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Secrets & MythsSecrets & Myths((Contracting with SOCOM)Contracting with SOCOM)

• The secret of business is to know something that nobody else knows.

» Aristotle Onassis

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Col Paul Bugenske

Director of ProcurementThe views presented are those of the speaker or author and do

not necessarily represent the views of DoD or its Components

UNCLASSIFIED

OVERVIEWOVERVIEW

•If you haven’t worked with SOCOM…•Gov Always Gets It Right!•Truth About Source Selections•We Target the Holidays•Services•The Blacklist•The Future•What Irritates Us•Small Business•Take Aways

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If you haven’t worked with SOCOM…You Can’t Win!

• Brotherhood

• Trust– Developing Relationships

– MSgt

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Com

petit

ion

Tre

nds

Most of what we do is Sole-Source!

Data source: FPDS-NG

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USSOCOM COMPETITION

10% increase since FY11

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Govt always gets it right!• Ready, Fire, Aim!

• Requirements– IGCE

• Budget Drive– Spend it, or lose it

• 14 years – 3.5 years

• 14 Page Checklist– Riding the Caboose

• Policy changes…

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The Fix

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Peeking Behind the Source-Selection Door

• L&M Is the Key

• Do we compare?

• Are we Biased? – The Incumbent always wins!

• War on Profit

• Is Best Value Really Best?– It’s Subjective

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We Target the Holidays

• FY Driven

• 6 month Services Extension Clause

• Box of Crayons

• Performance Based Requirements

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Service Contracts

• DoD not trained on Services SOW

• FFP on Service Contracts

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Protest – Is there a Blacklist?

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FY12 FY13 FY14

Agency 1 1 0

GAO 9 8 6

SBA/OHA 5 3 1

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Nu

mb

er

FY12-14 Protests (as of 13 Dec 13)

Denied Withdrawn Dismissed CorrectiveAction

Open

FY12 6 1 3 5 0

FY13 5 1 3 1 2

FY14 1 0 1 5 0

01234567

Nu

mb

er

FY12-14 Protests (as of 13 Dec)

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What Does the Future Hold?• Service Reductions

– 51Cs 42%

– AF Capt/Maj Incentives…O5s?

• Impacts:– LPTA

– Increase in Outsourced requirements

– More Policy

• Chasing OEF– OCS

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What Irritates Us

• Ethics– Please don’t tempt us

– Means you too

• Proprietary Info

• Auditable, Repeatable, and Defendable

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We’re Ripe for a Small Business Solution

Small Business Small Disadvantaged Woman Owned Service Disabled Historically Underutilized

Business Small Business Veteran Owned Business Zone

FY13 ($M) 601.0 125.2 81.3 119.4 16.3

PE

RC

EN

T

23

5

23

1

25.56

5.33

3.465.08

0.66

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Take Away’s

• If I'd asked customers what they wanted, they would have said "a faster horse."

» Henry Ford

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