Presented by 

NGB Office of Small Business 

Programs

“NGB 101: 

How To Do 

Business 

with the 

National Guard 

Bureau”

WELCOME TO OUR TRAINING 
2

Agenda

• Who We Are

• What We Buy

• Acquisition Process Overview

-Market Research and the Rule of Two

-NAICS

-Non-Manufacturer Rule

• How to make a small business setaside decision
The National Guard is a non-federal 

organization reporting to the Governor through 

the Adjutant General. 

The National Guard Bureau (NGB) is:

not the National Guard...but we are 

closely related

a federal activity within the Department o

Defense (DoD)

Established to be a liaison between the 

DoD and the individual State Militia 

Units...the National Guard

Who We Are...

Contracting Differences

National Guard of the 50 States 

Territories & D.C

• Federal/State Missions

• State Rules Apply to State Missions

• Federal Socio-economic Rules DO 

NOT apply

National Guard Bureau

• Federal

• Uses FAR and Supplements

• Federal Socio-economic Rules 

apply
The National Guard Bureau’s mission is to ensure ready and 

reliable reserve components in support of the active Army and 

the active Air Force. To accomplish this mission we spend 

federal dollars through contracts.

NGB observes all Federal, DoD and Army contracting 

statutes, policies and regulations

– Competition in Contracting Act

– Small Business Act Requirements

NGB Utilizes the Federal Acquisition Regulation and 

supplements

Defense FAR Supplement

Army FAR Supplement
NGB has 145 federal contracting offices 

located throughout our State’s, the District of 

Columbia, and the Territories of Guam, Puerto 

Rico and the Virgin Islands.

§ 54 United States Property and Fiscal Officer Contracting Offices

§ 91 Air National Guard Base Contracting Offices

§ NGB National Capital Region Support Office

§ Army Guard Readiness Center, Arlington, VA

§ Air National Guard Readiness Center, Joint Base Andrews

§ Federal contracting dollars flow into both large and small 

communities.

§ NGB is not only meeting goals, but helping to build the defense 

industrial base.
GSU Unit & GSU Unit

ANG Supports:

§ 91 Wings

§ 54 States, Territories, 

and the District

§ 579 Support Units

§ 105,700 Personnel

§ 1,160 Aircraft

Air National Guard Contracting 

Mission

GU VI

6 GSU: Geography Separated Unit
7
8

From 1 October 2008 to 30 September 

2019 the National Guard has awarded:

-Over 426K SB eligible actions

-Over $19B in SB contract awards

-Tremendous opportunities and support for SDBs, WOSBs, SDVOSBs, and 

HUBZones

-Exceed SB and Socio-economic goals on frequent basis

Total Small Business Eligible Dollars $28,196,475,116.35 

Small Business Dollars $18,734,704,857.37 

Small Disadvantaged Business Dollars $7,752,923,840.74 

Service Disabled Veteran Owned Small 

Business Dollars $2,945,874,297.74 

Women Owned Small Business Dollars $3,881,954,729.65 

Certified HUBZone Small Business 

Dollars $1,915,340,730.94 
CO

$67

RI $3.8M

SC

$25M

UT

$8.7M

IL

$17.3M

MA-$20.3M

TX

$24.2M

NM

$4M

AZ

$9.1M

NV

$4.8M

OK

$11.3M

WA

$12.1 M

OR

$12.1M

MT

$5M

ID

$9.9M WY

$6.2M

ND

$6.8M

SD

$6.4M

NE

$8.1M

KS

$13.6M

MN

$19.9M

IA

$14.6M

MO

$23.1M

AR

$24.1M

LA

$13.6M

TN $52.5M

MS

$24.5M

AL

$12.9M GA

$27M

WI

$24.5M MI

$44M

CA

$34.1M

FL

$27.5M

VT $9.4M ME $2.3M

NH-$5.1M

AK

$31.6M

HI-$9M

NY

$46.2M

WV

$19M

NC

$74M

VA

$6.2M

PA

$23.9M

DE-$3.5M

NJ$8.2M

DC-$7M

IN

$46M

OH

$36.3M

KY $9.1M

CO

$32.8M

PUERTO RICO-$15.4M

CT-$32.4M

MD-$8.5M

GUAM - $2.3M

VIRGIN ISLANDS-$3.1M

NGB AQ NCR

$413.3M

...not just meeting goals...

building the industrial base...

in the National Guard!

BIG business

Small business 

is

9 As of November 2019

FY17 FY17 FY18 FY18 FY19 FY19

Goal / Actual SB Spend Goal / Actual SB Spend Goal / Actual SB Spend

Small Business 63% / 78.11% $1.52B 63% / 82% $1.21B 63% / 76.55% $1.68B

SDB 23% / 39.84% $602.52M 23.00% / 47.05% $694M 23.00% / 41.32% $576M

SDVOSB 10% / 13.82% $208.97M 10.00% / 17.58% $259M 10.00% / 12.20% $170M

WOSB 14% / 21.47% $324.66M 14.00% / 19.12% $281M 14.00% / 19.21% $268M

HUBZone 7.50% / 6.23% $94.19M 7.50% / 9.05% $133M 7.00% / 5.76% $80M
Overview of the National Guard Contracting Enterprise

• The Contracting function is decentralized 

• NGB Operational Contracting, National Capital Region (NCR)

• USPFO Contracting in each State, Territory, D.C.

• Significant reforms are being implemented in the National Guard’s 

Contracting Processes:

• Efforts to increase competition & awards to small business

• Implementation of a program management discipline

• Greater senior-level involvement in overseeing proper acquisition 

processes

• Greater emphasis on transparency, compliance, and contract 

oversight

• NGB Operational Contracting Division (NGB-AQ) in the NCR:

• One of 145 Contracting offices in the National Guard Contracting 

Enterprise

• Customers/Stakeholders: 

• Army National Guard (ARNG) HQ requirements

• Air National Guard (ANG) HQ requirements

• NGB Joint Staff and NGB Senior leadership

• NGB-AQ Awards approximately a 1/2 of all contract dollars for the NGB

– Army Guard, Air Guard, Joint Staff operations, support services, commodities/supply10
How Does a Purchase Request Become a Contract

• Like a “Bill” becoming a “Law”, it takes many steps

• Customer

– Indentifies a requirement... 

– Conducts market research 

– Initiates Acquisition Plan or Strategy

– Prepares Performance Work Statement, Specification, 

etc.

– Sends the acquisition package with funding to the NGB 

Contracting Offices

– Contracting Officer (KO) follows the “Required 

Sources” from Federal Acquisition Regulation Part 8 11
Supplies

• Agency Inventories

• Excess from other 

agencies

• Federal Prison Industries

• AbilityOne

• Wholesale sources

• Army CHESS for IT supply

• Optional Federal Supply

Schedules

• COMMERCIAL SOURCES

Required Sources – Descending Order of Priority

Services

• AbilityOne

• Mandatory Federal

Supply Schedules 

• Optional Federal Supply

Schedules

• Federal Prison Industries

• COMMERCIAL SOURCES

12
If COMMERCIAL SOURCES......

• The Contracting Officer conducts market research to identify potential 

contractors

– Dynamic Small Business Search (DSBS) http://dsbs.sba.gov

• Make sure that your business is listed since this is the primary 

tool for searching SB concerns

• Add relevant key words, capabilities, and contract information 

with POC (federal, state, commercial, including info as 

subcontractor)

• Make sure that your NAICS is correct

– Do not use Sectors 42 Whole or 44 – 45 Retail Trade if 

you are dealer; use NAICS of the manufactured item

– FPDS-NG search of past contracts- beta.SAM.gov

– Sources Sought Synopsis

13
Government Policy on Small Business Programs

In accordance with DoD policy 4205.01 (8 June 2016), Federal 

Acquisition Regulations, and Title 15 U.S. Code (a.k.a. The Small 

Business Act) OSD, Military Departments and Defense Agencies shall:

• Provide maximum practicable opportunities to small business 

(SB), Service-Disabled Veteran-Owned SB (SDVOSB), Historically 

Underutilized Business Zone (HUBZone) SB, Small Disadvantaged 

Business (SDB), and Women-Owned SB (WOSB) concerns, by 

using:

– Prime contract set-asides to SB, SDVOSB, HUBZone, 

Economically Disadvantaged WOSB (EDWOSB) and WOSB 

under WOSB Program, 8(a) set-asides (over $6.5 for 

manufacturing (mfg) and $4M of all others), or

– Sole source under 8(a), HUBZone, WOSB, or SDVOSB for 

actions less than $6.5M (mfg) and $4.0M (all others)(Reference 

FAR Part 19)

14
How Do We Determine When to Set-Aside?

• Set-aside will be used, if “Rule of Two” applies:

– Offers will be obtained from at least two responsible 

SB categories described before; and

– Award will be made at fair market price 

• Full and open competition will be used:

– If Contracting Officer determines there is not a 

reasonable expectation of obtaining offers from two 

or more responsible small business concerns that are 

competitive in terms of market prices, quality, and 

delivery

– If a large business is the awardee, they will need to 

submit a subcontracting plan to provide opportunities 

for various SB categories

15
Program Competitive Sole Source Other Considerations

Small 

Business

Rule of Two J&A Required FAR/DFARS/AFARS 

Subpart 19.2

*8(a) Rule of Two Up to $4M ($7M for manuf NAICS); up to 

$22M to Indian tribe/ Alaskan Native Corp*; 

NHO unlimited sole source

FAR/DFARS/AFARS 

Subpart 19.8

HUBZone Rule of Two Up to $4M ($7M for manuf NAICS);

and not currently being performed by an 8(a) 

participant or SBA has accepted the 

requirement for the 8(a) program

Certification required; refer to 

FAR/DFARS Subpart 19.13

SDVOSB Rule of Two Up to $4M ($6.5M for manuf NAICS);

and not currently being performed by an 8(a) 

participant or SBA has accepted the 

requirement for the 8(a) program

Self-representation; refer to 

FAR/DFARS Subpart19.14

** WOSB /

EDWOSB

Rule of Two ** Up to $4M ($6.5M for manuf NAICS) Specific NAICS, refer to 

FAR/DFARS Subpart 19.15; 

13 CFR 127.500

* Sole source awards under the 8(a) program are expressly authorized by statute (15. U.S.C. 637) but refer 

to FAR 6.303 for requirements for justification & approval of sole source 8(a) awards over $22M. 

** The SBA implemented statutory authority as part of the 2015 NDAA which authorizes sole source 

contracts to WOSBs and EDWOSBs. 

16

Summary of the Rule of Two
How Do We Determine The Type of Small Business Set-Aside?

17

Procurements $10,000 to $250,000:

1. Automatically reserved for SB setaside. However, KO may consider:

-8(a) sole source*

-HUBZone set-aside or sole source 

-SDVOSB set-aside or sole source 

-EDWOSB set-aside

-WOSB set-aside

2. Full and open competition, if “Rule of 

Two” not met

Ref. FAR 19.203(b), 19.502-2(a)

Procurements greater than $250,000:

1. Contracting Officer shall first consider:

-8(a) sole source or set-aside*

-HUBZone set-aside or sole source**

-SDVOSB set-aside or sole source**

-EDWOSB set-aside**

-WOSB set-aside**

2. Small business set-aside

3. Full and open competition, if “Rule of 

Two” not met

Ref. FAR 19.203(c), 19.502-2(b)

* Sole source authorized up to $6.5M for mfg & $4M for others; set-aside above $ thresholds

** Set-aside considered first; if only one source, sole source up to $6.5M for mfg; $4M for others
What Next?

• Solicitation information publicized at:

– Federal Business Opportunities at (beta.SAM.GOV)

-- beta.SAM.gov is now home to all current contract 

opportunities formerly posted to FBO.gov. FBO is now 

known as “Contract Opportunities”

• Solicitation issued with due date

• Contractors prepare and submit their proposals

• Award is made to contractor

18
19

Marketing Tips

•Understand our structure and mission

•Do you want to focus on opportunity in a specific region or state?

• Learn the acquisition procedures and restrictions (i.e. mandatory or preferred )

•Air Force Way...mandatory

(AFWAY) https://www.afway.af.mil

•Army Computer Hardware Enterprise Software & Solutions ...mandatory

(CHESS) https://chess.army.mil

•Air Force IT-Network Centric Solutions... mandatory

(NETCENTS) http://netcents.af.mil/

•Use the Federal Business Opportunities website (beta.SAM.gov) 

•Use the Federal Procurement Data System website for market research

beta.SAM.gov
20

1. Track www.beta.SAM.gov www.gsaadvantsge.gov or One Acquisition

Solution for Integrated Services (OASIS), www.gsa.cov/OASIS.

2. Participate in Multiple Award IDIQ Contracts (As a Prime or Partner)

• Government preference to compete requirements in a smaller pool of

qualified vendors in order to reduce workload and lead time.

• Fair Opportunity rules provide more flexibility to the Government over “Full

and Open” competition – Especially in Best-Value competitions.

• OASIS One Acquisition Solution for Integrated Services (OASIS) Small

Business

3. Have an understanding/appreciation of NGB’s need to meet socio-economic 

business goals.

• Small Business 2019 Goal-63% of all dollars obligated

• Large Business must execute subcontracting plans that provide opportunities

to small business concerns.

• Consider partnering alternatives.

• Do no abuse small business programs (i.e. 50% of cost of contract for service

must be performed by prime).
Presented by 

NGB Office of Small Business 

Programs

How To Use 

WELCOME TO OUR TRAINING 

The in’s and out’s of this wonderful web site
The Sam Beta Website is:

https://beta.sam.gov

Where to begin?

Go to the SAM web site

Now look for the title of:

What can I do here
Scroll down to and

Place your curse over the words:

‘Search Contract Opportunities’
Looks imposing?

Lets just start here:
Lets start by looking for Federal 

National Guard Solicitations

Type in ‘National Guard’ here:

Then hit ‘ENTER’

National Guard
WOW! 16,531 results for

National Guard!:

Number 

may vary
Now to see more information on the 

first result, put your curser over the 

words 

NGB Industry Day-Herbert R. Temple, 

Army National Guard Readiness 

Center 

And click on it:
Now there are two ways to look at 

this information.

1) Is to scroll down through the 

entire page.

or

2) Use the jump to menu on the left 

side of the screen.

By putting your 

curser on any 

of these topics 

and making a 

left click,

You will jump to 

that portion of 

the Solicitation.
29

Tips for Winning and Keeping Government Business

4. Make sure your firm follows solicitation instructions carefully.

• Flesh out questions and concerns during the solicitation period.

• Pay special attention to Sections L (Instructions to Offerors) and M 

(Evaluation Factors). Failure to respond to any factor or subfactor 

appropriately results in an “Unsatisfactory” rating.

• Make your proposals tell us what we ask for – not what you think the 

Government should be asking for.

• Avoid restating government requirements in place of providing proposal 

solutions.

• Avoid generic boilerplates in proposals (i.e. QA Plan with no specifics).

• Make sure pricing is competitive, even if price is the “least important factor.” 

More often than not, price is the tie-breaker.

• Don’t assume that former Guardsmen automatically make the best 

project managers. Pay attention to qualifications as well as 

understanding the unique nature of the Guard.

• Make sure past-performance submittals are recent and relevant (in terms of 

both size and scope). Additionally, ensure references are going to give the 

Government positive feedback.

• Understand the unique organizational structure and mission of the 

Guard.

• Recognize that a priority of the contracting officer is to mitigate protest risk.
30

Tips for Winning and Keeping Government Business

5. Recognize that the Government is a customer. Do not treat 

Government contracts as an entitlement.

6. Do not facilitate or engage in scope creep. 

7. Respect the formal acquisition process and the remedies provided in that 

process.

8. Avoid Organizational and Personal Conflicts of Interest. These could 

prohibit your firm from bidding of future requirements.

9. GSA – Understand your GSA Schedules and ensure the schedule and labor 

categories are appropriate for the solicitation.

10.Fulfill contract admin requirements (i.e. subcontracting updates, CMRA 

reports, receipts for cost-reimbursables).

11.Have strong business history (i.e. Dun and Bradstreet).

12.Keep your SAM.gov registration information current.
31

Resources

• Procurement Technical Assistance Centers (PTACs)

http://www.aptac-us.org/contracting-assistance/

•Communicate with NGB’s Small Business Professionals

• There is one in every State, Territory, D.C. 

•Visit the National Guard Bureau’s Office of Small Business Programs public 

website for up-to-date tools and information 

https://www.nationalguard.mil/Leadership/Joint-Staff/Special-Staff/SmallBusiness-Programs/

•Small Business Administration www.sba.gov

•Communicate with a Business Operations Specialist to learn about:

•8(a) Program Certifications

•HUBZone Certifications

•Mentor-Protégé 

•Joint Ventures

•Proper self certifications for SDVOSB and WOSB Programs

•Email NGB Office of Small Business Program NGB.OSBP@MAIL.MIL
http://www.nationalguard.mil ....

National Guard Office of Small Business Programs... 

.......Visit our website often for information updates........

...Monthly Industry Training 

Sessions...

....Vendor Library ...

...Opportunity Forecast...

...Vendor Visit Forms & Instructions...

How to do business with us...

32

ngb.osbp@mail.mil
UNCLASSIFIED 33

Questions?
34

Contact NGB’s

Office of Small Business Programs

Main Office E-mail

ngb.osbp@mail.mil

(703) 601-6765

http://www.nationalguard.mil