B2G for Space Florida

From Shuttle Workers to
Aerospace Entrepreneurs
Using the Business-to-Government (B2G)
Concept to fill the need for 8(a) Vendors and
Small Contractors in the Aerospace Industry
info@jackquinnsolutions.com
321.720.4610 Satellite Beach, FL
Copyright © 2010 Jack Quinn Solutions, LLC 1

Dr. Clifford R. Bragdon
Vice President for Strategic Initiatives
Florida Institute of Technology

Dr. Randall M. Mauldin, USMC (ret)
President
Jack Quinn Solutions, LLC

Mr. Robert Merrill
Director
Florida Tech Consulting

Agenda
• Federal Market
• Opportunities for entrepreneurs
• Idea
• Why Florida Tech?
• Keys to Success


Presidential Memorandum
April 26, 2010
Interagency Task Force on Federal Contracting
Opportunities for Small Businesses
• Tasked to …
– Develop Innovative Strategies
– Remove Barriers
– Expand Outreach
– Establish policy
… to help small business get in the game

Presidential Memorandum
May 3, 2010
Task Force on Space Industry Workforce
and Economic Development
• “My Administration is committed to implementing a
bold, new approach to human spaceflight. Supported
by a $6 billion increase to the National Aeronautics and
Space Administration's (NASA) budget over the next 5
years, this strategy will foster the development of
path-breaking technologies, increase the reach and
reduce the cost of human and robotic exploration of
space, and help create thousands of new jobs.”


With a potential of 6,000 space
center workers losing their jobs
many of them can become
employers instead of displaced
employees.


Use the talented and innovative
workforce to create small businesses
that can compete for opportunities
in the Federal Market


Federal Government Purchases
• Over $500 billion worth of goods and services
each year, from office supplies to aircraft carriers
• Government agencies fill at least 23% of all
purchased with small businesses
• Over 32,000 opportunities are active in Fed Biz
Ops (www.fbo.gov), of which over 13,000 are
small business set-aside contracts
– only small businesses are allowed to compete.
• Space Coast can leverage capabilities of
aerospace community to win business in other
industries

Federal Market
• Government spends every year
– Good times and bad
• Government pays its bills within 30 days
• Government purchasing process is transparent
• Federal opportunities are available to all
businesses in the United States
– Business can sell to federal agencies in any state
• Prime Contractors have small business goals

What is purchased?
Total Dollars

$180,000,000,000.00
Total Dollars
$160,000,000,000.00

$140,000,000,000.00

$120,000,000,000.00

$100,000,000,000.00

$80,000,000,000.00

$60,000,000,000.00

$40,000,000,000.00

$20,000,000,000.00

$0.00
MANUFACTURING PROFESSIONAL, ADMINISTRATIVE CONSTRUCTION WHOLESALE TRADE
SCIENTIFIC, AND AND SUPPORT AND
TECHNICAL WASTE
SERVICES MANAGEMENT
AND REMEDIATION
SERVICES

Information from USASpending.gov

Who Spends in the Federal Market?
DEPARTMENT OF DEFENSE

$400,000,000,000.00

$350,000,000,000.00

$300,000,000,000.00

$250,000,000,000.00

$200,000,000,000.00

$150,000,000,000.00

$100,000,000,000.00

$50,000,000,000.00

$0.00
Total Dollars Small Business Dollars


Who Spends in the Federal Market?

$35,000,000,000.00 Total Dollars
Small Business Dollars
$30,000,000,000.00

$25,000,000,000.00

$20,000,000,000.00

$15,000,000,000.00

$10,000,000,000.00

$5,000,000,000.00

$0.00
ENERGY HEALTH AND HUMAN NASA GENERAL SERVICES VETERANS AFFAIRS
SERVICES ADMINISTRATION


Where do we Spend?
$60,000,000,000.00
Total Dollars Small Business Dollars

$50,000,000,000.00

$40,000,000,000.00

$30,000,000,000.00

$20,000,000,000.00

$10,000,000,000.00

$0.00


Top Vendors in the Federal Market?
$30,000,000,000.00
Total Dollars
% Total Dollars
$25,000,000,000.00

$20,000,000,000.00

$15,000,000,000.00

$10,000,000,000.00

$5,000,000,000.00

$0.00
LOCKHEED RAYTHEON MCDONNELL THE BOEING MISC FOREIGN OSHKOSH
MARTIN COMPANY DOUGLAS COMPANY CONTRACTORS CORPORATION
(BOEING)

Information from Federal Procurement Data System

Small Business Spending
Small Business

$120,000,000,000.00

$100,000,000,000.00

$80,000,000,000.00 Small Business

$60,000,000,000.00

$40,000,000,000.00

$20,000,000,000.00

$0.00
UNITED STATES (US)


Small Business in the Federal Market

$120,000,000,000.00

$100,000,000,000.00

$80,000,000,000.00

$60,000,000,000.00

$40,000,000,000.00

$20,000,000,000.00

$0.00
Small Business Small Women Owned Hub Zone Small Veteran Owned Service 8(a) Firm
Disadvantaged Small Business Business Small Business Disabled
Business Veteran Owned
Small Business


Small Business Set Asides
$25,000,000,000.00

$20,000,000,000.00

$15,000,000,000.00

$10,000,000,000.00

$5,000,000,000.00

$0.00
SMALL 8(A) SOLE 8A HUBZONE SMALL SERVICE SDVOSB SOLE RESERVED
BUSINESS SET SOURCE COMPETED SET-ASIDE BUSINESS SET DISABLED SOURCE FOR SMALL
ASIDE - ASIDE - VETERAN BUSINESS
TOTAL PARTIAL OWNED
SMALL
BUSINESS
SET-ASIDE


Small Business Set Asides
NO SET ASIDE USED

$500,000,000,000.00

$450,000,000,000.00

$400,000,000,000.00

$350,000,000,000.00

$300,000,000,000.00

$250,000,000,000.00

$200,000,000,000.00

$150,000,000,000.00

$100,000,000,000.00

$50,000,000,000.00

$0.00


Why Small Business Should
Sell to the Federal Market
Government and Prime Contractors want to
work with small business
– Government contracts between $3,000 and
$100,000 must be reserved for certified small
businesses
(Small Business MUST RESPOND to Sources
Sought)
– Small business is defined by Small Business Act
– Small businesses have an advantage

Where is the opportunity in the
Federal Market?
Procurement Methods Small Business Strategy
• Micro-purchases - < $3000 1. Educate small business
community about B2G market
• Simplified Acquisition Process 2. Ensure all businesses are
– $3000 to $100,000 registered in Central Contractor
– By law should be set aside for Registry
small business, if small business 3. Provide strategic guidance about
responds how small business can leverage
the rules to participate in the B2G
• Sealed Bidding – compete on Market
price 4. Encourage large businesses to
support small business with
• Contract Negotiations – > mentorship, supply chain access,
$100,000 financial support
• Consolidated Purchasing – GSA 5. Develop network for teaming
Schedule arrangements

The Idea


B2G Program
• The Florida Institute of Technology through Florida Tech
Consulting proposes to develop and provide an innovative
and inclusive training and service program for Kennedy
Space Center workers
• Enable the development of small entrepreneurial
companies
• Leverage the existing federal law for small business
• Leverage prime contractor requirements for small business
• Companies to become registered and qualified to be
Federal Contractors for NASA, DOD, and any of the other
1700+ different federal agencies
• Provide assistance to help eligible companies become 8(a)
certified and HUBzone certified businesses

Who Benefits
Shuttle Community
• Displaced Employees become Employers
• Talented workforce continues to serve our Nation

Small Business
• Expand into Federal Market
• Hire displaced workers to meet new demands

Government
• More Competition equals best value
• Small Business brings lean operations, innovation, and customer
focus

Attributes for Success
Transferrable • Aerospace skills applicable to other industries
• Calibration, Verification, Analysis, Fabrication
Skills
Government • Familiarity with Government Standards
• Government Processes applicable to other
Background agencies

Contractor • Currently employed by Prime Contractors
• Experience is this market
Experience

Total Solutions
• Business
Training • B2G Market

• Professional Enrichment
Education • 100+ Programs

• Florida Tech Consulting
Support • Academia + Business


Training
• Teach fundamental Business Skills
• Establishes the foundation for federal contracting through a
process that helps participants:
– Register with government agencies
– Develop a government contracting business strategy
– Find opportunities
– Develop proposals
• Continued support
– Review of business plans
– Finance strategy
– Matchmaking for federal opportunities


Professional Development Programs
• Department within the Florida Tech Office of Strategic
Initiatives to provide leading edge training
• Partnered with the best professional development
training providers
• Offer over 100 programs and courses that represent
the most needed education and certifications
• Ability to customize training programs, workshops and
seminars for specific business needs
• Several courses registered with Brevard Workforce


Florida Tech Consulting
• Florida Tech Consulting, a department within the Office of
Strategic Initiatives at Florida Tech
• Provides businesses with the resources within Florida Institute
of Technology (Florida Tech)
• Full-service consulting entity that harnesses the expertise of
Florida Tech's faculty and staff, university's facilities and
external partners
• Services include all aspects of a comprehensive university that
exceeds the expertise offered by a single consulting firm
• Working in collaboration to enhance business on all levels
• Extensive range of academic experts and industry
professionals are able to provide solutions in all key business
and technical functions

Key to Success
• Resident talent of Space Coast Workers
• Leverage federal law to find advantage in the
federal market
• Comprehensive program from the start-up
through the first contract
• Total solution for the entrepreneurs and small
businesses with training and support


Expected Results
• 500 participants in the program
• 50-65 new businesses
• 100-150 Government Business Personnel
– Business Development
– Program Management
– Contract Administration

Estimated Cost $1.5 million

Questions


B2G for Space Florida

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