Doing Business with the Department of Defense Global Border Security Conference and Expo Presented by Dan E. Shackelford Associate Director for Small Business U. S. Army Medical Command May 8, 2007 MCAD-SB [UNCLASSIFIED]
Department of Defense Role in Border Security § Counter-drug Operations § Counter-terrorism Activities § Augmentation of Border Patrol • National Guard • Technical Support May 8, 2007 MCAD-SB [UNCLASSIFIED]
![How To Do Business with the Department of Defense May 8, 2007 MCAD-SB [UNCLASSIFIED]](https://present5.com/presentation/8093fa1259bcb80a1fe4ed35f7f2ca1b/image-3.jpg "How To Do Business with the Department of Defense May 8, 2007 MCAD-SB [UNCLASSIFIED]")
How To Do Business with the Department of Defense May 8, 2007 MCAD-SB [UNCLASSIFIED]
Identify Your Product/Service • North American Industry Classification System (NAICS) code (www. census. gov/naics) • Federal Supply Classification or Service (FSC/SVC) code (www. dlis. dla. mil/h 2/) May 8, 2007 MCAD-SB [UNCLASSIFIED]
Register Your Business • Register in the Central Contractor Registration (CCR) (www. ccr. gov) • Must have Data Universal Numbering System (DUNS) number (http: //fedgov. dnb. com/webform/display. Home. Page. do) • CAGE code will be assigned from your CCR registration • Specific Agency Lists May 8, 2007 MCAD-SB [UNCLASSIFIED]
Identify Target Market § The Do. D Statistical Information Analysis Division (SIAD) procurement data reports. http: //siadapp. dior. whs. mil/procurement/historical_reports/statistics/procstat. html • Standard Tabulation (ST) 28 § § § May 8, 2007 MCAD-SB ARMY NAVY AIR FORCE DLA Other Defense Agencies (ODAs) [UNCLASSIFIED]
Learn procedures • Selling to the Military Handbook (www. acq. osd. mil/sadbu/publications/selling/index. html) • Selling to the Army (www. sellingtoarmy. info) • Selling to the Navy (www. donhq. navy. mil/OSBP/) • Selling to the Air Force (www. selltoairforce. org) • Federal Acquisition Regulations (FAR) (http: //www. arnet. gov/far/) • Defense FAR Supplement (DFARS) May 8, 2007 MCAD-SB [UNCLASSIFIED]
![The “Process” Requirement Performance May 8, 2007 MCAD-SB Solicitation Contract Award [UNCLASSIFIED] Offer Evaluation](https://present5.com/presentation/8093fa1259bcb80a1fe4ed35f7f2ca1b/image-8.jpg "The “Process” Requirement Performance May 8, 2007 MCAD-SB Solicitation Contract Award [UNCLASSIFIED] Offer Evaluation")
The “Process” Requirement Performance May 8, 2007 MCAD-SB Solicitation Contract Award [UNCLASSIFIED] Offer Evaluation
Identify Specific Requirements § Federal Business Opportunities (Fed. Biz. Opps. gov) • The single source for publishing federal government procurement opportunities that exceed $25, 000. • Free subscription using NAICS Codes or Key Words May 8, 2007 MCAD-SB [UNCLASSIFIED]
Investigate Other Opportunities • Federal Supply Schedule • Government Purchase Card • Purchases under $2, 500 • Small Business Programs • Enable limiting competition to specific socio- economic groups and programs • Subcontracting May 8, 2007 MCAD-SB [UNCLASSIFIED]
Seek Assistance • Procurement Technical Assistance Centers (http: //www. dla. mil/db/procurem. htm) • Small Business Administration • Service Corps Of Retired Executives (SCORE) • Economic Development Centers • Chambers of Commerce • Professional Associations May 8, 2007 MCAD-SB [UNCLASSIFIED]
Market your Firm The first presentation of your company’s capabilities should be directly to the Small Business Specialist at the activities that buy your products or services. May 8, 2007 MCAD-SB [UNCLASSIFIED]
Essentials for Success § Focus • Don’t waste time marketing to the wrong people § Commitment • • Be willing to work hard to make the sale Don’t give up because of initial failures to win contracts § Exceptional Performance • • • May 8, 2007 MCAD-SB Highest Quality Product or Service On Time At or Below Cost [UNCLASSIFIED]
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