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DOING BUSINESS WITH THE U.S. DEPARTMENT OF STATE Washington DC May 3, 2012
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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.
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STATE’S MAJOR BUREAUS Diplomatic Security (DS) Consular Affairs (CA) Overseas Buildings Operations (OBO) Information Resource Management (IRM)
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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%
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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
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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
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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
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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
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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
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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
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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
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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 !!!!
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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!!!
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For More Information Contact: U.S. Department of State Office of Small and Disadvantaged Business Utilization Tel. 703-875-6822
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