1. DOING BUSINESS WITH THE U.S. DEPARTMENT OF STATE Washington DC May 3, 2012

2. STATE’S MISSION The mission of the Department of State is to create a more secure, democratic, and prosperous world for the benefit of the American people and the international community.

3. STATE’S MAJOR BUREAUS Diplomatic Security (DS) Consular Affairs (CA) Overseas Buildings Operations (OBO) Information Resource Management (IRM)

4. STATE’s GOALS & ACHIEVEMENTS STATE’s GOALS & ACHIEVEMENTS Category Goals Achievements (2011) (2010) SB34.00%35.29% SDB 5.00%17.49% WOSB 5.00% 4.7% HUBZone 3.00% 2.88% SDVOSB 3.00% 2.59%

5. WHAT STATE BUYS Security Services - Iraq, Afghanistan, local guard program Building Construction, embassy construction and renovation Facilities Support Services Architectural & Engineering Services Training: language, career development, diversity

6. WHAT STATE BUYS Information Technology: systems design, help desk, hardware, software, IT consolidation Office Administrative Services – staffing support Security Systems Services Office & Household Furniture Insurance

7. WHAT STATE BUYS Upcoming Requirements: 8(a) Warehousing services (in Dulles) 8(a) -Staffing Foreign Service Institute 8(a) IT – Sharepoint Ongoing – Soft Skills Training Ongoing – Construction Ongoing – Insurance

8. RESEARCH TOOLS STATE.GOV/M/A/SDBU includes ◦ Program office contacts ◦ List of prime contractors ◦ Forecast of Contract Opportunities ALSO: USASPENDING.GOV FPDS.GOV ACQUISITION.GOV

9. RESEARCH TOOLS State’s Budget Request www.state.gov Federal Business Opportunities www.FBO.gov OSDBU websites www.OSDBU.gov SBA’s Sub-Net http://web.sba.gov/subnet

10. NETWORKING AS A MARKETING STRATEGY Join trade associations including: The U.S. Women’s Chamber of Commerce www.uswcc.org www.uswcc.org National Minority Supplier Development Council www.nmsdc.orgwww.nmsdc.org United States Hispanic Chamber of Commerce www.ushcc.com www.ushcc.com The Women’s Business Enterprise National Council (WBENC) www.wbenc.orgwww.wbenc.org

11. NETWORKING Join trade associations unique to a specific industry such as: The Industry Advisory Council www.actgov.org www.actgov.org The Armed Forces Communications & Electronics Association (AFCEA). www.afcea.org www.afcea.org Women Construction Owners & Executives. www.wcoeusa.org American Society for Industrial Security - (ASIS). www.asisonline.com

12. WHAT REALLY WORKS? Target specific Agencies – Who buys what you sell? Limit your focus. Can’t be everywhere – end up nowhere Do your homework to help you select Target Agencies  OSDBU Offices  Agency websites  FBO.gov, FPDS.gov  USASpending.gov and FFATA.org  Agency forecasts and contract inventories ● Use SBA, SBDCs, PTACs and agency OSDBUs as resources & advocates. ● Build Relationships! Penetrate chosen agencies. Network! ● Limit use of blast emails and form letters Target, Target Target !!!!

13. WHAT REALLY WORKS! Take advantage of sources sought notices, pre- proposal conferences, debriefings  Be prepared for presentations – offer solutions Consider teaming arrangements and joint ventures with large firms and other small firms Have multiple contract vehicles Consider both prime and subcontracting opportunities. Make your CCR profile descriptive – update Never say, “We do everything.” Create a niche! Don’t leave one voicemail or email then give up Be professionally persistent. Don’t let your frustrations show. Market, Market, Market!!!

14. For More Information Contact: U.S. Department of State Office of Small and Disadvantaged Business Utilization Tel. 703-875-6822