Department of Homeland Security Office of Small and

Department of Homeland Security Office of Small and Disadvantaged Business Utilization (OSDBU)

Getting Started – Basic Questions 1. Which government agencies buy my products and services? 2. How do I get in touch with them? 3. How do I market them?

Getting Started – Basic Answers Answer to Question #1 (who buys what I sell) Review agency publications: – Forecast of Procurement/Contracting Opportunities – Subcontracting Directory – “How to” publications (if the agency has one)

Getting Started – Basic Answers Answer to Question #2 – Getting in Touch « Check out these websites: – www. fpdc. gov - Identify who buys your product or service (hint: know your NAICS code) – www. fedbizopps. gov – Register - get notices of government requirements for your NAICS code

Getting Started – Basic Answers Answer to Question #2 – Getting in Touch More websites: – www. fedbid. com – Register - Compete on-line for government requirements in your NAICS code – www. mbda. gov – Register – Phoenix Database to get free contract referrals.

Getting Started – Basic Answers Answer to Question #2 – Getting in Touch More websites: – http: //ccr. gov - Register on Dynamic Small Business Search. SBA’s Pro-Net database is combined with Do. D’s Central Contractor Registration database. Also a database used by Contracting Officers. Register to be paid. – http: //web. sba. gov/subnet - Prime Contractors post subcontracting opportunities here.

Getting Started – Basic Answers Answer to Question #3 – How do I market them? « Remember, the government is decentralized. Most agencies consist of numerous buying activities. (Example: Justice has 9 bureaus; Treasury has 10 bureaus; DOT has 10 bureaus; DHS has 22 organizational elements but 8 have procurement authority) « Learn what each targeted agency bureau does and how they spend their money!

Getting Started – Basic Answers Answer to Question #3 – How do I market them? « Participate in: – Targeted Outreach Activities – Local Conferences/Trade Shows « Focus on 3 -5 agencies & allow 18 -24 months for relationship building.

Getting Started – Basic Answers Answer to Question #3 – How do I market them? Develop a Marketing Plan/Strategy « « « Subcontracts Prime Contracts Teaming/Joint Ventures Mentor Protégé Agreements Pre-existing Contract Vehicles

Getting Started – Basic Answers There are two types of contracting opportunities: « Prime Contracting – you hold the contract « Subcontracting – a larger company holds the contract and you get to work on a piece of it

The “Model” Small Business Firm Working in the federal marketplace understands: « « « Core competencies Marketing and relationship building Schedules/Multiple award contracts Open Market procurement (FEDBIZOPPS) Prime contracting Subcontracting

In Summary What Really Works. . . « « « « « Relationships Being Prepared Get Involved Past Performance Share Information Patience Persistence Networking Multiple Contracting Vehicles Continuous Marketing Home work always comes before success in the dictionary & Small Business Procurement!

Homeland Security A/E or Construction Business Opportunities Prepared: October 17, 2007 Buying Activity « « « « « HQ FLETC FLETC « FLETC Project Description A/E Support Services (Design, Installation) Construction Management Services for B 17 Design of CTOTF Facility Pavement/Drainage Remediation Renovate Tactical Village Replace Roof Building 3 Renovate Building 102 Construct Auditorium Building 64 Construction Management Services – Language Arts Building Construction Management Services – Multi-Activity Center Expected Dollar Range $250 K-$500 K $2 M-$5 M $5 M-$10 M TBD $100 K-$250 K-$500 K $1 M-$2 M $250 k-$500 K $250 K-$500 K

United States Coast Guard FY 08 Construction Opportunities

Cleveland Procurement Office USCGC HOLLYHOCK REPR FDN SAGINAW BAY Cleveland Under $100 K UPGRADE HANGER DELUGE SYSTEM Cleveland Under $100 K PARKING SPACES ADDITION Cleveland Under $100 K CONSTRUCT SHELTER AT STA OCRACOKE Cleveland Under $100 K WATERPROOF/REGRADE QTRS A&B Cleveland Under $100 K REPLACE GARAGE OVERHEAD DOORS Cleveland Under $100 K REHAB SHEET PILE BULKHEADS Cleveland $500 K to $1 M WATERFRONT REPAIRS Cleveland $500 K to $1 M REHAB BLDG 87 Cleveland $250 K to $500 K CAPE FEAR ATON Cleveland $250 K to $500 K SECTOR PHILADELPHIA ATON Cleveland $250 K to $500 K THIMBLE SHOALS & CHESAPEAKE ATON REPAIRS Cleveland $250 K to $500 K

Providence Procurement Office WATERFRONT - MAINTENANCE DREDGING AND REPAIR BULKHEAD STATION JONES BEACH Providence $100 K to $250 K SOLARIZATION OF LIGHT HOUSES IN CG DISTRICT ONE Providence $250 K to $500 K REPLACE HANGAR DOORS AIRSTATION CAPE COD Providence $1 M to $2 M RENOVATE STORM DRAIN SYSTEM Providence $100 K to $250 K BOATHOUSE MODIFICATIONS DEMOLITION USCG ACADEMY Providence Under $100 K DREDGING STATION EATONS NECK Providence $250 K to $500 K DREDGING AT BOATHOUSE AT STATION POINT ALLERTON HULL MA Providence $250 K to $500 K

Miami Procurement Office REPAIR CONCRETE WHARF AT USCG WYACONDA IA. Miami $250 K to $500 K REPAIR BOAT RAMP AT STATION PONCE DE LEON. Miami $100 K to $250 K SECTOR NOLA DREDGE BOAT BASIN & CHANNEL AT AIRSTA NEW ORLEANS. Miami $100 K to $250 K REPLACE EMERGENCY GENERATOR AT FT MYERS BEACH FL. Miami $100 K to $250 K REPLACE FINGER PIERS & WHARF AT PANAMA CITY FL. Miami $500 K to $1 M BAYAMON HOUSING 10 K FUEL OIL TANK ADD AT BASE SAN JUAN. Miami $250 K to $500 K REPLACE CDC SKYLIGHT ROOF AT BASE SAN JUAN. IDIQ Miami $100 K to $250 K

Seattle Procurement Office Reconfigure fire station berthing area Kodiak Air station Kodiak AK $500 K to $1 M Replace hangar clerestory windows Integrated Support Center Kodiak AK $250 K to $500 K Rehab housing exteriors and regrading of adjacent areas Integrated Support Center Kodiak AK $1 M to $2 M Build-out of hanger offices and shops Air station Kodiak AK $2 M to $5 M Construction of housing unit storage sheds Integrated Support Center Kodiak AK $250 K to $500 K Seismic upgrades Integrated Support Center Kodiak AK $2 M to $5 M

Norfolk Procurement Office REPAIR LEAKS AT VARIOUS BUILDING USCG TRAINING CENTER Yorktown VA REPAIR SWEATING POY SLOT DIFFUSERS AT USCG TRAINING CENTER Yorktown, VA FDCCLANT $250 K to $500 K FDCCLANT Under $100 K REPLACE ROOF AT GYM POOL COMPLEX Yorktown VA FDCCLANT $2 M to $5 M REPLACE METAL ROOF OF CARPENTER SHOP Yorktown, VA FDCCLANT Under $100 K REPLACE METAL ROOF FOR MAINTENANCE SHOP Yorktown, VA FDCCLANT Under $100 K REPLACE THAUER HALL ROOF Yorktown, VA FDCCLANT $2 M to $5 M REPLACE ROOF AT ELBERT HALL Yorktown, VA FDCCLANT $1 M to $2 M

Oakland Procurement Office PHASE 4 OF MARINA VILLAGE BALCONY REPAIRS FOR ALAMEDA HOUSING Oakland $500 K to $1 M PHASE 3 OF THE MARINA VILLAGE BALCONY REPAIR Oakland $250 K to $500 K NOVATO HOUSING EXTERIOR REPAIRS Oakland $500 K to $1 M Oakland $100 K to $250 K Oakland $250 K to $500 K Oakland $100 K to $250 K CAPEHART HOUSING INTERIOR REHABILITATION AT NORTH BEND Oakland $500 K to $1 M REPAIR WINDOWS IN 700 SERIES HOUSING AT TRACEN PETALUMA Oakland $100 K to $250 K INTERIOR REHABILITATION OF CAPEHART HOUSING -PHASE 2 - AT NORTH BEND Oakland $500 K to $1 M ASBESTOS ABATEMENT @ RESERVATION PT. HOUSING AT ISC SAN PEDRO REMEDIATE MOLD AND DRYROT AT HOUSING IN STATION UMPQUA RIVER REPAIR WINDOWS IN 700 SERIES HOUSING AT TRACEN PETALUMA

National Multiple Award Construction Contracts (NMACCs) – One unrestricted for task orders ranging from $5 M - $20 M • 5 awards to large companies covering all US territories – Task Orders competed among all 5 companies – One totally set-aside for 8(a) / Hub. Zone / SDVOSB / SB • Multiple awards in each Coast Guard District (9) – Awards regionally (by District) with separate consideration for Puerto Rico, U. S. Virgin Islands, & Hawaii. – Task Orders competed among all companies in each district – Solicitation release scheduled for Spring 2008