1. 3 rd Annual Maritime Business & Technology Summit November 28, 2011 Nicholas Manalisay Deputy Director for Area VI San Diego, CA

2. AGENDA Overview of SBA Programs & Services SBA Government Contracting Programs How to do Business with the Federal Government Small Business Programs for R&D Firms Overview of SBA Programs & Services SBA Government Contracting Programs How to do Business with the Federal Government Small Business Programs for R&D Firms

3. “To maintain and strengthen the Nation’s economy by aiding, counseling, assisting, and protecting the interests of small businesses and families recover from economic and other disasters.” “To maintain and strengthen the Nation’s economy by aiding, counseling, assisting, and protecting the interests of small businesses and families recover from economic and other disasters.” The SBA’s Mission:

4. 5 Pronged Mission Access to Capital Counseling and Training Disaster Assistance Advocacy Government Contracting Access to Capital Counseling and Training Disaster Assistance Advocacy Government Contracting

5. SBA Loan Programs 7(a) Loan Guaranty Program 504 Loan Program Micro-Loan Program We help provide access to capital.

6. SBA Requirements Good character Management expertise Reasonable personal contribution or business equity Feasible business plan Collateral if available Ability to repay loan from cash flow

7. 7(a) Loan Guaranty Program SBA’s umbrella loan program Loans up to $5 million Apply for loan with participating SBA lender Lender submits application to SBA for review and approval After SBA approval, lender disburses and services loan SBA’s umbrella loan program Loans up to $5 million Apply for loan with participating SBA lender Lender submits application to SBA for review and approval After SBA approval, lender disburses and services loan

8. 504 Loan Program Long-term, fixed rate financing Best real estate deal in town: 10% down, 40% SBA portion, lender 50% Must create or retain one job for every $75,000 of SBA process Long-term, fixed rate financing Best real estate deal in town: 10% down, 40% SBA portion, lender 50% Must create or retain one job for every $75,000 of SBA process

9. Microloan Program Direct loans through intermediaries Loans of up to $58,000 Fast turnaround Up to six years to repay Technical/management assistance available Interest rate-subject to negotiation

10. What about grants for small business? SBA does NOT provide grants for starting and expanding a business While other federal agencies may offer grants for specific research (e.g., NIH), almost none are for starting or expanding an existing small business concern

11. Business Counseling and Training. Small Business Development Center (SBDC) SCORE: Counselors to Americas Small Business Women’s Business Center (WBC)

12. Customized Business Counseling Legal Incorporation, corporate structures, leases/contracts, intellectual property Business Planning Research, preparation, development, review Marketing Business Development, target market identification, strategy development and implementation Free

13. Customized Business Counseling Financial Financial statement development, analysis, strategy, capital needs, cash flow management, loan packaging, referrals to funding sources Procurement Government Contracting, proposal preparation, negotiation, contract management International Trade Import and Export Financial Financial statement development, analysis, strategy, capital needs, cash flow management, loan packaging, referrals to funding sources Procurement Government Contracting, proposal preparation, negotiation, contract management International Trade Import and Export Free

14. Disaster Assistance Loan Program for Homes and Personal Property  Program activated by disaster declaration by President or SBA Administrator  Real Property loans For uninsured losses to $200, 000 To restore home to pre-disaster condition  Personal property loans For uninsured losses to $40,000 Available to homeowners and

15. Advocacy for Small Business Office of Advocacy  Researches issues, develops policy and monitors effects  Produces economic reports and interprets small business statistics  Primary federal agency disseminating small business data  Oversees compliance with Regulatory Flexibility Act  More information at www.sba.gov/advowww.sba.gov/advo

16. Federal Contracting and Certifications

17. Federal Contracting Certificate of Competency (COC) Size Determination (SIZE) Subcontracting Assistance (CMR) Prime Contracts Program (PCR)

18. Prime Contracts Program  Promotes full, open competition  Designed to increase small business’ share of federal contracts  SBA initiates set-asides, identifies small business sources and provides counseling

19. Federal Procurement Certifications SBA Formal Certification Programs  8(a) Business Development (BD)  Historically Underutilized Business Zone (HUBZone)

20. Formal Certification Programs  Requires SBA Approval  8(a) BD – Socially and economically disadvantaged firms enrolled in a 9-year business development program  HUBZone – Small businesses located in areas identified as historically underutilized business zones and with 35% of its employees living in HUBZones  51% control & ownership by U.S. citizens required

21. 8(a) BD Program Applies to all purchases over $3,000 Participants MUST be certified by SBA Non-competitive and competitive contracts awarded through program –Award must be made at fair market price See Federal Acquisition Regulation (FAR) Part 19.8 9-year term – no renewals Applies to all purchases over $3,000 Participants MUST be certified by SBA Non-competitive and competitive contracts awarded through program –Award must be made at fair market price See Federal Acquisition Regulation (FAR) Part 19.8 9-year term – no renewals

22. HUBZone Program (Historically Underutilized Business Zone Program) Develops historically underutilized urban and rural areas Establishes federal award preferences for small businesses Information is available at www.sba.gov/hubzone Note: Locator is on website.

23. HUBZone Program Must be certified by SBA – no term limits Principal office must be in a HUBZone 35% of employees must live in a HUBZone Recertification required every 3 years Applies to purchases over $3,000 Competitive and sole-source contract awards; 10% Price Evaluation Preference (PEP) See FAR Part 19.13 Must be certified by SBA – no term limits Principal office must be in a HUBZone 35% of employees must live in a HUBZone Recertification required every 3 years Applies to purchases over $3,000 Competitive and sole-source contract awards; 10% Price Evaluation Preference (PEP) See FAR Part 19.13

24. Federal Procurement Certifications Self- Certifications Small Business (SB) Women-Owned Small Business (WOSB) Veteran-Owned Small Business (VOSB) Service-Disabled Veteran-Owned Small Business (SDVOSB) Self-certify in CCR and ORCA Self- Certifications Small Business (SB) Women-Owned Small Business (WOSB) Veteran-Owned Small Business (VOSB) Service-Disabled Veteran-Owned Small Business (SDVOSB) Self-certify in CCR and ORCA

25. SDVOSB Procurement Program  Applies to purchases over $3,000  U.S. Department of Veterans Affairs (VA) determines service-connected disability  No term limits  Competitive and sole-source contract awards  Prime Contracting and Subcontracting Goals  See FAR Part 19.14  VA’s “Veteran First Program”

26. WOSB Federal Contract Program Self certify BUT must upload documents to SBA’s repository Economically Disadvantaged WOSB (EDWOSB) Only applicable to 83 NAICS codes Contract values between $150,000 and $4 million Competitive set-asides only

27. Getting started in Federal Contracting

28. Register your business  Online database of small businesses interested in federal contracting  Markets small businesses to potential federal customers  Provides links to Federal agencies and procurement opportunities  Update yearly  Accessed at: www.ccr.govwww.ccr.gov  Online database of small businesses interested in federal contracting  Markets small businesses to potential federal customers  Provides links to Federal agencies and procurement opportunities  Update yearly  Accessed at: www.ccr.govwww.ccr.gov CCR (Central Contractor Registration)

29. Register Your Business  ORCA (Online Representations and Certifications Application)  www.orca.bpn.gov www.orca.bpn.gov

30. Finding Prime Contract Opportunities Identify Current Procurement Opportunities Federal Business Opportunities (FBO) www.fbo.gov Research Past Purchases: GSA Federal Procurement Data Center www.FPDS.gov

31. Marketing Your Firm  Present your capabilities directly to the federal activities and large prime contractors that buys your products and services  Attend procurement conferences and business expos  Attend business matchmaking events  Present your capabilities directly to the federal activities and large prime contractors that buys your products and services  Attend procurement conferences and business expos  Attend business matchmaking events

32. Contract Performance  Contingency Plans  Have a back up plan  Give yourself enough time to react  Anticipating Final Inspection  Make an appointment before shipping date  On-Time delivery  Establish a good track record

33. Specialty Programs for Research & Development (R&D) Small Business

34. Research & Development Assistance Small Business Innovation Research (SBIR)  Meets specific research and R&D needs of the federal government  Promotes commercialization of results  Awards federal grants competitively  Eleven Federal Agencies involved  More information available at: www.sba.gov/SBIR

35. Research & Development Assistance Small Business Technology Transfer (STTR)  Awards federal grants competitively  Target hi-tech firms  Mandates company collaboration with nonprofit research institution  More information available at: www.sba.gov/sbir/indexsbir-sttr.html Small Business Technology Transfer (STTR)  Awards federal grants competitively  Target hi-tech firms  Mandates company collaboration with nonprofit research institution  More information available at: www.sba.gov/sbir/indexsbir-sttr.html

36. Research & Development Assistance MilTech Office of Technology Transition Partnership Intermediary MilTech provides assistance to DOD customers that are transitioning innovative technology to deployed combat operations Phone: 406-994-7700 Email: help@miltechcenter.comhelp@miltechcenter.com

37. Federal Contracting  Procurement Technical Assistance Center (PTACs): www.dla.mil/db/procurem.htmwww.dla.mil/db/procurem.htm  Small Business Specialists www.acq.osd.osd.mil/sadbu  SBA Resource Partners:  SBDCs  WBC  SCORE