Doing business with the intelligence agency in your backyard

The BWI Business District is home to the National Security Agency (NSA), the largest intelligence agency in the area. NSA is the home of America’s codebreakers and codebreakers and lies within the footprint of Ft Meade.

The NSA provides confidential security information to US military leaders and decision makers.The primary mission is to protect US national security systems and produce intelligence information from foreign signals. By its very nature, what the NSA does requires a high degree of confidentiality.

This confidentiality issue creates an interesting challenge for entrepreneurs interested in doing business with the agency.

The NSA operates very differently from most other federal agencies when it comes to purchasing and acquisitions. In most federal agencies, the procurement process is fairly transparent, because if you know where to look, you can locate published budgets, forecasts, and contract opportunities.

The NSA operates in a much more closed or secure business environment. For the NSA and other agencies in the intelligence sector, it is impossible to publicly publicize budgets, forecasts, and contract opportunities because doing so would publicize highly sensitive national security information and threaten the agency’s effectiveness and national security.

However, it is not impossible to obtain contracts from the NSA. Many companies in the ICM business district are well established NSA providers. How they did it? Some were started by former NSA employees who left government service to become business owners. Other firms that did not have that “internal” advantage were able to navigate the secret processes and, through strong differentiators and persistence, finally found appropriate contract opportunities to bid.

In recent years, the NSA has become more open to startups and established a proactive vendor program to address both large and small businesses.

The NSA’s recently redesigned website (www.nsa.gov) has also incorporated a state-of-the-art provider registration process called the Procurement Resource Center (ARC). This mandatory business registry database serves as a single source of procurement information. It also serves as a market research tool for NSA staff. Hiring officers, program managers, business managers, technical directors, and small business specialists use the ARC Business Registry to identify potential vendors for specific procurement requirements.

It is important to realize that becoming an NSA provider is a long and time-consuming process. It is the supplier’s responsibility to learn the necessary processes and follow them to the letter. As stated in an agency briefing confirmation: “The success of your business may depend on understanding the security requirements and mindset of the intelligence community. Breaking the secrecy surrounding the NSA is a chore. that few members of the business community navigate successfully without guidance. “

The NSA Office of Small Business Programs is charged with providing such guidance and ensuring that small businesses of all types, including HUBZone, veterans, women, and disadvantaged-owned businesses, have the opportunity to participate in hiring opportunities. The current declared target for all small business contracts is 26% of all contracts, and last year’s total came in at 30%, exceeding the target target.

Please note that all vendors must also meet the security clearance requirements necessary for projects. Fortunately, the NSA has instituted a unique program called the Interim Industrial Safety Approval Sponsorship Program (PISA). While it is not an easy program to enter, it is faster than the normal Defense Security System (DSS) program. The PISA security clearance process requires a “sponsor” to recommend a provider. Once this recommendation is validated and the application is approved, the provider has access to certain levels within the NSA to market their business.

Current NSA contractors and even competitors can be a great source of business, a teamwork partner, or even an NSA principal or subcontractor. Building relationships with current contractors can be one of the least complicated strategies for entering the market at the NSA.

Networking is a critical step in doing business with the NSA and all agencies in the intelligence community. It is a very good way to meet end users in an appropriate environment. It is also the best method to find current contractors at the NSA and start building relationships with them. Two organizations that can help in this regard are AFCEA and Maryland Marketing Group.

One of the best ways to unlock the secret door to success at the NSA is to participate in the biweekly NSA-sponsored briefing: “Preparing for Success: A Getting Started Guide to Working with the NSA.” This meeting is designed to help new providers, large and small, learn how to do business with the NSA. Advance registration is required and operates on a first-come, first-served basis. For more information, visit www.nsa.gov and click on the “Business” tab.