FOURTH ANNUAL SUPPLIER CONFERENCE AUGUST 13, 2008 HOW TO DO BUSINESS WITH AMC and AMCOM LEE FORD Small Business Specialist

FOURTH ANNUAL SUPPLIER CONFERENCEAUGUST 13, 2008

FOURTH ANNUAL SUPPLIER CONFERENCEAUGUST 13, 2008

HOW TO DO BUSINESS WITH AMC and AMCOM

LEE FORD

Small Business Specialist

2U.S. Army Aviation and Missile Command, OSBP

US ARMY MATERIAL COMMAND US ARMY MATERIAL COMMAND (AMC)(AMC)

AMC provides superior technology, acquisition support and logistics to ensure dominant land force capability for Soldiers, the United States and our Allies.

AMC is the Army’s weapon system AMC is the Army’s weapon system development and sustainment commanddevelopment and sustainment command

If a Soldier shoots it, drives it, flies it, wears it, eats it, or communicates with it, AMC provides it.


U.S. ARMY MATERIEL COMMANDU.S. ARMY MATERIEL COMMAND

office of small business programs http://www.amc.army.mil/pa/SMALLBUSINESS.asp

“Small businesses are vital to our Nation's economic capability and a critical enabler of our increased military capabilities. Agile and innovative, small businesses provide our Army and Nation essential support every day. From the laboratory to the foxhole, small business is there.”

Gen. Benjamin S. Griffin, AMC commanding general

Welcome

Welcome to the U.S. Army Materiel Command Office of Small Business Programs Web site! A strong industrial base is key to our national defense and economic security which small businesses are indeed a significant and critical component.

By working with contracting officers, customers, and industry early in the acquisition process, we strive to craft strategies that will leverage the innovation, energy, flexibility and value offered by small business enterprises.

Whether as prime contractors or subcontractors, “Small Business is Smart Business!” We invite you to explore this site, hope you find it useful, and encourage you to provide feedback to enable us to improve its utility.

Small Business calendar of events

Mission

The mission of the Office of Small Business Programs is to serve as an advocate for small business enterprises. We ensure that a fair portion of contract awards, percentage of total U.S. business dollars, is placed with: small business, small disadvantaged business, women-owned small business, HUBZone small business, service-disabled veteran-owned small business, and historically black colleges, universities and minority institutions.

Guides and regulations

Army - Doing Business with the Army - 13 Steps

Army Federal Acquisition Regulation Supplement

Defense Federal Acquisition Regulation Supplement

Doing business with DoD

Federal Acquisition Regulation


U.S. ARMY MATERIEL COMMANDU.S. ARMY MATERIEL COMMAND

How to do Business with AMC (Feb. 2008)

Procedures, guidance and information

Small Business Program guide for government and industry (March 2008)

http://www.amc.army.mil/pa/SMALLBUSINESS.asp

Business opportunities

DoD procurement gateway

DoD contract awards

FEDBIZOPPS

Rebuilding Iraq

U.S. Army Aviation and Missile Life Cycle Management Command

U.S. Army Communications-Electronics Life Cycle Management Command

U.S. Army Joint Munitions & Lethality Life Cycle Management Command

U.S. Army Military Surface Deployment & Distribution Command

U.S. Army Research, Development and Engineering Command

U.S. Army Sustainment Command

U.S. Army TACOM Life Cycle Management Command

Contact AMC Offices of Small Business Programs

Command-wide Small Business Program contact list (Updated May 5, 2008)

Phone:(703) 806-9185, DSN 656

Fax:(703) 806-8062

E-mail

[email protected]


HOW TO DO BUSINESS WITH HOW TO DO BUSINESS WITH AMCOM AMCOM

U. S. Army Aviation and Missile Life Cycle Management

Command (AMCOM)

Redstone Arsenal, Alabama

http://www.redstone.army.mil


AMCOMAMCOMOFFICE OF SMALL BUSINESS OFFICE OF SMALL BUSINESS

PROGRAMS (OSBP)PROGRAMS (OSBP)

AMCOMAMCOMOFFICE OF SMALL BUSINESS OFFICE OF SMALL BUSINESS

PROGRAMS (OSBP)PROGRAMS (OSBP)

MISSIONTo ensure effective implementation of the Army’s Small Business (SB), Small Disadvantaged Business (SDB) / 8(a), Women-Owned- Small Business (WOSB), Historically Underutilized Business Zone (HUBZone), Service-Disabled Veteran-Owned Small Business (SDVOSB), Veteran-Owned Small Business (VOSB), Historically Black Colleges and Universities and Minority Institutions (HBCU/MI), AbilityOne, and Federal Prison Industries (FPI) Programs within AMCOM.


SMALL BUSINESSSMALL BUSINESSLAWS & REGULATIONSLAWS & REGULATIONS

SMALL BUSINESSSMALL BUSINESSLAWS & REGULATIONSLAWS & REGULATIONS

FAR 19.1

Public Law 106-50

Public Law 106-544

FAR 19.5

FAR 19.8

Federal AcquisitionStreamlining Act Of 1994

( Public Law 103-355 )

Small Business ActOf 1953 & 1958

Public Law 95-507

Public Law99-661

Public Law 108-183

FAR 6.203, 6.204, 6.205 & 6.206

WOSBSBSA

No J&As Required for SBSA

3% GoalsVOSB/SDVOSB

Business Size

SBSA

8(a)

SDVOSBSBSA

EstablishedSB Program

SDB/HBCU5% Goal

WOSB

Established

SB Goals


OFFICE OF SMALL BUSINESS OFFICE OF SMALL BUSINESS PROGRAMS FUNCTIONSPROGRAMS FUNCTIONS

OFFICE OF SMALL BUSINESS OFFICE OF SMALL BUSINESS PROGRAMS FUNCTIONSPROGRAMS FUNCTIONS

Serves As Principal Advisor To The Commander And Team Redstone Regarding Small Business Issues.

Assists All Businesses On Government Contracting Matters, Including Changes To The Procurement System.

Advises And Assists Contracting, Technical And Program Managers To Increase Use Of Small Business, SDB, SDVOSB, WOSB, HUBZone, and HBCU/MI Participants.


OFFICE OF SMALL BUSINESS OFFICE OF SMALL BUSINESS PROGRAMS FUNCTIONS PROGRAMS FUNCTIONS

(Cont’d)(Cont’d)



Reviews All Procurement Packages In Excess Of $10K Including Those Restricted For Exclusive Small Business Participation via DD Form 2579.

Monitors Small Business Performance (Targets).

Reports Small Business Program Awards To Higher Headquarters.






Reviews Subcontracting Plans, Acquisition Plans, Etc.

Serves As An Advocate For Small Business Firms.

Maintains An Outreach Program To Locate And Develop Small Business Firms.






Provides Small Business Technical Advisory

Support To The Small Business Administration

(SBA) Procurement Center Representative (PCR).

Serves As The Liaison With SBA and SBA-PCR.

Office of Small Business Programs Is

NOT

SBA


WHAT AMCOM WHAT AMCOM BUYSBUYS

• Aviation and Missile Weapons Systems and the supporting equipment required to operate them.

• Repair, overhaul, test and modernization of the Army’s Aviation and Missile Systems.

• Training and education of soldiers using these weapons systems.



• Test, Measurement & Diagnostic Equipment

• Research & Development

• Automatic Data Processing Equipment/Computer Hardware & Software



• Services for system integration, engineering services, base support, technical assistance/operations support, flight services, maintenance and overhaul of helicopter subassemblies, hydraulic pumps, manifold assemblies, and others.


HOW TO DO BUSINESS WITH HOW TO DO BUSINESS WITH AMCOMAMCOM

1. Identify your Product or Service.

2. Register your business.

3. Identify Your Target Market.

4. Identify Current Procurement Opportunities.

5. Familiarize yourself with DoD Contracting Procedures.

6. Investigate Federal Supply Schedule (FSS) Contracts.

7. Seek additional assistance as needed.



1. Identify your Product or Service you are selling to the

Army/AMCOM. It is essential to:

• Know the Federal Supply Classification (FSC) codes for your

products.

http:www.dlis.dla.mil/h2/

• Know correct North American Industry Classification System

(NAICS) codes for your product or service.

http://www.census.gov/naics




1. Identify your Product or Service (Cont’d)

• NAICS officially replaced the Standard Industrial Classification (SIC) Code system effective October 1, 2000.

• NAICS is a common system that is used by the U. S., Canada, and Mexico.

• Further information in identifying correct NAICS visit the following web site: http://www.naics.com/search.htm

• For FSC to NAICS Manufacturing Cross Reference Listing, visit web site: http://www.redstone.army.mil/osbp



2. Register your business by:

• Obtaining a Data Universal Numbering Systems (DUNS) Number by contacting Dun & Bradstreet at 1-800-333-0505 or go to: http://www.dnb.com/us

• Obtaining a Commercial and Government Entity (CAGE) Code by contacting the Defense Logistics Services Center at: http://www.dlis.dla.mil/cage_welcome.asp

• Registering in Centralized Contractor Registration (CCR) at: http://www.ccr.gov

• If a small business, register in SBA’s Dynamic Small Business Search at:

http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm



3. Identify Your Target Market.

The Department of Defense (DoD): DoD Statistical Information Analysis Division (SIAD) produces many procurement data reports. Of interest to small businesses is the Standard Tabulation (ST) 28 report of products and services purchased each fiscal year by the DoD. The ST28 is sorted by FSC/SVC code an provides name and location of DoD contracting offices. This report is found at the bottom of the Procurement Statistics page at: http://siadapp.dmdc.osd.mil/procurement/historical_reports/statistics/procstat.html


STP28STP28STP28STP28



3. Identify Your Target Market (Cont’d).

For AMCOM :

• The Competition Advocates Shopping List (CASL) contains AMCOM’s Aviation and Missile Project requirements and how to become a qualified source.

Website: http://www.redstone.army.mil/cmo

• AMCOM FSC and NAICS Supply Commodities Listing contains forecasted manufacturing requirements found in CASL.

Website: http://www.redstone.army.mil/osbp



4. Identify Current Procurement Opportunities.

For Current DoD Procurement Opportunities, check the Federal Business Opportunities (FedBizOpps). The FedBizOpps is the single government point-of-entry (GPE) for Federal government procurement opportunities over $25,000. Government buyers are able to publicize their business opportunities by posting information directly to FedBizOpps via the Internet. Through one portal - FedBizOpps (FBO) - commercial vendors seeking Federal markets for their products and services can search, monitor and retrieve opportunities solicited by the entire Federal contracting community. The FedBizOpps is also an excellent source for possible subcontracting leads. The URL to view/query the FedBizOpps is http://www.fedbizopps.gov



4. Identify Current Procurement Opportunities (Cont’d).

For current Army Business Opportunities check the Army

Single Face to Industry (ASFI) Acquisition Business website at:

https://acquisition.army.mil/asfi/

For current AMCOM Business Opportunities check website:

https://wwwproc.redstone.army.mil/acquisition/index.html



5. Familiarize yourself with DoD Contracting Procedures.

Check out Federal Acquisition Regulation (FAR), Army Federal Acquisition Regulation Supplement (AFARS), and Defense Federal Acquisition Regulation Supplement (DFARS) at website: http://farsite.hill.af.mil/vffara.htm



6. Investigate Federal Supply Schedule (FSS) Contracts.

Go the General Services Administration (GSA) website or checkout a GSA seminar and pursue getting a GSA schedule contract. GSA Website: http://www.gsa.gov

There is a local GSA Representative at AMCOM to assistance you.

Mr. Steve SizemoreCustomer Service DirectorRedstone Arsenal Field Office(256) [email protected]



7. Seek additional assistance as needed.

• Procurement Technical Assistance Centers (PTAC) are local resources available that can provide assistance to business firms in marketing products and service to the Federal, State, and Local Governments and give you face to face assistance. PTAC Website: http://www.aptac-us.org

• Small Business Development Centers (SBDC) provides small business counseling and education. SBDC Website: http://www.asbdc-us.org

NorthEast Alabama Region (NEAR) SBDC225 Church St. NWHuntsville, AL 35801 or at UAH Campus (256) 824-6422(256) 535-2061 or at Alabama A&M (256) 372-8018Email: [email protected]


• Pursue simplified acquisitions (under $100K).

• Be ready to accept Government VISA or MC card.

• Respond to Sources Sought. – Follow the directions--address specific information requested.–Do not submit general capability statements.

• Build subcontracting/teaming arrangements with existing prime contractors.

HELPFUL TIPSHELPFUL TIPS


Promote your name

Know your customer

Know your competition

Don’t make promises you cant’ keep – deliver on time

Utilize your experience and imagination

Exceed expectations

Go the extra mile, stand behind your word!

Prospect – continue relationships – new and old

Network with winners – talk to successful people

Hire good employees – turnover is costly

Learn by your mistakes

TIPS IN AN ERA OF TIPS IN AN ERA OF HEIGHTENED COMPETITIONHEIGHTENED COMPETITION


EXPRESSEXPRESSEXPRESSEXPRESS

AMCOM EXpedited PRofessional and Engineering Support Services (EXPRESS) Program is used for the acquisition of advisory and assistance services that fall within the scope of the EXPRESS Business and Analytical, Logistics, Programmatic and Technical Domains. EXPRESS provides AMCOM customers services through multiple blanket purchase agreements (BPA).

The EXPRESS website lists the four broad scopes of work, the supported systems and equipment: https://wwwproc.redstone.army.mil/acquisition/


DOMAINS

EXPRESSEXPRESS

Business & AnalyticalStrategic PlanningCommunication SupportProcess Improvement Support Financial Management Support

LogisticsMaintenance Planning Supply Support Training and Training Devices Logistics Program Support

ProgrammaticResource Management Support Cost Estimating/Analysis Strategic Planning Analysis International Program Support Operations Research and Analysis

TechnicalAeromechanics Technology Systems Engineering Structures and Materials Systems Simulation and Modeling Software Engineering


PRIME CONTRACTORS

EXPRESSEXPRESS

Business and Analytical Domain

Analytical Services, Inc. (ASI) (LB) Perkins Technical Services, Inc. (WOSB)

Navigator Development Group, Inc. (VO/SB)

Logistics Domain

AEPCO (LB)Belzon, Inc. (SDVO/SB)

Metters Industries, Inc. (SDVO/SDB)

Programmatic Domain

CAS, Inc. (LB)Sigmatech, Inc. (SDB)

Intuitive Research and Technology (8a)3D Research Corporation (LB)

Technical Domain

Westar Aerospace and Defense Group, Inc. (LB)Aviation and Missile Solutions, LLC (AMS) (SB)

Computer Sciences Corporation (CSC) (LB) SAIC (LB)

Morgan Research Corporation (LB)Madison Research Corporation (LB)


EXPRESSEXPRESS

Contractor Teaming Arrangement

BPA Holder -Prime Contractor

BPA Holder -Prime Contractor

Team MemberTeam MemberTeam MemberTeam Member

SubcontractorSubcontractor SubcontractorSubcontractor

DIRECT AWARDS: Team Leader may propose that Task Orders be issued directly to a SB Team Member – AMCOM Receives SB Credit Based on Direct Awardee’s Size

• Prime Contractors and Team Members must hold a GSA Schedule

• Team Members utilize their own GSA schedule rates

• Team Members sign BPA

• Subcontractors not requiredto hold GSA contract. Performto Prime’s GSA Schedule rates.


EXPRESSEXPRESS

Timeliness: 42 Working Days

Socioeconomic Program Support: 48% obligated dollars

Direct Awards to Small Businesses: 9%

Advantages of EXPRESS


EXPRESSEXPRESS

Primary Customers

CUSTOMERS

262 Task OrdersIssued

(As of March 31, 2008)

AMRDECAMRDEC PEO AVIATIONPEO AVIATION

PEO MISSILEPEO MISSILE& SPACE& SPACE

AMCAMC

LOGSALOGSA OTHERSOTHERS


AMCOM EXPRESS SMALL BUSINESS STATISTICS

(as of 30 Jun 2008)

AMCOM EXPRESS SMALL BUSINESS STATISTICS

(as of 30 Jun 2008)

SIZE # T.O.s % T.O.s $$$ OBLG % $$$

LB 92 33% 52%

SB* 183 $1,077,190,359 48%

67%

Total: 275 100% 100% $2,237,232,883

$1,160,042,524

FY 2008 $653M Obligated 28 Task Orders FY 2008 $653M Obligated 28 Task Orders FY 2007 $801M Obligated 28 Task FY 2007 $801M Obligated 28 Task Orders FY 2006 $616M Obligated 71 Task Orders FY 2006 $616M Obligated 71 Task Orders FY 2005 $167M Obligated 148 Task Orders FY 2005 $167M Obligated 148 Task Orders Orders


EXPRESSEXPRESS

Distribution of Task Orders & Obligated $s

(As of June 30, 2008)

DOMAIN % TO’S # TO’S # DIRECT OBLIGATED % $s AWARDS $

TECHNICAL 46% 126 18 $1,521.8M 68%PROGRAMMATIC 24% 67 6 $374.9M 17%LOGISTICS 20% 54 5 $252.8M 11%BUSINESS & ANALYTICAL 10% 28 2 $87.8M 4%

TOTALS 100% 275 31 $ 2.237B

67% of TO’sAwarded to SB’s

48% of $’sAwarded to SB’s


EXPRESSEXPRESSEXPRESSEXPRESS

Determine best suited Domain and identify niche in EXPRESS

Contact Prime Contractors for each Domain to discuss possible teaming

Decide to pursue as Prime Contractor, Team Member, or Subcontractor

If pursuing Team Member status, contact GSA Customer Service Representative, Mr. Steve Sizemore, (256) 895-7437

Discuss GSA Schedule contract status

Check FedBizOpps for special announcements regarding EXPRESS Open Seasons:

To Restructure Teams To Add Primes

Pursuing EXPRESS


EXPRESSEXPRESS

Two Types Of Open Season

Possible competition to add new BPA holders (Primes) Lack of adequate competition Socioeconomic improvement needed Existing primes exit program Enhance pool of expertise for new task order efforts

Primes may restructure their team mix by adjusting team members and subcontractors

Facilitates new SB Participation Adjustment opportunity for teaming arrangements OK to Add, Delete, and Change Team Member/ Subcontractor Status

* Open Season Notices will be posted in FEDBIZOPPS


EXPRESSEXPRESS

Open Season History( For Adjusting TEAMS - TEAM Members and Subcontractors )

Business & Analytical Domain January 2006 Logistics Domain

Technical Domain

March 2006 Programmatic Domain

Dec 06/Jan 07 Business & Analytical DomainLogistics DomainTechnical Domain

March 2007 Programmatic Domain

July 2007 All Domains

Dec 07/Jan 08 All Domains


EXPRESSEXPRESS Open Season

For Adding Small Business Blanket Purchase Agreement (BPA) Holders

Solicitation Number: W31P4Q-08-T-EXPRESS Posted Date: July 15, 2008

The Requests for Quotation (RFQs) will be posted on the EXPRESS website, approximately 30 days after the RFQ issue date to the following address: COMMANDER, U.S. Army Aviation & Missile Command, ATTN: AMSAM-AC-OS-O/Marcia Tully, Sparkman Center, Building 5303, Redstone Arsenal, AL 35898.

Respondents are caution that failure to meet the following criteria will render their submission non-responsive and they will not be considered for award: (1) Must hold one of the required GSA Schedules, as of the date of submission of quote, (2) Must meet the small business size standard for the NAICS applicable to the schedule identified as primary for the EXPRESS program, and (3) Submission of all required documentation as stated in the RFQ.


EXPRESSEXPRESS

COL Scott Campbell, Deputy Executive Director 256-876-6066

LTC Jeff Knight, Director Operations & Support 256-842-2399

Tim Kirkpatrick, Chief, EXPRESS Division256-876-9316

Marcia Tully, Contracting Officer256-842-7409

ACQUISITION POINTS OF CONTACT


EXPRESSEXPRESS

Prime Contractor Points of Contact

Prime POC Phone Email

B&A DomainAnalytical Services, Inc. (ASI) Mary Griffith (256) 562-2142 [email protected] Development Group, Inc. Lori C. Manley (877) 363-6344 [email protected] Technical Services, Inc. Donald Spencer (256) 539-6787 [email protected]

Logistics DomainAEPCO Kyle Renehan (301) 670-6770 [email protected], Inc. Denise Pelham (256) 327-3428 [email protected] Industries, Inc. Jim Huey (256) 721-2520 [email protected]

Programmatic Domain3D Research Corporation Stefanie Novak (256) 705-5445 [email protected], Inc. Chuck Collins (256) 971-6126 [email protected] Research and Technology Jimmy Stevens (256) 922-9300, x35 [email protected], Inc. Steve Lee (256) 382-1188, x1412 [email protected]

Technical DomainAviation and Missile Solutions (AMS) Joey Strachan (256) 713-5902 [email protected] Sciences Corporation (CSC) Cathy Skievaski (256) 885-7722 [email protected] Research Corporation Tracy Conover (256) 864-7228 [email protected] Research Corporation Ketrich Kennedy (256) 319-6829 [email protected] Kris McBride (256) 876-1676 [email protected] Aerospace and Defense Group Kim Waugh (256) 922-6912 [email protected]


OFFICE OF SMALL BUSINESS OFFICE OF SMALL BUSINESS PROGRAMS WEBSITEPROGRAMS WEBSITE

OFFICE OF SMALL BUSINESS OFFICE OF SMALL BUSINESS PROGRAMS WEBSITEPROGRAMS WEBSITE

Visit Our Office of Small Business Programs website at:

http:www.redstone.army.mil/osbp


OFFICE OF SMALL BUSINESS OFFICE OF SMALL BUSINESS PROGRAMS HOMEPAGEPROGRAMS HOMEPAGE


• Current Information• DoD OSBP Guidebook For Facilitating Small Business Team Arrangements – September 2007 (doc)• Table of SB Size Standards (pdf)• AMCOM Small Business Briefing March 2008 (ppt)• AMCOM EXPRESS Policy February 25, 2008 (pdf)• Partnership Agreement Between the U.S. Small Business Administration and the U.S. Department Of Defense dated Feb 28, 2007• DD Form 2579 Instructions (20 Feb 08) (doc)• Service Disabled Veteran Owned Small Business (SDVOSB) Sources Sought (doc)• Service-Disabled Veteran-Owned Small Business Program – Frequently Asked Questions (doc)• Suspension of the Price Evaluation Adjustment for Small Disadvantaged Businesses, Feb 08, 2008 (pdf)• Small Business Program Guide For Government And Industry, Revised March 2008 (doc)• How To Do Business With AMC February 2008 (doc)• Committee Announces New Executive Director To Lead AbilityOne Program (doc)

Office of Small Business ProgramsOffice of Small Business Programs Current InformationCurrent Information


OFFICE OF SMALL BUSINESS OFFICE OF SMALL BUSINESS PROGRAMS (OSBP)PROGRAMS (OSBP)

Sparkman Center, Bldg 5303, Rm 3135 Chief Mr. David F. Seitz (256) 876-5441 FAX (256) 842-0085 Management Assistant – Ms. Geraldine Wherry Small Business Specialist Ms. Mary Birdsong (Mentor/Protégé) 876-0921

Mr. Todd Couch (SDB/8(a)) 876-3567Mr. Lee Ford (HBCU/MI) 876-5318Mr. Phyllis Pond (AbilityOne) 842-6236Mr. Robert Schrader (HUBZone) 842-6239Ms. Judith Stewart (WOSB) 842-0084

Mr. Glenn West (SDVOSB/VOSB) 876-2561


Documents

FOURTH ANNUAL SUPPLIER CONFERENCE AUGUST 13, 2008 HOW TO DO BUSINESS WITH AMC and AMCOM LEE FORD Small Business Specialist