Mr' Nelson Escribano

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SMALL BUSINESS PROGRAM



Relationships Education
Market Research Reports
Mr. Nelson Escribano Small Business
Specialist 813-828-0264 Nelson.Escribano_at_Mac
dill.af.mil
Acquisition Strategy
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(No Transcript)
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POSSIBLE CONSEQUENCES
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AREAS COVERED
.
Provide an overview of the Air Force Small
Business Program, including that of MacDill AFB,
with a discussion of goals and basic business
principles for success to winning Federal
acquisition opportunities.
OBJECTIVE

• 6 AMW 6 CONS
• SMALL BUSINESS FACTS
• FY09 GOALS/CHALLENGES
• HINTS/GOOD BUSINESS
• TEAMING AGREEMENTS
• PRIME/SUBCONTRACTOR
• JOINT VENTURES
• LIMITATIONS ON SUBCONTRACTING
• KEY AFFILIATION CONCEPTS
• PROVISIONS FOR 8(a)s - TRIBAL
• TOP TEN NAICS STATS
• REVIEW QUESTIONS

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MACDILL AFB, 6 AMW, CONTRACTING SQUADRON

• Support a major portion of the GWOT
• Spend on average 6.5B/Yr, in the local
  Tampa/Florida economy
• Provides over 900 million in contracting support
  to the US Special Operations Command (USSOCOM),
  US Central Command (USCENTCOM), Joint
  Communications Support Element (JCSE), the 6th
  Air Mobility Wing, 927th ARW (USAFR), and over 45
  other mission partners. Includes Air Combat
  Commands Avon Park Bombing Range. Awards
  multi-million dollar complex contracts to
  maintain combat readiness and sustainability
  worldwide
• Administers the Air Force's largest and most
  diverse privatized base civil engineering
  function 576M spanning an entire decade
• Current contract ends 30 Sep 2009
• Full scale recompetition started in 2008

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SMALL BUSINESS (SB) FACTS
They...
... Account for 99.7 of all U.S. employers.
Employ 51 of the private workforce and 41 of
high tech workers (scientists, engineers,
and computer specialists) ... Create 2 (60-80)
out of every 3 net new jobs annually. ... Are
responsible for 47 of all U.S. sales. ...
Produce 2 ½ times as many innovations per
employee as large firms
REF SBA Office of Advocacy, Feb 09
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FY09 GOALS/CHALLENGES

• Small Business Issues
• HUB Zone Service Disabled Veteran-Owned Small
  Business Awards
• Woman Owned Small Business Awards
• Requirements Consolidation - Bundling
• Recertification - GSA - Reports/Goals
• Subcontracting - Enforcement
• Electronic Subcontracting Reporting System (eSRS)
• Program Image - Technology - Education
• Strategic Sourcing - Proactive vs Reactive
• New Legislation

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HINTS/GOOD BUSINESS

• DO YOUR HOMEWORK
• Research, Business Plan, Capabilities Brief
• NETWORK
• PTAC, SBA, SBS, Expo/Conferences, Professional
• DEFINE YOUR PRODUCTS and/or SERVICES
• Need or Niche
• ASSOCIATE
• Partnerships, Teaming Agreements, Joint
  Ventures
• Mentor-Protégé (AF/SBA)
• RESPOND TO SSs RFIs
• THERE ARE NO LIMITATIONS THERE IS NO BOX
• PRIMARY GOAL TO SUCCESS IS GOOD BUSINESS
• Reputation, Word of Mouth, Money will follow

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TEAMING AGREEMENTS

• WHY SHOULD BUSINESSES TEAM?

• Enables Firms To Complement Each Others
  Capabilities
• The Government Will Recognize the Integrity and
  Validity of Contractor Team Arrangements
  Provided the Arrangements are Identified and
  Company Relationships are Fully Disclosed in an
  Offer
• Enables Firms To Offer The Best Combination Of
  Performance, Cost, Delivery
• Enables SBs To Compete For Larger Scale
  Requirements

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TEAMING AGREEMENTS

• FAR Subpart 9.6
• Two Companies Form a Partnership or Joint
  Venture to Act as a Potential Prime Contractor
  or,
• A Potential Prime Contractor Agrees With One
  Companies to Have Them Act as its Subcontractors
  Under a Specified Government Contract or
  Acquisition Program
• Good, Bad, or Otherwise a Teaming Arrangement
  Between One Company to Another Creates a Unique
  Arrangement
• Great Care Must be Taken to Ensure That the
  Strategic Arrangement Represents the Intent of
  the Parties

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TEAMING AGREEMENTS

• FAR 9.603
• The Government Will Recognize The Integrity and
  Validity of Contractor Team Arrangements
  Provided the Arrangements are Identified and
  Company Relationships are Fully Disclosed in an
  Offer
• Types of Teaming Arrangements
• Prime/Subcontractor Relationship
• Partnerships or Joint Ventures
• Others
• Mentor-Protégé (SBA, DOD, and AF)

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PRIME/SUBCONTRACTOR

• Prime Is Responsible For Contract Performance
• Government Has Privity Of Contract Only With
  Prime
• Relationships Normally Identified Before Offer
  Submitted
• Award to SB JV or JV 8(a) procurement,
  limitations apply to cooperative effort of JV,
  not individuals

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JOINT VENTURE (JV)

• Pooling Of Resources, Expertise, etc By Two or
  More Businesses To Achieve a Particular Goal
  Without Forming a Partnership
• Risks And Rewards Are Shared
• Contract In Joint Ventures Name

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JOINT VENTURE (JV)

• Must Be Careful In Meeting Size Standards
• Large Business cant be a JV on a Set Aside
  Procurement With One Exception
• 8(a) Mentor Protégé
• Joint VentureAffiliation (13 CFR 121.103(h))
• In JV, the JV Partners Are Affiliated to That
  Procurement and Revenue/Employees will be
  Combined to Determine Size Unless
• Each Concern Is Small and,
• Procurement is Not Bundled but is Large
  Procurement with Certain Restrictions
• Procurement is a Bundled Procurement

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SBA JOINT VENTURE

• Application Found At www.sba.gov
• (This is for a JV with an 8(a))
• Code Of Federal Regulations (CFR) Starting At
  124.513
• Only Allowed Where 8(a) Lacks Capacity To Perform
  Contract On Its Own
• Agreement Must Be Fair And Equitable And
  Substantial Benefit To 8(a)
• Read CFR For Size Standards Required
• Read CFR For Contents of Joint Venture Agreement
  (SBA Must Approve JV)

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MENTOR-PROTEGE

• DoD And AF Mentor-Protégé Programs
• AF Mentor-Protégé Program
• Mentor Eligibility
• Performing Under An Approved Active
• Subcontracting Plan With DoD or Other Federal
  Agency
• Mentor May Have More Than One Protégé
• Mentor Must Have Commitment To SB
• See http//wwwselltoairforce.org For Complete
  List Of Eligibility Items

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MENTOR-PROTEGE

• Protégé Eligibility
• Small Business Companies Must Be Eligible For
  Federal Contract Awards
• SB In NAICS Code Representing Contemplated
  Supplies or Services
• SBA Certified
• See http//wwwselltoairforce.org For Complete
  List Of Eligibility Items

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MENTOR-PROTEGE

• Air Force (AF) Mentor-Protégé is Like No Other
  in DoD
• Entry Into Reimbursement Program Through
  Competition Rather Than Application
• Separate AF Contracts Awarded Rather Than Adding
  Line Items to Existing Contracts
• Participation By HBCU/MIs
• Goals
• Provide Incentives to DoD Contractors
• Increase Overall Participation Of SDBs
• Foster Long Term Business Relationships

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MENTOR-PROTEGE

• Benefits
• Long-Term Relationship With a Trusted Business
  Partner
• Gain of Technical Management Skills and Improved
• Business Practices and Skills
• Subcontracting Opportunities
• Source of Qualified Employees From HBCU/MI
• Technology Transfer

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LIMITATION ON SUB-CONTRACTING

• FAR 52.219-14
• Established by 13 CFR 125.6 (2004)
• SB Prime Contractor Must Perform Specified
  Minimum Amounts Of Work When The Contract is Set
  Aside for SB or 8(a), Sole Source or Competitive
  (Minimum Work Also Specified for HUBZones and
  SDVOSB)
• Services 50 of Work With Own Employees
• Supplies or Products 50 of Cost of
  Manufacturing not Including Cost of Materials
• General Construction at Least 15 Not Including
  Cost of Materials
• Special Trade Construction 25 Cost of the
  Contract With Own Employees Not Including Cost of
  Materials

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LIMITATION ON SUB-CONTRACTING

• Applies To
• Small Business Set-Asides, Including HubZone and
  Service Disabled Veteran Set-Asides
• 8(a) Procurements
• Does Not Apply to Free and Open Procurements

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KEY AFFILIATION CONCEPTS

• Affiliation Deals w/Business Relationships a SB
  May Have w/Other Firms and How Those
  Relationships Affect the Size Status of the SB
• Affiliation and Limitation of Sub-Contracting
  are Separate Issues
• Both Issues Apply Only if a Affiliation Deals
  with How Business Relationships can Affect the
  Size Standing of a SB
• Limitations on Sub-Contracting Deals with How
  Much Work a SB Can Sub-Contract (FAR 52.219-14)
• Contractor is Small

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SPECIAL PROVISIONS FOR TRIBAL 8(a)s

• 13 CFR 124.506 (b) Indian Tribal 8(a)s are Exempt
  from 3.5M Limitation on Size of Service Contract
  Offered Sole Source to an 8(a) Company
• 13 CFR 124.109 (c)(2)(iii) Requires the Size of a
  Tribal 8(a) Company be Determined Without Regard
  to its Affiliation with the Tribe or any Other
  Business Enterprise Owned by the Tribe
• 13 CFR 124.517 (a) 8(a) Sole Source Contracts
  Cannot be Protested
• FAR 26.102 Indian Organizations Shall Have
  Maximum Practical Opportunity to Participate in
  Performing Contracts Awarded by Federal Agencies

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Small Business Program As of 17 Dec (FY08)
Available for Small Business 137.8 Mil
Actual Awarded 116.0 Mil
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TOP TEN MACDILL NAICS



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FY09 Summary
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CONTRACTING SQUADRONCUSTOMER DOLLARS

• Contractual Support to 2 Combatant Commands and
  47 Mission Partners

• MARCENT dollars not broken out until FY07
• CIFA no longer supported by 6 CONS
• As of 31 Jan 09

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CONTRACTING SQUADRON SB DOLLARS (/)

• Data is Based on Federal Procurement Data System
  Next Generation (FPDS-NG)

• Total Dollars include GPC and Utilities
• Percentages are expressed based on
  achieved/awarded dollars in each category
• FY08 current as of 17 Dec 08
• FY09 current as of 31 Jan 09
• Indicates Achieved Goal exceeded Assigned Goal

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REVIEW
What Really Works -- Market Research, Business
Financial Plan -- Network, Communication,
Relationships -- Past Performance Continuous
Marketing -- Being Prepared, Patient,
Persistent Small Businesses --
Create Jobs -- Are Leaders of Innovations
Technology -- Increase Competition Decrease
Costs Large Businesses -- Important Partners of
the Equation Remember Its In The National
Interest!
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THANK YOU for YOUR ATTENTION. QUESTIONS?

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CONTRACTING SQUADRON

• Primarily supports 6 AMW for purchase and
  administration of commodities and services

• Supports CENTCOM, SOCOM and 50 tenants for
  purchase and administration of commodities and
  services

• Administers civil engineering and base
  infrastructure utility contracts. Supports ACCs
  Avon Park Bomb Range

• CONS internal infrastructure, data management,
  GPC and Quality Assurance program

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AF SB PROGRAM INITIATIVES (FY 09 13)

• Increase Prime Contract Awards to Women-Owned
  Small Businesses
• Enhance Opportunities for Service-Disabled
  Veteran-Owned and HUBZone Small Businesses
• Promote Small Business Subcontract Utilization on
  Contracts
• Promote Alternative Acquisition Strategies which
  Leverage Small Business Capabilities
• Promote Effective Outreach Program

REF USAF Small Business Program Plan for FY
09-13
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SB PROGRAM

• What are the Small Business Program Goal
  Categories?
• - Government Wide Statutory Goals
• -- Small Business - 23 of Prime Contracts
• -- Small Disadvantaged Business - 5 of
  Prime Subcontracts
• -- Woman-Owned Small Business - 5 of
  prime Subcontracts
• -- Historically Underutilized Business
  Zone Small Business - 3 of Prime
• -- Service-Disabled Veteran Owned SB - 3
  Prime Subcontracts
• - Goal Setting Process Downward Directed
• -- DoD, Military Departments, and Defense
  Agencies annually
• develop execute SB Plans
• -- Plans cover 5 year performance targets
• -- Goals assigned based on prior year
  results with an applied
• improvement factor
• -- Assigned goals may/may not mirror the
  federal
• goals

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SET-ASIDE AUTHORITY
Small Business
Small Disadvantaged Business (SDB)
Service Disabled Veteran-Owned SB
Woman-Owned Small Business


HUBZone Small Business
8(a)
CATEGORIES OVERLAP
No Set-Aside
May Use Set-Aside
Future Set-Aside Authority
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GETTING STARTED BASIC QUESTIONS

• What is required and how do I initiate the
  process?
• Where do I find information or who can
  assist/guide me to find it?
• Which Government agencies buy my products and/or
  services?
• How do I get in touch with them?
• How do I market to them?

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GETTING STARTED BASIC QUESTIONS

• What is required and how do I initiate the
  process?
• Data Universal Numbering System (DUNS)
• http//fedgov.dnd.com/webform/displayHomePage.do
  or [phone]
• Identify your Product/Service
• Federal Supply Classification Code (FSC) or
  Product Service Code (PSC)
• http//www.dlis.dla.mil/h2 or http//www.fedbizopp
  s.gov
• Identify Your North American Industry
  Classification Codes (NAICS)
• http//www.census.gov/eped/www/naics.html
• Determine SBA Size Standard
• http//www.sba.gov/services/contractingopportuniti
  es/sizestandardtopics.html
• Central Contractor Registration (CCR)
• http//www.ccr.gov
• Online Reps and Certs Application (ORCA)

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GETTING STARTED BASIC QUESTIONS

• Where do I find information or who can
  assist/guide me to find it?
• SMALL BUSINESS ADMINISTRATION (SBA)
• http//www.sba.gov
• SMALL BUSINESS DEVELOPMENT CENTERS
• http//www.sba.gov/sbdc
• PROCUREMENT TECHNICAL ASSISTANCE CENTERS (PTACS)
• http//www.dla.mil/db/procurem.htm
• SERVICE CORPS OF RETIRED EXECUTIVES
• http//www.score.org
• SMALL BUSINESS PROGRAM OFFICES
• DoD http//www.acq.osd.mil/osbp click on
  Links or Doing Business with DoD DoD
  Small Business Specialists
• SMALL BUSINESS LIAISON OFFICERS (SBLO)
• DoD Major Prime Contractors Directory with SBLOs
• http//www.acq.osd.mil/osbp / click on Doing
  Business with DoD

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GETTING STARTED BASIC QUESTIONS

• Which Government agencies buy my products and/or
  services?
• Information Technology Basically every federal
  agency
• Ship parts, plane parts, or space vehicle parts
• Look at websites of your targeted market, such as
  DoD, DHS, NASA, etc
• Review Agency Publications
• Forecast of Procurement/Contracting Opportunities
  
• Subcontracting Directory
• How to publications (if the Agency has one)
• Check out these Websites
• https//www.fpds.gov/ - Identify
  products/services (Know NAICS)
• http//www.fedbizopps.gov - Register - Get
  notices of requirements
• http//www.fedbid.com - Register - Compete on
  line for requirements
• http//www.mbda.gov - Register - Phoenix
  Database/free contract referrals
• http//www.web.sba.gov/subnet - Prime KTRs post
  subcontracting opp

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GETTING STARTED BASIC QUESTIONS

• How do I get in touch with them?
• TARGET THE RIGHT CUSTOMER
• Develop a Business Plan and Marketing Plan.
• Who are your potential customers? Which
  agencies/activities?
• What are their needs? Challenges? Review
  websites!
• Know your limits!
• Know your customers regulations/procedures
• Remember Government is decentralized. Most
  agencies consist of numerous buying activities.
  (Example Justice has 9 bureaus Treasury has 10
  bureaus as does DOT)
• Learn what each targeted agency bureau does and
  how they spend their money
• Focus on 3-5 agencies and allow 18-24 months for
  relationship building
• Participate in
• Local Conference/Trade Shows
• Targeted Outreach Activities
• Matchmakers (Federal Agency One-on-One Counseling
  Sessions

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GETTING STARTED BASIC QUESTIONS

• How do I market to them?
• Develop a Marketing Plan/Strategy
• Subcontracts
• Prime Contracts
• Teaming/Joint Ventures
• Mentor Protégé Agreements
• Pre-existing Contract Vehicles
• In Person The Pitch
• Have three marketing Presentation ready at all
  times
• Elevator speech
• One page capability brief
• Company name, address, website, contact info,
  locations, SB categories
• Cage Code, TIN, DUNS, Certifications
• NAICS, FSC, SIC, PSC with descriptions
• Local, State, federal contracts significant
  subcontracts with POC info
• GSA contract or other agency contracts
• No graphics or biographies
• Full capabilities presentation
• Know your audience, be focused, be brief

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GETTING STARTED BASIC QUESTIONS

• How do I market to them?
• E-Mail Marketing
• Send to the right customer! Frequency?
• Marketing pitch, virus, or SPAM (Subject line
  content in e-mail)
• Be brief (ALWAYS THINK HOW CAN YOU HELP ME HELP
  YOU)
• Limit graphics
• The following attachments may NOT be received by
  DoD recipients due to firewalls
• .avi, .bat, .cmd, .dll, .eml, .exe, .pif, .scr,
  .shs, .vbs, .vbc, .and .zip
• Know your Competition
• Who are they?
• What are their strengths? Weaknesses?
• Review their brochures, websites, DSBS Profiles

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MODEL SMALL BUSINESS FIRM

• Working in the Federal Government Marketplace
• Core Competencies
• Continuous Marketing and Relationship Building
• Schedules/Multiple Award Contracts
• Open Market Procurement (FEDBIZOPPS)
• Prime Contracting
• Subcontracting
• Patient Persistent
• Understands Importance of being Prepared
• Gets Involved and Shares Information

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MODEL SMALL BUSINESS FIRM

• Equipped to do Business with the Government
• Accepts the Government Purchase Card (GPC)
• Has good marketing Materials
• Has a Niche (What is Yours?)
• Has Resources or means to Acquire (People, Funds,
  or Equipment)
• Is Web Savvy
• Registered in Government Pre-existing Databases
• Past Performance
• Integrity and Commitment
• Networks, Networks, and Networks

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LUCK FAVORS THE PREPARED MIND

• Update Your SB Information on CCR
• - Access the Central Contractor Registration
  www.ccr.gov
• - Ensure accuracy of information minimum 3-4
  times/year
• - List an e-mail address and POCs w/Phone
  Numbers
• - NAICS - Keywords of Special Knowledge and/or
  Equipment
• - Past Performance Info Prime KTR -
  Subcontracts
• Conduct Market Research Get HELP/NETWORK
• - Procurement Technical Assistance Centers
  (PTACS)
• - www.dla.mil/procurem.htm
• - Tampa Ms Charlene Bostic, 813/905-5800
• - E-mail cbostic_at_coba.usf.edu
• - Small Business Administration (SBA)
• - www.sba.gov
• - Orlando Mr. Walter Wallace, 407/380-8252
• - E-mail walter.wallace_at_sba.gov

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LUCK FAVORS THE PREPARED MIND

• Federal Acquisition Regulation (FAR)
• - www.arnet.gov/far/regulations_transition
• - Guidance
• - FAR 10 Market Research
• - FAR 12 Commercial Acquisitions
• - FAR 15 Negotiation (source selection)
• - FAR 19 Small Business Programs
• - FAR 26 Other Socio (Indian Incentive,
  HBCU/MI)
• - Supplements
• - Procedures Guidance Information (PGI)
• DoD Office of Small Business Programs
• - www.acq.osd.mil/osbp/ (Home Page)
• - www.acq.osd.mil/osbp/policy/index
  (Policies)
• - www.acq.osd.mil/index (ATL)
• - www.acq.osd.mil/osbp/sbir/index (SBIR)
• - www.acq.osd.mil/ott/ (Office of Technology
  Transfer)

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LUCK FAVORS THE PREPARED MIND
- Air Force Outreach Program Office (AFOPO) -
www.selltoairforce.org - Service Corps of
Retired Executives (SCORE) - www.Tampascore.org
- UIDA Business Services - www.uida.org -
Ms Kodee J. Goseyun, 770/494-0431 - Women
Business Centers - wbac_at_ceebic.org -
www.womenbiz.gov - www.Women-21.gov - Small
Business Development Centers -
www.asbdc-us.org - Air Force Civil Engineering
Services (AFCESA) - https//www.afcesa.af.mil


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LUCK FAVORS THE PREPARED MIND
- U.S. Government Printing Office (GPO) -
www.gpoaccess.gov/index - National
Archives/The Federal Register -
www.archives.gov/federal-register/ - Defense
Logistics Agency - www.dla.mil/db/ -
www.dla.mil/dsBusiness/ - Department of the
Army/Small Business Office - www.sellingtoarmy.i
nfo - Department of the Navy/Office of Small
Business Programs - www.donhq.navy.mil/OSBP/abou
t/startplan - National Aeronautics and Space
Administration (NASA) - www.hq.nasa.gov/offic
e - Minority Business Development Agency
- www.mbda.gov
REF AFR 64-201 DFARS 219.201 FAR 10
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LUCK FAVORS THE PREPARED MIND
- The Federal Marketplace -
www.fedmarket.com (Whitepapers) - Federal
OSDBU Directors Interagency Council -
www.osdbu.gov/ - Federal Procurement Data
System Next Generation - www.fpds.gov/.com/pa/
selling/index - Department of Veterans
Affairs - www.va.gov/OSDBU - Defense
Commissary Agency (DeCA) - www.commissaries.com/
business/small_business - Government Executive
- www.governmentexecutive.com -
Department of Homeland Security (DHS) -
www.dhs.gov/xopbiz/opportunities -
www.dhs.gov/openforbusiness
REF AFR 64-201 DFARS 219.201 FAR 10
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LUCK FAVORS THE PREPARED MIND
- Mississippi PTAC - www.mscpc.com/index
(Bid Opportunities/Fed Bids) - Integrated
Acquisition Environment - www.acquisition.gov
- Army and Air Force Exchange Service
(AAFES) - www.aafes.com/pa/selling/index -
Brevard Small Business Assistance Council -
www.bsbac.org - Florida Minority Supplier
Diversity Council - www.fmsdc.org (National is
www.nmsdc.org) - Patrick AFB -
www.patrick.af.mil/45bc/SBindex - Federal
Emergency Management Agency (FEMA) -
www.fema.gov - Immigration and Customs
Enforcement (ICE) - www.ice.gov
REF AFR 64-201 DFARS 219.201 FAR 10
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LUCK FAVORS THE PREPARED MIND

• Who Buys What, Where, Follow the Money
• - Goods Services Purchased Local or thru
  Distribution Centers
• - www.fedbizopps.gov
• - AF Long Range Acquisition Estimate (LRAE)
• - www.selltoairforce.org/Opportunities/af-query.
  asp
• - Interface with SBS, SBA, and last resort
  FIOAs
• - JWOD (NIB/NISH) now Ability One
• - Government Purchase Card (GPC)
• - Mr. Regina Height, 813/828-7457
• Product or Service covered by Commodity Council
• - Information Technology Commodity Council
• - AFWAY, NETCENTS (NETCENTS II/Products
  Services)
• - Commercial Software, DoD Enterprise Software
  Initiative (ESI)
• - Gate Guards, Ms Barbara Lee, 210/671-1711
• - Medical Services, Ms Tina Altevers,
  tina.altevers_at_wpafb.af.mil

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GOVERNMENT PURCHASE CARD (GPC)

• GPC Program Manager Ms Regina Height,
  813/828-7457
• Cardholders 565
• Approving Officials 324
•  

in M
GPC Spend vs. Rebates (Millions)
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FY08 SUMMARY
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FY08 Business Type Summary
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FY08 North American Industrial Classification
System Summary