August 2005

1
August 2005
H o w t o M a r k e t t o B r o o k h a v
e n N a t i o n a l L a b o r a t o r y.
2
This Presentation will cover

• Do Your Homework/Basic Information,
• Can YOU Do Business With BNL?,
• Construction Contracting,
• How Do I Begin?,
• Six Types of Small Businesses,
• SBA Certification for SDB/8a HUBZone,
• Tips When Talking to the Buyer,
• Important Marketing Points to Remember,
• Other Resources to Grow Your Business

3
Do Your Homework ! Basic Information

• First identify what WE do, then research
• what YOU can sell to the Lab.
• Our web site has a wealth of information
  www.bnl.gov

Basic Information

• BNLs broad mission is to produce excellent
  science in a safe, environmentally sound manner.
• We are located in Upton, Long Island, NY
• We have a staff of about 3,000 scientists,
  engineers, technicians and support staff AND over
  4,000 visiting researchers annually from all over
  the world.
• We do research in physical, biomedical,
  environmental sciences, energy technologies and
  national security.

4
Basic Information (Cont)

• BNL is a Department of Energy Prime Contractor,
  which means that we have to abide
• by Federal Government rules and regulations.
• On any government Prime Contract OVER 500,000
  (1 Mil for Construction) a Prime
• Contractor must submit a Subcontracting Plan to
  the Federal agency. The Plan identifies the
• s and goals for the utilization of the 6
  small business categories, in the performance of
  the
• Prime Contract. This is the reason we have a
  Small Business Program.
• Our Major Facilities are
• - Relativistic Heavy Ion Collider (RHIC) a
  particle accelerator for nuclear
• physics,
• - National Synchrotron Light Source (NSLS)
  which provides an entire spectrum
• of extremely bright light for research in
  biology, physics, chemistry,
• geophysics, medicine material science,
• - Alternating Gradient Synchrotron for high
  energy nuclear physics, and a
• - Accelerator Test Facility for generating,
  accelerating monitoring particle
• beams.

5
Basic Information (Cont)

• We are operated managed for DOEs Office of
• Science by Brookhaven Science Associates (BSA),
• an LLC founded by Stony Brook University, and
• Battelle a nonprofit, applied science and
  technology
• organization.
• Scientific Discoveries/Research at BNL
• L-dopa to treat Parkinsons disease Cocaine
  addiction
• treatment other addiction studies, Mental
  illness and
• aging Advanced energy technology studies Low
• temperature way to make PURE hydrogen for use in
  fuel
• cells, ThraxVAc to clean up Anthrax, etc.

6
Can YOU Do Business With BNL?

• Most of the time the answer is YES.
• BNLs major mission is science and research. We
  do NOT manufacture anything. We do
• however, purchase a vast amount of products
  and/or services to run this world class
  Laboratory.
• BNL IS the small town of Upton, NY zip code
  11973. We have our own police and fire
  departments,
• medical, gym, living facilities for visiting
  scientists/researchers and we even have our own
  on-site gas
• station.
• We are currently looking for
• The very specific products shown on the handout.
  
• We dont need
• These are some of the products/services we DO NOT
  need new sources for because we already
• have excellent suppliers
• Computer equipment services IT services
  Illegal products Janitorial supplies
  Laboratory
• supplies Office supplies furniture
  Safety supplies
• We rarely buy these services

7
Construction Contracting

• Construction contracts are handled differently.
  You must first submit a
• Pre-Qualification Proposal, in order to be
  considered for any construction contract.
• Contractors must submit the following
  documentation for consideration
• a)     Construction contractor Pre-Qualification
  Questionnaire,
• b)     Contractor Safety Record,
• c)     Asbestos Exclusion Certification,
• d)     Classes of Work,
• e)     Certifications and Representations
•  
• Once you have submitted these documents, your
  documentation will be reviewed by a BNL panel and
  if approved, you will be required to execute a
  Basic Ordering Agreement (BOA) contract. For an
  individual construction projects, each Contractor
  with whom the Laboratory has a BOA for that
  specific type of work, will be asked to submit a
  lump sum bid based on the specifications and
  drawings. The Laboratory will then award a Task
  Agreement to the low bidder under their BOA. To
  obtain the documentation go to
  www.bnl.gov/ppm/SDB/WhatWeBuy.asp scroll down
  to Construction.

8
How Do I Begin?

• First determine if BNL buys what you sell.
• Then register in our Supplier Registration
  Database All you have
• to do is send me an e-mail, which briefly
  identifies what product
• and/or service you want to sell to the Lab your
  company contact
• information AND the type of SMALL business you
  are (which of the 6 small business
• (SB) categories do you fall into).
• Not sure of your SB category go to
  www.bnl.gov/ppm/SDB/DefinitionNAICS.asp
• If your product and/or service can be used by
  BNL, then I will enter you in our Supplier
  registration
• Database and advise you who your Buyer/Contract
  Specialist is. 
• Email me (Jill Clough-Johnston, Small Business
  Liaison Officer) at clough_at_bnl.gov
• For more Small Business information go to

9
Six Types of Small Businesses

• Small Business (SB)
• A small business, including its affiliates, is
  one that is independently owned and operated, not
  dominant in the
• field of operation in which it is bidding on
  government contracts, and qualified as a small
  business under the
• criteria in 13 CFR part 121 - NAICS size
  standards. The North American Industrial
  Classification System or
• NAICS codes determine whether a business is
  considered small by their industry code. These
  codes pertain to
• the size of the firm and not the value of the
  procurement. The standards are set by either the
  number of
• employees or by the average annual sales over a
  three-year period. The NAICS are on the web at
• www.sba.gov/size.
• Small Disadvantaged Business (SDB)
• Is a small business that is at least 51 owned
  by one or more socially and economically
  disadvantaged
• people or in the case of any publicly owned
  business, at least 51 of the stock of which is
  owned by one or more
• disadvantaged people is a U.S. citizen owns,
  operates and manages the business on a daily
  basis and is
• in business at least one year.
• For BNL to take credit for a minority firm, the
  firm MUST be SDB or 8a certified through the SBA.
  
• For more information go to www.bnl.gov/ppm/SDB/C
  ertified.asp 
• The following people are automatically considered
  to be socially and economically

10
Six Types of Small Businesses (Cont)

• Small Disadvantaged Business (SDB) (Cont)
• -         Indian Tribes are those individuals
  who have at least 51 of their origins in any
  Indian tribe, band,
• nation or other organized group or community
  of Indians, including an Alaska Native
  Corporation person.
• -         Native Americans are considered
  American Indians, Eskimos, Aleuts, and native
  Hawaiians.
• -        Asian-Pacific Americans are those
  individuals who have at least 51 of their
  origins in
• Japan, China, the Philippines, Vietnam,
  Korea, Samoa, Guam, the U.S. Trust Territory of
  the Pacific
• Islands, Republic of Palau ( the Northern
  Marina Islands, Laos, Kampuchea, Cambodia),
  Taiwan,
• Burma, Thailand, Malaysia, Indonesia,
  Singapore, Brunei, Republic of the Marshall
  Islands, or the
• Federated States of Micronesia.
• -         Subcontinent Asian Americans - are
  those individuals who have at least 51 of
  their origins in
• India, Pakistan, Bangladesh, Sri Lanka,
  Bhutan, or Nepal. 
• The 8a program is a 9 year program for SDBs, for
  more info www.sba.gov/8abd.

11
Six Types of Small Businesses (Cont)

• Woman-Owned Small Business (WOB)
• Is a small business that is at least 51 owned
  by one or more women or in the case of any
  publicly
• owned business, at least 51 of the stock of
  which is owned by one or more women is a U.S.
• citizen owns, operates and manages the business
  on a daily basis and is in business at
• least one year. For more information go to
• www.bnl.gov/ppm/SDB/Certified.asp
• HUB-Zone Small Business (HUB)
• Is a small business that is located in an
  Historically Underutilized Business Zone
  (HUB-Zone)
• owned operated by one or more U.S. citizens
  and at least 35 of its employees must reside
• in a HUB-Zone. To find out where HUB-Zones are go
  to
• https//eweb1.sba.gov/hubzone/internet/general/
  findout.cfm
• For more information on HUB Zones -
  www.bnl.gov/ppm/SDB/Certified.asp
• For BNL to get credit, a HUB-Zone company MUST be
  
• certified through the SBA.

12
Six Types of Small Businesses (Cont)

• Veteran-Owned Small Business (VOB)
• Is a small business that is at least 51 owned by
  one or more veterans or in the case
• of any publicly owned business, at least 51 of
  the stock of which is owned by one or
• more veterans. For more info go to
  www.bnl.gov/ppm/SDB/Certified.asp
• Service-Disabled Veteran-Owned Small Business
• (SDVOB)
• Means a small business that is at least 51
  owned, operated and managed by one or
• more service-disabled veterans. In the case of
  any publicly owned business, at least
• 51 of the stock must by owned by one or more
  service-disabled veterans and whose
• management and daily business operations are
  controlled by one or more service-
• disabled veterans or in the case of a veteran
  with permanent and severe disability,
• the spouse or permanent caregiver of such
  veteran. A Service-disabled veteran is
• defined in 38 U.S.C. 101(2).
• For more info go to www.bnl.gov/ppm/SDB/Certifie
  d.asp

13
SBA Certification for SDB/8a HUBZone

• IMPORTANT
• For BNL to get credit, a minority business MUST
  be Small Business Administration (SBA) certified
• as a Small Disadvantaged Business (SDB) or an 8a
  business.
• For BNL to get credit, a HUBZone business MUST be
  Small Business Administration (SBA) certified
• as a HUBZone business.
• How do you get your business SBA certified?
• There is a detailed explanation on the BNL -
  Small Business Program web site, with a link to
  the
• SBA
• Go to www.bnl.gov/ppm/SDB/Certified.asp

14
Tips When Talking to the Buyer

• It is highly recommended that you call or email
  the Buyer or Contract Specialist, to introduce
  your company to
• them. Ask them if there are any current or future
  requirements you can help them with.
• It is VERY IMPORTANT to let the Buyer know that
  you fit into one (or more) of these categories
• Small Small Disadvantaged 8(a) Woman-Owned
  Veteran-Owned Service-Disabled Veteran-Owned or
  a
• HUB-Zone AND LET THEM KNOW IF YOU ARE SBA
  CERTIFIED.
• To look up your Buyer or Contract Specialist go
  to
• www.bnl.gov/ppm/SDB/Commodity20list.xls
•  
• The Laboratory strives to have more than one
  source of supply for a particular product and/or
• service and actively seeks small business
  suppliers.
• Make sure you are registered in the governments
  FREE Central Contractor Registration (CCR)
• Database (formally the SBAs PRO-Net) at
  www.ccr.gov.
• Our Buyers WANT to buy from these types of small
  business categories, because

15
Important Marketing Points to Remember

• Marketing
• - Follow up, follow up, and follow up on any
  contacts you have made.
• Make up two sets of business cards and
  stationary, one for Government and one for
  Commercial customers.
• Remember the little niceties your Mother taught
  you and send a thank-you note.
• MARKET, MARKET, MARKET!!!!!!!!!!!
• Market your company. Know your market niche and
  focus on it. Develop a succinct, one page
  summary of your companys expertise
• and capabilities including relevant experience,
  references with federal agencies, registrations,
  business type (especially if you are a small
  business) and the certifications you have with
  the SBA.
• Heres a great example

16
A GREAT Marketing Example

• This was sent to me in September (end of the
  government and our fiscal year)
• Its crunch time and purchasing is at its peak.
  XYZ Co. is a SMALL,
• SBA Certified SDB BUSINESS and I am here to work
  hard for YOU ! We
• provide Scientific products to many federal
  agencies (GSA, DoD, DoE).
• We are the GO TO GUYS for all your technology
  needs. Send me your
• RFQs and let me prove myself to you.
• What does the above little paragraph show a
  prospective customer?
• That they know that the Buyer is extremely busy,
• That they are a small woman-owned business, so
  the Buyer can possibly use them to help meet the
  companies small and woman-owned business goals.
  This is especially true at the end of the fiscal
  year,
• That they sell IT products and who their
  customers are, and
• If we give them a chance, they are willing to
  prove themselves.

17
Important points to remember (Cont)

• Networking
• Project a professional image, from that first
  telephone call, to the content and appearance of
  your companys capability statement,
• Market to everyone you talk to, you never know
  who your next customer
• will be,
• Participate in events/meetings attended by your
• target client,
• Attend trade fairs in your companys field and
  network,
• Then network, network, and network some more!!!

18
Other Resources to Grow Your Business

• BNLs Web site www.bnl.gov to research what the
  Lab does/staff
• directories to identify users.
• BNLs Small Business Program site
• www.bnl.gov/ppm/SDB/default.asp, OR click on A-Z
  Site Index on the left, then S for Small Buisness
  Program.
• Current Bidding Opportunities at the Department
  of Energy
• (DOE) http//e-center.doe.gov/ You must be
  registered on DOEs Industry Interactive
  Procurement System (IIPS) in order to bid.
• http//doe-iips.pr.doe.gov/

19
Other Resources to Grow Your Business (Cont)

• Empire State Development www.nylovesbiz.com
• Federal Government Bidding Opportunities
  www.fedbizopps.gov/
• Procurement Technical Assistance Programs
  www.sellingtothegovernment
• or www.aptac-us.org/new/
• Small Business Development Centers
  www.sba.gov/sbdc/
• Space Alliance Technology Outreach Program
  (SATOP) www.SATOPNY.com

20
Summary

• If you sell what we buy then send me an email
  briefly explaining what you sell, your contact
  information, including your business type
  (identify which type(s) of small business you
  are), and state whether you have any
  certifications. We will enter you in the
  Supplier Registration database. Then look up
  your Buyer or Contract Specialist on our web site
  and call them to see if they have any current or
  future requirements that
• you can help them with.
• If you have any questions and/or problems,
• please feel free to call me at 631 344-3173
• or e-mail me at clough_at_bnl.gov.
• Thank you for your attention!