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Michelle ButzkeMichelle ButzkeProcurement EngineerProcurement EngineerOrion Project Small Business AdvocateOrion Project Small Business Advocate

Project Orion Small Business

Orion onOrion on

Lunar OrbitLunar Orbit

Orion on Orion on

approach to ISSapproach to ISS

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Orion - Crew Exploration Vehicle Orion - Crew Exploration Vehicle

• Orion is the next generation crew piloted Orion is the next generation crew piloted spacecraftspacecraft

– Human access to Low Earth Orbit …Human access to Low Earth Orbit …

– … … and to the Moon and Marsand to the Moon and Mars

• Development will be managed by a Development will be managed by a diverse government - industry teamdiverse government - industry team

– Project Manager located at JohnsonProject Manager located at Johnson

– Project Management Office elements Project Management Office elements at Johnson, Langley and Glennat Johnson, Langley and Glenn

– Technical involvement by 9 NASA Technical involvement by 9 NASA CentersCenters

– Lockheed Martin Team formally Lockheed Martin Team formally selected to be the industry partnerselected to be the industry partner

• Targeting first mission to ISS no later Targeting first mission to ISS no later than 2014than 2014

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Heavy LiftLaunch Vehicle

Crew Launch Vehicle

Earth DepartureStage

Orion - Crew Exploration Vehicle

LunarLander

Components of Program Components of Program ConstellationConstellation

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Orion Lockheed Martin Orion Lockheed Martin Industry Team Industry Team

LM DenverLM Denver• Systems & Design Engineering SupportSystems & Design Engineering Support

LM Houston / JSCLM Houston / JSC• Program ManagementProgram Management• Systems IntegrationSystems Integration• Crew Module DevelopmentCrew Module Development• Service Module DevelopmentService Module Development• Qualification TestQualification Test• Software DevelopmentSoftware Development

LM Michoud LM Michoud • CM and SM CM and SM

Structures Structures

LM / KSCLM / KSC• Final AssemblyFinal Assembly

• CheckoutCheckout

• Acceptance TestAcceptance Test

• Sustaining Sustaining EngineeringEngineering

• Spacecraft Spacecraft Refurbishment Refurbishment

• AvionicsAvionics

• Integrated SystemIntegrated System

Health ManagementHealth Management

• Crew InterfaceCrew Interface

• Mission Ground Ops SupportMission Ground Ops Support

• PropulsionPropulsion

• Launch Abort Launch Abort SystemSystem

• Safety & Mission Safety & Mission

AssuranceAssurance

• Operator InterfacesOperator Interfaces

• Ground ProcessingGround Processing

• Mission Flight PlanningMission Flight Planning

• Software DevelopmentSoftware Development

• Environmental Control & Life SupportEnvironmental Control & Life Support

• Active Thermal ControlActive Thermal Control

• System Power ManagementSystem Power Management

Hamilton SundstrandHamilton Sundstrand

OrbitalOrbital

United Space AllianceUnited Space Alliance

AerojetAerojet

HoneywellHoneywell

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More Opportunities for Small More Opportunities for Small BusinessBusiness• Flow down of SB requirement means more Flow down of SB requirement means more

opportunities for SB on Orionopportunities for SB on Orion• Each partner has discreet role on Orion; find the one Each partner has discreet role on Orion; find the one

most likely to benefit from your companies most likely to benefit from your companies capabilitiescapabilities

• Arcata AssociatesArcata Associates is assisting with Orion is assisting with Orion procurement. Although Arcata is SB and exempt procurement. Although Arcata is SB and exempt from the flow down, they are committed to offering from the flow down, they are committed to offering maximum opportunities to SB and want to learn maximum opportunities to SB and want to learn about you.about you.– Bruce Davis Bruce Davis 303-977-6954303-977-6954

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Integrated Product Team AreasIntegrated Product Team Areas

• Program ManagementProgram Management– Business OperationsBusiness Operations– Subcontract ManagementSubcontract Management– Planning and PerformancePlanning and Performance– Integrated Risk ManagementIntegrated Risk Management

• Systems Engineering and IntegrationSystems Engineering and Integration• Spacecraft Development Spacecraft Development

– Crew ModuleCrew Module– Service ModuleService Module– Launch Abort SystemLaunch Abort System

• Avionics and SoftwareAvionics and Software• Test and OperationsTest and Operations

Where Does Your Company

Fit?

How Can You

Get There?

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Advice to Small BusinessesAdvice to Small Businesses

My Three Wishes:My Three Wishes:1. SB did homework1. SB did homework2. SB has niche skill or commodity2. SB has niche skill or commodity3. SB has patience to offer3. SB has patience to offer

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1. Do Your Homework1. Do Your Homework

• Be proactive, not reactiveBe proactive, not reactive– RFP requirements and SB goals on internet during competitive RFP requirements and SB goals on internet during competitive

phase. Find out what it is your company can bring to the team phase. Find out what it is your company can bring to the team and go sell it!and go sell it!

– NASA trend shows future RFPs will have aggressive SB goals NASA trend shows future RFPs will have aggressive SB goals andand selection criteria focused solely on SB utilization (CEV selection criteria focused solely on SB utilization (CEV and CLV)and CLV)

– Get on board early. Orion SB Plan was 90% allocated without Get on board early. Orion SB Plan was 90% allocated without set asides upon proposal submittal to NASAset asides upon proposal submittal to NASA

• Sign up for NASA email notification of press releasesSign up for NASA email notification of press releases

hqnews@mediaservices.nasa.govhqnews@mediaservices.nasa.gov• Look to Aerospace Weekly, Defense Daily, other trade Look to Aerospace Weekly, Defense Daily, other trade

publications for programs on the horizonpublications for programs on the horizon• Attend symposiums and conferencesAttend symposiums and conferences

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1. Do Your Homework (cont.)1. Do Your Homework (cont.)

• Know the program before you callKnow the program before you call– What phase is the program in? What phase is the program in? – Where is the program located? Where is the program located? – Who are the stakeholders? Who are the stakeholders? – Does my business fit on this program? Does my business fit on this program? – Will this opportunity help my business grow?Will this opportunity help my business grow?

• Search NASA and Prime contractor websites, 2Search NASA and Prime contractor websites, 2ndnd tier tier supplier (team mate) websites for program informationsupplier (team mate) websites for program information

• SBLO, Buyers, Managers, Engineers… all very busy during SBLO, Buyers, Managers, Engineers… all very busy during pursuit and program start up. Your time talking to them will pursuit and program start up. Your time talking to them will be limited; don’t waste it by asking them questions you can be limited; don’t waste it by asking them questions you can get answered elsewhere. Know the program first, then call get answered elsewhere. Know the program first, then call to discuss your value proposition. to discuss your value proposition.

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2. Pick A Niche2. Pick A Niche

• What sets your company apart from the other What sets your company apart from the other SBs?SBs?

• What skill or capability do you deliver bets?What skill or capability do you deliver bets?• ““We can do everything/anything” makes for a We can do everything/anything” makes for a

diverse portfolio but makes it difficult for the diverse portfolio but makes it difficult for the SBLO to sell your services to the programSBLO to sell your services to the program

• After you’ve done your homework pick a skill or After you’ve done your homework pick a skill or commodity that you want to sell the program and commodity that you want to sell the program and focus on that one thing. focus on that one thing.

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You have decided to buy a condominium in Palm You have decided to buy a condominium in Palm Beach, Florida for vacation now and retirement later.Beach, Florida for vacation now and retirement later.

Question:Question:

Which realtor will you use? Imagine that they each have sent you a Which realtor will you use? Imagine that they each have sent you a company brochure.company brochure.

Options:Options:

1.1. National chain – will assign local representativeNational chain – will assign local representative

2.2. South Florida chain or personal business with customer South Florida chain or personal business with customer testimonialstestimonials

3.3. Palm Beach business with sales to out of state clientsPalm Beach business with sales to out of state clients

4.4. Florida chain with Palm Beach branch devoted exclusively to Florida chain with Palm Beach branch devoted exclusively to condominium sales and >70% clients are out of state. condominium sales and >70% clients are out of state.

2. Pick A Niche – Quick Exercise2. Pick A Niche – Quick Exercise

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2. Pick A Niche (cont.)2. Pick A Niche (cont.)

Hundreds of small businesses seek to do Hundreds of small businesses seek to do businessbusiness

on the same government program. on the same government program.

Help large business select your small business.Help large business select your small business.

Find a way to make your company stand apart Find a way to make your company stand apart from the rest.from the rest.

Seek the contracts that best suit your business Seek the contracts that best suit your business growth plan.growth plan.

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3. Be Patient3. Be Patient

• Program SBLO or advocate most likely responsible for other Program SBLO or advocate most likely responsible for other tasks as well as small business and/or is representing tasks as well as small business and/or is representing multiple programs multiple programs

• All opportunities are not visible at start of programAll opportunities are not visible at start of program• At LM Orion, we’re not “checking the box” and our selection At LM Orion, we’re not “checking the box” and our selection

process takes timeprocess takes time– Procurement engineer works directly with engineering Procurement engineer works directly with engineering

leads, program management, and buyers to maximize leads, program management, and buyers to maximize potential for small business.potential for small business.• Identify Opportunity Identify Opportunity

(your homework paid off if you figured this out before we did)

• Match Capability to SB candidatesMatch Capability to SB candidates(your niche skill on display here)

– Program management processes (make-buy decisions, Program management processes (make-buy decisions, budgeting, risk assessements) take timebudgeting, risk assessements) take time

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Follow upFollow up• Follow up phone calls with an email containing your contact Follow up phone calls with an email containing your contact

information and company website linkinformation and company website link• Limit size of email package; >1 mb files clog mailboxes and Limit size of email package; >1 mb files clog mailboxes and

sometimes are rejected by company servers due to size sometimes are rejected by company servers due to size limitationslimitations

• Be concise in your correspondence. Get to the point. Be concise in your correspondence. Get to the point. Period.Period.

• If you are anxious for information and you haven’t heard If you are anxious for information and you haven’t heard from your contact in awhile, email a ‘good news’ message from your contact in awhile, email a ‘good news’ message about your company, i.e., recent contracts, award about your company, i.e., recent contracts, award recognition, company events, collaborations. You’re not recognition, company events, collaborations. You’re not asking for anything but you’re keeping your company name asking for anything but you’re keeping your company name in your contact’s mailbox.in your contact’s mailbox.

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To the Moon, Mars, and BeyondTo the Moon, Mars, and Beyond

Thank You