Small Business Contract Opportunities at SPAWAR
Presented at:
The Security Summit
Robert “Zack” Zaccaria
Deputy Director , SPAWAR Small Business Program
Date: 22 March 2011
Statement A: Approved for public release, distribution is unlimited (2 FEBRUARY 2011)
AGENDA
▼ Who is SPAWAR?
 Where we are and what we buy
 FY10 obligations and Small Business Accomplishments
▼ Marketing to the Government: The Basics
 Identify Your Product or
Service
 Register Your Business
 How to Identify DoD Opportunities
 How to Identify SPAWAR Opportunities
 Available Resources and Information
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Who We Are
▼ Navy’s Information Dominance Systems Command
▼ Navy’s Technical Authority and acquisition command for
C4ISR,* business IT, and space systems
▼ Provide advanced communications and information
capabilities to Navy, joint and coalition forces
▼ More than 8,000 employees deployed globally and near
the fleet
*Command, Control, Communications, Computers, Intelligence, Surveillance & Reconnaissance
The Team’s Structure
Chief of Naval Operations
SPAWARSYSCOM
Assistant Secretary of the Navy,
Research, Development and Acquisition
Assistant Secretary of the Army,
Acquisition, Logistics and Technology
Team SPAWAR Organization
COMMANDER
Headquarters
Support Staff
RADM Patrick Brady, USN
Washington
Liaison Office
CIO
PEO C4I
Vice Commander
Deputy Commander
PEO EIS
PEO Space Systems
JPEO JTRS
1.0
Comptroller
2.0
Contracts
3.0
Office of Counsel
4.0
Logistics & Fleet Support
5.0
Chief Engineer
6.0
Program Management
7.0
Science & Technology
8.0
Corporate Operations
Echelon III Activities
SPAWAR Space Field
Activity, Chantilly VA
SPAWAR Systems
Center Pacific
SPAWAR Systems
Center Atlantic
Where We Are
Germany
England
Everett
San Diego
Hawaii
SSC Pacific
Washington D.C.
Spain
Norfolk
Charleston
New Orleans
SSC Atlantic
Japan
Italy
Guam
Bahrain
REGION TERRITORY NUMBER
SSC Pacific
Organizational Overview of SPAWAR Small
Business Offices
Faye Esaias - Director, SPAWAR
Small Business Program
Robert Zaccaria
HQ Deputy
Small Business
Michelle Nolen
HQ Deputy
NMCI, Mentor-Protege
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Deputy for Small Business
for SSCPAC – Vacant
Bob Meddick, Deputy Small
Business for SSCLANT (includes
Norfolk & New Orleans)
What We Do
Operations
and Support
▼ Team SPAWAR
supports the entire
acquisition lifecycle
of C4ISR products
and services
Functional
Solution
Analysis
Production
and
Deployment
Engineering
and Manufacturing
Development
Material
Solution
Analysis
Technology
Development
Meeting Current and Future Needs of the Fleet
Consolidating Networks
Cyber Operations
Research, Engineering
& Development
Internet Cafes
C4ISR Technology
Unmanned
Vehicle Systems
Our Partnerships
▼ Our partnerships enable us to provide
integrated, best-value and innovative
Information Dominance and C4ISR
technology
 Global presence for direct support to fleet
 Hundreds of partnerships with industry,
including small businesses
 Systems Centers partner with academia
to conduct research, share best
practices, and develop future workforce
FY10 Team SPAWAR Total Small Business
Eligible Obligations
Cumulative total: $6.05B
5,836 actions
2,375 actions
16,785 actions
FY10 Team SPAWAR Obligations and Contract
Actions to Small Businesses
Top 10 NAICS Awarded by Dollars
541330
Engineering Services
$ 4,170,989,628.00
334220
Radio and Television Broadcasting and Wireless
Communications Equipment Manufacturing
$ 1,122,910,453.00
541512
Computer Systems Design Services
$ 364,420,974.00
334511
Search, Detection, Navigation, Guidance,
Aeronautical,
and Nautical System and Instrument
Manufacturing
$ 354,678,239.00
541519
Other Computer Related Services
$ 237,442,353.00
517110
Wired Telecommunications Carriers
$ 208,258,715.00
541511
Custom Computer Programming Services
$ 193,507,429.00
541712
Research and Development in the Physical,
Engineering, and Life Sciences (except
Biotechnology)
$ 171,347,097.00
334290
Other Communications Equipment Manufacturing
$ 144,727,507.00
334111
Electronic Computer Manufacturing
$ 110,226,184.00
Marketing to the Government: The Basics
▼ Are You Ready to Market to the Government?
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IDENTIFY YOUR PRODUCT/SERVICE
FEDERAL SUPPLY CLASSIFICATION CODE (FSC) OR
PRODUCT SERVICE CODE (PSC):
EX: D302 ADP systems development services
Http://www.dlis.dla.mil/h2 or http://www.fbo.gov
IDENTIFY YOUR NORTH AMERICAN INDUSTRY CLASSIFICATION
CODES (NAICS)
EX: 541512 Computer Systems Design Services
http://www.census.gov/eos/www/naics/
DETERMINING SBA SIZE STANDARD
EX: 541512 $25M average annual receipts preceding 3 yrs
NOTE: There is a separate size standard for each NAICS
http://www.sba.gov/services/contractingopertunities/officials/size/index.html
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REGISTER YOUR BUSINESS
▼ Central Contractor Registration (CCR)
▼ Registration is mandatory to receive DoD Prime contract
▼ Allows electronic payment (the check is not in the mail)
▼ Must renew company information annually
▼ Automatically assigns Commercial and Government Entity
(CAGE) Code
CCR is the primary registration for US Federal Government
CCR collects, validates, stores and disseminates data in
support of agency acquisition mission.
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ONLINE REPRESENTATION & CERTIFICATION
APPLICATION (ORCA)
ORCA is used by Contracting Officer’s to determine the correct
size standard prior to contract award….
FAR 4.1200 Representations and Certifications mandated
prospective contractors to complete electronic annual
representations & certifications via ORCA at http://orca.bpn.gov
 Must have an active record
in CCR to register
 Must update annually or if
status changes
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DATA UNIVERSAL NUMBERING SYSTEM (DUNS)
▼ Mandatory before registering in CCR
▼ Provided by Dun & Bradstreet (D&B); telephone request – free
(866) 705-5711 may take 10 minutes or more
▼ Web request to www.dnb.com
(may take 15 business days)
▼ Unique nine-digit identifier for a single
business entity
▼ List sold to other companies; must contact
D&B to request removal from marketing list
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DUN & BRADSTREET (D&B)
Dun and Bradstreet (D&B) is a company that provides business
information for credit, marketing and purchasing decisions. Its
“data universal numbering
system” known as DUNS.
DUNS numbers are used by
businesses and the federal
government to keep track
of more than 70 million
businesses world-wide
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TAX IDENTIFICATION NUMBER (TIN)
What is a Tax Identification Number ?
A TIN is an identification number used by the Internal Revenue
Service (IRS) in the administration of tax laws. It is issued
either by the Social Security Administration (SSA) or by the
IRS. A Social Security Number (SSN) is issued by the SSA
whereas all other TIN’s are issued by the IRS.
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HOW TO IDENTIFY OPPORTUNITIES
WITHIN DOD
▼ Posting of contract actions:
 Federal Business Opportunities (FedBizOpps) is a web-based
system for posting solicitations and other procurement-related
documents to the Internet. FedBizOpps was designated by the
Federal Acquisition Regulation as the mandatory "government
wide point of entry for the posting government business
opportunities greater than $25,000.”
▼ For more information visit:
www.fbo.gov
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HOW TO LOCATE INFORMATION ON
SPAWAR OPPORTUNITIES
▼ On the SPAWAR website (www.spawar.navy.mil) click on
“For Industry Partners” which will direct you to our ecommerce site. A list of our future opportunities, open
solicitations, and contract awards is available for the
SPAWAR Headquarters, as well as for SSC Atlantic and
SSC Pacific.
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SPAWAR WEBSITE
https://e-commerce.sscno.nmci.navy.mil
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HOW TO LOCATE A BUSINESS
OPPORTUNITY
SPAWAR website - look at the “Future Business
Opportunities” select an opportunity
▼ Read the statement of work - If the
requirement matches your business
capabilities:
▼ Subscribe – give the company name,
address, telephone number, point of
contact, email address
▼ Bidder’s List – automatically the system will enter the
company to the Bidder’s List (all interested businesses).
Great Marketing Tool
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HOW TO LOCATE A BUSINESS
OPPORTUNITY CONT.
▼ Additionally, on the left side of the Main Menu – there is an
option “Read Me First” SPAWAR has a secure website,
therefore you must subscribe if you wish to be
automatically notified when there is a business
opportunity under your NAICS Code.
▼ Electronically notification will be sent every time
something about the requirement changes or
funding is received
▼ Follow the instructions in the solicitation and contact the Contract
Specialist with any questions!
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▼ NAVSEA Multiple Award Contract (MAC) IDIQ vehicle with CPFF
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and FFP pricing
SeaPort-e – The Navy’s electronic platform for acquiring
support services in 22 functional areas
Individual task orders competed in one of seven geographic
zones
 No sole source orders
1,800+ prime contractors
 nearly 85% of its contract–holders are small businesses
 Competitive 8(a) Set-asides
SPAWAR vehicle of choice
 Caps on pass-through costs, labor escalation, and fee/profit
 Streamlined evaluation process
 Web portal for electronic commerce: www.seaport.navy.mil
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HAVE A MARKETING STRATEGY!
▼ Develop a strategy and a plan:
 Determine what customer procure the services and/or
commodities you provide
 Determine what programs/customers you can support
 Find out as much as you can about their
programs/needs (e.g. public websites, networking, etc. )
 Determine your role and limits (prime, subcontractor,
capabilities, etc.)
 Identify contract requirements
 Identify team
 Develop strategy for responding to a
solicitation
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Mentor - Protégé Program
▼ Benefits to Mentors
 Funded by DoD to nurture and develop
long-term relationships with qualified
small business vendors.
 Teaming opportunities with the Protégé
to win new contracts and/or
subcontracts
▼ Benefits to Protégé
 Open doors
 Use as a marketing tool
 Pursue business with other prime
contractors
 Receive assistance from a major prime
contractor
 Develop long-standing business
relationship
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SBIR and STTR Programs
http://www.sbir.gov/about/index.htm
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AVAILABLE RESOURCES
▼ Procurement Technical Assistance Centers
 (PTACs) are located in most states and are
partially funded by DoD to provide small business
concerns with information on how to do business
with the DoD. They provide training and
counseling on marketing, financial, and
contracting issues at minimal or no cost..
▼ San Diego Contracting Opportunities Center-PTAC
4007 Camino del Rio South, Suite 210, San Diego, CA 92108
(619) 285-7020
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HELPFUL SOURCES OF INFORMATION
You should familiarize yourself with contracting procedures
http://farsite.hill.af.mil/
Defense Procurement and Acquisition Policy
http://www.acq.osd.mil/dpap/index.html
Defense Acquisition University
http://www.dau.mil/default.aspx
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DoN Office of Small Business Programs
http://www.donhq.navy.mil/OSBP/
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SPAWAR RESOURCES AND CONTACT
INFORMATION
▼ Faye Esaias, Director for Small Business Programs
 Phone: (619) 524-7701 or email: faye.esaias@navy.mil
▼ Robert “Zack” Zaccaria, Deputy for Small Business
 Phone: (619) 524-7701 or email: robert.zaccaria@navy.mil
▼ Michelle Nolen, Deputy for Small Business NMCI and MentorProtégé Program
 Phone: (619) 524-7701 or email: michelle.nolen@navy.mil
▼ Deputy for Small Business for SSC Pacific
 Vacant – (619) 553-4326
▼ Bob Meddick, Deputy for Small Business for SSC Atlantic
 Phone: (843) 218-5820 or email: robert.meddick@navy.mil
▼ SPAWAR SBIR Program Manager
 Summer Jones summer.m.jones@navy.mil
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QUESTIONS
THANK YOU for your time and attention.
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