Qatar Vendor Workshop 2012

1. 1 Qatar Vendor Workshop2012 10 April 2012

2. Opening Comments 2

3. Agenda 3

4. Jake Stinchcomb Workshop 1: US Air Force  4

5. Overview Air Force Contracting at Al Udeid AB Solicitations and Award Process Base Passes 5

6. Air Force Contracting at Al Udeid AB 6

7. The United States Government is one of the largest buyers of goods and services in the world. In 2011 $52 Million in local contracts were awarded for goods, services & construction Why Sell to the United States Government? 7

8. The United States Government awards contracts for: Supplies- Vehicles, tools, paper, office supplies, parts Construction- Building, structures, paving Services- Repair, overhaul equipment, housekeeping, transportation, clerical, translator WHAT DO WE BUY? 8

9. How To Do Business With Air Force Contracting Offer/Requirement Submit Proposal Conduct evaluations Select successful offeror Award contract 9

10. Meet Qatar requirements to work in country Have certifications for company Meet security requirements Request packages through email or websites www.usmilitarycontracting.com www.fbo.gov How to Receive Solicitations 10

11. Solicitation Document 11

12. 12

13. 13

14. Review solicitation requirements Evaluation Criteria Construction Magnitude Period of Performance Review Statement of Work Amendments Attend pre-proposal conference Submit questions by due date Return requested information as specified in solicitation How to Propose 14

15. Read the solicitation carefully � Read it several times! Know your market for pricing May request magnitude of construction Attend pre-bid meeting and/or walk-through (construction and service contracts) Get clarification, in writing, of ambiguities or mistakes in the bid package from the contracting officer. Consider costs for: packaging, shipping, marking, delivery, overhead, material, labor, transportation, travel, customs Direct questions to contracting officer Tips When Reviewing Solicitations 15

16. Engineer�s review Contracting review Is the proposal in accordance with solicitation? Will focus on Past Performance, Technical evaluation & Price May hold discussions prior to award Solicitation may be amended or cancelled Proposal Evaluation 16

17. Are you responsive? Did you fill in all the blanks? Did you submit a sample, if requested? Did you acknowledge the amendments? Did you submit your bid on time? Things To Consider 17

18. Is the bidder responsible? Is your proposal realistic? What are your financial capabilities? Have you performed the same type of work before? How the United States Government Makes Awards 18

19. Notification of Award Requesting a Debrief (unsuccessful offerors) Post contract award Meeting (Contractor, Contracting & Customer) Progress Payments Delivery (Commodities) Following the Rules of the Installation Direct Questions/Problems to the Contracting Officer After Award 19

20. The Federal Acquisition Regulation (FAR) http://farsite.hill.af.mil/ The Defense FAR Supplement (DFARS) http://farsite.hill.af.mil/ Other regulations as applicable Regulations 20

21.  Al Udeid Air Base Access 21

22. Two Passes Qatari base Pass (IAA) DBIDS pass (EAA) No Electronics allowed on Installation Requirements for Base Access 22

23. Site Visit Requirements Contractors without a current base pass must submit: 1. Temporary Entry Authorization Application (EAA), in MS Word format* 2. Color copies of the following: a. Valid Passport b. Valid Visa (looks similar to a passport) c. Valid Qatari work (�Resident�) visa 3. English and Arabic Script pages, with company stamp* 4. Installation Access Application (IAA)* 5. If the contractor wants to drive a vehicle, it must submit for each driver and vehicle a driver�s license, a copy of the vehicle registration, a copy of the vehicle�s insurance paperwork, and a large vehicle list (if applicable) 6. All the above shall be submitted electronically to the CO Allow 14+ days 23

24. Questions? 24

25. Workshop 2: US Army 25

26. Good morning ladies and gentlemen, my name is Tony Reed. I am representing the Army Contracting Command �Qatar located on Camp As Sayliyah. On behalf of the Army Contracting Command-Qatar and the 408th CSB I would like to once again thank you all for attending. In this portion of the briefing I am going to get you started by putting you on the right path to doing business with the US Government. NEXT SLIDE Good morning ladies and gentlemen, my name is Tony Reed. I am representing the Army Contracting Command �Qatar located on Camp As Sayliyah. On behalf of the Army Contracting Command-Qatar and the 408th CSB I would like to once again thank you all for attending. In this portion of the briefing I am going to get you started by putting you on the right path to doing business with the US Government. NEXT SLIDE

27. We will cover these topics on our way to doing business with the US Government. NEXT SLIDE � We will cover these topics on our way to doing business with the US Government. NEXT SLIDE �

28. The first step is to IDENTIFY YOUR PRODUCT OR SERVICE that you intend to sell to the US government. What is this? The North American Industry Classification System or NAICS (pronounced "nakes�) is used by business and government to classify business establishments according to type of economic activity (process of production) in Canada, Mexico and the United States. � Why do we need this? It is critical that you know how to identify your product or service to the US Government. Why? If the US Government does not know what you can provide, how will they know if you can meet their needs? -This is a crucial stop, as we will refer to this location later on this presentation. � NEXT SLIDE The first step is to IDENTIFY YOUR PRODUCT OR SERVICE that you intend to sell to the US government. What is this? The North American Industry Classification System or NAICS (pronounced "nakes�) is used by business and government to classify business establishments according to type of economic activity (process of production) in Canada, Mexico and the United States. � Why do we need this? It is critical that you know how to identify your product or service to the US Government. Why? If the US Government does not know what you can provide, how will they know if you can meet their needs? -This is a crucial stop, as we will refer to this location later on this presentation. � NEXT SLIDE

29. How can you identify your product or service? Visit the www.naics.com website and locate codes for products or services by typing a keyword in the NAICS Search field and searching or by selecting an industry title. Typing �janitor� in the key word field will yield search results for �janitor� How can you identify your product or service? Visit the www.naics.com website and locate codes for products or services by typing a keyword in the NAICS Search field and searching or by selecting an industry title. Typing �janitor� in the key word field will yield search results for �janitor�

30. � Now that we have identified your product or service, lets proceed to Obtain a DUNS Number. NEXT SLIDE � Now that we have identified your product or service, lets proceed to Obtain a DUNS Number. NEXT SLIDE

31. Our next topic is to Obtain a Dun & Bradstreet DUNS Number. � What is a DUNS Number? A nine digit number offered by Dun & Bradstreet to identify different divisions of companies and provide easy reference for people looking for information about those companies. � Why do I need it? Federal regulations require companies that want to do business with the US Government to have DUNS numbers. � � NEXT SLIDEOur next topic is to Obtain a Dun & Bradstreet DUNS Number. � What is a DUNS Number? A nine digit number offered by Dun & Bradstreet to identify different divisions of companies and provide easy reference for people looking for information about those companies. � Why do I need it? Federal regulations require companies that want to do business with the US Government to have DUNS numbers. � � NEXT SLIDE

32. � How do I get a DUNS number? Visit www.fedgov.dnb.com and click to request DUNS Number via Web. � NEXT SLIDE� How do I get a DUNS number? Visit www.fedgov.dnb.com and click to request DUNS Number via Web. � NEXT SLIDE

33. Now, we have arrived at obtaining A NCAGE Code. � What is NCAGE? Is a unique identifier assigned to suppliers to various government or defense agencies, as well as to government agencies themselves and also various organizations. CAGE codes provide a standardized method of identifying a given facility at a specific location. � Why do I need a NCAGE Code? If a company wants to be recognized by the US Government to do business, it must have a NCAGE Code. � NEXT SLIDENow, we have arrived at obtaining A NCAGE Code. � What is NCAGE? Is a unique identifier assigned to suppliers to various government or defense agencies, as well as to government agencies themselves and also various organizations. CAGE codes provide a standardized method of identifying a given facility at a specific location. � Why do I need a NCAGE Code? If a company wants to be recognized by the US Government to do business, it must have a NCAGE Code. � NEXT SLIDE

34. � How do I get an NCAGE Code? Visit website at www.disa.dla.mil/cage_welcome.asp to request NCAGE Code by completing Form AC135. NEXT SLIDE� How do I get an NCAGE Code? Visit website at www.disa.dla.mil/cage_welcome.asp to request NCAGE Code by completing Form AC135. NEXT SLIDE

35. Here is a sample of form AC135 Next we will discuss how to Register In Central Contractor Registration. NEXT SLIDEHere is a sample of form AC135 Next we will discuss how to Register In Central Contractor Registration. NEXT SLIDE

36. � What is Central Contractor Registration (CCR)? Official, Free, on-line registration database for the US Government. CCR collects, validates, stores and disseminates data in support of agency acquisition and award missions. � Why do I need? Federal regulations require vendors that want to do business with the US Government to be CCR Registered. � � NEXT SLIDE� What is Central Contractor Registration (CCR)? Official, Free, on-line registration database for the US Government. CCR collects, validates, stores and disseminates data in support of agency acquisition and award missions. � Why do I need? Federal regulations require vendors that want to do business with the US Government to be CCR Registered. � � NEXT SLIDE

37. � How can I get? Visit www.bpn.gov and start new registration. � NEXT SLIDE� How can I get? Visit www.bpn.gov and start new registration. � NEXT SLIDE

38. So far we�ve learned how to �Get Started� and what you need to do before you can do business with the US Government.� Finding US Government Business Opportunities is very important. The opportunities are the driving factor for business success. US Military Contracting and the Army Single Face to Industry will assist in finding those opportunities. � �NEXT SLIDE So far we�ve learned how to �Get Started� and what you need to do before you can do business with the US Government.� Finding US Government Business Opportunities is very important. The opportunities are the driving factor for business success. US Military Contracting and the Army Single Face to Industry will assist in finding those opportunities. � �NEXT SLIDE

39. � What is usmilitarycontracting.com? US Army website used to post business opportunities for local companies operating in Southwest Asia � Why do I need this? If you want to know what the government�s needs are, then you must visit this website often to view US Government business opportunities. � How can I? Visit the usmilitarycontracting.com website. � �NEXT SLIDE � What is usmilitarycontracting.com? US Army website used to post business opportunities for local companies operating in Southwest Asia � Why do I need this? If you want to know what the government�s needs are, then you must visit this website often to view US Government business opportunities. � How can I? Visit the usmilitarycontracting.com website. � �NEXT SLIDE

40. What is Army Single Face to Industry (ASFI)? Is the Army�s main website to post business opportunities and is available to all vendors to respond to. � Why do I need? If you want to do business with the US Government, you want to access ASFI to find out what the government requirements are. � How do I access? Visit the ASFI website and select the vendor notification link to get email notices or select contracting opportunities search link to find specific opportunities. NEXT SLIDEWhat is Army Single Face to Industry (ASFI)? Is the Army�s main website to post business opportunities and is available to all vendors to respond to. � Why do I need? If you want to do business with the US Government, you want to access ASFI to find out what the government requirements are. � How do I access? Visit the ASFI website and select the vendor notification link to get email notices or select contracting opportunities search link to find specific opportunities. NEXT SLIDE

41. If you click the vendor notification link from the previous slide then you will get this site. Notice you need a CAGE code to register. NEXT SLIDEIf you click the vendor notification link from the previous slide then you will get this site. Notice you need a CAGE code to register. NEXT SLIDE

42. What is this? 1. FAR is the primary regulation for use by all Federal Executive agencies in their acquisition of supplies and services with appropriated funds 2. FPDS-NG is a free site you can register with to locate US Government contract data. 3. Defense.gov website provides data on large dollar US Government contract awards. 4. USAspending.gov provides contract data for DOD spending. Specific information as to contract description, dollar amount, contractor information and location of contract awards. � Why do I need this? 1. Becoming familiar with this website and the regulations will help you to understand your responsibilities related to the terms and conditions of the contract if you receive a contract from the US Government. 2. This site provides you will data that will help you to market to the US Government. It contains their contract award data. 3. Contractors can use that data to locate subcontracting opportunities. 4. Contractors can use this information to market to the US Government. NEXT SLIDEWhat is this? 1. FAR is the primary regulation for use by all Federal Executive agencies in their acquisition of supplies and services with appropriated funds 2. FPDS-NG is a free site you can register with to locate US Government contract data. 3. Defense.gov website provides data on large dollar US Government contract awards. 4. USAspending.gov provides contract data for DOD spending. Specific information as to contract description, dollar amount, contractor information and location of contract awards. � Why do I need this? 1. Becoming familiar with this website and the regulations will help you to understand your responsibilities related to the terms and conditions of the contract if you receive a contract from the US Government. 2. This site provides you will data that will help you to market to the US Government. It contains their contract award data. 3. Contractors can use that data to locate subcontracting opportunities. 4. Contractors can use this information to market to the US Government. NEXT SLIDE

43. We are almost at the end of our journey. This part of our presentation was about putting you on the path to doing business with the US Government. �Sometimes, although we are on the right path, we get lost and need assistance. The US Army Contracting Command-Kuwait (USACC-KU) is here to assist you to guide you in the right direction of the path. We are partners in this contracting process. �Feel free to contact us if you require assistance. If you encounter any problems with the websites mentioned in this brief, please contact the corresponding emails or phone numbers listed here. NEXT SLIDE We are almost at the end of our journey. This part of our presentation was about putting you on the path to doing business with the US Government. �Sometimes, although we are on the right path, we get lost and need assistance. The US Army Contracting Command-Kuwait (USACC-KU) is here to assist you to guide you in the right direction of the path. We are partners in this contracting process. �Feel free to contact us if you require assistance. If you encounter any problems with the websites mentioned in this brief, please contact the corresponding emails or phone numbers listed here. NEXT SLIDE

44. To recap, we have discussed the following areas: identifying your product/service with theNAICS code, DUNS Code, NCAGE Code, the CCR, Finding Business Opportunities using ASFI and usmilitarycontracting.com, and resources and tools such as the FAR and Federal Procurement Data System. Your attention and attendance has been appreciated! To recap, we have discussed the following areas: identifying your product/service with theNAICS code, DUNS Code, NCAGE Code, the CCR, Finding Business Opportunities using ASFI and usmilitarycontracting.com, and resources and tools such as the FAR and Federal Procurement Data System. Your attention and attendance has been appreciated!

45. The US Government looks forward to doing business with you. Thank you!The US Government looks forward to doing business with you. Thank you!

47. Break 10:30 � 11:00 47

48. Workshop 3: US Army Corps of Engineers  48

49. THEME: Intro/Cover Slide Possible Talking Points: Who we have here and why we are here. NEXT SLIDE: AGENDATHEME: Intro/Cover Slide Possible Talking Points: Who we have here and why we are here. NEXT SLIDE: AGENDA

53. Overseas Challenges Security Requirements � Base Access Host Nation Requirements Restricted Procurements Staffing/Recruitment of Experienced Contractor Personnel Personnel Turnover U.S. Policy Implications Logistics � Transportation, Infrastructure & Materials Availability External Impacts Security Rising material and service costs Ability to recruit civilian personnel Impacts of project competitions Program turbulence Political Elections Logistics- Restrictions on transportation of good, services, and people throughout the Theater Internal: Rising operating costs Staffing of qualified personnel Personnel Turnover Transfer of Knowledge Hard to implement AAR/Lessons Learned External Impacts Security Rising material and service costs Ability to recruit civilian personnel Impacts of project competitions Program turbulence Political Elections Logistics- Restrictions on transportation of good, services, and people throughout the Theater Internal: Rising operating costs Staffing of qualified personnel Personnel Turnover Transfer of Knowledge Hard to implement AAR/Lessons Learned

54. Contractors must be registered with Central Contractor Registry (CCR) (www.ccr.gov) All solicitations and awards are posted to Federal Business Opportunities (FBO) (www.fbo.gov). Do your homework: Know how your capabilities fit our requirements Prepare your proposal and complete the appropriate forms stated or provided in the solicitation and return to the Contracting point of contact on time. Consider subcontracting opportunities as well as prime contracts Doing Business With USACE

55. Getting Started Steps to Follow Step 1: DUNS Number http://fedgov.dnb.com/webform Step 2: NCAGE Number http://www.dlis.dla.mil/Forms/Form_AC135.asp Step 3: CCR Registration http://www.ccr.gov Step 4: Federal Business Opportunities (FedBizOpps) http://www.fbo.gov

56. Searching for Solicitation and Award Information Go to https://www.fbo.gov/ Log in as Vendors and follow the instructions for searching, monitoring, and retrieving opportunities. Once logged in, click on the Opportunities tab at the top of the page. Click on the Advanced Search tab.

57. Searching for Solicitation and Award Information Scroll down to the section titled �Agency/Office/Location(s)*:� Select �Specific Agency/Office/Locations� Once selected, a new section titled �Specific Agencies / Offices*:� appears Click in the search field and type �Corps of Engineers�

58. Searching for Solicitation and Award Information Select �Department of the Army/U.S. Army Corps of Engineers� Click the button �Show/Update Office Locations For Selected Agencies� Scroll down and select �U.S. Army Corps of Engineers/USACE Middle East District� Scroll to the bottom of the screen and click �Search�. The system will generate a list of active opportunities

59. Searching for Solicitation and Award Information For a quick search of active appropriated fund opportunities: - Enter �Qatar� in the "Keywords / Solicitation #:" box on the home page - Click �Search� If you find an opportunity that interests you, download the information.

60. Subcontracting Opportunities Don�t forget to contact prime contractors on the award notices and offer your capabilities to them as a subcontractor They are always looking for local suppliers of construction supplies and services This is a prime area of business growth for local Qatari businesses

61. Searching for Award Information For a quick search of award notices: Enter �W912ER" in the "Keywords / Solicitation #:" box on the home page Click �Search� Look for the title �Award Notice� in the search results. Read the award notices to find out who the prime contractors are working on projects in Qatar

62. Regulations that Guide USACE Contracting Federal Acquisition Regulation (FAR) Defense Federal Acquisition Regulation Supplement (DFARS) Army Federal Acquisition Regulation Supplement (AFARS) Located at www.farsite.hill.af.mil All clauses, definitions, and procedures can be found here

63. USACE Overseas Office andContracting Contacts Middle East District, USACE: www.tam.usace.army.mil Qatar Area Office Area Engineer: Gharib Ibrahim gharib.ibrahim@usace.army.mil MED Contracting (CT) Chief: Darralyn Williams darralyn.s.williams@usace.army.mil CT Construction Branch Chief: Tracy Wickham tracy.l.wickman@usace.army.mil CT Construction Specialist: Robyn Ratchford robin.ratchford@usace.army.mil USACE contracting website: www.usace.army.mil/CECT/Pages/home.aspx

64. That concludes my prepared brief, and I will be more than pleased to address any questions you might have in regard to the briefing or the USACE. Before that, however, if you have no objections, I would like to give you some background and info on a problem we have experienced and continue to experience with the DUSA in regard to filling several of our open key leader/SES positions. That concludes my prepared brief, and I will be more than pleased to address any questions you might have in regard to the briefing or the USACE. Before that, however, if you have no objections, I would like to give you some background and info on a problem we have experienced and continue to experience with the DUSA in regard to filling several of our open key leader/SES positions.

65. International Contract Corruption Task Force Briefing 65 SA Jon L. Powell, AFOSI ICCTF-Qatar SA India T. Horne, AFOSI ICCTF-Qatar

66. Final Question and Answer Session 66

67. Panel Members Mr. Anthony Torres � Air Force Al Udeid AB Mr. Bruce Helms � Army Corps of Engineers Mr. Gary Hall � Army Contracting � Qatar Ms. Mary Harding � Army Contracting � Qatar Mr. Jeffery Harris � Army Contracting � Qatar Mr. Greg Billings � Army Contracting � Qatar Mr. Terek Ali � Army Contracting � Qatar Mr. Tony Reed � Army Contracting � Qatar 67

68. Thank You for Attending www.USMilitaryContracting.com 68