How to do Business with the Army
U.S. Army Materiel Command relies on industry partnerships to deploy, equip and sustain the warfighter.
The following steps can be used as a guide to doing business with the Army.
1. DETERMINE THE PRODUCT OR SERVICE
It is very important to first determine the exact product or service you wish to sell to the Army. In order to correctly differentiate between marketing strategies and individual customers with specific needs. Product and Service Codes (PSC) are used to categorize products, services, or research and development (R&D) activity purchased by the federal government. The four-digit codes indicate what was bought for each contract action reported in the Federal Procurement Data System (FPDS). The PSCs are listed here: https://www. acquisition.gov/psc-manual.
In addition, the North American Industry Classification System (NAICS) groups establishments into industries based on its primary activity: https://www.census.gov/naics. Once a product or service has been chosen, use the Small Business Administration (SBA) size standard table located at: https://www.sba.gov, to determine the business size in the NAICS code. It is not uncommon for companies to qualify as “small” for one type of product they sell, but as “large” for another.
2. REGISTER IN THE SYSTEM FOR AWARD MANAGEMENT
In order to do business with the U.S. government, including contracts and grants, businesses must register in the System for Award Management (SAM). Registration is free and can be accomplished online at https://www.sam.gov. A new Commercial and Government Entity (CAGE) code will be assigned if one doesn't already exist, or, if there is a current CAGE code, that information will be updated. The CAGE code is a five-character alpha-numeric identifier assigned to entities located in the U.S. and its territories.
On April 4, 2022, the Data Universal Number System (DUNS) number retired and the Unique Entity Identifier (UEI) became the new authoritative identifier at the federal level (including in federal systems such as SAM, FPDS, and USASpending). The UEI is assigned by the General Services Administration (GSA) within SAM; and GSA has already assigned UEIs to entities with existing registrations and/or debarments/ suspensions in SAM. This transition allows the government to streamline the entity identification and validation process, making it convenient for entities to do business with the federal government. Note, the Commercial and Government Entity (CAGE) code will still be required on entity registrations for purpose of “all awards” in SAM, and will maintain the same one-to-one relationship with the UEI (at the Electronic Funds Transfer Indicator level) as it does with the DUNS number today for use within the department’s Procure-to-Pay (P2P) processes.
After an initial SAM registration, it must be updated annually. To note, the Dynamic Small Business Search profile of the SAM registration is a database is also used by government buyers seeking specific small businesses.
3. KNOW WHICH DIVISION OF THE ARMY WOULD BUY A PRODUCT OR SERVICE
Billions of dollars are expended annually in support of the Army’s mission. Most of the Army’s buying activities make purchases in support of their individual base requirements and are considered local buys. The major Army Commands also have contractual responsibilities, depending upon their mission requirements.
Find your niche. Don’t try to be everything to everybody. Products and services should only be marketed to potential customers that buy what you sell. Create a one-page capabilities statement that summarizes your experience. Longer capability briefings should be tailored to the specific customer you are meeting and demonstrate how you can address their challenges, including how your service or product has a positive impact on a program manager’s cost, schedule and performance.
4. RESEARCH CUSTOMERS
As with any customer, it is best to do research about the activity before contacting them. Many Army activities maintain their own websites and this information may be helpful in identifying the primary mission of that command.
DOD’s Small Business Professionals (SBPs) are advocates for small businesses and should be the first point of contact inside an agency. SBPs can help customers understand their organization’s mission, culture, challenges and requirements. Links to DOD small business offices are available at https:// business.defense.gov/Small-Business/DoD-Small-Business- Offices.
• U.S. Army Materiel Command – https://www.amc.army.mil
• U.S. Army Corps of Engineers – https://www.usace.army.mil
• U.S. Army Medical Command – https://armymedicine.health.mil
• National Guard Bureau – https://www.nationalguard.mil
5. DETERMINE IF THE GOVERNMENT PURCHASE CARD CAN BE ACCEPTED
Certain personnel at each installation are authorized to use government purchase cards (also known as IMPAC) to buy supplies and services valued at $5,000 or less. Some activities may be able to provide a listing of the purchase card holders who can directly market products or services.
6. SEEK ADDITIONAL ASSISTANCE IN THE DEFENSE MARKETPLACE
There are numerous agencies that can assist small business firms seeking to do business with the Army and other federal agencies.
• The Small Business Administration (SBA) provides a wide array of services to small businesses, including counseling, certifications, financial assistance, small business management assistance, and free or low cost training. For more information, go to https://www.sba.gov.
• Procurement Technical Assistance Centers (PTAC) serve as a resource for businesses that are both pursuing and performing under government contracts. They are located in most states and are partially funded by DOD. Services provided by PTACs include counseling, registration assistance for systems such as SAM, identification of contract opportunities, help in understanding requirements and training at minimal or no cost. For more information, go to https://www.aptac-us.org.
• Small business development centers provide aspiring and current small business owners a variety of free business consulting and low-cost training services, including business plan development, manufacturing assistance, financial packaging and lending assistance, exporting and importing support, disaster recovery assistance, procurement and contracting aid, market research help, 8(a) program support and healthcare guidance. For more information, go to https://www.sba.gov/tools/local-assistance/sbdc.
• The Service Corps of Retired Executives is a nonprofit association dedicated to helping small businesses get off the ground, and to grow and to achieve their goals through education and mentorship. They are supported by the SBA and thousands of volunteers and consequently can deliver services at minimal or no cost. For more information, go to https://www.SCORE.org.
7. BECOME FAMILIAR WITH CONTRACTING REGULATIONS AND PROCEDURES
It is important to understand the rules that govern DOD acquisitions, as they are complex. The following regulations govern contracting procedures within the Army and are available online:
• Federal Acquisition Regulation (FAR) –
• The Defense Federal Acquisition Regulation Supplement (DFARS) –
• The Army Federal Acquisition Regulation Supplement (AFARS) –
8.UTILIZE THE ARMY SMALL BUSINESS PROGRAMS
The Army runs several socioeconomic programs that provide assistance to small businesses of various types: https://osbp.army.mil:
• Service-Disabled/Veteran-Owned Small Business
• Historically Underutilized Business Zones
• Small Disadvantaged/8(a) Business (SDB)
• Woman-Owned Small Business
• Small Business Innovation Research
• Small Business Technology Transfer
• Historical Black Colleges and Universities/Minority Institutions
9. PURSUE SUBCONTRACTING OPPORTUNITIES
Regardless of the product or service, a very large secondary market exists in subcontracting opportunities with DOD Prime Contractors. The DOD Prime Contractor Directory identifies large prime contractors that are required to establish subcontracting plans. The list includes company names, prime contract numbers, contract periods of performance, NAICS codes, company points of contact (POCs), POC phone numbers and POC email addresses. This directory includes contact information of prime contractors for potential subcontracting opportunities. For more information, go to https://business.defense.gov/Acquisition/Subcontracting/Subcontracting-For-Small-Business. SBA’s SUB-Net allows to search for potential subcontracting opportunities. SUB-Net identifies subcontracting solicitations and opportunities posted by large prime contractors and other non-federal agencies. You have to create an account to use this resource. For more information, go to https://web.sba.gov/subnet.
The Small Business Administration's "Subcontracting Assistance Directory" identifies who can be contacted for questions about subcontracting. For more information, go to https://www.sba.gov/federal-contracting/contractingguide/prime-subcontracting.
10. MONITOR FEDERAL BUSINESS OPPORTUNITIES
Federal business opportunities are posted on https://www.sam.gov. This is a single point of entry for the federal government and should be monitored daily.
11. CONNECTING INDUSTRY AND DOD
The Defense Innovation Marketplace, https://www.defenseinnovationmarketplace.mil, is a communications resource, providing industry with improved insight into the Research and Engineering (R&E) investment priorities of DOD. The marketplace contains DOD R&E strategic documents, solicitations and news/events to inform Independent Research and Development (IR&D) planning. The IR&D Secure Portal houses project summaries that provide DOD with visibility into the IR&D efforts submitted.
Your organization's IR&D data input into the marketplace is considered proprietary and protected accordingly. Access to the database is restricted to DOD federal employees or military only with a direct interest in technology development or S&T planning and who have a Common Access Card.
12. PROTECTING THE DOD’S UNCLASSIFIED INFORMATION
DFARS Clause 252.204-7012, Safeguarding Covered Defense Information and Cyber Incident Reporting, requires contractors/subcontractors to provide adequate security to safeguard covered defense information that resides on or is transiting through a contractor’s internal information system or network. Covered defense information means:
• Unclassified controlled technical information or other information as described in the controlled unclassified information registry that requires safeguarding or dissemination controls pursuant to and consistent with law, regulations and government-wide policies and is
1) Marked or otherwise identified in the contract, task order or delivery order and provided to the contractor by or on behalf of DOD in support of the performance of the contract; or
2) Collected, developed, received, transmitted, used or stored by, or on behalf of, the contractor in support of the performance of the contract.
• Cybersecurity in DOD Acquisition Regulations, https://dodprocurementtoolbox.com
• Defense Procurement and Acquisition Policy, https://www.acq.osd.mil/dpap/dars/dfarspgi/current/index.html
• Cybersecurity Evaluation Tool, https://ics-cert.us-cert.gov/Downloading-and-Installing-CSET
• National Institute of Standards, Technology Manufacturing Extension Partnership, https://www.nist.gov/mep
13. INVESTIGATE FEDERAL SUPPLY SCHEDULES
As the acquisition workforce within the Army is downsized, more and more products and services are being purchased from General Services Administration (GSA) schedules. GSA’s acquisition solutions supply federal purchasers with costeffective high-quality products and services from commercial vendors. Contact https://www.gsa.gov for more information.
After customers have been identified, requirements researched and the procurement regulations and strategies generally understood, the final step is to market the product or service directly. Capabilities should be clearly presented to the Army activities and prime contractors. If the match is good, they can be provided with a cost-effective, quality solution to their requirements.
15. DOING BUSINESS WITH THE DEFENSE LOGISTICS AGENCY
Defense Logistics Agency (DLA) is DOD’s logistics combat support agency, providing worldwide logistics support in peacetime and wartime to the military, several civilian agencies and foreign countries. As the nation’s combat logistics support agency, DLA (https://www.dla.mil/) manages the global supply chain – from raw materials to end user to disposition for the military, 11 combatant commands, other federal agencies, partner and allied nations.
CENTERS OF INDUSTRIAL & TECHNICAL EXCELLENCE
Our arsenals and depots are certified as Centers of Industrial and Technical Excellence (CITE) by the U.S. Government and offer clear benefits to customers. Each Army depot or arsenal has specific technical competencies in one or more area. These CITES designations allow TACOM’s arsenals and depots to enter public-private partnerships with private industry.
Anniston Army Depot, Anniston, Alabama is the CITE for maintenance and overhaul of non-tactical generators, including locomotives, rail equipment, combat vehicles (wheeled and track except Bradley), assault bridging, artillery and small caliber weapons.
Red River Army Depot, Texarkana, Texas is the CITE for tactical wheeled vehicles, small emplacement excavator, Bradley Fighting Vehicle series, multiple launch rocket system chassis, Patriot missile re-certifications and for rubber products necessary for sustainment and support to the U.S. and Allied forces and agencies.
Rock Island Arsenal-Joint Manufacturing Technology Center, Rock Island, Illinois is the CITE for Mobile Maintenance Systems (MMS), Add-on Armor design, development and prototype fabrication and foundry operations.
Sierra Army Depot, Herlong, California is the CITE for Reverse Osmosis Water Purification Units and petroleum and water storage and distribution systems.
Watervliet Arsenal, Watervliet, New York is the CITE for cannons and mortars.
OUR FOCUS. BEST PRODUCTS AND SERVICES.
TACOM’s CITE areas of expertise and capabilities, delivered through collaboration, partnerships and commitment. With just one focus providing the best products and services for our men and women in uniform.
MAINTENANCE AND OVERHAUL OF NON-TACTICAL GENERATORS
COMBAT VEHICLES (WHEELED AND TRACK EXCEPT BRADLEY)
SMALL CALIBER WEAPONS
TACTICAL WHEELED VEHICLES
SMALL EMPLACEMENT EXCAVATOR
BRADLEY FIGHTING VEHICLE SERIES
MULTIPLE LAUNCH ROCKET SYSTEM CHASSIS
PATRIOT MISSILE RE-CERTIFICATIONS
MOBILE MAINTENANCE SYSTEMS
ADD-ON ARMOR DESIGN, DEVELOPMENT AND PROTOTYPE FABRICATION
REVERSE OSMOSIS WATER PURIFICATION UNITS
PETROLEUM AND WATER STORAGE AND DISTRIBUTION SYSTEMS
CANNONS AND MORTARS
TACOM’s Organic Industrial Base arsenals and depots can work with your company or organization to develop a public-private partnership (P3) that establishes a mutually beneficial relationship between us and your organization. Working together we can contribute to Army readiness.
We take pride in ensuring that partnerships are part of our portfolio. The power of partnering provides the government and industry with an opportunity to collaboratively build a customer-centered relationship resulting in the timely acquisition and production of high-quality equipment for the military services at a reduced cost.
TACOM’s arsenals and depots support two types of partnerships that enable Centers of Industrial and Technical Excellence (CITE) to engage in partnerships.
• P3 is a partnership between the government and one or more private sector companies. This partnership establishes a funded or operated partnership. P3 allows the TACOM arsenals and depots to partner with your organization or company.
• P2 is a public-to-public partnership. This type of partnership is built on an agreement between two government entities for the sale of its products and or services through a Memorandum of Agreement or Memorandum of Understanding. It is executed through a Statement of Work.
REQUEST MORE INFORMATION
To learn more about our P3 or P2 partnership opportunities, contact us today at email@example.com.
WHAT IS ARMS?
Armament Retooling and Manufacturing Support
(ARMS) is an opportunity for business growth and
expansion using government ammunition industrial
facilities and equipment. Contractors are finding
innovative ways to attract commercial work to these
industrial facilities. Idle capacity and capability available
at these facilities for use by the private sector include
land, buildings, equipment, utilities, communications,
transportation and skilled workers.
Two statutes primarily govern the ARMS program: 10 USC Chapter 434 § 4553 – Armament Retooling and Manufacturing Support Initiative and 10 USC Chapter 434 § 4554 – Property Management Contracts and Leases.
WHAT IS "ARMS?"
The ARMS Program was authorized by the ARMS Act of 1992 (10 USC Chapter 434) to encourage the commercial and government use of underutilized property at select installations, in order to compensate for reduced production volumes and facility closures that would adversely impact the local economies.
THE ARMS TEAM
The ARMS program is managed through a cooperative effort between the Program Executive Office Ammunition (PEO Ammo), located at Picatinny Arsenal, New Jersey, and Joint Munitions Command (JMC), located at Rock Island Arsenal, Illinois. The ARMS program is executed locally by the facility operators at the government owned contractor operated (GOCO) sites for which the ARMS program was created.
2016 NATIONAL DEFENSE ACT
The 2016 National Defense Act (25 November 2015, Section 343) effectively extended the maximum lease duration to a total of 50 years.
10 USC Chapter 434
SECTION 4551 – Definitions This section introduces the legislation and provides basic definitions, which include ARMS initiative, eligible facility, property manager and property management contract.
SECTION 4552 – Policy
This section provides information on the purpose and general policies of the legislation. In summary, the purpose is to encourage the use of unused eligible GOCO facilities as a means of promoting domestic manufacturing, creating and maintaining skilled jobs, and helping to lower the facility sustainment costs, thus lowering the cost of ammunition.
SECTION 4553 – ARMS Support Initiative
This section formally establishes the ARMS initiative, with a purpose that includes 10 distinctively defined elements. It also provides guidance on the availability of facilities, consideration for leases and program administration.
SECTION 4554 – Contracts & Leasing
This section further defines and clarifies program elements regarding contracts/leases and the types of consideration that may be accepted.
To promote this effort, the Army, under the auspices of the ARMS program, will make available various incentives, such items as: marketing funds; use of land, buildings and equipment; existing state and federal permits; loan guarantees; planning grants and possibly employment incentives. This innovative approach saves tax dollars, benefits large and small and disadvantaged businesses, supports the return of off-shore U.S. companies and mitigates the economic effects on the local communities.
ARMS can generate jobs and attract investment to these installations. By employing a wide range of facility use techniques, the ability exists to tailor commercial relationships to meet the specific market needs to the private sector client. No other defense reutilization program has shown such promise as a means of promoting economic growth and sustainable development in local communities.
The ARMS program allows the government to retain the title to its land while providing a means for private contractors to market its industrial sites as commercial entities. As a result, the Army's costs of ownership are significantly reduced, in some cases, to zero. The key to ARMS is the recognition that defense industrial facilities have value far beyond military uses. In partnership with the private sector, Army sites are being converted into multi-purpose commercial parks while still being maintained as ready defense assets. As a result, ARMS has emerged as the most successful cooperative-use model in the nation. It is being studied by other military services and the Department of Energy for possible applications to their particular conversion needs.