12 Steps to Doing Business

with the Army and the JM&L LCMC

U.S. Army Joint Munitions and LethalityLife Cycle Management Command

“Providing America with Advanced Armaments in Peace and War ”

JM&L LCMC

Office of Small Business Programs

VISION

To Be The Premier Advocacy Organization Committed To Maximizing Small Business Opportunities In Support Of

The Warfighter.

JM&L LCMC

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

MISSION• Advise the Commander and Senior Leadership of

the JM&L LCMC on Small Business Related Matters

• Spearhead Innovative Initiatives that Contribute to

Expanding the Small Business Industrial Base

Relevant to the Army Mission and the Priorities

of the JM&L LCMC

• Leverage the Use of Minority Serving Educational

Institutions in Support of Army Science and

Technology Programs

JM&L LCMC

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

JM&L LCMC

FY 06 PERFORMANCE

0.00

2.00

4.00

6.00

8.00

10.00

12.00

14.00

16.00

18.00

20.00

SB SDB WOSB SDV HUBZ HBCU

TOTAL OBLIGATED in FY 06 = $2.2B

Small Business=$326M 18.8% of Goal of 19.0%

Small Disadvantaged=$57M 3.28% of Goal of 2.7%

Women Owned=$38M 2.19% of Goal of 2.0%

Service Disabled Veteran Owned=$9.8M 0.57% of Goal of 1.0%

HUBZone=$28.5M 1.64% of Goal of 1.0%

HBCU/MI=$1.0/$14.7M 6.84% of Goal of 20.0%

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

FY07 Performance

0.00

5.00

10.00

15.00

20.00

25.00

SB SDB WOSB SDV HUBZ HBCU

TOTAL OBLIGATED in FY07 YTD = $2.40B

Total for SB Stats: $1,899M

Small Business=$455M 23.96% of Goal of 20.0%

Small Disadvantaged=$82.3M 4.34% of Goal of 3.0%

Women Owned=$60.3M 3.18% of Goal of 2.0%

Service Disabled Veteran Owned=$6.0M 0.32% of Goal of 0.7%

HUBZone=$35.5M 1.87% of Goal of 1.1%

HBCU/MI=$.9M/$25.9M 3.65% of Goal of 15%

JM&L LCMC

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

US ARMY SMALL BUSINESS AWARDS

MA-$261

HI-$212

CT-$300

RI-$21

SC$213

UT$111

FY 05 SMALL BUSINESS AWARDS $20.4 Billion

Over $1 Billion Over $ 300 M Over $ 200 M Over $ 100 M Over $ 50 M Less than $ 50 M

IL$353

TX$1.1

NM$246

AZ$483

NV$109

OK$235

WA$336

OR$119

MT$42

ID$17

WY$10

CO$423

ND$84

SD$47

NB$65

KS$277

MN$118

IA$55

MO$365

AR$102

LA$303

TN $220

MS$302

AL$1.8B

GA$1.3

WI$289 MI

$331

CA$1.1B

FL$1.1

ME$51VT $71

NH-$122

AK$664

NY$654

WV$56

NC$441

VA$1.9B

PA$570

MD-$1.2B

DE-$16

NJ-$712

DC-$238

IN$208

OH$287

KY$27

7

JM&L LCMC

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

WOSB PROGRAM HISTORY

$0$5

$10$15$20$25$30$35$40$45$50$55$60$65

96 97 98 99 00 01 02 03 04 05 06 07

Effective FY 99, data includes Federal Supply Schedule awards over $25K

FY$ in millions

JM&L LCMC

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

SELLINGTOARMY Website

Single Portal For Army Small Business

• Small Business

• Acquisition Professionals

• Toolbox resource for the acquisition professional

JM&L LCMC

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

STEP ONE

•Know the product or service you are selling to the JM&L LCMC. Know what the JM&L LCMC acquires (and does not acquire!)

•Modify your marketing strategy based the goals and objectives that the JM&L has for each product or service. •Many government product/service listings and future procurements are broken down by NAICS or FSC: http://www.sellingtoarmy.info/User/Misc/FSCSearch.aspx or North American Industry Classification System (NAICS) codes http://www.census.gov/epcd/www/naics.html.

•Know your Federal Supply Classification Code (FSC) and NAICS.

JM&L LCMC

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

STEP TWO• In order to do business with the Army and the JM&L

LCMC, you must be registered in the Central Contractors’ Register database. This registration must be competed prior to award of any contract or agreement. This registration can be accomplished on-line at http://www.ccr.gov.

• Contact the Defense Logistics Services Center to request a CAGE Code: http://www.dlis.dla.mil

• You must have a Data Universal Number System (DUNS) Number. You can contract Dun and Bradstreet by calling 1-800-333-0505 or 610-882-7000.

JM&L LCMC

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

STEP THREE• Contact Ms. Beth Scherr at 973-724-5205 at the

JM&L LCMC Office of Small Business Programs to discuss business opportunities for your firm.Realize that the mission of the JM&L LCMC is such that there may not be direct opportunities for your firm – the Office of Small Business Programs can assist you in learning about other opportunities, such as subcontracting.

Provide your company’s capabilities, preferably in electronic format, to include a brief written summary of your products/services.

An excellent marketing tool to assist you in identifying buying activities that purchase your products or services is the Department of Defense (DOD) Standard Tabulation (ST28) report. http://siadapp.dmdc.osd.mil/procurement/Procurement.html

JM&L LCMC

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

STEP FOUR•Government Purchase Card (purchase/credit cards) – is an instrument that personnel at each installation are authorized to use to buy supplies and services (valued at $3,500 or less).

•If your preferred payment method is through the government purchase card, please let your Army customers know. •Recognize that even GPC purchases are done on a competitive basis.

JM&L LCMC

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

STEP FIVEAs with any customer, it is best to do some research about the activity before calling them. Many Army activities maintain their own websites. This information may be helpful in identifying the primary mission of that command.AMC – http://www.amc.army.mil/amc/smlbusArmy Corps of Engineers – http://www.hq.usace.army.mil/hqsb/Army Contracting Agency – http://dccw.hqda.pentagon.mil/home/index.aspINSCOM – http://www.inscom.army.mil/MEDCOM – http://sb.amedd.army.mil/MRMC – http://www.mrmc.smallbusopps.army.milSDDC – http://www.sddc.army.mil/NGB – http://www.ngb.army.mil/SMDC – http://www.smdc.army.mil/ACA – http://aca.saalt.army.mil

JM&L LCMC

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

STEP SIXUse the resources that the US

Government has set up to assist small business

Procurement Technical Assistance Centers are an important resource and can be invaluable to the small business owner looking to do business with the Government.

These Centers are located in most states and partially funded by DOD to provide small business concerns information on how to do business with the DOD.

JM&L LCMC

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

STEP SIX (cont)

JM&L LCMC

FOUNDATION AT NEW JERSEY INSTITUTE OF TECHNOLOGYPTA CENTER323 MARTIN LUTHER KING BOULEVARD490 FENSTER HALLNEWARK, NJ 07102-1982Point of Contact: DOLCEY CHAPLINPhone: 973-596-3105Fax: 973-596-5501E-mail: chaplin@admin.njit.edu

Website: http://www.njit.edu/DPTAC/UNION COUNTY ECONOMIC DEVELOPMENT CORPORATIONPTA PROGRAM1085 MORRIS AVE STE 531 LIB HALL CENTERUNION, NJ 07083Point of Contact: MARYANN WILLIAMSPhone: 908-527-1166 X20Fax: 908-527-1166 X21E-mail: mwilliams@ucedc.comWebsite: http://www.ucedc.com/

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

STEP SEVENSTEP SEVEN

In addition, the SBA offers assistance through their Small Business Development Centers, http://www.business.gov/, Service Corps of Retired Executives, and regional SBA offices which can provide information on loan programs, government procurements, and the Section 8(a) program.

Don’t forget to check out the SBA’s Office of Women’s Business Ownership, as well as the Online Women’s Business Center, http://www.sba.gov/aboutsba/sbaprograms/onlinewbc/index.html. These are special resources developed specifically to meet the needs to WOSB concerns.

JM&L LCMC

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

STEP EIGHT Regardless of your product or service it is important

that you not neglect our very large secondary market. Subcontracting Opportunities with DOD Prime Contractors http://www.acq.osd.mil/osbp/doing_business/index.htm and lists all of the major DOD prime contractors by state and provides a point of contact (Small Business Liaison Officer) within each firm.

These firms negotiate goals with the contracting activities for subcontracting to small business concerns. This is a multi-billion dollar market. We encourage you to investigate potential opportunities with the large DOD prime contractors, some of which have websites.

JM&L LCMC

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

Many of DOD’s requirements may be beyond the scope of a single small business. We encourage our prime contractors to subcontract and team with small business concerns. Also the Small Business Administration’s Sub-Net is another resource to search for subcontracting opportunities. http://web.sba.gov/subnet/

The JM&L LCMC Office of Small Business Programs can also assist you in finding subcontracting opportunities

JM&L LCMC

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

STEP NINE

STEP TEN It is important that you are familiar with the Federal

contracting procedures and regulations. The following regulations govern contracting procedures within the Army and are available online.

Federal Acquisition Regulations (FAR)http://www.arnet.gov/far/

The Defense Federal Acquisition Regulations Supplement (DFARS)

The Army Federal Acquisition Regulations Supplement (AFARS)

JM&L LCMC

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

STEP ELEVEN Federal business opportunities are posted

on http://www.fedbizopps.gov. This is a single point of entry for the Federal Government and should be monitored daily.

If you are concentrating on JM&L LCMC there is also the acquisition center website

http://procnet.pica.army.mil/

JM&L LCMC

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

STEP TWELVE After you have identified your customers,

researched their requirements, and familiarized yourself with procurement regulations and strategies, it is time to market your product or service directly. Present your capabilities clearly and cogently to the JM&L LCMC activities and prime contractors to whom you are marketing.

Realize that, like you, their time is valuable and if the match is a good one, you can provide them with a cost-effective, quality solution to their requirements.

JM&L LCMC

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

GOOD LUCK!

Office of Small Business Programs “Providing America with Advanced Armaments in Peace and War ”

PLEASE CALL IF YOUHAVE ANY QUESTIONS

www.sellingtoarmy.info