1. Government Contracts:Government Contracts:A Jumpstart
IntroductionA Jumpstart IntroductionJudy Bradt, CEO
2. MEETMEETYOURYOURNEIGHBORNEIGHBOR-- NAMENAME- COMPANY-
COMPANY- 5 WORDS- 5 WORDS TO DESCRIBE WHAT YOUTO DESCRIBE WHAT
YOUDODO22 3. Four Big MythsFour Big Myths You just register on
SAM.You just register on SAM. Its all on FedBizOpps.Its 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. 4. What Youll LearnWhat Youll Learn What Your Sweet Spot
Reveals and WhyWhat Your Sweet Spot Reveals and Why Seven Steps To
SuccessSeven Steps To Success Business Beyond FedBizOppsBusiness
Beyond FedBizOpps 5. STEP 1:STEP 1: STRATEGYSTRATEGYHow Government
Business Fits Your CompanyHow Government Business Fits Your
Company55Marissa Levin, CEO 6. Top Reason To PursueTop Reason To
PursueGovernment Business?Government Business? Set AsidesSet Asides
GrowthGrowth Balanced Business MixBalanced Business Mix Filling A
NeedFilling A Need Cash FlowCash FlowThe Right Stuff 7. Winning
Company DriversWinning Company DriversOver 70% either:Over 70%
either: Aligned With Growth Plans (39%)Aligned With Growth Plans
(39%) Fit A Specific Buyers Needs (34%)Fit A Specific Buyers Needs
(34%) Buffer Business Cycle (only 16%)Buffer Business Cycle (only
16%) 8. Readiness ChecklistReadiness Checklist Established, Strong
BusinessEstablished, Strong Business Strategy Fit &
FocusStrategy Fit & Focus Realistic GoalsRealistic Goals
Working CapitalWorking Capital CapacityCapacity GritGrit 9. Steps
To SuccessSteps To Success1.1. StrategyStrategy2.2. FocusFocus3.3.
ProcessProcess4.4. CompetitionCompetition5.5. TeamingTeaming6.6.
RelationshipsRelationships7.7. MarketingMarketing99 10. Federal
Contract Spending:Federal Contract Spending:Under Pressure, Down
SomeUnder Pressure, Down SomeNice To Have is over.Nice To Have is
over. SequestrationSequestration Deficit ReductionDeficit Reduction
Military DrawdownMilitary Drawdown2009 2010 2011 2012$ 541.2 B $
537.7 B $ 533.5 B $ 515.7 B 11. 2011 VIP Survey: Trends in Federal
Contracting for Small Businesses 12. Four* TriesFour* TriesTo Your
First Prime WinTo Your First Prime Win* Average of Active Small
Business. Minority: 6.1; Caucasian: 3.7 13. Persistence
Pays:Persistence Pays:Win Rates Rise WithWin Rates Rise
WithExperienceExperience2011 VIP Survey: Trends in Federal
Contracting for Small Businesses 14. Be Selective. Win More.Be
Selective. Win More.2011 VIP Survey: Trends in Federal Contracting
for Small Businesses 15. SHARPEN YOUR FOCUSSHARPEN YOUR FOCUSTo
Increase Your Win RateTo Increase Your Win Rate1616Neeld Wilson,
President 16. The Next Win: Within A YearThe Next Win: Within A
Year2011 VIP Survey: Trends in Federal Contracting for Small
Businesses 17. Wheres The Next Ripple Out?Wheres The Next Ripple
Out?Which government prospects are most like the ideal?Profit by
focus on selected Buyers Products / Services Regions 18. Your Sweet
Spot ClientYour Sweet Spot ClientWhat areWhat arethe signs?the
signs? 19. PAIR & SHARE:PAIR & SHARE:WHATSWHATS YOURYOUR
SWEETSWEETRIGHT NOW, whats your most common:RIGHT NOW, whats your
most common:- Contract ValueContract Value- Contract
DurationContract Duration- Client LocationClient Location 20. 1.1.
What problem do you solve?What problem do you solve?2.2. What are
the symptoms?What are the symptoms?3.3. Which government
agenciesWhich government agencieshave those mission-criticalhave
those mission-criticalproblems?problems? 21. USA.GOVUSA.GOV2323 22.
2011 3-Year Bidding:2011 3-Year Bidding:Down 50% From 2007Down 50%
From 20072011 VIP Survey: Trends in Federal Contracting for Small
Businesses 23. 3-Year Win Rates Down3-Year Win Rates
Down(Prime(Prime andand Subcontracts)Subcontracts)2011 VIP Survey:
Trends in Federal Contracting for Small Businesses 24. Who Are
Buyers & Vendors?Who Are Buyers &
Vendors?www.USASpending.govwww.USASpending.gov 25. FedBizOpps
www.fbo.govBEFORE YOUBIDLook for:RFIsSources SoughtDraft RFPs 26.
Beyond FedBizOppsBeyond FedBizOpps ForecastsForecasts
BackcastsBackcasts Agency SitesAgency Sites 27. Beating FedBiz
OppsBeating FedBiz Opps Past Contract DataPast Contract Data
Relationships & CallsRelationships & Calls
Government/Agency forecasts, reportsGovernment/Agency forecasts,
reports Company web sitesCompany web sites Trade press &
supplier newsTrade press & supplier news Industry associations
& conferencesIndustry associations & conferences Data
Services, shoe leather & hired helpData Services, shoe leather
& hired help 28. Finding Forecasts:Finding
Forecasts:ExamplesExamples3131 29. FedBizOpps www.fbo.govBEFORE
YOUEVER BID:AGENCYFORECASTS3232 30. 3333 31. GSA Small Business
AssistanceGSA Small Business Assistance3434 32.
http://bit.ly/aIcvf53535 33. To The DHS Forecast A TourTo The DHS
Forecast A Tour3636 34. 3737 35. 3838 36. 3939 37. Scroll down to
link to4040 38.
http://osdbuforecast.hhs.gov/hhs_services/procurement/operatingAdmin.cfmhttp://osdbuforecast.hhs.gov/hhs_services/procurement/operatingAdmin.cfm4141
39.
AnotherAnotherExample:Example:VeteransVeteransAffairsAffairs4242
40. Link Via OSDBU CouncilLink Via OSDBU
Councilwww.osdbu.gov/members.htmlSmall Business SpecialistsCentral
Coordination PointsFor Each AgencyMilitary Services
ListedSeparately4343 41. Prospecting?Prospecting?Classic
Backcasting!Classic Backcasting! 42. USASpending.gov /
FFATA.orgUSASpending.gov / FFATA.orgDatabase FeaturesDatabase
Features Drill DownDrill Down SortSort GraphGraph Output /
ExportOutput / Export Contract DescriptionContract Description
Start/ExpiryStart/Expiry Vehicle / typeVehicle / type # Offerors#
Offerors Value so farValue so far # Task Orders# Task Orders Point
of ContactPoint of Contact 43. Where Is Your Competitor?Where Is
Your Competitor?www.USASpending.govwww.USASpending.gov 44. Scroll
Down& Search ByNAICS.WhichAgencies AreYour TopBuyers? 45.
Details Via DropdownsDetails Via Dropdowns 46. Competitor
SearchCompetitor SearchExampleExample 47. Other Agency Small
Business SitesOther Agency Small Business Sites Defense Information
Systems AgencyDefense Information Systems
Agencyhttp://disa.mil/about/offices/osbp.htmlhttp://disa.mil/about/offices/osbp.htmlhttp://disa.mil/conferences/cif/index.htmlhttp://disa.mil/conferences/cif/index.html
Defense Logistics Agency: www.dla.mil/DB/Defense Logistics Agency:
www.dla.mil/DB/ National Security Agency: www.nsaarc.netNational
Security Agency: www.nsaarc.net Defense Intelligence Agency:
www.dia.mil/contracting/small-businessDefense Intelligence Agency:
www.dia.mil/contracting/small-business ArmyArmy Single Face To
Industry (ASFI): https://acquisition.army.mil/asfiSingle Face To
Industry (ASFI): https://acquisition.army.mil/asfi Aberdeen Proving
Ground, including Communications & ElectronicsAberdeen Proving
Ground, including Communications & ElectronicsCommand (CECOM)
Interactive Business Opportunities Page (IBOP)Command (CECOM)
Interactive Business Opportunities Page
(IBOP)https://abop.monmouth.army.mil/https://abop.monmouth.army.mil/
Army Materiel Command Small Business:Army Materiel Command Small
Business:http://www.amc.army.mil/pa/SMALLBUSINESS.asphttp://www.amc.army.mil/pa/SMALLBUSINESS.asp
Army Corps of Engineers Small Business:
http://www.mvn.usace.army.mil/sb/Army Corps of Engineers Small
Business: http://www.mvn.usace.army.mil/sb/ Navy: Electronic
Commerce Online (NECO) https://www.neco.navy.mil/Navy: Electronic
Commerce Online (NECO) https://www.neco.navy.mil/ HERBB (HERBB
(HHanscom AFBanscom AFB EElectroniclectronic RFPRFP
BBulletinulletin BBoard: Air Force Electronic Systems Center)oard:
Air Force Electronic Systems
Center)http://herbb.hanscom.af.mil/http://herbb.hanscom.af.mil/
5151 48. STEP 3:STEP 3: PROCESSPROCESSHow Government Buys What
Youve GotHow Government Buys What Youve
Got5252Untangling:RegistrationsCertificationsGSA Schedules 49.
Registrations, Certifications,Registrations, Certifications,GSA,
Other Contract VehiclesGSA, Other Contract VehiclesAre just tools.
50. Key ElementsKey Elements Budget CycleBudget Cycle Rules of the
Game (FARS/DFARS/++)Rules of the Game (FARS/DFARS/++) Acquisition
StagesAcquisition Stages Buying Options & Contract TypesBuying
Options & Contract Types GSA SchedulesGSA Schedules Set
AsidesSet Asides 51. Federal Fiscal Year Begins:
___________________Federal Fiscal Year Begins:
___________________State Fiscal Years Begin:
___________________State Fiscal Years Begin: ___________________
Q1Q1 Funding may not be completeFunding may not be complete Q2Q2
Funding flows beginFunding flows begin Q3Q3 Purchasing
acceleratesPurchasing accelerates Q4Q4 Big Use-or-Lose Buying
SurgeBig Use-or-Lose Buying SurgeHappy New Year!Happy New
Year!Funding AffectsFunding AffectsContract TimingContract
Timing5555 52. 5656Rules of The GameRules of The GameFederal
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 RegulationsDefense Federal Acquisition
Regulations((DFAR) http://farsite.hill.af.mil/DFAR)
http://farsite.hill.af.mil/ ALWAYS CHANGING.ALWAYS CHANGING. E.g.
WOSB caps; set-aside partnership work sharesE.g. WOSB caps;
set-aside partnership work shares 53. RegisterGetSourcedSystem For
Award ManagementSystem For Award ManagementSAM.govSAM.gov 54. Buyer
Options Include:Buyer Options Include: Micro-Purchase (
