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North Carolina
Military Business
     Center

Military Market and
  Business Tools

   August 9, 2011
Military Impact

• Total DoD annual impact in NC: $23.4 billion
• Second largest sector of economy, 7% of GDP
• 4th highest military presence in nation
    –   6 major installations
    –   116,073 active duty personnel (FY2009)
    –   16,000 annual military personnel transitions
• Growth: BRAC and “Grow the Force”
Federal Procurement
                                                     FY2009
• Procurement, DoD: $327 billion
• Procurement, DoD in NC (86 Counties):
    $4.50                                                          $4.01
        Dollar Value in Billions




    $4.00                                                $3.64
    $3.50
                                               $2.97
    $3.00                             $2.69
    $2.50
    $2.00
    $1.50
    $1.00
    $0.50
    $0.00
                                     FY 2006   FY 2007   FY 2008   FY 2009


• Procurement, federal in NC (98 Counties):
    –                              $5.40 billion (10,796 Contractors)
Situation
                            Defense Procurement


1.   California    ($41.7)      6. Maryland       ($12.9)
2.   Virginia     ($38.7)       7. Pennsylvania   ($12.3)
3.   Texas        ($22.5)       8. Arizona        ($12.0)
4.   Massachusetts ($13.3)      9. Connecticut    ($11.8)
5.   Florida       ($13.2)      10. Missouri      ($10.4)
              26. North Carolina ($4.0 Billion)
FY09, Dollars in Billions
DoD Procurement in
                          North Carolina

                      2008     2009      Increase
Army                  $1,484    $1,739        $255
Navy                  $1,209    $1,326        $117
USAF                    $265     $308          $43
DLA                     $388     $329        - $59
USSOCOM                 $104     $170          $66
Total DoD             $3,647    $4,012        $365
Dollars in Millions
Mission & 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
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
  Assistance     Program      Program        Program                    Program
  Program
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
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

 CY2010                 221 Contracts   $369.1 - $1,528.8 million
 CY2005-2010          1,049 Contracts    $2,534 - $5,465 million

 As of: 14 JAN 2011
DoD Procurement & NCMBC
                                                                         Business Developers
                                                                                             Alleghany                                                                Person                          Warren             Northampton                    Gates
                                                                                 Ashe                        Surry          Stokes     Rockingham        Caswell                              Vance




                                                                                                                                                                                                                                                                  Pa
                                                                                                                                                                                  Granville                                                  Hertford




                                                                                                                                                                                                                                                                    sq
                                                                                                                                                                                                                   Halifax
                                                                          Watauga          Wilkes




                                                                                                                                                                                                                                                                      uo
                                                                                                                                                                                                                                                         Cho
                                                                                                            Yadkin




                                                                                                                                                                                                                                                                        ta
                                                                                                                            Forsyth      Guilford               Orange                        Franklin                                  Bertie




                                                                                                                                                                                                                                                                          nk
                                                                                                                                                                                                                                                            wan
                                                         Mitchell Avery
                                                                           Caldwell                                Davie                                                 Durham                           Nash
                                                                                           Alexander                                                  Alamance                                                        Edgecombe
                                         Madison        Yancey
                                                                                                                                                                                                                                      Martin            Washington   Tyrrell   Dare
                                                                                                       Iredell             Davidson                                                Wake
                                                                        Burke                                                                                                                                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
                                                                                                                                      Montgomery                                                                    Lenoir
                                       Transylvania                                                    Mecklenburg                                                                                                                  Craven
Cherokee                                                                                                                                                                 Cumberland           Sampson                                          Pamlico
            Clay       Macon                                                                                                   Anson       Richmond         Hoke                                                             Jones
                                                                                                                  Union
                                                                                                                                                                                                          Duplin
                                                                                                                                                    Scotland                                                                                     Carteret

                                                                                                                                                                               Bladen                                        Onslow
                                                                                                                                                               Robeson

                                                                                                                                                                                                          Pender


                                                                                                                                                                                  Columbus                     New


                            Greater than $50 million
                                                                                                                                                                                                               Hanover
                                                                                                                                                                                                 Brunswick


                            $20 million to $50 million
                            $10 million to $19 million
                            Less than $10 million
                            Data as of FY2009
MatchForce
•   Matches businesses to federal opportunities
•   Matches prime contractors to NC subcontractors
•   Matches businesses to NC job seekers
•   Businesses won >$561 million, 2006-10 contracts
•   Currently on MatchForce:

    15,734 NC Businesses                35,479 Individuals
    5,416 Contract Opportunities   1,336 Job Opportunities
As of: 13 JAN 2011
Basic 1105 1125
Resources and Training

• Resource matrices: overcome obstacles (ncmbc.us)
   – Current: financing, staffing, shipping, proposal matrices
   – Developing: legal, accounting matrices
• Market intelligence: future contracts (ncmbc.us)
   – Current: military construction, IT, textiles
   – Developing: logistics, “green,” training, manufacturing
• Training: industry-specific and regional events
   – Military construction, furniture, transportation, IT, financing,
     textiles
Military Workforce
                         Initiatives

• Job matching portal (MatchForce.org)
• Transitioning military database (ncmbc.us)
• “I Hire Military” initiative
  – www.IHireMilitary.org
  – focused on businesses (4-county launch)
• “StayNC” initiative (not yet launched)
  – focused on military personnel to “StayNC”
Priority Initiatives
                           2010-2011

• Military construction ($5-7 billion) program
• Future opportunities program (Const, IT, Log, Green)
• Subcontracting program: with major primes
• Expand, promote business resources, training
• Support recruitment of defense contractors
• Workforce initiatives (I Hire Military, StayNC)
• Leverage base growth opportunities
Basic 1105 1125
Basic 1105 1125
Basic 1105 1125
Performance Outcomes

•    Contracts sourced, BD Team to NC businesses: 11,494 (12/31/10)
•    Connections made to NC businesses:      2.814 million (12/31/10)
•    Contracts won by NC businesses:                1,049 (12/31/10)
•    Value of contracts won:                     $2.53 - $5.46 billion
•    Expenditures by NCMBC, 2005-2010:        $6.6 million (12/31/10)
•    ROI (contract min value to NCMBC expenditures):            381:1
•    Corporate income tax on min. contracts won (6.9%): $174 million
•    ROI (corporate income tax to NCMBC expenditures):           26:1
•    Jobs, employees engaged ($30,000 per job):          up to 84,000
    As of: 13 JAN 2011
The Future:
                        Opportunity
• Federal market is booming (high demand)
• Growth at bases in North Carolina
• Defense spending trend down may still favor NC
• Small business opportunities: 23% goal
• Regulatory environment: FAR levels playing field
• Transitioning military & spouse workforce
• Great business capacity in NC (high supply)
The Future:
                              Challenges
• Decline in defense budgets nationally
• Contracting procedural environment
• Consolidation among defense contractors
• Market intelligence, positioning for future wins
• High competition – companies surging to market (and
NCMBC services)
What We Need to Do -
                     Together

• Engage existing North Carolina businesses
• Engage DoD prime contractors (subcontracting)
• Expand market intelligence (future contracts)
• Recruit/grow defense prime & subcontractors
• Engage federal buying offices to BuyNC!
• Sustain focus on growing military economy
Success Impact

Federal Market
• Booming engine for job creation
• Companies surging to market & NCMBC services

Every $100 million in DoD Contracts:
• Up to 3,000 jobs created, retained ($30,000/job)
• $7 million in State corporate income tax; other revenue
• Improved services and quality of life for ALL in NC
Contact Information

• Scott Dorney, Executive Director, 910-678-
  0190, dorneys@ncmbc.us
• Bill Greuling, Business Development Manager,
  910-578-2626, greulingb@ncmbc.us
• Carolyn Bunting, MatchForce Administrator,
  252-222-6378, buntingc@ncmbc.us
• Courtney Locus, Communications Specialist,
  910-678-0193, locusc@ncmbc.us

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Basic 1105 1125

  • 1. North Carolina Military Business Center Military Market and Business Tools August 9, 2011
  • 2. Military Impact • Total DoD annual impact in NC: $23.4 billion • Second largest sector of economy, 7% of GDP • 4th highest military presence in nation – 6 major installations – 116,073 active duty personnel (FY2009) – 16,000 annual military personnel transitions • Growth: BRAC and “Grow the Force”
  • 3. Federal Procurement FY2009 • Procurement, DoD: $327 billion • Procurement, DoD in NC (86 Counties): $4.50 $4.01 Dollar Value in Billions $4.00 $3.64 $3.50 $2.97 $3.00 $2.69 $2.50 $2.00 $1.50 $1.00 $0.50 $0.00 FY 2006 FY 2007 FY 2008 FY 2009 • Procurement, federal in NC (98 Counties): – $5.40 billion (10,796 Contractors)
  • 4. Situation Defense Procurement 1. California ($41.7) 6. Maryland ($12.9) 2. Virginia ($38.7) 7. Pennsylvania ($12.3) 3. Texas ($22.5) 8. Arizona ($12.0) 4. Massachusetts ($13.3) 9. Connecticut ($11.8) 5. Florida ($13.2) 10. Missouri ($10.4) 26. North Carolina ($4.0 Billion) FY09, Dollars in Billions
  • 5. DoD Procurement in North Carolina 2008 2009 Increase Army $1,484 $1,739 $255 Navy $1,209 $1,326 $117 USAF $265 $308 $43 DLA $388 $329 - $59 USSOCOM $104 $170 $66 Total DoD $3,647 $4,012 $365 Dollars in Millions
  • 6. Mission & 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
  • 7. 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 Assistance Program Program Program Program Program
  • 8. 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
  • 9. 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 CY2010 221 Contracts $369.1 - $1,528.8 million CY2005-2010 1,049 Contracts $2,534 - $5,465 million As of: 14 JAN 2011
  • 10. DoD Procurement & NCMBC Business Developers Alleghany Person Warren Northampton Gates Ashe Surry Stokes Rockingham Caswell Vance Pa Granville Hertford sq Halifax Watauga Wilkes uo Cho Yadkin ta Forsyth Guilford Orange Franklin Bertie nk wan Mitchell Avery Caldwell Davie Durham Nash Alexander Alamance Edgecombe Madison Yancey Martin Washington Tyrrell Dare Iredell Davidson Wake Burke 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 Montgomery Lenoir Transylvania Mecklenburg Craven Cherokee Cumberland Sampson Pamlico Clay Macon Anson Richmond Hoke Jones Union Duplin Scotland Carteret Bladen Onslow Robeson Pender Columbus New Greater than $50 million Hanover Brunswick $20 million to $50 million $10 million to $19 million Less than $10 million Data as of FY2009
  • 11. MatchForce • Matches businesses to federal opportunities • Matches prime contractors to NC subcontractors • Matches businesses to NC job seekers • Businesses won >$561 million, 2006-10 contracts • Currently on MatchForce: 15,734 NC Businesses 35,479 Individuals 5,416 Contract Opportunities 1,336 Job Opportunities As of: 13 JAN 2011
  • 13. Resources and Training • Resource matrices: overcome obstacles (ncmbc.us) – Current: financing, staffing, shipping, proposal matrices – Developing: legal, accounting matrices • Market intelligence: future contracts (ncmbc.us) – Current: military construction, IT, textiles – Developing: logistics, “green,” training, manufacturing • Training: industry-specific and regional events – Military construction, furniture, transportation, IT, financing, textiles
  • 14. Military Workforce Initiatives • Job matching portal (MatchForce.org) • Transitioning military database (ncmbc.us) • “I Hire Military” initiative – www.IHireMilitary.org – focused on businesses (4-county launch) • “StayNC” initiative (not yet launched) – focused on military personnel to “StayNC”
  • 15. Priority Initiatives 2010-2011 • Military construction ($5-7 billion) program • Future opportunities program (Const, IT, Log, Green) • Subcontracting program: with major primes • Expand, promote business resources, training • Support recruitment of defense contractors • Workforce initiatives (I Hire Military, StayNC) • Leverage base growth opportunities
  • 19. Performance Outcomes • Contracts sourced, BD Team to NC businesses: 11,494 (12/31/10) • Connections made to NC businesses: 2.814 million (12/31/10) • Contracts won by NC businesses: 1,049 (12/31/10) • Value of contracts won: $2.53 - $5.46 billion • Expenditures by NCMBC, 2005-2010: $6.6 million (12/31/10) • ROI (contract min value to NCMBC expenditures): 381:1 • Corporate income tax on min. contracts won (6.9%): $174 million • ROI (corporate income tax to NCMBC expenditures): 26:1 • Jobs, employees engaged ($30,000 per job): up to 84,000 As of: 13 JAN 2011
  • 20. The Future: Opportunity • Federal market is booming (high demand) • Growth at bases in North Carolina • Defense spending trend down may still favor NC • Small business opportunities: 23% goal • Regulatory environment: FAR levels playing field • Transitioning military & spouse workforce • Great business capacity in NC (high supply)
  • 21. The Future: Challenges • Decline in defense budgets nationally • Contracting procedural environment • Consolidation among defense contractors • Market intelligence, positioning for future wins • High competition – companies surging to market (and NCMBC services)
  • 22. What We Need to Do - Together • Engage existing North Carolina businesses • Engage DoD prime contractors (subcontracting) • Expand market intelligence (future contracts) • Recruit/grow defense prime & subcontractors • Engage federal buying offices to BuyNC! • Sustain focus on growing military economy
  • 23. Success Impact Federal Market • Booming engine for job creation • Companies surging to market & NCMBC services Every $100 million in DoD Contracts: • Up to 3,000 jobs created, retained ($30,000/job) • $7 million in State corporate income tax; other revenue • Improved services and quality of life for ALL in NC
  • 24. Contact Information • Scott Dorney, Executive Director, 910-678- 0190, dorneys@ncmbc.us • Bill Greuling, Business Development Manager, 910-578-2626, greulingb@ncmbc.us • Carolyn Bunting, MatchForce Administrator, 252-222-6378, buntingc@ncmbc.us • Courtney Locus, Communications Specialist, 910-678-0193, locusc@ncmbc.us