1. UNCLASSIFIED Secrets & Myths ( Contracting with SOCOM) The secret of business is to know something that nobody else knows. » Aristotle Onassis 1 Col Paul Bugenske Director of Procurement The views presented are those of the speaker or author and do not necessarily represent the views of DoD or its Components

2. UNCLASSIFIED OVERVIEW If you haven’t worked with SOCOM… Gov Always Gets It Right! Truth About Source Selections We Target the Holidays Services The Blacklist The Future What Irritates Us Small Business Take Aways

3. UNCLASSIFIED If you haven’t worked with SOCOM…You Can’t Win! Brotherhood Trust – Developing Relationships – MSgt 3

4. UNCLASSIFIED Competition Trends Most of what we do is Sole-Source! Data source: FPDS-NG

5. UNCLASSIFIED USSOCOM COMPETITION 10% increase since FY11

6. UNCLASSIFIED Govt always gets it right! Ready, Fire, Aim! Requirements – IGCE Budget Drive – Spend it, or lose it 14 years – 3.5 years 14 Page Checklist – Riding the Caboose Policy changes… 6

7. UNCLASSIFIED The Fix 7

8. UNCLASSIFIED Peeking Behind the Source-Selection Door L&M Is the Key Do we compare? Are we Biased? – The Incumbent always wins! War on Profit Is Best Value Really Best? – It’s Subjective 8

9. UNCLASSIFIED We Target the Holidays FY Driven 6 month Services Extension Clause Box of Crayons Performance Based Requirements 9

10. UNCLASSIFIED Service Contracts DoD not trained on Services SOW FFP on Service Contracts 10

11. UNCLASSIFIED Protest – Is there a Blacklist? 11

12. UNCLASSIFIED What Does the Future Hold? Service Reductions – 51Cs 42% – AF Capt/Maj Incentives…O5s? Impacts: – LPTA – Increase in Outsourced requirements – More Policy Chasing OEF – OCS 12

13. UNCLASSIFIED What Irritates Us Ethics – Please don’t tempt us – Means you too Proprietary Info Auditable, Repeatable, and Defendable 13

14. UNCLASSIFIED We’re Ripe for a Small Business Solution Small Business Small Disadvantaged Woman Owned Service Disabled Historically Underutilized Business Small Business Veteran Owned Business Zone FY13 ($M) 601.0 125.2 81.3 119.4 16.3 PERCENT 23 5 2 3 1 25.56 5.33 3.46 5.08 0.66

15. UNCLASSIFIED Take Away’s If I'd asked customers what they wanted, they would have said "a faster horse." » Henry Ford 15