HOW TO LOCATE BUSINESS OPPORTUNITIES AT SPAWAR

1. HOW TO LOCATE BUSINESS OPPORTUNITIESAT SPAWAR Faye Esaias SPAWAR Small Business Program Director Date: 9 March 2010 Distribution Statement

2. AGENDA • Who is SPAWAR and what do we buy? • Government Contracting: The Basics • Identify Your Product or Service • Register Your Business • Identify Your Target Within DoD • How to Identify DoD Opportunities • How to Identify SPAWAR Opportunities • Available Resources and Information Simplified Acquisition Procedures Purchase Cards Large Contracts Procedures

3. Team SPAWAR Mission/Vision Team SPAWAR Mission Statement Team SPAWAR acquires, develops, delivers and sustains decision superiority for the Warfighter at the right time and for the right cost. Team SPAWAR Vision Statement Team SPAWAR will be the recognized leader in delivering integrated solutions for decision superiority.

4. Who We Are *Command, Control, Communications, Computers, Intelligence, Surveillance & Reconnaissance Navy’s Technical Authority and acquisition command for C4ISR,* business IT, and space systems Provide advanced communications and information capabilities to Navy, Joint and coalition forces More than 12,000 employees and contractors deployed globally and near the fleet

5. The Team’s Structure Chief of Naval Operations Under Secretary of Defense Acquisition, Technology and Logistics Assistant Secretary of the Navy, Research, Development and Acquisition SPAWARSYSCOM

6. PEO C4I PEO EIS Team SPAWAR Organization COMMANDER RADM Michael Bachmann, USN Headquarters Support Staff Washington Liaison Office Vice Commander Deputy Commander CIO JPEO JTRS PEO Space Systems 1.0 Comptroller 2.0 Contracts 3.0 Office of Counsel 4.0 Logistics & Fleet Support 5.0 Chief Engineer 7.0 Science & Technology 6.0 Program Management 8.0 Corporate Operations Echelon III Activities SPAWAR Space Field Activity, Chantilly VA SPAWAR SystemsCenter Atlantic SPAWAR SystemsCenter Pacific

7. Where We Are PEO SpaceSystems SPAWAR Space Field Activity PEO EIS Washington DC SPAWAR HQ Norfolk, VA Charleston, SC New Orleans, LA Germany, Italy, UK San Diego, CA Japan, Guam, Hawaii PEO C4I SPAWAR Systems Center Atlantic JPEO JTRS SPAWAR Systems Center Pacific

8. Where We Are 7,550 Gov + Mil w/approx 4,000 supporting contractors worldwide $8.82BOrganization

9. What We Do Operations and Support Functional Solution Analysis Production and Deployment Material Solution Analysis Engineering and Manufacturing Development Technology Development Team SPAWAR supports the entire acquisition lifecycle of C4ISR products and services

10. Meeting Current and Future Needs of the Fleet Internet Cafes Marine Mammal Program Mine Resistant Ambush Protected Vehicle (MRAP) Research, Engineering & Development Unmanned Vehicle Systems

11. Our Partnerships • Our partnerships enable us to provide integrated, best-value and innovative C4ISR technology • Global presence for direct support to fleet • Hundreds of partnerships with industry, including small businesses • SSCs partner with academia to conduct research, share best practices, and develop future workforce

12. Government Contracting: The Basics • Getting started – In order to identify your product or service you need general knowledge of the following: • Federal Supply Class or Service (FSC/SVC) codes • North American Industry Classification System (NAICS) • Data Universal Number System (DUNS number)

13. FEDERAL SUPPPLY CODES (FSC) • Identify your products/service • Federal Supply Classification Code (FSC) or Product Service Code (PSC) • Example: 7030 – ADP Software • Example: 6015 – Fiber Cable • The FSC is a four-digit code used by government buying offices to classify and identify the products and supplies that the government buys. It’s important to understand which FSC’s apply to your products so that you can find opportunities.

14. NORTH AMERICAN INDUSTRY CLASSIFICATION SYSTEM (NAICS) CODES NAICS Codes describe work and are the basis for distinguishing large businesses from small businesses Example: 541330 – Engineering Services - $27M If the average revenue of a company for three years is $27M or more the company is a “Large Business” and may not complete on a “Small Business Set-Aside” requirement NAICS Codes are assigned by the Contracting Officer based on the proposed contract scope • Services are based on dollars • Manufacturing is based on number of employees

15. Top 10 NAICS Awarded by DollarsFY 2009

16. Small Business Opportunities TheResource: https://e-commerce.sscno.nmci.navy.mil or via spawar.navy.mil

17. Small Business Innovative Research (SBIR) http://enterprise.spawar.navy.mil/sbir/ Currentbudget is $1.23B. Navy receives $319M. SPAWAR budget for FY09 $41M

18. Mentor - Protégé Program • Benefits to Mentors • Funded by DoD to nurture and develop long-term relationships with qualified small business vendors. • Teaming opportunities with the Protégé to win new contracts and/or subcontracts • Benefits to Protégé • Open doors • Use as a marketing tool • Pursue business with other prime contractors • Receive assistance from a major prime contractor • Develop long-standing business relationship

19. REGISTER YOUR BUSINESS • Central Contractor Registration (CCR) • Registration is mandatory to receive DoD Prime contract • Allows electronic payment (the check is not in the mail) • Must renew company information annually • Automatically assigns Commercial and Government Entity (CAGE) Code CCR is the primary registration for US Federal Government CCR collects, validates, stores and disseminates data in support of agency acquisition mission.

20. ONLINE REPRESENTATION & CERTIFICATION APPLICATION (ORCA) ORCA is an e-government initiative that was designed to replace the paper based Representations and Certifications (Reps & Certs) process. FAR 4.1200 Representations and Certifications mandated prospective contractors to complete electronic annual representations & certifications via ORCA at http://www.bpn.gov or http://orca.bpn.gov • Must have an active record in CCR to register • Must update annually or if status changes

21. DUN & BRADSTREET (D&B) Dun and Bradstreet (D&B) is a company that provides business information for credit, marketing and purchasing decisions. Its “data universal numbering system” known as DUNS. DUNS numbers are used by businesses and the federal government to keep track of more than 70 million businesses world-wide

22. DATA UNIVERSAL NUMBERING SYSTEM (DUNS) • Mandatory before registering in CCR • Provided by Dun & Bradstreet (D&B); telephone request – free (866) 705-5711 may take 10 minutes or more • Web request to www.dnb.com (may take 15 business days) • Unique nine-digit identifier for a single business entity • List sold to other companies; must contact D&B to request removal from marketing list

23. TAX IDENTIFICATION NUMBER (TIN) What is a Tax Identification Number ? A TIN is an identification number used by the Internal Revenue Service (IRS) in the administration of tax laws. It is issued either by the Social Security Administration (SSA) or by the IRS. A Social Security Number (SSN) is issued by the SSA whereas all other TIN’s are issued by the IRS.

24. BE FAMILIAR WITH THE PROCUREMENT PROCESSES Dollar driven based upon estimated costs Micro Purchase threshold $3,000* Purchase Card Simplified Acquisition up to $100K COTS up to $5.5M Contingency -13.501(e) up to $11M Large Contracts up to unlimited authority as delegated

25. HELPFUL SOURCES OF INFORMATION You should familiarize yourself with contracting procedures http://farsite.hill.af.mil/ Defense Procurement and Acquisition Policy http://www.acq.osd.mil/dpap/index.html Defense Acquisition University http://www.dau.mil/default.aspx

26. IDENTIFY YOUR TARGET WITHIN DOD • Research DoD Personnel & Procurement Statistics. Of particular interest to small businesses is the Standard Tabulation (ST) 28 report of products and services purchased each fiscal year by the DoD. Data on the ST28 are sorted by FSC/SVC code and provide name and location of DoD contracting offices. This report is found at the bottom of the Procurement Statistics page and can be cross-referenced with the list of Small Business Specialists within each individual service organizations.

27. HOW TO IDENTIFY OPPORTUNITIES WITHIN DOD Posting of contract actions: Federal Business Opportunities (FedBizOpps) is a web-based system for posting solicitations and other procurement-related documents to the Internet. FedBizOpps was designated by the Federal Acquisition Regulation as the mandatory "government wide point of entry for the posting government business opportunities greater than $25,000.” For more information visit: www.fbo.gov

28. HOW TO LOCATE INFORMATION ON SPAWAR OPPORTUNITIES • On the SPAWAR website (www.spawar.navy.mil) click on “Business Opportunities” which will direct you to our e-commerce site. A list of our future opportunities, open solicitations, and contract awards is available for the SPAWAR Headquarters, as well as for SSC Atlantic and SSC Pacific.

29. SPAWAR WEBSITE https://e-commerce.sscno.nmci.navy.mil

30. HOW TO LOCATE A BUSINESS OPPORTUNITY SPAWAR website - look at the “Future Business Opportunities” select an opportunity • Read the statement of work - If the requirement matches your business capabilities: • Subscribe– give the company name, address, telephone number, point of contact, email address • Bidder’s List – automatically the system will enter the company to the Bidder’s List (all interested businesses). Great Marketing Tool

31. HOW TO LOCATE A BUSINESS OPPORTUNITY CONT. • Additionally, on the left side of the Main Menu – there is an option “Read Me First” SPAWAR has a secure website, therefore you must subscribe if you wish to be automatically notified when there is a business opportunity under your NAICS Code. • Electronically notification will be sent every time something about the requirement changes or funding is received. • Upon receipt of funding, any future business opportunity is automatically sent to FedBizOpps. • Contact the Contract Specialist if there is a question about the statement of work (SOW).

32. MARKETING STRATEGY • Develop a strategy and a plan! • Determine what customer procure the services and/or commodities you provide • Determine what programs/customers you can support • Find out as much as you can about their programs/needs (e.g. public websites, networking, etc. ) • Determine your role and limits (prime, subcontractor, capabilities, etc.) • Identify contract requirements • Identify team • Develop strategy for responding to a solicitation

33. AVAILABLE RESOURCES • Procurement Technical Assistance Centers • (PTACs) are located in most states and are partially funded by DoD to provide small business concerns with information on how to do business with the DoD. They provide training and counseling on marketing, financial, and contracting issues at minimal or no cost.. • San Diego Contracting Opportunities Center-PTAC 4007 Camino del Rio South, Suite 210, San Diego, CA 92108 (619) 285-7020

34. SPAWAR RESOURCES AND CONTACT INFORMATION • Faye Esaias, Director for Small Business Programs • Phone: (619) 524-7701 or email: faye.esaias@navy.mil • Robert “Zack” Zaccaria, Deputy for Small Business • Phone: (619) 524-7701 or email: robert.zaccaria@navy.mil • Michelle Nolen, Deputy for Small Business NMCI and Mentor-Protégé Program • Phone: (619) 524-7701 or email: michelle.nolen@navy.mil • or - SPAWARsbo@navy.mil • Marti Schwartz, Deputy for Small Business for SSC Pacific • Phone: (619) 553-4326 or email: marti.schwartz@navy.mil • Bob Meddick, Deputy for Small Business for SSC Atlantic • Phone: (843) 218-5820 or email: robert.meddick@navy.mil

35. QUESTIONS THANK YOU for your time and attention.