1. 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

2. 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:

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

4. Major Navy Buying Commands
Ms. Barbara Greeley
Director of NAVAIR Small Business
Phone: ( 301)
Fax: (301)
Naval Air Systems Command
Ms. Susan Burrows
Director of Small Business Program
Phone: (619)
Fax: (619)
Space and Naval Warfare
Systems Command
Naval Sea Systems Command
Mr. Sarkis Tatigian
Associate Director of Small Business
Phone: (202)
Fax: (202)

5. Major Navy Buying Commands
Ms. Harriett Burton
Associate Director of Small Business
Phone: (703)
Fax: (703)
Marine Corps
Systems
Command
Naval Facilities
Engineering Command
Ms. Linda Wright
Associate Director of Small Business
Phone: (202)
Fax: (202)
Military Sealift Command
Mr. Dave Grove
Associate Director of Small Business
Phone: (202)
Fax: (202)

6. Major Navy Buying Commands
Office of Naval Research
Ms. Genesta S. Belton
Associate Director of Small Business
Phone:
Fax:
Naval Supply
Systems Command
Mr. Mark Opilla
Associate Director of Small Business
Phone: (717)
Fax: (717)

7. Resale Opportunities Exchanges  www.aafes.com  www.navy-nex.com
Defense Commissary Agency (DECA) 

8. 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.

9. 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

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

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

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

13. 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

14. 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) 
Obtain Commercial and Government Entity (CAGE) Code 
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.) 
Federal Supply Class or Service Code (FSC) 
North American Industry Classification System (NAICS) 

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

16. Learn About the Marketplace
Buying Commands
Navy Department 
Other Services  
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 
Report of Products/Services Purchased
ST28 Report – Sorted by FSC
 web1.whs.osd.mil/peidhome/procstat/procstat.htm

17. Find Specific Opportunities  http://progate.daps.dla.mil/home/
Navy Electronic Commerce Online (NECO) 
Federal/DoD Business Opportunities   
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 ( 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  

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

19. 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. 

20. 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. 

21. 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
Phone: U-ASK-SBA
( )

22. Area Procurement Technical Assistance Centers

23. Share Your Thoughts
Navy Small and Disadvantaged Business Utilization (SADBU)
Washington Navy Yard, Building 36
720 Kennon St., SE
Washington, D.C
Phone: (202)
Fax: (202)

24. 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