-solicitation conferences or get results from contracting officer


WHEN THE SOLICITATION IS ISSUED

n  Immediately review the solicitation n  What result does your customer want? n  Get proposal team together and find out:

•  What assumptions would we need to make to write this proposal TODAY?

•  What are the most cost-effective ways to get results? •  What are the most time-effective ways to get results? •  Any restrictions in the solicitation limiting you from the

most cost-effective or time-effective way? n  Ask questions/suggest changes as necessary


SECRET TO WRITING YOUR PROPOSAL/CAPABILITIES BRIEF

n  At every single step of the way use the secret edge that will make you a winner:


SECRET TO REVIEWING YOUR PROPOSAL

n  Relevant information n  Compelling presentation of the facts n  Offer Solutions

•  Demonstrate how your proposal solves all the “worries” •  How your company will manage all the risks

n  Support your assertions: •  Enough detail to assure the government you understand •  And that you WILL DO what is required •  Where possible – achieve MORE in areas with high “worry

factor”


WEBSITES & SOURCES

§  Federal Acquisition Regulation (FAR)

♦  www.arnet.gov/far/regulations_transition ♦  Guidance:

Ø  FAR 10 Market Research Ø  FAR 12 Commercial Acquisitions Ø  FAR 15 Negotiation (source selection) Ø  FAR 19 Small Business Programs Ø  FAR 26 Other Socio (Indian Incentive, HBCU/MI) Ø  Supplements Ø  Procedures Guidance Information (PGI)

§  DoD Office of Small Business Programs ♦  www.acq.osd.mil/osbp/ (Home Page) ♦  www.acq.osd.mil/osbp/policy/index (Policies) ♦  www.acq.osd.mil/index (AT&L) ♦  www.acq.osd.mil/osbp/sbir/index (SBIR) ♦  www.acq.osd.mil/ott/ (Office of Technology Transfer)


§  Air Force Outreach Program Office (AFOPO) ♦  www.airforcesmallbiz.org

§  U.S. Army Corps of Engineers (USACE) ♦  www.usace.army.mil/howdoi/contracting

§  UIDA Business Services ♦  www.uida.org ♦  Native American, Alaska Native, Native Hawaiian

§  Women Business Centers ♦  [email protected] ♦  www.womenbiz.gov ♦  www.Women-21.gov

§  Small Business Development Centers ♦  www.asbdc-us.org

§  Air Force Civil Engineering Services (AFCESA/AFCEE) ♦  www.afcesa.af.mil (Engineering) ♦  www.afcee.af.mil (Environmental)

WEBSITES & SOURCES


§  U.S. Government Printing Office (GPO) ♦  www.gpoaccess.gov/index

§  National Archives/The Federal Register ♦  www.archives.gov/federal-register/

§  Defense Logistics Agency ♦  www.dla.mil/db/ ♦  www.dla.mil/dsBusiness/

§  Department of the Army/Small Business Office ♦  www.sellingtoarmy.info

§  Department of the Navy/Office of Small Business Programs ♦  www.donhq.navy.mil/OSBP/about/startplan

§  National Aeronautics and Space Administration (NASA) ♦  www.hq.nasa.gov/office

§  Minority Business Development Agency ♦  www.mbda.gov

§  General Services Administration ♦  www.gsa.gov

WEBSITES & SOURCES


§  The Federal Marketplace ♦  www.fedmarket.com (Whitepapers)

§  Federal OSDBU Directors Interagency Council ♦  www.osdbu.gov/

§  Federal Procurement Data System ♦  www.fpds.gov/.com/pa/selling/index

§  Department of Veterans Affairs ♦  www.va.gov/OSDBU

§  Defense Commissary Agency (DeCA) ♦  www.commissaries.com/business/small_business

§  Government Executive ♦  www.governmentexecutive.com

§  Department of Homeland Security (DHS) ♦  www.dhs.gov/xopbiz/opportunities ♦  www.dhs.gov/openforbusiness

§  USA Spending ♦  www.USAspending.gov

WEBSITES & SOURCES


§  Mississippi PTAC ♦  www.mscpc.com/index (Bid Opportunities/Fed Bids)

§  Integrated Acquisition Environment ♦  www.acquisition.gov

§  Army and Air Force Exchange Service (AAFES) ♦  www.aafes.com/pa/selling/index

§  Brevard Small Business Assistance Council ♦  www.bsbac.org (“Outreach Events” & “Links”)

§  Florida Minority Supplier Diversity Council ♦  www.fmsdc.org (National is www.nmsdc.org)

§  Patrick AFB ♦  www.patrick.af.mil/45bc/SBindex

§  Federal Emergency Management Agency (FEMA) ♦  www.fema.gov

§  Acquisition Central ♦  www.acquisition.gov

§  Immigration and Customs Enforcement (ICE) ♦  www.ice.gov

WEBSITES & SOURCES


“MODEL” SMALL BUSINESS FIRM

n  Equipped to do Business with the Government: ♦  Accepts the Government Purchase Card (GPC) ♦  Has good marketing Materials ♦  Has a Niche (What is Yours?) ♦  Has Resources or means to Acquire (People, Funds, or

Equipment) ♦  Is Web Savvy ♦  Registered in Government Pre-existing Databases ♦  Past Performance ♦  Integrity and Commitment ♦  Networks, Networks, and Networks


“MODEL” SMALL BUSINESS FIRM

n  Working in the Federal Government Marketplace: ♦  Core Competencies ♦  Continuous Marketing and Relationship Building ♦  Schedules/Multiple Award Contracts ♦  Open Market Procurement (FEDBIZOPPS) ♦  Prime Contracting ♦  Subcontracting ♦  Patient & Persistent ♦  Understands Importance of being Prepared ♦  Gets Involved and Shares Information


TOP TEN MACDILL NAICS

FY11- $207.97M FY12- $211.59M FY13- $160.68M FY14- $178.72M

1. 236220 - $37.37M 236220 - $35.44M 541519 - $27.25M 236220 - $37.13M

2. 541519 - $26.20M 541519 - $33.20M 561210 - $24.50M 561210 - $31.97M

3. 561210 - $19.13M 561210 - $22.24M 236220 - $23.44M 541519 - $30.20M

4. 541611 - $12.61M 541611 - $10.30M 622110 - $8.92M 541330 - $11.93M

5. 423990 - $7.60M 622110 - $8.71M 541611 - $8.69M 541611 - $11.36M

6. 423430 - $6.53M 423990 - $7.11M 541511 - $6.42M 622110 - $10.22M

7. 561720 - $5.42M 541511 - $6.54M 561720 - $6.09M 561720 - $6.06M

8. 621111 - $4.15M 561720 - $5.85M 511210 - $4.71M 541512 - $4.43M

9. 511210 - $3.89M 334210 - $5.84M 517210 - $4.69M 531120 - $4.35M

10. 518210- $3.40M 511210 - $4.46M 541512 - $3.37M 511210 - $3.22M


FY10-FY14 Goal Comparison

FY10 FY11 FY12 FY13 FY14

Total Dollars $ 198,769,933 $ 207,973,475 $ 211,590,634

$ 160,784,781 $ 197,242,588

SB Dollars Base

$ 133,783,355 67.30%

$ 174,371,763 83.84%

$ 171,608,306 81.10%

$ 136,698,622 85.01%

$ 169,506,147 85.93%

SB $ 96,028,541 *71.77%

$ 131,434,489 *75.38%

$ 154,757,071 *90.12%

$ 125,582,447 *91.86%

$ 148,616,167 87.67%

SDB $ 31,765,019 *23.74%

$ 49,119,082 *28.17%

$ 67,983,109 *39.61%

$ 55,852,278 *40.85%

$ 69,349,302 *40.91%

WOSB $ 11,798,227 *8.81%

$ 13,359,683 *7.66%

$ 22,681,429 *13.21%

$ 15,045,131 *11.00%

$ 14,454,355 8.52%

HUBZone $ 8,874,349 *6.63%

$ 7,967,809 *4.57%

$ 9,191,708 *5.35%

$ 6,688,309 4.89%

$ 8,589,523 *5.06%

SDVOSB $ 28,887,888 *21.59%

$ 29,400,219 *16.86%

$ 47,128,584 *27.46%

$ 30,343,685 *22.19%

$ 39,902,348 *23.54%

n  Total Dollars include GPC as of 02 Oct 14 n  Percentages are expressed based on achieved/awarded dollars in each category n  * Indicates Achieved Goal exceeded Assigned Goal


Avail for SB: $169.50M GOAL Achieved Trend +/- Goal

SB 90.86% $ 154.0M 87.67% $ 148.6M - $ 5.4M 3.19%

SDB 13.59% $ 23.0M 40.91% $ 69.3M + $ 46.3M 27.32%

HZ 4.90% $ 8.3M 5.06% $ 8.5M + $ 0.2M 0.16%

WOSB 11.02% $ 18.6M 8.52% $ 14.4M - $ 4.2M 2.50%

SDVO 19.50% $ 33.0M 33.60% $ 39.9M + $ 6.9M 4.04%

Dollars Actions Dollars Actions

6 AMW $ 109,871,963 600 LGCA $ 16,925,300 291 Avon Park $ 5,216,510 26 LGCB $ 61,964,377 536 USCENTCOM $ 21,028,644 115 LGCM $ 99,835,020 299 JCSE $ 25,834,699 147 MARCENT $ 1,800,748 41 Competition Rate: 83.2%

SOCCENT $ 6,421,826 62 Award Dollars: $95,759,354 (+20.7M FY13) USSOCOM $ 8,346,969 129

OTHER $ 208,336 5 SUBTOTAL $ 178,724,697 1125 GPC $ 18,517,891 CH: 567 AO: 336 Audits: 339

Total $ 197,242,588

FY14 Summary (FY-YTD)


Active Contract Status

Contract Number Contractor Name

Category NAICS

Total Amount Description

Recompete Completion

FA4814-12-F-A203 InfoReliance

LB, GSA, F&O 541511

$4.46M MS Consulting & Prmr Sprt

Ongoing 28 Sep 14

FA4814-12-C-0002 Special Applications Group

SDVOSB 541611

$19.70M Theater Planning Synchron

Ongoing 20 Sep 14

FA4814-12-C-0001 Advanced C4 Solutions

8a, 561210

$1.20M Non-IT Support Services

Ongoing 30 Sep 14

FA4814-08-D-0002 Bassilli Enterprises, Inc. SDVOSB - HUBzone

541930 $2.94M Arabic Linguist Exercise

Ongoing 04 Aug 14

FA4814-10-F-A081 Logistics Management Institute

WOSB 541611

$238.85K Afghanistan Casualty Esti

02 Jan 14 08 Jun 14

FA4814-12-F-A124 Advanced C4 Solutions

8a Comp, GSA 541512

$7.67M IT Support Services

01 Feb 14 30 Sep 14

FA4814-11-C-0002 ASRC Primus, LLC

8a Competitive 561210

$13.2M Base Op Svs, AP AFR

30 Jun 14 30 Sep 15

FA4814-12-P-0059 Strategic Communications, LLC

8a 519190

$1.41M Network Optimization Svs

15 Aug 14 15 Feb 15

FA4814-12-C-0017 NIACORP

8a 541611

$2.83M FOIA Support Services

01 Feb 15 15 Jul 15


Active Contract Status

Contract Number Contractor Name

Category NAICS

Total Amount Description

Recompete Completion

FA4814-09-D-0017 Homeland Security Construction Corp

SB 236220

$150M Combined Total Construction

Ongoing 21 Aug 14

FA4814-10-C-0006 BirdStrike Control Program

SB 561710

$475.02K Ext & Pest Control Services

30 May 14 30 Sep 14

FA4452-09-C-0005 Akima Facilities Management, LLC

SB 561210

$100.8M Civil Engineering Services

30 Apr 15 30 Sep 16

FA4814-12-D-0001 Flowers Chemical Laboratories

SB 541380

$131.85K Lab Analytical Support Svs

15 Jun 16 14 Dec 16

FA4814-11-C-0004 LOGMET

SDVOSB 488119

$2.49M Transient Aircraft Services

30 Feb 15 30 Sep 15

FA4814-10-D-0004 TTCC, Inc.

HUBZone - SB 561730

$9.89M Grounds Maintenance

Ongoing 30 Sep 14

FA4814-10-D-0008 Disabled Veterans Contractors

SDVOSB 561790

$600.3K Base Power Washing Svs

01 Apr 15 26 Sep 15

FA4814-11-D-0008 Krause Grove Services, Inc

SB 561730

$991.10K Habitat Restoration & Ctrl

01 Feb 16 30 Sep 16

FA4814-11-D-0006 Ocean Flooring, Inc.

SB 561740

$957.8K Install & Remove Carpet

03 Nov15 28 Jul 16


CHECKLIST FOR SUCCESS

q Know your company and know your partner firms q Do your homework – marketing, capabilities

briefs, pre-solicitation and at solicitation issuance q Ask the “worry question” q Provide solutions that will leave customers

feeling less worried q Always include information that is

q Relevant q Compelling q Solutions based q Supported with facts/details

q Review the proposal q Prove that you leave satisfied customers

wherever you go q  If unsuccessful, always request debrief


§  DO YOUR HOMEWORK ♦  Research, Business Plan, Business Card, Capabilities Brief, VALUE

§  NETWORK ♦  PTAC, SBA, SBS, Expo/Conferences ♦  Professional Org: SAME, NCMA, AFCEA, NDIA, MBDA, WBENC ♦  Professional Pubs: Government Executive, Contract Management

§  DEFINE YOUR PRODUCTS and/or SERVICES ♦  “Need or Niche”, Mandatory Source, Commodity Council, ESI

§  ASSOCIATE ♦  Teaming Agreements; Partnerships, Prime/SubKtr, Joint Ventures ♦  Mentor-Protégé: AF, SBA, DOE, DOD, NAVY, ARMY, VA ♦  Large Businesses are Important PARTNERS of the Equation

§  EARLY BID ON REQUIREMENT: ♦  Sources Sought, Request for Information, Pre-Solicitation, FOIA

§  PRIMARY GOAL TO SUCCESS IS GOOD BUSINESS ♦  Bring VALUE, READ, Integrity, Network, Communication = TRUST

Basics for Good Business


Questions?

Nelson Escribano Small Business Specialist 813-828-0264 [email protected] n 6 CONS Facebook: http://www.facebook.com/groups/6CONSSBS n Email: [email protected] n Knowledgebase: http://www.airforcesmallbiz.org/knowledgebase n Facebook: http://www.facebook.com/airforcesmallbiz n Twitter: http://www.twitter.com/AFSmallBiz n LinkedIn: http://www/linkedIn.com/company/airforcesmallbiz

Contracting & SB Program - My Business Matches ! Custodial Services and Supplies (Mandatory Source) Provided by NISH/Ability One Program Contractor ...

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