Post on 22-Oct-2014
description
Cherry Point Small Business Outreach Event
Hosted by: North Carolina Military Business Center
Craven Community College
26 MARCH 2014
Marketing to the Federal Government: The Keys to
Success
Mar 2014 MCIEAST Office of Small Business Programs
What Most Think Marke<ng Is
“Marke9ng: the process of communica<ng the value of a product or service to customers, for the purpose of selling that product or service.”
-‐Wikipedia Using capability sheets, line cards, and mee<ngs to gain the aEen<on of decision makers
Key ques<ons: Who are the decision makers? What happens to requirements before they reach contrac<ng?
• The Contrac9ng Officer: -‐ Contrac9ng Officer ≠ shopper -‐ Contrac9ng Officer ≠ lawyer -‐ Contrac9ng Officer ≠ gatekeeper
-‐ Contrac9ng Officer = ????
Key Decision Maker
• Contrac<ng Officer responsibility includes: – Verifying required sources – Iden<fying ineligible vendors – Maximizing compe<<on – Ensuring Proper and sufficient funding is included – Determining proper contract type – Applying small business/socio-‐economic provisions
…all certified by a Contracting Officer’s signature!
The Contrac<ng Officer
The Contrac<ng Process
Supply
Headquarters
Higher Headquarters
Comptroller Contracting YOU
Unit
The Contrac<ng Process
THE FOUR P’S (part 1)
• Profile: Your profile in the System for Award Management (SAM) establishes your eligibility to do business with the Federal Government. SAM profile also determines your ability.
• Proposal: Your proposal, submiEed in response to a Gov’t solicita<on, is pivotal in determining your ability to provide the good or service we require.
THE FOUR P’S (part 2)
• Past Performance: Your past performance is your professional reputa<on. Is it posi<ve, recent, and relevant to the task we require?
• Price: Price is always “a” factor; some<mes it is “the” factor. We will clearly tell you which is the case. Your price answer the ques<on of your affordability.
• Note that having a prior rela<onship with a vendor is not a considera<on
• We buy from firms we don’t know!
Great Ques9ons to Ask During an Appointment
• Do you buy my product or service?
• How do you make this purchase?
• Can you tell me who else buys my product/service?
• Any upcoming opportuni9es that I should be aware of?
Why is Federal Procurement So Hard?
We spend a whole lot of other people’s
money!
Points of Contact
Jo Rozier Office of Small Business Programs
Marine Corps Installations East-Marine Corps Base Camp Lejeune
910-451-8424 jocephas.rozier@usmc.mil
Tools for Success In the Federal Marketplace
Presented by the North Carolina Military Business Center
25 - 26 MARCH 2014
Military Impact • Total annual military impact, over $48 billion*
• 12% of NC State GDP (second largest sector) • Over 540,000 jobs statewide military impacted • Military/civilian payroll: $19.2 billion** • Veteran payments: $2.4 billion** • Defense contracts:
• Prime contracts (FY2012): $3.43 billion • Subcontracts: addi<onal billions
*The Economic Impact of the Military on North Carolina,” NC Department of Commerce, 2013 **North Carolina’s Military Footprint,” NC Department of Commerce, 2008
WWW.NCMBC.US
Procurement • Prime contracts, DoD in CONUS: $316 billion • Prime contracts, DoD in North Carolina (83 Coun<es): • Prime contracts, federal in NC (100 Coun<es):
– $5.39 billion (135k contract ac<ons)
2 .6 92 .9 7
3 .6 44 .0 1
3 .6 04 .0 6
3 .4 3
0.00
1.00
2.00
3.00
4.00
5.00
Dol
lar V
alue
in B
illio
ns
2006 2007 2008 2009 2010 2011 2012 (Part)
DoD Prime Contracting in North Carolina
Data: Federal Procurement Data System, FY2012
WWW.NCMBC.US
Procurement, DoD Top 10 Coun<es, DoD Prime Contracts (FY2012)
WWW.NCMBC.US
Partnerships, State
• Develop businesses: • Small Business Centers (Community College System) • Small Business and Technology Development Center • Procurement Technical Assistance Center (SBTDC)
• Business Development: • North Carolina Military Business Center (NCMBC)
• Policy and Coordina9on: • Military Affairs Advisor, Office of the Governor • North Carolina Department of Commerce
WWW.NCMBC.US
Partnerships, Non-‐State
• Federal: • Small Business Administra<on (SBA), US Commerce
• Local: • Chambers, economic developers
• Non-‐Governmental Organiza9ons: • Local: Raleigh DEFNET, CharloEe counterpart • North Carolina Defense Business Associa<on • North Carolina Military Founda<on
WWW.NCMBC.US
Business Development (Current/Future): NCMBC
Develop Businesses: NCCCS/SBC, UNC/SBTDC, SBA
Opportunity Development: NCMF
Tactical
Operational/ Tactical
Strategic
NCDBA, Wake DEFNET, CharloEe
Policy/Coord.: Military Affairs/NC Commerce
Connectional
Foundational
Partnerships, Func<onal
WWW.NCMBC.US
WWW.NCMBC.US
Mission & Goals, NCMBC Mission To leverage military and other federal business opportuni<es to expand the economy, grow jobs and improve quality of life in North Carolina
Goals 1 -‐ Increase federal revenues for businesses in NC 2 – Support integra<on of military into workforce 3 -‐ Support defense-‐related recruitment
WWW.NCMBC.US
Business Development Teams • Three pre-‐award /post-‐award teams (west, central, east) • Create awareness, recruit/engage NC firms in market • Pre-‐posi<on for future opps, develop sub-‐contract opps • Iden<fy current prime/sub opportuni<es, no<fy firms • Assess/assist firms with solicita<ons, quotes, proposals CY2013 105 Contracts $123 -‐ $887 million
CY2005-‐2013 1,436 Contracts $3,173 -‐ $10,500 million
WWW.NCMBC.US
NCMBC Business Developers
WWW.NCMBC.US
MatchForce • Matches businesses to federal opportuni<es • Matches prime contractors to NC subcontractors • Matches businesses to NC job seekers • Businesses won >$718 million, 2006-‐13 contracts • Currently on MatchForce:
20,472 NC Businesses 40,212 Individuals
18,103 Contract Opportuni<es 262 Job Opportuni<es
WWW.NCMBC.US
WWW.NCMBC.US
WWW.NCMBC.US
NCMBC Major Events 2014 • Fort Bragg Small Business Outreach Event (18 MAR) • Camp Lejeune/Cherry Point SB Outreach Events (25/26 MAR) • Federal Construc<on Consolidated Teaming Forum (21 MAY) • NC Federal Advanced Technologies Review (4-‐5 JUN) • Military Food Conference (10 JUN) • 13th Annual Defense Trade Show (5 AUG) • Aerospace Supplier/Advanced Manufacturing Summit (7 AUG) • 2014 Federal Construc<on Summit (15-‐16 OCT) • Advanced training, proposal development, 4 loca<ons (JUL/DEC) • Defense Contractor Academies, RAL/FAY (MAR/DEC)
WWW.NCMBC.US
Contact Informa<on, NCMBC
• ScoE Dorney, Execu<ve Director, 910-‐678-‐0190, dorneys@ncmbc.us
• Madison Sanderford, Business Development Specialist, 910-‐938-‐6785, toonem@coastalcarolina.edu
• Alexa Dennis, MatchForce Administrator, 910-‐678-‐0191, dennisa@ncmbc.us
NAVFAC MIDLANT
Construction and Facilities Support Contracts Overview
MCAS Cherry Point
26 Mar 2014 Marjorie Sadler
Acquisitions Branch Head ROICC Cherry Point NAVFAC Mid-Atlantic
28 ROICC Cherry Point
Overview
q Scope of Facilities q Regional Overview q Our Major Customers q Our Historical & Projected Workload q MILCON Projects: Recently Completed q MILCON Projects: Active q MILCON Projects: Future q “Local” MCAS Projects q Acquisition Opportunities (A/E, Construction & Service)
q How Do I Get This Work? q How Do I Find This Work? q Questions?
29 ROICC Cherry Point
Scope of Facilities (Lots of “Stuff” to Maintain)
q 13K acres at MCAS Cherry Point
q 15K acres at support locations: • MCOLF Atlantic Field and MCALF Bogue Field • Bombing Targets (BT) 9 & 11
q 40,000 linear feet of runways
q 10 million square feet of building space
q 92 miles of streets & 3.5 miles of railroad tracks
q 2,000 family housing units (PPV)
30 ROICC Cherry Point
Bombing Target (BT) – 9
Bombing Target (BT) – 11
MCOLF Atlantic
MCALF Bogue Field
Regional Overview (What We are Responsible For…)
31 ROICC Cherry Point
Our Major Customers
q The “Station” • FacDev (M2/R2 & MILCON) • FMD (M1/R1) • Air Operations (airfield work) • MCCS • Housing (PPV Safety)
q 2D Marine Aircraft Wing (MAW)
q Fleet Readiness Center East
q Naval Health Clinic
q “D” organizations (DLA, DRMO, DESC)
32 ROICC Cherry Point
Our Historical & Projected Workload
30.939.2
51.6
38.5
49.4
73.5
49.4
31.2
5042.3
33.139.5
32.426.4
19.5
39.338.330.631.2
45.5
58.252.649.3
34.6
51.1
63.760.663.365.6
71.177.8
87.7
104.1
80.776.7
108.2
95.3
82.474.1
$0
$20
$40
$60
$80
$100
$120
FY02 FY04 FY06 FY08 FY10 FY12 FY14 FY16
MILCON,FRC-‐E, etcLocal
33 ROICC Cherry Point
MILCON Projects: Recently Completed
P171 MACG/MTACS Facilities, MWCS Facilities, & MACS ATC Facilities Cost: $9.9M CCD: Jul 10
P135 BEQ Cost: $23.2M CCD: Jan 11
P122 UAV Hangar for VMU-2 Cost: $9.2M CCD: Nov 09
P974 V-22 Engineering Product Support Facility (FRC East) Cost: $16.2M CCD: Oct 10
P191 2nd MAW Command Operations Facility Cost: $21.3M CCD: Mar 11
P141 EMS/Fire Facility Cost: $5.3M CCD: Oct 11
P935M Facility Energy Improvements Bldg 152 Cost: $1.5M CCD: Nov 11
Consolidated Club Cost: $8.4M Grand Opening: Oct 10
P146/8 Ordnance & Missile Magazines Cost: $7.6M CCD: Jan 14 KTR: Sauer, Inc.
P176 Station Infra Upgrades Cost: $6.6M CCD: Sep 13 KTR: Quadrant
34 ROICC Cherry Point
MILCON Projects: Active
P136 BEQ Cost: $41.6M CCD: Sep 14 KTR: Kisaq/RQ P991 H-1 Gearbox Facility
Cost: $14.6M CCD: Apr 14 KTR: Walbridge Aldinger
P163 MASS-1 Cost: $25.8M CCD: Jan 16 KTR: Mitchell
P601 Armory Cost: $10.5M CCD: Apr 15 KTR: Whiting-Turner
35 ROICC Cherry Point
MCAS “Local” Active Projects
Airfield Pavement Repairs Cost: $4.8M CCD: Aug 15 KTR: Joyce & Associates
BEQs 4166 & 4167 Cost: $12.0M CCD: Feb 15 KTR: Daniels & Daniels
BOQ1 Renovation Cost: $7.1M CCD: Nov 14 KTR: Alderman
Hangar 131 Renovation Cost: $4.9M CCD: Jun 15 KTR: North State Mech
Training Building Cost: $2.3M CCD: Dec 14 KTR: Joyce & Associates
Mess Hall Renovation Cost: $10.7M CCD: May 14 KTR: TEAM/MILFED
City of Havelock WWTP Effluent Outfall (USDA) Cost: $7M CCD: Jun 14
ATC Building 199 Cost: $2.0M CCD: ??? – Suspension KTR: Alderman
Airfield Drainage Repairs Cost: $1.6M CCD: Jan 15 KTR: Onslow Paving
36 ROICC Cherry Point 36
PROJECT # PROJECT TITLE
P-193 Water Treatment Plant Upgrades
MILCON Projects: Future
FY14
FY15
PROJECT # PROJECT TITLE
N/A No Projects Programed
PROJECT # PROJECT TITLE
TBD 2 Planned Projects Not Yet Approved
FY16
37 ROICC Cherry Point
• Asphalt & Concrete Paving
-mission critical runway projects – approx. $10M/yr
• Building Construction & Repair • Utility System Repair & Upgrades
-water, wastewater, electrical, steam
• Energy Improvements
-HVAC upgrades, LED lighting & solar tubes, roof systems
“Local” MCAS Projects**
38 ROICC Cherry Point
Active Contracts Firm Award Date
Maximum Amount Business Type
Architectural Maune, Belangia, & Faulkenberry 5/20/10 $3.5M SB
Architectural The Walker Group 6/3/10 $3.5M WOSB
Architectural DJG Inc 6/03/10 $3.5M SB
Environmental AMEC E&I 9/23/10 $4.0M LB
Environmental EEE Inc 9/22/10 $4.0M SB
Mechanical Bowman & Foster 5/11/09 $3.5M VOSB
Mechanical CEMS Inc 6/01/09 $3.5M SB
Civil NRW Engineering, P.C. 10/22/12 $2.5M SB
ROICC Local A/E Contracts Indefinite Delivery Indefinite Quantity (IDIQ)
**A replacement A&E contract for Mechanical & Architectural presently in progress.
39 ROICC Cherry Point
MACC Status
Active MACCS Award Date Existing
Option Expiration
Date Maximum
Amount Remaining Capacity
Painting 05/11/2010 3rd Option 05/10/2014 $100M/Life $95M (for life of contract)
Roof 09/09/2010 3rd Option 09/08/2014 $100M/Life $84M (for life of contract)
General (SB) 09/15/2010 3rd Option 09/14/2014 $450M/Life $245M (for life of contract)
8(a) 03/07/2011 3rd Option 03/06/2015 $100M/Life $93M (for life of contract)
HubZone 08/16/2011 2nd Option 08/15/2014 $100M/Life $75M (for life of contract)
Paving Civil 9/27/2013 Base 9/26/2014 $95M/Life $90M (for life of contract)
SDVO 9/27/2013 Base 9/26/2014 $50M/Life $49M (for life of contract)
40 ROICC Cherry Point
New MACCS Award Date
Maximum Amount Status ROICC Lead
Mini MACC TBD $90M Proposals under review Cherry Point
Mechanical TBD $90M Acquisition Planning Camp Lejeune
New MACCs
41 ROICC Cherry Point
Services Contracts Status – ROICC
Active Contracts Award Date
Existing Option
Expiration Date
Award Amount (Including Options)
Current Contract Value
CENTRAL ENERGY PLANT MAINTENANCE 9/20/10 3rd Option 9/30/15 $4,398,220 $2,359,867
CUSTODIAL SERVICES 11/01/10 3rd Option 9/30/15 $10,111,285 $6,922,173
RAILROAD MAINTENANCE & REPAIR LEJEUNE & CHERRY PT
4/1/12 1st Option 3/31/17 $3,000,350 $671,678
CHERRY POINT GROUNDS MAINTENANCE 10/1/11 2nd Option 9/30/16 $7,811,501 $4,662,506
RECYCLABLE MATERIAL COLLECTION 10/1/11 2nd Option 9/30/14 $253,523 $253,523
FACILITIES MAINTENANCE SERVICE* 12/07/11 2nd Option 12/31/14 $2,402,574 1,808,542
CRANE MAINTENANCE & REPAIR LEJEUNE & CHERRY PT **
TBD
* Replacement Facilities Maintenance Service Contract to be solicited in the coming months. ** Regional Crane Contract on the street.
42 ROICC Cherry Point
How do I get this work?
• To be a Prime Contractor
– Register in the System for Award Management (SAM)
• To Subcontract
– Contact any of the following (Names & POCs listed in handout)
• Multiple Award Construction (MAC) Contractor • Facilities Maintenance Service Contract • Housing Privatization Contractor
– Meet the minimum requirements to gain access the base
42
43 ROICC Cherry Point
• Solicitation & Award Venues:
– Federal Business Opportunities (FedBizOpps) https://www.fbo.gov/
– North Carolina Military Business Center
http://www.ncmbc.us/ and/or http://www.matchforce.org/
– POC: Gary Milton, Supervisory Contract Specialist NC IPT, (757) 322-8258
– POC: Marjie Sadler, Supervisory Contract Specialist, ROICC Cherry Point, (252) 466-4750
How do I find this work?
44 ROICC Cherry Point
Questions