1. Department of Homeland Security Office of Small and Disadvantaged Business Utilization (OSDBU)

2. 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?

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

4. Getting Started – Basic Answers Answer to Question #2 – Getting in Touch  Check out these websites: –www.fpdc.gov - Identify who buys your product or service (hint: know your NAICS code) –www.fedbizopps.gov – Register - get notices of government requirements for your NAICS code

5. Getting Started – Basic Answers Answer to Question #2 – Getting in Touch More websites : –www.fedbid.com – Register - Compete on-line for government requirements in your NAICS code –www.mbda.gov – Register – Phoenix Database to get free contract referrals.

6. Getting Started – Basic Answers Answer to Question #2 – Getting in Touch More websites: –http://ccr.gov - Register on Dynamic Small Business Search. SBA’s Pro-Net database is combined with DoD’s Central Contractor Registration database. Also a database used by Contracting Officers. Register to be paid. –http://web.sba.gov/subnet - Prime Contractors post subcontracting opportunities here.

7. Getting Started – Basic Answers Answer to Question #3 – How do I market them?  Remember, the government is decentralized. Most agencies consist of numerous buying activities. (Example: Justice has 9 bureaus; Treasury has 10 bureaus; DOT has 10 bureaus; DHS has 22 organizational elements but 8 have procurement authority)  Learn what each targeted agency bureau does and how they spend their money!

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

9. 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

10. Getting Started – Basic Answers 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 of it

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

12. In Summary What Really Works...  Relationships  Being Prepared  Get Involved  Past Performance  Share Information  Patience  Persistence  Networking  Multiple Contracting Vehicles  Continuous Marketing Home work always comes before success in the dictionary & Small Business Procurement!

13. Homeland Security A/E or Construction Business Opportunities Prepared: October 17, 2007 Buying Project Description Expected Activity Dollar Range  HQ A/E Support Services (Design, Installation) $250K-$500K  FLETC Construction Management Services for B 17 $2M-$5M  FLETC Design of CTOTF Facility $5M-$10M  FLETC Pavement/Drainage Remediation TBD  FLETC Renovate Tactical Village $100K-$250K  FLETC Replace Roof Building 3 $100K-$250K  FLETC Renovate Building 102 $250K-$500K  FLETC Construct Auditorium Building 64 $1M-$2M  FLETC Construction Management Services – Language Arts Building $250k-$500K  FLETC Construction Management Services – Multi-Activity Center $250K-$500K

14. United States Coast Guard FY 08 Construction Opportunities

15. Cleveland Procurement Office USCGC HOLLYHOCK REPR FDN SAGINAW BAYClevelandUnder $100K UPGRADE HANGER DELUGE SYSTEMClevelandUnder $100K PARKING SPACES ADDITIONClevelandUnder $100K CONSTRUCT SHELTER AT STA OCRACOKEClevelandUnder $100K WATERPROOF/REGRADE QTRS A&BClevelandUnder $100K REPLACE GARAGE OVERHEAD DOORSClevelandUnder $100K REHAB SHEET PILE BULKHEADSCleveland$500K to $1M WATERFRONT REPAIRSCleveland$500K to $1M REHAB BLDG 87Cleveland$250K to $500K CAPE FEAR ATONCleveland$250K to $500K SECTOR PHILADELPHIA ATONCleveland$250K to $500K THIMBLE SHOALS & CHESAPEAKE ATON REPAIRSCleveland$250K to $500K

16. Providence Procurement Office WATERFRONT - MAINTENANCE DREDGING AND REPAIR BULKHEAD STATION JONES BEACH Providence$100K to $250K SOLARIZATION OF LIGHT HOUSES IN CG DISTRICT ONE Providence$250K to $500K REPLACE HANGAR DOORS AIRSTATION CAPE COD Providence$1M to $2M RENOVATE STORM DRAIN SYSTEM Providence$100K to $250K BOATHOUSE MODIFICATIONS DEMOLITION USCG ACADEMY ProvidenceUnder $100K DREDGING STATION EATONS NECK Providence$250K to $500K DREDGING AT BOATHOUSE AT STATION POINT ALLERTON HULL MA Providence$250K to $500K

17. Miami Procurement Office REPAIR CONCRETE WHARF AT USCG WYACONDA IA. Miami$250K to $500K REPAIR BOAT RAMP AT STATION PONCE DE LEON. Miami$100K to $250K SECTOR NOLA DREDGE BOAT BASIN & CHANNEL AT AIRSTA NEW ORLEANS. Miami$100K to $250K REPLACE EMERGENCY GENERATOR AT FT MYERS BEACH FL. Miami$100K to $250K REPLACE FINGER PIERS & WHARF AT PANAMA CITY FL. Miami$500K to $1M BAYAMON HOUSING 10K FUEL OIL TANK ADD AT BASE SAN JUAN. Miami$250K to $500K REPLACE CDC SKYLIGHT ROOF AT BASE SAN JUAN. IDIQMiami$100K to $250K

18. Seattle Procurement Office Reconfigure fire station berthing area Kodiak Air station Kodiak AK $500K to $1M Replace hangar clerestory windows Integrated Support Center Kodiak AK $250K to $500K Rehab housing exteriors and regrading of adjacent areas Integrated Support Center Kodiak AK $1M to $2M Build-out of hanger offices and shops Air station Kodiak AK $2M to $5M Construction of housing unit storage sheds Integrated Support Center Kodiak AK $250K to $500K Seismic upgrades Integrated Support Center Kodiak AK $2M to $5M

19. Norfolk Procurement Office REPAIR LEAKS AT VARIOUS BUILDING USCG TRAINING CENTER Yorktown VAFDCCLANT$250K to $500K REPAIR SWEATING POY SLOT DIFFUSERS AT USCG TRAINING CENTER Yorktown, VAFDCCLANTUnder $100K REPLACE ROOF AT GYM POOL COMPLEXYorktown VAFDCCLANT$2M to $5M REPLACE METAL ROOF OF CARPENTER SHOP Yorktown, VAFDCCLANTUnder $100K REPLACE METAL ROOF FOR MAINTENANCE SHOP Yorktown, VAFDCCLANTUnder $100K REPLACE THAUER HALL ROOF Yorktown, VAFDCCLANT$2M to $5M REPLACE ROOF AT ELBERT HALLYorktown, VAFDCCLANT$1M to $2M

20. Oakland Procurement Office PHASE 4 OF MARINA VILLAGE BALCONY REPAIRS FOR ALAMEDA HOUSINGOakland $500K to $1M PHASE 3 OF THE MARINA VILLAGE BALCONY REPAIROakland $250K to $500K NOVATO HOUSING EXTERIOR REPAIRSOakland $500K to $1M ASBESTOS ABATEMENT @ RESERVATION PT. HOUSING AT ISC SAN PEDROOakland $100K to $250K REMEDIATE MOLD AND DRYROT AT HOUSING IN STATION UMPQUA RIVEROakland $250K to $500K REPAIR WINDOWS IN 700 SERIES HOUSING AT TRACEN PETALUMAOakland $100K to $250K CAPEHART HOUSING INTERIOR REHABILITATION AT NORTH BENDOakland $500K to $1M REPAIR WINDOWS IN 700 SERIES HOUSING AT TRACEN PETALUMAOakland $100K to $250K INTERIOR REHABILITATION OF CAPEHART HOUSING -PHASE 2 - AT NORTH BENDOakland $500K to $1M

21. National Multiple Award Construction Contracts (NMACCs) –One unrestricted for task orders ranging from $5M - $20M 5 awards to large companies covering all US territories –Task Orders competed among all 5 companies –One totally set-aside for 8(a) / HubZone / SDVOSB / SB Multiple awards in each Coast Guard District (9) –Awards regionally (by District) with separate consideration for Puerto Rico, U.S. Virgin Islands, & Hawaii. –Task Orders competed among all companies in each district –Solicitation release scheduled for Spring 2008