Doing Business With The Navy

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Doing Business With The NavyDoing Business With The Navy Doing Business With The NavyDoing Business With The Navy

RDML Kathleen M. Dussault, SC, USN

Deputy Assistant Secretary of the Navy

(Acquisition & Logistics Management)

August 16, 20071

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•

•

Summary

Small Business Trends

Navy Acquisition

Environment•

• How to Market Your

Business

Points of Contact

•

AgendaAgenda

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National Strategy National Strategy QDR ImplicationsQDR Implications

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• Navy platforms are inherently flexible– Must buy smarter– Build with the future in mind– Meet CNO’s Objectives

• Navy Expeditionary Combat Command (NECC)– Combines 40k Sailors from 9 different communities

• Navy Coastal Warfare; Riverine; EOD; Logistics Support• SEABEE’s; Maritime Civil Affairs; Combat Readiness Center• Expeditionary Security Force; Expeditionary Training Team

• 11,000 Sailors serving ashore in 27 Middle East countries– Over 4,000 Sailors in Iraq

More Sailors are serving ashore than afloat in CENTCOM AOR

Navy Acquisition EnvironmentNavy Acquisition EnvironmentTransforming for War on TerrorTransforming for War on Terror

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Naval Air Systems Command

Director of NAVAIR Small BusinessPhone: (301) 757-9044

Fax: (301) 757-9093www.navair.navy.mil

Director of Small Business ProgramPhone: (619) 524-7701

Fax: (619) 524-3165https://e-commerce.spawar.navy.mil

Space and Naval WarfareSystems Command

Major Navy Buying CommandsMajor Navy Buying Commands

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Naval Sea Systems Command

Associate Director of Small BusinessPhone: (202) 781-3965

Fax: (202) 781-4772www.navsea.navy.mil


Marine CorpsSystems Command


Fax: (703) 432-3486www.marcorsyscom.usmc.mil

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Naval FacilitiesEngineering Command


Fax: (202) 685-1485www.navfac.navy.mil

Military Sealift Command


Fax: (202) 685-5515www.msc.navy.mil


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Naval SupplySystems Command


Fax: (717) 605-1102www.navsup.navy.mil

Office of Naval Research


Fax: (703) [email protected]


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Exchanges

www.navy-nex.com/command/contractor_vendor/cv-index.html

Defense Commissary Agency (DECA)

www.commissaries.com/business.cfm

www.usmc-mccs.org/buspartners/retail.cfm

ResaleResale OpportunitiesOpportunities

www.aafes.com/pa/selling/default.asp

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DoD Expenditures in the U.S.DoD Expenditures in the U.S.Trend of Goods and ServicesTrend of Goods and Services

$ Value in Billions

$0

$20

$40

$60

$80

$100

$120

$140

2002 2003 2004 2005 2006

Goods

Services

1111

DoD Large Business Contracts DoD Large Business Contracts

$ Value in Billions No. Awarded in Millions

$0

$50

$100

$150

$200

FY02 FY03 FY04 FY05 FY060.0

0.5

1.0

1.5

2.0

2.5

3.0

FY02 FY03 FY04 FY05 FY06

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DoD Small Business ContractsDoD Small Business Contracts

$0

$10

$20

$30

$40

$50

$60


$ Value in BillionsNo. Awarded in Millions

0.0

0.5

1.0

1.5

2.0

2.5

3.0


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DoN Large Business ContractsDoN Large Business Contracts

$ Value in Billions No. Awarded in Thousands

$0

$10

$20

$30

$40

$50

$60


20

40

60

80

100

120


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DoN Small Business ContractsDoN Small Business Contracts

$0

$2

$4

$6

$8

$10

$12


$ Value in BillionsNo. Awarded in Thousands

0

50

100

150


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DoD Large Business Contracts inDoD Large Business Contracts inPennsylvaniaPennsylvania


$0

$1

$2

$3

$4

$5

$6


10

20

30

40

50

60

70


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DoD Small Business Contracts inDoD Small Business Contracts inPennsylvaniaPennsylvania

$0.0

$0.5

$1.0

$1.5

$2.0



0

10

20

30

40

50

60

70


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DoD Top Ten Businesses in DoD Top Ten Businesses in PennsylvaniaPennsylvania

LARGE BUSINESS

AMERISOURCEBERGEN DRUG CORP 1.3BTHE BOEING COMPANY 955MBAE SYSTEMS LAND & ARMAMENTS 949MBECHTEL BETTIS, INC 288MCBS BROADCASTING INC 279MUNITED CONCORDIA COMPANIES 217MALLOY SURFACES COMPANY, INC 170MTHE SPECIALTY GROUP, INC

106MGENERAL DYNAMICS ORDNANCE 99MCONCURRENT TECHNOLGIES, INC 96M

SMALL BUSINESS

SOFTMART GOVERNMENT SERVICES 148MTHE SPECIALTY GROUP 76MIBIS TEK, LLC 50MAMERICAN HOSPITAL SERVICE GROUP 41MSECHAN ELECTRONICS, INC

38MKAMPI COMPONENTS CO INC

34MNAUGHTON ENERGY CORPORATION 33MKEYSTONE PREPOSITIONING SERVICE 31MNIGHT VISION SYSTEMS, INC

30MWHEELER BROS, INC

29M

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DoN Large Business Contracts inDoN Large Business Contracts inPennsylvaniaPennsylvania

$0.0

$0.5

$1.0

$1.5


$ Value in Billions No. Awarded in Thousands

0

1

2

3


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DoN Small Business Contracts inDoN Small Business Contracts inPennsylvaniaPennsylvania

$0

$50

$100

$150

$200

$250

$300

$350

$400


$ Value in MillionsNo. Awarded in Thousands

0

1

2

3

4

5


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DoN Top Ten Businesses in DoN Top Ten Businesses in PennsylvaniaPennsylvania

LARGE BUSINESSBECHTEL BETTIS, INC 288MCBS BROADCASTING, INC 279MCONCURRENT TECHNOLOGIES CORP 60MLOCKHEED MARTIN CORP ARCHBALD 35MALLOY SURFACES COMPANY, INC 34MBAE SYSTEMS INFORMATION & ELECTRIC

26MA BRDC JOINT VENTURE 21MYORK INTERNATIONAL CORPORATION 16MPENNSYLVANIA STATE UNIVERSITY 15MLOCKHEED MARTIN CORPKING OF PRUSSIA

15M SMALL BUSINESS

KEYSTONE PREPOSITIONING SERV 31MNAVMAR APPLIED SCIENCES CORP 25MFIDELITY TECHNOLOGIES CORP 23M DELPHINUS ENGINEERING, INC 19M SABRE SYSTEMS, INC 12MGESTALT, LLC 11MDE TECHNOLOGIES, INC 10MSUPERIOR LANDSCAPING CO. 9M SECHAN ELECTRONICS, INC 8M TARGET MEDIA MID ATLANTIC 7M

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2121

DoD Large Business Contracts in DoD Large Business Contracts in Pennsylvania, District 12 Pennsylvania, District 12

$0

$25

$50

$75

$100

$125


$ Value in Millions No. Awarded in Hundreds

0

1

2

3

4

5

6


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DoD Small Business Contracts inDoD Small Business Contracts inPennsylvania, District 12Pennsylvania, District 12

$ Value in Millions

$0

$25

$50

$75

$100

$125

$150


No. Awarded in Thousands

0.0

0.5

1.0

1.5

2.0

2.5


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DoD Top Ten Businesses in DoD Top Ten Businesses in Pennsylvania, District 12 Pennsylvania, District 12

LARGE BUSINESSCONCURRENT TECHNOLOGIES CORP 96.2M JOSEPH B FAY CO INC 6.3MTELCOVE, INC 1.7MANSYS, INC 591KH F LENZ COMPANY 580KMARTIN-BAKER AMERICA, INC 559KCENTIMARK CORPORATION 495KREINHART FOODSERVICE, LLC 470KLOCKHEED MARTIN AEROPARTS, INC 342KWASTE MANAGEMENT OF PA 292K

SMALL BUSINESSWHEELER BROS, INC 29.5MNAT'L CTR DEFENSE MFG 14.2MKUCHERA DEFENSE SYSTEMS, INC 11.9MPENN METAL FABRICATORS INC 9.5MKDH DEFENSE SYSTEMS INC

5.7MFULLARD ENVIRONMENTAL CONTROLS

3.4MMIDATLANTIC CONSTRUCTION 3.1ML ROBERT KIMBALL & ASSOCIATES 2.4MMELT MANUFACTURING LLC

2.3MCARACAL, INC 2.2M

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DoN Large Business Contracts inDoN Large Business Contracts inPennsylvania, District 12Pennsylvania, District 12

$0

$10

$20

$30

$40

$50

$60

$70


$ Value in Millions No. Awarded in Hundreds

0.0

0.5

1.0

1.5

2.0


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DoN Small Business Contracts inDoN Small Business Contracts inPennsylvania, District 12Pennsylvania, District 12

$ Value in Millions

$0

$10

$20

$30

$40

$50

$60

$70


No. Awarded in Hundreds

0

1

2

3

4

5


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DoN Top Ten Businesses in DoN Top Ten Businesses in Pennsylvania, District 12 Pennsylvania, District 12

LARGE BUSINESS

CONCURRENT TECHNOLOGIES 60MMARTIN-BAKER AMERICA, INC 559K ANSYS, INC 291K MICRODISC, INC 118K D R S LAUREL TECHNOLOGIES 110KLOCKHEED MARTIN AEROPARTS, INC 96K GE IONICS, INC 82KCOMMONWEALTH RESEARCH INSTITUTE 56KOUTDOOR ODYSSEY, INC 55KKENNAMETAL INC 50K

SMALL BUSINESSKUCHERA DEFENSE SYSTEMS, INC 5.9MFULLARD ENVIRONMENTAL CONTROLS 2.8MMIDATLANTIC CONSTRUCTION

2.7MKDH DEFENSE SYSTEMS INC

2.5MCARACAL, INC 2.2MCONCURRENT TECHNOLOGIES CORP 1.4MGLOBAL SYSTEMS TECHNOLOGIES 1.2MSKOVIRA MACHINE COMPANY

1.1MSFC VALVE CORPORATION 596KSHUMAR'S WELDING & MACHINE SERV 535K 26

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Register Your Firm And ProductsRegister Your Firm And Products Get Acquainted With The ProceduresGet Acquainted With The Procedures Learn About the MarketplaceLearn About the Marketplace Find Specific OpportunitiesFind Specific Opportunities Make It Easy For CustomersMake It Easy For Customers Learn About Learn About

Special ProgramsSpecial Programs Seek AssistanceSeek Assistance

How To Market Your BusinessHow To Market Your Business

Identify Your

Determine

Customer Needs

Follow Up

Make capabilities

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Register Your Company Obtain Data Universal Numbering Systems (DUNS)

Obtain Commercial and Government Entity (CAGE) Code

Register in the DoD Central Contractor Registration (CCR) System

Register Your Firm and Your ProductsRegister Your Firm and Your Products

www.dnb.com/US/duns_update/index.html

www.dlis.dla.mil/cageserv.asp

www.ccr.gov Federal Supply Classification Code (FSC)

North American Industry Classification System (NAICS) www.usabid.com/resources/tables/pscs/

www.census.gov/epcd/www/naics.html

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Get Acquainted with the ProceduresGet Acquainted with the Procedures

Federal Acquisition Regulation (FAR) www.arnet.gov/far

Defense Federal Acquisition Regulation Supplement (DFARS)

www.acq.osd.mil/dpap/dars/dfars/index.htm

Navy Marine Corps Acquisition Regulation Supplement (NMCARS)

http://acquisition.navy.mil/policy_and_guidance/

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Learn About the MarketplaceLearn About the Marketplace

Buying Commands Other Navy

www.donhq.navy.mil/OSBP

Other Services www.sellingtoarmy.info www.selltoairforce.org

DoD www.acq.osd.mil/osbp/doing_business/index.htm

Report of Products/Services Purchased ST28 Report – Sorted by FSC

http://siadapp.dmdc.osd.mil

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Find Specific OpportunitiesFind Specific Opportunities

Navy Electronic Commerce Online (NECO) www.neco.navy.mil

Subcontracting Resources www.acq.osd.mil/osbp/doing_business/index.htm www.sba.gov/GC/indexcontacts-sbsd.html

Federal/DoD Business Opportunities www.fedbizopps.gov https://emall6.prod.dodonline.net/main/

https://progate.daps.dla.mil/home/

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Make It Easy For Your CustomersMake It Easy For Your Customers

Federal Supply Services (FSS)www.fss.gsa.gov

Government Charge Card Program –

GSA SmartPayhttp://www.gsa.gov/Portal/gsa/ep/channelView.do?

pageTypeId=8211&channelId=-12984 www.gsa.gov

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Small Business Emphasis ProgramsSmall Business Emphasis Programs

Mentor-Protégé Small Business Innovation Research Women-owned Small Business Program HubZones HBCU and other Minority Institutions Program Veteran Owned Small Business Program Native American Incentives

http://app.vetbiz.gov/

www.sba.gov/vets/procurement/procurement-pref.pdf

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Business Partner NetworkBusiness Partner Network

34 www.bpn.gov

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Available Help - SBAAvailable Help - SBA

Offices Providing Assistance To Small Businesses For Defense

Procurement

Small Business AdministrationPittsburgh District Office

411 Seventh Ave, Ste 1450Pittsburgh, PA 15219

(412) 395-6560http://www.sba.gov/localresources/district/pa/pitt/index.html

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Area DoD Small Business Area DoD Small Business RepresentativesRepresentatives

Small Business SpecialistPhone: 717-605-7525



Navy

Air Force

Army

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Area Procurement Technical Area Procurement Technical Assistance CentersAssistance Centers

http://www.sellingtothegovernment.net 37

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Department of the NavyOffice of Small Business Programs

720 Kennon St., SEBuilding 36, Room 207

Washington, D.C. 20374-5015Phone: (202) 685-6485

Fax: (202) 685-6865

http://www.donhq.navy.mil/OSBP/

Share Your ThoughtsShare Your Thoughts

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Doing Business With The NavyDoing Business With The Navy

www.acquisition.navy.milwww.acquisition.navy.mil (site for this presentation)

www.acq.osd.mil/sadbuwww.donhq.navy.mil/OSBP/www.gsa.govwww.bpn.govwww.sba.govwww.fedbizopps.gov

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Doing Business With The Navy

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