HOW FPDS-NG SUPPORTS GOVCON BUSINESS DEVELOPMENT

STRAIGHT ANSWERS ABOUT UNDERSTANDING AND LEVERAGING THE MOST ROBUST OPEN SOURCE OF GOVERNMENT CONTRACTING DATA AND INFORMATION.

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ABOUT WIPP

Founded in 2001, Women Impacting

Public Policy (WIPP) is a national,

nonpartisan organization advocating

on behalf of women entrepreneurs

We work to strengthen women

business owners’ impact on our

nation’s public policy, create

economic

opportunities and forge alliances with

other business organizations

Our collective voice, including 79

women’s organizations, has a

powerful influence on Capitol Hill

and with the Administration

ABOUT GIVE ME 5

National program from WIPP & American Express OPEN designed to

educate women business owners on how to apply for and secure federal

procurement opportunities.

Give Me 5 works to increase the representation of Women Business Owners

that win government contracts. We provide accessible business education

tools to assist both new and experienced federal contractors.

Women Business Owners could gain more than $4 billion in annual

revenues if the 5% contracting goal set by Congress was reached.

GIVE ME 5: HOW FPDS-NG SUPPORTS

GOVCON BUSINESS DEVELOPMENT

‘Go-To’ Guy Timberlake

Co-Founder and Chief Visionary Officer

The American Small Business Coalition

www.theasbc.org

How FPDS-NG Supports GovCon Business Development

Straight answers about understanding and leveraging the most robust open source of government contracting data and information.

Presented to:

Copyright 2018. The American Small Business Coalition, LLC. All Rights Reserved.

‘Go-To-Guy' Timberlake is a 30-year veteran of government contracting with operational experiences, knowledge and relationships acquired supporting civilian, defense and intelligence agency programs. Known as a GovCon Edutainer, Guy has developed an ability to make ordinarily mundane technical business discussions interesting, memorable and actionable. As creator of Ethical Stalking for Government Contractors™, he’s considered an expert in federal sector business development and competitive intelligence and is at home discussing substantive tactics, tools and resources companies can use to grow in federal contracting. As Chief Visionary Officer of The American Small Business Coalition, he is focused on helping American small businesses succeed in federal contracting.

Guy is a devoted husband and father who loves being the head chef for homemade pizza and stir-fry nights with family and friends. ‘Go-To-Guy’ is the nickname given to him by defense customers who knew him, liked him and trusted him to get the job done.

@theasbcguy (410) 381-7378 x200 gtimberlake@theasbc.org

Go2Market

Strategy

MarketingBusiness

Development

Capture Management

Proposal Management

Suspect

Prospect

Lead

Opportunity

Bid

Who Buys What You Sell

How To Identify Them

How To Market To Them

How They Buy(e.g., Agreement, Contract, Contract Vehicle)

How Much They Spend

How They Pay For It (e.g., FFP, T&M, Labor Hours, etc.)

How Much They Pay For It

Who They Buy From

Why They Buy From Them

“When you bid without an information advantage, you bid at a competitive disadvantage.”

- Carl Dickson, CapturePlanning.com

What You Don’t Know (About GovCon Codes and Contracts) Will Cost You Time and Money!

15 9 3 78 78Executive Legislative Judicial Independent Boards &

Commissions

How Many Federal Agencies, Boardsand Commissions Are There?

NAICS(describes principal purpose of

product or service being acquired)

Government

What We Do.

Industry

What We Do.

PSC(the predominant product

or service being purchased)

Government

What We Buy.

Industry

What We Sell.

WYDK About GovCon Codes

The Product and Service Codes (PSC) Manual provides codes to describe products, services, and research and development (R&D) purchased by the federal government.

These codes indicate “WHAT” was bought for each contract action reported in the Federal Procurement Data System (FPDS).

NAICS 561210

NAICS Description FACILITIES SUPPORT SERVICES

Sum of Action Obligation ($)

35,664,697,750.67$

NAICS 561210

NAICS Description FACILITIES SUPPORT SERVICES

Sum of Action Obligation ($)

35,664,697,750.67$

FY2018 YTD

90 Contracting

Agencies

433 Contracting

Offices

878 Unique Vendors from 54 US

States/Territories and 16 Non-US Cities

348 Unique PSC Codes

$16M in Goods(56 Product Codes)

$65M in R&D(8 Service Codes)

$28B in Operation of Govt Facilities

(29 Service Codes)

$7.5B in 255 Remaining Service Codes in 22 PSC Categories

$29.2B NOTpurchased using an

established contract vehicle.

A - Research and DevelopmentB - Special Studies and Analyses - Not R&DC - Architect and Engineering - ConstructionD - Automatic Data Processing and TelecommunicationE - Purchase of Structures and FacilitiesF - Natural Resources and ConservationG - Social ServicesH - Quality Control, Testing, and InspectionJ - Maintenance, Repair, and Rebuilding of EquipmentK - Modification of EquipmentL - Technical RepresentativeM - Operation of Government Owned FacilitiesN - Installation of EquipmentP - Salvage ServicesQ - Medical ServicesR - Professional, Administrative and Management SupportS - Utilities and Housekeeping ServicesT - Photographic, Mapping, Printing, and PublicationsU - Education and TrainingV - Transportation, Travel and RelocationW - Lease or Rental of EquipmentX - Lease or Rental of FacilitiesY - Construction of Structures and FacilitiesZ - Maintenance, Repair or Alteration of Real Property

$28M

$474M$404M

$56M$82M

$5.3B

$872M

Fiscal Year 2017

Sum of Act ion Obligat ion

Award or IDV Type Total

BOA 168,704,206.05$

BPA 44,951,868.45$

BPA CALL 13,844,592,503.71$

DEFINITIVE CONTRACT 235,779,686,583.31$

DELIVERY ORDER 232,969,808,124.73$

FSS -$

GWAC 6,182,148.31$

IDC 8,689,088,653.06$

PURCHASE ORDER 16,611,227,782.90$

Grand Total 508,114,241,870.52$

IDVsAwards ~50%

Taking time to understand the

actual use of classifications and

contract types within target

agencies will boost your ability to

know about and win federal

contracts and subcontracts!

• Features/Functionality Overview of FPDS-NG• Which agencies buy what I sell?• What do they call it/how do they classify it?• How do they buy it?• How much of it do they buy?• What contracts are expiring?• Do I need a GSA Schedule? GWAC? IDC• How do I identify buyers? Customers?• How do I identify partners and competitors?

How FPDS-NG Supports GovCon Business Development

Straight answers about understanding and leveraging the most robust open source of government contracting data and information.

Copyright 2018. The American Small Business Coalition, LLC. All Rights Reserved.

THANK YOU TO OUR SPEAKER

‘Go-To’ Guy Timberlake

Co-Founder and Chief Visionary Officer

The American Small Business Coalition

www.theasbc.org

THANK YOU FOR PARTICIPATING!

Following this call you will receive links to the podcast

of this session.

For questions, please contact Lin Stuart at

Lstuart@wipp.org

1-888-488-WIPP

www.GiveMe5.com

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