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

2. 22 Summary Small Business Trends Navy Acquisition Environment How to Market Your Business Points of Contact Agenda

3. 3 National Strategy QDR Implications

4. 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

5. 55 Naval Air Systems Command Director of NAVAIR Small Business Phone: (301) 757-9044 Fax: (301) 757-9093 www.navair.navy.mil Director of Small Business Program Phone: (619) 524-7701 Fax: (619) 524-3165 https://e-commerce.spawar.navy.mil Space and Naval Warfare Systems Command Major Navy Buying Commands

6. 66 Naval Sea Systems Command Associate Director of Small Business Phone: (202) 781-3965 Fax: (202) 781-4772 www.navsea.navy.mil Major Navy Buying Commands Marine Corps Systems Command Associate Director of Small Business Phone: (703) 432-3946 Fax: (703) 432-3486 www.marcorsyscom.usmc.mil

7. 77 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

8. 88 Naval Supply Systems Command Associate Director of Small Business Phone: (717) 605-3575 Fax: (717) 605-1102 www.navsup.navy.mil Office of Naval Research Associate Director of Small Business Phone: (703) 696-4511 Fax: (703) 696-4430 wendy.fletcher@navy.milwww.onr.navy.mil Major Navy Buying Commands

9. 99 Exchanges www.navy-nex.com/command/contractor_vendor/cv-index.html Defense Commissary Agency (DECA) www.commissaries.com/business.cfm www.usmc-mccs.org/buspartners/retail.cfm Resale Opportunities www.aafes.com/pa/selling/default.asp

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

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

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

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

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

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

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

17. 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. 18 DoN Large Business Contracts in Pennsylvania $ Value in Billions No. Awarded in Thousands

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

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

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

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

23. 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. 24 DoN Large Business Contracts in Pennsylvania, District 12 $ Value in Millions No. Awarded in Hundreds

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

26. 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. 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. 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 www.dnb.com/US/duns_update/index.html www.dlis.dla.mil/cageserv.asp www.ccr.gov Federal Supply Classification Code (FSC) North American Industry Classification System (NAICS) www.usabid.com/resources/tables/pscs/ www.census.gov/epcd/www/naics.html

29. 29 Get Acquainted with the Procedures 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/

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

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

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?pageTy peId=8211&channelId=-12984 http://www.gsa.gov/Portal/gsa/ep/channelView.do?pageTy peId=8211&channelId=-12984 www.gsa.gov

33. 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 http://app.vetbiz.gov/ www.sba.gov/vets/procurement/procurement-pref.pdf 33

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

35. 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 15219 (412) 395-6560 http://www.sba.gov/localresources/district/pa/pit t/index.html

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

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

38. 38 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/ Share Your Thoughts

39. 39 Doing Business With The Navy 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

40. 40 http://www.acquisition.navy.mil/