The Office Of Small Business Programs David Christ - sbtdc

The Office Of Small BusinessProgramsDavid ChristOpportunities 2012Training GuideRevised: August 2011

BIOGRAPHYOpportunities 2012• David Christ, Small Business Advisor, Army Research Office/Laboratory• Retired Army Acquisition Officer- Army, 24 Years- Major Systems Program Management- Contingency Contracting- Base/Installation Contract Support, Construction and Services Division- Procurement Trainer- Army Research Office, Director of Small Business Programs

Opportunities 2012Marketing1.IDENTIFY YOUR TARGET MARKET!1.Who buys what you sell: organizations, Installations,customer POC, decision maker, Prime contractor,contracting officer, Small Business Specialist?2.How do they buy what you sell: GSA Schedules,mandatory sources such as multiple award IDIQ &MACCS, RFP?3.When do they buy what you sell: when does currentcontract end?, when will RFP/RFQ open & Close, buyingcycle, budget allocations? https://www.fbo.gov/4. Respond to RFI’s, Sources Sought and RFP/RFQs withinterest in prime or Sub. Opportunities.3

Marketing (Cont)Opportunities 20122. MAKE YOURSELF KNOWN, FOCUS YOUR EFFORTS1. Speak with Small Business Specialists and PTACS: Makeyourself known, ready, but don’t stalk them!http://www.dla.mil/SmallBusiness/Pages/ProcurementTechnicalAssistanceCenters.aspx2. Attend Site visits, Industry days, conferences,symposiums, matchmaking events etc. that apply to yourbusiness space.3. Do business as Prime and Sub.http://www.acq.osd.mil/osbp/doing_business/index.htmGuide to Marketing to DoDhttp://www.acq.osd.mil/osbp/doing_business/index.htm

Marketing (Cont)Opportunities 20123. PRESENT YOUR COMPANY AS PROFESIONALS1. Have three presentations ready!1. Elevator (most effective)2. One page (largest return)3. Full Presentation (Big dollar)2. COMPLETE and accurate registrations andcertifications (CCR, WAWF, ORCA).3. BE an expert and STAY informed of current andpending legislation. (join associations and email lists)

Pending Legislation ExamplesOpportunities 2012• SB Contracting ACT 2012- raises DoD goals to 25% and ties agencyexecutive bonuses to SB goals.• Subcontracting Transparency and Reliability Act 2012 – cracks down ondeceptive large businesses and allows more SB to team with other SB• FAR Economic Parity Rule – no order of precedence among the SBsocioeconomic programs. Effective April 2, 2012• SBA Size standard updates for Sector 54 and 81 increasing the size ofmany categories.ALL OF THESE COULD IMPACT YOUR STRATEGY!

Developing Capability StatementsOpportunities 2012Common Mistakes1. FIX YOUR CAPABILITY STATEMENT2. Update the contact information, it should match CCR3. Voicemail is lost business, answer your phone4. Every NAICS code means no expertise5. AVOID spamming and mass marketing, it doesn’t work.Targeted electronic marketing works.6. File formats unacceptable to DoD computers7. Not including recent contracts or customers

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SOCIAL MEDIAOpportunities 2012• LIMITED• IT VARIES• Should not replace person to person meetings

Opportunities 2012ResourcesDEFENSE DEPARTMENT AGENCIESDepartment of Defense Office of Small Businesshttp://www.acq.osd.mil/osbp/Army Small Businesshttp://sellingtoarmy.com/User/Misc/SearchASBS.aspxAir Force Small Businesshttp://www.airforcesmallbiz.org/Navy Small Business (Including Marine Corps)http://www.donhq.navy.mil/OSBP/Defense Logistics Agencyhttp:www.dla.mil/Defense Advanced Research Projects Agency (DARPA)http://www.darpa.mil/12

Opportunities 2012ResourcesDEFENSE DEPARTMENT AGENCIES (CONT.)Defense Contract Management Agencyhttp://www.dcma.milDefense Logistics Information Service, Battle Creek, MIhttp://www.dlis.dla.mil/Defense Procurement Acquisition Policyhttp://www.acq.osd.mil/dpap/Defense Reutilization and Marketing Svc. Battle Creek, MIhttp://www.dispositionservices.dla.mil/Defense Technical Information Servicehttp://www.dtic.mil/dtic/Defense Automated Printing Servicehttp://www.documentservices.dla.mil/13

Opportunities 2012ResourcesDEFENSE DEPARTMENT AGENCIES (CONT.)Defense Acquisition Universityhttp:www.dau.mil/List of DoD Small Business Specialistshttp://www.acq.osd.mil/osbp/doing_business/index.htm14

Opportunities 2012ResourcesDEFENSE DEPARTMENT SMALL BUSINESS PROGRAMShttp://www.acq.osd.mil/osbp / Click on “for Small Businesses”,1) Click on “Programs” , then click on the following:Indian Incentive ProgramMentor ProtégéSBIR/STTR2) Click on “Initiatives”, then click on the following:Women-Owned Small BusinessService-Disabled Veteran-Owned Small BusinessHUBZones15

Opportunities 2012ResourcesOTHER FEDERAL AGENCIESDepartment of Commercehttp://www.commerce.gov/Department of Transportationhttp://www.dot.govGeneral Services Administration (GSA)http://www.gsa.gov/US Government Printing Officehttp://www.access.gpo.gov/National Aeronautics and Space Administration Small Businesshttp://www.osbp.nasa.gov/National Security Agencyhttp://www.nsa.gov16

Opportunities 2012ResourcesOTHER FEDERAL AGENCIES (CONT,)Office of Personnel Managementhttp://www.opm.govSmall Business Administrationhttp://www.sba.govU.S. House of Representativeshttp://www.house.gov/U.S. Senatehttp://www.senate.gov/The White Househttp://www.whitehouse.gov/Government Accountability Office (GAO)http://www.gao.gov17

Opportunities 2012ResourcesOTHER USEFUL GOVERNMENT WEBSITESCentral Contractor Registrationhttp://www.ccr.gov/Code of Federal Regulationshttp://www.gpoaccess.gov/cfr/index.htmlFederal Acquisition Regulationhttp://farsite.hill.af.milFederal Registerhttp://www.gpoaccess.gov/frListing of Federal Opportunitieshttps://www.fbo.govCenter for Veterans Enterprisehttp://www.vetbiz.gov18

Opportunities 2012ResourcesOTHER USEFUL GOVERNMENT WEBSITES (CONT.)DLA FormFlow Indexhttp://www.dla.mil/dss/forms/GSA Forms Libraryhttp://www.gsa.gov/Portal/gsa/ep/formslibrary.do?formType=ALLOffice of Government Ethicshttp://www.usoge.gov/Office of Personnel Management Electronic Formshttp://www.opm.gov/forms/html/formflow.aspHistorically Black Colleges & Universities and Minority Institutionshttp.//www2.ed.gov/about/inits/list/whhbcu/edlite-list.htmlhttp://www2.ed.gov/about/offices/list/ocr/edlite-minorityinst-list-tab.html19

Opportunities 2012ResourcesOTHER USEFUL WEBSITESThe Federal Marketplace:http:// www.fedmarket.comNational Industries for the Blind (NIB)http://www.nib.orgNational Industries for the Severely Handicapped (NISH)http://www.nish.orgNational Association of Women Business Owners (NAWBO):http://www.nawbo.orgWomenbizhttp://www.womenbiz.gov20

Resources (Subcontracting)Opportunities 2012Procurement Technical Assistance Centers(PTAC)http://www.dla.mil/db/procurem.htmDefenseLink ≥ $5M award noticeshttp://www.defenselink.mil/contractsElectronic Subcontracting Reporting System(eSRS)http://www.esrs.govSBA Subnethttp://web.sba.gov/subnetSubcontracting Opportunities with DoDMajor Prime Contractorshttp://www.acq.osd.mil/osbp/doing_business/index.htmCompanies Participating in DoDSubcontracting Program Reporthttp://www.acq.osd.mil/osbp/doing_business/ Subcontracting_Directory_0908.pdfDAU Small Business Community of Practice(SB COP)https://acc.dau.mil/smallbusinessFEDBIZOPPShttp://www.fbo.govSBA Subcontracting Opportunities Directoryhttp://www.sba.gov/aboutsba/sbaprograms/gc/contacts/index.html21

Opportunities 2012QUESTIONS?THE OFFICE OF SMALL BUSINESSPROGRAMS