for Daisy Arabella

ViaSat Inc.

Richard A. Pastorella

MSA 504

Assignment One – Four (Contract Proposal)

Dr. Carl Dennis

Table of Contents

Part I. The Organization

History, Vision, Mission, Values 3-4

Goals and Objectives 4

Corporate Footprint 5

Part II. Contracting Opportunities

Market Research 6

GSA Opportunities 7

Set Aside Business Opportunities 8

Sub-Contracting Considerations 12

Part III. Bid Strategy

Proposal Outline

Cost, Risk and Profit Considerations 13

Major Cost Components 13

Preparing Cost Estimates 14

Risk Management Considerations 14

Proposal and Planning Management 15

Proposal Evaluation Factors

Technical Evaluation 15

Cost Evaluation 16

Past Performance 16

Proposal Management Factors

Work Schedule 16

Responsibilities, Control Measures

And Communications 16

Identifying Subcontractors 17

References 18

ViaSat Inc.

Part I. The Organization

Corporate History:

ViaSat, Inc. was founded in 1986, in Carlsbad, California, as a communications company. The company operates through two reportable segments, Domestic and International providing broadband and satellite communications services, both encrypted and unencrypted, to the U.S. Government, as well as the commercial market. ViaSat, Inc., successfully deployed its first satellite in 2011, and it second satellite in 2016.

ViaSat is ranked on the SpaceNews Top 50 space companies and is also included on the Defense News list of Top 100 defense companies (Wikipedia, 2016). The company’s product base focuses around communications equipment (military and civilian), high-speed satellite services, secure network systems, antenna systems and mobile satellite communications. As of 2014, ViaSat had a net worth of 1.3 billion dollars and employed over 3000 people.

Corporate Vision:

To be a global world-class communications company by providing state-of-the-art, cutting edge technology in the field of satellite communications.

Corporate Mission:

It is our goal to obtain and maintain the market share and profits associated with satellite communications and continuously meet and exceed the needs and expectations of our customers.

Corporate Values:

· Provide exceptional service that exceeds the needs of our customer base

· Maintain a workforce that is representative of the community for which it serves

· Recognize and reward the contributions of our members

· Reinvest a portion of all corporate profits devoted to technological innovation

· Reinvest a portion of all corporate profits devoted to the educational advancement of our workforce

· Reinvest a portion of all corporate profits devoted to the environment

Corporate Goals/Objectives:

· Provide unparalleled communications services to our customers

· Continually pursue technological advancement in communications and satellite services

· Successfully launch third ViaSat satellite within five years to improve global coverage and service

· Enhance collegiate outreach efforts to hire the best and brightest minds in the communications and technology fields

· Ensure all encrypted services provided to the military and law enforcement exceed the highest standards to counter third party breeching efforts

· Continually enhance satellite communications (SATCOM) devoted to the Department of Defense

Corporate Footprint:

ViaSat, based out of Carlsbad, California, has been in business since 1986. It is a leading industry provider of communications equipment via internet and satellite broad-band services (encrypted and unencrypted) to civilian and non-civilian markets. Its net worth, in U.S. dollars, is more than 1.3 billion dollars and employs over 3000 people in the United States and abroad. To meet the needs of its expanded customer base and improve upon its technological and interactive services, ViaSat made the following corporate acquisitions:

· WildBlue, based out of Colorado, a satellite modems and support provider

· Monolithics- manufacturer of high frequency broadband circuitry

· Efficient Channel Coding- integrated circuits/satellite provider

· JAST, based out of Lausanne, Switzerland, developer of antennas and microwave circuits

· Stonewood Group, based out of Dorset, England, encryption security provider

Additionally, ViaSat provides a myriad of communications services to the United States Government (military):

· Two-way mobile satellite communications

· Secure networks for voice and data

· Airborne mobility program for C-17 aircraft

· The Satellite Access Manager (SAM) for surveillance and reconnaissance missions

ViaSat is committed to providing high speed, unimpeded, high quality communications to its customers. Although it has an extensive customer base, it is always looking to improve its services and acquire additional contracts for future growth and maintain a competitive advantage over its competition.

Part II. Contracting Opportunities

Market Research:

After extensive review and strategizing on how and where ViaSat could capitalize on its strengths and continue to remain ahead of its competition, efforts were made to identify available contracts for which ViaSat could compete utilizing FedBizOpps (www.fbo.gov). While conducting this research, emphasis was placed on the following two governmental agencies:

· The Department of Defense

· The Department of Justice

Additionally, ViaSat utilized the North American Industry Classification System Association (www.naics.com) to identify the search criteria best suited for the services provided by this global corporation. As a result, the following NAICS search code was utilized: 334220 – Radio and Television Broadcasting and Wireless Communications Equipment Manufacturing. After implementing this code and querying the database, the below identified business opportunities were considered:

1. Department of the Navy

Solicitation Number: N00244-16-T-0279

Description: 58—Motorola Radios and Accessories

Location: NAVSUP Fleet Logistics Center San Diego

2. Department of the Navy

Solicitation Number: N00173-16-Q-0568

Description: Universal Serial Radio Peripheral (USRP)

Location: Naval Research Laboratory/Supply

3. Department of the Air Force

Solicitation Number: FA5702-16-Q-A203

Description: AN/PRC-117(G) and AN/PRC-152(A) Radios

Location: 379 ECONS, Al Udeid AB, Qatar

4. Department of Justice

Solicitation Number: D-16-ST-0551

Description: Radios – test/evaluation of tactical mesh

Agency: Drug Enforcement Administration

Location: Office of Acquisition Management

After careful consideration, ViaSat believes it is best suited for Solicitation Number FA5702-16-Q-A203 (example number 3), Department of the Air Force. The “Description Requirement” identifies the need for “multiband VHF/UHF radio system to be used for line of communication for tactical air-to-ground/ground-to-air communications”.

Being that ViaSat specializes in encrypted communications security and is currently working the Satellite Access Manager (SAM) project with the Department of Defense, this contract would further solidify the working relationship ViaSat has with the United States Government and strengthen the company’s foothold in the communications market.

GSA Opportunities:

Additional contracting opportunities were pursued referencing the U.S. General Service Administration (GSA) website (www.gsa.gov). Utilizing the NAICS code: 334220, inquiries were conducted in the following corresponding indices: “Communications equipment, mobile and microwave, manufacturing” and “Satellite communications equipment manufacturing” resulting in no opportunities found. As with any global corporation, recognized as a leader in its filed, ViaSat will continually monitor this site for future opportunities for expansion.

Set Aside Business Opportunities ( www.Fedbizopps.gov )

Due to its corporate size and current composition, with regard to employees, ViaSat is excluded from many contracting opportunities with an identified “set aside”. Although this may be seen as an obstacle, ViaSat can capitalize on this information and seize upon an opportunity. Furthermore, by monitoring the companies that are applying for various “set aside” contracts, ViaSat is provided the opportunity to observe its competition. Once the competition has been observed and identified, ViaSat can consider these companies for future mergers and acquisitions that align with the corporate vision.

As previously mentioned, ViaSat, Inc. is a satellite communications company providing Domestic and International broadband and satellite communications services, both encrypted and unencrypted, to the U.S Government, as well as the commercial market. While conducting market research for contracting opportunities, the following NAICS codes were utilized:

· 334220 - Radio and Television Broadcasting and Wireless Communications Equipment Manufacturing

· 334290 - Other Communications Equipment Manufacturing

A large portion of ViaSat’s current contracts are with the U.S. Government. For the purposes of this reporting, researched contracting opportunities focused on the Department of Defense, which included “Other Defense Agencies”. Also, in an effort to broaden ViaSat’s marketability and secure additional commitments on a global scale, focus was placed on the “Agency for International Development”.

Initial queries identified 126 potential contracting opportunities within the U.S. Government. Results were streamlined when the following “set aside” codes were implemented: Competitive 8(a), HUBZone and Total Small Business. Once these factors were included in the research, 21 potential contracting opportunities were identified. Of the 21 potential opportunities, the following four opportunities, listed in order of preference, are being considered:

1. Video Telemetry Instrumentation Kit (VTIK) Encoder

The Department of the Navy, Naval Air Systems Command, under solicitation number N6893616R0067, is in need of encoder telemetry instrumentation kits (encoded), for flight testing. The contract dollar amount has been identified as $720,757.00. All the requirements identified in the statement of work can be met utilizing current assets available to ViaSat. This contract would further solidify ViaSat’s commitment to the U.S. Government and its reputation of quality service.

It will also create the potential for follow-on contracts to repair and implement changes (upgrades) to the equipment, should there be any. Additionally, the Naval Air Warfare Center Weapons Division (NAWCWD) is located at China Lake, California, which is in relative close proximity to ViaSat’s headquarters in Carlsbad, California. Furthermore, this contract is closely related to current contracts ViaSat has with the U.S. Government regarding the” Airborne mobility program for C-17 aircraft” and the “Satellite Access Manager (SAM) for surveillance and reconnaissance missions”.

1. AFN L Band Routing and Distribution System

The Defense Media Activity Contracting Office, Other Defense Agencies, under solicitation number HQ002816R0008, is in need of an updated L Band Router, due to the fact the current routing and distribution system fails to maintain an acceptable level of reliability. The contract dollar amount has been identified as $346,192.39, including options. All the requirements identified in the statement of work can be met utilizing current assets available to ViaSat.

This contract would further solidify ViaSat’s commitment to the U.S. Government and its reputation of quality service. Although the dollar amount is relatively small, it presents the potential for follow-on contracts for repair and upgrades, should there be any. Additionally, this contract would allow ViaSat to test and exercise the abilities of Monolithics, a recently acquired high frequency broadband circuitry company, in fulfilling identified contractual obligations.

1. Office Supplies/Computer Devices and Electronic

The Agency for International Development, USAID, under solicitation number PR5293095, is in need of updated electronics and protection equipment for various computers and communications devices. The contract dollar amount has not been identified with regard to the posted notice.

ViaSat can fulfill most of the requirements identified in the statement of work, those related to network upgrades, but would have to sub-contract with outside entities for listed equipment protection kits. This contract would provide ViaSat the opportunity to further its services to a governmental agency outside that of the Department of Defense.

1. Portable Satellite Uplink

The Defense Media Activity Contracting Office, Other Defense Agencies, under solicitation number HQ0516-4345-0001-000, is in need of Portable Satellite Uplink systems. The contract dollar amount has been identified as $971,507.60. All the requirements identified in the statement of work can be met utilizing current assets available to ViaSat.

Although the set aside for this contract has been listed as a “Total Small Business”, by monitoring which companies are applying for contracts such as this, ViaSat is keeping its finger on the pulse of competition in the satellite and communications market, as well as identifying potential companies for future mergers/acquisitions thus expanding the corporate footprint and minimizing competition.

The Federal Procurement Data System ( www.fpds.gov )

After utilizing the Federal Procurement Data System, the Top 100 Contractors Report for Fiscal Year 2015 was identified. The following information was gleaned regarding ViaSat, Inc.: under the tab titled “Navy”, ViaSat was ranked number 80. This ranking was based on the following:

Number of Actions: 209

Dollars Obligated: $82,686,229.26

% Total Actions: 0.0745%

% Total Dollars: 0.0982%

Utilizing this information, and the previously mentioned comments regarding potential contract number 1, it is believed the “Video Telemetry Instrumentation Kit (VTIK) Encoder” would be the best option for ViaSat to pursue. This contract would allow ViaSat to continue its service relationship with the Department of Defense (Department of the Navy), further entrench the corporate brand in the satellite communications sector and potentially improve our ranking on the Top 100 Contractors Report for the next documented fiscal year.

Sub-Contracting Considerations ( www.sba.gov )

Due to ViaSat, Inc. corporate size and configuration, it does not qualify as a small business. Be that as it may, the company is always looking for business opportunities to further its growth and recognition as a leader in the satellite and communications field and identify a company or organization that can fill a void should the need arise. After utilizing the Small Business Administration web site at www.sba.gov, and referencing NAICS code 334220 and 334290, ViaSat would consider the following two companies for future sub-contracting:

1. E9 Enterprises, LLC, based out of Cocoa, Florida. This company is currently looking for “teaming opportunities” related to the design, installation and maintenance of communications networks for Land Mobile Radio, HF Radio, Internet Satellite service, as well as surveillance and security systems. Additionally, E9 possess the capability of operating globally and in austere and harsh environments.

1. Signal Mountain Networks, Inc., based out of Atlanta, Georgia. This company is looking for partnering opportunities concerning global satellite communications (bandwidth, installation, training and maintenance). Additionally, Signal Mountain Networks provides services related to Information Assurance, Cyber Security, Risk Management, Mobile Application Development and Systems Security Analysis. Also, Signal Mountain Networks identifies the additional requirement of all contract personnel having security clearances.

After considering the above sub-contracting choices, ViaSat would ultimately pursue future commitments associated with Signal Mountain Networks, Inc. Although both companies provide services related to the field of communications, ViaSat believes it is more closely aligned with the services of Signal Mountain Networks.

Additionally, ViaSat employees who would be participating in such ventures would already be in possession of the security clearances deemed necessary by Signal Mountain Networks and such a venture who assist ViaSat in staying true to its corporate mission of being a world-class communications company providing state-of-the-art, cutting edge technology in the field of satellite communications.

Part III. Bid Strategy

Proposal Outline

a. Cost, Risk and Profit Considerations:

The contract opportunity ViaSat will be pursuing is identified under solicitation number FA5702-16-Q-A203. The work is being requested by the Department of the Air Force, US Air Forces Central Command/A7K, Al Udeid AB, Qatar. This solicitation is a firm fixed price contract opportunity and as such, ViaSat will be assuming the maximum risk and responsibility for all profits gained or relinquished. Knowing ViaSat will be entering this proposal under these conditions, ViaSat retains control over associated costs and places minimal administrative responsibilities on the U.S. Government, namely the U.S. Air Force.

ViaSat will request an incentive fee be associated with this contract, should it be awarded, for all deliverables made prior to scheduled completion dates. The contracting officer will exercise his/her authority, under this contract (firm fixed price), when managing incentives related to delivery or performance and not related to cost.

b. Major Cost Components:

The major cost components associated with this solicitation will be labor, material and potentially travel. Costs associated with the material utilized for the production and products(s) of the AN/PRC-117G(V)1(C) Multiband VHF/UHF Radio, will be based on current market value. Labor costs will be a combination of the monetary value for products related to the development of the product and time related to the production of the system.

Additionally, travel will play a role in the cost estimate(s), due to the fact the solicitor is located in Qatar. Every effort will be implemented to accurately identify all costs to assist in the efficiency of determining all related expenses concerning this contract.

c. Preparing Cost Estimates:

All cost components will be accurately estimated once current market value has been determined for labor, production and travel. Cost estimates for labor will be based on the man hours (estimated) to complete all the components related to product. This amount will reflect both direct and indirect costs for product development and implementation.

Travel costs will be based on previous travel rates for two corporate associates to travel twice a year, approximately $6,000. Should the solicitor determine that changes will be required to the delivery schedule, additional costs may become necessary to implement these modifications to this proposal.

Once the contract has been awarded, all equipment and materials will be purchased at the current market rate, to include travel costs. In an effort to assist with transparency, all purchase receipts will be made available to the solicitor upon request.

d. Risk Management Considerations:

Due to the fact, there will be many moving parts associated with this contract, every effort will be made to minimize those factors that may present a glitch to components being acquired and delivered on time. For this reason, it is requested that every effort be made to award associated contract with enough lead time to accommodate all product orders related to this solicitation.

e. Proposal and Planning Management:

ViaSat is a leader in the satellite and communications industry and has participated in numerous contracts with the U.S. Government in the past. Our reputation is beyond reproach. ViaSat prides itself with meticulously maintaining accurate information for proposals and planning management.

For this reason, ViaSat can provide accurate and timely expense records to provide required estimates to current and potential customers. Additionally, all contracts have an individual point of contact, that being, the Program Manager (PM) who will assist in every aspect of the contract from inception to conclusion. The PM will address any and all concerns that may arise and ensure that all documents are accurate, suspense dates are met, and product meets and exceeds the expectations of our customers.

Proposal Evaluation Factors

a. Technical Evaluation:

ViaSat is extremely fortunate to have a full-time staff of subject matter experts related to the satellite and communications industry, for this reason we possess the requisite skillset and experience to guarantee all our products. All identified specifications related to product will be achieved and verified to ensure the customer’s product is free from defects and discrepancies. ViaSat will provide documented examples to support and reinforce dedicated team’s technical evaluations.

b. Cost Evaluation:

All expenses associated with this solicitation will be based on current market prices, those costs related to labor (direct and indirect), production materials, and travel. Also, ViaSat will do a price comparison of past projects we have participated in that are similar in nature, scope and specifications. Additionally, ViaSat will compare its costs to other satellite and communications companies to ensure our rates are fair and competitive.

c. Past Performance:

ViaSat has an excellent reputation and fully understands that in and order to keep that reputation and be considered for future contracts performance is essential. Past Contractor Performance Assessment Reports (CPARs) verify our commitment to our customers and verify our reputation of providing exceptional service and quality products. All associated reporting can and will be made available upon request.

Proposal Management Factors

a. Work Schedule:

Having worked with the U.S. Government in the past, ViaSat understands there may be a few months of lag time after the contract has been awarded. Once awarded, ViaSat will vigorously coordinate with the associated party to determine a timeline for when deliveries are due. Narrowing down delivery dates and timelines will be finalized at the completion of the initial contractual meeting(s).

b. Responsibilities, Control Measures and Communications:

As with all contracts ViaSat is associated with, a Program Manager (PM) will be assigned to maintain communications with the government’s point of contact to address any and all activities, requests, and concerns associated with this contractual obligation. The PM will ensure that all deadlines are met, rectify any deficiencies, and address any issues concerning the statement of work (SOW). Communications, via video teleconference (VTC), telephone, or face-to-face will be held on a weekly basis to monitor accomplishments related to this contract.

c. Identifying Subcontractors:

This contract will not require the assistance of a subcontractor. ViaSat possess the ability to meet all identified requirements associated with this solicitation. This includes the production, testing and manufacturing of the final product. Additionally, due to the sensitive nature of this contractual obligation, all ViaSat personnel associated with this solicitation will be in possession of the required clearances for product completion.

References

The Federal Procurement Data System (2016). Retrieved from https://www.fpds.gov/fpdsng_cms/index.php/en/reports.html

The U.S. Small Business Administration SBA.gov. Retrieved from https://web.sba.gov/library/htm//printer_friendly.html?CachedAsOf=2013-09-05T19:21

RFP Source Material, Fedbizopps.gov. Retrieved from https://www.fbo.gov/index?s=opportunity&mode=form&id

U.S. Census Bureau. (2012) North American Industry Classification Codes. Retrieved from http://www.census.gov/cgi-bin/ssd/naicsrch/

U.S. General Services Administration (2016). List of GSA Schedules. Retrieved from http:///.gsa.gov/portal/

ViaSat, Inc. (n.d.). Wikipedia. Retrieved from https://en.wikipedia.org/wiki/ViaSat/

8