8.6.09 Army - Dan Shackelford - MEDCOM

U.S. Army Medical Command

National Small Business Contracting SummitU.S. Army Spotlight

Dan E. ShackelfordAssociate Director, Small Business

UNCLASSIFIED

August 6, 2009


UNCLASSIFIED 6 August 2009Slide 2 of Dan Shackelford/MCAD-SB

Mission

To champion small business interests in the U.S. Army Medical Command's health care acquisition process.

We do this by• Providing training, assistance and counseling to the small

business community about doing business with the Army Medical Command.

• Providing training, assistance and counseling to our internal customers about contracting with small businesses.

• Assisting internal customers in identifying small business resources to meet their needs.

• Conducting outreach and match-making events.

We are also the Medical Command’s primary liaison with the Small Business Administration for health care acquisitions.



Geographic Responsibility



Contact Information

Dan E. ShackelfordAssociate Director for Small BusinessVoice: (210) 221-4267FAX: (210) 221-4126Email: [email protected]

Nancy Villarreal Procurement AnalystVoice: (210) 295-4415FAX: (210) 221-4126Email: [email protected]

http://sb.amedd.army.mil



What We Buy

Physicians

Dentists

Nurses

Psychologists

Chiropractors

Optometrists

Emergency Room Services

PROFESSIONAL SERVICES

http://www.photostogo.com/store/101','True','410405','D%7CBuwMDN4yZC','aL%5EOXVCF-@ToQQ_9PZ2W%7CZ5iP','110','133','Doctor%20holding%20clipboard%20%20and%20%20talking%20on%20cell%20phone','1511','7%2057%2058%20208%20263%20281%20361%20413%20597%20598%20636%20661%20789%20869%20942%20956%20961%201026%201284%201295%201431%201473%201476%201686%202898%202907%203326%204087%204640%205778%205833','743','dOaEsSDU4NLT

http://www.photostogo.com/store/101','True','550528','FxDu%7DSHQ6$PC','bP%5EPZX~FjCV4PK8ckuQD6V_l$','87','132','Doctor%20%20and%20%20patient,%20Exam','1483','7%20151%20350%20361%20420%20597%20598%20661%20789%20869%20931%20942%20946%201292%201447%201476%202661%202908%202919%203481%205690%205740%205833','905','fKcElYHX6PJT



What We Buy

Technicians

Nurse Assistants

Therapists

Lab Testing Services

Occupational Health

Administration

NONPROFESSIONAL SERVICES

http://www.photostogo.com/store/101','True','455689C','E1BuwT3PwxjVC','aPcQ%60ZXMHQFDduCa%7D%5E@Fqg4QAD','132','87','Optometrist%60s%20receptionist%20making%20appointment','863','6%207%2010%20263%20454%20597%20598%20661%20789%20869%20873%20875%20893%20942%20956%201058%201131%201284%201293%201295%201431%201435%201535%202441%202516%202527%202844%202907%203302%205691%205709%205834','863','eQaEsZ3WwW4lT

http://www.photostogo.com/store/101','False','183910A','~xvu9QKO51zZC','%5ESaTYFAKGQG1zjDWS$H75-%7ByTj','140','92','Medical%20lab%20technician%20using%20a%20microscope','148','7%2013%20350%20414%20597%20615%20707%20771%20789%20802%20869%20942%201121%201290%202458%202667%202804%202851%202898%202908%205111%205833','199','%5ETgEYN4T5NeVT

http://www.photostogo.com/store/101','True','359491','C0BuqRNN%7DdNC','%60PgOaI~K-HlxVIv%7CDWzBiYIzl','92','141','Doctor%20looking%20at%20CAT%20scan%20and%20talking%20on%20phone','1238','7%20201%20263%20350%20361%20597%20598%20615%20636%20789%20869%20942%20961%201284%201291%201295%201431%202440%202667%202804%202907%205833','653','cPaEkXNU%7DJPT



What We Buy

Housekeeping

Laundry and Linen Service

Medical Equipment and Maintenance

Third Party Collections

Medical Supplies

OTHER SERVICES,SUPPLIES, AND

EQUIPMENT

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http://www.photostogo.com/store/101','False','099713','C08xAVLA1rC','lTgRYJxKLIXla~0H-vE7iWDv@','126','125','Doctor%20in%20protective%20clothing','148','7%20361%20636%20661%20789%20869%20942%20961%201269%202419%202440%205834','64','cOXKasKA1GT

http://www.photostogo.com/store/101','False','095218D','~jAu8RHM5pfoC','lTcMYOEMtRM7%60ZIkd5K6%7BYvhdu','140','92','Medicine%20vial%20%20and%20%20injection%20syringe','61','374%20535%20598%20650%20750%20789%20790%20952%201227%201455%202440%202499%202868%205834%205882','232','_N%60EXRHJ5ZflT

How To Do Business With MEDCOM



Identify your Product or Service

• Correct Federal Supply Classification (FSC) code (www.dlis.dla.mil/h2/) and North American Industry Classification System (NAICS) code (www.census.gov/naics)

• Be able to explain, briefly and in nontechnical terms, what makes your product or service better than that of your competition.

• Prepare:– “Elevator Speech” (less than 1 minute)– Capabilities Statement (1-2 pages)– Capabilities Briefing

http://www.dlis.dla.mil/h2/



Register your Business

• Register in the Central Contractor Registration (CCR) (www.ccr.gov)

• Must have DUNS number (https://eupdate.dnb.com/requestoptions/government/ccrreg/)

• Complete SBA Profile as part of CCR Registration• Capabilities Narrative• Keywords

http://www.ccr.gov/



Identify Buying Offices

• Learn which buying offices purchase your product or commodity.

• Contact the Small Business Specialist in appropriate buying offices.

• Brief Capabilities Statement• Product Brochure• Contact Information

• Learn how they do business• Selling to the Military Handbook (

www.acq.osd.mil/sadbu/publications/selling/index.html)• Selling to the Army (www.sellingtoarmy.info)• Doing Business with the MEDCOM (sb.amedd.army.mil)

http://www.acq.osd.mil/sadbu/publications/selling/index.html



Investigate Opportunities

• Federal Supply Schedule• Small Business Programs• Subcontracting• Commercial Buys

• Federal Business Opportunities(https://www.fbo.gov/)

• DOD Emall(https://dod-emall.dla.mil)

• Army Single Face to Industry(https://acquisition.army.mil/asfi/)



Market your Firm

• The first presentation of your company’s capabilities should be to the Small Business Specialist at the activities that buy your products or services.

• Respond to Sources Sought and RFI announcements• Participate at Industry Days, Workshops, Conferences• If you don’t win a competition, always ask for a debriefing.



ARMY STRONG

ARMY MEDICINE

Documents

8.6.09 Army - Dan Shackelford - MEDCOM