1. May 8, 2007 MCAD-SB [UNCLASSIFIED] Doing Business with the Department of Defense Global Border Security Conference and Expo Presented by Dan E. Shackelford Associate Director for Small Business U.S. Army Medical Command

2. May 8, 2007 MCAD-SB [UNCLASSIFIED] Department of Defense Role in Border Security  Counter-drug Operations  Counter-terrorism Activities  Augmentation of Border Patrol National Guard Technical Support

3. May 8, 2007 MCAD-SB [UNCLASSIFIED] How To Do Business with the Department of Defense

4. May 8, 2007 MCAD-SB [UNCLASSIFIED] Identify Your Product/Service North American Industry Classification System (NAICS) code (www.census.gov/naics)www.census.gov/naics Federal Supply Classification or Service (FSC/SVC) code (www.dlis.dla.mil/h2/)www.dlis.dla.mil/h2/

5. May 8, 2007 MCAD-SB [UNCLASSIFIED] Register Your Business Register in the Central Contractor Registration (CCR) (www.ccr.gov)www.ccr.gov Must have Data Universal Numbering System (DUNS) number (http://fedgov.dnb.com/webform/displayHomePage.do)http://fedgov.dnb.com/webform/displayHomePage.do CAGE code will be assigned from your CCR registration Specific Agency Lists

6. May 8, 2007 MCAD-SB [UNCLASSIFIED] Identify Target Market  The DoD Statistical Information Analysis Division (SIAD) procurement data reports. http://siadapp.dior.whs.mil/procurement/historical_reports/statistics/procstat.htmlStatistical Information Analysis Division http://siadapp.dior.whs.mil/procurement/historical_reports/statistics/procstat.html Standard Tabulation (ST) 28  ARMY  NAVY  AIR FORCE  DLA  Other Defense Agencies (ODAs)

7. May 8, 2007 MCAD-SB [UNCLASSIFIED] Learn procedures Selling to the Military Handbook (www.acq.osd.mil/sadbu/publications/selling/index.html)www.acq.osd.mil/sadbu/publications/selling/index.html Selling to the Army (www.sellingtoarmy.info)www.sellingtoarmy.info Selling to the Navy (www.donhq.navy.mil/OSBP/)www.donhq.navy.mil/OSBP/) Selling to the Air Force (www.selltoairforce.org)www.selltoairforce.org Federal Acquisition Regulations (FAR) (http://www.arnet.gov/far/)http://www.arnet.gov/far/) Defense FAR Supplement (DFARS)

8. May 8, 2007 MCAD-SB [UNCLASSIFIED] The “Process” Requirement Solicitation Offer Evaluation Contract Award Performance

9. May 8, 2007 MCAD-SB [UNCLASSIFIED] Identify Specific Requirements  Federal Business Opportunities (FedBizOpps.gov) The single source for publishing federal government procurement opportunities that exceed $25,000. Free subscription using NAICS Codes or Key Words

10. May 8, 2007 MCAD-SB [UNCLASSIFIED] Investigate Other Opportunities Federal Supply Schedule Government Purchase Card Purchases under $2,500 Small Business Programs Enable limiting competition to specific socio- economic groups and programs Subcontracting

11. May 8, 2007 MCAD-SB [UNCLASSIFIED] Seek Assistance Procurement Technical Assistance Centers (http://www.dla.mil/db/procurem.htm)http://www.dla.mil/db/procurem.htm Small Business Administration Service Corps Of Retired Executives (SCORE) Economic Development Centers Chambers of Commerce Professional Associations

12. May 8, 2007 MCAD-SB [UNCLASSIFIED] Market your Firm The first presentation of your company’s capabilities should be directly to the Small Business Specialist at the activities that buy your products or services.

13. May 8, 2007 MCAD-SB [UNCLASSIFIED] Essentials for Success  Focus Don’t waste time marketing to the wrong people  Commitment Be willing to work hard to make the sale Don’t give up because of initial failures to win contracts  Exceptional Performance Highest Quality Product or Service On Time At or Below Cost