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Doing Business With The Navy

Doing Business With The Navy. RDML Kathleen M. Dussault, SC, USN Deputy Assistant Secretary of the Navy (Acquisition & Logistics Management) August 16, 2007. 1. Agenda. Navy Acquisition Environment. •. Small Business Trends. •. How to Market Your Business. •. Points of Contact. •.

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Doing Business With The Navy

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  1. Doing Business With The Navy RDML Kathleen M. Dussault, SC, USN Deputy Assistant Secretary of the Navy (Acquisition & Logistics Management) August 16, 2007 1

  2. Agenda Navy Acquisition Environment • Small Business Trends • How to Market Your Business • Points of Contact • Summary • 2

  3. National Strategy QDR Implications

  4. 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 Navy Acquisition EnvironmentTransforming for War on Terror More Sailors are serving ashore than afloat in CENTCOM AOR

  5. Space and Naval Warfare Systems Command Naval Air Systems Command Major Navy Buying Commands Director of NAVAIR Small Business Phone: (301) 757-9044 Fax: (301) 757-9093 www.navair.navy.mil Director of Small Business Program Phone: (619) 524-7701 Fax: (619) 524-3165 https://e-commerce.spawar.navy.mil 5

  6. Naval Sea Systems Command Major Navy Buying Commands Associate Director of Small Business Phone: (202) 781-3965 Fax: (202) 781-4772 www.navsea.navy.mil Associate Director of Small Business Phone: (703) 432-3946 Fax: (703) 432-3486 www.marcorsyscom.usmc.mil Marine Corps Systems Command 6

  7. Military Sealift Command Naval Facilities Engineering Command Major Navy Buying Commands Associate Director of Small Business Phone: (202) 685-9129 Fax: (202) 685-1485 www.navfac.navy.mil Associate Director of Small Business Phone: (202) 685-5565 Fax: (202) 685-5515 www.msc.navy.mil 7

  8. Naval Supply Systems Command Office of Naval Research Major Navy Buying Commands Associate Director of Small Business Phone: (703) 696-4511 Fax: (703) 696-4430 wendy.fletcher@navy.milwww.onr.navy.mil Associate Director of Small Business Phone: (717) 605-3575 Fax: (717) 605-1102 www.navsup.navy.mil 8

  9. ResaleOpportunities • Exchanges  www.aafes.com/pa/selling/default.asp  www.navy-nex.com/command/contractor_vendor/cv-index.html  www.usmc-mccs.org/buspartners/retail.cfm • Defense Commissary Agency (DECA)  www.commissaries.com/business.cfm 9

  10. DoD Expenditures in the U.S.Trend of Goods and Services $ Value in Billions 10

  11. DoD Large Business Contracts $ Value in Billions No. Awarded in Millions 11

  12. DoD Small Business Contracts No. Awarded in Millions $ Value in Billions 12

  13. DoN Large Business Contracts $ Value in Billions No. Awarded in Thousands 13

  14. DoN Small Business Contracts No. Awarded in Thousands $ Value in Billions 14

  15. DoD Large Business Contracts in Pennsylvania $ Value in Billions No. Awarded in Thousands 15

  16. DoD Small Business Contracts inPennsylvania No. Awarded in Thousands $ Value in Billions 16

  17. DoD Top Ten Businesses in Pennsylvania LARGE BUSINESS AMERISOURCEBERGEN DRUG CORP 1.3B THE BOEING COMPANY 955M BAE SYSTEMS LAND & ARMAMENTS 949M BECHTEL BETTIS, INC 288M CBS BROADCASTING INC 279M UNITED CONCORDIA COMPANIES 217M ALLOY SURFACES COMPANY, INC 170M THE SPECIALTY GROUP, INC 106M GENERAL DYNAMICS ORDNANCE 99M CONCURRENT TECHNOLGIES, INC 96M SMALL BUSINESS SOFTMART GOVERNMENT SERVICES 148M THE SPECIALTY GROUP 76M IBIS TEK, LLC 50M AMERICAN HOSPITAL SERVICE GROUP 41M SECHAN ELECTRONICS, INC 38M KAMPI COMPONENTS CO INC 34M NAUGHTON ENERGY CORPORATION 33M KEYSTONE PREPOSITIONING SERVICE 31M NIGHT VISION SYSTEMS, INC 30M WHEELER BROS, INC 29M

  18. DoN Large Business Contracts inPennsylvania No. Awarded in Thousands $ Value in Billions 18

  19. DoN Small Business Contracts inPennsylvania No. Awarded in Thousands $ Value in Millions 19

  20. LARGE BUSINESS BECHTEL BETTIS, INC 288M CBS BROADCASTING, INC 279M CONCURRENT TECHNOLOGIES CORP 60M LOCKHEED MARTIN CORP ARCHBALD 35M ALLOY SURFACES COMPANY, INC 34M BAE SYSTEMS INFORMATION & ELECTRIC 26M A BRDC JOINT VENTURE 21M YORK INTERNATIONAL CORPORATION 16M PENNSYLVANIA STATE UNIVERSITY 15M LOCKHEED MARTIN CORPKING OF PRUSSIA 15M SMALL BUSINESS KEYSTONE PREPOSITIONING SERV 31M NAVMAR APPLIED SCIENCES CORP 25M FIDELITY TECHNOLOGIES CORP 23M DELPHINUS ENGINEERING, INC 19M SABRE SYSTEMS, INC 12M GESTALT, LLC 11M DE TECHNOLOGIES, INC 10M SUPERIOR LANDSCAPING CO. 9M SECHAN ELECTRONICS, INC 8M TARGET MEDIA MID ATLANTIC 7M DoN Top Ten Businesses in Pennsylvania 20

  21. DoD Large Business Contracts in Pennsylvania, District 12 $ Value in Millions No. Awarded in Hundreds 21

  22. DoD Small Business Contracts inPennsylvania, District 12 No. Awarded in Thousands $ Value in Millions 22

  23. LARGE BUSINESS CONCURRENT TECHNOLOGIES CORP 96.2M JOSEPH B FAY CO INC 6.3M TELCOVE, INC 1.7M ANSYS, INC 591K H F LENZ COMPANY 580K MARTIN-BAKER AMERICA, INC 559K CENTIMARK CORPORATION 495K REINHART FOODSERVICE, LLC 470K LOCKHEED MARTIN AEROPARTS, INC 342K WASTE MANAGEMENT OF PA 292K SMALL BUSINESS WHEELER BROS, INC 29.5M NAT'L CTR DEFENSE MFG 14.2M KUCHERA DEFENSE SYSTEMS, INC 11.9M PENN METAL FABRICATORS INC 9.5M KDH DEFENSE SYSTEMS INC 5.7M FULLARD ENVIRONMENTAL CONTROLS 3.4M MIDATLANTIC CONSTRUCTION 3.1M L ROBERT KIMBALL & ASSOCIATES 2.4M MELT MANUFACTURING LLC 2.3M CARACAL, INC 2.2M DoD Top Ten Businesses in Pennsylvania, District 12 23

  24. DoN Large Business Contracts inPennsylvania, District 12 $ Value in Millions No. Awarded in Hundreds 24

  25. DoN Small Business Contracts inPennsylvania, District 12 $ Value in Millions No. Awarded in Hundreds 25

  26. LARGE BUSINESS CONCURRENT TECHNOLOGIES 60M MARTIN-BAKER AMERICA, INC 559K ANSYS, INC 291K MICRODISC, INC 118K D R S LAUREL TECHNOLOGIES 110K LOCKHEED MARTIN AEROPARTS, INC 96K GE IONICS, INC 82K COMMONWEALTH RESEARCH INSTITUTE 56K OUTDOOR ODYSSEY, INC 55K KENNAMETAL INC 50K SMALL BUSINESS KUCHERA DEFENSE SYSTEMS, INC 5.9M FULLARD ENVIRONMENTAL CONTROLS 2.8M MIDATLANTIC CONSTRUCTION 2.7M KDH DEFENSE SYSTEMS INC 2.5M CARACAL, INC 2.2M CONCURRENT TECHNOLOGIES CORP 1.4M GLOBAL SYSTEMS TECHNOLOGIES 1.2M SKOVIRA MACHINE COMPANY 1.1M SFC VALVE CORPORATION 596K SHUMAR'S WELDING & MACHINE SERV 535K DoN Top Ten Businesses in Pennsylvania, District 12 26

  27. Identify Your Determine Customer Needs Follow Up Make capabilities How To Market Your Business • Register Your Firm And Products • Get Acquainted With The Procedures • Learn About the Marketplace • Find Specific Opportunities • Make It Easy For Customers • Learn About Special Programs • Seek Assistance 27

  28. Obtain Data Universal Numbering Systems (DUNS) Register Your Firm and Your Products  Register Your Company www.dnb.com/US/duns_update/index.html • Obtain Commercial and Government Entity (CAGE) Code www.dlis.dla.mil/cageserv.asp • Register in the DoD Central Contractor Registration (CCR) System www.ccr.gov • Federal Supply Classification Code (FSC) www.usabid.com/resources/tables/pscs/ • North American Industry Classification System (NAICS) www.census.gov/epcd/www/naics.html 28

  29. Get 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/ 29

  30. Learn 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 30

  31. Find Specific Opportunities • Navy Electronic Commerce Online (NECO) • www.neco.navy.mil • Federal/DoD Business Opportunities • www.fedbizopps.gov • https://emall6.prod.dodonline.net/main/ • https://progate.daps.dla.mil/home/ • Subcontracting Resources  www.acq.osd.mil/osbp/doing_business/index.htm  www.sba.gov/GC/indexcontacts-sbsd.html 31

  32. Make It Easy For Your Customers • Federal Supply Services (FSS) • www.fss.gsa.gov • Government Charge Card Program – GSA SmartPay • http://www.gsa.gov/Portal/gsa/ep/channelView.do?pageTypeId=8211&channelId=-12984 • www.gsa.gov 32

  33. 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 Small Business Emphasis Programs 33

  34. Business Partner Network  www.bpn.gov 34

  35. Offices Providing Assistance To Small Businesses For Defense Procurement Available Help - SBA Small Business Administration Pittsburgh District Office 411 Seventh Ave, Ste 1450 Pittsburgh, PA 15219 (412) 395-6560 http://www.sba.gov/localresources/district/pa/pitt/index.html 35

  36. Area DoD Small Business Representatives Navy Army Small Business Specialist Phone: 717-605-7525 Small Business Specialist Phone: 412-395-7477 Air Force Small Business Specialist Phone: 412-474-8119 36

  37. Area Procurement Technical Assistance Centers http://www.sellingtothegovernment.net 37

  38. Share Your Thoughts Department of the Navy Office of Small Business Programs 720 Kennon St., SE Building 36, Room 207 Washington, D.C. 20374-5015 Phone: (202) 685-6485 Fax: (202) 685-6865 http://www.donhq.navy.mil/OSBP/ 38

  39. Doing Business With The Navy Web Sites to Remember... www.acquisition.navy.mil (site for this presentation) www.acq.osd.mil/sadbu www.donhq.navy.mil/OSBP/ www.gsa.gov www.bpn.gov www.sba.gov www.fedbizopps.gov 39

  40. http://www.acquisition.navy.mil/

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