Ms. Sue Tormey, Director, Small Business Office, WPAFB- presentation on Small Business Programs at WPAFB to VOB108

1. Small Business ProgramTraining for VOB10822 March 2011 Sue Tormey Director, ASC/SB (937) 904-5999 sue.tormey@wpafb.af.mil

2. Agenda SB Mission / What We Do WPAFB Organizations Supported Finding Contract Opportunities Small Business Steps to Success ASC Best Practices – Beyond Goals What’s Happening Now SB Points of Contact Get Educated PCR and SBA What is GSA? Contracting 101 2

3. The mission of the Aeronautical Systems Center Small Business Office is to maximize opportunities for small businesses to deliver technology and innovative solutions to meet warfighter needs Our Motto: Beyond Goals! Small Business Office Mission 3

4. What We Do… Maximize Contracting Opportunities for Small Businesses As Appropriate As the Prime Contractor As the Subcontractor Promote Effective Outreach Program Co-Sponsor and/or participate in large events with multiple small businesses Counseling Sessions with small business companies Provide training and other points of contact via e-mail Ohio Matchmaker Conference: 23 March 2011 at the Nutter Center 4

5. Organizations Aeronautical Systems Center (ASC) Develops, acquires, modernizes and sustains advanced aerospace capabilities Developed every attack, bomber, cargo, fighter, trainer and reconnaissance aircraft in the operational Air Force inventory Current weapons systems programs include: F-22, F-16, F-15, B-2, B-1B, B-52, C-130, C-17, C-5, UAVs (Global Hawk and Predator) and Tankers Utilizes contractor technical support (Advisory & Assistance Services) 5

6. Organizations Continued… Air Force Research Laboratory (AFRL) Headquarters and Det 1, Wright Site Laboratories Full spectrum laboratory responsible for basic research, applied research, and advanced technology development Directorates at Wright-Patterson AFB Air Vehicles, Sensors, Human Effectiveness, Propulsion, and Materials and Manufacturing 88th Medical Group (88 MDG) Multi-specialty military treatment facility serving more than 54,000 beneficiaries within a 40-mile radius of WPAFB Three-pronged mission emphasizes medical readiness, community care, and graduate medical education 6

7. Organizations Continued… Air Force Institute of Technology (AFIT) Provides AF and DoD personnel, and military officers of allied nations: Specialized education through graduate and professional continuing education programs Research and consultation Manages the educational programs of AF officers enrolled in civilian universities, research centers, hospitals and industrial organizations 7

8. Organizations Continued… National Air and Space Intelligence Center (NASIC) Integrated intelligence production center and primary DOD producer of foreign aerospace intelligence Assesses current and projected foreign forces, threat, and weapon system capabilities and employment Evaluates evolving technologies of potential adversaries Provides national decision makers, operational commands, and the acquisition community timely, integrated, and relevant intelligence products to: Establish national intelligence estimates Support international treaty initiatives Assist in operational mission planning and targeting Help in the design of superior U.S. aerospace weapons 8

9. Organizations Continued… Air Force Security Assistance Center (AFSAC) Implements security assistance directives from the President, State Department, and DOD Negotiates cases directly with more than 90 countries and international organizations Administers USAF security assistance program, providing materiel and services to support approximately 6,600 aircraft Command international liaison to DOD, Secretary of the Air Force, NATO, U.S./foreign embassies and foreign defense ministries 9

10. Organizations Continued… 88th Air Base Wing Host unit for WPAFB Supports and maintains more than 8,000 acres, and provides operational support for more than 60 operational units located on WPAFB Manages two runways supporting an average of 47,000 aircraft operations annually Handles the payroll and keeps records on base workforce Maintains all buildings and facilities Provides security, communications, transportation, contracting, air traffic control, weather forecasting, legal and chaplain services And more…. 10

13. Federal Business Opportunities (FBO)https://www.fbo.gov 11

14. FPDS Next Generation 12

15. Fed Biz Opps Identify Opportunities – Follow the Money www.fedbizopps.gov 13

16. Subcontracting Opportunities… Explore Subcontracting Opportunities Do not neglect the very large secondary subcontracting market Subcontracting Opportunities with DoD Prime Contractors publication SBA Subcontracting Directory http://www.sba.gov/GS/allsubs.html SBA’s Subcontracting Network: SUB-Net http://web.sba.gov.subnet Prime contractors use SUB-Net to post subcontracting opportunities 14

17. Steps to Success Do Your Homework – Know What the Customer Buys Use Small Business Office Websites Attend trade fairs Visit the Small Business Offices at WPAFB Discuss Capabilities and Obtain POCs Respond to Sources Sought Basis for set aside decisions; it takes two or more to become a set-aside 15 NETWORK! NETWORK! NETWORK!

18. ASC – Best Practices Training 300+ new PK employees – Increase SB awareness Subcontracting Plans with “Teeth” Participation Plans Capture SB Utilization for CPARS/MARS reporting “How To…” Email Efficiently communicates with industry 16

20. SABER contract recompete – SB 8(a) set-aside

21. TSAS III – IDIQ support of simulators

22. SIMAF – SB set-aside

23. PROS IV – SB subcontracting opportunities

24. Numerous CLS Support Efforts in simulators

25. AFMC/ESG new strategic sourcing office17

27. Get Educated “Genius without education is like silver in the mine.” “Courteous Reader: Remember that time is money.” 19

29. Together with affiliates meets the size standard for the NAICS Code industry of the product or service it is providing.

30. Foreign-owned concerns can be considered small businesses if they

31. have a place of business located in the US, or

32. operate primarily in the US, or

33. make a “significant contribution” to the US economy by paying US taxes or using American products or materials or labor. Reference: 13 CFR §121.105 20

34. What is NAICS? The North American Industrial Classification System codes replaced Standard Industrial Classification (SIC) codes in October 2000 but concept is the same. Revised NAICS came out in October 2002 and again in 2007. Latest revision left 13/20 sectors unchanged. Significant modifications to biotech R&D and to telecommunications. All receipts-based standards increased for inflation in January 2006 and August 2008. Helpful site: http://www.census.gov/epcd/naics02/ 21

36. Three year average annual revenues

37. Number of employees over the last 12 months22

39. Receipts are averaged over company’s three most recently completed fiscal years.

40. Exclusions from total income: --net capital gains/losses, taxes collected and remitted to a taxing authority, transactions with affiliates, and --amounts collected for another by travel agents, real estate agents; advertising, or conference managements service providers. 23

42. Size is not separately determined for separate divisions, subsidiaries, locations, CAGE codes, or product lines.

43. Separate incorporation, payment of taxes, or “existence” is irrelevant.

44. The key to determining the size of a business is affiliation and the key to that is control.24

46. A small business and its affiliates may be determined to be “Other than Small”

47. You may be determined ineligible to response to solicitations set-aside for members of the Small Business Community.25

48. Top 9 NAICS Code used by PKO 236220: Commerical and institutional building construction. 238150: glass and glazing contractors. 238160: roofing contractors. 238210: structural steel and precast concrete contractors. 337211: wood office furniture manufacturing. 541310: architectural services. 561210: facilities support services. 561720: janitorial services. 26

49. Small Business Office Contacts ASC Sue Tormey, 937.904.5999, Sue.Tormey@wpafb.af.mil Annette Dunbar, 937.255.5322, Annette.Dunbar@wpafb.af.mil Lynne Imhoff, 937.904.5998, Lynne.Imhoff@wpafb.af.mil Weapons Systems, Advisory & Assistance Services Information Technology, AFSAC, NASIC Sandy Haught, 937.522.4621, Sandy.Haught@wpafb.af.mil Base Support and Operations AFRL Marisa Osborne, 937.656.9706, Marisa.Osborne@wpafb.af.mil HQ AFRL Michele Dickman, 937.255.5074, Michele.Dickman@wpafb.af.mil Detachment 1, Wright Site 554th ELSG Dr. Jeanette Robinson, 937.257.4822, Jeanette.Robinson@wpafb.af.mil 27

51. Adversarial Relationships

52. Small Business Specialist Support

53. Special Authority

54. Insider-Outsider28

56. Review acquisitions

57. Recommend Set-asides

58. Review Bundling Cases

59. Review Solicitations

60. Support 8(a) Business Development29

61. What Other Programs Do PCRs Promote? Provide information on resources offered by government contracting: COC, Size Determination, Size Standards, CCR Small Business Dynamic Search, and CMR subcontracting activities. Provide directions and contacts regarding district programs: Loans, Surety Bond Guarantee, and Economic Development 30

62. Basis for SBA Programs Small Business Act Implements Congressional Policy to aid, counsel, assist & protect the interests of small business concerns Goal of policy is to ensure that a fair proportion of purchases, contracts & subcontracts be placed with small businesses 31

63. Small Business Contract Assistance Programs Prime Contract Assistance Small business set-aside program Procurement Preference Goaling Size Determination Program Waivers to the Non-Manufacturer Rule Natural Resources Program Certificate of Competency (COC) Subcontracting Assistance 32

64. Procurement Centers Reps Help ensure a fair portion of purchases go to Small Businesses of all types represent SBA at major buying activities review proposed acquisitions, including bundled procurements recommend requirements to be set aside for HUBZone, 8(a) & SB firms advise agencies & SBs on SBA programs initiate secretarial appeals 33

65. Procurement Programs Small business Small disadvantaged business (SDB) Women-owned small business (WOSB) HUBZone small business Veteran-owned small business (VOSB) Service-disabled VOSB (SDVOSB) 34

66. Size Determinations IAW 13 CFR 121 Firm must: Meet size standard for NAICS code specified in solicitation Self-certify size status Be small at time of self-certification If Questioned, Protest must be: Specific to a buy Received in a timely manner Forwarded to Area Director for formal determination. 35

67. Certificates of Competency 36 Capacity, Credit, Capability, Competency, Integrity, Perseverance & Tenacity, Limitations on Subcontracting. When determined to be non-responsible, a small business is entitled to an independent review by the SBA. Written referrals must be sent to the SBA Area Office responsible for the geographic location of the small business. www.sba.gov/GC/

69. Pre-Award Subcontracting Plan Reviews

70. SBA’s PCRs review subcontracting plans prior to contract award (advisory)

71. Post-Award Compliance Reviews

72. SBA’s CMRs monitor goal achievement after contract award37

74. Subcontracting plans are not required:

75. From small business concerns

76. For personal services contracts

77. For contracts or mods that will be performed entirely outside of the U.S.

78. For contracts that do not contain 52.219-8 (e.g., contracts awarded prior to PL 95-507)38

80. Small Business (SB) - negotiable

81. Small Disadvantaged Business (SDB) - 5%

82. Women-Owned Small Business (WOSB) - 5%

83. HUBZone Small Business - 3%

84. Veteran-Owned Small Business - negotiable

85. Service-Disabled Veteran-Owned SB - 3%39

87. contract or contract mod is expected to exceed $650,000 ($1,500,000 for construction)

88. Subcontracting possibilities:

89. contract appears to offer subcontracting possibilities40

91. Conduct compliance reviews and SOARS (Subcontracting Orientation and Assistance Reviews)

92. SBA Cannot:

93. Prescribe the amount of subcontracting

94. Require the prime contractor to use a particular small business41

95. 8(a) Program Competitive 8(a) Award Expectation that at least two eligible and responsible 8(a) firms will submit offers and award can be made at a fair market price; Acquisition will exceed $6.0 M for manufacturing NAICS codes or $4.0 M for all other NAICS codes Sole Source 8(a) award Acquisition does not exceed competitive thresholds Award to an 8(a) owned and controlled by an Indian Tribe or Alaskan Native Corporation at any dollar amount 42

96. Historically Underutilized Business Zone (HUBZone) Program HUBZone Competition The contracting officer must have a reasonable expectation that— Offers will be received from two or more HUBZone small business concerns; and award will be made at a fair market price HUBZone Sole Source Only one HUBZone small business concern can satisfy the requirement; The anticipated price of the contract, including options, will not exceed-- $6.0 million for manufacturing (NAICS) code or $4.0 million for any other NAICS code; Requirement not currently being performed by a non-HUBZone small business concern; Acquisition is greater than the simplified acquisition threshold; The HUBZone small business concern is a responsible contractor with respect to performance; and Award can be made at a fair and reasonable price. 43

97. Service-Disabled Veteran-Owned (SDVO)Small Business Program SDVO Competition The contracting officer must have a reasonable expectation that— Offers will be received from two or more SDVO small business concerns; and award will be made at a fair market price SDVO Sole Source Only one service-disabled veteran-owned small business concern can satisfy the requirement; The anticipated award price of the contract (including options) will not exceed-- $5.5 million for a requirement within the NAICS codes for manufacturing; or $3 million for any other NAICS code; The service-disabled veteran-owned small business concern has been determined to be a responsible contractor with respect to performance; and Award can be made at a fair and reasonable price 44

98. Small Business Set-Asides Acquisitions of supplies or services exceeding $3,000 but less than $150,000 are automatically reserved exclusively for small business concerns and shall be set aside for small business unless No reasonable expectation of obtaining offers from two or more responsible small business concerns that are competitive in terms of market prices, quality, and delivery The contracting officer shall set aside any acquisition over $150,000 for small business participation when there is a reasonable expectation that offers will be obtained from at least two responsible small business concerns offering the products of different small business concerns and award will be made at fair market prices 45

99. Introduction Customer Service Director Provide assistance to, resolve problems for, and answer questions from GSA's government clients. Host seminars on a variety of useful topics Teach GSA Advantage and eBuy to buyers. Territory: Federal: South of I-70 State: Ohio and Michigan 46

100. What is GSA? Public Buildings Service (PBS). Provides workspace for 1M (non-DOD) employees Oversees 425 historic buildings. Federal Acquisition Service (FAS). Wide range of Products & Services. Agencies delegated authority to use Schedules. Conducts assisted acquisition. 47

101. What is a GSA Schedule? “Multiple Award Schedule (MAS)” means contracts awarded by GSA or the Department of Veterans Affairs (VA). For similar or comparable supplies, or services. Established with more than one supplier. At varying prices. 48

102. Key GSA Schedules at WPAFB 49

103. Key GSA Schedules at WPAFB 50

104. Key GSA Schedules at WPAFB 51

105. Key GSA Schedules at WPAFB 52

106. Key GSA Schedules at WPAFB 53

107. Key GSA Schedules at WPAFB 54

108. Key GSA Schedules at WPAFB 55

109. Key GSA Schedules at WPAFB 56

110. How to Get on a GSA Schedule Go to: http://www.gsaeibrary.gsa.gov “Search” for the product or service your company will offer Read the description of each “Source” to identify a good match. If not sure, direct all questions to the GSA Schedule Point of Contact for clarification. 57

111. Who has what responsibility? YOU: Obtain and complete paperwork YOU: Start Past Performance Review YOU: Submit Completed Offer GSA: Reviews and evaluates Offer GSA/YOU: Negotiate Offer (Prices, terms and conditions) GSA: Rejects or Accepts your Offer 58

112. Who has what responsibility? YOU: If Rejected, request debriefing within 3 days YOU: Load information to GSA Advantage! ® YOU: Market your New GSA Contract Number $25K sales first two years, $25K annually there after with .75% fee to GSA 5 Year award, 3 options, 20 Year total 59

113. Getting on GSA a Schedule Contract is an unfunded agreement with GSA You agree to honor negotiated terms and conditions if an agency places an order with your GSA Schedule Contract. Agencies must compare contractors prices, terms and conditions before they place and order above $2.5K. Agency accepts bids and awards winner that meet evaluation criteria. 60

114. How to get started doing business with the Government Become familiar with the Federal Acquisition Regulation (FAR), as well as its supplements…Department of Defense Federal Acquisition Regulation (DFARS), Air Force Federal Acquisition Regulation (AFFARS), as well as the specific major command, i.e. Air Force Material Command (AFMCFARS). A contract with the U.S. Government must comply with the laws and regulations that permit it, and be made by a Contracting Officer with actual authority to make the contract. The Contracting Officer has no authority to deviate from the laws and regulations, and the contracting party is held to know the limitations of the Contracting Officer's authority, even if the Contracting Officer does not. This makes contracting with the United States a very structured and restricted process. 61

115. Doing business with the Government Contracting 101 Request for Quote (RFQ), Request for Proposal (RFP), Invitation for Bid (IFB) You must be registered in appropriate systems and/or know the following information: Commercial And Government Entity (CAGE) code is a five-character ID number that identifies government contractors obtained through the Department of Defense’s Central Contractor Registration (CCR) – required for award of DoD contracts . (Note: You must have a DUNS number before you apply for a CAGE code.) Data Universal Numbering System (DUNS) - Dun & Bradstreet’s nine-digit number is required for government contractors of many federal government agencies Tax Identification Number (TIN) or Employer Identification Number (EIN) - A federal tax identification number (also know as an employer identification number or EIN), is a number assigned solely to your business by the IRS. Federal Business Opportunities (FedBizOpps) – electronic posting site of government’s requirement, $25K > 62

116. Central Contractor Registrationhttp://www.ccr.gov/ 63

117. Dunn and Bradstreet Number (DUNS) 64

119. A TIN may be:

120. a Social Security number (SSN)

121. an Individual Taxpayer Identification Number (ITIN)

122. an Employer Identification Number (EIN), also known as a FEIN (Federal Employer Identification Number).

123. SSNs are used by individuals, other than aliens who do not have the right to work in the US.

124. EINs are used by employers, sole proprietors, corporations, partnerships, non-profit associations, trusts, estates of decedents, government agencies, certain individuals, and other business entities. "65

125. North American Industry Classification System (NAICS) 66

126. FedBizOppshttps://www.fbo.gov/ 67

127. Other information you should know… Government Purchase Card (GPC) Credit card used by government organizations to purchase goods/services up to the micro purchase threshold: Construction up to $3,000 Services up to $3,000 Supplies up to $3,000 Acquisition timelines: “Commercial” – can be on the street for < 30 days Most solicitations (Invitation for Bid, Request for Proposal) - on the street for 30 days BRAC VPP 68

128. Voluntary Protection Program (VPP) 69

129. Voluntary Protection Program (VPP) 70

130. Thanks for Attending Questions? 71