1. NAVAL AVIATION SMALL BUSINESS ROUNDTABLE Presented by: Emily Harman Associate Director NAVAIR Office of Small Business 2 March 2011 Ken Carkhuff NAWCAD Small Business Deputy NAVAIR Office of Small Business Presented by: Emily Harman Associate Director NAVAIR Office of Small Business 2 March 2011 Ken Carkhuff NAWCAD Small Business Deputy NAVAIR Office of Small Business 1 Distribution Statement A – Approved for public release; distribution is unlimited.

2. AGENDA NAVAIR Office of Small Business Programs (OSBP) Overview Updates –Dr. Carter’s Initiatives –President’s Interagency Task Force –Small Business Jobs Act 2010 –Women Owned Small Businesses (WOSB) Federal Contract Program NAVAIR’s Small Business Performance Expected Contracting Opportunities Sources Sought How to Market your Business to NAVAIR Communication Upcoming Events Centennial of Naval Aviation 2

3. NAVAIR OSBP OVERVIEW 3

4. NAVAIR OFFICE OF SMALL BUSINESS PROGRAMS Mission: Enabling the warfighter with creative solutions brought to them through small business. Vision: NAVAIR’S Office of Small Business Programs is a valuable resource that enables the best solutions for the warfighter. We are advocates for NAVAIR’s strategic properties: current readiness, future capability, and people. Achieving these priorities requires the entrepreneurial skills of small and large businesses. We strive to ensure that the creative talents of small business are nurtured and sustained in defense of freedom. 4

5. NAVAIR OFFICE OF SMALL BUSINESS PROGRAMS NAVAIR HEADQUARTERS Associate Director, Emily Harman HQ Small Business Deputy, Jill Moore Industry Liaison, Marshall Woodfolk Office Assistant, Denise Saunders Program Analyst, Wanda M. Norris NAWCAD LAKEHURST Small Business Deputy, Dawn Chartier NAWCWD CHINA LAKE / PT MUGU / NATEC SD / FRC NI Small Business Deputy, Pamela Lochhead Small Business Specialist, Derrick Hu Senior Office Manager, Marty Zielke NAWCAD PAX Small Business Deputy, Ken Carkhuff Small Business Specialist, Paula Coxon NAWCTSD ORLANDO Small Business Deputy, Argentina Thompson 5

6. China Lake and Point Mugu, CA Pamela Lochhead, Deputy for Small Business pamela.lochhead@navy.mil Derrick Hu, Small Business Specialist derrick.hu@navy.mil Orlando, FL Argentina Thompson, Deputy for Small Business argentina.thompson@navy.mil Patuxent River, MD Emily Harman, Associate Director emily.harman@navy.mil Jill Moore, Deputy for Small Business jill.moore@navy.mil Wanda Norris, Program Analyst wanda.norris@navy.mil Lakehurst, NJ Dawn Chartier, Deputy for Small Business dawn.chartier@navy.mil Patuxent River, MD Ken Carkhuff, Deputy for Small Business kenneth.carkhuff@navy.mil Paula Coxon, Small Business Specialist paula.coxon@navy.mil NAVAIR OSBP CONTACT INFORMATION NAVAIR Headquarters Naval Air Warfare Center – Weapons Division Naval Air Warfare Center – Aircraft Division Naval Air Warfare Center – Training Systems Division Naval Air Warfare Center - Aircraft Division NAVAIR OSBP public web site http://www.navair.navy.mil/osbp 6

7. NAVAIR’S SDVOSB STRATEGIC PLAN Three objectives: Increase training & outreach of NAVAIR acquisition community to increase use of sole source & restricted competition with SDVOSBs Work with the Center for Veterans Enterprise (CVE) to identify potential supplies for NAVAIR procurements NAVAIR OSBP will disseminate information on how to do business with NAVAIR to SDVOSBs 7

8. UPDATES 8

9. DR. CARTER’S INITIATIVES Key points: 1) Target affordability and cost control growth 2) Incentivize productivity and innovation in industry 3) Promote real competition 4) Improve tradecraft in services acquisition 5) Reduce non-productive processes and bureaucracy Link to memo: http://www.acq.osd.mil/ 9

10. OSD (AT&L) GUIDANCE 10

11. INTERAGENCY TASK FORCE Functions –Innovative strategies to increase opportunities for SB –Remove barriers for participation by SB into the Federal marketplace –Expand outreach strategies for SDVOSB WOSB HUBZone SDB –Establish policies to clarify past legislation for SBs 11 Link to Presidential memo http://www.whitehouse.gov Recommendations –Develop clearer and more comprehensive small business contracting policies –Provide for better trained workforce and hold agencies accountable for meeting small business goals –Leverage technology to enhance transparency, increase federal procurement accessibility for small businesses, and improve data quality Produced several memo’s based on recommendations Link to recommendations https://www.sba.gov

12. “MYTH BUSTING” COMMUNICATION WITH INDUSTRY Key points: 1) Identify common misconceptions about vendor engagements that hinder agency’s ability to benefit from industry’s knowledge and insight 2) Direct agencies to remove unnecessary barriers to reasonable communication 3) Outline steps for continued engagement with agencies and industry Link to memo: http://www.whitehouse.gov 12

13. SMALL BUSINESS VENDOR OUTREACH PROGRAMS Key points: 1) Strengthen your agency’s accountability to small businesses 2) Enhance senior members outreach efforts to small businesses 3) Implement plans to improve your agency’s small business contracting participation 13

14. SMALL BUSINESS JOBS ACT 2010 Increases availability of credit for small businesses –Federal financial incentives –Tax incentives Promotes effective utilization of small businesses in government contracting –Changes to Federal procurement policy Part I - Contract Bundling Part II - Subcontracting Integrity Part III - Acquisition Process Part IV - Small Business Size and Status Integrity 14

15. WOSB FEDERAL CONTRACT PROGRAM Authorizes set-asides –Anticipated price does not exceed $5M for manufacturing contracts –Anticipated price does not exceed $3M for all other contracts Two Types of WOSB set-asides –Women-Owned Small Business –Economically Disadvantaged Women-Owned Small Business Type Determined by NAICS Code Re-affirms requirement for Contracting Officers to use manufacturing NAICS Codes and not use wholesale or retail NAICS Codes (NAICS Codes starting with 42, 44 or 45) 15

16. NAVAIR’S SMALL BUSINESS PERFORMANCE 16

17. NAVY SMALL BUSINESS PERFORMANCE 17

18. NAWC SDVOSB PERFORMANCE 18

19. EXPECTED CONTRACTING OPPORTUNITIES 19

20. LONG RANGE ACQUISITION FORECAST Small Business Set-Aside? (if known) Planned strategy (i.e. SDVOSB set-aside) Incumbent contractor Procurement quantities Period of performance of the contract Delivery/performance location Point of contact Small Business Set-Aside? (if known) Planned strategy (i.e. SDVOSB set-aside) Incumbent contractor Procurement quantities Period of performance of the contract Delivery/performance location Point of contact Short descriptive title for the requirement Longer description of the requirement Estimated dollar value of the requirement Requiring organization NAVAIR contracting office Est. solicitation/Request for Proposal release date Timeframe when the contract may be awarded Short descriptive title for the requirement Longer description of the requirement Estimated dollar value of the requirement Requiring organization NAVAIR contracting office Est. solicitation/Request for Proposal release date Timeframe when the contract may be awarded Forecast posted annually on www.navair.navy.mil/osbp and includes:www.navair.navy.mil/osbp 20

21. NAVAIR HQ OPPORTUNITIES NAVAIRSYSCOMHQ (UIC N00019) Primary Products: Major Weapon Systems – Aircraft, UAVs, Weapons, Avionics, Crew Systems SB Deputy: Jill Moore Majority of requirements with large business primes. LRAF contains upcoming opportunities. Future Requirements: 336413Other Aircraft Parts & Auxiliary Equipment Manufacturing 334515Instrument Manuf for Measuring & Testing Electricity & Electrical Signals Source: FPDS-NG 10 Jan 11 FY10 Top 5 Small Business NAICS Codes: 481219Other Nonscheduled Air Transportation 335311Power, Distribution & Specialty Transformer Manufacturing 511210Software Publishers 21

22. AIRCRAFT DIVISION OPPORTUNITIES FY10 Top 5 Small Business NAICS Codes: NAWCAD PAX - (UIC N00421) Primary Products: Services, Platform GFE, Prototypes, Kits, Lab Equipment, Etc. SB Deputy: Ken Carkhuff Future Requirements: Majority of requirements posted on SEAPORT-E (www.seaport.navy.mil). LRAF contains upcoming opportunities. 541710R&D in the Physical, Engineering & Life Sciences 488190Other Support Activities for Air Transportation 541512Computer Systems Design Services 336413Other Aircraft Parts & Auxiliary Equipment Manufacturing 541330Engineering Services Source: FPDS-NG 10 Jan 11 22

23. LAKEHURST OPPORTUNITIES FY10 Top 5 Small Business NAICS Codes: NAWCAD LAKEHURST - (UIC N68335) Primary Products: Support Equipment, Catapult & Arresting Gear, USMC Expeditionary Airfield Support SB Deputy: Dawn Chartier Future Requirements: Majority of requirements posted on SEAPORT-E (www.seaport.navy.mil). Small purchase requirements posted on http://www.navair.navy.mil/lakehurst/nlweb/ LRAF contains upcoming opportunities. 334290Other Communications Equipment Manufacturing 336413 Other Aircraft Parts & Auxiliary Equipment Manufacturing 541330Engineering Services 221119 Other Electric Power Generation 541712 Research & Dev Physical, Engineering & Life Sciences (Except Biotechnology) Source: FPDS-NG 10 Jan 11 23

24. TRAINING SYSTEMS DIVISION OPPORTUNITIES NAWCTSD ORLANDO (UIC N61340) Primary Products: Training Systems, Simulations SB Deputy: Argentina Thompson Opportunities and acquisition strategies posted on http://nawctsd.navair.navy.milhttp://nawctsd.navair.navy.mil LRAF contains upcoming opportunities. Future Requirements: 333319Other Commercial & Service Industry Machinery Manufacturing 541330Engineering Services FY10 Top 5 Small Business NAICS Codes: 336413Other Aircraft Parts & Auxiliary Equipment Manufacturing 511199All Other Publishers 541712Research & Dev Physical, Engineering & Life Sciences (Except Biotechnology) Source: FPDS-NG 10 Jan 11 NAWCTSD UIC for FY10 = N61339 NAWCTSD UIC for FY11 = N61340 24

25. WEAPONS DIVISION OPPORTUNITIES NAWCWD (UIC N68936) Primary Products: Weapons R&D Support, Testing, Services SB Deputy: Pamela Lochhead Requirements posted on http://www.navair.navy.mil/nawcwd/ LRAF contains upcoming opportunities. Future Requirements: 541330Engineering Services 334220Radio & Television Broadcasting & Wireless Communications Equipment Manuf FY10 Top 5 Small Business NAICS Codes: 541712Research & Dev Physical, Engineering & Life Sciences (Except Biotechnology) 336411Aircraft Manufacturing 335999 All Other Miscellaneous Electrical Equipment & Component Manufacturing Source: FPDS-NG 10 Jan 11 25

26. SOURCES SOUGHT 26

27. SOURCES SOUGHT Overview –Sources Sought Process Guidebook will be updated March/April 2011 with: Added additional market research checklists Added sample Sources Sought response letter Example of sources sought Current market research initiative Information based on feedback received from industry and government 27

28. SOURCES SOUGHT CONTINUED Process enhancements –We are starting earlier on acquisition timeline for upcoming procurements –OSBP review/concurrence of FSC/PSCs and NAICS Codes prior to issuance –Multiple PSCs, if applicable…cast wider net –Follow-up questions (RFIs)…not making decision until all required data is available –Additional level of review on certain procurements –Individual written feedback from Contracting Officer (KO) to each respondent upon determination of strategy (it is not a technical debrief) –Validation of small business interest and capability for SB set-aside or SB subcontracting % 28

29. SOURCES SOUGHT CONTINUED Doing better, but areas where industry can improve –Answer the questions –Be sure to discuss the items that will be evaluated –Address only experience that is applicable to the requirement –Validate your claims of capability –If you combine contracts, be sure to provide a break out of scope and complexity of each –If applicable, show teaming AND show value-added –If admitting lack of capability or experience, offer a solution, mitigation, alternative, etc. 29

30. SOURCES SOUGHT CONTINUED Tips –Show holistic capability – technical, but also management practices, financial stability, quality processes, able to manage subcontractors, discriminators, etc. –Provide more detail on number of employees and company locations –Request clarification, if needed –Meet the response timeline 30

31. HOW TO MARKET YOUR BUSINESS TO NAVAIR 31

32. DO YOUR HOMEWORK Review NAVAIR web site – www.navair.navy.milwww.navair.navy.mil Review NAVAIR OSBP web site – www.navair.navy.mil/osbpwww.navair.navy.mil/osbp –Strategic plans –NAWCAD operating plan –Long Range Acquisition Forecast (LRAF) –Links to other NAVAIR web sites –Links to recent briefings Review FPDS-NG web site – www.fpds.govwww.fpds.gov –Find out what NAVAIR procured in the past 32

33. GUIDANCE TO INDUSTRY 33

34. GUIDANCE TO INDUSTRY CONTINUED POSTED ON NAVAIR OSBP WEBSITE www.navair.navy.mil/osbp 34

35. GUIDANCE TO INDUSTRY CONTINUED Company data sheet –No more than three pages (MS Office document) about your company and services –Tailored for NAVAIR –Keep it simple Answer the following: –Company point of contract information –Describe what your company does (products or services) –How your mission relates to Naval Aviation –Product commercially available? –Intellectual property rights? –Product utilized with or on any other DoD, government, or commercial platform? –Quantitative data on product performance –Small business certifications, current contract vehicles and NAICS 35

36. COMMUNICATION 36

37. LET US KNOW! When NAVAIR issues a sole source synopsis and you believe you can provide the supplies/services, let us know! If you know a full and open competition is pending or you see a full and open competition synopsis and you think there are 2 or more SDVOSBs, 8(a)s, HUBZones or small businesses that can do the work, let us know! Work closely with the contracts specialist and the small business deputy. NAVAIR OSBP web site www.navair.navy.mil/osbp Enabling the war fighter with creative solutions brought to them through small business. 37

38. AFTER CONTRACT AWARD Key message: you must now perform! Let us know if you’re experiencing difficulties…ASAP –Technical/performance –Schedule –Financial …And these communications should be documented Know your contract…scope, terms and conditions, schedules, deliverables – it’s what we’re holding you accountable for Be aware the government rates your performance yearly in a Contractor Performance Assessment Reporting System (CPARS) – used in future source selections (contracts over $1M for services and over $5M for products) 38

39. RESOURCES AVAILABLE TO ASSIST Contracting Officer Administrative Contracting Officer Technical customer NAVAIR small business deputy Also: –SBA (http://www.sba.gov)http://www.sba.gov Counseling – in person, email Financial assistance Training –PTAC (http://www.sellingtothegovernment.net)http://www.sellingtothegovernment.net Counseling – in person, email Training Your first line of communication after contract award 39

40. UPCOMING EVENTS 40

41. UPCOMING EVENTS NAVAL AVIATION SMALL BUSINESS ROUNDTABLE (SBR) MEETINGS –Frank Knox Building, Lexington Park, MD –26 May 2011 –20 October 2011 (tentative) 2011 NATIONAL OSDBU PROCUREMENT CONFERENCE –Dulles Expo Center South Hall, Chantilly, VA –21 April 2011 DON BLUE COAST SMALL BUSINESS CONFERENCE –Virginia Beach Convention Center, Virginia Beach, VA –11-12 May 2011 2011 NAVY OPPORTUNITY FORUM –Hyatt Regency, Crystal City, VA –6-8 June 2011 41

42. UPCOMING EVENTS CONTINUED NAVAL AVIATION SDVOSB WORKSHOP –NAWCAD, Lakehurst, NJ –Mid July – early August THE 7TH ANNUAL NATIONAL VETERAN SMALL BUSINESS CONFERENCE & EXPO –Ernest N. Morial Convention Center, New Orleans, LA –15-18 August 2011 DOD GOLD COAST SMALL BUSINESS CONFERENCE –San Diego Convention Center, San Diego, CA –22-24 August 2011 42

43. 19112011 EA-18G GrowlerCurtiss A-1 Triad 100 YEARS OF PROGRESS 43

44. QUESTIONS 44

45. 45 BACK UP

46. 46 NAVAIR TARGETS VS. ACTUALS *VOSB has no set target from DoD. Data derived from FPDS-NG Small Business Achievements by Awarding Organization.

47. 47 NAVAIR HQ TARGETS VS. ACTUALS *VOSB has no set target from DoD. Data derived from FPDS-NG Small Business Achievements by Awarding Organization.

48. 48 NAWCAD PAX TARGETS VS. ACTUALS *VOSB has no set target from DoD. Data derived from FPDS-NG Small Business Achievements by Awarding Organization.

49. 49 NAWCAD LAKEHURST TARGETS VS. ACTUALS *VOSB has no set target from DoD. Data derived from FPDS-NG Small Business Achievements by Awarding Organization.

50. 50 NAWC TSD ORLANDO TARGETS VS. ACTUALS *VOSB has no set target from DoD. Data derived from FPDS-NG Small Business Achievements by Awarding Organization.

51. 51 NAWCWD TARGETS VS. ACTUALS *VOSB has no set target from DoD. Data derived from FPDS-NG Small Business Achievements by Awarding Organization.

52. 52 NAWCAD ACTUALS *VOSB has no set target from DoD. Data derived from FPDS-NG Small Business Achievements by Awarding Organization.