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Mr. Nelson Escribano Small Business Specialist

SMALL BUSINESS PROGRAM. Relationships & Education. Market Research & Reports. Mr. Nelson Escribano Small Business Specialist. Acquisition Strategy. ROLE OF SB OFFICE. Maximize SB Participation - Attend Program Reviews/Acquisitions Strategy Panels - Make Set-Aside Recommendations

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Mr. Nelson Escribano Small Business Specialist

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  1. SMALL BUSINESS PROGRAM Relationships & Education Market Research & Reports Mr.Nelson Escribano Small Business Specialist Acquisition Strategy

  2. ROLE OF SB OFFICE • Maximize SB Participation • - Attend Program Reviews/Acquisitions Strategy Panels • - Make Set-Aside Recommendations • - Provide Sources • - Review Acquisitions/Evaluate Subcontracting Plans • - Publicize SB Program • Conduct Market Research • - Sources Sought Synopsis • - Database Queries • Maintain Education Program • - Awareness & Training Sessions • - Advise & Assist COs/CSs on SB Matters REF: AFI 64-201; FAR 19.7; DFARS 219.201

  3. ROLE OF SB OFFICE • Counsel Contractors • - Advise what the 6 CONS’s Needs are • - Coordinate Inquiries/Guidance Requests • - Interface with Buyers/Mission Partners • Track SB GoalProgress forCommander • - Semi-annual Brief • - Unit Small Business Plan • Manage Outreach Program • - Federal Procurement Conferences & Training • - Southeast Area SB Council • - Small Business Administration • - Procurement Technical Assistant Centers REF: AFR 64-201; DFARS 219.201; FAR 10

  4. 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

  5. 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?

  6. 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 (866) 705-5711 • Identify your Product/Service • Federal Supply Classification Code (FSC) or Product Service Code (PSC) • http://www.dlis.dla.mil/h2 or http://www.fedbizopps.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/contractingopportunities/sizestandardtopics.html • Central Contractor Registration (CCR) • http://www.ccr.gov • Online Reps and Certs Application (ORCA) • http://bnp.gov or http://orca.bpn.gov • Wide Area Workflow-Receipt & Acceptance (WAWF-RA) • https://wawf.eb.mil • http://www.wawftraining.com (Web-based Training)

  7. 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”

  8. 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

  9. 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

  10. 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 • Stand out from the crowd • How can customer benefit from doing business with you? • What problem/challenges do you solve for your customer?

  11. 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

  12. “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

  13. “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

  14. 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 (AT&L) • - www.acq.osd.mil/osbp/sbir/index (SBIR) • - www.acq.osd.mil/ott/ (Office of Technology Transfer)

  15. 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@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

  16. 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.info - Department of the Navy/Office of Small Business Programs - www.donhq.navy.mil/OSBP/about/startplan - National Aeronautics and Space Administration (NASA) - www.hq.nasa.gov/office - Minority Business Development Agency - www.mbda.gov REF: AFR 64-201; DFARS 219.201; FAR 10

  17. 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

  18. 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

  19. 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 FIOA’s • - 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@wpafb.af.mil

  20. 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) • BID ON REQUIREMENT IF YOU STATE SO • THERE ARE NO LIMITATIONS – THERE IS NO BOX • PRIMARY GOAL TO SUCCESS IS GOOD BUSINESS • Reputation, Word of Mouth, Money will follow

  21. REVIEW What Really Works: -- Network, Communication, & Relationships -- Past Performance & Continuous Marketing -- Being Prepared, Patient, & Persistent Small Businesses: -- Create Jobs -- Are Leaders of Innovations & Technology -- Increase Competition – Decrease Costs Remember:It’s In The National Interest!

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