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Selling to the GovernmentMichele “Mickey” DickmanAFRL Wright Site Small Business Office<br />Sep 2009<br />
HOW DO YOU START ?<br />Identify potential customers <br />Be realistic<br />Look close to home<br />Learn How the Governm...
THE SMALL BUSINESS PROGRAMMarketing - The DO’s<br />Informational Websites<br />DoD SB Ofc:  www.acq.osd.mil/osbp<br />AF ...
THE SMALL BUSINESS PROGRAMMarketing - The DO’s<br />Get information on an activity BEFORE  you visit<br />Contact the Smal...
THE SMALL BUSINESS PROGRAMMarketing - The DO’s<br />Look for help/advice from other organizations<br />Small Business Deve...
THE SMALL BUSINESS PROGRAMMarketing - The DO’s<br />When you visit - provide information<br />Capabilities<br />Facilities...
Ask for information (before visit, if possible)<br />Forecast Documents<br />Organization Charts<br />POINTS OF CONTACT<br...
THE SMALL BUSINESS PROGRAMMarketing - The DO’s<br />Be reasonable in pursuing requirements<br />Large dollar<br />Do you h...
THE SMALL BUSINESS PROGRAMMarketing - The DO’s<br />If you are pursuing a specific requirement<br />Get involved early in ...
THE SMALL BUSINESS PROGRAMMarketing - The DO’s<br />Understand your potential customer<br />Mission and Requirements<br />...
THE SMALL BUSINESS PROGRAMMarketing - The DO’s<br />Follow-up<br />Stay in touch<br />Be PATIENT <br />The Government move...
THE SMALL BUSINESS PROGRAMMarketing - The DON’Ts<br />Do not overstate the capabilities of your company or its personnel<b...
THE SMALL BUSINESS PROGRAMMarketing - The DON’Ts<br />Do not withhold information regarding performance on a previous cont...
THE SMALL BUSINESS PROGRAMMarketing - The Bottom Line<br />Learn all you can about the government<br />Understand how the ...
THE SMALL BUSINESS PROGRAMSmall Business Definition<br />What is a Small Business?<br />Independently owned and operated<b...
THE SMALL BUSINESS PROGRAMSmall Business Definition<br />North American Industry Classification System (NAICS) Codes<br />...
THE SMALL BUSINESS PROGRAMSmall Business Definition<br />NAICS Code Examples<br />Type RequirementNAICS CodeSize Standard<...
THE SMALL BUSINESS PROGRAMWright-Patterson<br />Overview of Wright-Patterson Air Force Base<br />
THE SMALL BUSINESS PROGRAMWright-Patterson - Overview<br />Wright-Patterson Air Force Base<br />Birthplace, home and futur...
THE SMALL BUSINESS PROGRAMWright-Patterson - Organizations<br />Aeronautical Systems Center (ASC)<br />Develops, acquires,...
THE SMALL BUSINESS PROGRAMWright-Patterson - Organizations<br />Air Force Research Laboratory (AFRL)<br />Headquarters and...
THE SMALL BUSINESS PROGRAMWright-Patterson - Organizations<br />Air Force Institute of Technology (AFIT)<br />Provides AF ...
THE SMALL BUSINESS PROGRAMWright-Patterson - Organizations<br />National Air and Space Intelligence Center (NASIC)<br />In...
THE SMALL BUSINESS PROGRAMWright-Patterson - Organizations<br />554th  Electronic Systems Group (554 ELSG)<br />Acquires a...
THE SMALL BUSINESS PROGRAMWright-Patterson - Organizations<br />Air Force Security Assistance Center (AFSAC)<br />Implemen...
THE SMALL BUSINESS PROGRAMWright-Patterson - Organizations<br />88th Medical Group (88 MDG)<br />Multi-specialty military ...
THE SMALL BUSINESS PROGRAMWright-Patterson - Organizations<br />88th Air Base Wing (88 ABW)<br />Host unit for WPAFB<br />...
THE SMALL BUSINESS PROGRAM<br />Any Questions?<br />
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STG 2009 - Mickey Dickman

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Michelle "Mickey" Dickman, Director of the Air Force Research Laboratory Wright Site Small Business Office, talks on how to do business with Wright-Patterson and how to do it well.

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Transcript of "STG 2009 - Mickey Dickman"

  1. 1. Selling to the GovernmentMichele “Mickey” DickmanAFRL Wright Site Small Business Office<br />Sep 2009<br />
  2. 2. HOW DO YOU START ?<br />Identify potential customers <br />Be realistic<br />Look close to home<br />Learn How the Government Solicits <br />Federal Business Opportunities (FBO)<br />Local Sites<br />PreAward Information Exchange System (PIXS)<br />Hanscom AFB Electronic Request for Proposals Bulletin Board (HERBB)<br />THE SMALL BUSINESS PROGRAMMarketing - The DO’s<br />
  3. 3. THE SMALL BUSINESS PROGRAMMarketing - The DO’s<br />Informational Websites<br />DoD SB Ofc: www.acq.osd.mil/osbp<br />AF SB Ofc: www.airforcesmallbiz.org<br />AFRL HP: www.wpafb.af.mil/AFRL<br />DoD SBIR: www.acq.osd.mil/osbp/sbir<br />SBA: www.sba.gov<br />ASC: www.wpafb.af.mil/asc<br />
  4. 4. THE SMALL BUSINESS PROGRAMMarketing - The DO’s<br />Get information on an activity BEFORE you visit<br />Contact the Small Business Specialist<br />Contact the Small Business Administration Procurement Center Representative<br />What to ask<br />Find out if they use your product or service<br />Who else should you talk to?<br />
  5. 5. THE SMALL BUSINESS PROGRAMMarketing - The DO’s<br />Look for help/advice from other organizations<br />Small Business Development Centers<br />Procurement Technical Assistance Centers<br />Chambers of Commerce<br />Local/National Contractor Associations<br />Attend SB opportunity conferences/seminars<br />If you decide to visit, MAKE APPOINTMENTS<br />
  6. 6. THE SMALL BUSINESS PROGRAMMarketing - The DO’s<br />When you visit - provide information<br />Capabilities<br />Facilities<br />Personnel<br />Past Experience<br />Past Performance<br />Accentuate the positive, but be honest<br />
  7. 7. Ask for information (before visit, if possible)<br />Forecast Documents<br />Organization Charts<br />POINTS OF CONTACT<br />Past procurement information<br />Subcontracting possibilities<br />Home Pages<br />THE SMALL BUSINESS PROGRAMMarketing - The DO’s<br />
  8. 8. THE SMALL BUSINESS PROGRAMMarketing - The DO’s<br />Be reasonable in pursuing requirements<br />Large dollar<br />Do you have the personnel, facilities, capabilities?<br />Small Dollar<br />Is it worth your time and effort?<br />Consider competing for requirements<br />Geographic area<br />Expertise/Capabilities<br />
  9. 9. THE SMALL BUSINESS PROGRAMMarketing - The DO’s<br />If you are pursuing a specific requirement<br />Get involved early in the acquisition cycle<br />Try to get as much information as possible<br />If possible, talk to Requirements personnel<br />Program Manager, Engineer, Technical Point of Contact<br />Be prepared to provide more information<br />Be prepared to visit again<br />
  10. 10. THE SMALL BUSINESS PROGRAMMarketing - The DO’s<br />Understand your potential customer<br />Mission and Requirements<br />Government Chain of Command<br />Types of Solicitations it uses<br />RFP; BAA; SBIR;GSA Schedules<br />Award vehicles it uses<br />Contracts; Purchase Orders; Grants<br />
  11. 11. THE SMALL BUSINESS PROGRAMMarketing - The DO’s<br />Follow-up<br />Stay in touch<br />Be PATIENT <br />The Government moves quickly slowly<br />Things never seem to happen as quickly as you or the technical sponsor want them to<br />Learn the procurement cycle<br />However, when the government is ready to move <br />Be prepared to react - turn things around quickly<br />
  12. 12. THE SMALL BUSINESS PROGRAMMarketing - The DON’Ts<br />Do not overstate the capabilities of your company or its personnel<br />Do not pursue a requirement you cannot perform or will have difficulty performing<br />Poor or non-performance threatens the future<br />Do not try to venture too far<br />In capabilities, size of contract<br />Can you provide a reasonable price?<br />Can you find subcontractors?<br />
  13. 13. THE SMALL BUSINESS PROGRAMMarketing - The DON’Ts<br />Do not withhold information regarding performance on a previous contracts<br />Problems? Tell them. Fixed it? Tell them.<br />Do not be a pest to buyers and users<br />If you must pester someone - the small business specialist<br />Do not flash your small business badge<br />
  14. 14. THE SMALL BUSINESS PROGRAMMarketing - The Bottom Line<br />Learn all you can about the government<br />Understand how the government works - how you can work with them<br />Be reasonable<br />Market<br />Target<br />Follow-up<br />PERFORM - PERFORM - PERFORM<br />
  15. 15. THE SMALL BUSINESS PROGRAMSmall Business Definition<br />What is a Small Business?<br />Independently owned and operated<br />Not dominant in field in which it’s bidding<br />Qualifies under size standard set by SBA for the appropriate NAICS code assigned to the acquisition<br />
  16. 16. THE SMALL BUSINESS PROGRAMSmall Business Definition<br />North American Industry Classification System (NAICS) Codes<br />Code is assigned for each acquisition by the Contracting Officer<br />For supplies - based on number of employees<br />For services – based on annual receipts<br />For both – based on previous 3-year average<br />
  17. 17. THE SMALL BUSINESS PROGRAMSmall Business Definition<br />NAICS Code Examples<br />Type RequirementNAICS CodeSize Standard<br />Aircraft Mfg 336411 1500 employees<br />Computer Mfg 334111 1000 employees <br />Research & Dev 541712 500 employees<br />Industrial Construction 236210 $33.5M <br />Engineering Services 541330 $4.5M<br />
  18. 18. THE SMALL BUSINESS PROGRAMWright-Patterson<br />Overview of Wright-Patterson Air Force Base<br />
  19. 19. THE SMALL BUSINESS PROGRAMWright-Patterson - Overview<br />Wright-Patterson Air Force Base<br />Birthplace, home and future of aerospace<br />Headquarters for a vast, worldwide logistics system, a world-class laboratory research function, and the foremost acquisition and development center in the USAF<br />Largest, most diverse and organizationally complex base<br />Home to more than 60 organizations representing a broad spectrum of AF and DoD activities <br />Compared to a large industrial park or medium-sized city<br />
  20. 20. THE SMALL BUSINESS PROGRAMWright-Patterson - Organizations<br />Aeronautical Systems Center (ASC)<br />Develops, acquires, modernizes and sustains advanced aerospace capabilities <br />Developed every attack, bomber, cargo, fighter, trainer and reconnaissance aircraft in the operational Air Force inventory<br />Current weapons systems programs include:<br />F-22, F-117A, F-16, F-15, B-2, B-1B, B-52, C-130, C-17, C-5, UAVs (Global Hawk and Predator) and Tankers <br />Utilizes contractor technical support (Advisory & Assistance Services)<br />
  21. 21. THE SMALL BUSINESS PROGRAMWright-Patterson - Organizations<br />Air Force Research Laboratory (AFRL)<br />Headquarters and Det 1 AFRL - Wright Site Laboratories<br />Full spectrum laboratory responsible for basic research, applied research, and advanced technology development<br />Directorates at Wright-Patterson AFB<br />Air Vehicles<br />Human Effectiveness<br />Materials and Manufacturing<br />Propulsion<br />Sensors<br />
  22. 22. THE SMALL BUSINESS PROGRAMWright-Patterson - Organizations<br />Air Force Institute of Technology (AFIT)<br />Provides AF and DoD personnel, and military officers of allied nations: <br />Specialized education through graduate and professional continuing education programs<br />Research and consultation<br />Manages the educational programs of AF officers enrolled in civilian universities, research centers, hospitals and industrial organizations<br />
  23. 23. THE SMALL BUSINESS PROGRAMWright-Patterson - Organizations<br />National Air and Space Intelligence Center (NASIC)<br />Integrated intelligence production center and primary DOD producer of foreign aerospace intelligence<br />Assesses current and projected foreign forces, threat, and weapon system capabilities and employment <br />Evaluates evolving technologies of potential adversaries<br />Provides national decision makers, operational commands, and the acquisition community timely, integrated, and relevant intelligence products.<br />
  24. 24. THE SMALL BUSINESS PROGRAMWright-Patterson - Organizations<br />554th Electronic Systems Group (554 ELSG)<br />Acquires and delivers horizontally-integrated IT<br /> solutions and capabilities across the AF<br />Acquires and fields premier logistics, contracting, depot maintenance, financial and supply management information systems<br />Develops e-business solutions<br />Employs knowledge management systems using data warehousing and data mining<br />
  25. 25. THE SMALL BUSINESS PROGRAMWright-Patterson - Organizations<br />Air Force Security Assistance Center (AFSAC)<br />Implements security assistance directives from the President, State Department, and DOD<br />negotiates cases directly with more than 90 countries and international organizations<br />Administers USAF security assistance program, providing materiel and services to support approximately 6,600 aircraft<br />Command international liaison to DOD, Secretary of the Air Force, NATO, U.S./foreign embassies and foreign defense ministries<br />
  26. 26. THE SMALL BUSINESS PROGRAMWright-Patterson - Organizations<br />88th Medical Group (88 MDG)<br />Multi-specialty military treatment facility serving more than 54,000 beneficiaries within a 40-mile radius of WPAFB<br />Three-pronged mission emphasizes medical readiness, community care, and graduate medical education<br />
  27. 27. THE SMALL BUSINESS PROGRAMWright-Patterson - Organizations<br />88th Air Base Wing (88 ABW)<br />Host unit for WPAFB<br />Supports and maintains more than 8,000 acres, and provides operational support for more than 60 operational units located on WPAFB<br />manages two runways supporting an average of 47,000 aircraft operations annually<br />handles the payroll and keeps records on base workforce<br />maintains all buildings and facilities<br />provides security, communications, transportation, contracting, air traffic control, weather forecasting, legal and chaplain services<br />And more….<br />
  28. 28. THE SMALL BUSINESS PROGRAM<br />Any Questions?<br />
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