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