T-Presentation-1 8/10/ Michelle Butzke Procurement Engineer Orion Project Small Business Advocate Project Orion Small Business

Orion on Lunar Orbit

Orion on approach to ISS

T-Presentation-1 8/10/ Orion - Crew Exploration Vehicle Orion is the next generation crew piloted spacecraftOrion is the next generation crew piloted spacecraft –Human access to Low Earth Orbit … –… and to the Moon and Mars Development will be managed by a diverse government - industry teamDevelopment will be managed by a diverse government - industry team –Project Manager located at Johnson –Project Management Office elements at Johnson, Langley and Glenn –Technical involvement by 9 NASA Centers –Lockheed Martin Team formally selected to be the industry partner Targeting first mission to ISS no later than 2014Targeting first mission to ISS no later than 2014

T-Presentation-1 8/10/ Heavy Lift Launch Vehicle Crew Launch Vehicle Earth Departure Stage Orion - Crew Exploration Vehicle Lunar Lander Components of Program Constellation

T-Presentation-1 8/10/ Orion Lockheed Martin Industry Team LM Denver Systems & Design Engineering SupportSystems & Design Engineering Support LM Houston / JSC Program ManagementProgram Management Systems IntegrationSystems Integration Crew Module DevelopmentCrew Module Development Service Module DevelopmentService Module Development Qualification TestQualification Test Software DevelopmentSoftware Development LM Michoud CM and SMCM and SM Structures Structures LM / KSC Final AssemblyFinal Assembly CheckoutCheckout Acceptance TestAcceptance Test Sustaining EngineeringSustaining Engineering Spacecraft RefurbishmentSpacecraft Refurbishment AvionicsAvionics Integrated SystemIntegrated System Health Management Health Management Crew InterfaceCrew Interface Mission Ground Ops SupportMission Ground Ops Support PropulsionPropulsion Launch Abort SystemLaunch Abort System Safety & MissionSafety & Mission Assurance Assurance Operator Interfaces Operator Interfaces Ground ProcessingGround Processing Mission Flight PlanningMission Flight Planning Software DevelopmentSoftware Development Environmental Control & Life SupportEnvironmental Control & Life Support Active Thermal ControlActive Thermal Control System Power ManagementSystem Power Management Hamilton Sundstrand Orbital United Space Alliance Aerojet Honeywell

T-Presentation-1 8/10/ More Opportunities for Small Business Flow down of SB requirement means more opportunities for SB on OrionFlow down of SB requirement means more opportunities for SB on Orion Each partner has discreet role on Orion; find the one most likely to benefit from your companies capabilitiesEach partner has discreet role on Orion; find the one most likely to benefit from your companies capabilities Arcata Associates is assisting with Orion procurement. Although Arcata is SB and exempt from the flow down, they are committed to offering maximum opportunities to SB and want to learn about you.Arcata Associates is assisting with Orion procurement. Although Arcata is SB and exempt from the flow down, they are committed to offering maximum opportunities to SB and want to learn about you. –Bruce Davis

T-Presentation-1 8/10/ Integrated Product Team Areas Program ManagementProgram Management –Business Operations –Subcontract Management –Planning and Performance –Integrated Risk Management Systems Engineering and IntegrationSystems Engineering and Integration Spacecraft DevelopmentSpacecraft Development –Crew Module –Service Module –Launch Abort System Avionics and SoftwareAvionics and Software Test and OperationsTest and Operations Where Does Your Company Fit? How Can You Get There?

T-Presentation-1 8/10/ Advice to Small Businesses My Three Wishes: 1. SB did homework 2. SB has niche skill or commodity 3. SB has patience to offer

T-Presentation-1 8/10/ Do Your Homework Be proactive, not reactiveBe proactive, not reactive –RFP requirements and SB goals on internet during competitive phase. Find out what it is your company can bring to the team and go sell it! –NASA trend shows future RFPs will have aggressive SB goals and selection criteria focused solely on SB utilization (CEV and CLV) –Get on board early. Orion SB Plan was 90% allocated without set asides upon proposal submittal to NASA Sign up for NASA notification of press releasesSign up for NASA notification of press Look to Aerospace Weekly, Defense Daily, other trade publications for programs on the horizonLook to Aerospace Weekly, Defense Daily, other trade publications for programs on the horizon Attend symposiums and conferencesAttend symposiums and conferences

T-Presentation-1 8/10/ Do Your Homework (cont.) Know the program before you callKnow the program before you call –What phase is the program in? –Where is the program located? –Who are the stakeholders? –Does my business fit on this program? –Will this opportunity help my business grow? Search NASA and Prime contractor websites, 2 nd tier supplier (team mate) websites for program informationSearch NASA and Prime contractor websites, 2 nd tier supplier (team mate) websites for program information SBLO, Buyers, Managers, Engineers… all very busy during pursuit and program start up. Your time talking to them will be limited; don’t waste it by asking them questions you can get answered elsewhere. Know the program first, then call to discuss your value proposition.SBLO, Buyers, Managers, Engineers… all very busy during pursuit and program start up. Your time talking to them will be limited; don’t waste it by asking them questions you can get answered elsewhere. Know the program first, then call to discuss your value proposition.

T-Presentation-1 8/10/ Pick A Niche What sets your company apart from the other SBs?What sets your company apart from the other SBs? What skill or capability do you deliver bets?What skill or capability do you deliver bets? “We can do everything/anything” makes for a diverse portfolio but makes it difficult for the SBLO to sell your services to the program“We can do everything/anything” makes for a diverse portfolio but makes it difficult for the SBLO to sell your services to the program After you’ve done your homework pick a skill or commodity that you want to sell the program and focus on that one thing.After you’ve done your homework pick a skill or commodity that you want to sell the program and focus on that one thing.

T-Presentation-1 8/10/ You have decided to buy a condominium in Palm Beach, Florida for vacation now and retirement later. Question: Which realtor will you use? Imagine that they each have sent you a company brochure. Options: 1.National chain – will assign local representative 2.South Florida chain or personal business with customer testimonials 3.Palm Beach business with sales to out of state clients 4.Florida chain with Palm Beach branch devoted exclusively to condominium sales and >70% clients are out of state. 2. Pick A Niche – Quick Exercise

T-Presentation-1 8/10/ Pick A Niche (cont.) Hundreds of small businesses seek to do business on the same government program. Help large business select your small business. Find a way to make your company stand apart from the rest. Find a way to make your company stand apart from the rest. Seek the contracts that best suit your business growth plan.

T-Presentation-1 8/10/ Be Patient Program SBLO or advocate most likely responsible for other tasks as well as small business and/or is representing multiple programsProgram SBLO or advocate most likely responsible for other tasks as well as small business and/or is representing multiple programs All opportunities are not visible at start of programAll opportunities are not visible at start of program At LM Orion, we’re not “checking the box” and our selection process takes timeAt LM Orion, we’re not “checking the box” and our selection process takes time –Procurement engineer works directly with engineering leads, program management, and buyers to maximize potential for small business. Identify OpportunityIdentify Opportunity (your homework paid off if you figured this out before we did) Match Capability to SB candidatesMatch Capability to SB candidates (your niche skill on display here) –Program management processes (make-buy decisions, budgeting, risk assessements) take time

T-Presentation-1 8/10/ Follow up Follow up phone calls with an containing your contact information and company website linkFollow up phone calls with an containing your contact information and company website link Limit size of package; >1 mb files clog mailboxes and sometimes are rejected by company servers due to size limitationsLimit size of package; >1 mb files clog mailboxes and sometimes are rejected by company servers due to size limitations Be concise in your correspondence. Get to the point. Period.Be concise in your correspondence. Get to the point. Period. If you are anxious for information and you haven’t heard from your contact in awhile, a ‘good news’ message about your company, i.e., recent contracts, award recognition, company events, collaborations. You’re not asking for anything but you’re keeping your company name in your contact’s mailbox.If you are anxious for information and you haven’t heard from your contact in awhile, a ‘good news’ message about your company, i.e., recent contracts, award recognition, company events, collaborations. You’re not asking for anything but you’re keeping your company name in your contact’s mailbox.

T-Presentation-1 8/10/ To the Moon, Mars, and Beyond Thank You