Strategic Sourcing & Category

Management: The Basics

Ms. Heidi Bullock, SES
Director of Contracting
HQ AFMC

2017 DoD Small Business Training Week | April 3-7, 2017 | #SBTW17
 Agenda

• Strategic Sourcing 101

• Strategic Sourcing SB Successes
• Category Management 101
• Current AF Category Management Status
• What’s Next

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Strategic Sourcing 101

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 OFPP Strategic Sourcing

 A structured and collaborative process of analyzing an

Strategic Sourcing
organization’s spend and using the information to make business
(OFPP) decisions about acquiring commodities and services more
efficiently and effectively

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 Strategic Sourcing Value Proposition

• Generates savings for the Air Force – rate, process, and demand
• Lowers total cost of ownership
• Provides visibility into spending habits
• Increases clarity of requirements
• Optimizes supplier relationships
• Uses Federal acquisitions to drive sustainable and socio-economic goals
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 Small Business and Strategic Sourcing

• AFICA continues its efforts to keep Small Businesses viable

• Each strategic sourcing effort
– Has a SB advocate on the team Stretch SB Spend
– Performs rigorous/thorough Market Research resources
• Conducts virtual Industry Days
• Requests for Information (RFIs), specifically targeting SBs
– Applies the Rule of Two – FAR Subpart 19.5
– Implements Air Force (AF) Mandatory Use Policies to reduce leakages
to large businesses
– When Strategic Sourcing results in a contract solution, competition is
increased with a two-fold approach
• Basic contracts competed
• Second competition on the contract actions

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Strategic Sourcing SB Successes

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 Strategic Sourcing
SB Successes

Executive Office & Conference Digital Printing and Imaging Roofing Replacement Repair
USAF-wide 5-yr BPA USAF-wide 5-yr BPA USAF-wide 5-yr IDIQ
Awardees: 100% SB Awardees: 67% SB Awardees: 96% SB
Increased SB Increased SB Increased SB
utilization by 38% utilization by 14% utilization by 23%
Savings/Efficiencies: Savings/Efficiencies: Savings/Efficiencies:
$2.05M (12%) saved for 1st 2 yrs $25.4M (40%) saved 1st 2.5 yrs $12.064M (27%) saved 1st 1.5 yrs

Transient Alert Services System & Modular Furniture

USAF-wide 5-yr IDIQ USAF-wide 5-yr 2-Tier/C-Type
Awardees: 100% SB Awardees: 100% SB
Increased SB Increased SB
utilization by 24% utilization by 49%
Savings/Efficiencies: Savings/Efficiencies:
$6.3M projected over next 5 yrs $11.6M (30%) saved 1st 3yrs

Strategic Sourcing increasing SB utilization!! 8

Category Management 101

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 Transitioning to Category Management

• Industry & Federal Gov’t are transitioning from Strategic

Sourcing alone to a more holistic Category Mgt approach
– AFICA leading AF transition from the field
– AF has limited functional representation at Federal Cat Mgt meetings
• AF equities at risk—GSA pushing to mandate their contracts
• AFICA has been doing Strategic Sourcing for 5 years
– Hired industry experts
– Developed expertise, tools, training, templates
– Some successes at the enterprise and regional levels
– Now expanding to local installation level
• Organizational and cultural barriers have limited success
– AF must evolve to Category Mgt to achieve greater results

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 FY17 AF Budget Overview

• Impacts of budget instability & lower-than-planned TOA

– AF is now one of the busiest, smallest, oldest and least ready in history
– Demand for AF capabilities continue to grow (ISR, Cyber, RPAs)
– Facing modernization bow wave in nuclear and space programs
• AF FY17 Budget required “tough choices”
– Deferred procurement of 5 F-35A aircraft, delayed upgrades to 4th
generation aircraft, and delayed replacement of the C-130H
– Held end-strength at 317k despite critical capability shortfalls
– Took risk in facility and information technology infrastructure
• Status Quo not a viable option

“Tough Choices: Falls short in infrastructure (-$156M/sustainment) (-$719M/R&M);

cyber networks (-$112.8M); Defense Information Systems Network services (-$178.8M)”
– MajGen Jim Martin SAF/FMB, Feb 2016
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 Senior Leader Direction

“The core principles behind BBP 3.0 is getting value for dollars
instead of just executing budget.”
-- Mr. Frank Kendall, USD (AT&L) -- 4 May 2015

“We’ve got to find a way to lower the cost of installations.”

-- Gen Mark Welsh, CSAF -- WPAFB, 8 Jun 2015

Cost-conscious mindset. The requirements and Drive cost-effectiveness into the

challenges of the future will be faced within an capabilities we provide.
enduring fiscally constrained environment. Airmen -- AFMC Strategic Plan
must balance operational readiness and risk
within a cost-conscious mindset that supports the AFIMSC will provide capabilities in the
utilization of resources toward maximum most effective/efficient manner to drive
operational effectiveness. down life cycle cost to acquire, operate,
-- USAF Strategic Master Plan sustain, protect, and recover AF
installations through CIP.
-- AFIMSC PAD 14-04

Category Management – Putting action behind the words

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 Category Management
Federal Mandate
• OMB “Transforming the Marketplace” Memo (Dec 2014)
− “Buying as One” – Leverage spend/reduce duplication
− Cross agency priority goal (OMB & OSD co-lead)
− Fed Governance: Cat Mgt Leadership Council (CMLC)
• Significant CM activity at Federal Level
− 10/10 Fed Cat Mgrs appointed – Feb 2016
− 10/10 Category Strategic Plans approved – June 2016
• OMB CM Circular in coordination -- directive in nature
− Covers purpose, authority, applicability, policies, processes, etc.
− Circular says Executive Agencies & those represented on the CMLC
• “Must have a CM program, appoint CMAO and Category Managers (CMXs)
• “Advancement of statutory, regulatory, and Federal policy objectives, such as
increasing the use of small business, competition… “
• “CMXs must assess customer & stakeholder satisfaction and small business
participation on continuous basis to ensure efficacy of strategies and solutions”
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 Category Management Definition

 A structured approach to create common categories of

Category products and services that enable the Federal Government
Management to eliminate redundancies, increase efficiency and
(OFPP) effectiveness, and boost (customer) satisfaction with the
products and services we deliver

• Latest evolution of Strategic Sourcing & Supply Chain Mgt

• Holistic/enterprise approach to enhancing performance, managing costs
• Goal to reduce costs AND improve mission effectiveness
• Eliminate redundancies/duplication & leverage federal gov’t spend
• Enhanced market intelligence into industry best practices & innovation

• Commercial Best Practice

• Adopted by UPS, Krogers, etc.
• Analysis/data driven - let facts/marketplace lead to best solutions
“Data and information is key” -- Maj Gen Spacy 14
 Category Management
Federal Level Goals
• Increase Spend Under Management (SUM)
• Reduce contract duplication
• Achieve volume (rate) savings
• Achieve administrative (process) savings
• Achieve small business goals
• Reduce price variance
• Enhance transparency
• Share best practices
• Reduce Total Cost of
Ownership
• Promote consistency

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 Category Management 101
Strategic Management of Cost
• Categorize spend - categories align to similar requirements
• Assign cost ownership - authority/responsibility (BIG Deal!)
– Manage/improve portfolio costs & performance, shape consumption
• Develop business intelligence – drive results
– Manage demand/standards of service, issue policy, strategic contracts

Category Management

Strategic Cost Mgt (Better Buying Power)

Manage Demand &

Industry Best
Issue Policy
Consumption

Acquisition

Practices
Solutions
Drive Strategic
Results

Develop Business Intelligence

Assign Cost Ownership via Category Managers
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Categorization of Spend
 Category Management 101
Key Roles/Responsibilities
Category Management Roles and Responsibilities
Role Responsibilities
Agency Category Management - Develop/maintain agency CM program
Accountable Official (CMAO) - Designate agency Category Managers
- Report CM progress to OMB
Governance Body - Approve CSPs
- Appoint/monitor/direct CMX progress/performance
- Report CM program performance/metrics to CMAO
Category Manager - Appoint/direct Category Leads
- Execute CM COAs and KDP authority
- Authority/responsibility for strategic cost mgt
- Shape consumption and standard service levels
Category Leads - Develops & analyzes CSP inputs/findings
- Monitors execution category improvement strategies
- Evaluates/reports success of the level 2 category spend
- Resources/oversees CIRTs and CETs
AF CM PMO (AFICA) - Develop & maintain AF CM tools, templates, guides
- Facilitate data analysis and benchmarking
- Facilitate performance measurement and reporting
- Develop & facilitate effective CM training & education
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 Federal Category Management Structure
General Government Categories
1. IT 2. Professional Services 3. Security and Protection 4. Facilities & Construction 5. Industrial Products and Services

1.1 IT Software 2.1 Business Administration Services 3.1 Security Animals & Related Services 4.1 Construction Related Materials 5.1 Machinery & Components
1.2 IT Hardware 2.2 Legal Services 3.2 Security Systems 4.2 Construction Related Services 5.2 Fire/Rescue/Safety/Environmental Protection Equipment
1.3 IT Consulting 2.3 Management Advisory Services (Excludes R&D 17.0) 3.3 Security Services 4.3 Facility Related Materials 5.3 Hardware & Tools
1.4 IT Security 2.4 Marketing and Distribution 4.4 Facility Related Services 5.4 Test & Measurement Supplies
1.5 IT Outsourcing 4.5 Facilities Purchase & Lease 5.5 Industrial Products Install/Maintenance/Repair/Rebuild
2.5 Public Relations and Professional Communications Services
1.6 Telecommunications 5.6 Basic Materials
2.6 Real Estate Services
5.7 Oils, Lubricants, and Waxes
2.7 Trade Policy and Services
2.8 Technical and Engineering Services (non-IT) (Excludes 1.0)
2.9 Financial Services
2.10 Social Services
6. Office Management 7. Transportation and Logistics 8. Travel and Lodging 9. Human Capital 10. Medical
Services
6.1 Office Management Products 7.1 Package Delivery & Packaging 8.1 Passenger Travel 9.1 Alternative Educational Systems 10.1 Drugs and Pharmaceutical Products
6.2 Office Management Services 7.2 Logistics Support Services 8.2 Lodging 9.2 Educational Facilities 10.2 Medical Equipment & Accessories & Supplies
6.3 Furniture 8.3 Travel Agent & Misc. Services 9.3 Educational Institutions 10.3 Healthcare Services
7.3 Logistics Civil Augmentation Program
9.4 Specialized Educational Services
7.4 Transportation of Things 9.5 Vocational Training
7.5 Motor Vehicles (non-combat) 9.6 Human Resources Services
7.6 Transportation Equipment
7.7 Fuels
11. Aircraft, Ships/Submarines & 12. Weapons & Ammunition 13. Electronic & Communication 14. Sustainment S&E 15. Clothing, Textiles &
Land Combat Vehicles Equipment Subsistence S&E
11.1 Aircraft 12.1 Ammunition & Explosives 13.1 Communication Equipment 14.1 Drones 15.1 Subsistence
11.2 Land Combat Vehicles 12.2 Fire Control 13.2 Detection & Coherent Radiation Equipment 14.2 Engines, Components & Spt Eq 15.2 Textiles, Clothing & Equipage
11.3 Ships & Submarines 12.3 Guided Missiles 13.3 Electrical and Electronics Equipment 14.3 Materials
11.4 Space 12.4 Guns 13.4 Night Vision Equipment 14.4 Supply Parts
12.5 Nuclear Ordnance 14.5 Support Ships & Small Craft

DoD Centric Categories – Not covered by OMB Circular

12.6 Weapons 14.6 Training Aids and Devices

16. Miscellaneous S&E 17. Research and Development 18. Equipment Related Services 19. Electronic & Communication
Services
16.1 Non-Food Items for Resale 17.1 Systems Development 18.1 Maintenance, Repair and Overhaul
19.1 Equipment Maintenance
16.2 S&E Not Classified Elsewhere 17.2 Operational Systems Development 18.2 Equipment Modification
19.2 Equipment Leases
17.3 Technology Base 18.3 Installation of Equipment
17.4 Commercialization 18.4 Quality Control
17.5 Pre-FY 1998 2-Digit Category 18.5 Technical Representative Services
18.6 Purchases and Leases
18.7 Salvage Services
Defense-Centric Categories 18
 Developing Business Intelligence

AF Interviews

AF
Similar
Requirement Category
AF SME Customer
Interviews Intelligence
Report

Functional Data
AF Benchmarking

Gathering
Validating Data Analyzing Data Driving Results
Intelligence 19
 Measuring Category Management Success

Category Management Metrics

The Government's CM success must be measured through the assessment of metrics, including
increasing savings, increasing spend under management, and achieving Government-wide small
business goals - OMB Draft CM Circular
Savings: Refers to reductions in cost that allow the Federal Government to make better use of resources. Savings
generally can be derived from three principles: (1) Reduced unit prices based on increased volume or other
strategy; (2) changes in behavior resulting from improved commodity management and access to
data/information; and (3) administrative savings.

Spend Under Management (SUM): Overall measure of the Federal Government's CM maturity, designed to
highlight successes at both the Government-wide and agency-wide level, and identify areas for development that
will increase spend under management.

Small Business: Increasing participation of small businesses in the government's CM initiative is a top priority.
Proposed solutions must baseline small business use under current strategies and set goals to meet or exceed
that baseline participation under any new solutions.

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Current AF Category Management Status

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 AFIMSC Category Management Program

Category Mgt Implementation

 Create governance structure
 Appoint Category Managers
 Develop Category Council Charters
 Develop Category Strategic Plan

AFIMSC/CC
Chairs I&MS CM Governance Board
Designate Cat Mgrs, monitors progress/performance
Approves CSP, briefs/updates ACS CFL on contents, progress

3.0 – Security & Protection 4.0 – Facilities & Construction

Category Manager – Col Greenroad Category Manager – Mr. Brown
3.1 – Security Animals & Related Svs 4.1 – Construction Related Materials
3.2 – Security Systems 4.2 – Construction Related Services
3.3 – Security Services 4.3 – Facilities Related Materials
4.4 – Facility Related Services
4.5 – Facilities Purchase and Lease
5.2 – Fire/Rescue/Safety/Env Protect Equip
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AFIMSC/CC Approved 18 Dec 2016
 Next Steps

• Continue implementation of Category 3 – Security &

Protection and Category 4 - Facilities & Construction
– Develop Category Intelligence Reports
– Develop Category Execution Plans
• Appoint an AF Category Management Accountable Official
• Appoint AF IT Category Manager
• Explore establishment of Medical Category Council

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