1. HOW TO DO BUSINESS WITH NAVAIR 2011 Congressional Procurement Conference & Expo Presented by: Jill A. Moore Deputy Associate Director Office of Small Business Programs Naval Air Systems Command 4 May 2011 Presented by: Jill A. Moore Deputy Associate Director Office of Small Business Programs Naval Air Systems Command 4 May 2011 NAVAIR Public Release 10-596 Distribution Statement A – “Approved for public release; distribution is unlimited.”

2. CONTENT PART I - NAVAIR OVERVIEW PART II - SMALL BUSINESS PROGRAM OVERVIEW PART III - GENERAL GUIDANCE PART IV - OPPORTUNITIES 2

3. PART I - NAVAIR OVERVIEW PART II - SMALL BUSINESS PROGRAM OVERVIEW PART III - GENERAL GUIDANCE PART IV - OPPORTUNITIES 3

4. NAVAIR’S ROLE IN NAVAL AVIATION IS...... To develop, acquire, and support aircraft and related systems which can be operated and sustained at sea... To work with industry on behalf of the United States Navy to deliver products and services to the sailor and marine OUR CAPABILITIES SUPPORT THE UNIQUE MISSION OF NAVAL AVIATION. COMPARATIVE SCALING USS GEORGE WASHINGTON (CVN-73) OVERLAID ON TYPICAL AIRFIELD RUNWAY (12,000 FT.X150 FT) COMPARATIVE SCALING USS GEORGE WASHINGTON (CVN-73) OVERLAID ON TYPICAL AIRFIELD RUNWAY (12,000 FT.X150 FT)

5. OUR VISION... Sailors and Marines armed with confidence because we develop, deliver, and sustain aircraft, weapons, and systems on time, on cost with proven capability and reliability so they succeed in every mission and return safely home Naval aviation serves America in the defense of freedom. This duty places Sailors and Marines in harm’s way, where they must expect the unexpected. Sailors and marines depend upon us to deliver capability and reliability. We value our dependable industrial base that executes sound systems engineering processes, controls costs, and delivers on schedule.

6. APRIL 2010 ORGANIZATIONAL STRUCTURE PEO (A) AIR ASW, ASSAULT & SPECIAL MISSION PROGRAMS PEO (U&W) UNMANNED AVIATION & STRIKE WEAPONS PEO (JSF) JOINT STRIKE FIGHTER PROGRAM EXECUTIVE OFFICERS CNO CHIEF OF NAVAL OPERATIONS ECHELON IV ECHELON III ECHELON II PEO (T) TACTICAL AIRCRAFT PROGRAMS NAVAIR HEADQUARTERS DEPUTY COMMANDER AIR-00A VICE COMMANDER AIR-09 NAVAL AIR SYSTEMS COMMAND PATUXENT RIVER COMMANDER AIR-00 * DUAL HATTED ** AIR-7.0 CORPORATE OPERATIONS & TOTAL FORCE ASST. COMMANDER AIR-7.0 CORPORATE OPERATIONS & TOTAL FORCE ASST. COMMANDER AIR-2.0 CONTRACTS ASST. COMMANDER AIR-2.0 CONTRACTS ASST. COMMANDER AIR-1.0 PROGRAM MANAGEMENT ACQUISITION EXEC AIR-1.0 PROGRAM MANAGEMENT ACQUISITION EXEC AIR-5.0 TEST & EVALUATION ASST. COMMANDER AIR-5.0 TEST & EVALUATION ASST. COMMANDER AIR-4.0 RESEARCH & ENGINEERING ASST. COMMANDER AIR-4.0 RESEARCH & ENGINEERING ASST. COMMANDER AIR-00A1 ENTERPRISE ANALYSIS & PLANNING * ASN (RD&A) ASSISTANT SECRETARY OF THE NAVY (RESEARCH, DEVELOPMENT, AND ACQUISITION) OPERATING AGREEMENT ** NAVAL TEST WING PACIFIC PT MUGU COMMANDER NAVAL TEST WING PACIFIC PT MUGU COMMANDER TRAINING SYSTEMS ORLANDO COMMANDING OFFICER TRAINING SYSTEMS ORLANDO COMMANDING OFFICER NAVAL TEST WING ATLANTIC PATUXENT RIVER COMMANDER NAVAL TEST WING ATLANTIC PATUXENT RIVER COMMANDER AIR-6.0 LOGISTICS & INDUSTRIAL OPS ASST. COMMANDER AIR-6.0 LOGISTICS & INDUSTRIAL OPS ASST. COMMANDER NAVAL AIR WARFARE CENTERS DEPOT/ INDUSTRIAL SITES (FRC S ) & LOGISTICS SUPPORT ACTIVITY * WEAPONS DIVISION (NAWCWD) CHINA LAKE COMMANDER WEAPONS DIVISION (NAWCWD) CHINA LAKE COMMANDER AIRCRAFT DIVISION (NAWCAD) PATUXENT RIVER COMMANDER ** FRC SOUTHEAST JACKSONVILLE COMMANDING OFFICER FRC SOUTHEAST JACKSONVILLE COMMANDING OFFICER FRC EAST CHERRY POINT COMMANDING OFFICER FRC EAST CHERRY POINT COMMANDING OFFICER FLEET READINESS CENTERS (FRC) PATUXENT RIVER COMMANDER FLEET READINESS CENTERS (FRC) PATUXENT RIVER COMMANDER * APRIL 2010 CLEARED FOR PUBLIC RELEASE NAVAL AIR TECH DATA & ENG SERVICE COMMAND (NATEC) NORTH ISLAND COMMANDING OFFICER NAVAL AIR TECH DATA & ENG SERVICE COMMAND (NATEC) NORTH ISLAND COMMANDING OFFICER FRC SOUTHWEST NORTH ISLAND COMMANDING OFFICER FRC SOUTHWEST NORTH ISLAND COMMANDING OFFICER FRC WESTERN PACIFIC ATSUGI, JAPAN COMMANDING OFFICER ADDITIONAL FRC SITES: MID-ATLANTIC WEST NORTH WEST STAFF COMPTROLLER AIR-10.0 COUNSEL AIR-11.0 CIO AIR-7.2 JAG AIR-00J SMALL BUSINESS AIR-09D STAFF COMPTROLLER AIR-10.0 COUNSEL AIR-11.0 CIO AIR-7.2 JAG AIR-00J SMALL BUSINESS AIR-09D

7. PART I - NAVAIR OVERVIEW PART II - SMALL BUSINESS PROGRAM OVERVIEW PART III - GENERAL GUIDANCE PART IV - OPPORTUNITIES 7

8. SMALL BUSINESS 101 It’s the policy of the government to provide “maximum practicable opportunities in its acquisitions to small business…concerns. Such concerns shall also have the maximum practicable opportunity to participate as subcontractors…” FAR 19.201(a) Small Business Programs — Small Businesses (SB) — Women-Owned Small Businesses (WOSB) — Small Disadvantaged Businesses (SDB) — Service-Disabled Veteran-Owned Small Businesses (SDVOSB) — Historically Underutilized Business Zone Small Businesses (HUBZone) In accordance with FAR Part 19, there are set-aside and sole source opportunities Consult with your Small Business Deputy early in the acquisition process for advice 8

9. FY10 SMALL BUSINESS OBLIGATIONS NAVAIR HQ NAVAL AIR WARFARE CENTER FLEET READINESS CENTER MISSILES / FREEFALL WEAPONS WEAPON SYSTEM INTEGRATION ELECTRONIC WARFARE SYSTEMS LAND RANGE / SEA RANGE NON LETHAL WEAPONS WEAPONS WEST COAST HUB AIR VEHICLES PROPULSION & POWER AVIONICS & SENSORS SHIP INTERFACE & SUPPORT SYSTEMS LAUNCH & RECOVERY UAVS ATLANTIC TEST RANGE AND GROUND SYSTEMS TEST FACILITIES HUMAN PERFORMANCE / SIMULATOR SYSTEMS AIRCRAFT EAST COAST HUB $186M $819M $577M $268M FY10 Small Business Prime Contracts Total NAVAIR = $1.85B Source: FPDS-NG 11 JAN 11 $53M - HQ $524M - NAWCAD CHINA LAKE NAWC WEAPONS DIV POINT MUGU NAWC WEAPONS DIV FRC WEST FRC NORTHWEST FRC SOUTHWEST FRC WEST PAC LAKEHURST NAWC AIRCRAFT DIV PATUXENT RIVER NAVAIR HQ, PEOs, NAWC AIRCRAFT DIV FRC SEFAC FRC MID-ATLANTIC FRC EAST FRC SOUTHEAST ORLANDO NAWC TSD

10. NAWCTSD ORLANDO Small Business Deputy, Argentina Thompson NAWCWD CHINA LAKE / PT MUGU / NATEC SD / FRC NI Small Business Deputy, Pamela Lochhead Small Business Specialist, Derrick Hu Senior Office Manager, Marty Zielke NAWCAD LAKEHURST Small Business Deputy, Dawn Chartier NAWCAD PAX Small Business Deputy, Ken Carkhuff Small Business Specialist, Paula Coxon NAVAIR HEADQUARTERS Associate Director, Emily Harman HQ Small Business Deputy, Jill Moore Industry Liaison, Marshall Woodfolk Office Assistant, Kristi Gardiner Program Analyst, Wanda M. Norris NAVAIR OSBP

11. OBSP MISSION AND VISION Mission: Enabling the warfighter with creative solutions brought to them through small business. Vision: NAVAIR’s Office of Small Business Programs is a valuable resource that enables the best solutions for the warfighter. We are advocates for NAVAIR’s strategic priorities: current readiness, future capability and people. Achieving these priorities requires the entrepreneurial skills of small and large businesses. We strive to ensure that the creative talents of small business are nurtured and sustained in defense of freedom.

12. NAVAIR’S SDVOSB STRATEGIC PLAN Three objectives Increase training and outreach of NAVAIR acquisition community to increase use of sole source and restricted competition with SDVOSBs Work with the Center for Veterans Enterprise (CVE) to identify potential suppliers for NAVAIR procurements NAVAIR OSBP will disseminate information on how to do business with NAVAIR to SDVOSBs

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14. GUIDANCE TO INDUSTRY Posted on NAVAIR OSBP web site www.navair.navy.mil/osbp

15. THE COMPANY DATA SHEET Company Data Sheet (CDS) No more than 3 pages (MS Office Document) about your company and services Tailored for NAVAIR Keep it simple Answer the following Company Point of Contact Information Describe what your company does (products or services) How your mission relates to naval aviation? Product commercially available? Intellectual property rights? Product utilized with or on any other DoD, Government, or commercial platform? Quantitative data on product performance Small business certifications, current contract vehicles, and NAICS 15 You will receive written feedback on your CDS.

16. SOURCES SOUGHT Guidebook approved for use by NAWCAD Pax River technical personnel in November 2008 Process is more standardized Greater focus on justifiable and defendable market research Feedback will be periodically provided to industry Process is being refined and guidebook will be updated calendar year 2011 Industry is a stakeholder

17. SOURCES SOUGHT (CONTINUED) Process enhancements We are starting earlier on acquisition timeline for upcoming procurements OSBP review/concurrence of FSC/PSCs and NAICS Codes prior to issuance Multiple PSCs, if applicable…cast a wider net Follow-up questions (RFIs)…not making decision until all required data is available Additional level of review on certain procurements Individual written feedback from KO to each respondent upon determination of strategy (it is not a technical debrief) Validation of small business interest and capability for Small Business (SB) set-aside or SB subcontracting %

18. SOURCES SOUGHT (CONTINUED) Tips Show holistic capability – technical, but also management practices, financial stability, quality processes, able to manage subcontractors, discriminators, etc. Provide more detail on number of employees and company locations Request clarification, if needed Meet the response timeline Areas where industry can improve Answer the questions Address only experience that is applicable to the requirement Propose teaming and show value-added benefit(s) If admitting lack of capability or experience, offer a solution, mitigation, alternative, etc.

19. NAVAL AVIATION SMALL BUSINESS ROUNDTABLE Purpose and Duties: Provide advice to the Vice Commander, NAVAIR, through the NAVAIR OSBP, on NAVAIR programs, policies, plans and other matters pertinent to NAVAIR’S responsibilities for small business concerns. Advice spans increasing participation of small business concerns in Naval aviation, special needs and opportunities presented by the Nation’s small business concerns, and identification of eligible small business concerns to participate in NAVAIR procurements. Upcoming Naval Aviation Small Business Roundtable Meetings May 26th, 2011 & October 20 th, 2011 Lexington Park, Maryland (Frank Knox building)

20. DO YOUR HOMEWORK Review NAVAIR web site – www.navair.navy.milwww.navair.navy.mil Review NAVAIR OSBP web site – www.navair.navy.mil/osbp www.navair.navy.mil/osbp Strategic plans NAWCAD operating plan Long Range Acquisition Forecast (LRAF) Links to other NAVAIR web sites Links to recent briefings Review FPDS-NG web site – www.fpds.gov www.fpds.gov Find out what NAVAIR procured in the past How does your product or service align with NAVAIR requirements?

21. AFTER CONTRACT AWARD Key message: you must now perform! Let NAVAIR know if you’re experiencing difficulties…ASAP Technical/performance Schedule Finance …and these communications should be documented. Know your contract…scope, terms and conditions, schedules, deliverables – it’s what they we’re holding you accountable for. Be aware the government rates your performance yearly in the Contractor Performance Assessment Reporting System (CPARS) – used in future source selections (contracts over $1M for services and over $5M for systems).

22. RESOURCES AVAILABLE TO ASSIST Contracting officer Administrative contracting officer Technical customer NAVAIR Small Business Deputy Also: SBA (http://www.sba.gov )http://www.sba.gov Counseling – in person, e-mail Financial assistance Training PTAC (http://www.sellingtothegovernment.net )http://www.sellingtothegovernment.net Counseling – in person, e-mail Training First line of communication after contract award

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24. NAVAIR HQ OPPORTUNITIES NAVAIRSYSCOMHQ (UIC N00019) Primary Products: Major Weapon Systems – Aircraft, UAVs, Weapons, Avionics, Crew Systems SB Deputy: Jill Moore Majority of requirements with large business primes. Long range acquisition forecast (LRAF) contains upcoming opportunities. Future Requirements: 336413Other Aircraft Parts & Auxiliary Equipment Manufacturing 334515Instrument Manuf for Measuring & Testing Electricity & Electrical Signals Source: FPDS-NG 10-Jan-2011 FY10 Top 5 Small Business NAICS Codes: 481219Other Nonscheduled Air Transportation 335311Power, Distribution & Specialty Transformer Manufacturing 511210Software Publishers 24

25. AIRCRAFT DIVISION OPPORTUNITIES FY10 Top 5 Small Business NAICS Codes: NAWCAD PAX - (UIC N00421) Primary Products: Services, Platform GFE, Prototypes, Kits, Lab Equipment, Etc. SB Deputy: Ken Carkhuff Future Requirements: Majority of requirements posted on SEAPORT-E (www.seaport.navy.mil). LRAF contains upcoming opportunities. 541710R&D in the Physical, Engineering & Life Sciences 488190Other Support Activities for Air Transportation 541512Computer Systems Design Services 336413Other Aircraft Parts & Auxiliary Equipment Manufacturing 541330Engineering Services Source: FPDS-NG 10-Jan-2011 25

26. FIND OPPORTUNITIES

27. LONG RANGE ACQUISITION FORECAST (LRAF) 27 NAVAIR LRAF Compliance with Public Law 100-656, the Business Opportunity Development Reform Act of 1988 Initial LRAF Published October 2009 FY11-FY13 LRAF August 2010 FY12-FY14 LRAF August 2011 Promote Real Competition Updated Annually Potential Procurements >$150K for the upcoming fiscal year plus two succeeding fiscal years Helps Industry Identify Opportunities Early Better Prepared - More Competitive Understand NAVAIR’s Requirements Make Educated Bid/No Bid Decision Identify/Establish Teaming Arrangements Submit a Better Quality Proposal

28. WHAT IS PUBLISHED IN THE LRAF? mall Business Set-Aside? (if known) Planned strategy (i.e. SDVOSB set-aside) Incumbent contractor Procurement quantities Period of performance of the contract Delivery/performance location Point of contact mall Business Set-Aside? (if known) Planned strategy (i.e. SDVOSB set-aside) Incumbent contractor Procurement quantities Period of performance of the contract Delivery/performance location Point of contact Short descriptive title for the requirement Longer description of the requirement Estimated dollar value of the requirement Requiring organization NAVAIR contracting office Est. solicitation/Request for Proposal release date Timeframe when the contract may be awarded Short descriptive title for the requirement Longer description of the requirement Estimated dollar value of the requirement Requiring organization NAVAIR contracting office Est. solicitation/Request for Proposal release date Timeframe when the contract may be awarded Forecast posted annually on www.navair.navy.mil/osbp and includes:www.navair.navy.mil/osbp

29. SEAPORT – ENHANCED SEAPORT – Enhanced (E) - multiple award contract (MAC) awarded by the Naval Surface Warfare Center, Dahlgren division, on behalf of the Naval Sea Systems Command (SYSCOM), the Navy Virtual SYSCOM (partners NAVSUP, NAVAIR, SPAWAR, and NAVFAC) and other Navy activities Encompasses 7 Zones: ZONE 1 NortheastZONE 5 Midwest ZONE 2 National CapitalZONE 6 Southwest ZONE 3 Mid-AtlanticZONE 7 Northwest ZONE 4 Gulf Coast General Workscope Summary: This vehicle procures engineering, technical, programmatic and professional support services for products in all phases of the weapon system lifecycle Rolling Admission for FY11 complete Bidding opportunities via online portal www.seaport.navy.mil has Rolling Admission info and is your primary source for Seaport

30. UPCOMING EVENTS DON Blue Coast SB Conference & Expo Date: May 10 th -12 th Location: Virginia Beach Convention Center Navy Opportunity Forum (Small Business Innovation Research) Date: June 6 th -8 th Location: Hyatt Regency, Crystal City, VA DON Gold Coast SB Conference & Expo Date: August 22 nd -24 th Location: San Diego Convention Center

31. LET US KNOW! When NAVAIR issues a sole source synopsis and you believe you can provide the supplies/services, let us know! If you know a full and open competition is pending or you see a full and open competition synopsis and you think there are two or more SDVOSBs, 8(a)s, HUBZones, Women-Owned SBs, or small businesses that can do the work, let us know! Work closely with the Contract Specialist and the Small Business Deputy. NAVAIR OSBP Web site http://navair.navy.mil/osbp Enabling the Warfighter with creative solutions brought to them through small business