NAVFAC Southwest

Office of Small Business Programs NAVFAC Southwest March 20, 2014

Lora E. Morrow Deputy for Small Business NAVFAC Southwest
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What NAVFAC Southwest Buys

Capital Improvements
Construction Services Architect & Engineering Services Design In-House Specialized Technical Services Ocean Engineering

Public Works
Facility Sustainment Utility & Energy Management Base Operation and Maintenance Facility Services

Environmental
Environmental Planning/NEPA Environmental Compliance & Conservation Environmental Restoration Sustainable Solid Waste Management

Asset Management
Real Estate Land & Installation Planning Facilities Planning Encroachment Management Facilities Integrated Logistics Support Real Property Acq, Mgmt & Disposal

NAVFAC Southwest

Top 10 NAICS Codes for FY2013

NAICS 236220 238220 562910 561210 237990 541330 237310 237120 561720 237130 Description
Commercial and Institutional Building Construction Plumbing, Heating and Air Conditioning Remediation Services Facility Support Services Heavy Civil Engineering Construction Engineering Services Highway, Street, and Bridge Construction Oil and Gas Pipeline Construction Janitorial Services Power and Communication Line Construction

# of Actions 1725 248 459 805 150 779 392 48 120 143

$000 450,118 145,856 122,128 121,828 100,995 88,389 85,407 32,707 30,251 23,472

Totals for FY2013: 7,018 Actions,

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$1,355,821,440.
15 October 2010

So howd we do?
Category Prime Award Target (Goal) 36.00% 10.00% 3.00% 22.83% 6.50% Actual Actual # Total $000 Prime Awards 5,163 893 513 4,156 1,055 736,185 156,620 68,863 548,463 128,055 Actual % Awards % Above or Below Prime Award Target 50.8% Above 15.5% Above 69.3% Above 77.2% Above 45.2% Above

Small Business HUBZone SDVOSB SDB WOSB

54.30% 11.55% 5.08% 40.45% 9.44%

NAVFAC Southwest

Important Websites
North American Industrial Classification System (NAICS) http://www.cencus.gov/eos/www/naics/ System for Award Management (SAM) http://www.sam.gov Small Business Administration (SBA) http://www.sba.gov Dynamic Small Business Search (DSBS) Database http://dsbs.sba.gov Procurement Technical Assistance Centers (PTAC) http://www.dla.mil/db/procurem.htm http://www.ptac-sandiego.org (San Diego PTAC)
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Register on Solicitation Websites

Solicitation Websites http://www.neco.navy.mil http://www.fbo.gov Register for individual solicitations -- Prime Contractor -- Subcontractor -- Vendor -- Interested Party Monitor solicitation websites manually! -- spend at least one hour per week mining sites.
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(NECO) (Fed Biz Ops)

Forecasting Tools
Sources Sought Announcements Requests for Interest Industry Forums Publicized Forecast Announcements for MILCON and other special programs. Special Notices publicized on solicitation websites.
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Marketing Tips
What do you do? - Dont say everything. Focus! - Be able to describe your core competencies - Focus on your IN-HOUSE capabilities - Dont lead with your socio-economic certifications DO YOUR HOMEWORK! - Know your customers BEFORE you approach them. - Know your customer needs and buying habits - Approach with a SOLUTION to an identified need - Speak your customers language - Adapt your marketing strategy - Make an appointment do not drop in.
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Marketing Materials
Business Cards: - Use both sides. - Make it INFORMATIVE, not just a piece of paper Statement of Qualifications: - Be SUCCINCT! Focus on in-house capabilities. - No more than TWO Pages (single sided) - Focus on work within the last five years - Provide references with POC information - List socio-economic certifications, professional licenses, NAICS codes, CAGE and DUNS numbers. - What makes you unique and better than your competition? Why should the customer hire your firm?
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Dynamic Small Business Search Database

Dynamic Small Business Search Database: - Update frequently as info for your firm changes - Capabilities narrative - Performance History (References)

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NAVFAC Southwest

Additional Resources
Small Business Administration
http://www.sba.gov

Procurement Technical Assistance Center

http://www.dla.mil/SmallBusiness/Pages/Procurement TechnicalAssistanceCenter.aspx

DoD Small Business Professionals

http://www.acq.osd.mil/osbp/doing_business/DoD_Con tracting_Guide.htm

NAVFAC Small Business Websites

https://smallbusiness.navfac.navy.mil https://portal.navfac.navy.mil/portal/page/portal/navfac/navfa c_ww_pp/navfac_navfacsw_pp/sw_sb
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Questions?

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NAVFAC Southwest