Doing Business With The Navy 1 1 RDML Kathleen M. Dussault, SC, USN Deputy Assistant Secretary of the Navy (Acquisition & Logistics Management) August 16, 2007 1

Agenda Navy Acquisition Environment Small Business Trends 2 2 • Summary Small Business Trends Navy Acquisition Environment How to Market Your Business Points of Contact 2

National Strategy QDR Implications

Navy Acquisition Environment Transforming for War on Terror 4 Navy platforms are inherently flexible Must buy smarter Build with the future in mind Meet CNO’s Objectives Navy Expeditionary Combat Command (NECC) Combines 40k Sailors from 9 different communities Navy Coastal Warfare; Riverine; EOD; Logistics Support SEABEE’s; 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

Major Navy Buying Commands 5 5 Naval Air Systems Command Director of NAVAIR Small Business Phone: (301) 757-9044 Fax: (301) 757-9093 www.navair.navy.mil Space and Naval Warfare Systems Command Director of Small Business Program Phone: (619) 524-7701 Fax: (619) 524-3165 https://e-commerce.spawar.navy.mil 5

Major Navy Buying Commands 6 6 Naval Sea Systems Command Associate Director of Small Business Phone: (202) 781-3965 Fax: (202) 781-4772 www.navsea.navy.mil Associate Director of Small Business Phone: (703) 432-3946 Fax: (703) 432-3486 www.marcorsyscom.usmc.mil Marine Corps Systems Command 6

Major Navy Buying Commands 7 7 Naval Facilities Engineering Command Associate Director of Small Business Phone: (202) 685-9129 Fax: (202) 685-1485 www.navfac.navy.mil Military Sealift Command Associate Director of Small Business Phone: (202) 685-5565 Fax: (202) 685-5515 www.msc.navy.mil 7

Major Navy Buying Commands 8 8 Office of Naval Research Associate Director of Small Business Phone: (703) 696-4511 Fax: (703) 696-4430 wendy.fletcher@navy.milwww.onr.navy.mil Associate Director of Small Business Phone: (717) 605-3575 Fax: (717) 605-1102 www.navsup.navy.mil Naval Supply Systems Command 8

Resale Opportunities Exchanges 9 9 Exchanges  www.aafes.com/pa/selling/default.asp  www.navy-nex.com/command/contractor_vendor/cv-index.html  www.usmc-mccs.org/buspartners/retail.cfm Defense Commissary Agency (DECA)  www.commissaries.com/business.cfm 9

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

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

DoD Small Business Contracts 12 12 DoD Small Business Contracts No. Awarded in Millions $ Value in Billions 12

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

DoN Small Business Contracts 14 14 DoN Small Business Contracts No. Awarded in Thousands $ Value in Billions 14

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

DoD Small Business Contracts in Pennsylvania 16 16 DoD Small Business Contracts in Pennsylvania No. Awarded in Thousands $ Value in Billions 16

DoD Top Ten Businesses in Pennsylvania LARGE BUSINESS AMERISOURCEBERGEN DRUG CORP 1.3B THE BOEING COMPANY 955M BAE SYSTEMS LAND & ARMAMENTS 949M BECHTEL BETTIS, INC 288M CBS BROADCASTING INC 279M 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

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

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

DoN Top Ten Businesses in Pennsylvania 20 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

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

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

DoD Top Ten Businesses in Pennsylvania, District 12 23 23 DoD Top Ten Businesses in Pennsylvania, District 12 LARGE BUSINESS CONCURRENT TECHNOLOGIES CORP 96.2M 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

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

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

DoN Top Ten Businesses in Pennsylvania, District 12 26 26 DoN Top Ten Businesses in Pennsylvania, District 12 LARGE BUSINESS CONCURRENT TECHNOLOGIES 60M MARTIN-BAKER AMERICA, INC 559K ANSYS, INC 291K MICRODISC, INC 118K 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

How To Market Your Business 27 27 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 27

Register Your Firm and Your Products 28 28 Register Your Firm and Your Products  Register Your Company Obtain Data Universal Numbering Systems (DUNS)  www.dnb.com/US/duns_update/index.html Obtain Commercial and Government Entity (CAGE) Code  www.dlis.dla.mil/cageserv.asp Register in the DoD Central Contractor Registration (CCR) System  www.ccr.gov Federal Supply Classification Code (FSC)  www.usabid.com/resources/tables/pscs/ North American Industry Classification System (NAICS)  www.census.gov/epcd/www/naics.html 28

Get Acquainted with the Procedures 29 29 Get Acquainted with the Procedures Federal Acquisition Regulation (FAR)  www.arnet.gov/far Defense Federal Acquisition Regulation Supplement (DFARS)  www.acq.osd.mil/dpap/dars/dfars/index.htm Navy Marine Corps Acquisition Regulation Supplement (NMCARS)  http://acquisition.navy.mil/policy_and_guidance/ 29

Learn About the Marketplace 30 30 Learn About the Marketplace Buying Commands Other Navy www.donhq.navy.mil/OSBP Other Services www.sellingtoarmy.info www.selltoairforce.org DoD www.acq.osd.mil/osbp/doing_business/index.htm Report of Products/Services Purchased ST28 Report – Sorted by FSC http://siadapp.dmdc.osd.mil 30

Find Specific Opportunities 31 31 Find Specific Opportunities Navy Electronic Commerce Online (NECO) www.neco.navy.mil Federal/DoD Business Opportunities  www.fedbizopps.gov  https://emall6.prod.dodonline.net/main/  https://progate.daps.dla.mil/home/ Subcontracting Resources  www.acq.osd.mil/osbp/doing_business/index.htm  www.sba.gov/GC/indexcontacts-sbsd.html 31

Make It Easy For Your Customers 32 32 Make It Easy For Your Customers Federal Supply Services (FSS) www.fss.gsa.gov Government Charge Card Program – GSA SmartPay http://www.gsa.gov/Portal/gsa/ep/channelView.do?pageTypeId=8211&channelId=-12984 www.gsa.gov 32

Small Business Emphasis Programs 33 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  http://app.vetbiz.gov/  www.sba.gov/vets/procurement/procurement-pref.pdf 33

Business Partner Network 34 34 Business Partner Network  www.bpn.gov 34

Small Business Administration Pittsburgh District Office Available Help - SBA 35 35 Offices Providing Assistance To Small Businesses For Defense Procurement Small Business Administration Pittsburgh District Office 411 Seventh Ave, Ste 1450 Pittsburgh, PA 15219 (412) 395-6560 http://www.sba.gov/localresources/district/pa/pitt/index.html 35

Area DoD Small Business Representatives 36 36 Area DoD Small Business Representatives Navy Army Small Business Specialist Phone: 717-605-7525 Small Business Specialist Phone: 412-395-7477 Air Force Small Business Specialist Phone: 412-474-8119 36

Area Procurement Technical Assistance Centers 37 37 Area Procurement Technical Assistance Centers http://www.sellingtothegovernment.net 37

Office of Small Business Programs 38 38 Share Your Thoughts Department of the Navy Office of Small Business Programs 720 Kennon St., SE Building 36, Room 207 Washington, D.C. 20374-5015 Phone: (202) 685-6485 Fax: (202) 685-6865 http://www.donhq.navy.mil/OSBP/ 38

Doing Business With The Navy 39 39 Web Sites to Remember... www.acquisition.navy.mil (site for this presentation) www.acq.osd.mil/sadbu www.donhq.navy.mil/OSBP/ www.gsa.gov www.bpn.gov www.sba.gov www.fedbizopps.gov 39

http://www.acquisition.navy.mil/