Huntsville Aerospace Marketing Association Monthly Luncheon
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1 Huntsville Aerospace Marketing Association Monthly Luncheon Mr. Lee Rosenberg Director Missile Defense Agency Office of Small Business Programs Approved for Public Release 17-MDA-9074 (6 March 17)
2 Today s Realities POTUS, 23 August 2017: We are committed to expanding and improving a state of the art missile defense system to shoot down missiles in flight. And we are getting better and better at it. It s actually incredible what s taking place. SECDEF statement, 20 September 2017: "...if we fail to adapt at the speed of relevance, our forces will lose... CJCS, 3 October 2017: "Based on the current capacity of the North Korean threat, both the type and the amount of missiles that they possess, we can protect Hawaii today against an ICBM. We can protect the continental United States against an ICBM... As the capacity of the threat increases - that is the size, not just the lethality, of missiles that they may possess - we need to be concerned about ensuring that our ballistic missile defense capability keeps pace with that threat. We do think an increase is warranted. USD (AT&L), 10 October 2017: It s all about velocity. We are trying to get stuff downrange quickly. POTUS, 22 December 2017: POTUS designates funding for MDA s FY18 Budget Amendment Missile Defeat and Defense Enhancement effort as emergency requirements. USD (R&E), 13 April 2018: We have become a process-driven acquisition structure We can either keep our process-driven structure, or our technical preeminence we cannot have both. The Time for Delays and Studies and Objections Is Over...The Threat Has Voted and Continues to Visibly Vote 2
3 Missile Defense Agency Missile Defense Agency Mission To develop and deploy a layered Ballistic Missile Defense System to defend the United States, its deployed forces, allies, and friends from ballistic missile attacks of all ranges and in all phases of flight Missile Defense Capability Globally Deployed 3
4 Missile Defense Agency Priorities - In Support Of The National Defense Strategy - Continue focus on increasing system reliability to build warfighter confidence Increase engagement capability and capacity Rapidly address the Advanced Threat Notional Multi-Object Kill Vehicle BMDS Meets Today s Threat but Requires Additional Capacity and Advanced Capability to Stay Ahead of the Evolving Threat 4
5 MDA Defense Strategy Inventory Increase Reliability and Capacity Notional Space Sensor Layers Reduce Salvo Size & Expand Capability of Existing System Sensor Coverage -LRDR, HDR, Pacific Radar, Atlantic Radar, Airborne EO/IR Adding an Aegis Layer to GMD Multi-Object Kill Vehicle Notional Space Sensor Layers Multiple Kill Vehicles - Multiple objects per interceptor Multi-Object Kill Vehicle Boost Phase Kill - High Energy Lasers/Directed Energy - Kinetic Weapons Hypersonic Vehicle Defense Potential Space-Based Interceptor Increasing Capability 5
6 MDA Office of Small Business Programs (OSBP) Mission/Vision The Mission of the Office of Small Business Programs (OSBP) is to enable the Missile Defense Agency to gain access to the efficiency, innovation, and creativity offered by small businesses OSBP has a Vision to remain an integral player and value added advisor in the development of MDA acquisition strategies to ensure compliance with laws, directives, goals, and objectives related to small business initiatives; to serve as a facilitator for accessing untapped small business resources; and to serve as an advocate for small business in MDA procurements Approved for Public Release 6 17-MDA-9074 (6 March 17)
7 Approved for Public Release 18-MDA-9700 (25 Jun 18) 7
8 Other Opportunities Approved for Public Release 18-MDA-9700 (25 Jun 18) 8
9 MDA OSBP Websites Approved for Public Release 17-MDA-9074 (6 March 17) 9
10
11 BACKUP
12 MDA Small Business Marketplace 4 Major MDA Marketplaces for Small Businesses Subcontracting Opportunities With Our Large System Prime Contractors Advisory and Assistance Services (TEAMS) Small Business Innovation Research/Small Business Technology Transfer (SBIR/STTR) Programs Infrastructure Support Approved for Public Release 17-MDA-9074 (6 March 17)
13 Marketing to MDA Register your company in the System for Award Management (SAM) website Register in the MDA Small Business Directory ( Ensure your DUNS Number AND NAICS Codes are on all marketing documents Meet with the MDA OSBP first before other offices in the Agency No one size fits all tailor your marketing literature to the prospective customer Target your market within the Agency and do your homework (mission/ environment/ landmines / hot buttons ) of prospective customer Differentiators count (what separates you from other great performers?) Don t try to be everything to everybody Under Promise Over Deliver Approved for Public Release 17-MDA-9074 (6 March 17)
14 Marketing to MDA You translate the relevancy of your Past Performance-don t expect your prospective customer to do it Respond to sources sought and answer the mail Don t discount the value of subcontracting opportunities- they can get you in the front door Attention to Cyber Security and Security Clearance requirements is a MUST! Your number one marketing tool in Government contracting is the proposal you submit against a Government solicitation! Finally NOTHING SELLS LIKE GREAT PERFORMANCE! Approved for Public Release 17-MDA-9074 (6 March 17)
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