Thank you! Ms. Lora Morrow, Deputy for SB, NAVFAC SW ph: ,

Transcription

1 Thank you! for attending the February 2016 Small Business Luncheon hosted by the Society of American Military Engineers, Orange County Post Please find attached the slides presented by: Ms. Lora Morrow, Deputy for SB, NAVFAC SW ph: ,

2 Orange County Post Thank you again to Our LUNCH Sponsors!

3 NAVFAC Southwest Office of Small Business Programs NAVFAC Southwest February 25, 2016 Lora E. Morrow Deputy for Small Business NAVFAC Southwest 1

4 Who is NAVFAC Southwest? Naval Facilities Engineering Command, Southwest, headquartered in San Diego, CA, provides all facilities acquisition, installation, engineering support, and base operating and maintenance services required to support Navy and Marine Corps Servicemen ashore throughout our sixstate area of responsibility. 63 NAVFAC Southwest 2 NAVFAC Southwest

5 NAVFAC SW Area of Responsibility Navy Installation - 10 ROICC San Francisco Bay ROICC Travis NOSC Alameda NOSC San Jose PWD Lemoore NOSC Sacramento NOSC Reno PWD Fallon (BOS) ROICC Bridgeport NOSC Salt Lake City Marine Corps - 8 Installation Air Force Base 1 Reserve Centers - 18 NOSC Denver PWD Monterey PWD Ventura County NOSC Los Angeles NOSC Moreno Valley NOSC Port Hueneme NOSC Point Mugu OICC MCI West ROICC Camp Pendleton MCAS Camp Pendleton PWD Coronado PWD San Diego PWD Point Loma MCRD ROICC Barstow NOSC San Diego NOSC North Island PWD China Lake PWD El Centro (BOS) NOSC Reno ROICC Twentynine Palms PWD Seal Beach ROICC Miramar 3 NAVFAC Southwest NOSC Phoenix ROICC Yuma NOSC Tuscon NOSC FT Carson NOSC Albuquerque

6 What NAVFAC Southwest Buys Capital Improvements Construction Services Architect & Engineering Services Design In-House Specialized Technical Services Ocean Engineering Environmental Environmental Planning/NEPA Environmental Compliance & Conservation Environmental Restoration Sustainable Solid Waste Management Public Works Facility Sustainment Utility & Energy Management Base Operation and Maintenance Facility Services Asset Management Real Estate Land & Installation Planning Facilities Planning Encroachment Management Facilities Integrated Logistics Support Real Property Acq, Mgmt & Disposal 4 NAVFAC Southwest

7 Top 10 NAICS Codes for FY2015 NAICS Description # of Actions $ Commercial and Institutional Building Construction 5 NAVFAC Southwest , Remediation Services , Facility Support Services , Plumbing, Heating, and Air Conditioning Contractors , Engineering Services , Highway, Street, and Bridge Construction Water and Sewer Line and Related Structures Const Power and Communication Line Construction All Other Specialty Trade Contractors Heavy Civil Engineering Construction Totals for FY2015: 6,531 Actions, $1,632,793, , , , , ,134

8 So how d we do? Category Prime Award Target (Goal) Actual Total Actual % Awards % Above or Below Prime Award Target Small Business 50.00% 823.4M 51.50% 3% Above HUBZone 10.00% 177M 11.07% 10.7% Above SDVOSB 4.00% 106.3M 6.65% 66.25% Above SDB 29% 575.5M 36% 24.14% Above WOSB 7% 197.4M 12.35% 76.43% Above 6 NAVFAC Southwest

9 How to work with NAVFAC SW Basic instructions for new contractors Step 1 Determine your NAICS Codes Step 2 Register in SAM Step 3 If SB, Register in Dynamic Small Business Search database Step 4 Monitor Solicitation Websites Use additional free resources available to you. 7 NAVFAC Southwest

10 Register on Solicitation Websites Solicitation Websites (NECO) (Fed Biz Ops) Register for individual solicitations -- Prime Contractor -- Subcontractor -- Vendor -- Interested Party N62473 Monitor solicitation websites manually! -- spend at least one hour per week mining sites. 8 NAVFAC Southwest

11 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. 9 NAVFAC Southwest

12 What are you? X 10 NAVFAC Southwest 2 November 2010

13 Marketing Tips DO YOUR HOMEWORK! - Know your customers BEFORE you approach them. - Never ask a potential customer what they do. You need to know this in advance! - Know your customer needs and buying habits - Approach with a SOLUTION to an identified need - Speak your customer s language - State customer use State terms - Federal customer use Federal terms - Commercial customers use industry term - Adapt your marketing strategy to fit your customer - Marketing should NOT be one-size-fits-all - Make an appointment do not drop in. 11 NAVFAC Southwest

14 Marketing Tips When asked, What do you do? - Don t say Everything. - Don t say I m a general contractor. * What you say may not be what your potential customer hears. - Don t lead with your socio-economic certifications. - Don t ask for sole source work! - FOCUS!!!!! - Focus on your IN-HOUSE capabilities - Be able to describe your core competencies - What sets you apart from your competition? - Be able to describe your previous work in terms that will relate to the customer s current needs. 12 NAVFAC Southwest 2 November 2010

15 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 (2) 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? 13 NAVFAC Southwest

16 Common Mistakes in Marketing Materials - Too long. - Tries to cover too much material - Poorly organized information Lacks focus - Too generic - Takes credit for work not performed by firm giving presentation (work experience from employees while working for another firm). - Missing information (NAICS, bonding, CAGE, DUNS, socio-economic certifications, licenses, etc.) - Past performance references either too lengthy or too short. - Information not relevant to customer buying needs or procurement authority 14 NAVFAC Southwest 2 November 2010

17 Dynamic Small Business Search Database Dynamic Small Business Search Database: - Update frequently as info for your firm changes - Capabilities narrative - Performance History (References) 15 NAVFAC Southwest

18 Additional Resources Small Business Administration Procurement Technical Assistance Center TechnicalAssistanceCenter.aspx DoD Small Business Professionals tracting_guide.htm NAVFAC Small Business Websites c_ww_pp/navfac_navfacsw_pp/sw_sb 16 NAVFAC Southwest

19 Questions? 17 NAVFAC Southwest