North Carolina Military Business

Center

Business Development Tools

August 7, 2012

Which Clients are Suited to this Market?

• Not a good market for all firms

• Need high-speed internet access, computer savvy

• Best for firms in business at least 2 years – not good market for (most) start-ups!

• Need a record of good performance

• Competitive, technically & financially capable

• High competition – no easy sales, not a lifesaver for struggling businesses, teaming often critical

How the Government Acquires Goods & Services

• “Prioritized sources of supplies and services” – Agency inventories

– Other agency excess

– Federal prison Industries (FPI)

– Ability One

– Wholesale supply sources: GSA, DLA, etc.

– Mandatory, then optional federal supply schedules

– Commercial sources, including: existing IDIQ, MACC, MATOC, SATOC, sole-source, and finally, competitive

How the Government Acquires Goods & Services

• Rules depend on “color of money”

– Non-appropriated funds

– Appropriated funds

• And dollar value of procurement

• (And acquisition strategy – assume competitive)

What about the Subcontracting Market?

• Federal subcontracts = commercial contracts between 2 firms

• Large prime contractors have goals for awards of subcontracts: SB, HUBZone, SDVOSB, SDB, WOSBs

• May be the best market for you, initially

• Teaming opportunities with LBs as primes

• Access subcontract opportunities via NCMBC events, www.MatchForce.org, www.ncmbc.us

Who We Are

• The North Carolina Military Business Center (NCMBC) is a statewide, business development component of the North Carolina Community College System

• The NCMBC is totally State-funded, and is the only statewide, military- and existing industry- focused economic development entity in the US

Mission and Goals

Mission

To leverage military and other federal business opportunities for economic development and quality of life in North Carolina

Goals

1 - Increase federal business for NC companies

2 - Integrate military/families into workforce

3 - Support defense-related recruitment

NCMBC Programs

NCMBC

Technology Resources Program

Employment Program

Communications & Outreach

Program

Military Sustainment

Program

Strategic Initiatives Program

Business Development,

Training & Assistance

Program

Six aggressive, focused programs designed to engage & train businesses & maximize job creation

NCMBC Programs Business Development

Awareness of Market

Recruitment to Market

Engagement in Market

Connection to Opportunities

Solicitation Analysis/Decision

Proposal Submission

Win Contract

Execute Contract

NCMBC Business Development, Training and

Assistance Program

Business Development Team

• Create awareness of opportunities, recruit NC firms

• Identify current opportunities, notify NC firms

• Assist firms with solicitations, quotes, proposals

• Pre-position, develop sub-contract opportunities

CY2011 154 Contracts $262 - $2,891 million

CY2005-2011 1,234 Contracts $2,836 - $9,057 million

As of: 16 JUL 2012

DoD Procurement & NCMBC Business Developers

Cherokee Clay

Graham

Alamance Alexander

Alleghany

Anson

Ashe

Avery

Beaufort

Bertie

Bladen

Brunswick

Buncombe

Burke

Cabarrus

Caldwell

Caswell

Catawba Chatham

Cleveland

Columbus

Dare Davidson

Davie

Duplin

Edgecombe

Forsyth Franklin

Gaston

Gates

Granville

Greene

Halifax

Harnett

Haywood

Henderson

Hertford

Hoke

Hyde

Iredell

Jackson

Jones

Lee Lincoln

McDowell

Madison Martin

Mitchell

Montgomery

Nash

New

Northampton

Orange

Pamlico

Pender

Person

Pitt

Polk

Randolph

Richmond

Robeson

Rockingham

Rowan

Rutherford

Sampson

Scotland

Stanly

Stokes Surry

Swain

Tyrrell

Union

Vance

Wake

Warren

Washington

Watauga Wilkes

Wilson

Yadkin

Yancey

Pasquotank

Chowan

Greater than $50 million

$20 million to $50 million

$10 million to $19 million

Less than $10 million

Transylvania Macon

Moore Mecklenburg

Guilford

Cumberland

Johnston

Wayne

Onslow Carteret

Craven

New Hanover

Durham

Lenoir

NCMBC – Serving Statewide!

DoD Data FY2009

MatchForce

• Matches businesses to federal opportunities

• Matches prime contractors to NC subcontractors

• Matches businesses to NC job seekers

• Businesses won >$561 million, 2006-12 contracts

• Currently on MatchForce:

19,481 NC Businesses 38,709 Individuals

6,978 Contract Opportunities 1,483 Job Opportunities

As of: 16 JUL 2012

Connecting with Current Opportunities

• NCMBC Business Development Team (notices)

• MatchForce (www.MatchForce.org)

• FedBizOpps (www.FBO.gov)

• GSA (www.gsa.gov)

Connecting with Current Opportunities

Agency Websites: • Army: https://acquisition.army.mil/asfi/

• Navy: https://www.neco.navy.mil

• Marines: www.marcorsyscom.usmc.mil/sites/ctq/

• Air Force: http://ww3.safaq.hq.af.mil/contracting/

• Natick: https://ww3.natick.army.mil

• Coast Guard: http://www.uscg.mil

• DLA: https://www.dibbs.bsm.dla.mil

• Army TACOM: http://contracting.tacom.army.mil/

• Specifications: http://assist.daps.dla.mil/quicksearch

Connecting with Future Opportunities

• NCMBC Website (www.ncmbc.us)

– Construction: Federal construction page

– Industry, future opportunity pages,

• Energy and Environmental

• IT

• Food

• Textiles

– Federal buying offices in North Carolina

Connecting with Future Opportunities

• NCMBC events – Defense Trade Show (FAY, 7 AUG)

– NC Aerospace Supplier Conference (High Point, 14 AUG)

– 2012 Federal Construction Summit (WIL, 10-11 OCT)

– Consolidated/Specific FEDCON Teaming Forums (As needed)

– Defense Contractor Academies (JUN–AUG; SEP-OCT 2012)

– NC Federal Advanced Technologies Symposium (MAY 2013)

– NC Federal Environmental Symposium (JUN 2013)

• GSA

ID Your NAICS Codes

• North American Industry Classification System (NAICS)

• Replaced SIC code system in 1997

• ID all NAICS codes that may apply to product/service:

– Wholesaler, dealer, distributor, manufacturer

• NAICS Lookup:

– Link on www.ncmbc.us (http://www.census.gov/epcd/naics02)

Opportunities

• SAM (www.sam.gov)

• FedBizOpps (www.fbo.gov)

Opportunities

• SAM (www.sam.gov)

• FedBizOpps (www.fbo.gov)

• NCMBC website (www.ncmbc.us)

– Construction projects

• MatchForce: (www.MatchForce.org)

Opportunities

Synopses at Federal Business Opportunities (FedBizOpps) for:

• - Sources Sought

• - Presolicitation Notice

• - Combined Synopsis/Solicitation

• - Sole Source

• - Solicitation

• - Amendment/Modification

• - Award

What You Need To Do…

• Become web-enabled to find contracts

• Learn the basic rules of contracting

• Learn to describe your business and your products/services (NAICS, FSC, PSC codes)

• Develop marketing materials and capabilities statements: in “government speak”

• Follow the checklist on www.ncmbc.us!

• Register: www.MatchForce.org, www.SAM.gov

What You Need To Do…

• Research prime contractors in your market – consider mentor-protégé programs (SBA, DoD, etc)

– market as subcontractor/teaming partner!

• Research agencies that buy what you sell – FORSCOM, Fort Bragg, NAVFAC, DLA, TACOM, VA

– market as prime: to buying offices and users!

• Build business with commercial track record – foundation for future government contracting

• Call the NCMBC – to help you WIN!

Contact Information

• Scott Dorney, Executive Director, 910-678-0190, dorneys@ncmbc.us

• Bill Greuling, Business Development Manager, 910-578-2626 (Durham), greulingb@ncmbc.us

• Billy Buckner, Business Development Specialist, 910-678-0192, bucknerb@ncmbc.us

• Carolyn Bunting, MatchForce Administrator, 910-578-2579, buntingc@ncmbc.us

• Linn Owen, Bus Development Spec, 910-728-5122, owenl@ncmbc.us