IT’S ALL IN THE DELIVERY


FIGURE 2 WA $395M MT $31M OR $51M ID $82M


WY $5M


NV CA $851M $102M UT $185M CO $298M KS AZ $181M NM $186M MS $117M TX $940M LA $326M HI $234M AK $933M FL $809M


$77M OK


$485M MO $242M AR $60M AL $1.96B GA $463M SD


$19M NE


$75M IA $69M IL $179M IN $85M KY $181M NC $270M TN $344M SC $148M


$ 0 – $50 million $ 50 – $100 million $ 100 – $200 million $ 200 – $400 million $ 400 million – $1 billion $ 1 billion +


DC $116M OH $317M WV $48M VA $2.95B ND $12M MN $88M WI $132M NY MI $294M PA $456M


DE $30M NJ $612M


MD $1.27B $332M


CT $150M RI $27M


MA $199M


VT $19M NH $39M


MAPPING IT OUT


A state-by-state breakdown of the $17.56 billion total Army small business spending in FY15 shows, not surprisingly, that small businesses tend to cluster where more Army personnel and programs are concentrated. For example, AMC is headquartered at Redstone Arsenal in Ala- bama; the U.S. Army Medical Command, National Guard Bureau, and U.S. Army Intelligence and Security Command are in Virginia, as is the Pentagon, and USACE headquarters is in Washington, DC. (SOURCE: Federal Procurement Data System – Next Generation Small Busi- ness Achievements by Awarding Organization Report Ad-Hoc with Vendor State, October 2015)


And second, we don’t need it just to have it on the shelf. So that’s the message that I’m trying to deliver. Now, you’ll hear folks say that, “Well, that’s going to cut out small businesses.” Well, small businesses have to do like everyone else: You’ve got to be innovative and you’ve got to be forward-thinking. If you’re doing that, then I think you’ll survive. Tose companies that survive, whether they’re large, medium or small, are those that are able to think outside the box and look down the road, not just to what’s happening now.


A lot of [businesses] were born out of the war. Now we know the war is not over-over, but it isn’t anywhere near what it used to be back in 2003 until about ’10 or ’11. Money was just plentiful. Tose days are gone. If you’re not willing to look at yourself and how you can make changes, then you’ll be left behind.


20 Army AL&T Magazine January-March 2016


Army AL&T: For the first time, in 2014, all of the services, not just the Army, met their small business goals, probably in part as a result of Better Buying Power (BBP). What do the BBP initiatives mean for small businesses working with the Army? How is this different than before BBP?


Marks: I was raised in an environment where units do best when the boss checks. It’s not that better buying power wasn’t already here. It started with Dr. Ash Carter, now the SecDef [secretary of defense], and then continued with Mr. Kendall [the Hon. Frank Kendall, undersecretary of defense for acquisition, technology and logistics]. So they named it.


It’s just the emphasis that was put on [BBP] from the top. So, with that, people started paying more attention to it. For example,


ME $19M


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