August 2005 H o w t o M a r k e t t o B r o o k h a v e n N a t i o n a l L a b o r a t o r y.
This Presentation will cover: • Do Your Homework/Basic Information, • Can YOU Do Business With BNL?, • Construction Contracting, • How Do I Begin?, • Six Types of Small Businesses, • SBA Certification for SDB/8a & HUBZone, • Tips When Talking to the Buyer, • Important Marketing Points to Remember, • Other Resources to Grow Your Business
Do Your Homework ! & Basic Information First identify what WE do, then research what YOU can sell to the Lab. Our web site has a wealth of information: www.bnl.gov Basic Information • BNL’s broad mission is to produce excellent science in a safe, environmentally sound manner. • We are located in Upton, Long Island, NY • We have a staff of about 3,000 scientists, engineers, technicians and support staff AND over 4,000 visiting researchers annually from all over the world. • We do research in physical, biomedical, environmental sciences, energy technologies and national security.
Basic Information (Con’t) BNL is a Department of Energy Prime Contractor, which means that we have to abide by Federal Government rules and regulations. On any government Prime Contract OVER $500,000 ($1 Mil for Construction) a Prime Contractor must submit a Subcontracting Plan to the Federal agency. The Plan identifies the $’s and % goals for the utilization of the 6 small business categories, in the performance of the Prime Contract. This is the reason we have a Small Business Program. Our Major Facilities are: - Relativistic Heavy Ion Collider (RHIC) a particle accelerator for nuclear physics, - National Synchrotron Light Source (NSLS) which provides an entire spectrum of extremely bright light for research in biology, physics, chemistry, geophysics, medicine & material science, - Alternating Gradient Synchrotron for high energy & nuclear physics, and a - Accelerator Test Facility for generating, accelerating & monitoring particle beams.
Basic Information (Con’t) We are operated & managed forDOE’s Office of Science by Brookhaven Science Associates(BSA), an LLC founded by Stony Brook University, and Battelle – a nonprofit, applied science and technology organization. Scientific Discoveries/Research at BNL: L-dopa to treat Parkinson’s disease; Cocaine addiction treatment & other addiction studies, Mental illness and aging; Advanced energy technology studies; Low temperature way to make PURE hydrogen for use in fuel cells, ThraxVAc to clean up Anthrax, etc.
Can YOU Do Business With BNL? Most of the time the answer is YES. BNL’s major mission is science and research. We do NOT manufacture anything. We do however, purchase a vast amount of products and/or services to run this world class Laboratory. BNL IS the small town of Upton, NY – zip code 11973. We have our own police and fire departments, medical, gym, living facilities for visiting scientists/researchers and we even have our own on-site gas station. We are currently looking for: The very specific products shown on the handout. We don’t need: These are some of the products/services we DO NOT need new sources for because we already have excellent suppliers: Computer equipment & services; IT services; Illegal products; Janitorial supplies; Laboratory supplies; Office supplies & furniture; Safety supplies We rarely buy these services: Advertising/Public Relations; Automotive Vehicles; Direct Mail Services; Food; Healthcare services/products; Insurance; Legal; Medical; Military products/services; Photography; Printing; Web design/hosting. Last fiscal year (FY04) Brookhaven National Lab spent $ 57,257,687 (57.5%) with small businesses nationally, WE MET & EXCEEDED ALL OUR GOALS !!!!!!!!!!!
Construction Contracting: Construction contracts are handled differently. You must first submit a Pre-Qualification Proposal, in order to be considered for any construction contract. Contractors must submit the following documentation for consideration: a)Construction contractor Pre-Qualification Questionnaire, b)Contractor Safety Record, c)Asbestos Exclusion Certification, d)Classes of Work, e)Certifications and Representations Once you have submitted these documents, your documentation will be reviewed by a BNL panel and if approved, you will be required to execute a Basic Ordering Agreement (BOA) contract. For an individual construction projects, each Contractor with whom the Laboratory has a BOA for that specific type of work, will be asked to submit a lump sum bid based on the specifications and drawings. The Laboratory will then award a Task Agreement to the low bidder under their BOA. To obtain the documentation go to: www.bnl.gov/ppm/SDB/WhatWeBuy.asp & scroll down to Construction.
How Do I Begin? First determine if BNL buys what you sell. Then register in our Supplier Registration Database: All you have to do is send me an e-mail, which briefly identifies what product and/or service you want to sell to the Lab; your company contact information; AND the type of SMALL business you are (which of the 6 small business (SB) categories do you fall into). Not sure of your SB category – go to www.bnl.gov/ppm/SDB/DefinitionNAICS.asp If your product and/or service can be used by BNL, then I will enter you in our Supplier registration Database and advise you who your Buyer/Contract Specialist is. Email me (Jill Clough-Johnston, Small Business Liaison Officer) at: email@example.com For more Small Business information go to: www.bnl.gov/ppm/SDB/default.asp OR go to our home page at www.bnl.gov, click on A-Z Site Index on the left side, and click S for Small Business Program.
Six Types of Small Businesses Small Business (SB) A small business, including its affiliates, is one that is independently owned and operated, not dominant in the field of operation in which it is bidding on government contracts, and qualified as a small business under the criteria in 13 CFR part 121 - NAICS size standards. The North American Industrial Classification System or NAICS codes determine whether a business is considered small by their industry code. These codes pertain to the size of the firm and not the value of the procurement. The standards are set by either the number of employees or by the average annual sales over a three-year period. The NAICS are on the web at www.sba.gov/size. Small Disadvantaged Business (SDB) Is a small business that is: at least 51% owned by one or more socially and economically disadvantaged people or in the case of any publicly owned business, at least 51% of the stock of which is owned by one or more disadvantaged people; is a U.S. citizen; owns, operates and manages the business on a daily basis; and is in business at least one year. For BNL to take credit for a minority firm, the firm MUST be SDB or 8a certified through the SBA. For more information go to: www.bnl.gov/ppm/SDB/Certified.asp The following people are automatically considered to be socially and economically disadvantaged: -Black Americans -Hispanic Americans
Six Types of Small Businesses (Con’t) Small Disadvantaged Business (SDB) (Con’t) -Indian Tribes – are those individuals who have at least 51% of their origins in any Indian tribe, band, nation or other organized group or community of Indians, including an Alaska Native Corporation person. -Native Americans – are considered American Indians, Eskimos, Aleuts, and native Hawaiians. -Asian-Pacific Americans – are those individuals who have at least 51%of their origins in: Japan, China, the Philippines, Vietnam, Korea, Samoa, Guam, the U.S. Trust Territory of the Pacific Islands, Republic of Palau ( the Northern Marina Islands, Laos, Kampuchea, Cambodia), Taiwan, Burma, Thailand, Malaysia, Indonesia, Singapore, Brunei, Republic of the Marshall Islands, or the Federated States of Micronesia. -Subcontinent Asian Americans - are those individuals who have at least 51% of their origins in: India, Pakistan, Bangladesh, Sri Lanka, Bhutan, or Nepal. The 8a program is a 9 year program for SDBs, for more info www.sba.gov/8abd. For BNL to get credit, a minority company MUST be SDB or 8a certified through the SBA.
Six Types of Small Businesses (Con’t) Woman-Owned Small Business (WOB) Is a small business that is: at least 51% owned by one or more women or in the case of any publicly owned business, at least 51% of the stock of which is owned by one or more women; is a U.S. citizen; owns, operates and manages the business on a daily basis; and is in business at least one year. For more information go to: www.bnl.gov/ppm/SDB/Certified.asp HUB-Zone Small Business (HUB) Is a small business that is: located in an Historically Underutilized Business Zone (HUB-Zone); owned & operated by one or more U.S. citizens; and at least 35% of its employees must reside in a HUB-Zone. To find out where HUB-Zones are go to: https://eweb1.sba.gov/hubzone/internet/general/findout.cfm For more information on HUB Zones - www.bnl.gov/ppm/SDB/Certified.asp For BNL to get credit, a HUB-Zone company MUST be certified through the SBA.
Six Types of Small Businesses (Con’t) Veteran-Owned Small Business (VOB) Is a small business that is at least 51% owned by one or more veterans or in the case of any publicly owned business, at least 51% of the stock of which is owned by one or more veterans. For more info go to: www.bnl.gov/ppm/SDB/Certified.asp Service-Disabled Veteran-Owned Small Business (SDVOB) Means a small business that is at least 51% owned, operated and managed by one or more service-disabled veterans. In the case of any publicly owned business, at least 51% of the stock must by owned by one or more service-disabled veterans and whose management and daily business operations are controlled by one or more service- disabled veterans or in the case of a veteran with permanent and severe disability, the spouse or permanent caregiver of such veteran. A Service-disabled veteran is defined in 38 U.S.C. 101(2). For more info go to: www.bnl.gov/ppm/SDB/Certified.asp
SBA Certification for SDB/8a & HUBZone IMPORTANT: For BNL to get credit, a minority business MUST be Small Business Administration (SBA) certified as a Small Disadvantaged Business (SDB) or an 8a business. For BNL to get credit, a HUBZone business MUST be Small Business Administration (SBA) certified as a HUBZone business. How do you get your business SBA certified? There is a detailed explanation on the BNL - Small Business Program web site, with a link to the SBA: Go to: www.bnl.gov/ppm/SDB/Certified.asp
Tips When Talking to the Buyer It is highly recommended that you call or email the Buyer or Contract Specialist, to introduce your company to them. Ask them if there are any current or future requirements you can help them with. It is VERY IMPORTANT to let the Buyer know that you fit into one (or more) of these categories: Small; Small Disadvantaged; 8(a); Woman-Owned; Veteran-Owned; Service-Disabled Veteran-Owned; or a HUB-Zone ANDLET THEM KNOW IF YOU ARE SBA CERTIFIED. To look up your Buyer or Contract Specialist go to: www.bnl.gov/ppm/SDB/Commodity%20list.xls The Laboratory strives to havemore than one source of supply for a particular product and/or service and actively seeks small business suppliers. Make sure you are registered in the government’s FREE Central Contractor Registration (CCR) Database (formally the SBA’s PRO-Net) at: www.ccr.gov. Our Buyers WANT to buy from these types of small business categories, because: 1) It helps BNL meet the Prime Contract Small Business goals with Dept. of Energy, 2) It helps the Buyer meet their personal BNL goals which are part of their performance reviews, and 3) It makes good business sense.
Important Marketing Points to Remember: Marketing: - Follow up, follow up, and follow up on any contacts you have made. • Make up two sets of business cards and stationary, one for Government and one for Commercial customers. • Remember the little niceties your Mother taught you and send a thank-you note. • MARKET, MARKET, MARKET!!!!!!!!!!! • Market your company. Know your market niche and focus on it. Develop a succinct, one page summary of your company’s expertise and capabilities: including relevant experience, references with federal agencies, registrations, business type (especially if you are a small business) and the certifications you have with the SBA. Here’s a great example:
A GREAT Marketing Example This was sent to me in September (end of the government and our fiscal year) “It’s crunch time and purchasing is at its peak. XYZ Co. is a SMALL, SBA Certified SDB BUSINESS and I am here to work hard for YOU ! We provide Scientific products to many federal agencies (GSA, DoD, & DoE). We are the ”GO TO GUYS” for all your technology needs. Send me your RFQ’s and let me prove myself to you.” What does the above little paragraph show a prospective customer? • That they know that the Buyer is extremely busy, • That they are a small woman-owned business, so the Buyer can possibly use them to help meet the companies small and woman-owned business goals. This is especially true at the end of the fiscal year, • That they sell IT products and who their customers are, and • If we give them a chance, they are willing to prove themselves.
Important points to remember (Con’t) Networking: • Project a professional image, from that first telephone call, to the content and appearance of your company’s capability statement, • Market to everyone you talk to, you never know who your next customer will be, • Participate in events/meetings attended by your target client, • Attend trade fairs in your company’s field and network, • Then network, network, and network some more!!!
Other Resources to Grow Your Business BNL’s Web site:www.bnl.govto research what the Lab does/staff directories to identify users. BNL’s Small Business Program site: www.bnl.gov/ppm/SDB/default.asp,OR click on A-Z Site Index on the left, then S for Small Buisness Program. Current Bidding Opportunities at the Department of Energy (DOE):http://e-center.doe.gov/You must be registered on DOE’s Industry Interactive Procurement System (IIPS) in order to bid. http://doe-iips.pr.doe.gov/
Other Resources to Grow Your Business (Con’t) Empire State Development: www.nylovesbiz.com Federal Government Bidding Opportunities: www.fedbizopps.gov/ Procurement Technical Assistance Programs: www.sellingtothegovernment or www.aptac-us.org/new/ Small Business Development Centers : www.sba.gov/sbdc/ Space Alliance Technology Outreach Program (SATOP) : www.SATOPNY.com
Summary • If you sell what we buy – then send me an email briefly explaining what you sell, your contact information, including your business type (identify which type(s) of small business you are), and state whether you have any certifications. We will enter you in the Supplier Registration database. Then look up your Buyer or Contract Specialist on our web site and call them to see if they have any current or future requirements that you can help them with. If you have any questions and/or problems, please feel free to call me at 631 344-3173 or e-mail me at firstname.lastname@example.org. Thank you for your attention!