PTAC Procurement Technical Assistance Center: Contracting Assistance & Services

2. Society of MarketingProfessional ServicesMay 16, 2018 Douglas Friedli LSI GOED PTAC PM dfriedli@lsiwins.com Cell: 801.200.1188 THE PTAC | TEAM PROCUREMENT TECHNICAL ASSISTANCE CENTER Contracting Assistance

3. PTAC Services Grants—The federal grants program is a mechanism designed to fund ideas and projects for providing public services & stimulating the national economy. A broad, inclusive grant strategy has the potential to benefit virtually all key stakeholders by infusing critical dollars and resources into economic development . Procurement Services to Small Businesses—Assist Utah companies in winning government contracts, developing strategy, pricing, understanding government regulations, etc. Outreach—Provide networking and contracting opportunities with large prime business/government agencies and assist in growing the Utah supply chain ecosystem. Training—Subject Matter Experts provide Federal Acquisition training quarterly to the PTAC staff and clients as needed. This training is provided to assist in understanding very technical, complicated and complex rules for expenditure of public funds. General Services Administration (GSA) - Provide professional assistance to Utah businesses to capture GSA contract opportunities. GSA is one of the largest methods of government contracting. Large Business Support—Expand current support to provide Utah large business with new revenue opportunities in winning government contracts. Target Industry Development—Develop a strong economic ecosystem by aligning workforce, training education and technology with targeted industries. Teaming—Creating teaming arrangements/partnering Utah small businesses to maximize Utah’s full potential in the supply chain.

4. Outreaches • Air Force Installation Contracting Agency (AFICA) • Army and Air Force Exchange Services (AAFES) • BAE Systems • Battelle • Boeing • Booz Allen Hamilton • Bureau of Reclamation • Camp Williams Data Center Prime Contractor • Defense Advanced Research Projects Agency (DARPA) • Defense Contract Management Agency (DCMA) • DLA Internet Bid Board System (DIBBS) • Dugway Acquisition Forecast • General Dynamics • General Services Administration (GSA) Workshop • Hill Air Force Base Small Business Outreach • Hill Air Force Base Civil Engineering: Construction • Opportunities • Hill Air Force Base Supply Chain Management & Defense • Logistics Agency • Hill Air Force Base DLA Aviation Contracting Group • Lockheed Martin • Mature And Proven Aircraft (MAPA) • Military Installation Development Authority (MIDA) • Nellis Air Force Base • Northrop Grumman • Orbital ATK • Parvus • PTAC Procurement Symposium (planning committee, presentation at the symposium) • Small Business Administration (SBA) National • Ombudsman • U.S. Army Corps of Engineers Construction Quality • Management Contractors Training • U.S. Forest Service • Utah Manufacturing Association (UMA) • Utah National Guard (Air & Army) • Utah Alliance of Economic Development • Utah Department of Transportation (UDOT) • Wyle Labs Outreach Conference

5. USACE Core Training As a Utah business, you are invited to attend the U.S. Army Corps of Engineers Construction Quality Management for Contractors Training The Governor’s Office of Economic Development - PTAC Offices and Logistic Specialties, will host a day and a half training session with the US Army Corps of Engineers, Sacramento District. On completion of the training and passing of the exam, certificates will be issued. These certificates are required for Quality Control personnel on all Corps of Engineers projects and are good for 5 years. This two day workshop normally costs several hundred dollars to attend, but it is being offered free of charge to Utah businesses and will provide the background, concept of requirements, and certification expected by the Corps of Engineers in order to do business with them. Items discussed will include: Construction Quality Management Contractor’s Review Quality Management Planning Post – Award Orientation Submittals Quality Management for Construction Projects Making the System Work Quality Control System (QCS) and Resident Management System (RMS) Please be aware that the registration for this course is on a first come first serve basis and there are only a limited number of spaces available. Once all slots are filled, a wait list will be maintained, and in the event of cancellations or withdrawals, extra slots will be then issued in the order that companies are placed on the wait list.

6. Airport Outreach March 1, 2018 Salt Lake City Department of Airports (SLCDA) will re-bid all of the concession contracts at the International Airport in 2018. There are contracting opportunities with larger prime concessionaires for food & beverage and retail firms to contract with. SLCDA will provide community outreach educational events to educate business owners on the opportunity of doing business at the airport, as well as the challenges a business can encounter and overcome.   Join PTAC and SLCDA’s Raymond Christy to learn about a program to assist small businesses owned by women and minorities on how to find contracting opportunities with agencies that receive federal funding from the US Department of Transportation. Mr. Christy will explain how the Disadvantaged Business Enterprise (DBE) program benefits businesses owned by women and minorities for contracting opportunities with the airport, transit and highway projects.

7. Land Management Outreach You’re invited to attend a unique Land Management Outreach event Wednesday, April 4th, 2018 This event is at no cost to Utah Companies, but registration is required. Please use link below to register. http://www.center-gateway.com/00800A/index.php?EVT=51774 The Governor’s Office of Economic Development, Procurement Technical Assistance Center and LSI are excited to feature a unique opportunity to meet with four agencies that spend over $838M. The Forest Service, Bureau of Reclamation, National Park Service and Natural Resources Conservation Service will come together on Wednesday, April 4, 2018 at the Davis Technical College. The intent of this Outreach is to educate Utah companies on how to do business with these agencies. Join us to learn what they purchase and where to find current solicitations and future opportunities. The Forest Service is an agency that manages and protects 154 national forests and 20 grasslands in 43 states and Puerto Rico. The agency’s mission is to sustain the health, diversity and productivity of the nation’s forest and grasslands to meet the needs of present and future generations. The Bureau of Reclamationwas established in 1902 and is best known for dams, power plants, and canals constructed in the 17 western states. Reclamation has constructed more than 600 dams and reservoirs including Hoover Dam on the Colorado River and Grand Coulee Dam on the Columbia River. They bring water to more than 31 million people and provide irrigation water for over 10 million acres of farmland. The National Park Service has been entrusted with the care of our national parks for over 100 years. The Park Service cooperates with partners to extend the benefits of natural and cultural resource conservation and outdoor recreation throughout this country and the world. The Natural Resources Conservation Serviceprovides America’s farmers and ranchers with financial and technical assistance to voluntarily put conservation on the ground, not only helping the environment but agricultural operations, too.

8. Silicon Slopes Outreach Ever consider expanding your business by utilizing government contracts? Join the Utah Procurement Technical Assistance Center (PTAC) for an exclusive opportunity to explore the new multimillion dollar opportunities coming out of Hill Air Force Base and how your business can take advantage. Presentations include: Innovative Solutions: - Safe Agile - DevOps - TSP - Cloud Development Community Partners - STEM - Women Tech Council - Public Private Partnership - USTAR innovation Center - Contracts Complex Capability Brief (F-16, F-22, A-10, F-35, C-130) - SMXG: - People - Products Registration contact: Alex Quayson-Sackey Regional Manager Procurement Technical Assistance Center - PTAC Governor's Office of Economic Email: aquayson@utah.gov

9. Overview Why do business with the Department of Defense? Up front necessary actions: NAICS, DUNS, SAM (formerly CCR) How to find opportunities: FBO, BidSync, SciQuest Federal Acquisition Regulations (FAR) Advanced Notifications: RFI, Industry Day, Source Sought, Market Surveys RFQ, RFP, IFB Source Selection Process Summary

10. Why Should I Do Business with the Federal Government? • 2O18 Federal Budget: $4.4T; Military: $886B • They buy virtually every product and service • They tell you exactly what they want in advance of when they need it. • Federal Acquisition Regulations (FAR) • Progress Payments • Credit card purchases • Non-competitive and limited competition advantages available to selected businesses

11. System for Award Management (SAM)www.sam.gov • SAM (formerly CCR) is the contractor database for the Federal Government • Collects, validates, stores and disseminates contractor data • You must be registered to be a government contractor • Needed for SAM registration • Data Universal Numbering System (DUNS) • Tax Identification Number (TIN) • North American Industry Classification System (NAICS) codes • Electronic Funds Transfer (EFT) information for payment of invoices Upon completion of registration, SAM will then give you a Commercial and Government Entity (CAGE)

12. Fed Biz Ops (FBO) www.fbo.gov Single point-of-entry for commercial vendors and government buyers Used to post, search, monitor, and retrieve contract opportunities from all Federal agencies No login required to view opportunities Demonstration Videos and Vendor Guide From main navigation page, any user can navigate to: General Information, News, Opportunities, Agencies / Office Lists, Privacy Statement

13. Federal Acquisition Regulation (FAR) http://farsite.hill.af.mil/ • Regulation used by all Federal agencies • Rules for acquisition of all supplies and services • Guiding Principles and Vision • Deliver the best value product on time • Maintain the public’s trust in the acquisition process • Maximize the use of commercial products and services • Use contractors who have a track record of successful past performance • Promote competition • Fulfill public policy objectives

14. Contract Classification Method • North American Industry Classification System • (NAICS) Code • Includes a size standard • Classifies the type of work that is being performed • Review the NAICS table to determine where your product or service is categorized • Determine if you are a small business under that NAICS

15. Government Market Research • Request for Information (RFI) – • Used to obtain information on potential upcoming opportunities • Specific questions are often asked prior to any documents being released • Technical Scope Pricing Strategy • Contract Type Past Performance Requirements • Set Asides Certifications • Information on Draft SOW • General acquisition strategy recommendations may be asked for • Government is looking for industry to confirm or challenge the information they have gathered • Use this to your advantage – it can be very helpful with the Capture phase

16. Government Market Research • Sources Sought Notice – Usually used when the government knows what they want but not who can provide the goods or services • Market Survey – Used to find out about a specific market and its suppliers • Capability Briefings are generally an important aspect of responding to Sources Sought and Market Survey Notices • One size does not fit all • Customization on all government responses is key

17. Government Solicitations • Invitation for Bid (IFB) • Used for firm-fixed price sealed bids, requirements generally exceed $100,000. • Competitive with lowest bid always winning • Request for Quotation • Generally used for requirements more than > $3k less than < $150k • Government can negotiate the offer that is submitted • Bid documents are kept simple for ease of expedited award • Request for Proposals (RFP) • Require best-value analysis that weights the level of service, type of service and other factors against a fixed price, requirements generally exceed $150,000 • Used when the selection of a supplier cannot be made solely on the basis of lowest price

18. Some DOs of Proposal Writing • Have a message and state it first • Align your capture and proposal strategy • Address every customer requirement or request • Follow the customer’s order to the letter • Use the customer’s language • Use page format and visuals for emphasis

19. Some DON’Ts of Proposal Writing • Don’t assume you understand their issues - - Ask • Don’t force readers to search for information • Don’t force readers to interpret or assume • Don’t do technical information dumps • Don’t include mounds of untailored boilerplate

20. 10 Tips to Win Work With The DoD • Read each question carefully • Respond to each question completely • Show your experience • Assume you are unknown • Target your references • Don’t be afraid of repetition • Customer service really counts • Never assume you will have a second chance with your pricing • Understand government policy requirements and contract conditions • Make sure your response is complete and on-time!

21. Questions??

22. Paula KramerRegional ManagerPTAC (Procurement Technical Assistance Center)Utah Governor’s Office of Economic Development

23. Hill AFB Small Business Office Mr. James Dean (JD) AFSC OL:H/SB DSN 777-4143 Email: james.dean.23@us.af.mil

24. Construction Contracts at Hill Air Force Base • Multiple Award Construction Contract (MACC III) • Expires 22 Sep 2021 • PCO: Randy Egbert/801-777-0142 • Prime Contractors: • Rio Vista Management LLC • Gideon Contracting, LLC • E-Corp • HHI Corporation • Sahara Palms, Inc. • RHI, LLC

25. Construction Contracts at Hill Air Force Base • Simplified Acquisition Base Engineering Requirement (SABER III) • Expires 29 Sep 2021 • PCO: Don Hoover/801-586-6636 • Prime Contractors: • W4-DMS • Rio Vista Management • Farah Construction, Inc.

26. Construction Contracts at Hill Air Force Base cont’d • Paving/Expires 28 Jan 2024 • PCO: Kristen Stoker/801-777-2785 • Prime Contractors: • Brinkerhoff Excavating & Construction, Inc. • Consolidated Paving & Concrete, Inc. • Mountain West Precast, LLC • Painting/Expires 28 Sep 2021 • PCO: Gregory Hales/801-586-0659 • Prime Contractor: • DSB Construction

27. Construction Contracts at Hill Air Force Base cont’d • Roofing/Expires 29 Sep 2021 • PCO: Kristin Stoker/801-777-2785 • Prime Contractor: ASTA Roofing, LLC • Fencing/Expires 13 Nov 2019 • PCO: Kristin Stoker/801-777-2785 • Prime Contractor: Custom Fence, Co. • Asbestos - Abatement/Expires 24 Jun 2020 • PCO: Kristin Stoker/801-777-2785 • Prime Contractor: Environmental Abatement, Inc.

28. Construction Contracts at Hill Air Force Base cont’d • Architecture/Engineering (A&E) Services • Expired 13 Jan 2018 • PCO: Kristin Stoker/801-777-2785 • Prime Contractors: • URS Group Inc. • Architectural Design West Inc. • AJC Architects P.C. • Architectural Nexus • Michael Baker Jr. Inc. • GSBS

29. Other Construction Contracts Supporting HAFB • Energy Savings Perfomance • AFCEC ESPC - 22 year Period of Performance • Prime Contractor: • Energy Systems Group • New Project Construction • Awarded by Army Corp of Engineers, Sacramento, CA • Contact: Ms. Michelle D. Stratton-Morales/916-557-7641, email: Michelle.D.Stratton@usace.army.mil • http://www.spk.usace.army.mil/Business-With-Us/Small-Business-Office/

30. Hill AFB Small Business James Dean (JD) Mike Cottam Mary Ann Flinders Kathy Butler SMALL Business Phone: 801-777-4143 E-mail: AFSC.OL.SB@US.AF.Mil