1. Doing Business With The Navy1 1
RDML Kathleen M. Dussault, SC, USN
Deputy Assistant Secretary of the Navy
(Acquisition & Logistics Management)
August 16, 2007 1

2. Agenda Navy Acquisition Environment Small Business Trends2 2 •
Summary
Small Business Trends
Navy Acquisition Environment
How to Market Your Business
Points of Contact 2

3. National Strategy
QDR Implications

4. Navy Acquisition Environment Transforming for War on Terror4
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

5. Major Navy Buying Commands5 5
Naval Air Systems Command
Director of NAVAIR Small Business
Phone: (301)
Fax: (301)
Space and Naval Warfare
Systems Command
Director of Small Business Program
Phone: (619)
Fax: (619) 5

6. Major Navy Buying Commands6 6
Naval Sea Systems Command
Associate Director of Small Business
Phone: (202)
Fax: (202)
Associate Director of Small Business
Phone: (703)
Fax: (703)
Marine Corps
Systems
Command 6

7. Major Navy Buying Commands7 7
Naval Facilities
Engineering Command
Associate Director of Small Business
Phone: (202)
Fax: (202)
Military Sealift Command
Associate Director of Small Business
Phone: (202)
Fax: (202) 7

8. Major Navy Buying Commands8 8
Office of Naval Research
Associate Director of Small Business
Phone: (703)
Fax: (703)
Associate Director of Small Business
Phone: (717)
Fax: (717)
Naval Supply
Systems Command 8

9. Resale Opportunities Exchanges9 9
Exchanges   
Defense Commissary Agency (DECA)  9

10. DoD Expenditures in the U.S. Trend of Goods and Services10 10
DoD Expenditures in the U.S. Trend of Goods and Services
$ Value in Billions 10

11. DoD Large Business Contracts11 11
DoD Large Business Contracts
No. Awarded in Millions
$ Value in Billions 11

12. DoD Small Business Contracts12 12
DoD Small Business Contracts
No. Awarded in Millions
$ Value in Billions 12

13. DoN Large Business Contracts13 13
DoN Large Business Contracts
No. Awarded in Thousands
$ Value in Billions 13

14. DoN Small Business Contracts14 14
DoN Small Business Contracts
No. Awarded in Thousands
$ Value in Billions 14

15. DoD Large Business Contracts in15 15
DoD Large Business Contracts in
Pennsylvania
No. Awarded in Thousands
$ Value in Billions 15

16. DoD Small Business Contracts in Pennsylvania16 16
DoD Small Business Contracts in Pennsylvania
No. Awarded in Thousands
$ Value in Billions 16

17. 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 M
CONCURRENT TECHNOLGIES, INC 96M
SMALL BUSINESS
SOFTMART GOVERNMENT SERVICES M
THE SPECIALTY GROUP M
IBIS TEK, LLC M
AMERICAN HOSPITAL SERVICE GROUP M
SECHAN ELECTRONICS, INC M
KAMPI COMPONENTS CO INC M
NAUGHTON ENERGY CORPORATION M
KEYSTONE PREPOSITIONING SERVICE M
NIGHT VISION SYSTEMS, INC M
WHEELER BROS, INC M

18. DoN Large Business Contracts in Pennsylvania18 18
DoN Large Business Contracts in Pennsylvania
No. Awarded in Thousands
$ Value in Billions 18

19. DoN Small Business Contracts in Pennsylvania19 19
DoN Small Business Contracts in Pennsylvania
No. Awarded in Thousands
$ Value in Millions 19

20. DoN Top Ten Businesses in Pennsylvania20 20
DoN Top Ten Businesses in Pennsylvania
LARGE BUSINESS
BECHTEL BETTIS, INC M
CBS BROADCASTING, INC M
CONCURRENT TECHNOLOGIES CORP M
LOCKHEED MARTIN CORP ARCHBALD M
ALLOY SURFACES COMPANY, INC M
BAE SYSTEMS INFORMATION & ELECTRIC M
A BRDC JOINT VENTURE M
YORK INTERNATIONAL CORPORATION M
PENNSYLVANIA STATE UNIVERSITY M
LOCKHEED MARTIN CORPKING OF PRUSSIA M
SMALL BUSINESS
KEYSTONE PREPOSITIONING SERV M
NAVMAR APPLIED SCIENCES CORP M
FIDELITY TECHNOLOGIES CORP M
DELPHINUS ENGINEERING, INC M
SABRE SYSTEMS, INC M
GESTALT, LLC M
DE TECHNOLOGIES, INC M
SUPERIOR LANDSCAPING CO M
SECHAN ELECTRONICS, INC M
TARGET MEDIA MID ATLANTIC M 20

21. DoD Large Business Contracts in Pennsylvania, District 1221 21
DoD Large Business Contracts in Pennsylvania, District 12
No. Awarded in Hundreds
$ Value in Millions 21

22. DoD Small Business Contracts in Pennsylvania, District 1222 22
DoD Small Business Contracts in Pennsylvania, District 12
No. Awarded in Thousands
$ Value in Millions 22

23. DoD Top Ten Businesses in Pennsylvania, District 1223 23
DoD Top Ten Businesses in Pennsylvania, District 12
LARGE BUSINESS
CONCURRENT TECHNOLOGIES CORP 96.2M
JOSEPH B FAY CO INC M
TELCOVE, INC M
ANSYS, INC K
H F LENZ COMPANY K
MARTIN-BAKER AMERICA, INC K
CENTIMARK CORPORATION K
REINHART FOODSERVICE, LLC K
LOCKHEED MARTIN AEROPARTS, INC K
WASTE MANAGEMENT OF PA K
SMALL BUSINESS
WHEELER BROS, INC M
NAT'L CTR DEFENSE MFG M
KUCHERA DEFENSE SYSTEMS, INC M
PENN METAL FABRICATORS INC M
KDH DEFENSE SYSTEMS INC M
FULLARD ENVIRONMENTAL CONTROLS M
MIDATLANTIC CONSTRUCTION M
L ROBERT KIMBALL & ASSOCIATES M
MELT MANUFACTURING LLC M
CARACAL, INC M 23

24. DoN Large Business Contracts in Pennsylvania, District 1224 24
DoN Large Business Contracts in Pennsylvania, District 12
No. Awarded in Hundreds
$ Value in Millions 24

25. DoN Small Business Contracts in Pennsylvania, District 1225 25
DoN Small Business Contracts in Pennsylvania, District 12
No. Awarded in Hundreds
$ Value in Millions 25

26. DoN Top Ten Businesses in Pennsylvania, District 1226 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 K
COMMONWEALTH RESEARCH INSTITUTE 56K
OUTDOOR ODYSSEY, INC K
KENNAMETAL INC K
SMALL BUSINESS
KUCHERA DEFENSE SYSTEMS, INC M
FULLARD ENVIRONMENTAL CONTROLS M
MIDATLANTIC CONSTRUCTION M
KDH DEFENSE SYSTEMS INC M
CARACAL, INC M
CONCURRENT TECHNOLOGIES CORP M
GLOBAL SYSTEMS TECHNOLOGIES M
SKOVIRA MACHINE COMPANY M
SFC VALVE CORPORATION K
SHUMAR'S WELDING & MACHINE SERV K 26

27. How To Market Your Business27 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

28. Register Your Firm and Your Products28 28
Register Your Firm and Your Products
 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 
Federal Supply Classification Code (FSC) 
North American Industry Classification System (NAICS)  28

29. Get Acquainted with the Procedures29 29
Get Acquainted with the Procedures
Federal Acquisition Regulation (FAR) 
Defense Federal Acquisition Regulation Supplement (DFARS) 
Navy Marine Corps Acquisition Regulation Supplement (NMCARS)  29

30. Learn About the Marketplace30 30
Learn About the Marketplace
Buying Commands
Other Navy
Other Services
DoD
Report of Products/Services Purchased ST28 Report – Sorted by FSC 30

31. Find Specific Opportunities31 31
Find Specific Opportunities
Navy Electronic Commerce Online (NECO)
Federal/DoD Business Opportunities   
Subcontracting Resources   31

32. Make It Easy For Your Customers32 32
Make It Easy For Your Customers
Federal Supply Services (FSS)
Government Charge Card Program –
GSA SmartPay 32

33. Small Business Emphasis Programs33
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   33

34. Business Partner Network34 34
Business Partner Network  34

35. 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) 35

36. Area DoD Small Business Representatives36 36
Area DoD Small Business Representatives
Navy
Army
Small Business Specialist
Phone:
Small Business Specialist
Phone:
Air Force
Small Business Specialist
Phone: 36

37. Area Procurement Technical Assistance Centers37 37
Area Procurement Technical Assistance Centers 37

38. Office of Small Business Programs38 38
Share Your Thoughts
Department of the Navy
Office of Small Business Programs
720 Kennon St., SE
Building 36, Room 207
Washington, D.C
Phone: (202)
Fax: (202) 38

39. Doing Business With The Navy39 39
Web Sites to Remember...
(site for this presentation) 39