Doing Business With The Navy CAPT Eric Wilson, SC, USN Director of Business Operations Office of Naval Research August 8, 2007

DoN Acquisition Home Page FIND THIS BRIEF AT: http://acquisition.navy.mil/acquisition_one_source/business_opportunities/understanding_how_to_do_business_with_the_navy

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

Navy Acquisition Environment SEAPOWER 21

Navy Acquisition Environment SEA ENTERPRISE Right Force Efficiency Effectiveness Right Readiness Right Cost

Major Navy Buying Commands Director of NAVAIR Small Business Phone: ( 301) 757-9044 Fax: (301) 757-9093 www.navair.navy.mil Naval Air Systems Command 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

Major Navy Buying Commands 7 Major Navy Buying Commands 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 7

Major Navy Buying Commands 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

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

Resale Opportunities Exchanges 10 10 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 10

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

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

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

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

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

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

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

DoD Top Ten Businesses in Texas LARGE BUSINESS LOCKHEED MARTIN CORP FT. WORTH 10.5B BELL BOEING JOINT PROJECT OFFICE 1.4B LOCKHEED MARTIN CORP GRAND PRAIRIE 1.3B RAYTHEON SERVICE COMPANY 888M STEWART & STEVENSON TACTICAL 814M EQUILON ENTERPRISES LLC 804M VALERO MARKETING & SUPPLY CO 661M DYNCORP INTERNATIONAL LLC 500M BELL HELICOPTER TEXTRON INC 495M L-3 COMMUNICATIONS INTEGRATED 488M SMALL BUSINESS REFINERY ASSOC OF TEXAS 147M M7 AEROSPACE LP 103M PHOENIX MANAGEMENT, INC 94M WESTERN REFINING COMPANY, L P 85M AGE REFINING, INC 83M OCEAN SHIPS, INC 48M THE WORNICK COMPANY 34M CRITICAL SOLUTIONS INTL 34M KARTA TECHNOLOGIES, INC 31M TERRAHEALTH, INC 31M

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

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

DoN Top Ten Businesses in Texas LARGE BUSINESSES LOCKHEED MARTIN CORP FT. WORTH 4.3B BELL BOEING JOINT PROJECT OFFICE 1.4B BELL HELICOPTER TEXTRON, INC 316M L3 COMMUNICATIONS CORPORATION 205M EFW INC 135M RAYTHEON SERVICE COMPANY 107M RAYTHEON COMPANY 84M CSC APPLIED TECHNOLOGIES, LLC 81M DELL MARKETING LP 81M L-3 COMMUNICATIONS INTEGRATED 45M SMALL BUSINESSES OCEAN SHIPS, INC 48M LONG WAVE, INC 30M THOMAS GROUP, INC 21M MED ENTERPRISES, LLC 11M PROBADO TECHNOLOGIES CORP 11M THE OMO GROUP, INC 8M INFOEDGE TECHNOLOGY, INC 8M OCEAN TRIUMP SHIPPING, INC 8M OCEAN STAR SHIPPING, INC 8M THE WARRIOR GROUP, INC 7M

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 23 Register Your Firm and Your Products  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  www.ccr.gov Federal Supply Classification Code (FSC)  http://www.usabid.com/resources/tables/pscs/ North American Industry Classification System (NAICS)  http://www.census.gov/epcd/www/naics.html 23

Get Acquainted with the Procedures 24 Get Acquainted with the Procedures Federal Acquisition Regulation (FAR)  www.arnet.gov/far Defense Federal Acquisition Regulation Supplement (DFARS)  http://www.acq.osd.mil/dpap/dars/dfars/index.htm Navy Marine Corps Acquisition Regulation Supplement (NMCARS)  http://acquisition.navy.mil/policy_and_guidance/ 24

Learn About the Marketplace 25 25 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 25

Find Specific Opportunities Navy Electronic Commerce Online (NECO)  https://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 http://www.acq.osd.mil/osbp/doing_business/index.htm www.sba.gov/GC/indexcontacts-sbsd.html

Make It Easy For Your Customers 27 27 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 27

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  http://app.vetbiz.gov/  http://www.sba.gov/vets/procurement/procurement-pref.pdf

Business Partner Network  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 Dallas District Office 4300 Amon Carter Blvd., Suite 114 Fort Worth, Texas 76155 (817) 684-5500 Phone (817) 684-5516 Fax www.sba.gov/tx/dallas/

Area DoD Small Business Representatives Navy Army Director of Acquisition Phone: 817-782-7086 Fax: 817-782-7680 Small Business Specialist Phone: 903-334-2604 Fax: 904-334-4141 Air Force Small Business Specialist Phone: 817-782-7315 ext. 237 Fax: 817-782-5371 Small Business Specialist Phone: 940-676-4138 Fax: 940-676-7829

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

Office of Small Business Programs 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/

Doing Business With The Navy 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

Doing Business With The Navy http://acquisition.navy.mil/