This is part 2 of our Navy Contracting Summit recap. See part one here. During the two-day event, representatives from several Department of Defense (DoD) agencies provided metrics for overall spending and small business breakdowns. With six months of a continuing resolution for fiscal year (FY) 2024, many agencies were near or above their SB goals (check out metrics at the end of this blog).  This continues to highlight the efforts Federal agencies are making to ensure SBs are providing support to the federal government.

Below are several tips shared during the event. If you’re an SB, this is a blog you should bookmark!

Explore Long-Range Plans

Many ordering agencies release their forecasting or long-range acquisition plans. Representatives from the Navy’s Office of Small Business Programs (OSBP) encouraged vendors to identify opportunities on those plans and contact the SB offices to explain how their services or goods can address these needs . Many Small Business Program Office (SBPO) representatives emphasized that they couldn’t help you if they didn’t know you existed, which points to a need for direct engagement. Get out there and make your name known. If you’re a SB, they recommended:

• Contact the SBPO in the geographic area where you reside
• Contact the SBPO in the area you want to do work
• Provide them with relevant one-pagers highlighting your company’s capabilities
• Register as an interested vendor on pages that have this option (more on this below)

NAFAC representative Kim Vallone said, don’t underestimate or overlook subcontracting opportunities. Register your SB on SubNet (more on this below) so your business can be found by large businesses looking to partner on strategic contracting opportunities.  

Respond. Respond. Respond.

We know proposals are time-consuming because we help companies (of all sizes!)  with their responses. But the government representatives all said – respond to the RFIs and Sources Sought, too. “We don’t know you’re out there if you’re not responding,” said Mid-Atlantic Relations Maintenance Center (MARMC) representative Stacey Cooper. Take the time to respond to the government’s Rule of 2 (LINK): they only need two SBs to ensure competition and make the opportunity a set aside. If you’re a SB, build this into your pipeline to gain the competitive edge. Learn how our team can help (LINK).

Answer, ‘How Can I Help You Meet Your Mission?’

When venturing into the government contracting (GovCon) space, it's essential to shift your mindset from "I do this type of thing" to "How can I help you [the government] meet your mission?" This approach was emphasized by representatives at the Summit, where they advised contractors to research the agency thoroughly before reaching out. Identifying the government's pain points can be accomplished by attending industry days, networking events like the Defense Leadership Forum’s event, and staying updated with industry news. Once these pain points are known, tailor your messaging to address them directly.

Paul Staley, from NAVSUP, highlighted the importance of thorough research. He suggested that once you identify the agency’s mission or needs, you should clearly demonstrate how your capabilities and expertise align with their requirements. For example, you might say, “My capabilities and expertise are closely tied to this previous contract, or I am interested in proposing these types of upcoming requirements.”

The Power of One-pagers

A one-page (yes, ONE page) capability statement can serve as an effective introduction to contracting officers. David Leinberger from the Army’s G-9 (Installations) office recommended focusing on your strongest North American Industry Classification System (NAICS) codes. He reiterated that presenting a laundry list of NAICS codes doesn’t help the government identify what you’re good at. He repeated, multiple times, that if you’re a master of all, you’re a master of none. Instead, select the NAICS codes that best represent your core competencies. Think of it like tailoring a resume for a job application—focus on relevancy and specificity. This may mean maintaining multiple tailored one-pagers, each created for different opportunities or offices in today's environment. If you need assistance with developing your one-pager, reach out to Trident for support!

If you’re a SB starting out, contact your local APEX Accelerator (formerly PTAC), so they know you’re there. These centers can connect you with local offices and provide guidance. Staley also recommended utilizing the “Search What the DON Buys” feature on the OSBP website. By searching by NAICS or Product Service Code (PSC), you can see who is buying what you’re selling. He also recommended you review the SB strategies for each command to understand the key initiatives and pivot to those.

Small Businesses Looking for Work

Subcontractors: If you’re a subcontractor, have you been on SubNet? This portal, sponsored by the Small Business Administration (SBA), is a subcontractor list “that bridges the gap between businesses seeking small businesses and small businesses seeking contracting opportunities.” If you’re a SB looking for partnering opportunities, visit this link to register your company today. Large businesses must advertise when they’re looking for subs.

NAVFAC: If you’re interested in supporting NAVFAC-related work, representatives highlighted their Workload Projections spreadsheet. Updated quarterly; this can be found on the NAFAC home page. To see the workload projections by region, visit this website. Navigate to “Workload Projections.” NAVFAC also hosts bi-annual Industry Day events to pitch goods and services.

NAVSUP: NAVSUP’s long-range estimate is posted twice a year. One bonus NAVSUP offers is their Interested Vendor Form. If you want to do business with NAVSUP, complete this form so they know you’re out there. Their website has a wealth of information, including a directory of their SB Offices. This is a page to bookmark!

Paul Stately, Deputy Director of the Office of Small Business Programs for NAVSUP in Norfolk, Va. provided the above slides to overview the Department of the Navy (Which includes the U.S. Navy and U.S. Marine Corps) major buying activities. (Source: Presentation by Paul Stately)

SeaPort: NAVSEA and others are required to use SeaPort NxG and NASA SEWP before posting a solicitation to SAM.gov. With that, trying to get on one of the contracting vehicles is important.

NITAAC GWAC: The National Institute of Health Information Technology Acquisition and Assessment Center (NITAAC) aims to become “the premier IT contract in the federal government,” according to Ricky Clark. The big topic on everyone’s mind was the Chief Information Officer-Solutions and Partners (CIO-SP4) award. Clark acknowledged the ongoing bid protests and said CIO-SP3 contract holders have been extended through Oct. 29, 2024, as they are more than a year behind in awarding. NITAAC expects to open the CIO-IT Commodities/Solutions (CIO-CS) GWAC in October 2024. This is for commercial items and not professional services. If you’re interested in getting on one of the GWACs, visit https://nitaac.nih.gov for a listing of the current contract holders; then reach out to them for possible opportunities!

Small Business Program Offices: If you want to partner with a local installation, contact the SBPOs. You should also contact your local government (city, county, or college/university) to see if they have an existing relationship with the installation. Finally, contact the contracting office on base to let them know you’re there.

Final Thoughts

Navigating the world of government contracting may seem daunting, but exploring long-range plans, responding proactively, and tailoring your approach can significantly enhance your chances of success. Establishing connections with SBPOs, utilizing resources like SubNet, and crafting specific one-pagers are practical steps to make your business stand out. Remember, it's about demonstrating your capabilities to help the government meet its mission. Stay informed, stay engaged, and leverage available tools and networks to carve your path in the GovCon space.

If you’re a small business looking for opportunities or are tackling your first proposal, contact Trident to see how our business intelligence analysts and proposal experts can help. Looking to train your team before that first proposal drops? Consider our FastProp course. This self-paced course will help you and your team write winning proposals.

Small Business Programs Goals for FY24

Department of the Navy FY24 Small Business Performance (Source: Presentation by Arveice Washington, Director, Navy Office of Small Business Programs)

NAVSEA FY 24 Small Business and MARMC FY24 SB Performance (Source: Presentation by Stacey Cooper, Deputy of Small Business Programs, MARMC)

Morgan Over
Morgan is our marketing manager and a proposal support specialist. When she isn’t handling marketing for Trident, she is tech editing documents and building orals decks for our clients. As a military spouse based on the East Coast, she supports clients around the world as part of our globally dispersed team.