1. How to do Business with the Department of Homeland Security (DHS) An interim guide for small businesses interested in prime contracting and subcontracting opportunities with DHS

2. Background “Our generation has now heard history’s call, and we will answer it.” “Our generation has now heard history’s call, and we will answer it.” President George W. Bush President George W. Bush President Bush signed the Homeland Security Act of 2002 on 11/25/02 President Bush signed the Homeland Security Act of 2002 on 11/25/02

3. Mission Prevent terrorist attacks within the United States Prevent terrorist attacks within the United States Reduce America’s vulnerability to terrorism Reduce America’s vulnerability to terrorism Minimize the damage from potential attacks and natural disasters Minimize the damage from potential attacks and natural disasters

4. Policy Statement It is the policy of the United States, as stated in the Small Business Act, that “All” small businesses have the maximum practicable opportunity to participate in providing goods and services to the government. It is the policy of the United States, as stated in the Small Business Act, that “All” small businesses have the maximum practicable opportunity to participate in providing goods and services to the government.

5. SBA Legislation To ensure that small businesses get their fair share, SBA: negotiates annual procurement goals with each federal agency; negotiates annual procurement goals with each federal agency; reviews each agency’s results; and reviews each agency’s results; and is responsible for ensuring that the statutory government-wide goals are met. is responsible for ensuring that the statutory government-wide goals are met.

6. Government Wide Statutory Goals Small business - 23 % of prime contracts Small business - 23 % of prime contracts SDB - 5 % of prime & subcontracts SDB - 5 % of prime & subcontracts WOSB - 5 % of prime & subcontracts WOSB - 5 % of prime & subcontracts HUBZone - 3 % of prime contracts HUBZone - 3 % of prime contracts SDVOSB - 3 % of prime & subcontracts SDVOSB - 3 % of prime & subcontracts

7. Getting Started – Basic Questions 1. Which government agencies buy my products and services? 2. How do I get in touch with them? 3. How do I market to them?

8. Getting Started – Basic Answers Answer to Question # 1 (who buys what I sell) Federal Procurement Data Center www.fpdc.gov - Identify who buys your product or service (hint: know your NAICS code) www.fpdc.gov - Identify who buys your product or service (hint: know your NAICS code)

9. Getting Started – Basic Answers Answer to Question # 1 (who buys what I sell) Review agency publications: Review agency publications: Forecast of Procurement/Contracting Opportunities Forecast of Procurement/Contracting Opportunities Subcontracting Directory Subcontracting Directory “How to” publications (if the agency has one) “How to” publications (if the agency has one)

10. Getting Started – Basic Answers Answer to Question # 2 – Getting in Touch Check out these websites: Check out these websites: www.fedbizopps.gov – Register - get notices of government requirements for your NAICS code www.fedbizopps.gov – Register - get notices of government requirements for your NAICS code www.fedbid.com – Register - Compete on-line for government requirements for your NAICS code www.fedbid.com – Register - Compete on-line for government requirements for your NAICS code

11. Getting Started – Basic Answers Answer to Question # 2 – Getting in Touch www.mbda.gov – Register – Phoenix Database to get free contract referrals. www.mbda.gov – Register – Phoenix Database to get free contract referrals. http://pro-net.sba.gov - Register – SBA’s referral database for Contracting Officers. http://pro-net.sba.gov - Register – SBA’s referral database for Contracting Officers. http://pro-net.sba.gov http://web.sba.gov/subnet - Prime Contractors post subcontracting opportunities here. http://web.sba.gov/subnet - Prime Contractors post subcontracting opportunities here. www.ccr.gov – Register – You have to be registered to get paid! www.ccr.gov – Register – You have to be registered to get paid!

12. Getting Started – Basic Answers Answer to Question #3 – How do I market them? Generally speaking, the government is decentralized. Most agencies consist of numerous buying activities. Generally speaking, the government is decentralized. Most agencies consist of numerous buying activities. Learn what each targeted organization does and how they spend their money! Learn what each targeted organization does and how they spend their money!

13. Getting Started – Basic Answers Answer to Question # 3 – How do I market them? Participate in: Participate in: Targeted Outreach Activities Targeted Outreach Activities Local Conferences/Trade Shows Local Conferences/Trade Shows Focus on 3-5 agencies and allow 18-24 months for relationship building. Focus on 3-5 agencies and allow 18-24 months for relationship building.

14. Getting Started – Basic Answers Answer to Question # 3 – How do I market them? To assist you, DHS is organized as follows: To assist you, DHS is organized as follows:

15. Border & Transportation Security (BTS) Responsible for maintaining the security of our nation’s borders and transportation systems Bureau of Customs & Border Protection Bureau of Customs & Border Protection Animal and Plant Health Inspection Service Animal and Plant Health Inspection Service Bureau of Immigration & Customs Enforcement Bureau of Immigration & Customs Enforcement Federal Protective Service Federal Protective Service Transportation Security Administration Transportation Security Administration Federal Law Enforcement Training Center Federal Law Enforcement Training Center Office for Domestic Preparedness Office for Domestic Preparedness

16. Emergency Preparedness & Response (EP & R) Ensures that our nation is prepared for, and able to recover from, terrorist attacks and natural disasters. Federal Emergency Management Agency Federal Emergency Management Agency Strategic National Stockpile and the National Disaster Medical System Strategic National Stockpile and the National Disaster Medical System Nuclear Incident Response Team Nuclear Incident Response Team Domestic Emergency Support Teams Domestic Emergency Support Teams National Domestic Preparedness Office National Domestic Preparedness Office

17. Science & Technology (S & T) Responsible for the efforts in research and development, including preparing for and responding to the full range of terrorist threats involving weapons of mass destruction. Homeland Security Advanced Research Projects Agency (HSARPA) Homeland Security Advanced Research Projects Agency (HSARPA) National and Federal Laboratories National and Federal Laboratories

18. Information Analysis & Infrastructure Protection (IAIP) Identify and assess current and future threats to the homeland, map those threats against our vulnerabilities, issue timely warnings and take preventive and protective action. http://www.dhs.gov/dhspublic/interapp/editorial/editorial_0094.xml

19. Management Responsible for budget, appropriations, expenditure of funds, accounting and finance; procurement; human resources and personnel; information technology systems; facilities, property, equipment, and other material resources; and identification and tracking of performance measurements relating to the responsibilities of the Department.

20. Other Critical Agencies U.S. Coast Guard U.S. Coast Guard U.S. Secret Service U.S. Secret Service Bureau of Citizenship and Immigration Services Bureau of Citizenship and Immigration Services

21. Getting Started – Basic Answers Answer to Question #3 – How do I market them? Federal Agency One-On-One Counseling Sessions Department of Homeland Security Vendor Outreach Sessions www.dhs.gov, click on Business, scroll down to Small Business Resources Department of Homeland Security Vendor Outreach Sessions www.dhs.gov, click on Business, scroll down to Small Business Resourceswww.dhs.gov

22. Getting Started – Basic Answers Answer to Question #3 – How do I market them? Federal Agency One-On-One Counseling Sessions Treasury Vendor Outreach Sessions www.treas.gov/sba, click on Outreach Activities Treasury Vendor Outreach Sessions www.treas.gov/sba, click on Outreach Activities www.treas.gov/sba Department of Justice Monthly Counseling Sessions www.usdoj.gov/jmd/osdbu/ Department of Justice Monthly Counseling Sessions www.usdoj.gov/jmd/osdbu/www.usdoj.gov/jmd/osdbu/

23. Getting Started – Basic Answers Answer to Question #3 – How do I market them? Federal Agency One-On-One Counseling Sessions U.S. Department of Agriculture Vendor Outreach Program - www.usda.gov/osdbu/ U.S. Department of Agriculture Vendor Outreach Program - www.usda.gov/osdbu/www.usda.gov/osdbu/ U.S. Department of Labor www.dol.gov/osbp/regs/procurement.htm U.S. Department of Labor www.dol.gov/osbp/regs/procurement.htm www.dol.gov/osbp/regs/procurement.htm

24. Getting Started – Basic Answers Answer to Question #3 – How do I market them? Federal Agency One-on-One Counseling Sessions U.S. Department of Health & Human Services Contact Ruth Lewis for more information at ruth.lewis@hhs.gov U.S. Department of Health & Human Services Contact Ruth Lewis for more information at ruth.lewis@hhs.gov ruth.lewis@hhs.gov

25. Getting Started – Basic Answers Answer to Question #3 – How do I market them? Federal Agency One-on-One Counseling Sessions Department of Veterans Affairs www.va.gov/osdbu/conference/register.htm Department of Veterans Affairs www.va.gov/osdbu/conference/register.htm www.va.gov/osdbu/conference/register.htm U.S. Department of Housing and Urban Development www.hud.gov/offices/osdbu/index.cfm U.S. Department of Housing and Urban Development www.hud.gov/offices/osdbu/index.cfm www.hud.gov/offices/osdbu/index.cfm

26. Getting Started – Basic Answers Answer to Question #3 – How do I market them? Develop a Marketing Plan/Strategy Subcontracts Prime Contracts Teaming/Joint Ventures Mentor Protégé Agreements Pre-existing Contract Vehicles

27. Getting Started Key Sources of Assistance (locate the office in your local area) (locate the office in your local area) SBA – U.S. Small Business Administration (http://www.sba.gov/) SBA – U.S. Small Business Administration (http://www.sba.gov/)http://www.sba.gov/ PTAC – Procurement Technical Assistance Center (http://www.sellingtothegovernment.net) PTAC – Procurement Technical Assistance Center (http://www.sellingtothegovernment.net)http://www.sellingtothegovernment.net

28. Getting Started Key Sources of Assistance (locate the office in your local area) OSDBU – Office of Small & Disadvantaged Business Utilization (http://www.osec.doc.gov/osdbu/Acq_and_SB_Specialist _Offices.htm#mpo) OSDBU – Office of Small & Disadvantaged Business Utilization (http://www.osec.doc.gov/osdbu/Acq_and_SB_Specialist _Offices.htm#mpo)http://www.osec.doc.gov/osdbu/Acq_and_SB_Specialist _Offices.htm#mpohttp://www.osec.doc.gov/osdbu/Acq_and_SB_Specialist _Offices.htm#mpo SBDC – Small Business Development Center (http://www.sba.gov/sbdc/) SBDC – Small Business Development Center (http://www.sba.gov/sbdc/)http://www.sba.gov/sbdc/

29. Basic Information There are two types of contracting opportunities: Prime Contracting – you hold the contract Prime Contracting – you hold the contract Subcontracting – a larger company holds the contract and you get to work on a piece of it Subcontracting – a larger company holds the contract and you get to work on a piece of it

30. Basic Information (continued) After consideration of required sources (read FAR Part 8), the contracting officer has 2 choices: 1.use a pre-existing contract (FSS, GWAC, Department-wide contract) 2.use open market procedures

31. Basic Information (continued) Key Tip: If what you provide is listed on a GSA Federal Supply Schedule, then get on the schedule! Why? because it is a faster method of buying Do your research, find out what pre-existing vehicles are used by the agencies you have targeted and, most importantly, let agencies know what contract vehicles you have available to them.

32. Basic Information (continued) Dollar amounts & methods of procurement you should know about: Up to $2,500 – Micropurchase (credit card) Up to $2,500 – Micropurchase (credit card) $2501-$100,000 – Simplified Acquisition Procedures (SAP) $2501-$100,000 – Simplified Acquisition Procedures (SAP) Over $100,000 – Formal Contracting Procedures Over $100,000 – Formal Contracting Procedures Note: under commercial items test – $5,000,000 can be considered SAP

33. Small Business Procurement Programs 8(a) Program set-aside 8(a) Program set-aside HUBZone Program set-aside HUBZone Program set-aside Traditional Small Business set-aside Traditional Small Business set-aside Mentor-Protégé Programs Mentor-Protégé Programs Full & Open competition tools Full & Open competition tools SDB evaluation factor-prime proposes SDB targets SDB evaluation factor-prime proposes SDB targets Subcontracting Subcontracting HUBZone Price Evaluation Preference (10%) HUBZone Price Evaluation Preference (10%) SDB Price Evaluation Adjustment (10%) SDB Price Evaluation Adjustment (10%)

34. Small Business Procurement Programs Currently, there is no way to limit the competition to: Women Owned Small Business Women Owned Small Business Small Disadvantaged Business Small Disadvantaged Business Service-Disabled Veteran Owned Small Business or Service-Disabled Veteran Owned Small Business or Veteran Owned Small Business Veteran Owned Small Business Therefore, marketing is critical!

35. The “Model” Small Business Firm Working in the federal marketplace understands: Core competencies Core competencies Marketing and relationship building Marketing and relationship building Schedules/Multiple award contracts Schedules/Multiple award contracts Open Market procurement (FedBizOpps) Open Market procurement (FedBizOpps)FedBizOpps Prime contracting Prime contracting Subcontracting Subcontracting

36. The “Model” Small Business Firm Equipped to do business with the Government: Accepts the government purchase card (Visa or Mastercard) Accepts the government purchase card (Visa or Mastercard) Has good marketing materials Has good marketing materials Has a niche (What’s yours?) Has a niche (What’s yours?) Has resources (people, equipment) Has resources (people, equipment) Is web savvy Is web savvy Is registered in Government pre-existing databases (Pro-Net, CCR) Is registered in Government pre-existing databases (Pro-Net, CCR)

37. In Summary What Really Works... Relationships Relationships Networking Networking Multiple Contracting Vehicles Multiple Contracting Vehicles Continuous Marketing Continuous Marketing Being Prepared Being Prepared

38. In Summary What Really Works... Get Involved Get Involved Past Performance Past Performance Share Information Share Information Patience Patience Persistence Persistence

39. Remember Home work always comes before success in the dictionary & Small Business Procurement!