us federal government contracting - jennifer schaus wharton innovation summit
TRANSCRIPT
Washington, DC * 28 April 2015
Government Contracting
Realities & Opportunities
Washington, DC * 28 April 2015
Government ContractingRealities & Opportunities
Washington, DC * 28 April 2015
Ms. Jennifer L. Schaus
* 20 Years – Govt Contracting
* Washington DC Based
* Product / Service Clients World-wide
* Market Entry, Navigation & Penetration
* Proposal Writing, Marketing, Sales, Contract Vehicles, etc.
Government ContractingRealities & Opportunities
Washington, DC * 28 April 2015
Federal Market - OVERVIEW
* Worlds Largest Purchaser of Goods & Services - $500B
* Airplanes --------> Zippers
* Multiple Agencies & Departments World-wide
* Public Data on past / future procurements & vendor info
* Competitive & Growing sector – diversification
Government ContractingRealities & Opportunities
Washington, DC * 28 April 2015
HOW Does the Federal Government Purchase?
* Governed by the FAR (Federal Acquisition Regulation) Acquisition.gov
* Full & Open Competition – Competitive Bidding FBO.gov
* Set-Aside – Small, Women-Owned, Minority, Veterans, etc.
* Sole Source – unique
* Contract Vehicles – agency or FSS/GWAC’s (Federal Supply Schedule)
* On-line: GSAadvantage.gov (Amazon / E-Bay portal)
Government ContractingRealities & Opportunities
Washington, DC * 28 April 2015
WHY The Federal Government Purchases
* Past Performance - Risk Adverse Purchaser
* Price – LPTA (Lowest Price Technically Acceptable)
* Relationship
* Easy To Buy – P-Card or Contract Vehicle
* Meet an SBA Set-Aside Agency Goal
* Full-fill an agency need / mission
* Use Q4 funds to maintain budget (July, Aug, Sept)
Government ContractingRealities & Opportunities
Washington, DC * 28 April 2015
REALITIES of Government Contracting
* Competitive
* Price driven (current environment - LPTA)
* Long Sales Cycle (12 – 24 months)
* Investment approx $100k/annual (sales, proposal writers, etc)
* Relationship driven (teaming, Mentor-Protege, sub-con, JV)
* Paperwork, processes, certifications, regulations, acronyms
* Sequestration, Budget Cuts, Bid Protest, etc.
Government ContractingRealities & Opportunities
Washington, DC * 28 April 2015
OPPORTUNITIES in Government Contracting
* Purchases are varied – Dentist to Cyber-Security
* Open to new vendors / companies
* Increased quotas for small, women, minority, veterans, etc.
* Large Biz required to sub-contract
* Avail/free Public data provides tools for biz plan / roadmap
* Multiple Year Contracts - $ $ $ $
* Diversify clients (current US admin’s economic “non-recovery”)
Government ContractingRealities & Opportunities
Washington, DC * 28 April 2015
MARKET ENTRY & STRATEGY in Government Contracting
* Focus on Core Competencies!
* Past-Performance (fed, state/local, B2B)
* Partner w Primes & small business
* Work w local Wash DC based experienced firms for guidance
* Have a B2G Biz Plan
* Secure certifications, Contract Vehicles, Market your solutions via govt on-line portals (ie. GSA Scheds)
* Monitor bidding opps & build relationships
Government ContractingRealities & Opportunities
Washington, DC * 28 April 2015
BASIC FIRST STEPS in Government Contracting
* Secure TIN # & DUNS # - Register in SAM.gov
* Register in SBA Dynamic Database (if applicable) SBA.gov
* Secure applicable certifications &/or Contract vehicles
* Create a Capability Statement (Business CV)
* Research & Monitor FBO.gov for opps & partners
* Attend GovCon Events (Agency Industry Days, Prime Contractor Teaming Events, etc)
Government ContractingRealities & Opportunities
Washington, DC * 28 April 2015
GSA SCHEDULES in Government Contracting
* 5 Yr Contract Vehicle – 20 Yr w/ Renewable Options
* Vendor Short List / Marketing Tool / Lowest Price
* Allows Govt to purchase from you directly (on-line portal)
* Special RFP’s set-aside for vendors in your Schedule
* State / Local / Quasi – Govt usage
* Status Symbol – Serious about Govt Contracting
Government ContractingRealities & Opportunities
Washington, DC * 28 April 2015
CONCLUSIONS About Government Contracting
* Worlds Largest Market
* Lucrative Opps + Fierce Competition
* Need Partners, Knowledge, Time & Money
* Not for Everyone
* Diversification
* Seek Local (Wash DC) experts for help
Government ContractingRealities & Opportunities
Washington, DC * 28 April 2015
THANK YOU For Attending!
Jennifer Schaus & Associates1717 Pennsylvania Ave NW
Suite 1025Washington, DC 20006
+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8
Government Contracting Consulting Services
http://www.JenniferSchaus.com