Project Orion Small Business Michelle Butzke Procurement Engineer Orion Project Small Business Advocate

Orion on Lunar Orbit

Orion on approach to ISS

Orion - Crew Exploration Vehicle Orion is the next generation crew piloted spacecraft Human access to Low Earth Orbit … … and to the Moon and Mars Development will be managed by a diverse government - industry team Project Manager located at Johnson Project Management Office elements at Johnson, Langley and Glenn Technical involvement by 9 NASA Centers Lockheed Martin Team formally selected to be the industry partner Targeting first mission to ISS no later than 2014

Components of Program Constellation Earth Departure Stage Orion - Crew Exploration Vehicle Heavy Lift Launch Vehicle Lunar Lander Crew Launch Vehicle

Orion Lockheed Martin Industry Team Hamilton Sundstrand LM Denver Systems & Design Engineering Support Environmental Control & Life Support Active Thermal Control System Power Management Aerojet Propulsion Orbital Honeywell Launch Abort System Safety & Mission Assurance Avionics Integrated System Health Management Crew Interface Mission Ground Ops Support LM / KSC Final Assembly Checkout Acceptance Test Sustaining Engineering Spacecraft Refurbishment LM Houston / JSC Program Management Systems Integration Crew Module Development Service Module Development Qualification Test Software Development LM Michoud CM and SM Structures United Space Alliance Operator Interfaces Ground Processing Mission Flight Planning Software Development

More Opportunities for Small Business Flow down of SB requirement means more opportunities for SB on Orion Each partner has discreet role on Orion; find the one most likely to benefit from your companies capabilities Arcata Associates is assisting with Orion procurement. Although Arcata is SB and exempt from the flow down, they are committed to offering maximum opportunities to SB and want to learn about you. Bruce Davis 303-977-6954

Integrated Product Team Areas Where Does Your Company Fit? Program Management Business Operations Subcontract Management Planning and Performance Integrated Risk Management Systems Engineering and Integration Spacecraft Development Crew Module Service Module Launch Abort System Avionics and Software Test and Operations How Can You Get There?

Advice to Small Businesses My Three Wishes: 1. SB did homework 2. SB has niche skill or commodity 3. SB has patience to offer

1. Do Your Homework Be proactive, not reactive RFP requirements and SB goals on internet during competitive phase. Find out what it is your company can bring to the team and go sell it! NASA trend shows future RFPs will have aggressive SB goals and selection criteria focused solely on SB utilization (CEV and CLV) Get on board early. Orion SB Plan was 90% allocated without set asides upon proposal submittal to NASA Sign up for NASA email notification of press releases hqnews@mediaservices.nasa.gov Look to Aerospace Weekly, Defense Daily, other trade publications for programs on the horizon Attend symposiums and conferences

1. Do Your Homework (cont.) Know the program before you call What phase is the program in? Where is the program located? Who are the stakeholders? Does my business fit on this program? Will this opportunity help my business grow? Search NASA and Prime contractor websites, 2nd tier supplier (team mate) websites for program information SBLO, Buyers, Managers, Engineers… all very busy during pursuit and program start up. Your time talking to them will be limited; don’t waste it by asking them questions you can get answered elsewhere. Know the program first, then call to discuss your value proposition.

2. Pick A Niche What sets your company apart from the other SBs? What skill or capability do you deliver bets? “We can do everything/anything” makes for a diverse portfolio but makes it difficult for the SBLO to sell your services to the program After you’ve done your homework pick a skill or commodity that you want to sell the program and focus on that one thing.

2. Pick A Niche – Quick Exercise You have decided to buy a condominium in Palm Beach, Florida for vacation now and retirement later. Question: Which realtor will you use? Imagine that they each have sent you a company brochure. Options: National chain – will assign local representative South Florida chain or personal business with customer testimonials Palm Beach business with sales to out of state clients Florida chain with Palm Beach branch devoted exclusively to condominium sales and >70% clients are out of state.

2. Pick A Niche (cont.) Hundreds of small businesses seek to do business on the same government program. Help large business select your small business. Find a way to make your company stand apart from the rest. Seek the contracts that best suit your business growth plan.

3. Be Patient Program SBLO or advocate most likely responsible for other tasks as well as small business and/or is representing multiple programs All opportunities are not visible at start of program At LM Orion, we’re not “checking the box” and our selection process takes time Procurement engineer works directly with engineering leads, program management, and buyers to maximize potential for small business. Identify Opportunity (your homework paid off if you figured this out before we did) Match Capability to SB candidates (your niche skill on display here) Program management processes (make-buy decisions, budgeting, risk assessements) take time

Follow up Follow up phone calls with an email containing your contact information and company website link Limit size of email package; >1 mb files clog mailboxes and sometimes are rejected by company servers due to size limitations Be concise in your correspondence. Get to the point. Period. If you are anxious for information and you haven’t heard from your contact in awhile, email a ‘good news’ message about your company, i.e., recent contracts, award recognition, company events, collaborations. You’re not asking for anything but you’re keeping your company name in your contact’s mailbox.

To the Moon, Mars, and Beyond Thank You