Doing Business With The Navy
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Doing Business With The NavyDoing Business With The Navy Doing Business With The NavyDoing Business With The Navy
RDML Kathleen M. Dussault, SC, USN
Deputy Assistant Secretary of the Navy
(Acquisition & Logistics Management)
August 16, 20071
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•
•
Summary
Small Business Trends
Navy Acquisition
Environment•
• How to Market Your
Business
Points of Contact
•
AgendaAgenda
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National Strategy National Strategy QDR ImplicationsQDR Implications
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• 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
More Sailors are serving ashore than afloat in CENTCOM AOR
Navy Acquisition EnvironmentNavy Acquisition EnvironmentTransforming for War on TerrorTransforming for War on Terror
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Naval Air Systems Command
Director of NAVAIR Small BusinessPhone: (301) 757-9044
Fax: (301) 757-9093www.navair.navy.mil
Director of Small Business ProgramPhone: (619) 524-7701
Fax: (619) 524-3165https://e-commerce.spawar.navy.mil
Space and Naval WarfareSystems Command
Major Navy Buying CommandsMajor Navy Buying Commands
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Naval Sea Systems Command
Associate Director of Small BusinessPhone: (202) 781-3965
Fax: (202) 781-4772www.navsea.navy.mil
Major Navy Buying CommandsMajor Navy Buying Commands
Marine CorpsSystems Command
Associate Director of Small BusinessPhone: (703) 432-3946
Fax: (703) 432-3486www.marcorsyscom.usmc.mil
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Naval FacilitiesEngineering Command
Associate Director of Small BusinessPhone: (202) 685-9129
Fax: (202) 685-1485www.navfac.navy.mil
Military Sealift Command
Associate Director of Small BusinessPhone: (202) 685-5565
Fax: (202) 685-5515www.msc.navy.mil
Major Navy Buying CommandsMajor Navy Buying Commands
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Naval SupplySystems Command
Associate Director of Small BusinessPhone: (717) 605-3575
Fax: (717) 605-1102www.navsup.navy.mil
Office of Naval Research
Associate Director of Small BusinessPhone: (703) 696-4511
Fax: (703) [email protected]
Major Navy Buying CommandsMajor Navy Buying Commands
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Exchanges
www.navy-nex.com/command/contractor_vendor/cv-index.html
Defense Commissary Agency (DECA)
www.commissaries.com/business.cfm
www.usmc-mccs.org/buspartners/retail.cfm
ResaleResale OpportunitiesOpportunities
www.aafes.com/pa/selling/default.asp
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DoD Expenditures in the U.S.DoD Expenditures in the U.S.Trend of Goods and ServicesTrend of Goods and Services
$ Value in Billions
$0
$20
$40
$60
$80
$100
$120
$140
2002 2003 2004 2005 2006
Goods
Services
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DoD Large Business Contracts DoD Large Business Contracts
$ Value in Billions No. Awarded in Millions
$0
$50
$100
$150
$200
FY02 FY03 FY04 FY05 FY060.0
0.5
1.0
1.5
2.0
2.5
3.0
FY02 FY03 FY04 FY05 FY06
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DoD Small Business ContractsDoD Small Business Contracts
$0
$10
$20
$30
$40
$50
$60
FY02 FY03 FY04 FY05 FY06
$ Value in BillionsNo. Awarded in Millions
0.0
0.5
1.0
1.5
2.0
2.5
3.0
FY02 FY03 FY04 FY05 FY06
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DoN Large Business ContractsDoN Large Business Contracts
$ Value in Billions No. Awarded in Thousands
$0
$10
$20
$30
$40
$50
$60
FY02 FY03 FY04 FY05 FY060
20
40
60
80
100
120
FY02 FY03 FY04 FY05 FY06
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DoN Small Business ContractsDoN Small Business Contracts
$0
$2
$4
$6
$8
$10
$12
FY02 FY03 FY04 FY05 FY06
$ Value in BillionsNo. Awarded in Thousands
0
50
100
150
FY02 FY03 FY04 FY05 FY06
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DoD Large Business Contracts inDoD Large Business Contracts inPennsylvaniaPennsylvania
$ Value in BillionsNo. Awarded in Thousands
$0
$1
$2
$3
$4
$5
$6
FY02 FY03 FY04 FY05 FY060
10
20
30
40
50
60
70
FY02 FY03 FY04 FY05 FY06
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DoD Small Business Contracts inDoD Small Business Contracts inPennsylvaniaPennsylvania
$0.0
$0.5
$1.0
$1.5
$2.0
FY02 FY03 FY04 FY05 FY06
$ Value in BillionsNo. Awarded in Thousands
0
10
20
30
40
50
60
70
FY02 FY03 FY04 FY05 FY06
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DoD Top Ten Businesses in DoD Top Ten Businesses in PennsylvaniaPennsylvania
LARGE BUSINESS
AMERISOURCEBERGEN DRUG CORP 1.3BTHE BOEING COMPANY 955MBAE SYSTEMS LAND & ARMAMENTS 949MBECHTEL BETTIS, INC 288MCBS BROADCASTING INC 279MUNITED CONCORDIA COMPANIES 217MALLOY SURFACES COMPANY, INC 170MTHE SPECIALTY GROUP, INC
106MGENERAL DYNAMICS ORDNANCE 99MCONCURRENT TECHNOLGIES, INC 96M
SMALL BUSINESS
SOFTMART GOVERNMENT SERVICES 148MTHE SPECIALTY GROUP 76MIBIS TEK, LLC 50MAMERICAN HOSPITAL SERVICE GROUP 41MSECHAN ELECTRONICS, INC
38MKAMPI COMPONENTS CO INC
34MNAUGHTON ENERGY CORPORATION 33MKEYSTONE PREPOSITIONING SERVICE 31MNIGHT VISION SYSTEMS, INC
30MWHEELER BROS, INC
29M
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DoN Large Business Contracts inDoN Large Business Contracts inPennsylvaniaPennsylvania
$0.0
$0.5
$1.0
$1.5
FY02 FY03 FY04 FY05 FY06
$ Value in Billions No. Awarded in Thousands
0
1
2
3
FY02 FY03 FY04 FY05 FY06
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DoN Small Business Contracts inDoN Small Business Contracts inPennsylvaniaPennsylvania
$0
$50
$100
$150
$200
$250
$300
$350
$400
FY02 FY03 FY04 FY05 FY06
$ Value in MillionsNo. Awarded in Thousands
0
1
2
3
4
5
FY02 FY03 FY04 FY05 FY06
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DoN Top Ten Businesses in DoN Top Ten Businesses in PennsylvaniaPennsylvania
LARGE BUSINESSBECHTEL BETTIS, INC 288MCBS BROADCASTING, INC 279MCONCURRENT TECHNOLOGIES CORP 60MLOCKHEED MARTIN CORP ARCHBALD 35MALLOY SURFACES COMPANY, INC 34MBAE SYSTEMS INFORMATION & ELECTRIC
26MA BRDC JOINT VENTURE 21MYORK INTERNATIONAL CORPORATION 16MPENNSYLVANIA STATE UNIVERSITY 15MLOCKHEED MARTIN CORPKING OF PRUSSIA
15M SMALL BUSINESS
KEYSTONE PREPOSITIONING SERV 31MNAVMAR APPLIED SCIENCES CORP 25MFIDELITY TECHNOLOGIES CORP 23M DELPHINUS ENGINEERING, INC 19M SABRE SYSTEMS, INC 12MGESTALT, LLC 11MDE TECHNOLOGIES, INC 10MSUPERIOR LANDSCAPING CO. 9M SECHAN ELECTRONICS, INC 8M TARGET MEDIA MID ATLANTIC 7M
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DoD Large Business Contracts in DoD Large Business Contracts in Pennsylvania, District 12 Pennsylvania, District 12
$0
$25
$50
$75
$100
$125
FY02 FY03 FY04 FY05 FY06
$ Value in Millions No. Awarded in Hundreds
0
1
2
3
4
5
6
FY02 FY03 FY04 FY05 FY06
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DoD Small Business Contracts inDoD Small Business Contracts inPennsylvania, District 12Pennsylvania, District 12
$ Value in Millions
$0
$25
$50
$75
$100
$125
$150
FY02 FY03 FY04 FY05 FY06
No. Awarded in Thousands
0.0
0.5
1.0
1.5
2.0
2.5
FY02 FY03 FY04 FY05 FY06
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DoD Top Ten Businesses in DoD Top Ten Businesses in Pennsylvania, District 12 Pennsylvania, District 12
LARGE BUSINESSCONCURRENT TECHNOLOGIES CORP 96.2M JOSEPH B FAY CO INC 6.3MTELCOVE, INC 1.7MANSYS, INC 591KH F LENZ COMPANY 580KMARTIN-BAKER AMERICA, INC 559KCENTIMARK CORPORATION 495KREINHART FOODSERVICE, LLC 470KLOCKHEED MARTIN AEROPARTS, INC 342KWASTE MANAGEMENT OF PA 292K
SMALL BUSINESSWHEELER BROS, INC 29.5MNAT'L CTR DEFENSE MFG 14.2MKUCHERA DEFENSE SYSTEMS, INC 11.9MPENN METAL FABRICATORS INC 9.5MKDH DEFENSE SYSTEMS INC
5.7MFULLARD ENVIRONMENTAL CONTROLS
3.4MMIDATLANTIC CONSTRUCTION 3.1ML ROBERT KIMBALL & ASSOCIATES 2.4MMELT MANUFACTURING LLC
2.3MCARACAL, INC 2.2M
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DoN Large Business Contracts inDoN Large Business Contracts inPennsylvania, District 12Pennsylvania, District 12
$0
$10
$20
$30
$40
$50
$60
$70
FY02 FY03 FY04 FY05 FY06
$ Value in Millions No. Awarded in Hundreds
0.0
0.5
1.0
1.5
2.0
FY02 FY03 FY04 FY05 FY06
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DoN Small Business Contracts inDoN Small Business Contracts inPennsylvania, District 12Pennsylvania, District 12
$ Value in Millions
$0
$10
$20
$30
$40
$50
$60
$70
FY02 FY03 FY04 FY05 FY06
No. Awarded in Hundreds
0
1
2
3
4
5
FY02 FY03 FY04 FY05 FY06
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DoN Top Ten Businesses in DoN Top Ten Businesses in Pennsylvania, District 12 Pennsylvania, District 12
LARGE BUSINESS
CONCURRENT TECHNOLOGIES 60MMARTIN-BAKER AMERICA, INC 559K ANSYS, INC 291K MICRODISC, INC 118K D R S LAUREL TECHNOLOGIES 110KLOCKHEED MARTIN AEROPARTS, INC 96K GE IONICS, INC 82KCOMMONWEALTH RESEARCH INSTITUTE 56KOUTDOOR ODYSSEY, INC 55KKENNAMETAL INC 50K
SMALL BUSINESSKUCHERA DEFENSE SYSTEMS, INC 5.9MFULLARD ENVIRONMENTAL CONTROLS 2.8MMIDATLANTIC CONSTRUCTION
2.7MKDH DEFENSE SYSTEMS INC
2.5MCARACAL, INC 2.2MCONCURRENT TECHNOLOGIES CORP 1.4MGLOBAL SYSTEMS TECHNOLOGIES 1.2MSKOVIRA MACHINE COMPANY
1.1MSFC VALVE CORPORATION 596KSHUMAR'S WELDING & MACHINE SERV 535K 26
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Register Your Firm And ProductsRegister Your Firm And Products Get Acquainted With The ProceduresGet Acquainted With The Procedures Learn About the MarketplaceLearn About the Marketplace Find Specific OpportunitiesFind Specific Opportunities Make It Easy For CustomersMake It Easy For Customers Learn About Learn About
Special ProgramsSpecial Programs Seek AssistanceSeek Assistance
How To Market Your BusinessHow To Market Your Business
Identify Your
Determine
Customer Needs
Follow Up
Make capabilities
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Register Your Company Obtain Data Universal Numbering Systems (DUNS)
Obtain Commercial and Government Entity (CAGE) Code
Register in the DoD Central Contractor Registration (CCR) System
Register Your Firm and Your ProductsRegister Your Firm and Your Products
www.dnb.com/US/duns_update/index.html
www.dlis.dla.mil/cageserv.asp
www.ccr.gov Federal Supply Classification Code (FSC)
North American Industry Classification System (NAICS) www.usabid.com/resources/tables/pscs/
www.census.gov/epcd/www/naics.html
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Get Acquainted with the ProceduresGet 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/
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Learn About the MarketplaceLearn 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
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Find Specific OpportunitiesFind Specific Opportunities
Navy Electronic Commerce Online (NECO) www.neco.navy.mil
Subcontracting Resources www.acq.osd.mil/osbp/doing_business/index.htm www.sba.gov/GC/indexcontacts-sbsd.html
Federal/DoD Business Opportunities www.fedbizopps.gov https://emall6.prod.dodonline.net/main/
https://progate.daps.dla.mil/home/
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Make It Easy For Your CustomersMake It Easy For Your Customers
Federal Supply Services (FSS)www.fss.gsa.gov
Government Charge Card Program –
GSA SmartPayhttp://www.gsa.gov/Portal/gsa/ep/channelView.do?
pageTypeId=8211&channelId=-12984 www.gsa.gov
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Small Business Emphasis ProgramsSmall Business Emphasis Programs
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
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Business Partner NetworkBusiness Partner Network
34 www.bpn.gov
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Available Help - SBAAvailable Help - SBA
Offices Providing Assistance To Small Businesses For Defense
Procurement
Small Business AdministrationPittsburgh District Office
411 Seventh Ave, Ste 1450Pittsburgh, PA 15219
(412) 395-6560http://www.sba.gov/localresources/district/pa/pitt/index.html
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Area DoD Small Business Area DoD Small Business RepresentativesRepresentatives
Small Business SpecialistPhone: 717-605-7525
Small Business SpecialistPhone: 412-395-7477
Small Business SpecialistPhone: 412-474-8119
Navy
Air Force
Army
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Area Procurement Technical Area Procurement Technical Assistance CentersAssistance Centers
http://www.sellingtothegovernment.net 37
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Department of the NavyOffice of Small Business Programs
720 Kennon St., SEBuilding 36, Room 207
Washington, D.C. 20374-5015Phone: (202) 685-6485
Fax: (202) 685-6865
http://www.donhq.navy.mil/OSBP/
Share Your ThoughtsShare Your Thoughts
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Doing Business With The NavyDoing Business With The Navy
www.acquisition.navy.milwww.acquisition.navy.mil (site for this presentation)
www.acq.osd.mil/sadbuwww.donhq.navy.mil/OSBP/www.gsa.govwww.bpn.govwww.sba.govwww.fedbizopps.gov
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40http://www.acquisition.navy.mil/