Drive Your Business Forward.

1. Drive Your Business Forward. Ignite the Power of New Products and Partnerships. Siemens Fire Partner Summit

2. Title Placeholder Floating statement – All type should be Arial Regular – 36 pt. maximum or as large as possible Selling to the Federal GovernmentGet Started TodayAdvance TomorrowSteven AlpertSales Development Manager

3. World's largest buyer

4. Largest buyers of fire alarms & services • Building owners: • GSA Public Building Services (GSA PBS) – (commercial office) • Department of Defense (DoD) – (office/healthcare/campus) • Veterans Administration (VA) – (healthcare) • National Guard Units • Project design/engineering and management groups: • United States Army Corps of Engineers (USACE) • Naval Facilities (NAVFAC) • Air Force Civil Engineer Support Agency (AFCESA) • Public building services – fire protection engineers

5. Take advantage of this huge market The initial steps you must take to do business with the Federal Government and get your share of the dollars Uncle Sam has set aside for small business

6. Step 1: Obtain a DUNS number Obtain a Data Universal Number System (DUNS) number… It’s FREE!!! Call D&B at 1-866-705-5711 to obtain a free DUNS number for federal CCR registration. The process takes about 10 minutes. Or, you can register online at: http://fedgov.dnb.com/webform

7. Step 2: Register your DUNS & TAX ID CCR Help Desk: 866.606.8220 www.ccr.gov

8. Classification of small business • Small Business • Small Disadvantaged Business • Women-Owned Business • Veteran-Owned Small Business Concern • Service Disabled Veteran-Owned Small Business • 8(a) • HUBZone Small Business

9. Step 3: Find your NACIS codes http://www.census.gov/eos/www/naics/index.html

10. Step 4: Determine your business size • 561261: Fire/Security Systems Services $12,500,000* • 238210: EC's and Other Wiring Installation Contractors $14,000,000* Look Up Table NOTE: * Includes all affiliate companies, average last 3 years sales http://www.sba.gov/idc/groups/public/documents/sba_homepage/serv_sstd_tablepdf.pdf

11. Step 5: Register your business for bidding https://orca.bpn.gov/

12. Step 6: Register to find opportunities • An authoritative, government-wide point of entry source for advertising Federal business opportunities, including: • Synopses • Solicitations • Award notice • Interested parties • Bid documentation • Sources sought • Per FAR 5.1, a required posting site for all contract actions expected to exceed $25,000 • Accessible by any interested party – buyers, vendors, the public Take the training Register www.fbo.gov

13. Working with FBO search results

14. Key to your success: Relationships • Commercial contractors / IDIQ contractors • Small business advocates (OSDBUs) at agency / base • Teaming – other SB, contractors, A & E's, EC's, GC's • Base public works or civil engineering unit personnel • BOSS contractors at the DoD installations • Contract / procurement officers at all agencies / bases

15. Relationship building – Who you call on • Fire protection engineers • Fire officials • Facilities directors, managers • Engineering directors, managers • Safety managers • Public works officer • Resident officer in charge of construction • Construction officers • Community plans & liaison officer • Director of contracting • Procurement managers • Acquisition coordinators • Contracting officers, specialists, tech reps • Base commander • Service center directors • Property managers • Portfolio managers • Other small business owners • Small business advocates/development mgr • Contractors • A&E's

16. Find Federal contracting opportunities • Federal Office of Small and Disadvantaged Business Utilization • Association of Technical Procurement Assistance Center • GSA's Office of Small Business Utilization • DOD's Office of Small Business Programs • SUB-Net (SBA) • Research Past Purchases(Federal Procurement Data System) http://www.osdbu.gov/offices.html http://www.aptac-us.org/new/Govt _Contracting/find.php http://www.gsa.gov http://www.acq.osd.mil/osbp http://web.sba.gov/subnet https://www.FPDS.gov

17. Getting started and help PTAC-Procurement Technical Assistance Centers, getting government down to business

18. Getting started and help http://www.sba.gov/aboutsba/sbaprograms/gc/index.html

19. Get started today – Federal sales action plan • Sign on to lead sources: • Federal Business Opportunities (FBO) https://www.fbo.gov • Register on the state and local government websites/bidders lists • Check your local government web pages for the ports, transit authorities and educational links for "How to Do Business" links • Get assistance, join bidding teams, build relationships: • Use the Small Business Administration "Dynamic Small Business Search Tool": • http://dsbs.sba.gov/dsbs/search/dsp dsbs.cfm • Use the small business search tab at: www.ccr.gov • Contact the PTAC centers in your territory:http://www.aptac-us.org/new/Govt_Contracting/find.php/ • Join SAME Organization http://posts.same.org/

20. What's working • Using FBO, agency, state, local government other public bid sites • Attending key SAME conferences and monthly post meetings • Using PTAC, SBA and agency's small business office to find small business partners and key agency contacts • Leverage existing relationships with government end-users, contractors and small business partners • Working with our EAP and industry affairs teams • Meetings with key agencies • Assign a federal government sales champion • Bid, bid, bid, bid

21. Next steps to advance your skills & position • Prepare a federal government business plan • Assign a government champion • Meetings with key agency (engineering commands) • Small business advocates • Engineering, facilities management, DPW • Procurement office • MATOC's and MACC teams and prime opportunities • Present at a SAME post meeting • Utilize other bid solicitation tools • On-line training classes and seminars • Trade shows, associations and public relations (MARCOM)

22. Glossary of key acronyms • WOB: Woman Owned Business • BPA: Blanket Purchase Agreement • BRAC: Base Realignment And Closure (military bases) • FAR: Federal Acquisition Regulation • GSA: Schedule (pre-negotiated prices and Ts & Cs; largest acquisition vehicle at federal level) • GWAC: Government Wide Acquisition Contract (generic for contract vehicles that span multiple agencies) • Reps & Certs: document describing your company’s federal registration numbers, certifications, etc. • RFP: Request For Proposal • RFI: Request For Information • IFB: Invitation to Bid • SBSA: Small Business Set-Aside • SSN: Sources Sought Notice • SSS: Sources Sought Synopses • TS/SCI: Top Secret/Sensitive Compartmented Information (a top clearance level) • TS/SCI with Poly: adds a polygraph test • VISN: Veterans Integrated Services Network • 8(a): Small Business Administration Certified Disadvantaged Business, 9 Year eligibility • ACO: Administrative Contracting Officer (processes changes but doesn’t have purchasing authority) • BAFO: Best And Final Offer • CCR: Central Contractor Registration • COTR: Contracting Office Technical Representative (technical day-to-day leader and recommender/voter) • CO: Contracting Officer (selects bidders, negotiates contracts, does final award) • GSA: General Services Administration (steward for 9500 federal buildings) • HUBZONE: Small business located in an economically blighted area, special certification • IDIQ: Indefinite Delivery Indefinite Quantity (open-ended contract vehicle) • MAC: Multiple Award Contract • MATOC: Multiple Award Task Order Contract (awarded to "multiple" companies to bid certain projects exclusively) • MDB: Minority Disadvantaged Business • PM: Program Manager • SDB: Small Disadvantaged Business • SDVOB: Service Disabled Veteran Owned Business

23. Contact information Industry Siemens Industry, Inc. Building Technologies Division 8 Fernwood Road Florham Park, NJ 07932 USA Mobile: +1 201 675-5099 Tel: +1 973 593-2878 Fax: +1 866 223-3754 steven.alpert@siemens.com usa.siemens.com/buildingtechnologies Steven M. Alpert Sales DevelopmentManager Federal Government Fire Safety