Contracting with SOCOM)
•
The secret of business is to know something that nobody else knows.
»
Aristotle Onassis
Col Paul Bugenske
Director of Procurement
The views presented are those of the speaker or author and do not necessarily represent the views of DoD or its Components
1
UNCLASSIFIED

OVERVIEW
• If you haven’t worked with SOCOM…
•
Gov Always Gets It Right!
•
Truth About Source Selections
•
We Target the Holidays
•
Services
•
The Blacklist
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The Future
•
What Irritates Us
•
Small Business
•
Take Aways
UNCLASSIFIED

If you haven’t worked with
SOCOM…You Can’t Win!
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Brotherhood
•
Trust
–
Developing Relationships
–
MSgt
UNCLASSIFIED
3

Most of what we do is Sole-Source!
Data source: FPDS-NG
UNCLASSIFIED

USSOCOM COMPETITION
UNCLASSIFIED
10% increase since FY11

Govt always gets it right!
•
Ready, Fire, Aim!
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Requirements
–
IGCE
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Budget Drive
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Spend it, or lose it
•
14 years – 3.5 years
•
14 Page Checklist
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Riding the Caboose
• Policy changes…
UNCLASSIFIED
6

240
220
200
180
160
140
120
100
80
60
40
20
0
UNCLASSIFIED
The Fix
Contracting Related Policies
Cumulative (Oct 2010 - Dec 2012)
7

Peeking Behind the
Source-Selection Door
•
L&M Is the Key
•
Do we compare?
•
Are we Biased?
–
The Incumbent always wins!
•
War on Profit
•
Is Best Value Really Best?
– It’s Subjective
UNCLASSIFIED
8

We Target the Holidays
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FY Driven
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6 month Services Extension Clause
•
Box of Crayons
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Performance Based Requirements
UNCLASSIFIED
9

Service Contracts
•
DoD not trained on Services SOW
•
FFP on Service Contracts
Product/Service Breakdown
Products
$948 790 892
Services
$1 522 074 522
UNCLASSIFIED
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UNCLASSIFIED
Protest – Is there a Blacklist?
4
3
2
1
0
7
6
5
FY12-14 Protests (as of 13 Dec 13)
10
9
8
7
6
5
4
3
2
1
0
Agency
GAO
SBA/OHA
FY12
1
9
5
FY13
1
8
3
FY14
0
6
1
FY12-14 Protests (as of 13 Dec)
FY12
FY13
FY14
Denied
6
5
1
Withdrawn
1
1
0
Dismissed
3
3
1
Corrective
Action
5
1
5
Open
0
2
0
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What Does the Future Hold?
•
Service Reductions
–
51Cs 42%
– AF Capt/Maj Incentives…O5s?
•
Impacts:
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LPTA
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Increase in Outsourced requirements
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More Policy
•
Chasing OEF
–
OCS
UNCLASSIFIED
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What Irritates Us
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Ethics
– Please don’t tempt us
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Means you too
•
Proprietary Info
•
Auditable, Repeatable, and Defendable
UNCLASSIFIED
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We’re Ripe for a
Small Business Solution
23
25.56
5
5.33
2
3.46
3
5.08
1
0.66
FY13 ($M)
Small Business Small Disadvantaged Woman Owned Service Disabled Historically Underutilized
Business Small Business Veteran Owned Business Zone
601.0
125.2
81.3
119.4 16.3
UNCLASSIFIED

Take Away’s
•
If I'd asked customers what they wanted, they would have said "a faster horse."
» Henry Ford
UNCLASSIFIED
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