2. The Overall classification of this briefing is UNCLASSIFIED Doing Business with the 45TH SPACE WING & The Federal Government 2011

3. UNCLASSIFIED Agenda  WHO WE ARE  POLICY  GETTING STARTED-Basic Questions  GETTING STARTED-Basic Answers  Dept of Defense  What we Buy  Locator  Assistance  Websites  Basic Info  SB Program  THINGS TO REMEMBER  CONTACT INFO 2

4. UNCLASSIFIED WHO ARE WE 45th Space Wing Installation (Air Force) - Patrick AFB (HQs) - Cape Canaveral AFS - Jonathan Dickinson Tracking Annex/Jupiter - Malabar Tracking Annex/Port Malabar - Ascension - Antigua - Sites in Puerto Rico

5. UNCLASSIFIED 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.

6. UNCLASSIFIED 45 SW/BZ MISSION & VISION 5 Mission To determine the best way small businesses can support the mission on each acquisition; and, to make using small business the smart solution rather than a required program. Vision To bring small businesses to the forefront as providers in support of the war fighter.

7. UNCLASSIFIED 6 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 them? 4.Know the Rules!

8. UNCLASSIFIED 7 Getting Started – Basic Answers Answer to Question #1 (who buys what I sell) The federal government spends billions annually on products & services ranging from paperclips to complex space vehicles As a whole, the federal government is made up of agencies and each agency is broken down into various components: Bureaus, field units or districts. In most cases these entities are decentralized in their buying activities, with each having its own mission, budget, contracting shop, and small business specialist.

9. UNCLASSIFIED 8 Getting Started – Basic Answers Answer to Question #2 – Getting in Touch Check out these websites: Identify which agency or bureau buys your product or service (hint: know your NAICS code) www.fedbizopps.gov – Register - get notices of government requirements for your NAICS code https://www.fpds.gov/fpdsng_cms/ - provides market research reports government widehttps://www.fpds.gov/fpdsng_cms/

10. UNCLASSIFIED 9 Getting Started – Basic Answers Question #2 – More websites: ccr.gov - Register on Dynamic Small Business Search. SBA’s Pro-Net database is combined with DoD’s Central Contractor Registration database, a popular database used by Contracting Officers. Register to be paid. http://web.sba.gov/subnet/search/index.cfm - Notice of subcontracting opportunities. vetbiz.gov (VA’s website for VOSB and SDVOSB). VA’s Center for Veterans Enterprise.

11. UNCLASSIFIED 10 Getting Started – Basic Answers Answer to Question #3 – How do I market them? One of the most effective approaches to marketing is to meet with the Small Business Specialists (SBS). Participate in: Targeted Outreach Activities Local Conferences/Trade Shows Focus on 3-5 agencies & allow 18-24 months for relationship building.

12. UNCLASSIFIED 11 Getting Started – Basic Answers Answer to Question #3 – How do I market them? Tip: Know Your Selected Agencies! Remember, the government is decentralized. Most agencies consist of numerous buying activities. (Example: Department of Defense has 3 Major Services/Agencies). Department of the Army Department of the Navy Department of the Air Force –The Air Force has 12 Major Commands (MAJCOM) Learn what each targeted Agency/MAJCOM does, can do, and how they spend their money!

13. UNCLASSIFIED DoD Small Business By Service (FY06 – FY10) 12 Source: FPDS – 17 Feb 2011

14. UNCLASSIFIED Air Force Small Business Performance by MAJCOM FY08-FY10 Source: FPDS-NG 24 Feb 2011

15. UNCLASSIFIED PUERTO RICO-$6 M GUAM - $22 M Over $500 M $300 M - $500 M $200 M - $300 M $100 M - $200 M $50 M - $100 M Under $50 M AF SB Dollars Obligated by State (FY10) Source: FPDS 14 Feb 2011 - Determined by Principal Place of Performance State Code 14

16. UNCLASSIFIED WHAT WE BUY SectorDescriptionAwardsAward Dollars 22Utilities10$8,762,399.00 23Construction356$49,192,874.83 31,32,33Manufacturing331$32,061,558.55 42Wholesale Trade17$7,198,237.00 44,45Retail Trade47$2,162,430.70 48,49 Transportation and Warehousing 25$282,916.64 51Information139$9,591,681.48 53 Real Estate and Rental and Leasing 5$19,401.58 54 Professional, Scientific, and Technical Services 193$66,224,180.93 56 Administrative and Support and Waste Management and Remediation Services 267$189,784,784.62 61Education Services10$185,832.28 62 Health Care and Social Assistance 43$3,863,624.46 71 Arts, Entertainment, and Recreation 6$25,262.10 72 Accommodation and Food Services 9$1,818,765.20 81 Other Services (except Public Administration) 55$6,610,168.44 92Public Administration3$8,772.49 TOTALS1516$377,792,890.30

17. UNCLASSIFIED 16 AirForceSmallBiz.Org SB Specialist Locator & LRAE Small Business Specialist Locator Long Range Acquisition Estimate Small Business Specialist Locator Long Range Acquisition Estimate (LRAE)

18. UNCLASSIFIED Seek Additional Assistance  Procurement Technical Assistance Center Program – www.fptac.org www.fptac.org AF Small Business Specialists- www.AirForceSmallBiz.orgwww.AirForceSmallBiz.org  Local Small Business Development Center- www.bcctraining.comwww.bcctraining.com  Service Corps of Retired Executives (SCORE): They offer free and confidential business advice through http://www.score.org/index.html (Ask SCORE online) and SCORE's 12,400 volunteer counselors have more than 600 business skills. http://www.score.org/index.htmlAsk SCORE online  Women’s Business Development Centers – www.wbdc.orgwww.wbdc.org

19. UNCLASSIFIED Helpful Web Sites  SBA’s Home Page: www.sba.govwww.sba.gov  Government Contracting: www.sba.gov/GCwww.sba.gov/GC Site includes links to all major government contracting programs discussed here plus much, much more. Size Standards: www.sba.gov/sizewww.sba.gov/size --------------------------------------------------------------------------------- Federal Procurement Data System (FPDS)-Next Generation (NG) – www.fpds.govwww.fpds.gov Department of Veteran Affairs – www.vetbiz.govwww.vetbiz.gov

20. UNCLASSIFIED 19 Basic Information There are two types of contracting opportunities: Prime Contracting – you hold the contract Subcontracting – a larger company holds the contract and you get to work on a piece o f it

21. UNCLASSIFIED 20 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

22. UNCLASSIFIED 21 Basic Information (continued) Key Tip: If what you provide is listed on a GSA FSS, then get on the schedule! Why? because it is a faster method of buying 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.

23. UNCLASSIFIED 22 Basic Information (continued) $ amounts & methods of procurement you should know about: Up to $3,000 – Micropurchase (credit card) $3,001-$150,000 – Simplified Acquisition Procedures (SAP) Over $150,000 – Formal Contracting Procedures

24. UNCLASSIFIED 23 Small Business Procurement Programs 8(a) Program set-aside HUBZone Program set-aside SDVOSB Program set-aside WOSB Program set-aside Traditional Small Business set-aside Full & Open competition tools SDB Subcontracting Mentor-Protégé Program HUBZone Price Evaluation Preference (10%)

25. UNCLASSIFIED 24 Small Business Procurement Programs Currently, there is no way to limit the competition to: SDB ( We target SDB through the 8(a) Program) VOSB. Therefore, marketing is critical! Source sought Request for Information

26. UNCLASSIFIED 25 The “Model” Small Business Firm Equipped to do business with the Government: Accepts the government purchase card (Visa or Mastercard) Has good marketing materials Has a niche (What’s yours?) Has resources (people, equipment) Is web savvy Is registered in Government pre-existing databases (CCR/Pro-Net, Fedbizopps)

27. UNCLASSIFIED Things To Remember  TARGET YOUR CUSTOMER: Who buys your product or service? How do they buy? When do they buy?  KNOW THE RULES: Federal Acquisition Regulations Contract requirements and specifications PERFORM AS PROMISED: On-time delivery, Good Quality, at a Fair Market Price

28. UNCLASSIFIED Things to Remember Research, Research, Research Request feedback (debrief) PERFORM Be Positive, Passionate, and Persistent Nurture client relationships Don’t give up!

29. UNCLASSIFIED Alice M. O’Neal alice.oneal@us.af.mil 321-494-2207 Jean M. Walsh jean.walsh@patrick.af.mil 321-494-2206 Please email for appointments. Off base appointments are scheduled for contractors with no identification cards to come on base.