10th Annual Defense Trade Show

1. North Carolina
Military Business
Center
Military Market and
Business Tools
August 9, 2011

2. Military Impact
• Total DoD annual impact in NC: $23.4 billion
• Second largest sector of economy, 7% of GDP
• 4th highest military presence in nation
– 6 major installations
– 116,073 active duty personnel (FY2009)
– 16,000 annual military personnel transitions
• Growth: BRAC and “Grow the Force”

3. Federal Procurement
FY2009
• Procurement, DoD: $327 billion
• Procurement, DoD in NC (86 Counties):
$4.50 $4.01
Dollar Value in Billions
$4.00 $3.64
$3.50
$2.97
$3.00 $2.69
$2.50
$2.00
$1.50
$1.00
$0.50
$0.00
FY 2006 FY 2007 FY 2008 FY 2009
• Procurement, federal in NC (98 Counties):
– $5.40 billion (10,796 Contractors)

4. Situation
Defense Procurement
1. California ($41.7) 6. Maryland ($12.9)
2. Virginia ($38.7) 7. Pennsylvania ($12.3)
3. Texas ($22.5) 8. Arizona ($12.0)
4. Massachusetts ($13.3) 9. Connecticut ($11.8)
5. Florida ($13.2) 10. Missouri ($10.4)
26. North Carolina ($4.0 Billion)
FY09, Dollars in Billions

5. DoD Procurement in
North Carolina
2008 2009 Increase
Army $1,484 $1,739 $255
Navy $1,209 $1,326 $117
USAF $265 $308 $43
DLA $388 $329 - $59
USSOCOM $104 $170 $66
Total DoD $3,647 $4,012 $365
Dollars in Millions

6. Mission & Goals
Mission
To leverage military and other federal business
opportunities for economic development and
quality of life in North Carolina
Goals
1 - Increase federal business for NC companies
2 - Integrate military/families into workforce
3 - Support defense-related recruitment

7. NCMBC Programs
Six aggressive, focused programs designed to engage &
train businesses & maximize job creation
NCMBC
Business
Development, Military Strategic Technology Communications
Employment
Training & Sustainment Initiatives Resources & Outreach
Program
Assistance Program Program Program Program
Program

8. NCMBC Programs - Business
Development
Awareness Recruitment Engagement
of Market to Market in Market
Connection
to Opportunities
NCMBC Business
Development, Training and
Assistance Program Solicitation
Analysis/Decision
Execute Win Proposal
Contract Contract Submission

9. Business Development
Team
•Create awareness of opportunities, recruit NC firms
•Identify current opportunities, notify NC firms
•Assist firms with solicitations, quotes, proposals
•Pre-position, develop sub-contract opportunities
CY2010 221 Contracts $369.1 - $1,528.8 million
CY2005-2010 1,049 Contracts $2,534 - $5,465 million
As of: 14 JAN 2011

10. DoD Procurement & NCMBC
Business Developers
Alleghany Person Warren Northampton Gates
Ashe Surry Stokes Rockingham Caswell Vance
Pa
Granville Hertford
sq
Halifax
Watauga Wilkes
uo
Cho
Yadkin
ta
Forsyth Guilford Orange Franklin Bertie
nk
wan
Mitchell Avery
Caldwell Davie Durham Nash
Alexander Alamance Edgecombe
Madison Yancey
Martin Washington Tyrrell Dare
Iredell Davidson Wake
Burke Wilson
Rowan Randolph Chatham
McDowell Catawba
Buncombe Pitt Beaufort
Haywood
Swain Rutherford Lincoln Lee Johnston Greene
Cabarrus Hyde
Graham Jackson
Henderson
Gaston Stanly Moore Harnett Wayne
Polk Cleveland
Montgomery Lenoir
Transylvania Mecklenburg Craven
Cherokee Cumberland Sampson Pamlico
Clay Macon Anson Richmond Hoke Jones
Union
Duplin
Scotland Carteret
Bladen Onslow
Robeson
Pender
Columbus New
Greater than $50 million
Hanover
Brunswick
$20 million to $50 million
$10 million to $19 million
Less than $10 million
Data as of FY2009

11. MatchForce
• Matches businesses to federal opportunities
• Matches prime contractors to NC subcontractors
• Matches businesses to NC job seekers
• Businesses won >$561 million, 2006-10 contracts
• Currently on MatchForce:
15,734 NC Businesses 35,479 Individuals
5,416 Contract Opportunities 1,336 Job Opportunities
As of: 13 JAN 2011

13. Resources and Training
• Resource matrices: overcome obstacles (ncmbc.us)
– Current: financing, staffing, shipping, proposal matrices
– Developing: legal, accounting matrices
• Market intelligence: future contracts (ncmbc.us)
– Current: military construction, IT, textiles
– Developing: logistics, “green,” training, manufacturing
• Training: industry-specific and regional events
– Military construction, furniture, transportation, IT, financing,
textiles

14. Military Workforce
Initiatives
• Job matching portal (MatchForce.org)
• Transitioning military database (ncmbc.us)
• “I Hire Military” initiative
– www.IHireMilitary.org
– focused on businesses (4-county launch)
• “StayNC” initiative (not yet launched)
– focused on military personnel to “StayNC”

15. Priority Initiatives
2010-2011
• Military construction ($5-7 billion) program
• Future opportunities program (Const, IT, Log, Green)
• Subcontracting program: with major primes
• Expand, promote business resources, training
• Support recruitment of defense contractors
• Workforce initiatives (I Hire Military, StayNC)
• Leverage base growth opportunities

19. Performance Outcomes
• Contracts sourced, BD Team to NC businesses: 11,494 (12/31/10)
• Connections made to NC businesses: 2.814 million (12/31/10)
• Contracts won by NC businesses: 1,049 (12/31/10)
• Value of contracts won: $2.53 - $5.46 billion
• Expenditures by NCMBC, 2005-2010: $6.6 million (12/31/10)
• ROI (contract min value to NCMBC expenditures): 381:1
• Corporate income tax on min. contracts won (6.9%): $174 million
• ROI (corporate income tax to NCMBC expenditures): 26:1
• Jobs, employees engaged ($30,000 per job): up to 84,000
As of: 13 JAN 2011

20. The Future:
Opportunity
• Federal market is booming (high demand)
• Growth at bases in North Carolina
• Defense spending trend down may still favor NC
• Small business opportunities: 23% goal
• Regulatory environment: FAR levels playing field
• Transitioning military & spouse workforce
• Great business capacity in NC (high supply)

21. The Future:
Challenges
• Decline in defense budgets nationally
• Contracting procedural environment
• Consolidation among defense contractors
• Market intelligence, positioning for future wins
• High competition – companies surging to market (and
NCMBC services)

22. What We Need to Do -
Together
• Engage existing North Carolina businesses
• Engage DoD prime contractors (subcontracting)
• Expand market intelligence (future contracts)
• Recruit/grow defense prime & subcontractors
• Engage federal buying offices to BuyNC!
• Sustain focus on growing military economy

23. Success Impact
Federal Market
• Booming engine for job creation
• Companies surging to market & NCMBC services
Every $100 million in DoD Contracts:
• Up to 3,000 jobs created, retained ($30,000/job)
• $7 million in State corporate income tax; other revenue
• Improved services and quality of life for ALL in NC

24. Contact Information
• Scott Dorney, Executive Director, 910-678-
0190, dorneys@ncmbc.us
• Bill Greuling, Business Development Manager,
910-578-2626, greulingb@ncmbc.us
• Carolyn Bunting, MatchForce Administrator,
252-222-6378, buntingc@ncmbc.us
• Courtney Locus, Communications Specialist,
910-678-0193, locusc@ncmbc.us