1. DEPARTMENT OF STATE DOMESTIC AND OVERSEAS CONTRACTS National 8(a) Association Winter Conference February, 2015

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) Information Resource Management (IRM) Bureau of Administration (A) Overseas Buildings Operations (OBO) Foreign Service Administration (FSI) International Narcotics & Law Enforcement Affairs (INL)

4. STATE’s GOALS & ACHIEVEMENTS STATE’s GOALS & ACHIEVEMENTS Category Goals Achievements (2014)(2014) SB38.00%43.69% SDB 5.00%25.60% WOSB 5.00%9.64% HUBZone3.00%2.00% SDVOSB 3.00%5.21

5. Contract Performance Overseas Do your homework Host nation requirements to do business Management & Logistics skills ◦ How to run a project 5000+ miles away ◦ Customs, visas, DBA insurance, transportation medical support R&R What to do when something goes wrong ◦ Grumpy customers ◦ The shipment went where?!

6. WHAT STATE BUYS millions Telecommunications $90.53 Program Mgmt. Support 36.14 Other Admin Support 29.87 Engineering & Technical 16.49 Guards 16.40 Software 15.95 Mgmt. Support 12.51 System Development 11.27 Information Systems 11.25 Contract Procurement Support 10.52

7. WHAT STATE BUYS Upcoming Requirements: Physical Security Info Mgmt. Sys Domestic Uniformed Guards IT Services – HITSS-II IT Development, System Maint., Applications Support Ongoing – Soft Skills Training Ongoing – Construction

8. RESEARCH TOOLS www.state.gov/s/dmr/sdbu includes ◦ Program office contacts ◦ List of prime contractors ◦ Forecast of Contract Opportunities ALSO: www.FBO.gov www.FPDS.GOV www.OSDBU.gov

9. 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

10. 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

11. WHAT REALLY WORKS? Target specific Agencies/Bureaus 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  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 !!!!

12. 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 SAM 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!!!

13. For More Information Contact: U.S. Department of State Office of Small and Disadvantaged Business Utilization Email: smallbusiness@state.gov Tel: 703-875-6822