Doing Business with Oak Ridge National Laboratory

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Doing Business with Oak Ridge National
Laboratory
Presented to the Congressman Lincoln Davis 5th
Annual Federal Funding Seminar Keith Joy,
Director Small Business Programs August 5,
2009 Manchester, TN
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Oak Ridge National Laboratory evolved from the
Manhattan Project
ORNL in 1943The Clinton Pile was the worlds
first continuously operated nuclear reactor
2 Managed by UT-Battellefor the Department of
Energy
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Today, ORNL is DOEs largest scienceand energy
laboratory

• 1.3B budget
• 4,350 employees
• 3,900 researchguests annually
• 350 million investedin modernization

• Nations most diverse energy portfolio
• Operating the worlds most intense pulsed neutron
  source
• Managing the billion-dollar U.S. ITER project

• Worlds most powerful open scientific computing
  facility
• Nations largest concentrationof open source
  materials research

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UT-Battelle has managed ORNL since April 2000
Limited LiabilityCompany
The University of TennesseeKnoxville, Tennessee
BattelleColumbus, Ohio
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We apply our strengths in scienceand technology
to six major missions

• Advanced materials
• Neutron sciences
• Ultrascale computing
• Systems biology
• Advanced energy systems
• National and homeland security

5 Managed by UT-Battellefor the Department of
Energy
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Laboratory Operations Support Areas

• Construction
• Fabrication/Machining
• Waste Management
• And More!

• Commodities
• Architect and Engineering
• Facilities Management
• Environmental Management
• Studies and Analysis

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Oak Ridge National Laboratory (ORNL) Small
Business Program Office Mission

• Advocate for Small Business
• Point of Contact
• Communicating Contracting Opportunities
• Managing the ORNL Mentor/Protégé Program
• Promoting partnerships with Minority
  Educational Institution/HBCU

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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.

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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 Manager.

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Recent Recognition for Small Business Support
DOE FMC Innovation Award
SBAs Francis Perkins Vanguard Award
DOE MO Small Business Programs Manager of the
Year Award
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Business Opportunities Support Services
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Business Opportunities Support Services
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Business Opportunities Construction
Business Opportunities ITER
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Business Opportunities AVID
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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

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Top Ten Reasons Proposals Dont Win

• Didnt follow the proposal instructions
• Didnt return the requested forms
• Didnt address the Evaluation Criteria as
  described in the Proposal Format
• Technical proposal just regurgitated SOW
• Didnt adhere to page limit too wordy

• Didnt 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

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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

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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

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In SummaryWhat Really Works...

• Relationships
• Networking
• Homework/Research
• Continuous Marketing
• Being Prepared

• Past Performance
• Share Information
• Patience
• Persistence
• Exceed Expectations

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Oak Ridge National Laboratory
MANAGED BY UT-BATTELLE FOR THE DEPARTMENT OF
ENERGY
Keith S. Joy Director, Small Business Programs
865.576.5484 865.804.0271
(cell) 865.241.4095 (fax) 1060 Commerce
Park joyks_at_ornl.gov Suite 200 www.ornl.gov/smal
lbusiness Oak Ridge, TN 37831
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Oak Ridge National LaboratoryReady for the next
generation of great science