1 Doing Business With The Navy RDML Kathleen M. Dussault, SC, USN Deputy Assistant Secretary of the Navy (Acquisition & Logistics Management) August 16,

22 Summary Small Business Trends Navy Acquisition Environment How to Market Your Business Points of Contact Agenda

3 National Strategy QDR Implications

4 Navy platforms are inherently flexible –Must buy smarter –Build with the future in mind –Meet CNOs Objectives Navy Expeditionary Combat Command (NECC) –Combines 40k Sailors from 9 different communities Navy Coastal Warfare; Riverine; EOD; Logistics Support SEABEEs; Maritime Civil Affairs; Combat Readiness Center Expeditionary Security Force; Expeditionary Training Team 11,000 Sailors serving ashore in 27 Middle East countries –Over 4,000 Sailors in Iraq More Sailors are serving ashore than afloat in CENTCOM AOR Navy Acquisition Environment Transforming for War on Terror

55 Naval Air Systems Command Director of NAVAIR Small Business Phone: (301) Fax: (301) Director of Small Business Program Phone: (619) Fax: (619) Space and Naval Warfare Systems Command Major Navy Buying Commands

66 Naval Sea Systems Command Associate Director of Small Business Phone: (202) Fax: (202) Major Navy Buying Commands Marine Corps Systems Command Associate Director of Small Business Phone: (703) Fax: (703)

77 Naval Facilities Engineering Command Associate Director of Small Business Phone: (202) Fax: (202) Military Sealift Command Associate Director of Small Business Phone: (202) Fax: (202) Major Navy Buying Commands

88 Naval Supply Systems Command Associate Director of Small Business Phone: (717) Fax: (717) Office of Naval Research Associate Director of Small Business Phone: (703) Fax: (703) Major Navy Buying Commands

99 Exchanges Defense Commissary Agency (DECA) Resale Opportunities

10 DoD Expenditures in the U.S. Trend of Goods and Services $ Value in Billions

11 DoD Large Business Contracts $ Value in Billions No. Awarded in Millions

12 DoD Small Business Contracts $ Value in BillionsNo. Awarded in Millions

13 DoN Large Business Contracts $ Value in Billions No. Awarded in Thousands

14 DoN Small Business Contracts $ Value in BillionsNo. Awarded in Thousands

15 DoD Large Business Contracts in Pennsylvania $ Value in Billions No. Awarded in Thousands

16 DoD Small Business Contracts in Pennsylvania $ Value in BillionsNo. Awarded in Thousands

17 DoD Top Ten Businesses in Pennsylvania LARGE BUSINESS AMERISOURCEBERGEN DRUG CORP 1.3B THE BOEING COMPANY955M BAE SYSTEMS LAND & ARMAMENTS 949M BECHTEL BETTIS, INC 288M CBS BROADCASTING INC279M UNITED CONCORDIA COMPANIES 217M ALLOY SURFACES COMPANY, INC 170M THE SPECIALTY GROUP, INC 106M GENERAL DYNAMICS ORDNANCE 99M CONCURRENT TECHNOLGIES, INC 96M SMALL BUSINESS SOFTMART GOVERNMENT SERVICES 148M THE SPECIALTY GROUP 76M IBIS TEK, LLC 50M AMERICAN HOSPITAL SERVICE GROUP 41M SECHAN ELECTRONICS, INC 38M KAMPI COMPONENTS CO INC 34M NAUGHTON ENERGY CORPORATION 33M KEYSTONE PREPOSITIONING SERVICE 31M NIGHT VISION SYSTEMS, INC 30M WHEELER BROS, INC 29M

18 DoN Large Business Contracts in Pennsylvania $ Value in Billions No. Awarded in Thousands

19 DoN Small Business Contracts in Pennsylvania $ Value in Millions No. Awarded in Thousands 19

20 DoN Top Ten Businesses in Pennsylvania LARGE BUSINESS BECHTEL BETTIS, INC 288M CBS BROADCASTING, INC 279M CONCURRENT TECHNOLOGIES CORP 60M LOCKHEED MARTIN CORP ARCHBALD 35M ALLOY SURFACES COMPANY, INC 34M BAE SYSTEMS INFORMATION & ELECTRIC 26M A BRDC JOINT VENTURE 21M YORK INTERNATIONAL CORPORATION 16M PENNSYLVANIA STATE UNIVERSITY 15M LOCKHEED MARTIN CORPKING OF PRUSSIA 15M SMALL BUSINESS KEYSTONE PREPOSITIONING SERV 31M NAVMAR APPLIED SCIENCES CORP 25M FIDELITY TECHNOLOGIES CORP 23M DELPHINUS ENGINEERING, INC 19M SABRE SYSTEMS, INC 12M GESTALT, LLC 11M DE TECHNOLOGIES, INC 10M SUPERIOR LANDSCAPING CO. 9M SECHAN ELECTRONICS, INC 8M TARGET MEDIA MID ATLANTIC 7M 20

21 DoD Large Business Contracts in Pennsylvania, District 12 $ Value in Millions No. Awarded in Hundreds

22 DoD Small Business Contracts in Pennsylvania, District 12 $ Value in Millions No. Awarded in Thousands

23 DoD Top Ten Businesses in Pennsylvania, District 12 LARGE BUSINESS CONCURRENT TECHNOLOGIES CORP96.2M JOSEPH B FAY CO INC 6.3M TELCOVE, INC 1.7M ANSYS, INC 591K H F LENZ COMPANY 580K MARTIN-BAKER AMERICA, INC 559K CENTIMARK CORPORATION 495K REINHART FOODSERVICE, LLC 470K LOCKHEED MARTIN AEROPARTS, INC 342K WASTE MANAGEMENT OF PA 292K SMALL BUSINESS WHEELER BROS, INC 29.5M NAT'L CTR DEFENSE MFG 14.2M KUCHERA DEFENSE SYSTEMS, INC 11.9M PENN METAL FABRICATORS INC 9.5M KDH DEFENSE SYSTEMS INC 5.7M FULLARD ENVIRONMENTAL CONTROLS 3.4M MIDATLANTIC CONSTRUCTION 3.1M L ROBERT KIMBALL & ASSOCIATES 2.4M MELT MANUFACTURING LLC 2.3M CARACAL, INC 2.2M 23

24 DoN Large Business Contracts in Pennsylvania, District 12 $ Value in Millions No. Awarded in Hundreds

25 DoN Small Business Contracts in Pennsylvania, District 12 $ Value in Millions No. Awarded in Hundreds

26 DoN Top Ten Businesses in Pennsylvania, District 12 LARGE BUSINESS CONCURRENT TECHNOLOGIES 60M MARTIN-BAKER AMERICA, INC559K ANSYS, INC291K MICRODISC, INC118K D R S LAUREL TECHNOLOGIES 110K LOCKHEED MARTIN AEROPARTS, INC 96K GE IONICS, INC 82K COMMONWEALTH RESEARCH INSTITUTE 56K OUTDOOR ODYSSEY, INC 55K KENNAMETAL INC 50K SMALL BUSINESS KUCHERA DEFENSE SYSTEMS, INC 5.9M FULLARD ENVIRONMENTAL CONTROLS 2.8M MIDATLANTIC CONSTRUCTION 2.7M KDH DEFENSE SYSTEMS INC 2.5M CARACAL, INC 2.2M CONCURRENT TECHNOLOGIES CORP 1.4M GLOBAL SYSTEMS TECHNOLOGIES 1.2M SKOVIRA MACHINE COMPANY 1.1M SFC VALVE CORPORATION 596K SHUMAR'S WELDING & MACHINE SERV 535K 26

27 Register Your Firm And Products Register Your Firm And Products Get Acquainted With The Procedures Get Acquainted With The Procedures Learn About the Marketplace Learn About the Marketplace Find Specific Opportunities Find Specific Opportunities Make It Easy For Customers Make It Easy For Customers Learn About Learn About Special Programs Special Programs Seek Assistance Seek Assistance How To Market Your Business

28 Register Your Company Obtain Data Universal Numbering Systems (DUNS) Obtain Commercial and Government Entity (CAGE) Code Register in the DoD Central Contractor Registration (CCR) System Register Your Firm and Your Products Register Your Firm and Your Products Federal Supply Classification Code (FSC) North American Industry Classification System (NAICS)

29 Get Acquainted with the Procedures Get Acquainted with the Procedures Federal Acquisition Regulation (FAR) Defense Federal Acquisition Regulation Supplement (DFARS) Navy Marine Corps Acquisition Regulation Supplement (NMCARS)

30 Learn About the Marketplace Buying Commands Other Navy Other Services DoD Report of Products/Services Purchased ST28 Report – Sorted by FSC

31 Find Specific Opportunities Navy Electronic Commerce Online (NECO) Subcontracting Resources Federal/DoD Business Opportunities

32 Make It Easy For Your Customers Federal Supply Services (FSS) Government Charge Card Program – GSA SmartPay peId=8211&channelId= peId=8211&channelId=

33 Small Business Emphasis Programs Mentor-Protégé Small Business Innovation Research Women-owned Small Business Program HubZones HBCU and other Minority Institutions Program Veteran Owned Small Business Program Native American Incentives

34 Business Partner Network 34

35 Available Help - SBA Offices Providing Assistance To Small Businesses For Defense Procurement Small Business Administration Pittsburgh District Office 411 Seventh Ave, Ste 1450 Pittsburgh, PA (412) t/index.html

36 Area DoD Small Business Representatives Small Business Specialist Phone: Small Business Specialist Phone: Small Business Specialist Phone: Navy Air Force Army

37 Area Procurement Technical Assistance Centers 37

38 Department of the Navy Office of Small Business Programs 720 Kennon St., SE Building 36, Room 207 Washington, D.C Phone: (202) Fax: (202) Share Your Thoughts

39 Doing Business With The Navy (site for this presentation)

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