Engaging Small Businesses for Naval Air Systems Command

1. Doing Business with the Naval Air Systems CommandNaval Air Warfare Center Aircraft Division Lakehurst Presented by: Dawn Chartier NAWCAD LKE Small Business Deputy Director NAVAIR Office of Small Business Programs 18 November 2014 NAVAIR Public Releases 2014-991 Distribution Statement A – “Approved for public release; distribution is unlimited.”

2. NAVAIR OSBP

3. NAVAIR Office of Small Business Programs Mission: Enabling the war fighter with creative solutions brought to them through small business. Vision: NAVAIR’s Office of Small Business Programs is a valuable resource that enables the best solutions for the war fighter. We are advocates for NAVAIR’s strategic priorities: increase speed to the fleet, deliver integrated and interoperable warfighting capabilities and improve affordability. Achieving these priorities requires the entrepreneurial skills of small and large businesses. We strive to ensure that the creative talents of small businesses are nurtured and sustained in defense of freedom. www.navair.navy.mil/osbp Ms. Emily Harman, Associate Director, OSBP

4. NAVAIR WARFARE CENTERS THE NAVY’S PRINCIPAL RESEARCH, DEVELOPMENT, TEST, EVALUATION, ENGINEERING, AND FLEET SUPPORT ACTIVITY FOR NAVAL AIRCRAFT, WEAPONS, ENGINES, AVIONICS, AIRCRAFT SUPPORT SYSTEMS AND SHIP / SHORE / AIR OPERATIONS LAKEHURST PATUXENT RIVER CHINA LAKE PT MUGU NAWC AIRCRAFT DIV NAWC WEAPONS DIV • AIR VEHICLES • PROPULSION & POWER • AVIONICS & SENSORS • CREW SYSTEMS • AIR / SHIP INTERFACE &SUPPORT SYSTEMS • ATLANTIC TEST RANGE AND GROUND / INSTALLED SYSTEMS TEST FACILITIES • HUMAN PERFORMANCE SIMULATOR SYSTEMS ORLANDO • MISSILES / FREEFALL WEAPONS / ENERGETICS • WEAPON SYSTEM INTEGRATION • ELECTRONIC WARFARE SYSTEMS • LAND RANGE / SEA RANGE • NON-LETHAL WEAPONS

5. NAVAIR Office of Small Business Programs NAWCAD Lakehurst SB Deputy Director, Dawn Chartier NAVAIR Headquarters Associate Director, Emily Harman HQ SB Deputy Director, Ken Carkhuff Industry Liaison, Marshall Woodfolk Program Analyst, Wanda M. Norris NAWCAD Pax SB Deputy Director, Lorraine Rardin Small Business Professional, Amber Wood NAWCWD China Lake / Pt Mugu / NATEC SD / FRC NI SB Deputy Director, Derrick HU SB Professional, Rowena Geyer NAWCTSD Orlando SB Deputy Director, Anthony Delicati

6. NAVAIR OSBP Contact Information NAVAIR Headquarters Naval Air Warfare Center – Weapons Division Patuxent River, MD Emily Harman, Associate Director emily.harman@navy.mil Ken Carkhuff, Deputy for Small Business kenneth.carkhuff@navy.mil (301) 757-9087 Lakehurst, NJ Dawn Chartier, Deputy for Small Business dawn.chartier@navy.mil (732) 323-2933 Lorraine Rardin, Deputy for Small Business lorriane.rardin@navy.mil (301) 757-5258 Amber Wood, Small Business Specialist amber.f.wood@navy.mil (301) 757-4260 China Lake and Point Mugu, CA Derrick Hu, Deputy for Small Business derrick.hu@navy.mil (760) 939-2712 Rowena Geyer, Small Business Specialist rowena.geyer@navy.mil (760) 939-2712 Orlando, FL Tony Delicati, Deputy for Small Business anthony.delicati@navy.mil (407) 380-4121 Naval Air Warfare Center – Aircraft Division Naval Air Warfare Center – Training Systems Division Naval Air Warfare Center - Aircraft Division NAVAIR OSBP public web site http://www.navair.navy.mil/osbp 6

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8. FY13 Small Business Obligations FY13 Small Business Prime Contracts Total NAVAIR = $1.56B $749.6M FRC Northwest Lakehurst NAWC Aircraft Div China Lake NAWC Weapons Div Patuxent River NAVAIR HQ, PEOs, NAWC Aircraft Div $53.7M - HQ $429.9M Point Mugu NAWC Weapons Div $239.6M FRC SEFAC $376.2M - NAWCAD FRC Mid-Atlantic FRC West FRC East $143M FRC Southwest FRC Southeast FRC West Pac Orlando NAWC TSD Aircraft East Coast Hub Weapons West Coast Hub • AIR VEHICLES • PROPULSION & POWER • AVIONICS & SENSORS • SHIP INTERFACE & SUPPORT SYSTEMS • UAVS • ATLANTIC TEST RANGE AND GROUND SYSTEMS TEST FACILITIES • HUMAN PERFORMANCE / SIMULATOR SYSTEMS NAVAIR HQ NAVAL AIR WARFARE CENTER • MISSILES / FREEFALL WEAPONS • WEAPON SYSTEM INTEGRATION • ELECTRONIC WARFARE SYSTEMS • LAND RANGE / SEA RANGE • NON LETHAL WEAPONS • Air vehicles • Propulsion & Power • Avionics & Sensors • Ship Interface & Support Systems • Launch & Recovery • UAVS • Atlantic Test Range & Ground Systems Test Facilities • Human Performance / Simulator Systems • Missiles / Freefall weapons • Weapon System Integration • Electronic Warfare Systems • Land Range / Sea Range • Non Lethal Weapons • MISSILES / FREEFALL WEAPONS • WEAPON SYSTEM INTEGRATION • ELECTRONIC WARFARE SYSTEMS • LAND RANGE / SEA RANGE • NON LETHAL WEAPONS FLEET READINESS CENTER Source: FPDS-NG 8 Nov 11

9. NAWCAD LAKEHURST OSBP

10. Top NAWCAD Lakehurst NAICS For FY13

12. NAWCAD LAKEHURST OSBP AWARDS • THE DEPARTMENT OF VETERANS AFFAIRS, CENTER FOR VETERANS ENTERPRISE • SPECIAL TEAM AWARD • OUTSTANDING SERVICE & CREATIVITY IN MAKING USE OF THE SERVICE DISABLED VETERAN OWNED SMALL BUSINESS (SDVOSB) SET-ASIDE/SOLE SOURCE AUTHORITY • ACHIEVEMENT AWARD • EXCEEDED 3% TARGET FOR SDVOSB AWARDS IN FY07 • DEPARTMENT OF DEFENSE • DOD’S GOLDEN TALON AWARD (DON AWARDEE) • EFFORTS TO ADVANCE THE GOALS & OBJECTIVES CONTAINED IN DOD’S STRATEGIC PLAN FOR SDVOSBS • DEPARTMENT OF NAVY • SMALL BUSINESS SPECIALIST OF THE YEAR (EXEMPLARY ACHIEVEMENTS IN SMALL BUSINESS) • ACHIEVEMENT AWARD FOR EXCEEDING THE STATUTORY 5% WOMEN OWNED SMALL BUSINESS; 5% SMALL DISADVANTAGE BUSINESS AND 23% SMALL BUSINESS TARGETS • ACHIEVEMENT AWARD FOR EXCEEDING THE STATUTORY 3% SERVICE DISABLED VETERAN OWNED SMALL BUSINESS TARGET • ACQUISITION EXCELLENCE AWARD, SMALL BUSINESS TEAM AWARD (NAVAIR OSBP TEAM) • NAVAIR SMALL BUSINESS ADVOCACY AWARD FOR TEAM ACHIEVEMENT (EXPEDITIONARY AIR FIELD PROGRAM) • NAVAIR SMALL BUSINESS ADVOCACY AWARD FOR TEAM ACHIEVEMENT (4.5X SPECIAL SURVEILLANCE PROGRAM) • ACQUISITION EXCELLENCE AWARD, SARKIS TATIGIAN AWARD (RECOGNIZES A DON FIELD CONTRACTING ACTIVITY WHICH EXEMPLIFIES THE HIGHEST EXAMPLES OF SMALL BUSINESS ACQUISITION EXCELLENCE AND WHOSE ACHIEVEMENT BRINGS SIGNIFICANT CREDIT TO THE DON ACQUISITION COMMUNITY)

13. Finding Opportunities

14. Small Business Classifications • Small Business (SB) • Woman-Owned Small Business (WOSB) and Economically Disadvantaged Women Owned Small Business (EDWOSB) • Small and Disadvantaged Business (SDB) • Including “8(a)” concerns • Veteran-Owned Small Business (VOSB) • Service-Disabled Veteran-Owned Small Business (SDVOSB) • Historically Under-utilized Business Zone Business (HUBZone) • Historically Black Colleges & Universities / Minority Institutions (HBCU/MI) NOTE THERE IS NO PREFERENCE BETWEEN SOCIO ECONOMIC CATEGORIES.

15. Set-aside Programs Small Business 8(a) Competition HUBZone Service-Disabled Veteran-owned Women Owned Economically Disadvantaged Women Owned REMEBER, in order to do any sort of set aside: Rule of Two! At least 50% of the effort must be completed by a Small Business or it must supply the end item of another Small Business. Mandatory sources must be considered: Federal Prison Industries Ability One (Javits-Wagner-O’Day, NIB/NISH)

16. Review NAVAIR website – www.navair.navy.mil Review NAVAIR OSBP website–www.navair.navy.mil/osbp Strategic plans NAWCAD operating plan Long Range Acquisition Forecast Links to other NAVAIR websites Links to recent briefings Review FPDS-NG website – www.fpds.gov Find out what NAVAIR procured in the past Do Your Homework

17. LONG RANGE ACQUISITION FORECAST Forecast posted annually on www.navair.navy.mil/osbp and includes: • Short descriptive title for the requirement • Longer description • Estimated dollar value • Requiring Organization • Contracting Office • Solicitation/Request for Proposal release date • Contract Award timeframe • Planned strategy (i.e., SDVOSB set-aside) • Incumbent Contractor • Prior/Current Contract Number • Procurement Quantities • Contract Period of Performance • Delivery/Performance Location • LONG RANGE ACQUISITION FORECAST IS NOW AVAILABLE FOR FYs 15, 16 AND 17 • NAVAIRINST 5000.26

18. Long Range Acquisition Forecast Forecast posted annually on www.navair.navy.mil/osbp and includes: • Short descriptive title for the requirement • Longer description of the requirement • Estimated dollar value of the requirement • Requiring Organization • NAVAIR Contracting Office • Est. Solicitation/Request for Proposal release date • Timeframe when the contract may be awarded • Small Business Set-Aside? (if known) • Planned strategy (i.e., SDVOSB set-aside) • Incumbent Contractor • Procurement Quantities • Period of Performance of the Contract • Delivery/Performance Location • Point of Contact

19. Let Us Know! When NAVAIR issues a sole source synopsis and you believe you can provide the supplies/services, LET US KNOW! If you know a full and open competition is pending or you see a full and open competition synopsis and you think there are 2 or more SDVOSBs, 8(a)s, HUBZones, or WOSBs, or small businesses that can do the work, LET US KNOW! Work closely with the contract specialist and the site small business deputy. NAVAIR OSBP Website www.navair.navy.mil/osbp Enabling the war fighter with creative solutions brought to them through small business.

20. Tips for Responding to a Sources Sought Announcement • Tips • Show holistic capability – technical, but also management practices, financial stability, quality processes, able to manage subcontractors, discriminators, etc. • Provide more detail on number of employees and company locations • Show how you will minimize transition risk • Request clarification, if needed • Meet the response timeline

21. Sources Sought Responses • Areas where industry can improve • Answer all the questions • Be sure you are addressing a NAVAIR requirement and not one from another agency or service • Be sure to discuss all the items that will be evaluated • Address only experience that is applicable to the requirement • Validate your claims of capability • If you combine past performance contracts, be sure to provide a break out of scope and complexity of each • If you propose teaming, show value-added • Address how you will manage subcontractors and prior experience in this area • If admitting lack of capability or experience; offer solution, mitigation, alternative, etc.

22. INDUSTRY DAY • Industry Day goals: • Communicate our requirements and plan with industry • Seek interest and input from industry to support decision on acquisition and industry capabilities • Industry Days are held before the actual announcement of the procurement and before any solicitation is released • Industry Days can provide valuable information to assist in the determination of what type of contractors are in the marketplace, what technology exists and gives us a chance to hear contractor questions and concerns about our requirement An Industry Day is not the same as a trade show or pre-solicitation/procurement conference. 22

23. Guidance To Industry • Company Data Sheet -required prior to meeting with NAVAIR OSBP • No more than three pages (MS Office document) about your company and products or services • Tailored for NAVAIR • Keep it simple, but make your company stand out • Answer the following • Company point of contact information • Describe what your company does (products or services) • How your mission relates to Naval Aviation • Product commercially available? • Intellectual property rights? • Product utilized with or on any other DoD, government, or commercial platform? • Quantitative data on product performance • Small business certifications, current contract vehicles and NAICS Posted on NAVAIR OSBP website under the Guidance to Industry. www.navair.navy.mil/osbp

24. Sources of Information • Government-Wide Acquisition Contracts (GWACs) • Several set-aside exclusively for SB; primarily for IT-related products & services • FPDS-NG: https://www.fpds.gov/fpdsng_cms/ • Seaport-e: http://www.seaport.navy.mil/default.aspx • Sources Sought Synopsis: www.fbo.gov • SBIR Database: www.dodsbir.net • System for Award Management:https://www.sam.gov • Center for Veterans Enterprise Vendor Information Pages (VIP): www.vetbiz.gov • Conferences, trade shows • Industry Days, including those offered by others for similar requirements • Industry web sites & brochures • Pre-solicitation conferences • Other acquisitions & competitions • Large businesses who may have experience with similar requirements • NAVAIR OSBP • GSA Catalog • The Internet Sources for market research information are numerous. 24

25. Key message: You must now PERFORM! LET NAVAIR KNOW if you’re experiencing difficulties… ASAP Technical/Performance Schedule Financial …And these communications should be DOCUMENTED Know your CONTRACT…scope, terms, conditions, schedules, deliverables – it’s what we’re holding you accountable for Be aware the government rates your performance yearly in the Contractor Performance Assessment Reporting System (CPARS) – Used in future source selections (Contracts over $1M for services and over $5M for products) After Contract Award

26. Contracting Officer Administrative Contracting Officer Technical Customer NAVAIR Small Business Professional Also: SBA website (http://www.sba.gov) Counseling – in person, email Financial Assistance Training Training PTAC (http://www.sellingtothegovernment.net) Counseling – in person, email Training Bid Matching Resources Available to Assist First line of communication after contract award

27. CLASSIFYING THE PROCUREMENT:NORTH AMERICAN INDUSTRY CLASSIFICATION SYSTEM (NAICS) & PRODUCT AND SERVICE CODE (PSC)

28. WHAT ARE NAICS? PRONOUNCED “NAKES” • A system for classifying products & services • Classifies products/services into 20 different sectors and assigns each a 6-digit code • In practice, a NAICS Code tells the contractor what we are buying • Contractors use NAICS Codes to describe the kinds of work they perform: • A contractor can have more than one NAICS Code (max of 1000) • Their "primary NAICS Code" is for the activity that generates the most revenue for them • The contractor does not have to list the designated NAICS Code in the SAM in order to submit a proposal or to be awarded the contract • View complete NAICS structure with codes and titles at (2012 is the current version) http://www.census.gov/eos/www/naics/

29. AGRICULTURE, FORESTRY, FISHING, & HUNTING MINING UTILITIES CONSTRUCTION 31-33 MANUFACTURING 48-49 TRANSPORTATION &WAREHOUSING INFORMATION FINANCE & INSURANCE REAL ESTATE & RENTAL & LEASING NAICS SECTORS 54 PROFESSIONAL, SCIENTIFIC & TECHNICAL SERVICES • MANAGEMENT OF COMPANIES & ENTERPRISES 56 ADMINISTRATIVE &SUPPORT &WASTE MANAGEMENT & REMEDIATION SERVICES 61 EDUCATIONAL SERVICES • HEALTH CARE & SOCIAL ASSISTANCE • ARTS, ENTERTAINMENT & RECREATION • ACCOMMODATION & FOOD SERVICES • OTHER SERVICES (EXCEPT PUBLIC ADMINISTRATION) 92 PUBLIC ADMINISTRATION WHOLESALE AND RETAIL NAICS (42-45) SHALL NOT BE USED BY DoD Reference 13 CFR 121.402(b)

30. RELATIONSHIP BETWEEN NAICS CODES & SMALL BUSINESS SIZE STANDARDS • NAICS Codes don't distinguish between small & large businesses • 13 CFR Part 121 establishes small business size • Size is a function of either annual revenue or number of employees, there is only one size standard for each NAICS Code • The Table of Small Business Size Standards can be found on the SBA's Office of Size Standards web site • www.sba.gov/size • Click on “Table of Small Business Size Standards” in the middle of the • page to bring up the list of size standards • July 14, 2014 is latest edition • Note: The Non-Manufacturer’s Rule limits the Small Business Size Standard to 500 employees 30

31. THE PRODUCT AND SERVICE CODE • A 4-character code (alphanumeric) which describes the product or service in greater detail than the NAICS Code • Used for Federal Government procurements • Every requirement requires a Product and Service Code (PSC) in addition to the NAICS Code, and represents the predominance of the dollars • PSCs can be found at the following web site: • New PSC Manual effective October 1, 2011 http://www.acquisition.gov • Find “Product Service Code Manual” under “Policy and Regulations” • Contains both products and services plus descriptions • Divided into three parts (R & D Codes, Services Codes and Product Codes)

32. SYSTEM FOR AWARD MANAGEMENT

33. SAM SAM IS A FREE SITE There are no costs associated with registering your business in SAM

34. SAM Website: www.SAM.gov You must be register in SAM in order to be awarded a contracting effort. You must have a valid SAM registration in order to receive payment on a contracting effort. SAM Status Tracker is available on the website to monitor the on-going status of your registration. Click on “Check Status” under the section titled “Register/Update Entity” and the SAM Status Tracker will be displayed. Enter the DUNS and click “Check Status” to see the search results.

35. SAM Under Reps and Certs tab – click on FAR 52.219-1 to see your size standards. Check your size standards throughout the year, not just at renewal time.

36. SBA DYNAMIC SMALL BUSINESS SEARCH

37. SBA Dynamic Small Business Search • SBA Dynamic Small Business Search • http://web.sba.gov/pro-net/search/dsp_dsbs.cfm • This is the official SBA site (used to be PRO NET). Registration in this site is optional for all Small Businesses except for HUBZone and 8(a) vendors. Since these two categories are certified by SBA, SBA adds them to this site. • This site is one of the suggested sites to use during Market Research.

38. SBA Dynamic Small Business Search

39. SBA Dynamic Small Business Search

40. FPDS-NG

41. FPDS-NG FPDS-NG web address: https://www.fpds.gov/fpdsng_cms/ DO NOT ENTER ANYTHING HERE, JUST CLICK IN THE BOX AND HIT ENTER. This will take you to the advanced search screen.

42. FPDS-NG CONTINUED 1 Click on the Advanced Search button 2 Always new search Click Add

43. FPDS-NG CONTINUED After you click Add, a box will appear. Click the drop down arrow and pick the field you want to search on. The two categories you should always be searching on is NAICS (not NAICS description) and Socio Economic Indicators. After you Enter the information for the first search criteria, click add to get another search box. You will need to do this for every individual search criteria you want to add to your search results. After you’ve entered all your search criteria, hit the search button. (It’s covered up here by the drop down list, but it’s to the left of the cancel button above.) Socio Economic Indicators are: HUBZone, 8(a), SDVOSB, Small Business, etc.

44. FPDS-NG CONTINUED Enter your NAICS Code

45. FPDS-NG CONTINUED This will give you a listing of all the vendors who received contracts for the NAICS and Socio Economic Indicator you choose. Unfortunately, you can not click on any of these contracts to see what type of item was purchased. NOTE: Non-DoD viewers have a 90 day lag time when searching for awards.

46. NAVAIR WEBSITE

47. NAVAIR Website address: www.navy.navair.mil

48. Click on Small Business or Open solicitations (NOTE the other links also available)

49. NAVAIR OSBP WEBSITE

50. OPEN SOLICITATIONS