How to do Business with How to do Business with the Department of the Department of Homeland Security (DHS) Homeland Security (DHS) A guide for small businesses A guide for small businesses interested in prime interested in prime contracting and contracting and subcontracting opportunities subcontracting opportunities with DHS with DHS
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How to do Business with the Department of Homeland Security (DHS) A guide for small businesses interested in prime contracting and subcontracting opportunities.
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How to do Business with the How to do Business with the Department of Homeland Department of Homeland
Security (DHS)Security (DHS)
A guide for small businesses A guide for small businesses interested in prime contracting interested in prime contracting
and subcontracting opportunities and subcontracting opportunities with DHSwith DHS
BackgroundBackground
““Our generation has now heard Our generation has now heard history’s call, and we will answer it.”history’s call, and we will answer it.”
President George W. BushPresident George W. Bush
President Bush signed the Homeland President Bush signed the Homeland Security Act of 2002 on 11/25/02 Security Act of 2002 on 11/25/02
MissionMission
Lead the unified effort to secure America Lead the unified effort to secure America Prevent and deter terrorist attacksPrevent and deter terrorist attacks Respond to threats and hazards to the Respond to threats and hazards to the
NationNation Ensure safe and secure bordersEnsure safe and secure borders Welcome lawful immigrants and visitorsWelcome lawful immigrants and visitors Promote free flow of commercePromote free flow of commerce
Policy StatementPolicy Statement
It is the policy of the United States, It is the policy of the United States, as stated in the Small Business Act, as stated in the Small Business Act, that “all” small businesses have the that “all” small businesses have the maximum practicable opportunity to maximum practicable opportunity to participate in providing goods and participate in providing goods and services to the Federal government.services to the Federal government.
SBA LegislationSBA Legislation
To ensure that small businesses get To ensure that small businesses get their fair share, SBA:their fair share, SBA:
negotiates annual procurement goals negotiates annual procurement goals with each federal agency;with each federal agency;
reviews each agency’s results; andreviews each agency’s results; and is responsible for ensuring that the is responsible for ensuring that the
statutory government-wide goals are statutory government-wide goals are met.met.
DHS Small Business Goals DHS Small Business Goals for FY 2005for FY 2005
SB prime - 23.0%SB prime - 23.0% 8(a) – 2.5%8(a) – 2.5%
WOSB prime – 5.0%WOSB prime – 5.0% HUBZone prime – 3.0%HUBZone prime – 3.0% SDVOSB prime – 3.0%SDVOSB prime – 3.0%
SB sub – 40.0%SB sub – 40.0% SDB sub – 5.0%SDB sub – 5.0%
WOSB sub – 5.0%WOSB sub – 5.0% HUBZone sub – 3.0%HUBZone sub – 3.0% SDVOSB sub– 3.0%SDVOSB sub– 3.0%
Getting Started – Basic Getting Started – Basic QuestionsQuestions
1.1. Which government agencies buy Which government agencies buy my products and services?my products and services?
2.2. How do I get in touch with them?How do I get in touch with them?
3.3. How do I market to them?How do I market to them?
Getting Started – Basic Getting Started – Basic AnswersAnswers
Answer to Question # 1 Answer to Question # 1 (who buys what I (who buys what I sell) sell)
Federal Procurement Data CenterFederal Procurement Data Center www.fpdc.govwww.fpdc.gov - Identify who buys your - Identify who buys your
product or service (hint: know your product or service (hint: know your NAICS code)NAICS code)
Getting Started – Basic Getting Started – Basic AnswersAnswers
Answer to Question # 1 Answer to Question # 1 (who buys what I (who buys what I sell) sell)
Review agency publications:Review agency publications: Forecast of Procurement/Contracting Forecast of Procurement/Contracting
OpportunitiesOpportunities Subcontracting DirectorySubcontracting Directory ““How to” publications (if the agency has How to” publications (if the agency has
one)one)
Getting Started – Basic Getting Started – Basic AnswersAnswers
Answer to Question # 2 – Getting in TouchAnswer to Question # 2 – Getting in Touch Check out these websites:Check out these websites:
www.fedbizopps.govwww.fedbizopps.gov – Register - get notices of – Register - get notices of government requirements for your NAICS codegovernment requirements for your NAICS code
www.fedbid.comwww.fedbid.com – Register - Compete on-line – Register - Compete on-line for government requirements for your NAICS for government requirements for your NAICS codecode
www.osdbu.gov – Federal OSDBU Offices web www.osdbu.gov – Federal OSDBU Offices web sitessites
Getting Started – Basic Getting Started – Basic AnswersAnswers
Answer to Question # 2 – Getting in TouchAnswer to Question # 2 – Getting in Touch
www.mbda.govwww.mbda.gov – Register – Phoenix Database – Register – Phoenix Database to get free contract referrals.to get free contract referrals.
www.ccr.gov - Register – SBA’s Pro-Net www.ccr.gov - Register – SBA’s Pro-Net database is combined with DoD’s Central database is combined with DoD’s Central Contractor Registration database.Contractor Registration database.
http://http://web.sba.govweb.sba.gov/subnet/subnet - Prime Contractors - Prime Contractors post subcontracting opportunities here.post subcontracting opportunities here.
Getting Started – Basic Getting Started – Basic AnswersAnswers
Answer to Question #3 – How do I market Answer to Question #3 – How do I market them?them?
Generally speaking, the government is Generally speaking, the government is decentralized. Most agencies consist of decentralized. Most agencies consist of numerous buying activities.numerous buying activities.
Learn what each targeted organization Learn what each targeted organization does and how they spend their money!does and how they spend their money!
Getting Started – Basic Getting Started – Basic AnswersAnswers
Answer to Question # 3 – How do I market Answer to Question # 3 – How do I market them?them?
Responsible for maintaining the security of Responsible for maintaining the security of
our nation’s borders and transportation our nation’s borders and transportation systems systems
Customs & Border ProtectionCustoms & Border Protection Includes Animal and Plant Health Inspection ServiceIncludes Animal and Plant Health Inspection Service
Immigration & Customs EnforcementImmigration & Customs Enforcement Includes Federal Protective ServiceIncludes Federal Protective Service
Transportation Security Administration Transportation Security Administration Federal Law Enforcement Training Center Federal Law Enforcement Training Center Office for Domestic Preparedness Office for Domestic Preparedness
Emergency Preparedness & REmergency Preparedness & Response (EP & R)esponse (EP & R)Ensures that our nation is prepared for, Ensures that our nation is prepared for,
and able to recover from, terrorist and able to recover from, terrorist attacks and natural disasters.attacks and natural disasters.
Federal Emergency Management AgencyFederal Emergency Management Agency Strategic National Stockpile and the National Strategic National Stockpile and the National
Disaster Medical System Disaster Medical System Nuclear Incident Response TeamNuclear Incident Response Team Domestic Emergency Support Teams Domestic Emergency Support Teams National Domestic Preparedness OfficeNational Domestic Preparedness Office
Science & Technology (S & T)Science & Technology (S & T)
Responsible for the efforts in research and Responsible for the efforts in research and development, including preparing for and development, including preparing for and
responding to the full range of terrorist threats responding to the full range of terrorist threats involving weapons of mass destruction.involving weapons of mass destruction.
Homeland Security Advanced Research Projects Homeland Security Advanced Research Projects Agency (HSARPA)Agency (HSARPA) Small Business Innovative Research (SBIR) Program Small Business Innovative Research (SBIR) Program
(www.hsarpasbir.gov) (www.hsarpasbir.gov)
National and Federal LaboratoriesNational and Federal Laboratories
Identify and assess current and future Identify and assess current and future threats to the homeland, map those threats to the homeland, map those threats against our vulnerabilities, threats against our vulnerabilities,
issue timely warnings and take issue timely warnings and take preventive and protective action.preventive and protective action.
ManagementManagement
Responsible for budget, appropriations, Responsible for budget, appropriations, expenditure of funds, accounting and expenditure of funds, accounting and
finance; procurement; human resources finance; procurement; human resources and personnel; information technology and personnel; information technology
systems; facilities, property, equipment, systems; facilities, property, equipment, and other material resources; and and other material resources; and
identification and tracking of performance identification and tracking of performance measurements relating to the measurements relating to the
responsibilities of the Department. responsibilities of the Department.
Direct ReportsDirect Reports
U.S. Coast GuardU.S. Coast Guard
U.S. Secret ServiceU.S. Secret Service
Bureau of Citizenship and Immigration ServicesBureau of Citizenship and Immigration Services
Visit www.dhs.gov/openforbusiness for DHS Visit www.dhs.gov/openforbusiness for DHS small business procurement assistance small business procurement assistance
information information
Federal Agency One-On-One Federal Agency One-On-One Counseling SessionsCounseling Sessions
Department of Homeland Security Vendor Department of Homeland Security Vendor Outreach Sessions and conferences Outreach Sessions and conferences www.dhs.gov/openforbusiness, scroll down www.dhs.gov/openforbusiness, scroll down to “Small Business Outreach Activities”to “Small Business Outreach Activities”
Treasury Vendor Outreach Sessions Treasury Vendor Outreach Sessions www.treas.gov/sba, click on Outreach www.treas.gov/sba, click on Outreach ActivitiesActivities
Department of Justice Monthly Counseling Department of Justice Monthly Counseling Sessions www.usdoj.gov/jmd/osdbu/Sessions www.usdoj.gov/jmd/osdbu/
Other Federal Agency One-On-Other Federal Agency One-On-OneOne
Counseling SessionsCounseling Sessions U.S. Department of Agriculture Vendor U.S. Department of Agriculture Vendor
Outreach Program - Outreach Program - ww.usda.gov/osdbuww.usda.gov/osdbu// U.S. Department of Labor U.S. Department of Labor
www.dol.gov/osbp/regs/procurement.htmwww.dol.gov/osbp/regs/procurement.htm U.S. Department of Health & Human U.S. Department of Health & Human
Services (Contact Ruth Lewis for more Services (Contact Ruth Lewis for more information at [email protected])information at [email protected])
Other Federal Agency One-On-Other Federal Agency One-On-OneOne
Counseling SessionsCounseling Sessions Department of Veterans AffairsDepartment of Veterans Affairs
U.S. Department of Housing and U.S. Department of Housing and Urban Development Urban Development www.hud.gov/offices/osdbu/index.cfwww.hud.gov/offices/osdbu/index.cfmm
Develop a Marketing Plan/Strategy
Include all possibilities, such as Include all possibilities, such as Subcontracts Prime Contracts Teaming/Joint Ventures Mentor Protégé Agreements Pre-existing Contract Vehicles
Key Sources of Assistance Key Sources of Assistance (locate the office in your local (locate the office in your local
area)area)
SBA – U.S. Small Business Administration (SBA – U.S. Small Business Administration (http://http://www.sba.govwww.sba.gov//))
PTAC – Procurement Technical Assistance PTAC – Procurement Technical Assistance Center Center (http://www.sellingtothegovernment.net)(http://www.sellingtothegovernment.net)
SBDC – Small Business Development Center SBDC – Small Business Development Center (http://www.sba.gov/sbdc/)(http://www.sba.gov/sbdc/)
OSDBU – Office of Small & Disadvantaged OSDBU – Office of Small & Disadvantaged Business Utilization Business Utilization (www.osdbu.gov)(www.osdbu.gov)
Basic InformationBasic Information
There are two types of contracting There are two types of contracting opportunities:opportunities:
Prime Contracting – you hold the contractPrime Contracting – you hold the contract
Subcontracting – a larger company holds Subcontracting – a larger company holds the contract and you get to work on a the contract and you get to work on a piece of itpiece of it
Basic Information (continued)Basic Information (continued)
After consideration of required sources (read After consideration of required sources (read FAR Part 8), the contracting officer has 2 FAR Part 8), the contracting officer has 2 choices:choices:
1.1. use a pre-existing contract (FSS, use a pre-existing contract (FSS, GWAC, GWAC, Department-wide contract)Department-wide contract)
2.2. use open market proceduresuse open market procedures
Basic Information (continued)Basic Information (continued)
Key Tip:Key Tip:
If what you provide is listed on a GSA Federal If what you provide is listed on a GSA Federal Supply Schedule, then get on the schedule! Supply Schedule, then get on the schedule! Why? because it is a faster method of buying!Why? because it is a faster method of buying!
Do your research, find out what pre-existing Do your research, find out what pre-existing vehicles are used by the agencies you have vehicles are used by the agencies you have targeted and, most importantly, let agencies targeted and, most importantly, let agencies know what contract vehicles you have available know what contract vehicles you have available to them.to them.
Basic Information (continued)Basic Information (continued)
Dollar amounts & methods of procurement Dollar amounts & methods of procurement you should know about:you should know about:
Up to $2,500 – Micropurchase (credit card)Up to $2,500 – Micropurchase (credit card) $2501-$100,000 – Simplified Acquisition $2501-$100,000 – Simplified Acquisition
Procedures (SAP)Procedures (SAP) Over $100,000 – Formal Contracting Over $100,000 – Formal Contracting
ProceduresProcedures
Note: under commercial items test – Note: under commercial items test – $5,000,000 can be considered SAP$5,000,000 can be considered SAP
Small Business Procurement Small Business Procurement ProgramsPrograms
8(a) Program set-aside8(a) Program set-aside Service-Disabled Veteran-Owned Small Business Service-Disabled Veteran-Owned Small Business
(SDVOSB) Program set-aside (SDVOSB) Program set-aside HUBZone Program set-asideHUBZone Program set-aside Traditional Small Business set-asideTraditional Small Business set-aside Mentor-Protégé ProgramsMentor-Protégé Programs Full & Open competition toolsFull & Open competition tools
Small Business Procurement Small Business Procurement ProgramsPrograms
Currently, there is no way to limit the Currently, there is no way to limit the competition to: competition to:
Women Owned Small BusinessWomen Owned Small Business Small Disadvantaged BusinessSmall Disadvantaged Business Veteran Owned Small BusinessVeteran Owned Small Business
Therefore, marketing is critical!Therefore, marketing is critical!
The “Model” Small Business FirmThe “Model” Small Business Firm
Working in the federal marketplace Working in the federal marketplace understands:understands:
Its’ core competenciesIts’ core competencies Marketing and relationship buildingMarketing and relationship building Schedules/Multiple award contractsSchedules/Multiple award contracts Open Market procurement (Open Market procurement (FedBizOppsFedBizOpps)) Prime contractingPrime contracting SubcontractingSubcontracting
The “Model” Small Business FirmThe “Model” Small Business Firm
Is equipped to do business with the Is equipped to do business with the Government:Government:
Accepts the government purchase card (Visa Accepts the government purchase card (Visa or Mastercard)or Mastercard)
Has good marketing materialsHas good marketing materials Has a niche (What’s yours?)Has a niche (What’s yours?) Has resources (people, equipment)Has resources (people, equipment) Is web savvyIs web savvy Is registered in Government pre-existing Is registered in Government pre-existing
databases (Pro-Net, CCR)databases (Pro-Net, CCR)
In SummaryIn SummaryWhat Really Works...What Really Works...