Defense Trade Show

1. North Carolina
Military Business
Center
Business
Development Tools
August 7, 2012

2. 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

3. 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

4. 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)

5. 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

6. 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

7. Mission and Goals
Mission
To leverage military and other federal business
opportunities for economic development and
quality of life in North Carolina
Goals
1 - Increase federal business for NC companies
2 - Integrate military/families into workforce
3 - Support defense-related recruitment

8. NCMBC Programs
Six aggressive, focused programs designed to engage &
train businesses & maximize job creation
NCMBC
Business
Development, Military Strategic Technology Communications
Employment
Training & Sustainment Initiatives Resources & Outreach
Program Program Program
Assistance Program Program
Program

9. NCMBC Programs
Business Development
Awareness 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

10. 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

11. 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 Pamlico
Cherokee 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

12. 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 Opportunities
As of: 16 JUL 2012

15. Connecting with Current
Opportunities
• NCMBC Business Development Team (notices)
• MatchForce (www.MatchForce.org)
• FedBizOpps (www.FBO.gov)
• GSA (www.gsa.gov)

16. Connecting with Current
Opportunities
Agency 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

17. 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

19. 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

20. 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)

21. Opportunities
• SAM (www.sam.gov)
• FedBizOpps (www.fbo.gov)

23. Opportunities
• SAM (www.sam.gov)
• FedBizOpps (www.fbo.gov)
• NCMBC website (www.ncmbc.us)
– Construction projects
• MatchForce: (www.MatchForce.org)

24. Opportunities
Synopses at Federal Business Opportunities (FedBizOpps) for:
• - Sources Sought
• - Presolicitation Notice
• - Combined Synopsis/Solicitation
• - Sole Source
• - Solicitation
• - Amendment/Modification
• - Award

37. 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

38. 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!

39. 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