STG 2009 - Mickey Dickman

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Selling to the Government Michele “Mickey” Dickman AFRL Wright Site Small Business Office Sep 2009

description

Michelle "Mickey" Dickman, Director of the Air Force Research Laboratory Wright Site Small Business Office, talks on how to do business with Wright-Patterson and how to do it well.

Transcript of STG 2009 - Mickey Dickman

Page 1: STG 2009 - Mickey Dickman

Selling to the Government

Michele “Mickey” DickmanAFRL Wright Site Small Business Office

Sep 2009

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THE SMALL BUSINESS PROGRAMMarketing - The DO’s

HOW DO YOU START ? Identify potential customers

– Be realistic– Look close to home

Learn How the Government Solicits – Federal Business Opportunities (FBO)– Local Sites

PreAward Information Exchange System (PIXS) Hanscom AFB Electronic Request for Proposals

Bulletin Board (HERBB)

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THE SMALL BUSINESS PROGRAMMarketing - The DO’s

Informational Websites– DoD SB Ofc: www.acq.osd.mil/osbp– AF SB Ofc: www.airforcesmallbiz.org– AFRL HP: www.wpafb.af.mil/AFRL– DoD SBIR: www.acq.osd.mil/osbp/sbir– SBA: www.sba.gov– ASC: www.wpafb.af.mil/asc

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THE SMALL BUSINESS PROGRAMMarketing - The DO’s

Get information on an activity BEFORE you visit– Contact the Small Business Specialist– Contact the Small Business Administration

Procurement Center Representative What to ask

– Find out if they use your product or service– Who else should you talk to?

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THE SMALL BUSINESS PROGRAMMarketing - The DO’s

Look for help/advice from other organizations– Small Business Development Centers– Procurement Technical Assistance Centers– Chambers of Commerce– Local/National Contractor Associations– Attend SB opportunity conferences/seminars

If you decide to visit, MAKE APPOINTMENTS

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THE SMALL BUSINESS PROGRAM Marketing - The DO’s

When you visit - provide information Capabilities Facilities Personnel Past Experience Past Performance

Accentuate the positive, but be honest

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THE SMALL BUSINESS PROGRAM Marketing - The DO’s

Ask for information (before visit, if possible)

– Forecast Documents– Organization Charts

POINTS OF CONTACT

– Past procurement information– Subcontracting possibilities– Home Pages

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THE SMALL BUSINESS PROGRAM Marketing - The DO’s

Be reasonable in pursuing requirements– Large dollar

Do you have the personnel, facilities, capabilities?

– Small Dollar Is it worth your time and effort?

Consider competing for requirements– Geographic area– Expertise/Capabilities

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THE SMALL BUSINESS PROGRAM Marketing - The DO’s

If you are pursuing a specific requirement– Get involved early in the acquisition cycle– Try to get as much information as possible– If possible, talk to Requirements personnel

Program Manager, Engineer, Technical Point of Contact

– Be prepared to provide more information– Be prepared to visit again

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THE SMALL BUSINESS PROGRAM Marketing - The DO’s

Understand your potential customer– Mission and Requirements– Government Chain of Command– Types of Solicitations it uses

RFP; BAA; SBIR;GSA Schedules

– Award vehicles it uses Contracts; Purchase Orders; Grants

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THE SMALL BUSINESS PROGRAM Marketing - The DO’s

Follow-up Stay in touch Be PATIENT

– The Government moves quickly slowly Things never seem to happen as quickly as you or

the technical sponsor want them to Learn the procurement cycle However, when the government is ready to move

– Be prepared to react - turn things around quickly

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THE SMALL BUSINESS PROGRAM Marketing - The DON’Ts

Do not overstate the capabilities of your company or its personnel– Do not pursue a requirement you cannot

perform or will have difficulty performing Poor or non-performance threatens the future

Do not try to venture too far– In capabilities, size of contract– Can you provide a reasonable price?– Can you find subcontractors?

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THE SMALL BUSINESS PROGRAM Marketing - The DON’Ts

Do not withhold information regarding performance on a previous contracts– Problems? Tell them. Fixed it? Tell them.

Do not be a pest to buyers and users– If you must pester someone - the small

business specialist Do not flash your small business badge

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THE SMALL BUSINESS PROGRAMMarketing - The Bottom Line

Learn all you can about the government Understand how the government works - how

you can work with them Be reasonable Market

– Target– Follow-up

PERFORM - PERFORM - PERFORM

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THE SMALL BUSINESS PROGRAMSmall Business Definition

What is a Small Business?– Independently owned and operated– Not dominant in field in which it’s bidding– Qualifies under size standard set by SBA for

the appropriate NAICS code assigned to the acquisition

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THE SMALL BUSINESS PROGRAMSmall Business Definition

North American Industry Classification System (NAICS) Codes– Code is assigned for each acquisition by the

Contracting Officer– For supplies - based on number of employees– For services – based on annual receipts– For both – based on previous 3-year average

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THE SMALL BUSINESS PROGRAMSmall Business Definition

NAICS Code Examples

Type Requirement NAICS Code Size Standard

Aircraft Mfg 336411 1500 employees

Computer Mfg 334111 1000 employees

Research & Dev 541712 500 employees

Industrial Construction 236210 $33.5M

Engineering Services 541330 $4.5M

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THE SMALL BUSINESS PROGRAMWright-Patterson

Overview of Wright-Patterson Air Force Base

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THE SMALL BUSINESS PROGRAM Wright-Patterson - Overview

Wright-Patterson Air Force Base– Birthplace, home and future of aerospace– Headquarters for a vast, worldwide logistics system,

a world-class laboratory research function, and the foremost acquisition and development center in the USAF

– Largest, most diverse and organizationally complex base

Home to more than 60 organizations representing a broad spectrum of AF and DoD activities

Compared to a large industrial park or medium-sized city

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THE SMALL BUSINESS PROGRAMWright-Patterson - Organizations

Aeronautical Systems Center (ASC)– Develops, acquires, modernizes and sustains

advanced aerospace capabilities – Developed every attack, bomber, cargo, fighter,

trainer and reconnaissance aircraft in the operational Air Force inventory

– Current weapons systems programs include: F-22, F-117A, F-16, F-15, B-2, B-1B, B-52, C-130,

C-17, C-5, UAVs (Global Hawk and Predator) and Tankers

– Utilizes contractor technical support (Advisory & Assistance Services)

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THE SMALL BUSINESS PROGRAM Wright-Patterson - Organizations

Air Force Research Laboratory (AFRL)– Headquarters and Det 1 AFRL - Wright Site

Laboratories– Full spectrum laboratory responsible for basic

research, applied research, and advanced technology development

– Directorates at Wright-Patterson AFB Air Vehicles Human Effectiveness Materials and Manufacturing Propulsion Sensors

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THE SMALL BUSINESS PROGRAM Wright-Patterson - Organizations

Air Force Institute of Technology (AFIT)– Provides AF and DoD personnel, and military

officers of allied nations: Specialized education through graduate and professional

continuing education programs Research and consultation

– Manages the educational programs of AF officers enrolled in civilian universities, research centers, hospitals and industrial organizations

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THE SMALL BUSINESS PROGRAM Wright-Patterson - Organizations

National Air and Space Intelligence Center (NASIC)– Integrated intelligence production center and primary DOD

producer of foreign aerospace intelligence– Assesses current and projected foreign forces, threat, and

weapon system capabilities and employment – Evaluates evolving technologies of potential adversaries – Provides national decision makers, operational commands,

and the acquisition community timely, integrated, and relevant intelligence products.

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THE SMALL BUSINESS PROGRAM Wright-Patterson - Organizations

554th Electronic Systems Group (554 ELSG)– Acquires and delivers horizontally-integrated IT solutions and capabilities across the AF– Acquires and fields premier logistics, contracting,

depot maintenance, financial and supply management information systems

– Develops e-business solutions– Employs knowledge management systems using

data warehousing and data mining

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THE SMALL BUSINESS PROGRAM Wright-Patterson - Organizations

Air Force Security Assistance Center (AFSAC)– Implements security assistance directives from the

President, State Department, and DOD negotiates cases directly with more than 90

countries and international organizations – Administers USAF security assistance program,

providing materiel and services to support approximately 6,600 aircraft

– Command international liaison to DOD, Secretary of the Air Force, NATO, U.S./foreign embassies and foreign defense ministries

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THE SMALL BUSINESS PROGRAM Wright-Patterson - Organizations

88th Medical Group (88 MDG)– Multi-specialty military treatment facility serving

more than 54,000 beneficiaries within a 40-mile radius of WPAFB

– Three-pronged mission emphasizes medical readiness, community care, and graduate medical education

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THE SMALL BUSINESS PROGRAM Wright-Patterson - Organizations

88th Air Base Wing (88 ABW)– Host unit for WPAFB– Supports and maintains more than 8,000 acres, and

provides operational support for more than 60 operational units located on WPAFB

manages two runways supporting an average of 47,000 aircraft operations annually

handles the payroll and keeps records on base workforce maintains all buildings and facilities provides security, communications, transportation,

contracting, air traffic control, weather forecasting, legal and chaplain services

And more….

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THE SMALL BUSINESS PROGRAM

Any Questions?