MCAS Cherry Point Small Business Outreach Event

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 [email protected]

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

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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

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, [email protected]

•  Madison Sanderford, Business Development Specialist, 910-‐938-‐6785, [email protected]

•  Alexa Dennis, MatchForce Administrator, 910-‐678-‐0191, [email protected]

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?


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)


Bombing Target (BT) – 9

Bombing Target (BT) – 11

MCOLF Atlantic

MCALF Bogue Field

Regional Overview (What We are Responsible For…)


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)


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


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


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


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


N/A No Projects Programed


TBD 2 Planned Projects Not Yet Approved

FY16


•  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**


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.


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)


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


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.


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


•  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?


Questions

MCAS Cherry Point Small Business Outreach Event

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