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Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
Doing Business with the Air Force
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Doing Business with the Air Force

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  • 1. 319 Contracting FltDoing Business With the U.S. Air Force
  • 2. CONTRACTING’S ROLE Business Advisor Execute contracts for:  Construction, Commodities, Services Manage Government Purchase Card Program Support Worldwide Contingency Operations
  • 3. FACTOIDS: No Halliburton sweetheart deals at GF— $$ competed & go mostly to SB 81% comp rate & 73% total $ to SB FY11 GF exceeded 24 of 25 SB goals FY07 - 11 To date FY12: SB 91% SDB 63% (> all goals) WOB 50% HUB 23% SDV 8% SBA SB prime contract grade 147% (“A+”) for FY11
  • 4. WHAT WE BOUGHT FY11 Obligated $26.8M / 411 actions total: $13.3M construction $12M services $1.5M commodities This does not include $$ from other buying activities:• Army Corp of Engineers (high $ facilities)• AF Center of Environmental Excellence (housing)• AF Exchange Services (BX)• Defense Commissary Agency (grocery store)
  • 5. What a Business Should Do? First thing: Register at www.ccr.gov • We CANNOT award an order/contract to a vendor unless they are registered in CCR • Annual renewal or expires • Register your business status, e.g. SB, 8(a), … - Keep firm’s profile up to date • Focus on your NAICS codes as they say what your firm does - Important as buyers search by NAICS code - Recommendations made to C.O. regarding specific buy set-aside based on such - Do NOT have to be registered for a particular NAICS in CCR to submit offer on a solicitation
  • 6. What a Business Should Do? #2: Respond to sources sought notices at https://www.fbo.gov/ • We survey marketplace for procurement set-aside purposes—e.g. HUB, SDV, etc. • If you’re definitely interested & it’s up your alley then respond - If lukewarm at best don’t respond • With response include your experience/capabilities in reference to the buy - Be sure to provide all requested info • Collective responses determine buy set-aside
  • 7. What a Business Should Do? Build a reputation as excellent contractor • Price - not always most important factor • Product quality – equal or greater than price • People talk - customer service matters  Market yourself and product line • Ask for feedback--what you sell may not be what the customer wants • Focus on certain sector(s)/niche for your firm; you can not be all things to all people
  • 8. What a Business Should Do? Help the customer help us  We need clearly defined requirements  Develop brochures that clearly describe what you are selling  Product attributes  Extra’s--what separates your product from your competitors?
  • 9. What a Business Should Do?• Accept Gov’t Purchase Card (GPC) • # 1 benefit to industry is quick payment • Used only for purchase actions valued at < $3K (if open market) and > $3K but < $25K ( if pre-priced contract, e.g. GSA) • FY11: $9.5M / 13.5K transactions / 185 cardholders • Consider offering discount to GPC holders
  • 10. What a Business Should Do? Consider becoming a certified 8(a), HUBZone or woman owned small business—if qualified - We do direct set-aside buys for these categories Small Business and Service Disabled Vet are self certifying If interested/more info, contact SBA
  • 11. What a Business Should Do? Get to know the people who can help you most--the contract buyers  Especially critical to you at FY end when a good chunk of Gov’t $$ are spent  Check in periodically with them–e/g. once a month or so
  • 12. What a Business Should Do? Consider establishing a contract with GSA--especially if you sell supplies - Simplified process for obtaining commercial supplies & services at prices associated with volume buying Benefit: - It makes you a better option to GPC holders as they can procure up to $25K ($3K if open market) - Fed buyers sometimes target only GSA contract holders on buys (vs. open market at fbo.gov/)- Need more info? Go to--- Go to “Getting on Schedule” and “GSA Schedule Frequently Asked Questions” at www.gsa.gov/
  • 13. What a Business Should Do? Doing business with AAFES: -- Army Air Force Exchange Services or “BX” -- The BX is a department store at each base/post to serve the military & their families -- Also have a concession program available For more info, go to www.aafes.com
  • 14. What a Business Should Do? Info Tech services & equipment (computer related) requirements: - Procured thru the Air Force NETCENTS & AFWay contracts - Find out more at https://afway.af.mil/ Want info on NETCENTS & AFWay small business opps? - Contact Denise Baylor at: denise.baylor@gunter.af.mil / (312) 596-4137 - Contact Cynthia Crews at: cynthia.crews@gunter.af.mil / (312) 596-1645
  • 15. What a Business Should Do?• Develop a webpage: - Invaluable for market research by buyers - Include product/service descriptions - List experience & capabilities - List points of contacts
  • 16. What a Business Should Do? When you feel you’re treated unfairly?  Talk with contracting office mgmt:  Your best friend is office SB Spec.  We can only fix it if we know about it!
  • 17. HOW WE BUY• All requirements estimated > $2,500 must be competed -- Receipt of two or more viable offers = competition• If <$25K/uncomplicated, oral RFQ’s are acceptable• If a requirement is open market/estimated >$25K it MUST be advertised & published* at https://www.fbo.gov/ -- May be a formal Request For Proposal (RFP) - It will first be advertised & then the RFP will be posted -- May be a *synopsitation (combined synopsis & solicitation) - This is the only posting (unlike with an RFP) GF policy is to post ALL buys >$10K at fbo/gov
  • 18. FedBizOps http://www.fedbizopps.gov/• fbo.gov is the single government point-of-entry(GPE) for Federal gov’t procurement (open market)opportunities >$25K.• Gov’t buyers are able to publicize their businessopportunities by posting info directly to www.fbo.gov/• Thru one portal – federal business opportunities(FBO) - commercial vendors seeking Federalmarkets for their products & services can search,monitor & retrieve open market opportunitiessolicited by the entire (not just DoD) Federalcontracting community.
  • 19. Federal Business Opportunities at www.fbo.gov/ How to get there???- Go to site, click on “Opportunities Can search for buys based on NAICS, keywords,place of performance, type set-aside, agency, etc.- Register for automatic notices based on your NAICScodes (smart to check site regularly)
  • 20. What a business should do?• Be available & responsive— - A cell phone, voicemail & email are a necessity• Be professional & courteous--we should be too• Call the buyer or C.O. if you have questions regarding a solicitation—no question to dumb! - We’re here to assist
  • 21. Things we can help with• Advice concerning acquisition procedures• Information regarding proposed acquisitions• Instructions on preparation of proposals -- i.e., interpretations of standard clauses, representations & certificationsThings we can’t help with• Pricing—that’s up to you
  • 22. Some of the Products we buy:• Tools (most via GPC)• Furniture• Computers (minimal)• Office products/equipment - most via GPC• Special clothing• Misc equipment•Order of Preference:• GSA Advantage first for many items• AFWay & NETCENTS first for computers
  • 23. Some of the Services we buy:• Miscellaneous non-recurring small dollar (< $25K)• Grounds Maintenance• Refuse and Recycling• Family Housing MaintenanceOrder Of Preference:• JWOD (Non-Profit Agencies)• 8(a)/HUB/SDV (rule of parity)• Small Business• Unrestricted
  • 24. Construction our office buys:• Repair/Renovation Projects• Paving• Roofing• Various Building ProjectsOrder of Preference: • HUB/8(a) /Service Disabled Vet – rule of parity • Small Business • Unrestricted
  • 25. Current Large $$ Recurring Buys at GF:* DEMOLITION IDC (task orders) - SB set-aside, RFP was posted fbo.gov, revised offers rcvd - contract award next month* LAW ENFORCEMENT SVC ($1M - $5M) - set aside still TBD (likely HUBZone) - post RFP at fbo.gov in May, contract start 1 Oct* REFUSE/RECYCLING COLLECTION ($100K-$500K) - set aside still TBD (likely unrestricted) - post RFP at fbo.gov in May, contract start 1 Oct
  • 26. Current Large $$ Recurring Buys at GF:* FIRE PROTECTION/PREVENTION SVC ($5M - $10M) - set aside still TBD (likely SB), post RFP at fbo.gov Jun* FIRE EXTINQUISHER MAINT SVC (<$100K) - SB set-aside, post RFP at fbo.gov in Apr* AIRFIELD STRIPING ($100K - $500K) - SB set-aside, post RFP at fbo.gov late Apr/early May* PATHOLOGICAL WASTE DISPOSAL SVC (<$100k) - Unrestricted, post RFQ at fbo.gov in Apr, award in May--Potentially $3.7M ACC $$ to flow down for miscellaneous projects, first increment $1M
  • 27. COMMERCIAL PROCEDURES• Almost all commodities/supplies we buy are commercial off the shelf (COTS)  Gov’t performs market research -- Typical terms and conditions required to be used
  • 28. COMMERCIAL PROCEDURES• More than just finding sources -- Test market for better (or equal) product(s) -- Test market for better delivery terms -- Test market for prices -- Test market for discounts• Contractors can suggest a better value• Cannot commit during market research -- Just asking questions
  • 29. HOW WE BUY SERVICES ANDCONSTRUCTION???
  • 30. BEST VALUE ACQUISITIONS- Cheapest not necessarily the best value -- We have NOT done a sealed bid on a formal large $$ construction & service buy in perhaps a decade- Use specific criteria to assess risk - Factors: -- Performance risk (based on past performance) -- Technical- Performance history may be equal to or moreimportant than price- Sometimes a trade off…higher cost for excellentperformer (or higher rated product)
  • 31. PERFORMANCE HISTORY- Past performance record -- Key indicator for predicting future performance - Used to evaluate ktrs for award - Important for service contracts as no bonds -- Predictor of performance - Quality & customer satisfaction - Powerful incentive for ktrs to perform well
  • 32. Evaluation Factors Every acquisition for services & construction is guided by evaluation for award section The selection process must follow the selection criteria or Gov’t risks protest/loss  Selection criteria can include:  Quality, delivery, style, warranty etc…  Criteria listed in section M if construction  Criteria listed in FAR clause 52.212-2 if commercial service/product  The customer works hand in hand with Contracting in the development process
  • 33. Selection Process Both price & technical are evaluated  C.O. is required to write an integrated best value decision  Combines past performance and technical scores integrated into the decision document
  • 34. What if I don’t win?? Ask for a debrief - Boeing got this from the AF on first tanker contract, filed protest, & got award overturned (AF had to re-solicit) If you disagree with the decision, appeal at the agency level first (not mandatory) before going to GAO  Someone removed from the process may have a different perspective
  • 35. Other Programs
  • 36. Government PurchaseCard (GPC) GPC buys between $3K and $25K  Cardholders must get CONF approval first!  There will be times, like FY end, when we will authorize one-time expenditure increases  Must use pre-priced contract (i.e. GSA) if >$3K  Contracts need to comply with Federal law
  • 37. GPC Direct Vendor Discount GPC Discount Program  65 local sources/vendors currently signed up--offer set discounts  List posted on 319 CONF website  Goal is to save cardholders time & money  Identify local best prices/services available  Interested? - Contact Ms. Jennifer Richardson (701-747- 5682) or Ms. Carolyn Cooper (701-747-5311)
  • 38. More Useful Info & Assistance http://www.selltoairforce.org - Look for Small Business Spec for each AF base - Check out “Long Range Acquisition Estimates” (LRAE) at this site for each baseProcurement Technical Assistance Center (PTAC), Small Business Admin & State Procurement Offices - Provide multiple services/assistance free of charge or for nominal fee
  • 39. As 319 CONF Small BusinessSpecialist, it’s my job to see that theSB Program is supported & carried out at GFAFB QUESTIONS???

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