More defense business for sheltered workshops


Material Information

More defense business for sheltered workshops highlights of a panel discussion
Physical Description:
6 p. : ill. ; 23 cm.
United States -- President's Committee on Employment of the Physically Handicapped
President's Committee on Employment of the Physically Handicapped
Place of Publication:
Washington, D.C.


Subjects / Keywords:
Sheltered workshops -- United States   ( lcsh )
People with disabilities -- Employment -- United States   ( lcsh )
Defense contracts -- United States   ( lcsh )
federal government publication   ( marcgt )
bibliography   ( marcgt )
non-fiction   ( marcgt )


Includes bibliographical references.
General Note:
Cover title

Record Information

Source Institution:
University of Florida
Rights Management:
All applicable rights reserved by the source institution and holding location.
Resource Identifier:
aleph - 028268573
oclc - 58551323
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Full Text







of a
panel discussion



The President's Committee on Employment
of the Handicapped and the Department of
Defense have been working together to en-
courage more subcontracts for sheltered

At the President's Committee 1965 Annual
Meeting, a panel discussion was held on op-
portunities available to workshops through
the Department of Defense and prime con-

To reach those who were not able to attend
the Annual Meeting, this booklet was pre-
pared so that highlights from the discussion
could be read by everyone interested in
helping the disabled in sheltered work-

Small Business and Economic Utilization
Department of Defense

Executive Director, Material
North American Aviation, Inc.

Left to right: Panelist Kenneth B. Gay;
Moderator Edward Oppenheim, Assistant
Cost Production Coordinator, Office of the
Assistant Secretary of Defense for Installa-
tions and Logistics, Department of Defense;
and Panelist Albert C. Lazure.


defense business for

sheltered workshops

Remarks of
Albert C. Lazure, Director
Small Business and Economic Utilization
Department of Defense

Doubly Welcome

Although some sheltered workshops have
been used in our defense procurements, most are
not active participants in the government market-
place. But you are welcome to join the large
group of sellers to the Federal Government. In
your case it is doubly so because you are also per-
forming a most necessary rehabilitation function,
with large benefits to the persons and communi-
ties involved.


In the Department of Defense Directorate for
Small Business and Economic Utilization Policy,
we have special programs to assist small busi-
nesses in areas of labor surplus with their efforts
to participate in defense procurement. Sheltered
workshops are certainly small businesses. Some
of you are located in areas of substantial unem-
ployment, and thus are also labor surplus area
firms. You are eligible, therefore, to participate
in our small business and labor surplus area pro-
curement programs at the prime contract level
and to receive any special considerations under
these programs.

DoD-GSA Support

You will be interested to know that Secretary
Paul R. Ignatius, the Assistant Secretary of De-
fense for Installations and Logistics, and Lawson
B. Knott, Jr., Administrator of General Services,
recently signed a statement indicating our in-
terest in the sheltered workshop program objec-
tive. It covers "subcontracting" and calls
attention to the capabilities of sheltered work-
shops to our defense contractors who subcon-
tract out approximately 50 percent of their
dollar awards. In addition, it encouraged our
service procurement agencies to send bids to
more workshops.
Through the President's Committee, we ob-
tained a complete list of workshops and are now
working with other procurement agencies in the
Government and with the President's Commit-
tee, to give maximum coverage to these new
sources of supply.

Likely Workshop Contracts

You will, in the sheltered workshops,
normally be in an area where we have design
disclosure packages (specifications, etc.) of what
we want quantity-wise; how we want it quality-
wise; and when we want it time-wise. The same
is the case concerning money. While some pro-
grams have complicated funding, most of the
products you could produce are more or less
common-use items, with funding relatively
stable. Contracts are generally advertised to
obtain the maximum of competition, with fixed
price awards made to the low responsible bidder.

Advantages for Small Business
and Labor Surplus Areas

The limitations and controls on actions and
activities of the Government and contractors are
reflected best in the clauses that are a part of to-
day's Government contracts. There are many.
Most of them deal with conditions that must be



met to meet statutory and administrative require-
ments of a technical, financial, economic, and so-
cial nature. For example, Defense prime
contractors holding contracts in excess of $5,000
assume an obligation to use their best efforts to
solicit small businesses and firms in labor surplus
areas on all subcontracts within their capability.
Those who get contracts in excess of $500,000
assume an additional obligation to establish small
business and labor surplus area programs, with
records maintained of activities, a special liaison
officer established, and the like. Under other
clauses, contractors agree to pay prevailing wage
rates, offer equal opportunity for employment to
persons without regard for race, color, or creed;
buy American; and the like.
When all factors are established on the Gov-
ernment's side, the buying service and agency
will invite proposals or bids in which you are
told of the requirement, the funding and legal
authorities, the schedules, and the conditions
under which awards will be made, and those in-
vited to submit a bid.

How To Bid for Government Contracts

You are mainly interested in "Invitations for
Bids," on what is generally termed the "adver-
tised procurement" basis. So, you ask, how do
we find out about them? The DoD has small
business and labor surplus specialists at every
procurement installation. They advise the com-
mander of the installation on the small business
and labor surplus implication of each procure-
ment, on small business and labor surplus area
sources (including workshops) available, recom-
mend partial or total set-asides of procurement
for the small business/labor surplus area seg-
ment of our economy, advise on possible sub-
contract opportunities, hold local procurement
clinics, and counsel the local industrial and
scientific community.

Helpful Publications

Small business and labor surplus specialists
are available to any businessman who calls upon
them for help. There are approximately 600
full- or part-time specialists in our Defense
establishments throughout the Nation. To
study this field, I recommend the directory of
Small Business and Labor Surplus Area Special-
ists,' and a booklet that gives a good basic orien-
tation in procurement procedures, entitled, Sell-
ing to the Military.!

Using the Publications

Read the booklet on Selling to the Military.
Then check the list of specialists. Locate the
one nearest you. Call him or, better still, visit
him. Use him as your point of contact. He
can assist you-alert you to bidding opportuni-
ties, tell you about awards recently made to prime
contractors that might involve subcontracting
opportunities, and suggest further needed action
on your part to best present your resources and

Don't Sit Back and Wait

In the front of Selling to the Military, there is
a copy of the basic form to be filled out by firms
that want to be placed on bidders' lists. Com-
plete the form and send it in. But this in itself
is no guarantee of an award. You can't just sit
back and wait. Subscribe to Business Daily
(published by the Department of Commerce)
or read it in your public library or Chamber of
Commerce reading room. Here you will find
synopsized many contract opportunities appro-
priately coded to the type of activities required.
Study the area of your specialty. Become con-

1 Small Business and Labor Surplus Area Specialists. Office
of Assistant Secretary of Defense, Installations and Logistics,
Washington, D.C., 20301.
2 Selling to the Military. Department of Defense. For
sale by Superintendent of Documents, U.S. Government
Printing Office, Washington, D.C., 20402. 35 cents.

versant with technological and other develop-
ments. Make your capabilities known, or, in
other words, "Sell!"
We in Defense will do everything that can be
done under our procurement laws and regula-
tions to assist you. We want you as competitive
sources in our Defense prime and subcontracting
activities. The fact that you are here under the
President's Committee on Employment of the
Handicapped sponsorship, to seek out ways and
means to help yourself and your community, is
indicative of interest, and in the best traditions
of service you have added something fine to the
dignity of man.

Remarks of
Kenneth B. Gay
Executive Director, Material
North American Aviation, Inc.
Mr. Gay complemented Mr. Lazure's remarks
by explaining the steps workshops should take
before approaching a prime contractor.

Toot Your Own Horn

He pointed out that good salesmen create
awareness of interest on the part of the buyer,
making him want the product or services offered
sufficiently to evaluate them and their producer.
The importance of "tooting your own horn" as
well as getting someone else to "toot your horn"
was also emphasized.

Initial Action

Mr. Gay recommended that a workshop's
initial action should be to prepare a history,
showing how long it has been in operation, total
annual sales, net worth or financial status.
Ownership, officials, type of organization, size,
and cost reduction programs should also be in-
cluded. The latest annual report, with a
financial statement, should accompany the

Information for Contractors

Other data helpful in selling contractors, are
a list of key technical personnel and a descrip-
tion of facilities, including location, buildings,
productive floorspace, present equipment, office
space and furniture, plant protection, and trans-
Prime contractors are also interested in know-
ing about previous work performed under Gov-
ernment contracts, contract numbers, companies
or agencies involved, buyers' names, products
sold, present status, and a list of present con-
In conclusion, Mr. Gay suggested contacting
Small Business Administrators for guidance,
assistance, business potential analysis, procure-
ment policy consultation, resolution of problems,
as well as source files on suppliers.



Pertinent Publications

Other procurement information available in the
Office of Small Business and Economic Utiliza-
tion Policy, Department of Defense, The Penta-
gon, W'ashington, D.C.

DoD Small Business and Economic Utilization
Policy and Programs
Guide to Federal Specifications and Standards
How To Obtain Consideration for Architect-
Engineer Contracts
Inventions Wanted by the Armed Forces
Small Business Guide to Research and Develop-
ment Opportunities
Product Qualifications and Qualified Products
DoD Community Economic Adjustment Pro-
One Hundred Companies by Value of Military
Prime Contract Awards
Five Hundred Companies by Value of Military
Prime Contract Awards
Five Year Trends in Defense Procurement
Military Prime Contract Awards and Subcon-
tract Payments (Quarterly)
Directory of Exchanges
Bidder's Mailing List Application Forms
How To Do Business with DSA
Commerce Business Daily
List of Commodities Purchased by DSA
List of Military Procurement Offices in Europe
List of Items for Which Additional Suppliers
Are Needed by the Navy
List of Items for Which Additional Suppliers
Are Needed by DSA



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