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Excellent step by step process for understanding and capturing federal contracts
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Government Contracts Government Contracts Practical JumpstartPractical Jumpstart
Seven Steps To SuccessSeven Steps To Success
Judy Bradt, Principal & CEO
Government Government Contracting:Contracting:
Why?Why?
Government ContractorsGovernment Contractors Make A Difference Make A Difference
Lawrie Hollingsworth Neeld Wilson
Linda Lazarowich
DiscussionDiscussion
How do you find How do you find government government business you business you actually WIN?actually WIN?
Ever win Ever win something cold something cold off FedBizOpps?off FedBizOpps?
How Long Does it Take How Long Does it Take to Win Business?to Win Business?
New business horizonsNew business horizons
Immediate is unusualImmediate is unusual
6 - 18 months at the very least6 - 18 months at the very least
Low-value contract or small job to fix Low-value contract or small job to fix problem may get you started.problem may get you started.
Successful Flights Start With Checklists!
Government Contracts Made EasierGovernment Contracts Made Easier
Seven Steps To SuccessSeven Steps To Success
Seven Steps to SuccessSeven Steps to Success
StrategyStrategy FocusFocus ProcessProcess CompetitionCompetition TeamingTeaming RelationshipsRelationships MarketingMarketing
And THEN:And THEN: GSA SchedulesGSA Schedules Proposal WritingProposal Writing Costing / PricingCosting / Pricing Contract NegotiationContract Negotiation TeamingTeaming Contract AdminContract Admin PERFORMANCE!PERFORMANCE!
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1.1. STRATEGYSTRATEGYHow Government Business Fits Your CompanyHow Government Business Fits Your Company
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Marissa Levin, CEO
Why Don’t More Companies Why Don’t More Companies Win Government Contracts?Win Government Contracts?
Strategy ConsiderationsStrategy Considerations
Business Plan / SWOTBusiness Plan / SWOT Capabilities & Past PerformanceCapabilities & Past Performance Business Mix: Today & ForecastBusiness Mix: Today & Forecast FinancingFinancing ConstraintsConstraints
– MarketingMarketing– FinancingFinancing– PerformancePerformance– KnowledgeKnowledge
2.2. FOCUSFOCUSForecasting & TargetingForecasting & Targeting
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Neeld Wilson, President
Where’s The Next Ripple Out?Where’s The Next Ripple Out?
You Understand Me!You Understand Me!
Prospecting?Prospecting?Follow the Money.
Federal Fiscal Year: Begins October 1Federal Fiscal Year: Begins October 1 Q1 (October-December):Q1 (October-December): Funding may not be complete Funding may not be complete Q2 (January-March): Q2 (January-March): Funding flows beginFunding flows begin Q3 (April-June): Q3 (April-June): Purchasing acceleratesPurchasing accelerates Q4 (July-September): Q4 (July-September): Big Use-or-Lose Buying SurgeBig Use-or-Lose Buying Surge
State Fiscal Years Begin July 1State Fiscal Years Begin July 1Except: NY (Apr 1) TX (Sep 1) MI, AL (Oct 1) Except: NY (Apr 1) TX (Sep 1) MI, AL (Oct 1)
Funding Affects Contract TimingFunding Affects Contract Timing
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Targeting Is Essential…If You Targeting Is Essential…If You Don’t Want To Go Broke.Don’t Want To Go Broke.
Who and Where are your Customers?Who and Where are your Customers?– Why do people buy the product / service?Why do people buy the product / service?– Why do they buy it from you?Why do they buy it from you?– Why should they buy it now?Why should they buy it now?
Which Government Buyers Need You?Which Government Buyers Need You?– Consider state and local as well as federalConsider state and local as well as federal– Which departments and programs offer best prospects?Which departments and programs offer best prospects?– How do your services/products align with their How do your services/products align with their
needs/objectives?needs/objectives?– Who are the buyers and influencers? Who are the buyers and influencers?
USA.GOVUSA.GOV
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Federal Buyers: Federal Buyers: Funding & ProgramsFunding & Programs
Agency Forecasts:Agency Forecasts:www.acquisition.gov/comp/procurement_forecasts/index.htmlwww.acquisition.gov/comp/procurement_forecasts/index.html
Current/Future Military Programs Current/Future Military Programs www.defenselink.mil/comptroller/defbudgetwww.defenselink.mil/comptroller/defbudget
Agency Budget Overviews Agency Budget Overviews www.whitehouse.gov/omb/budget/fy2009/defense.htmlwww.whitehouse.gov/omb/budget/fy2009/defense.html
U.S. Congress: Bills, Hearings, LawsU.S. Congress: Bills, Hearings, Lawshttp://thomas.loc.gov http://thomas.loc.gov (Library of Congress)(Library of Congress)
U.S. Government BuyersU.S. Government Buyers
Who They Are, What They Do & BuyWho They Are, What They Do & Buy
Federal: Federal: www.usa.govwww.usa.gov Agency Briefings: Agency Briefings: www.fbo.govwww.fbo.gov
State / Local: State / Local: www.naspo.org/directorswww.naspo.org/directors Grants: Grants: www.grants.govwww.grants.gov
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Focus Your OfferingFocus Your Offering Define Your Core CapabilitiesDefine Your Core Capabilities
Describe what you provideDescribe what you provide
Tell why it’s relevant to the government buyerTell why it’s relevant to the government buyer
Highlight your track recordHighlight your track record Related commercial clientsRelated commercial clients Subcontracting experienceSubcontracting experience Use your network, find opportunities to performUse your network, find opportunities to perform
FedBizOpps www.fbo.gov
BEFORE YOU EVER BID:
RFI’sSources SoughtDraft RFP’s…and…
AGENCY FORECASTS
www.acquisition.govwww.acquisition.gov
Procurement ForecastsProcurement Forecasts
How to Research OpportunitiesHow to Research Opportunities
Your own contactsYour own contacts Company web sites Company web sites Trade press & supplier newsTrade press & supplier news Industry associationsIndustry associations Major conferencesMajor conferences Data ServicesData Services Shoe leather & hired helpShoe leather & hired help
3.3. PROCESSPROCESSHow Government Buys What How Government Buys What YouYou’ve Got’ve Got
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Kathy Kastner, CEO
Three Big Half-TruthsThree Big Half-Truths
““It’s all on FedBizOpps.”It’s all on FedBizOpps.”
““You have to get a GSA Schedule.”You have to get a GSA Schedule.”
““First, you need to get certified.”First, you need to get certified.”
FedBizOpps www.fbo.gov
Most Alluring & Dangerous for Novices: RFP’s
Winners’ Best Kept Secrets:
RFI’sSources SoughtDraft RFP’s
Easy To Miss:
User Guides
Participate SelectivelyParticipate SelectivelyWho Are Incumbents?Who Are Incumbents?
How will you compete? What makes you How will you compete? What makes you different?different?
Maximize Profits: Propose Selectively!Maximize Profits: Propose Selectively!- Research Project Details: Ensure FitResearch Project Details: Ensure Fit- READ THE RFPREAD THE RFP- Prepare With Care (& Checklists!)Prepare With Care (& Checklists!)
- Contracting Officers Remember YouContracting Officers Remember You- Win Or Lose, Get A Debriefing!Win Or Lose, Get A Debriefing!- Compete Today, Team TomorrowCompete Today, Team Tomorrow
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Registration BasicsRegistration BasicsOfficial Business IdentitiesOfficial Business Identities– Tax ID Number / EINTax ID Number / EIN– N. American Industrial Classification System (NAICS) CodeN. American Industrial Classification System (NAICS) Code
Based on what you sell. Based on what you sell. www.naics.comwww.naics.com
– Size Standards – Small or Not?Size Standards – Small or Not? www.naics.com/sba_sizestandards.htmwww.naics.com/sba_sizestandards.htm
– Dunn and Bradstreet (D-U-N-S) #Dunn and Bradstreet (D-U-N-S) # Free registration: Free registration: www.DnB.comwww.DnB.com
– Central Contractor Registration (CCR)Central Contractor Registration (CCR) Free Registration: Free Registration: www.ccr.gov www.ccr.gov Required for direct Federal sales & paymentsRequired for direct Federal sales & payments Often required for subcontracting / teamingOften required for subcontracting / teaming
– Online Reps & Certs (ORCA)Online Reps & Certs (ORCA) https://orca.bpn.gov https://orca.bpn.gov
Register
Get Sourced,
Search for Partners
Central Contractor RegistrationCentral Contractor Registrationwww.ccr.govwww.ccr.gov
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Rules of The GameRules of The Game
Federal Acquisition Regulations (FAR) Federal Acquisition Regulations (FAR) www.arnet.gov/far/www.arnet.gov/far/
Competition requirements: Part 6Competition requirements: Part 6 Acquisition of Commercial Items: Part 12Acquisition of Commercial Items: Part 12 Contracting by Negotiation: Part 15Contracting by Negotiation: Part 15 Small Business: Part 19Small Business: Part 19
Defense Federal Acquisition Regulations Defense Federal Acquisition Regulations ((DFAR) DFAR) http://farsite.hill.af.mil/http://farsite.hill.af.mil/
Weekly FARS Series: www.sell2usgov.comWeekly FARS Series: www.sell2usgov.com
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Small Business Set-AsidesSmall Business Set-AsidesCertifications & TeamingCertifications & Teaming
Small or Woman-Owned Business: Self-CertifyingSmall or Woman-Owned Business: Self-Certifying
HUBZone (historically underutilized business zone, distressed areas)HUBZone (historically underutilized business zone, distressed areas)– Goal: To promote economic development/employmentGoal: To promote economic development/employment– Qualifications:Qualifications:
Small business by SBA standards (NAICS code)Small business by SBA standards (NAICS code) Located in a HUBZone (seeLocated in a HUBZone (see www.sba.gov/hubzonewww.sba.gov/hubzone//)) Wholly owned and controlled by U.S. Citizen/sWholly owned and controlled by U.S. Citizen/s 35% or more of employees must reside in HUBZone35% or more of employees must reside in HUBZone
8(a) / SDB (Small Disadvantaged Business)8(a) / SDB (Small Disadvantaged Business)– Goal: to assist socioeconomic disadvantaged personsGoal: to assist socioeconomic disadvantaged persons– QualificationsQualifications
http://www.sba.gov/services/contractingopportunities/certifications/index.htmlhttp://www.sba.gov/services/contractingopportunities/certifications/index.html
Service-Disabled / Veteran-Owned Small Business: Service-Disabled / Veteran-Owned Small Business: www.vetbiz.govwww.vetbiz.gov
Win TRUE Preference.Win TRUE Preference.
CapacityCapacity ConnectionsConnections CommitmentCommitment Know-howKnow-how Know-whoKnow-who
Buyers: Meet the need.Buyers: Meet the need. Primes: Show them the money.Primes: Show them the money.
Buyer Options Include:Buyer Options Include: Micro-Purchase (<$3,000)Micro-Purchase (<$3,000) GSA SmartPay CardGSA SmartPay Card Simplified Acquisition (<$100,000)Simplified Acquisition (<$100,000) Broad Agency Announcement Broad Agency Announcement Invitation for Bid (low price wins)Invitation for Bid (low price wins) Negotiated Contracting (best value / score wins)Negotiated Contracting (best value / score wins)
– Unsolicited ProposalsUnsolicited Proposals– Request for Proposal (RFP):Request for Proposal (RFP): large/complex projects, large/complex projects,
Government-Wide Acquisition (GWAC), Government-Wide Acquisition (GWAC), GSA SchedulesGSA Schedules
The General Services The General Services Administration Administration
(GSA) (GSA) Schedule ContractSchedule Contract
““How do I get a GSA Schedule?”How do I get a GSA Schedule?”
What a GSA Schedule isWhat a GSA Schedule is
A negotiated federal contractA negotiated federal contract Used for commercial Goods & servicesUsed for commercial Goods & services Indefinite Delivery, Indefinite QuantityIndefinite Delivery, Indefinite Quantity Can run up to 20 yearsCan run up to 20 years Central terms, conditions, pricingCentral terms, conditions, pricing State and Local Government OptionsState and Local Government Options
– Information technologyInformation technology– Disaster response & securityDisaster response & security
Commercially-Available Items Like:Commercially-Available Items Like: 00corp: consolidated MOBIS, Engineering, Imaging, IT7000corp: consolidated MOBIS, Engineering, Imaging, IT70 Schedule 36:Schedule 36: Office Imaging & document solutionsOffice Imaging & document solutions Schedule 520: Schedule 520: Financial and Business SolutionsFinancial and Business Solutions Schedule 541: Schedule 541: Advertising, marketing, web designAdvertising, marketing, web design Schedule 58: Schedule 58: TelecommunicationsTelecommunications Schedule 558I:Schedule 558I: Professional AV telecom servicesProfessional AV telecom services Schedule 69:Schedule 69: Training aids and devicesTraining aids and devices Schedule 70:Schedule 70: IT products & servicesIT products & services Schedule 871:Schedule 871: Professional Engineering ServicesProfessional Engineering Services Schedule 874:Schedule 874: Management, Organizational andManagement, Organizational and
Business Improvement Business Improvement Services (MOBIS) Services (MOBIS)
Indefinite Delivery, Indefinite Quantity.Indefinite Delivery, Indefinite Quantity.
GSA Schedule 70, FY08: US $15.7 BGSA Schedule 70, FY08: US $15.7 B5,614 firms (+13% over 2004)5,614 firms (+13% over 2004)
Dell: 5.6% of total dollars Dell: 5.6% of total dollars Top 50 firms: 50% Top 50 firms: 50%
5,564 firms shared US$7.8 B 5,564 firms shared US$7.8 B
2,582 firms (46%): < $25K sales2,582 firms (46%): < $25K sales 2,189 firms (39%): $ 0 2,189 firms (39%): $ 0
Happy Hunting.
How You Get A GSA Schedule:How You Get A GSA Schedule:Proposal, Negotiation, ContractProposal, Negotiation, Contract GSA Solicitation (RFP)GSA Solicitation (RFP) Prepare ProposalPrepare Proposal Submit OfferSubmit Offer NegotiateNegotiate ContractContract AdministerAdminister Modify / UpdateModify / Update
And market, market market!And market, market market!
GSA Schedules AreGSA Schedules AreA Good Investment WhenA Good Investment When:: Your buyers Your buyers preferprefer GSA Schedules. GSA Schedules. Government buyers are high priority for you.Government buyers are high priority for you. You have over 2 years’ commercial sales.You have over 2 years’ commercial sales. Buyers surge in 4Buyers surge in 4thth quarter (July-Sept). quarter (July-Sept). Primes require it.Primes require it. Primes take too much margin from you as Primes take too much margin from you as
subcontractor.subcontractor.
GSA Schedules GSA Schedules Waste Resources If:Waste Resources If:
Yours isn’t a commercially-sold item.Yours isn’t a commercially-sold item. Buyers will use other vehicles.Buyers will use other vehicles. Individual orders < $2,500Individual orders < $2,500 Forecast sales < $25,000.Forecast sales < $25,000. You expect effortless sales.You expect effortless sales. You have little marketing time / cash.You have little marketing time / cash.
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Federal Government-WideFederal Government-Wide Federal Business Opportunities – Federal Business Opportunities – www.fbo.govwww.fbo.gov
– Centralized Source for Contracts over $25,000Centralized Source for Contracts over $25,000– Automatic notifications of contracting activity (RFIs, RFQs, Automatic notifications of contracting activity (RFIs, RFQs,
RFPs)RFPs)– Pre-Competition Notices (Draft RFP’s,Sources Sought)Pre-Competition Notices (Draft RFP’s,Sources Sought)– ““Industry Days” or Agency Open House EventsIndustry Days” or Agency Open House Events– Changes to current procurements actionsChanges to current procurements actions– Links to other related sitesLinks to other related sites– Contract Award NoticesContract Award Notices
NOT A PRIMARY BUSINESS DEVELOPMENT TOOL.NOT A PRIMARY BUSINESS DEVELOPMENT TOOL.
4.4. COMPETITIONCOMPETITIONWho’s Winning, And How You Will Stand OutWho’s Winning, And How You Will Stand Out
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Mike OsredkerVP, Global Business
THE BIG FOURTHE BIG FOURFPDS, GSAAdvantage, SSQ, CCRFPDS, GSAAdvantage, SSQ, CCR
Free Research SourcesFree Research Sources
Free One-Hour Webinar: www.summitinsight.com/video.asp
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Public Funds Mean Public DataPublic Funds Mean Public Data Research Opportunities Before Competition OpensResearch Opportunities Before Competition Opens
– Seek Contacts & ask questions BEFORE RFP is publishedSeek Contacts & ask questions BEFORE RFP is published– Remember the “rules of engagement”Remember the “rules of engagement”– Post RFP…doors are shut or dialogue is limitedPost RFP…doors are shut or dialogue is limited
Each Agency Produces a Procurement PlanEach Agency Produces a Procurement Plan– Review budgeted programsReview budgeted programs– Look for trends and potential teaming prospectsLook for trends and potential teaming prospects– Remember, everyone else has access to this informationRemember, everyone else has access to this information
Review Past Award DataReview Past Award Data– Use Free Public Web SitesUse Free Public Web Sites– Can request data via Freedom of Information Act (FOIA)Can request data via Freedom of Information Act (FOIA)
GSA Schedule Sales Query ssq.gsa.gov
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Government Marketing ResourcesGovernment Marketing ResourcesSpecialty Consultants:Specialty Consultants:- Government Business Development PlansGovernment Business Development Plans- GSA Schedule & Proposals PreparationGSA Schedule & Proposals Preparation- Marketing Strategies & Sales PlansMarketing Strategies & Sales Plans- Books, CD’s, Self-Study, Classroom CoursesBooks, CD’s, Self-Study, Classroom Courses- Individual Executive Strategy SessionsIndividual Executive Strategy Sessions
Some Examples:Some Examples:GSA Schedule SpecialistsGSA Schedule Specialists
Design to Delivery Design to Delivery www.d2dinc.comwww.d2dinc.com Global Services Global Services www.globalservicesinc.comwww.globalservicesinc.com
Strategy SpecialistStrategy Specialist Summit Insight Summit Insight www.summitinsight.comwww.summitinsight.com
Other Research SourcesOther Research Sources
Specialized Consultancies:Specialized Consultancies:Custom Research, Search Tools, Services Custom Research, Search Tools, Services
& Conferences& Conferences Federal SourcesFederal Sources FedMineFedMine OnviaOnvia E-PipelineE-Pipeline INPUTINPUT FedxccelFedxccel
5.5. TEAMINGTEAMINGHow Partners Speed Your WinHow Partners Speed Your Win
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Dr Kathleen M. Nichols, Founder & CEO
Register
Get Sourced,
Search for Partners
Central Contractor RegistrationCentral Contractor Registrationwww.ccr.govwww.ccr.gov
Network BuildingNetwork Building
Pre-Bid ConferencesPre-Bid Conferences
Associations, Conferences, ExhibitionsAssociations, Conferences, Exhibitions Speaking OpportunitiesSpeaking Opportunities Leadership RolesLeadership Roles SponsorshipsSponsorships
6.6. RELATIONSHIPSRELATIONSHIPSThe Five People You Need To Meet…& BeyondThe Five People You Need To Meet…& Beyond
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Deborah Stallings, President & CEO
Finding GovernmentFinding Government
Government Web Sites typically not detailedGovernment Web Sites typically not detailed Internal Agency DirectoriesInternal Agency Directories Specialized ConsultantsSpecialized Consultants Commercial PublishersCommercial Publishers
One-off, quarterly directory, total online One-off, quarterly directory, total online – Leadership Directories Leadership Directories
www.leadershipdirectories.comwww.leadershipdirectories.com– Carroll PublishingCarroll Publishing
www.carrollpub.comwww.carrollpub.com
The Five People You Need To MeetThe Five People You Need To Meet
The Small Business SpecialistThe Small Business Specialist The Contracting OfficerThe Contracting Officer The Program ManagerThe Program Manager The InfluencerThe Influencer The End UserThe End User
The OSDBU The OSDBU Small Business Specialist*Small Business Specialist*
Cares About:Cares About: Guiding small companiesGuiding small companies Whether you’ve done your Whether you’ve done your
homeworkhomework
Can Help You With:Can Help You With: Detail on Agency plans and processDetail on Agency plans and process Introductions within AgencyIntroductions within Agency
* or Prime’s Small Business Liaison* or Prime’s Small Business Liaison
The Contracting Officer (CO) The Contracting Officer (CO)
Cares About:Cares About: Legal, Fair & Proper ProcessLegal, Fair & Proper Process Supplier Base KnowledgeSupplier Base Knowledge Right Vendors for Buyer’s NeedsRight Vendors for Buyer’s Needs Your Readiness To Do BusinessYour Readiness To Do BusinessCan Help You With:Can Help You With: Acquisition PlansAcquisition Plans Program Manager IntroductionsProgram Manager Introductions
The Program Manager (PM)The Program Manager (PM)
Cares About:Cares About: How best to deliver Agency MissionHow best to deliver Agency Mission Defining requirementsDefining requirements Your research into their needsYour research into their needs Unique value & past performanceUnique value & past performanceCan Help You With:Can Help You With: Funding for pilot programsFunding for pilot programs Referral to End UserReferral to End User
The InfluencerThe Influencer
(Colleague, Reporter, Analyst)(Colleague, Reporter, Analyst)Cares About:Cares About: Leading edge suppliers/expertsLeading edge suppliers/experts Hot stories – good and badHot stories – good and bad Supporting friendsSupporting friendsCan Help You With:Can Help You With: Referral to PM or End UserReferral to PM or End User Publicity for expertise/offeringPublicity for expertise/offering
The End UserThe End User
Cares About:Cares About: Getting the job done.Getting the job done. Having the best Stuff to do it.Having the best Stuff to do it. Your Unique Value Proposition.Your Unique Value Proposition.
Can Help You With:Can Help You With: Incumbent insightIncumbent insight Receptivity to better ideasReceptivity to better ideas
Primes Can Be End Users!Primes Can Be End Users!
Cares About:Cares About: Your advance research!Your advance research! Business & relationships you bringBusiness & relationships you bring UVP & track record UVP & track record
Can Help You With:Can Help You With: Access to contract vehiclesAccess to contract vehicles
7.7. MARKETINGMARKETINGMost Effective Ways To Reach ProspectsMost Effective Ways To Reach Prospects
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Linda Lazarowich, President
Whose problem do you solve?Whose problem do you solve?
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Know Your CustomerKnow Your Customer
““Why does the business seem wired?”Why does the business seem wired?”““How can I get in to see the General?”How can I get in to see the General?”
Become part of your customer communityBecome part of your customer community Their goals and objectivesTheir goals and objectives How you help them achieve thatHow you help them achieve that How you solve a problem, eliminate painHow you solve a problem, eliminate pain Expertise you have that they valueExpertise you have that they value What influences a government buyer’s decision?What influences a government buyer’s decision?
Capability StatementCapability Statement
Core CompetenciesCore Competencies Past PerformancePast Performance
– Prime, Sub, or CommercialPrime, Sub, or Commercial– Relevant Projects, Value, POC Relevant Projects, Value, POC
DifferentiatorsDifferentiators Company DataCompany Data
(Employees, Locations, DUNS, Certifications, NAICS…)(Employees, Locations, DUNS, Certifications, NAICS…)
Contact InformationContact Information
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The UltimateThe UltimateRelationship MarketRelationship Market
Top-Down & Bottom-Up Business Top-Down & Bottom-Up Business DevelopmentDevelopment
• GrassrootsGrassroots• Make technicians/end users comfortable with your Make technicians/end users comfortable with your
company, ideas, productscompany, ideas, products
• ManagementManagement Focus on contribution to the overall missionFocus on contribution to the overall mission Bring them something they didn’t knowBring them something they didn’t know
Finding & Meeting ContactsFinding & Meeting Contacts
IdentificationIdentification Media ResearchMedia Research Business NetworksBusiness Networks Directories & OnlineDirectories & OnlinePersonal Introductions Personal Introductions Past & Current Clients!Past & Current Clients! Industry Association ColleaguesIndustry Association Colleagues Board of AdvisersBoard of Advisers
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Network BuildingNetwork Building
Join Key Groups & Get Active! Some Ideas:Join Key Groups & Get Active! Some Ideas:
American Small Business Coalition American Small Business Coalition www.theasbc.orgwww.theasbc.org
Armed Forces Communications & Electronics Association Armed Forces Communications & Electronics Association www.afcea.orgwww.afcea.org
Society of American Military Engineers Society of American Military Engineers www.same.orgwww.same.org
National Guard National Guard www.ngaus.orgwww.ngaus.org
A Word About The StimulusA Word About The Stimulus
Key ThemesKey Themes ConstructionConstruction TransportationTransportation InfrastructureInfrastructure EnergyEnergy EnvironmentEnvironment ScienceScience ICT, Health IT ICT, Health IT
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If Stimulus Doesn’t Seem To Offer You Much…
Look At Everyday Spending!Federal: $500 B +State & Local: $ 3 Trillion
The U.S. GovernmentThe U.S. GovernmentStimulus SpendingStimulus Spending
Tax CutsTax Cuts $212 Billion$212 BillionOther SpendingOther Spending $575 Billion$575 Billion
TOTALTOTAL $787 Billion$787 Billion
Of the $575 billion:Of the $575 billion:Payments to Individuals: Payments to Individuals: 267 Billion267 BillionFederal, State & Local ProjectsFederal, State & Local Projects 254 Billion254 Billion
State Stabilization Fund State Stabilization Fund 54 billion 54 billion
Of the $254 Billion:Of the $254 Billion:Contract OpportunitiesContract OpportunitiesFederal ConstructionFederal Construction 33 Billion33 BillionFederal Other ProjectsFederal Other Projects 39 Billion39 Billion
Transportation Grants to S<ransportation Grants to S&L 47 Billion47 BillionConstruction Grants to S&LConstruction Grants to S&L 43 Billion43 BillionSubtotal Subtotal 162 billion162 billion
Loans & Loan Guarantees Loans & Loan Guarantees 92 billion92 billionFunding projects for energy, water, environment Funding projects for energy, water, environment and financing for small businessand financing for small business
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$72 BillionFederal
What’s In It For You?What’s In It For You?
www.recovery.govwww.recovery.gov
Weekly federal agency reportsWeekly federal agency reports Links to each state’s projectsLinks to each state’s projects Special AnnouncementsSpecial Announcements
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Who’s Going To Win?Who’s Going To Win?
Companies That:Companies That: Know the Game: Rules & Contract VehiclesKnow the Game: Rules & Contract Vehicles Have Track RecordHave Track Record Track The Right ProjectsTrack The Right Projects Connect With Buyers & PartnersConnect With Buyers & Partners Have FinancingHave Financing
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FedBizOpps www.fbo.gov
Most Alluring & Dangerous for Novices: RFP’s
Winners’ Best Kept Secrets:
RFI’sSources SoughtDraft RFP’s…and…
Easy To Miss:
User Guides
The U.S. GovernmentThe U.S. GovernmentEveryday SpendingEveryday Spending
Federal: over $500 BillionFederal: over $500 BillionState & Local: $3 TrillionState & Local: $3 Trillion
Approximately 25% of all domestic spendingApproximately 25% of all domestic spending
Buys everything!Buys everything! Aerospace, defence, security, ICTAerospace, defence, security, ICT Construction, R&D, energyConstruction, R&D, energy ““Green” products/servicesGreen” products/services Food, clothing, health IT, medical suppliesFood, clothing, health IT, medical supplies Vehicles, parts & serviceVehicles, parts & service Professional & labour servicesProfessional & labour services
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WHAT’S NEXT?WHAT’S NEXT?Success Secrets & Action Steps You Can Take TodaySuccess Secrets & Action Steps You Can Take Today
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Seven Steps To SuccessSeven Steps To Success
Strategy: Fit, Goals, ResourcesStrategy: Fit, Goals, Resources Focus: Agencies, FBOFocus: Agencies, FBO Process: Regs, Skills & CertificationsProcess: Regs, Skills & Certifications Competition: FPDS, GSA, CCRCompetition: FPDS, GSA, CCR TeamingTeaming Relationships: OSDBUs, Referrals, NetworksRelationships: OSDBUs, Referrals, Networks Marketing: Activities & BudgetMarketing: Activities & Budget
FocusFocusBuyers:Buyers: NearbyNearby Similar to Your Best ClientsSimilar to Your Best ClientsResearchResearch Missions, Budgets, Contacts, VendorsMissions, Budgets, Contacts, Vendors Personal Referrals To Key ContactsPersonal Referrals To Key Contacts Appointments With OSDBUAppointments With OSDBU
– Selected Federal DepartmentsSelected Federal Departments– Fort BelvoirFort Belvoir– General Services AdministrationGeneral Services Administration
– Regional / Local Government Regional / Local Government Follow up!Follow up!
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Learn More!Learn More!
Procurement Technical Assistance Program (PTAP)Procurement Technical Assistance Program (PTAP)– Developed by Defense Logistics Agency (DLA) to help small businessDeveloped by Defense Logistics Agency (DLA) to help small business– Via business schools and historically black colleges & universitiesVia business schools and historically black colleges & universities– Links government, prime contractors and small businessesLinks government, prime contractors and small businesses– www.vaptap.orgwww.vaptap.org
Procurement Technical Assistance Center (PTAC)Procurement Technical Assistance Center (PTAC)– Northern Virginia PTAC: Northern Virginia PTAC: www.novaptac.orgwww.novaptac.org
Serves firms seeking opportunities with Federal, State and Local governmentServes firms seeking opportunities with Federal, State and Local government Training seminarsTraining seminars One-on-one counseling, general business developmentOne-on-one counseling, general business development
www.novaptac.orgwww.novaptac.org
More! Like…
GSA SchedulesProposal WritingCosting / PricingContract NegotiationTeamingContract Admin
Get The Basics!Get The Basics!Technical Webinars on…Technical Webinars on…
RegistrationsRegistrations RegulationsRegulations * Certifications ** Certifications * GSA SchedulesGSA Schedules Market ResearchMarket Research Capability StatementsCapability Statements TeamingTeaming
Free & Member-OnlyFree & Member-Only
www.giveme5.comwww.giveme5.com
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Other ResourcesOther Resources– Small Business Administration: Small Business Administration: www.SBA.govwww.SBA.gov
Additional resources, trainingAdditional resources, training 8(a), Mentor Protégé program8(a), Mentor Protégé program Service Corps of Retired Executives:Service Corps of Retired Executives: www.SCORE.Org www.SCORE.Org
– Federal Offices of Small & Disadvantaged Business: Federal Offices of Small & Disadvantaged Business: www.osdbu.govwww.osdbu.gov In each Federal AgencyIn each Federal Agency Open doorsOpen doors
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Judy BradtTake Your First Step Or Broaden Your Footprint
Expertise To Win Government Business Expertise To Win Government Business With More Success & Less Stress.With More Success & Less Stress.
Free Research Webinar: Free Research Webinar: www.summitinsight.com/video.asp
Leave Your Card & Qs!
[email protected] 703.627.1074
