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© TargetGov 2015
Is the Federal Market Right for My Business?
Presented By:Gloria LarkinPresident, TargetGov
© TargetGov 2015@TargetGov
2
Is th
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y Bu
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ss?Gloria Larkin
President
• Nationally recognized federal contracting business development expert
• Author of The Basic Guide to Government Contracting
• Consultant & Trainer• Clients have won billions in federal contracts• Quoted in Wall Street Journal, Washington
Post, INC Magazine, Bloomberg• Educational Foundation Board Chair for
WIPP.org• [email protected] 866-579-1346
© TargetGov 2015@TargetGov
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Is th
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y Bu
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ss?Agenda
• What does the government buy• How much• From whom• When • Requirements• Complications, hurdles & challenges• Worth it?
© TargetGov 2015@TargetGov
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What Does the Federal Government Buy?
• World’s Fortune 1 Customer• $450+ Billion spent annually• Buys from large and small business • Companies located nationwide even worldwide• Buys every imaginable product and service
© TargetGov 2015@TargetGov
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Is th
e Fe
dera
l Mar
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for M
y Bu
sine
ss?Who Purchases?
© TargetGov 2015@TargetGov
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Is th
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y Bu
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ss?
Know the Differences in the Federal Market
1. Language! 2. Rules and regulations3. Registrations required4. Contract vehicles required5. Past Performance is critical6. Long business development cycle7. Decision-makers8. Relationships matter!
© TargetGov 2015@TargetGov
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Is th
e Fe
dera
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ket R
ight
for M
y Bu
sine
ss?Decision-makers
Do not start at the top!Three layers of decision-makers• Contracting and acquisition staff
– CO, KO, CS• Program and technical managers
– PM, end-user, COTR• Small business representatives
– OSDBU, SADBU, SBLO
© TargetGov 2015@TargetGov
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Is th
e Fe
dera
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ight
for M
y Bu
sine
ss?Budgets and Timeline
© TargetGov 2015@TargetGov
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Is th
e Fe
dera
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for M
y Bu
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ss?Tactics for Success
• Recognize the differences in federal contracting
• Know the rules and regulations• Build relationships• Separate yourself from competition• Mitigate risk• Have your finances ready
– Growth– Winning contracts
© TargetGov 2015@TargetGov
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Is th
e Fe
dera
l Mar
ket R
ight
for M
y Bu
sine
ss?Required Registration
System for Award Management • www.SAM.gov• How you are PAID!• Mandatory for every business, large and small• Legal statements regarding your business
© TargetGov 2015@TargetGov
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Is th
e Fe
dera
l Mar
ket R
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for M
y Bu
sine
ss?Optional Registration
SBA Dynamic Small Business Search Profile • http://dsbs.sba.gov/dsbs/ • How you are found! • Show your abilities• Your differentiators• Your experience
• This is free marketing for you!
© TargetGov 2015@TargetGov
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Is th
e Fe
dera
l Mar
ket R
ight
for M
y Bu
sine
ss?Know Your NAICS Codes
• The North American Industry Classification System (NAICS--pronounced nakes)
• Replaced the U.S. Standard Industrial Classification (SIC) system
• Codes that describe what services or products you provide
• Maintained by the U.S. Census Bureau
© TargetGov 2015@TargetGov
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Is th
e Fe
dera
l Mar
ket R
ight
for M
y Bu
sine
ss?Business Size: Large or Small?
• Determined by SBA Size Standards• Depends on industry• $ Annual Revenues
– Range: $3.5M to $35M
• # Employees– Range: 100 to 1,500
• Why? • 23% Goal to Small Business• More info: www.sba.gov
© TargetGov 2015@TargetGov
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Is th
e Fe
dera
l Mar
ket R
ight
for M
y Bu
sine
ss?NAICS Sample
© TargetGov 2015@TargetGov
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Is th
e Fe
dera
l Mar
ket R
ight
for M
y Bu
sine
ss?SBA’s Certified Contracting Programs
Procurement Targets:Small Businesses: 23%
Service-Disabled Vets: 3%SDB/8a: 5%
Women-owned: 5%HUBZone: 3%
Over $100 Billion per year to small
business!
$450 Billion +per year
© TargetGov 2015@TargetGov
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Is th
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ight
for M
y Bu
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ss?
• Small business: self certified• WOSB and EDWOSB self
certifiedbut documented on SBA web site
• 8a: SBA certified• HUBZone: SBA certified• VOSB: self certified• SDVOB: self certified but verifiedYou can do business without any certification!
Certifications: Socio-economic
© TargetGov 2015@TargetGov
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Is th
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ight
for M
y Bu
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Next: Determine if you qualify for a small business contractor certification
Self-Certified: Small Disadvantaged BusinessesService Disabled Veteran-Owned BusinessesWomen-Owned Small Businesses
SBA-Certified:HUBZone Empowerment Contracting Program 8(a) Business Development Program
© TargetGov 2015@TargetGov
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Is th
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ight
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y Bu
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You as the Prime Contractor
You as the Subcontractor
You as the Teaming Partner
Business Strategies
© TargetGov 2015@TargetGov
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Is th
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ight
for M
y Bu
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Target Market: Who Buys What You Sell
• Past: https: / / fpds. gov• Present: FedBizOpps FBO.gov • Future: Agency Forecasts• Competition: USASpending.gov• Primes: USASpending.gov• Teaming: Dynamic Small Business Search
© TargetGov 2015@TargetGov
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Is th
e Fe
dera
l Mar
ket R
ight
for M
y Bu
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ss?Layers of Decision-makers
• Contracting and acquisition staff• CO, KO, COTR• Legal authority to buy
• Program and technical managers• PM, end-user• Technical knowledge
• Small business representatives• OSDBU, OSBP, SBLO• Door opener
© TargetGov 2015@TargetGov
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Is th
e Fe
dera
l Mar
ket R
ight
for M
y Bu
sine
ss?Contracting Opportunities Listings
• FedBizOpps• GSA eBuy & Advantage• FedConnect• Army Single Face to Industry• Agency-specific web sites• LinkedIn• Twitter
© TargetGov 2015@TargetGov
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Is th
e Fe
dera
l Mar
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for M
y Bu
sine
ss?Recap
What does the government buyHow muchFrom whomWhen RequirementsComplications, hurdles & challengesWorth it?
© TargetGov 2015@TargetGov
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Is th
e Fe
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for M
y Bu
sine
ss?Complimentary Materials
Give me your card or email me for the promised additional documents• A Glossary and Acronym List• This PowerPoint• How to set up an FBO Search Agent
© TargetGov 2015@TargetGov
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Is th
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Gloria Larkin• President, TargetGov• Author: The Basic Guide to Government
Contracting
Contact:[email protected] Toll-free: 866-579-1346www.TargetGov.com
Questions?