DOING BUSINESS WITH THE U.S. DEPARTMENT OF STATE Washington DC May 3, 2012
STATE’S MISSION • The mission of the Department of State is to create a more secure, democratic, and prosperous world for the benefit of the American people and the international community.
STATE’S MAJOR BUREAUS • Diplomatic Security (DS) • Consular Affairs (CA) • Overseas Buildings Operations (OBO) • Information Resource Management (IRM) • $$$$
STATE’s GOALS & ACHIEVEMENTS CategoryGoals Achievements (2011) (2010) SB34.00% 35.29% SDB 5.00% 17.49% WOSB 5.00% 4.7% HUBZone 3.00% 2.88% SDVOSB 3.00% 2.59%
WHAT STATE BUYS • Security Services - Iraq, Afghanistan, local guard program • Building Construction, embassy construction and renovation • Facilities Support Services • Architectural & Engineering Services • Training: language, career development, diversity
WHAT STATE BUYS • Information Technology: systems design, help desk, hardware, software, IT consolidation • Office Administrative Services – staffing support • Security Systems Services • Office & Household Furniture • Insurance
WHAT STATE BUYS Upcoming Requirements: • 8(a) Warehousing services (in Dulles) • 8(a) -Staffing Foreign Service Institute • 8(a) IT – Sharepoint • Ongoing – Soft Skills Training • Ongoing – Construction • Ongoing – Insurance
RESEARCH TOOLS STATE.GOV/M/A/SDBU includes • Program office contacts • List of prime contractors • Forecast of Contract Opportunities ALSO: • USASPENDING.GOV • FPDS.GOV • ACQUISITION.GOV
RESEARCH TOOLS • State’s Budget Request www.state.gov • Federal Business Opportunities www.FBO.gov • OSDBU websites www.OSDBU.gov • SBA’s Sub-Net http://web.sba.gov/subnet
NETWORKING AS A MARKETING STRATEGY Join trade associations including: • The U.S. Women’s Chamber of Commerce www.uswcc.org • National Minority Supplier Development Council www.nmsdc.org • United States Hispanic Chamber of Commerce www.ushcc.com • The Women’s Business Enterprise National Council (WBENC) www.wbenc.org
NETWORKING Join trade associations unique to a specific industry such as: • The Industry Advisory Council www.actgov.org • The Armed Forces Communications & Electronics Association (AFCEA). www.afcea.org • Women Construction Owners & Executives. www.wcoeusa.org • American Society for Industrial Security - (ASIS). www.asisonline.com
WHAT REALLY WORKS? • Target specific Agencies – Who buys what you sell? • Limit your focus. Can’t be everywhere – end up nowhere • Do your homework to help you select Target Agencies • OSDBU Offices • Agency websites • FBO.gov, FPDS.gov • USASpending.gov and FFATA.org • Agency forecasts and contract inventories • Use SBA, SBDCs, PTACs and agency OSDBUs as resources & advocates. • Build Relationships! Penetrate chosen agencies. Network! • Limit use of blast emails and form letters Target, Target Target !!!!
WHAT REALLY WORKS! • Take advantage of sources sought notices, pre-proposal conferences, debriefings • Be prepared for presentations – offer solutions • Consider teaming arrangements and joint ventures with large firms and other small firms • Have multiple contract vehicles • Consider both prime and subcontracting opportunities. • Make your CCR profile descriptive – update • Never say, “We do everything.” Create a niche! • Don’t leave one voicemail or email then give up • Be professionally persistent. Don’t let your frustrations show. Market, Market, Market!!!
For More Information Contact: U.S. Department of State Office of Small and Disadvantaged Business Utilization Tel. 703-875-6822