Oak Ridge National Laboratory Small Business Programs ETEBA Tennessee Chapter Membership Meeting Jerome Hicks Director, ORNL Contracts Division Knoxville, TN May 27, 2010
Oak Ridge NationalLaboratory Small Business Programs
ETEBA Tennessee Chapter Membership MeetingJerome HicksDirector, ORNL Contracts Division
Knoxville, TN
May 27, 2010
2 Managed by UT-Battellefor the U.S. Department of Energy
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Today, ORNL is DOE’s largest scienceand energy laboratory
• Nation’s largest concentrationof open source materials research
• World’s most intense pulsed neutron sourceand a world-class research reactor
• $1.65B budget• 4,500 employees• 4,000 research
guests annually• $500 million invested
in modernization
• World’s most powerful open scientific computing facility
• Nation’s most diverse energy portfolio
• Managing the billion-dollar U.S. ITER project
2 Managed by UT-Battellefor the U.S. Department of Energy Overview_1003
3 Managed by UT-Battellefor the U.S. Department of Energy
The University of TennesseeKnoxville, Tennessee
BattelleColumbus, Ohio
Limited LiabilityCompany
UT-Battelle has managed Oak Ridge National Laboratory since April 2000
Limited LiabilityCompany
4 Managed by UT-Battellefor the U.S. Department of EnergyManaged by UT-Battelleor the U.S. Department of Energy
5 Managed by UT-Battellefor the U.S. Department of Energy
55555 MManaged by UT-Battellefor the U.S. Department of Energy
6 Managed by UT-Battellefor the U.S. Department of Energy
6 Managed by UT-Battellefor the U.S. Department of Energy
7 Managed by UT-Battellefor the U.S. Department of Energy
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8 Managed by UT-Battellefor the U.S. Department of Energy
TN Maps
UT-BATTELLEContract Dollars Awarded in TennesseeCumulative – ORNL, SNS & ITER Combined – FY 2010
Anderson County$150,699,271
Knox County$63,224,465
Obion Weakly Henry
CarrollGibsonDyer
Houston
Stewart
Haywood Madison
HickmanKnox
Hardin WayneMcNairy
Shelby Fayette
Tipton Lewis
GilesLincoln
Maury
Williamson
Marion Polk
Monroe
BlountSevier
Cocke
Mont-gomery
Robertson Sumner
Wilson DavidsonDickson
Macon Clay
SmithJackson
Putnam
Cumberland
OvertonScott
CampbellClaiborne
Union
Jefferson
BedfordCoffee
Grundy
Warren
White
Morgan
Hancock
Van Buren
Moore
TrousdalePickett
Base = Total Procurement for ORNL, SNS & ITER Combined . County #s do not include P-Card purchases. Data Source: SAP BW
P:/ProcGrps/Contract Services/Metrics/SELA/201004TNmap.pptx 05/27/2010
Tennessee (44.25%) $ 233,011,030Total Procurement $ 526,573,775
YTD – Apr 2010
Contract Dollars Awarded in TennesseeCumulative – ORNL, SNS & ITER Combined – FY 2010
Anderson County$150,699,271
2007 SBA Francis Perkins Vanguard Award
Recent Recognition for Small Business Support2006 DOE
FMC Innovation Award
2007 DOE M&O Small BusinessPrograms Manager of the Year Award
2008 DOEMentor of the Year Award
10 Managed by UT-Battellefor the U.S. Department of Energy
SSmall Businesses: Steps in Doing Business with ORNL• Register your business in the Central Contractor
Registration (CCR) database at www.ccr.gov.
• Visit the ORNL Small Business web site at www.ornl.gov/smallbusiness.
• Register your business in the Supplier Information Database in the website.
• Send your capability documents to the Small Business Office.
11 Managed by UT-Battellefor the U.S. Department of Energy
SSmall Businesses:Steps in Doing Business with ORNL -continued
• Make an appointment to visit the Small Business Office (optional).
• Visit our web site for Upcoming Subcontracting Opportunities.
• Keep in touch with the ORNL Small Business Programs Office.
12 Managed by UT-Battellefor the U.S. Department of Energy
ORNL Voice of the Customer Survey ResultsChallenges Concerning Winning Contracts
�Lack of thoroughness in reading solicitations; not paying attention to detail�Lack of thoroughness in submitting proposals�Not realizing capabilities and limits�Attitude�No prior experience with ORNL�Lack of business knowledge�Inadequate breakdown of cost proposal�Impatience
13 Managed by UT-Battellefor the U.S. Department of Energy
Top Ten Reasons Proposals Don’t Win
�Didn’t follow the proposal instructions
�Didn’t return the requested forms
�Didn’t address the Evaluation Criteria as described in the Proposal Format
�Technical proposal just regurgitated SOW
�Didn’t adhere to page limit; too wordy
� Didn’t state the assumptions or the basis for the proposed costs
� Poor safety record
� Lack of understanding regarding the work
� Lack of documented past performance
� Cost/Price
14 Managed by UT-Battellefor the U.S. Department of Energy
Six Recommended Strategies for Success
�Know our Mission and Organizational Structure�Evaluate our Small Business Requirements and Protocol�Know What we Buy and When�Be Competitive�Quality, Good Pricing, and On Time Delivery�Exceed Customer Expectations
15 Managed by UT-Battellefor the U.S. Department of Energy
ORNL Voice of the Customer Survey ResultsChallenges Concerning Performing Subcontracts
�Communication�Inadequate Project Management�Poor infrastructure and accounting system�Damaging or destroying relationships with ORNL staff�Gradually adhering to safety standards�Lack of defined agreement with subcontractors�Inflexibility
In SummaryWhat Really Works...
• Relationships• Networking• Homework/Research• Continuous Marketing• Being Prepared
• Past Performance• Share Information• Patience• Persistence• Exceed Expectations
17 Managed by UT-Battellefor the U.S. Department of Energy
Big Businesses Expectation: Maximum Utilization of Small Businesses �Subcontracting Plan required for procurements >$550K (FAR Part 19.7)
�Requested minimum goals:•SB – 23%•WOB - 5%•SDB - 5%•HUBZone - 3%•Vet. - 3%•SDVOB - 3%
� eSRS reporting required•ISRs reported semiannually•SSRs reported annually
Business ethics expectations
• Expect the highest levelof integrity from ourselves and our business partners• We’re not living
on our reputation —we’re building one
19 Managed by UT-Battellefor the U.S. Department of Energy
0A0H0A0H
Type Description Small Business Set Aside
Estimated Value
NAICS Code
Anticipated Issue Date
Anticipated Award Date
Contact Name
Contact Tel #
Contact E-mail
Equipment Highly Flexible Carbon Fiber Semi-Production Line Equipment
No $8-11M 335991 May 2010 TBD James Dee 865-241-9210
Services Well Drilling/Characterization Services
Yes <$5M 562910 May 2010 TBD Cassandra Anthony
865-576-0151
Equipment Boilers and Hot Water HeatersARRA FUNDED
Yes $2.25M 423830 May 2010 TBD Linda Jones
865-574-1410
Equipment Leak Detector Selective Pumping Unit –One Prototype Hydrogen Isotope Selective Vacuum Pump
No $100k 339999 May 2010 July 2010 Lynn Taylor 865-241-0480
BUSINESS OPPORTUNITIES
20 Managed by UT-Battellefor the U.S. Department of Energy
BUSINESS OPPORTUNITIES
Type Description Small Business Set Aside
Estimated Value
NAICS Code
Anticipated Issue Date
Anticipated Award Date
Contact Name
ContactTel #
ContactE-mail
Supplies Ethanol Fuel TBD TBD TBD May 2010 TBD Steve Bowman
865-574-6938
Supplies Biodiesel Fuel
TBD TBD TBD May 2010 TBD Steve Bowman
865-574-6938
Supplies Gasoline Fuel
TBD TBD TBD May 2010 TBD Steve Bowman
865-574-6938
Supplies Diesel #2, Heating Oil
TBD TBD TBD May 2010 TBD Steve Bowman
865-574-6938
21 Managed by UT-Battellefor the U.S. Department of Energy
BUSINESS OPPORTUNITIESType Description Small
Business Set Aside
Estimated Value
NAICS Code
Anticipated Issue Date
Anticipated Award Date
Contact Name
ContactTel #
ContactE-mail
JIT Sigma-Aldrich Chemicals and Products
Yes $5M TBD 2010 TBD Jackie Smith 865-576-1754
JIT Building Supplies, Plumbing Supplies and Hardware
No $750K - $1M TBD 2010 TBD Stanton Fears
865-574-5348
JIT Automotive Supplies
No $400-500K TBD 2010 TBD Stanton Fears
865-574-5348
JIT Jones Trane HVAC Equipment
No $80-85K TBD 2010 TBD Jackie Smith 865-576-1754
Equipment ITER Equipment –Arc Detection Instrumentation/R&D
No <$1M TBD 2010 TBD Kelli Kizer 865-241-9365
22 Managed by UT-Battellefor the U.S. Department of Energy
Oak Ridge National LaboratoryMANAGED BY UT-BATTELLE FOR THE DEPARTMENT OF ENERGY
Keith S. JoyDirector, Small Business Programs
865.576.5484 (phone) 1060 Commerce [email protected] Oak Ridge, TN 37831
Cassandra McGee StuartSocioeconomic Program Officer
865.576.3560 (phone) 1060 Commerce [email protected] Oak Ridge, TN 37831
Jerome HicksDirector, Contracts Division
865.576.0274 (phone) 1060 Commerce [email protected] Oak Ridge, TN 37831
SmallBusiness 0808
wwww.ornl.gov
Oak Ridge National Laboratory:Meeting the challenges of the 21st century