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Thank You for Joining Us,The Webinar Will Begin Shortly.
Is the Federal Market Right for My BusinessBy Gloria Larkin, President, TargetGov
While you are waiting please check out the Upcoming Webinars on www.GiveMe5.com.
© TargetGov 2014
Is the Federal Market Right for My Business?
Presented By:Gloria LarkinPresident, TargetGov
WIPP is a national nonpartisan public policy organization, advocating on behalf of nearly 4.7 million businesses women representing 75 business organizations. WIPP provides timely economic policy information and identifies important trends and
opportunities to its membership.
www.WIPP.org
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.
© TargetGov 2014
Is the Federal Market Right for My Business?
Presented By:Gloria LarkinPresident, TargetGov
© TargetGov 2014@TargetGov
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President
• Nationally recognized federal contracting business development expert
• Educational Foundation Board Vice-Chair for WIPP
• Author of The Basic Guide to Government Contracting
• Quoted in Wall Street Journal, Washington Post, INC Magazine, Bloomberg
• Consultant & Trainer• Clients have won billions in federal
contracts
© TargetGov 2014@TargetGov
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ss?Agenda
• Understanding government procurement jargon• Registration -what's needed as a government
contractor• Certifications-an effective business development
tool• Purchase Process• Purchase Vehicles• Finding contracting opportunities• Finding your target market; who buys what you
sell
© TargetGov 2014@TargetGov
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What Does the Federal Government Buy?
• World’s Fortune 1 Customer• $500 Billion spent annually• Buys from large and small business
nationwide• Buys every imaginable product and service
© TargetGov 2014@TargetGov
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ss?Tactics for Success
• Recognize the differences in federal contracting
• Build relationships• Mitigate risk• Separate yourself from
competition
© TargetGov 2014@TargetGov
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Know the Differences in the Federal Market
1. Rules and regulations2. Registrations required3. Contract vehicles required4. Past Performance is critical5. Long business development cycle6. Relationships matter!
© TargetGov 2014@TargetGov
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ss?Procurement Jargon
• Alphabet soup --- Acronyms galore!• New terminology, words not recognized by
spellcheck• Specific legal and industry jargon• Answer: Acronym List & Glossary
Email me for a complimentary copy:[email protected]
© TargetGov 2014@TargetGov
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Is th
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ss?Required Registrations
System for Award Management www.SAM.gov• How you are PAID!
Optional: SBA Dynamic Small Business Search Profile • How you are found! • http://dsbs.sba.gov/dsbs/
© TargetGov 2014@TargetGov
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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• 23% Goal to Small Business
© TargetGov 2014@TargetGov
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• Small business: self certified• WOSB and EDWOSB self certified
but documented on SBA web site• 8a: SBA certified• HUBZone: SBA certified• VOSB: self certified• SDVOB: self certified but verified
Certifications: Socio-economic
© TargetGov 2014@TargetGov
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You as the Prime Contractor
You as the Subcontractor
You as the Teaming Partner
Business Strategies
© TargetGov 2014@TargetGov
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Is th
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ss?Business Strategies: Targets
Your Company Your TargetYou as a Prime contractor AGENCYYou as a Subcontractor PRIMESYou as a Team member Other Vendors
© TargetGov 2014@TargetGov
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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: Small Business Dynamic Search
© TargetGov 2014@TargetGov
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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 2014@TargetGov
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Is th
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ss?Where to Find Decision Makers
• Person to person– ChallengeHER events– Conferences– Vendor outreach sessions– Agency and base events– Matchmaking– Associations, social events
• Virtual– Email, public relations, blog, LinkedIn, Facebook, Twitter
• Referral– From other decision-makers
© TargetGov 2014@TargetGov
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Is th
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ss?Purchase Process
• Rules about dollar thresholds– $0 - $3K - $25K - $150K - $$$MM
• Budget and fiscal year motivation• Full & open competition• Set-asides• Negotiated contracts• Purchase vehicles
© TargetGov 2014@TargetGov
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Is th
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ss?Purchase Vehicles
Make it easy to do business with you!• Credit Cards: P-card, purchase card• GSA schedules• Agency-specific vehicles• Government-wide contracts (GWAC)• Blanket Purchase Agreements (BPA)• Indefinite-Delivery/Quantity (IDIQ)
© TargetGov 2014@TargetGov
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Is th
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ss?Powerful Marketing Tools
• Government registrations– SAM, DSBS
• Your business card• A Capability Statement• Your web site
© TargetGov 2014@TargetGov
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ss?Capability Statement
5 Key elements•Call it a
“Capability Statement”!•Core Competencies•Past Performance•Differentiators •Specific company dataEmail me for a sample Guide
© TargetGov 2014@TargetGov
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Is th
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ss?Contracting Opportunities
• FedBizOpps• GSA eBuy & Advantage• Army Single Face to Industry• Agency-specific web sites• LinkedIn• Twitter
© TargetGov 2014@TargetGov
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Is th
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Understanding government procurement jargonRegistration -what's needed as a government
contractorCertifications-an effective business development
toolPurchase ProcessPurchase VehiclesFinding contracting opportunitiesFinding your target market; who buys what you
sell
© TargetGov 2014@TargetGov
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Is th
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ss?Contact
Gloria Larkin
President, TargetGov
443-543-5067
www.TargetGov.com
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