Home' Army Acquisition Logistics and Technology Magazine : Army ALT January-March 2016 Contents Logistics Agency to promote business engagement with the
federal and state governments. I have worked with the PTACs
in Maryland, Ohio and Hawaii over the years and have been
a guest instructor at a number of their training events. The
PTACs will assist small businesses with using FedBizOps, the
Federal Procurement Data System – Next Generation and
other databases to research what government entities have
purchased products and services with the same NAICS or
similar product line. This can help the small businesses focus
their marketing on the government entities buying their kind
of products or services. PTACs also help with proposal writ-
ing and the formulation of business plans. Many of the Army
contracting offices around the country team with the local
PTACs to engage small businesses.
Stephen D. Kreider
Program Executive Officer for Intelligence,
Electronic Warfare & Sensors
Small businesses need to understand the importance of busi-
ness systems, earned value management (EVM) and rock-solid
in-house systems and software engineering and program man-
agement support when competing for Army procurements.
The ability to perform EVM, with an integrated risk- and
resource-loaded level-of-effort and schedule plan, is essential
to compete on the larger Army procurements.
Small businesses need to also understand their financial respon-
sibility requirements in the context of an acquisition program
and growth as well as the government payment procedures to
enable timely cash flow. It is more complicated if the contract is
cost-reimbursable and requires additional understanding.
In order to be qualified to compete on procurements requiring
a facility clearance, small businesses should explore classified
subcontracting opportunities with large businesses so they can
obtain a facility clearance via the subcontract. This will give
the small business the opportunity to participate in competi-
tions requiring a facility clearance. A contractor or prospective
contractor cannot apply for its own facility clearance. A pro-
curing activity of the government or cleared contractor, in
the case of subcontracting, may request the clearance when
a definite, classified procurement need has been established.
Consult the Defense Security Service for more information on
obtaining a facility clearance.
In an effort for small businesses to receive more business, it
is important to understand the importance of asking the
questions during the request for proposal (RFP) phase, to
fully understand the requirements, understand the perfor-
mance-based payments clause to assist with cash flow, and the
government solicitation process holistically.
In order to improve the quality of service to the A rmy and
cash flow to the contractor, small businesses should meet with
the contracting officer’s representative and contracting officer
and spend more time after award managing the new contract
and ensuring that invoices are prepared correctly and submit-
ted to the correct office or entered in the correct system.
Assistant Director for Small Business Programs
Program Executive Office for Simulation, Training
Small businesses should be familiar with the mission, organi-
zational structure, products and services procured by the Army
command. They should do an analysis of the products and
services to identify how they can best support the mission.
Small businesses should contact the command’s Office of Small
Business Programs to discuss their areas of interest, capabilities
and experience. They should participate in industry briefings,
conferences or any opportunities to interact with acquisition
and technical personnel. They should monitor the FedBizOps
website or other portals where requirements are posted.
Most importantly, small businesses should actively respond
to sources-sought notices and competitive requirements, and
pursue teaming, joint venture and subcontract opportunities.
Small Business Innovation Research (SBIR) Program Lead
U.S. Army Communications-Electronics Research,
Development and Engineering Center
I would tell small businesses to continually reach out to gov-
ernment, whether on the DOD, Office of the Secretary of
Defense or component SBIR websites, for topics and guidance
in submitting proposals, or attend the various sma ll business
events nationwide to personally speak with government repre-
sentatives regarding their areas of expertise. As much as small
businesses are looking for ways to work with government, the
government is truly interested in working with small business
to provide innovative research and development in project a nd
progra m development.
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132 Army AL&T Magazine
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