1. How to do Business with the Department of Homeland Security (DHS) A guide for small businesses interested in prime contracting and subcontracting opportunities with DHS

2. Background “Our generation has now heard history’s call, and we will answer it.” “Our generation has now heard history’s call, and we will answer it.” President George W. Bush President George W. Bush President Bush signed the Homeland Security Act of 2002 on 11/25/02 President Bush signed the Homeland Security Act of 2002 on 11/25/02

3. Mission Lead the unified effort to secure America Lead the unified effort to secure America Prevent and deter terrorist attacks Prevent and deter terrorist attacks Respond to threats and hazards to the Nation Respond to threats and hazards to the Nation Ensure safe and secure borders Ensure safe and secure borders Welcome lawful immigrants and visitors Welcome lawful immigrants and visitors Promote free flow of commerce Promote free flow of commerce

4. Policy Statement It is the policy of the United States, as stated in the Small Business Act, that “all” small businesses have the maximum practicable opportunity to participate in providing goods and services to the Federal government. It is the policy of the United States, as stated in the Small Business Act, that “all” small businesses have the maximum practicable opportunity to participate in providing goods and services to the Federal government.

5. SBA Legislation To ensure that small businesses get their fair share, SBA: negotiates annual procurement goals with each federal agency; negotiates annual procurement goals with each federal agency; reviews each agency’s results; and reviews each agency’s results; and is responsible for ensuring that the statutory government-wide goals are met. is responsible for ensuring that the statutory government-wide goals are met.

6. DHS Small Business Goals for FY 2005 SB prime - 23.0% SB prime - 23.0% 8(a) – 2.5% 8(a) – 2.5% SDB [non-8(a)] prime – 2.5% SDB [non-8(a)] prime – 2.5% (note: 8(a) + SDB [non-8(a)] = 5.0% WOSB prime – 5.0% WOSB prime – 5.0% HUBZone prime – 3.0% HUBZone prime – 3.0% SDVOSB prime – 3.0% SDVOSB prime – 3.0% SB sub – 40.0% SB sub – 40.0% SDB sub – 5.0% SDB sub – 5.0% WOSB sub – 5.0% WOSB sub – 5.0% HUBZone sub – 3.0% HUBZone sub – 3.0% SDVOSB sub– 3.0% SDVOSB sub– 3.0%

7. Getting Started – Basic Questions 1. Which government agencies buy my products and services? 2. How do I get in touch with them? 3. How do I market to them?

8. Getting Started – Basic Answers Answer to Question # 1 (who buys what I sell) Federal Procurement Data Center www.fpdc.gov - Identify who buys your product or service (hint: know your NAICS code) www.fpdc.gov - Identify who buys your product or service (hint: know your NAICS code) www.fpdc.gov

9. Getting Started – Basic Answers Answer to Question # 1 (who buys what I sell) Review agency publications: Review agency publications: Forecast of Procurement/Contracting Opportunities Forecast of Procurement/Contracting Opportunities Subcontracting Directory Subcontracting Directory “How to” publications (if the agency has one) “How to” publications (if the agency has one)

10. Getting Started – Basic Answers Answer to Question # 2 – Getting in Touch Check out these websites: Check out these websites: www.fedbizopps.gov – Register - get notices of government requirements for your NAICS code www.fedbizopps.gov – Register - get notices of government requirements for your NAICS code www.fedbizopps.gov www.fedbid.com – Register - Compete on-line for government requirements for your NAICS code www.fedbid.com – Register - Compete on-line for government requirements for your NAICS code www.fedbid.com www.osdbu.gov – Federal OSDBU Offices web sites www.osdbu.gov – Federal OSDBU Offices web sites www.osdbu.gov

11. Getting Started – Basic Answers Answer to Question # 2 – Getting in Touch www.mbda.gov – Register – Phoenix Database to get free contract referrals. www.mbda.gov – Register – Phoenix Database to get free contract referrals. www.mbda.gov www.ccr.gov - Register – SBA’s Pro-Net database is combined with DoD’s Central Contractor Registration database. www.ccr.gov - Register – SBA’s Pro-Net database is combined with DoD’s Central Contractor Registration database. www.ccr.gov http://web.sba.gov/subnet - Prime Contractors post subcontracting opportunities here. http://web.sba.gov/subnet - Prime Contractors post subcontracting opportunities here. http://web.sba.gov/subnet

12. Getting Started – Basic Answers Answer to Question #3 – How do I market them? Generally speaking, the government is decentralized. Most agencies consist of numerous buying activities. Generally speaking, the government is decentralized. Most agencies consist of numerous buying activities. Learn what each targeted organization does and how they spend their money! Learn what each targeted organization does and how they spend their money!

13. Getting Started – Basic Answers Answer to Question # 3 – How do I market them? Participate in: Participate in: Targeted Outreach Activities Targeted Outreach Activities Local Conferences/Trade Shows Local Conferences/Trade Shows Focus on 3-5 agencies and allow 18-24 months for relationship building. Focus on 3-5 agencies and allow 18-24 months for relationship building.

14. Getting Started – Basic Answers Answer to Question # 3 – How do I market them? To assist you, DHS is organized as follows: To assist you, DHS is organized as follows: Directorates and Direct Reports Directorates and Direct Reports

15. Border & Transportation Security (BTS) Border & Transportation Security (BTS) Responsible for maintaining the security of our nation’s borders and transportation systems Customs & Border Protection Customs & Border Protection Includes Animal and Plant Health Inspection Service Includes Animal and Plant Health Inspection Service Immigration & Customs Enforcement Immigration & Customs Enforcement Includes Federal Protective Service Includes Federal Protective Service Transportation Security Administration Transportation Security Administration Federal Law Enforcement Training Center Federal Law Enforcement Training Center Office for Domestic Preparedness Office for Domestic Preparedness

16. Emergency Preparedness & Response (EP & R) Emergency Preparedness & Response (EP & R) Ensures that our nation is prepared for, and able to recover from, terrorist attacks and natural disasters. Federal Emergency Management Agency Federal Emergency Management Agency Strategic National Stockpile and the National Disaster Medical System Strategic National Stockpile and the National Disaster Medical System Nuclear Incident Response Team Nuclear Incident Response Team Domestic Emergency Support Teams Domestic Emergency Support Teams National Domestic Preparedness Office National Domestic Preparedness Office

17. Science & Technology (S & T) Science & Technology (S & T) Responsible for the efforts in research and development, including preparing for and responding to the full range of terrorist threats involving weapons of mass destruction. Homeland Security Advanced Research Projects Agency (HSARPA) Homeland Security Advanced Research Projects Agency (HSARPA) Small Business Innovative Research (SBIR) Program (www.hsarpasbir.gov) Small Business Innovative Research (SBIR) Program (www.hsarpasbir.gov)www.hsarpasbir.gov National and Federal Laboratories National and Federal Laboratories

18. Information Analysis & Infrastructure Protection (IAIP) Information Analysis & Infrastructure Protection (IAIP) Identify and assess current and future threats to the homeland, map those threats against our vulnerabilities, issue timely warnings and take preventive and protective action.

19. Management Responsible for budget, appropriations, expenditure of funds, accounting and finance; procurement; human resources and personnel; information technology systems; facilities, property, equipment, and other material resources; and identification and tracking of performance measurements relating to the responsibilities of the Department.

20. Direct Reports U.S. Coast Guard U.S. Coast Guard U.S. Coast Guard U.S. Coast Guard U.S. Secret Service U.S. Secret Service U.S. Secret Service U.S. Secret Service Bureau of Citizenship and Immigration Services Bureau of Citizenship and Immigration Services Bureau of Citizenship and Immigration Services Bureau of Citizenship and Immigration Services Visit www.dhs.gov/openforbusiness for DHS small business procurement assistance information Visit www.dhs.gov/openforbusiness for DHS small business procurement assistance informationwww.dhs.gov/openforbusiness

21. Federal Agency One-On-One Counseling Sessions Department of Homeland Security Vendor Outreach Sessions and conferences www.dhs.gov/openforbusiness, scroll down to “Small Business Outreach Activities” Department of Homeland Security Vendor Outreach Sessions and conferences www.dhs.gov/openforbusiness, scroll down to “Small Business Outreach Activities” www.dhs.gov/openforbusiness Treasury Vendor Outreach Sessions www.treas.gov/sba, click on Outreach Activities Treasury Vendor Outreach Sessions www.treas.gov/sba, click on Outreach Activities www.treas.gov/sba Department of Justice Monthly Counseling Sessions www.usdoj.gov/jmd/osdbu/ Department of Justice Monthly Counseling Sessions www.usdoj.gov/jmd/osdbu/www.usdoj.gov/jmd/osdbu/

22. Other Federal Agency One-On-One Counseling Sessions U.S. Department of Agriculture Vendor Outreach Program - ww.usda.gov/osdbu/ U.S. Department of Agriculture Vendor Outreach Program - ww.usda.gov/osdbu/ww.usda.gov/osdbu/ U.S. Department of Labor www.dol.gov/osbp/regs/procurement.htm U.S. Department of Labor www.dol.gov/osbp/regs/procurement.htm www.dol.gov/osbp/regs/procurement.htm U.S. Department of Health & Human Services (Contact Ruth Lewis for more information at ruth.lewis@hhs.gov) U.S. Department of Health & Human Services (Contact Ruth Lewis for more information at ruth.lewis@hhs.gov)ruth.lewis@hhs.gov

23. Other Federal Agency One-On-One Counseling Sessions Department of Veterans Affairs www.va.gov/osdbu/conference/register.htm Department of Veterans Affairs www.va.gov/osdbu/conference/register.htm www.va.gov/osdbu/conference/register.htm U.S. Department of Housing and Urban Development www.hud.gov/offices/osdbu/index.cfm U.S. Department of Housing and Urban Development www.hud.gov/offices/osdbu/index.cfm www.hud.gov/offices/osdbu/index.cfm

24. Develop a Marketing Plan/Strategy Include all possibilities, such as Subcontracts Prime Contracts Teaming/Joint Ventures Mentor Protégé Agreements Pre-existing Contract Vehicles

25. Key Sources of Assistance (locate the office in your local area) SBA – U.S. Small Business Administration (http://www.sba.gov/) SBA – U.S. Small Business Administration (http://www.sba.gov/)http://www.sba.gov/ PTAC – Procurement Technical Assistance Center (http://www.sellingtothegovernment.net) PTAC – Procurement Technical Assistance Center (http://www.sellingtothegovernment.net)http://www.sellingtothegovernment.net SBDC – Small Business Development Center (http://www.sba.gov/sbdc/) SBDC – Small Business Development Center (http://www.sba.gov/sbdc/)http://www.sba.gov/sbdc/ OSDBU – Office of Small & Disadvantaged Business Utilization (www.osdbu.gov) OSDBU – Office of Small & Disadvantaged Business Utilization (www.osdbu.gov)www.osdbu.gov

26. Basic Information There are two types of contracting opportunities: Prime Contracting – you hold the contract Prime Contracting – you hold the contract Subcontracting – a larger company holds the contract and you get to work on a piece of it Subcontracting – a larger company holds the contract and you get to work on a piece of it

27. Basic Information (continued) After consideration of required sources (read FAR Part 8), the contracting officer has 2 choices: 1.use a pre-existing contract (FSS, GWAC, Department-wide contract) 2.use open market procedures

28. Basic Information (continued) Key Tip: If what you provide is listed on a GSA Federal Supply Schedule, then get on the schedule! Why? because it is a faster method of buying! Do your research, find out what pre-existing vehicles are used by the agencies you have targeted and, most importantly, let agencies know what contract vehicles you have available to them.

29. Basic Information (continued) Dollar amounts & methods of procurement you should know about: Up to $2,500 – Micropurchase (credit card) Up to $2,500 – Micropurchase (credit card) $2501-$100,000 – Simplified Acquisition Procedures (SAP) $2501-$100,000 – Simplified Acquisition Procedures (SAP) Over $100,000 – Formal Contracting Procedures Over $100,000 – Formal Contracting Procedures Note: under commercial items test – $5,000,000 can be considered SAP

30. Small Business Procurement Programs 8(a) Program set-aside 8(a) Program set-aside Service-Disabled Veteran-Owned Small Business (SDVOSB) Program set-aside Service-Disabled Veteran-Owned Small Business (SDVOSB) Program set-aside HUBZone Program set-aside HUBZone Program set-aside Traditional Small Business set-aside Traditional Small Business set-aside Mentor-Protégé Programs Mentor-Protégé Programs Full & Open competition tools Full & Open competition tools SDB evaluation factor-prime proposes SDB targets SDB evaluation factor-prime proposes SDB targets Subcontracting Subcontracting HUBZone Price Evaluation Preference (10%) HUBZone Price Evaluation Preference (10%) SDB Participation Program-Targets SDB Participation Program-Targets

31. Small Business Procurement Programs Currently, there is no way to limit the competition to: Women Owned Small Business Women Owned Small Business Small Disadvantaged Business Small Disadvantaged Business Veteran Owned Small Business Veteran Owned Small Business Therefore, marketing is critical!

32. The “Model” Small Business Firm Working in the federal marketplace understands: Its’ core competencies Its’ core competencies Marketing and relationship building Marketing and relationship building Schedules/Multiple award contracts Schedules/Multiple award contracts Open Market procurement (FedBizOpps) Open Market procurement (FedBizOpps)FedBizOpps Prime contracting Prime contracting Subcontracting Subcontracting

33. The “Model” Small Business Firm Is equipped to do business with the Government: Accepts the government purchase card (Visa or Mastercard) Accepts the government purchase card (Visa or Mastercard) Has good marketing materials Has good marketing materials Has a niche (What’s yours?) Has a niche (What’s yours?) Has resources (people, equipment) Has resources (people, equipment) Is web savvy Is web savvy Is registered in Government pre-existing databases (Pro-Net, CCR) Is registered in Government pre-existing databases (Pro-Net, CCR)

34. In Summary What Really Works... Being prepared Being prepared Relationships Relationships Networking Networking Multiple Contracting Vehicles Multiple Contracting Vehicles Smart Marketing Smart Marketing

35. In Summary What Really Works... Get Involved Get Involved Past Performance Past Performance Share Information Share Information Patience Patience Persistence Persistence

36. Remember Homework always comes before success in the dictionary & Small Business Procurement!