sue tormey, contracting with wpafb, mar 22 2011

Dominant Air Power: Design For Tomorrow…Deliver Today

Sue TormeyDirector, ASC/SB(937) [email protected]

Small Business Program

Training for VOB10822 March 2011


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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


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

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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

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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)

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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

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• 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

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• 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

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• 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

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• 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….

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Finding Opportunities

Research Past Purchases‒ GSA Federal Procurement Data Center

https://www.fpds.gov

Identify Current Procurement Opportunities‒ Federal Business Opportunities (FBO)

https://www.fbo.gov

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FPDS Next Generation

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Fed Biz Opps

www.fedbizopps.gov

Identify Opportunities – Follow the Money

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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

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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

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NETWORK! NETWORK! NETWORK!


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

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What’s Happening Now?

• BRAC Workload from Brooks to ASC• Simulators Workload from Ogden ALC to ASC• CAPS II Source Selection –SB set-aside• SABER contract recompete – SB 8(a) set-aside• TSAS III – IDIQ support of simulators• SIMAF – SB set-aside• PROS IV – SB subcontracting opportunities• Numerous CLS Support Efforts in simulators• AFMC/ESG new strategic sourcing office

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ESG Small Business Office

• ESG/SB – Wright-Patterson AFB, OH– Overall responsibility and direction of the ESG SB mission– Directly support 770 BSS, 771 ESS and 773 ESS MSCC Flight– Director: Barbara Liptak, 937-257-2822, [email protected] – SBS: Lynne Lewis, 937-257-2602, [email protected]

• ESG/SB San Antonio Operating Location (OL), TX– Support 770 BSS OL, 772 ESS, 773 ESS, & AFCESA OL– Director: Mary Urey, 210-395-8907, [email protected] – SBS: Grace Elizalde, 210-395-8818, [email protected]– Source Developmt Specialist: Mere Rodriguez, 210-395-8819,

[email protected] • ESG/SB Defense Technology Information Center OL – Ft Belvoir, VA

– SBS: Vacant• Information Technology Commodity Council – Maxwell AFB-Gunter Annex,

AL– SBS: Denise Baylor, 334-416-4137, [email protected]

mailto:[email protected]








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Get Educated

“Genius without education is like silver in

the mine.”

“Courteous Reader:

Remember that time is money.”


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What is a Small Business?

Must be organized “for profit.” Not-for-profit concerns are ineligible to be considered a small business.

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

Foreign-owned concerns can be considered small businesses if they have a place of business located in the US, or operate primarily in the US, or 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


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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/

http://www.census.gov/epcd/naics02/


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Small Business Statue Determination

NAICS (North American Industry Classification System) code for the acquisition

Three year average annual revenues

Number of employees over the last 12 months


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Measuring Annual Receipts

Receipts means “total income” plus “cost of goods sold” as reported to IRS.

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

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.


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Size Includes Affiliates

The size of a business is determined by counting its employees (or average annual receipts) plus those of all of its affiliates.

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

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

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


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What’s the Deal?

Revenues or employees are combined to determine size status

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

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


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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.


Small Business Office Contacts

• ASC– Sue Tormey, 937.904.5999, [email protected]– Annette Dunbar, 937.255.5322, [email protected]– Lynne Imhoff, 937.904.5998, [email protected]

• Weapons Systems, Advisory & Assistance Services• Information Technology, AFSAC, NASIC

– Sandy Haught, 937.522.4621, [email protected]• Base Support and Operations

• AFRL– Marisa Osborne, 937.656.9706, [email protected]

• HQ AFRL– Michele Dickman, 937.255.5074, [email protected]

• Detachment 1, Wright Site• 554th ELSG

– Dr. Jeanette Robinson, 937.257.4822, [email protected]

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PCRs are Unique!Procurement Center Representatives

Small Business Advocate

Adversarial Relationships

Small Business Specialist Support

Special Authority Insider-Outsider

http://www.sba.gov/index.html


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What PCRs Do

Coordinate with contracting activities Review acquisitions

Recommend Set-asides

Review Bundling Cases Review Solicitations Support 8(a) Business Development


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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



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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


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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


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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


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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)


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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.



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Certificates of Competency

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 theSBA Area Office responsible for

the geographic location of the small business.www.sba.gov/GC/


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SubcontractingAssistance

SBA’s Role in Subcontracting Types of Reviews

Pre-Award Subcontracting Plan Reviews SBA’s PCRs review subcontracting plans prior

to contract award (advisory)

Post-Award Compliance Reviews SBA’s CMRs monitor goal achievement after

contract award


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Determining the Need for a Plan

Subcontracting plans are not required: From small business concerns For personal services contracts For contracts or mods that will be performed

entirely outside of the U.S. For contracts that do not contain 52.219-8

(e.g., contracts awarded prior to PL 95-507)


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Statutory Subcontracting Goals Small Business Act: Section 15(g)

Small Business (SB) - negotiable Small Disadvantaged Business (SDB) - 5% Women-Owned Small Business (WOSB) -

5% HUBZone Small Business - 3% Veteran-Owned Small Business -

negotiable Service-Disabled Veteran-Owned SB - 3%


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Determining the Need for a Subcontracting Plan

Dollar Threshold: contract or contract mod is expected to

exceed $650,000 ($1,500,000 for construction)

Subcontracting possibilities: contract appears to offer subcontracting

possibilities


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What SBA Can and Cannot Do SBA Can:

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

SBA Cannot: Prescribe the amount of subcontracting Require the prime contractor to use a

particular small business


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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


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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.


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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


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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


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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


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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.


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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.


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Key GSA Schedules at WPAFB

Management Services Center Point of Contact

Mission Oriented Business Integrated Services (MOBIS)Schedule 874

(800) [email protected]

Professional Engineering Services (PES)Schedule 871


Environmental Services Schedule 899


Logistics Worldwide (LOGWORLD) Schedule 874 V


Consolidated Schedule Schedule 00CORP



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Greater Southwest Acquisition Center Point of Contact

Buildings and Building Materials/Industrial Services and Supplies Schedule 56

(817) 574-2429Cheryl [email protected]

Food Service, Hospitality, Cleaning Equipment and Supplies, Chemicals, and ServicesSchedule 73

(817) 574-2449Sherry [email protected]

Total Solutions for Law Enforcement, Security, Facility Management Systems, Fire, Rescue, Special Purpose Clothing, Marine Craft and Emergency/Disaster Response Schedule 84

(817) 574-2451Teresa [email protected]


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Center for Facilities Maintenance and Hardware Point of Contact:

Hardware SuperStore Schedule 51 V

(816) 926-6760HSS Marketing [email protected]

Facilities Maintenance and Management Schedule 03FAC

(816) 926-6760HSS Marketing [email protected]


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National Administrative Services and Office Supplies Acquisition Center Point of Contact:

Training Aids and Devices, Instructor-Led Training, Course Development, Test Administration

Schedule 69


Office Products/Supplies and Services and New Products/Technology (Includes Restroom Products)

Schedule 75


Shipping, Packaging and Packing Supplies—Bags, Sacks, Cartons, Crates, Packaging and Packing Bulk Material

Schedule 81 I B



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National Furniture Center Point of Contact:

Professional Audio/Video, Telemetry/Tracking, Recording/Reproducing, and Signal Data Solutions Schedule 58 I

(215) 446-5206Robert [email protected]

Office Furniture Schedule 71 I

(703) 605-9236Glenda [email protected]

(703) 605-9234Theresa [email protected]

Household and Quarters Furniture Schedule 71 II

(703) 605-9247Tom [email protected]

(703) 605-9210Arlene [email protected]


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Packaged Furniture

Schedule 71 II H

Packaged Healthcare(703) 605-9253Deborah [email protected]

Packaged Room(703) 605-9192Anita [email protected]

Packaged Office(703) 605-9293Helen [email protected]


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Comprehensive Furniture Management Services Schedule 71 II K

(703) 605-9278Linda [email protected]

Special Use Furniture—Library, Hospital, Mailroom, Preschool and Classroom, Cafeteria, and Industrial Schedule 71 III

(703) 605-9183Ralph [email protected]

(703) 605-9287Sabrina [email protected]

Miscellaneous Furniture—Security Filing Cabinets, Safes, Vault Doors, Map and Plan Files and Accessories, COMSEC Containers, and Special Access Control Containers Schedule 71 III E

(215) 446-5028Mark [email protected]


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Floor Coverings—Carpets, Rugs, Carpet Tiles and Carpet Cushions, Vinyl and Rubber Tiles and Rolls, Mats and Matting (with and without logos) Schedule 72 I A

(703) 605-9170Jennifer [email protected]

(703) 605-9281Darlene [email protected]

The Office, Imaging and Document Solutions—Office Equipment Products and Services, and Document Management Products and ServicesSchedule 36

(215) 446-5020James [email protected]

(215) 446-5058Shannon [email protected]

Sports, Promotional, Outdoor, Recreational, Trophies, and Signs (SPORTS) Schedule 78

(215) 446-5020James [email protected]


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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.

http://www.gsaeibrary.gsa.gov/


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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


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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


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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.


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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.


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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 >


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


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Dunn and Bradstreet Number (DUNS)


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Tax Identification Number (TIN)

• A Tax Identification Number or TIN is an identifying number used for tax purposes in the United States. It may be assigned by the Social Security Administration or by the IRS (Internal Revenue Service.)

• A TIN may be:• a Social Security number (SSN) • an Individual Taxpayer Identification Number (ITIN) • an Employer Identification Number (EIN), also known as a

FEIN (Federal Employer Identification Number). • SSNs are used by individuals, other than aliens who do not have

the right to work in the US.• EINs are used by employers, sole proprietors, corporations,

partnerships, non-profit associations, trusts, estates of decedents, government agencies, certain individuals, and other business entities. "

http://en.wikipedia.org/wiki/Social_Security_Administration

http://en.wikipedia.org/wiki/Internal_Revenue_Service

http://en.wikipedia.org/wiki/Social_Security_number

http://en.wikipedia.org/wiki/Individual_Taxpayer_Identification_Number

http://en.wikipedia.org/wiki/Employer_Identification_Number

http://en.wikipedia.org/wiki/Alien_(law)


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North American Industry Classification System (NAICS)


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FedBizOppshttps://www.fbo.gov/


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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


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Voluntary Protection Program (VPP)


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Voluntary Protection Program (VPP)


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Thanks for Attending

Questions?

sue tormey, contracting with wpafb, mar 22 2011

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