How to do Business with NASA David Grove, Tabi Tepfer, & Richard Mann HQ Small Business Program Managers June 9 ,

1. How to do Business with NASADavid Grove, Tabi Tepfer, & Richard MannHQ Small Business Program ManagersJune 9, 2011

2. Agenda • NASA Organization • Marketing to NASA • Tracking Opportunities • Some Upcoming Opportunities 2

3. NASA Requires a High Level of Math Skills FEATURE FILMS ARE THE RE- SULT OF YEARS OF SCIENTI- FIC STUDY COMBINED WITH THE EXPERIENCE OF YEARS.

4. NASA Requires High Level of Math Skills F EATURE F ILMS ARE THE RE- SULT O F YEARS O F SCIENTI- F IC STUDY COMBINED WITH THE EXPERIENCE O F YEARS.

5. NASA Organization 5

6. NASA by the Numbers Budget - $18.7B Procurement (sb eligible) - $15.5B Small Business Prime - $2.4B Small Business Subcontracting - $2.4B Contract Actions - 34,973 SB Contract Actions - 18,090 Small Businesses w/ Contracts > 2,600 Employees - 18,000 Contractors - 44,000 Small business goal/achievement 15.9%/15.76% FY 2010

7. NASA Organization • Decentralized Procurement • Procurements Conducted out of 10 NASA Centers and 1 Lab across the country • No Procurements conducted out of HQ – HQ needs are procured by Goddard Space Flight Center • Jet Propulsion Laboratory (JPL) is an FFRDC run by Cal Tech • NASA Shared Services Center (NSSC) is an A-76 entity won by private industry 7

8. NASA Organization • Most centers procure the following: • Facilities Maintenance • Construction • Protective Services • Local IT services • Occupational Health • Environmental Services 8

9. NASA Organization NSSC procures the following for the agency: Training Contract closeout Invoice processing IT seat management Relocation services NSSC contract due to expire in 2015

10. NASA Organization • Each Center’s procurement landscape will be somewhat different • Some IT contracts are agency-wide - “I3P” Program • http://i3p-acq.ksc.nasa.gov/i3p/default.cfm • Everything NASA does has some IT in it • NASA procures little to no staffing services 10

11. Marketing to NASA • Do your homework • Read up on each center, find out each center’s line of business (http://www.osbp.nasa.gov/about.html) • Read Industry publications (Space News) • Find the agencies/centers that spend the most money in your area of business and target those • Determine what center needs are • What Center is the closest to you • Present a solution to the agency/center (instead of asking “what do you have for me?”) • Can you do it 60 seconds? Elevator Speech 11

12. www.osbp.nasa.gov OSBP Website 1 4 2 3 12

13. Marketing to NASA • Marketing is a long-term effort • Recurring service contracts are frequently 5 years or longer • Keep track of when recompetes come up • Start getting ready 18-24 months ahead of RFP • Subcontracting is the most common path to getting your foot in the door • FY 2010 Small Business Prime = $2.3 Billion • FY 2010 Small Business Subcontracting = $2.0 Billion 13

14. Marketing to NASA • Build relationship with Small Business Specialist(s) • http://www.osbp.nasa.gov/contacts.html • SBS may know of subcontracted work or GSA opportunities which won’t be synopsized • Email vs. phone vs. in-person • Vendors contacting Headquarters will almost always be referred to centers – Unless you want to talk policy! • Build relationships with other businesses for partnering and subcontracting opportunities 14

15. NASA Small Business Specialists (SBS) 15

16. Top 10 NASA Contractors (2010) 16

17. Marketing to NASA • Be persistent without stalking • Request copies of Statements of Work for existing contracts through Freedom of Information Act • Respond to Sources Sought Notices & RFI’s • Must provide the information requested • Responses used to: • Support Set-aside decision • Support development of subcontracting goals if RFP is Full & Open 17

18. http://www.hq.nasa.gov/pao/FOIA/agency/index.html 18

19. Tracking Opportunities • NASA Acquisition Forecast http://procurement.nasa.gov/cgi-bin/nais/forecast.cgi • Updated 2x per year • Spreadsheet of predicted buys • NASA Business Opportunities/NAIS http://prod.nais.nasa.gov/cgi-bin/nais/link_syp.cgi • Similar to FedBizOpps • Sorted by Center • Email Registration 19

20. NAIS – Business Opportunities Pick your Center

21. Tracking Opportunities • Small Business Specialist Contact for Subcontracted or GSA work • Register on NASA OSBP Vendor Database • https://vendors.nvdb.nasa.gov • Open to all NASA employees for market research • E-mail capability to vendors for RFI, draft RFPs, Sources Sought Notices • Vendors can post capability briefs in any format • Company info from Central Contractor Registration flows directly into our database 21

22. Contact NASA OSBP NASA Office of Small Business Programs 300 E Street, SW Washington, DC 20546 Tel: (202) 358-2088 Fax: (202) 358-3261 E-mail: smallbusiness@nasa.gov Website: www.osbp.nasa.gov NASA Vendor Database: https://vendors.nvdb.nasa.gov 22

23. ? Questions? ? ? Ms. Tabi Tepfer Mr. Richard Mann Mr. David B. Grove 202-358-2088 ? ? Sombrero Galaxy - 28 million light years from Earth - was voted best picture taken by the Hubble telescope