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Business Dev Tools, NCMBC

Business Dev Tools, NCMBC



Defense Trade Show

Defense Trade Show



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    Business Dev Tools, NCMBC Business Dev Tools, NCMBC Presentation Transcript

    • North CarolinaMilitary Business Center BusinessDevelopment Tools August 7, 2012
    • Which Clients are Suited to this Market?• Not a good market for all firms• Need high-speed internet access, computer savvy• Best for firms in business at least 2 years – not good market for (most) start-ups!• Need a record of good performance• Competitive, technically & financially capable• High competition – no easy sales, not a lifesaver for struggling businesses, teaming often critical
    • How the Government Acquires Goods & Services• “Prioritized sources of supplies and services” – Agency inventories – Other agency excess – Federal prison Industries (FPI) – Ability One – Wholesale supply sources: GSA, DLA, etc. – Mandatory, then optional federal supply schedules – Commercial sources, including: existing IDIQ, MACC, MATOC, SATOC, sole-source, and finally, competitive
    • How the Government Acquires Goods & Services• Rules depend on “color of money” – Non-appropriated funds – Appropriated funds• And dollar value of procurement• (And acquisition strategy – assume competitive)
    • What about the Subcontracting Market?• Federal subcontracts = commercial contracts between 2 firms• Large prime contractors have goals for awards of subcontracts: SB, HUBZone, SDVOSB, SDB, WOSBs• May be the best market for you, initially• Teaming opportunities with LBs as primes• Access subcontract opportunities via NCMBC events, www.MatchForce.org, www.ncmbc.us
    • Who We Are• The North Carolina Military Business Center (NCMBC) is a statewide, business development component of the North Carolina Community College System• The NCMBC is totally State-funded, and is the only statewide, military- and existing industry- focused economic development entity in the US
    • Mission and GoalsMissionTo leverage military and other federal businessopportunities for economic development andquality of life in North CarolinaGoals1 - Increase federal business for NC companies2 - Integrate military/families into workforce3 - Support defense-related recruitment
    • NCMBC ProgramsSix aggressive, focused programs designed to engage & train businesses & maximize job creation NCMBC BusinessDevelopment, Military Strategic Technology Communications Employment Training & Sustainment Initiatives Resources & Outreach Program Program Program Assistance Program Program Program
    • NCMBC Programs Business DevelopmentAwareness Recruitment Engagement of Market to Market in Market Connection to Opportunities NCMBC Business Development, Training and Assistance Program Solicitation Analysis/Decision Execute Win Proposal Contract Contract Submission
    • Business Development Team• Create awareness of opportunities, recruit NC firms• Identify current opportunities, notify NC firms• Assist firms with solicitations, quotes, proposals• Pre-position, develop sub-contract opportunities CY2011 154 Contracts $262 - $2,891 million CY2005-2011 1,234 Contracts $2,836 - $9,057 million As of: 16 JUL 2012
    • DoD Procurement & NCMBC Business Developers Alleghany Person Warren Northampton Gates Ashe Surry Stokes Rockingham Caswell Vance Pa Granville Hertford sq Halifax Watauga Wilkes uo Ch Yadkin ta Forsyth ow Guilford Orange Franklin Bertie nk Mitchell Avery an Davie Durham Nash Caldwell Alexander Yancey Alamance Edgecombe Madison Washington Davidson Wake Martin Tyrrell Dare Burke Iredell Wilson Rowan Randolph Chatham McDowell Catawba Buncombe Pitt Beaufort Haywood Swain Rutherford Lincoln Lee Johnston Greene Cabarrus Hyde Graham Jackson Henderson Gaston Stanly Moore Harnett Wayne Polk Cleveland Mecklenburg Lenoir Macon Montgomery Transylvania Craven PamlicoCherokee Cumberland Sampson Clay Anson Richmond Hoke Jones Union Duplin Scotland Carteret Onslow Bladen Robeson Pender Greater than $50 million Columbus New New Hanover $20 million to $50 million Brunswick $10 million to $19 million Less than $10 million NCMBC – Serving Statewide! DoD Data FY2009
    • MatchForce• Matches businesses to federal opportunities• Matches prime contractors to NC subcontractors• Matches businesses to NC job seekers• Businesses won >$561 million, 2006-12 contracts• Currently on MatchForce: 19,481 NC Businesses 38,709 Individuals 6,978 Contract Opportunities 1,483 Job OpportunitiesAs of: 16 JUL 2012
    • Connecting with Current Opportunities• NCMBC Business Development Team (notices)• MatchForce (www.MatchForce.org)• FedBizOpps (www.FBO.gov)• GSA (www.gsa.gov)
    • Connecting with Current OpportunitiesAgency Websites:• Army: https://acquisition.army.mil/asfi/• Navy: https://www.neco.navy.mil• Marines: www.marcorsyscom.usmc.mil/sites/ctq/• Air Force: http://ww3.safaq.hq.af.mil/contracting/• Natick: https://ww3.natick.army.mil• Coast Guard: http://www.uscg.mil• DLA: https://www.dibbs.bsm.dla.mil• Army TACOM: http://contracting.tacom.army.mil/• Specifications: http://assist.daps.dla.mil/quicksearch
    • Connecting with Future Opportunities• NCMBC Website (www.ncmbc.us) – Construction: Federal construction page – Industry, future opportunity pages, • Energy and Environmental • IT • Food • Textiles – Federal buying offices in North Carolina
    • Connecting with Future Opportunities• NCMBC events – Defense Trade Show (FAY, 7 AUG) – NC Aerospace Supplier Conference (High Point, 14 AUG) – 2012 Federal Construction Summit (WIL, 10-11 OCT) – Consolidated/Specific FEDCON Teaming Forums (As needed) – Defense Contractor Academies (JUN–AUG; SEP-OCT 2012) – NC Federal Advanced Technologies Symposium (MAY 2013) – NC Federal Environmental Symposium (JUN 2013)• GSA
    • ID Your NAICS Codes• North American Industry Classification System (NAICS)• Replaced SIC code system in 1997• ID all NAICS codes that may apply to product/service: – Wholesaler, dealer, distributor, manufacturer• NAICS Lookup: – Link on www.ncmbc.us (http://www.census.gov/epcd/naics02)
    • Opportunities• SAM (www.sam.gov)• FedBizOpps (www.fbo.gov)
    • Opportunities• SAM (www.sam.gov)• FedBizOpps (www.fbo.gov)• NCMBC website (www.ncmbc.us) – Construction projects• MatchForce: (www.MatchForce.org)
    • OpportunitiesSynopses at Federal Business Opportunities (FedBizOpps) for:• - Sources Sought• - Presolicitation Notice• - Combined Synopsis/Solicitation• - Sole Source• - Solicitation• - Amendment/Modification• - Award
    • What You Need To Do…• Become web-enabled to find contracts• Learn the basic rules of contracting• Learn to describe your business and your products/services (NAICS, FSC, PSC codes)• Develop marketing materials and capabilities statements: in “government speak”• Follow the checklist on www.ncmbc.us!• Register: www.MatchForce.org, www.SAM.gov
    • What You Need To Do…• Research prime contractors in your market – consider mentor-protégé programs (SBA, DoD, etc) – market as subcontractor/teaming partner!• Research agencies that buy what you sell – FORSCOM, Fort Bragg, NAVFAC, DLA, TACOM, VA – market as prime: to buying offices and users!• Build business with commercial track record – foundation for future government contracting• Call the NCMBC – to help you WIN!
    • Contact Information• Scott Dorney, Executive Director, 910-678-0190, dorneys@ncmbc.us• Bill Greuling, Business Development Manager, 910-578- 2626 (Durham), greulingb@ncmbc.us• Billy Buckner, Business Development Specialist, 910- 678-0192, bucknerb@ncmbc.us• Carolyn Bunting, MatchForce Administrator, 910-578- 2579, buntingc@ncmbc.us• Linn Owen, Bus Development Spec, 910-728-5122, owenl@ncmbc.us