Doing Business With The Navy GOOD MORNING EVERYONE! I’M HAPPY TO BE HERE TO HELP YOU IDENTIFY POTENTIAL MARKETS FOR YOUR PRODUCTS AND SERVICES. WHEN I REFER TO THE NAVY, I'M REALLY TALKING ABOUT THE NAVY DEPARTMENT, WHICH INCLUDES BOTH THE NAVY AND THE MARINE CORPS. ALSO, MUCH OF WHAT I'LL PRESENT APPLIES TO BOTH THE AIR FORCE AND ARMY MARKETPLACES AS WELL. I’VE GOT A LOT OF INFORMATION TO SHARE WITH YOU, BUT NOT A LOT OF TIME THIS MORNING. SO, PLEASE SAVE YOUR QUESTIONS. I’LL BE WITH YOU ALL DAY, SO WE’LL HAVE A NUMBER OF OPPORTUNITIES FOR QUESTIONS AFTER THE BRIEF. ALSO, I’D LIKE TO POINT OUT COMMANDERS ERSKINE AND BROWNE, WHO WILL ALSO BE AVAILABLE TO TAKE YOUR QUESTIONS TODAY. WHILE WE MAY NOT HAVE ALL THE ANSWERS, WE'LL ENSURE YOU GET THEM AS QUICKLY AS POSSIBLE. WHILE I DON’T HAVE COPIES OF THE BRIEFING WITH ME, I DO HAVE HANDOUTS WITH A LIST OF NAVY SMALL BUSINESS SPECIALISTS AND IMPORTANT WEBSITES. Thomas W. Essig Director, Program Analysis and Business Transformation DASN Acquisition Management April 25, 2006

Department of the Navy Acquisition Home Page WE’LL ALSO POST AN ELECTRONIC COPY OF THIS BRIEFING ON OUR ACQUISITION ONE SOURCE WEBSITE, THE ADDRESS OF WHICH IS SHOWN AT THE BOTTOM OF THIS SLIDE. A KEY FEATURE OF THE ELECTRONIC VERSION OF THIS PRESENTATION IS THAT ALL WEBSITES REFERENCED INCLUDE A DIRECT HYPERLINK TO THE WEBSITE THE WEBSITE ALSO PROVIDES QUICK AND EASY ACCESS TO A WIDE RANGE OF ACQUISITION INFORMATION INCLUDING: EMERGING CHANGES IN PROCUREMENT POLICY BUSINESS OPPORTUNITIES, INCLUDING A SECTION FOCUSED ON SMALL BUISINESS; AND CONTRACT LABOR STANDARDS I RECOMMEND YOU PUT OUR SITE ON YOUR LIST OF PLACES TO ROUTINELY VISIT. FIND THIS BRIEF AT: www.acquisition.navy.mil

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

Major Navy Buying Commands Ms. Barbara Greeley Director of NAVAIR Small Business Phone: ( 301) 757-9044 Fax: (301) 757-9093 Naval Air Systems Command barbara.greeley@navy.mil www.navair.navy.mil Ms. Susan Burrows Director of Small Business Program Phone: (619) 524-7701 Fax: (619) 524-3165 Space and Naval Warfare Systems Command susan.burrows@.navy.mil https://e-commerce.spawar.navy.mil Naval Sea Systems Command Mr. Sarkis Tatigian Associate Director of Small Business Phone: (202) 781-3965 Fax: (202) 781-4772 Tatigians@navsea.navy.mil www.navsea.navy.mil

Major Navy Buying Commands Ms. Harriett Burton Associate Director of Small Business Phone: (703) 432-3950 Fax: (703) 432-3535 Marine Corps Systems Command harriett.burton@usmc.mil www.marcorsyscom.usmc.mil Naval Facilities Engineering Command Ms. Linda Wright Associate Director of Small Business Phone: (202) 685-9129 Fax: (202) 685-1485 linda.g.wright@navy.mil www.navfac.navy.mil Military Sealift Command Mr. Dave Grove Associate Director of Small Business Phone: (202) 685-5554 Fax: (202) 685-5515 david.grove@navy.mil www.msc.navy.mil/

Major Navy Buying Commands Office of Naval Research Ms. Genesta S. Belton Associate Director of Small Business Phone: 703-696-4511 Fax: 703-696-4430 beltong@onr.navy.mil www.onr.navy.mil Naval Supply Systems Command Mr. Mark Opilla Associate Director of Small Business Phone: (717) 605-3575 Fax: (717) 605-2081 mark.opilla@navy.mil www.navsup.navy.mil

Resale Opportunities Exchanges  www.aafes.com  www.navy-nex.com  http://www.usmc-mccs.org/busops/Retail/main.asp Defense Commissary Agency (DECA)  www.commissaries.com/

DoD Expenditures in the U.S. Trend of Goods and Services $ Value in Billions AS YOU CAN SEE, DOD EXPENDITURES INCREASED TREMENDOUSLY BETWEEN 2000 AND 2004, THE COLUMNS IDENTIFY SPENDING ON GOODS (IN RED) AND SERVICES (IN BLUE) FOR SEVERAL YEARS NOW, DOD SPENDS MORE ON SERVICES THAN GOODS. WE ARE, IN FACT, THE LARGEST PURCHASER OF SERVICES IN THE FEDERAL GOVERNMENT. IN 2004, THE DEPARTMENT OF DEFENSE SPENT NEARLY $110 BILLION ON SERVICES. (THERE IS AN ISSUE REGARDING WHAT WE CONSIDER TO BE A SERVICES VS. A PRODUCT, BUT I WON’T GET INTO THAT TODAY). IT INCLUDES, HOWEVER: PROFESSIONAL AND ADMINISTRATIVE SUPPORT CONSTRUCTION REPAIR AND MAINTENANCE\ INFORMATION TECHNOLOGY RESEARCH AND DEVELOPMENT MEDICAL CARE OPERATION OF GOVERNMENT-OWNED FACILITIES AND TRANSPORTATION OF PEOPLE AND MATERIAL.

Department of Defense Large Business Contracts No. Awarded in Millions $ Value in Billions LET’S TAKE A LOOK AT WHAT THIS INCREASE IN SPENDING HAS MEANT TO THE LARGE AND SMALL BUSINESS COMMUNITIES THIS CHART SHOWS DOD PURCHASES FROM LARGE BUSINESSES. NUMBERS OF CONTRACTS ARE SHOWN ON THE LEFT; TOTAL DOLLAR VALUE IS SHOWN ON THE RIGHT. AS YOU CAN SEE, BOTH HAVE INCREASED DRAMATICALLY OVER THIS PERIOD

Department of Defense Small Business Contracts No. Awarded in Millions $ Value in Billions

Department of Defense Large Business Contracts in Kansas 3rd No. Awarded $ Value in Millions

Department of Defense Small Business Contracts in Kansas 3rd No. Awarded $ Value in Millions

How To Market Your Business Register Your Firm And Products Get Acquainted With The Procedures Learn About the Marketplace Find Specific Opportunities Make It Easy For Customers Learn About Special Programs Seek Assistance Identify Your Determine Customer Needs Follow Up Make capabilities

Register Your Firm and Your Products UNFORTUNATELY, THERE ISN’T A SINGLE REGISTRATION SITE AND YOU SHOULD BE FAMILIAR WITH EACH OF THE SITES IDENTIFIED HERE  Register Your Company Obtain Data Universal Numbering Systems (DUNS)  http://www.dnb.com/US/duns_update/index.html Obtain Commercial and Government Entity (CAGE) Code  http://www.dlis.dla.mil/cageserv.asp Register in the DoD Central Contractor Registration (CCR) System THE DUN & BRADSTREET DUNS NUMBER IS A GLOBAL BUSINESS IDENTIFICATION STANDARD THAT HELPS IDENTIFY AND LINK MORE THAN 60 MILLION COMPANIES WORLDWIDE. THERE IS NO COST AND THE NUMBER CAN BE OBTAINED BY CONTACTING DUN AND BRADSTREET AT THE WEBSITE LISTED. A COMMERCIAL AND GOVERNMENT ENTITY OR CAGE CODE IS ALSO REQUIRED AND IDENTIFIES A COMPANY DOING OR PLANNING TO DO BUSINESS WITH THE FEDERAL GOVERNMENT. IN ADDITION, YOU MUST BE REGISTERED IN THE DEPARTMENT’S CENTRAL CONTRACTOR REGISTRATION SYSTEM TO BE AWARDED A CONTRACT, AND TO BE PAID. ALL PRODUCTS/SERVICES ACQUIRED BY THE GOVERNMENT ARE IDENTIFIED BY FEDERAL SUPPLY OR SERVICE CODE (FSC) . SIMILARLY, THE NORTH AMERICAN INDUSTRY CLASSIFICATION SYSTEM IS A SYSTEM FOR CLASSIFYING BUSINESS ESTABLISHMENTS BY TYPES OF COMMODITIES OR SERVICES. NAICS ARE USED TO PROVIDE STATISTICS ABOUT BUSINESS ACTIVITY ACROSS NORTH AMERICA. (THESE REPLACED STANDARD IDENTIFICATION CODES.)  www.ccr.gov Federal Supply Class or Service Code (FSC)  www.scrantonrtg.com/secrc/fsc-codes/fsc.html North American Industry Classification System (NAICS)  https://eweb1.sba.gov/naics/dsp_naicssearch2.cfm

Get Acquainted with the Procedures Federal Acquisition Regulation (FAR)  www.arnet.gov/far Defense Federal Acquisition Regulation Supplement (DFARS)  www.acq.osd.mil/dpap/dfars/index.htm Navy Marine Corps Acquisition Regulation Supplement (NMCARS)  www.acquisition.navy.mil/navyaos/content/view/full/3513

Learn About the Marketplace Buying Commands Navy Department  www.hq.navy.mil/sadbu/HCA.htm Other Services  www.sellingtoarmy.info  www.selltoairforce.org EARLIER IN THE BRIEFING I IDENTIFIED THE MAJOR NAVY BUYING COMMANDS AND WHAT THEY BUY. THE NAVY’S OFFICE OF SMALL AND DISADVANTAGED BUSINESS UTILIZATION HAS DEVELOPED A WEBSITE THAT PROVIDES A LIST OF SMALL BUSINESS SPECIALISTS ASSIGNED TO EACH SUBORDINATE BUYING ACTIVITY AND DIRECT LINKS TO SEVERAL NAVY AND MARINE CORPS CONTRACTING ACTIVITIES. I RECOMMEND YOU TAKE A LOOK AT THIS ELECTRONIC LINK WHEN YOU GET BACK TO THE OFFICE. I ALSO HAVE PROVIDED YOU A HANDOUT THAT SUMMARIZES ALL THE NAVY BUYING COMMANDS WITH POINT OF CONTACT INFORMATION THAT I BELIEVE YOU WILL FIND VERY HELPFUL. THE SECOND LINK PROVIDES A COMPREHENSIVE LIST OF SMALL BUSINESS SPECIALISTS BY STATE FOR THE ENTIRE DEFENSE DEPARTMENT. THE NAVY’S LONG RANGE ACQUISITION ESTIMATE UNDER THE BUSINESS OPPORTUNITIES SECTION ON THE DEPARTMENT OF NAVY’S ACQUISITION HOME PAGE IS AN EXCELLENT TOOL FOR IDENTIFYING PROJECTED CONTRACTUAL REQUIREMENTS OVER $100K. THE NEXT STEP AFTER LEARNING ABOUT THE NAVY MARKETPLACE IS TO FIND SPECIFIC BUSINESS OPPORTUNITIES. DoD  www.acq.osd.mil/sadbu/publications/sbs/sbs.html Report of Products/Services Purchased ST28 Report – Sorted by FSC  web1.whs.osd.mil/peidhome/procstat/procstat.htm

Find Specific Opportunities  http://progate.daps.dla.mil/home/ Navy Electronic Commerce Online (NECO)  www.neco.navy.mil Federal/DoD Business Opportunities  www.fedbizopps.gov  www.emall.dla.mil  http://progate.daps.dla.mil/home/ SEARCH FOR CURRENT NAVY PROCUREMENT OPPORTUNITIES IN YOUR PRODUCT OR SERVICE AREA BY CHECKING THE NAVY ELECTRONIC COMMERCE ONLINE (NECO) WEBSITE. THERE ARE MANY LINKS FROM THIS WEBSITE. FEDERAL BUSINESS OPPORTUNITIES (WWW.FEDBIZOPPS.GOV) IS DESIGNATED AS THE SINGLE POINT OF ENTRY TO GOVERNMENT WIDE FEDERAL PROCUREMENT OPPORTUNITIES THAT EXCEED $25,000. THE DEPARTMENT OF DEFENSE E-MALL SITE HOSTED BY THE DEFENSE LOGISTICS AGENCY (DLA) IS ONE OF THE NEWER SITES WITH MANY FEATURES FOR BOTH BUYERS AND SELLERS. THE PROGATE SITE, ALSO MANAGED BY THE DEFENSE LOGISTICS AGENCY ALLOWS PROSPECTIVE CONTRACTORS TO SEARCH AGAINST OPEN SOLICITATIONS AND PAST AWARDS USING KEY WORDS OR NUMBERS SUCH AS NATIONAL STOCK NUMBERS OR FEDERAL SUPPLY CLASSES. LASTLY, DON’T OVERLOOK SUBCONTRACTING OPPORTUNITIES. THE BOTTOM TWO LINKS PROVIDE POINTS OF CONTACT FOR COMPANIES LOOKING FOR SMALL BUSINESSES TO SUBCONTRACT WITH. THE NEXT STEP IS TO MAKE IT EASY FOR YOUR CUSTOMERS TO DO BUSINESS WITH YOU. Subcontracting Resources  www.acq.osd.mil/sadbu/publications/subdir/index.html  www.sba.gov/GC/indexcontacts-sbsd.html

Make It Easy For Your Customers Government Charge Card Program  www.fss.gsa.gov > About GSA > Acquisition Solutions > Gov’t Charge Cards

Small Business Emphasis Programs Méntor-Protégé Small Business Innovation Research/Small Business Technology Transfer Indian Incentive Women-owned Small Business Historically Black Colleges and Universities/ Minority Institutions Veteran Owned Small Business Historically Underutilized Business Zones THERE ARE SEVERAL SMALL BUSINESS PROGRAMS THAT MAY BE OF INTEREST TO YOU, SUCH AS THOSE LISTED HERE. INFORMATIN ABOUT EACH IS AVAILABLE AT THE DEPARTMENT OF DEFENSE WEBSITE LISTED. SO FAR I HAVE IDENTIFIED WEBSITES THAT ARE SPECIFIC TO EACH TOPIC THAT I ADDRESSED. THE NEXT WEBSITE IS A RELATIVELY NEW WEBSITE AND PROVIDES SEVERAL OF THESE IMPORTANT LINKS ON ONE WEBSITE AS WELL AS A FEW OTHERS YOU MAY BE INTERESTED IN. http://www.acq.osd.mil/sadbu/programs/index.htm

Business Partner Network THE BUSINESS PARTNER NETWORK PROVIDES ACCESS TO SEVERAL KEY DATABASES ACROSS FEDERAL AGENCIES, INCLUDING: PAST PERFORMANCE INFORMATION RETRIEVAL SYSTEM (NO OTHER COMPANY CAN ACCESS) – PROVIDES ACCESS TO INFORMATION THE GOVERNMENT HAS RECORDED ABOUT YOUR COMPANY’S PERFORMANCE ON PREVIOUS GOVERNMENT CONTRACTS, (GENERALLY OVER $100,000. HOWEVER, THE DEPARTMENT OF DEFENSE HAS BEEN GRANTED A DOLLAR WAIVER TO THIS REQUIREMENT BASED ON THE TYPE OF PRODUCT OR SERVICE SUPPLIED. THE REQUIREMENT TO COLLECT PAST PERFORMANCE INFORMATION ON DEFENSE CONTRACTS GENERALLY IS GREATER THAN $100,000.) ONLINE REPRESENTATIONS AND CERTIFICATIONS APPLICATION (ORCA) . ORCA IS AN E-GOVERNMENT INITIATIVE THAT HAS BEEN DEVELOPED TO REPLACE THE PAPER BASED REPRESENTATIONS AND CERTIFICATIONS PROCESS. PREVIOUSLY, CONTRACTORS HAD TO SUBMIT REPRESENTATIONS AND CERTIFICATIONS FOR EACH INDIVIDUAL LARGE PURCHASE CONTRACT AWARD. NOW, USING ORCA, A CONTRACTOR CAN ENTER THIS INFORMATION ONCE FOR USE ON ALL FEDERAL CONTRACTS. THIS SITE NOT ONLY BENEFITS THE CONTRACTOR BY ALLOWING THEM TO MAINTAIN AN ACCURATE AND COMPLETE RECORD BUT ALSO THE CONTRACTING OFFICER AS THEY CAN VIEW EVERY RECORD, INCLUDING ARCHIVES, WITH THE CLICK OF A MOUSE. I HAVE PROVIDED A LOT OF WEBSITES IN THIS BRIEFING. THE NEXT FEW SLIDES IDENTIFY INDIVIDUALS THAT ARE AVAILABLE IN YOUR AREA TO ASSIST YOU.  www.bpn.gov

Offices Providing Assistance To Small Businesses For Available Help - SBA Offices Providing Assistance To Small Businesses For Defense Procurement Small Business Administration Headquarters 409 3rd St. S.W. Washington, D.C. 20416 Phone: 1-800-U-ASK-SBA (1-800-827-5788) http://www.sba.gov/

Area Procurement Technical Assistance Centers www.sellingtothegovernment.net

Share Your Thoughts Navy Small and Disadvantaged Business Utilization (SADBU) Washington Navy Yard, Building 36 720 Kennon St., SE Washington, D.C. 20374-5015 Phone: (202) 685-6485 Fax: (202) 685-6865 www.hq.navy.mil/sadbu

Doing Business With The Navy THANK YOU FOR YOUR ATTENTION TO AND YOUR INTEREST IN THIS MATTER OF MUTUAL IMPORTANCE TO BOTH THE SMALL BUSINESS COMMUNITY AND TO THE US NAVY. I HAVE A FEW MINUTES AT THIS TIME TO ANSWER ANY QUESTIONS YOU MAY HAVE. Thank You