1

Welcome to

Find your Target

Federal Agencies

2

First To Do’s…. Register with SAM.gov

Create a one-page capabilities statement

Identify your products and services and differentiation

Identify target agencies and then target procurements

(i.e. http://www.usaspending.gov/, FBO, 5 year plans, etc)

Establish Teaming and/or Subcontracting Oppts (bunt vs. home run)http://www.sba.gov/category/navigation-structure/contracting/contracting-opportunities/sub-contracting/subcontracting-opportunities-directory

Get on several procurement vehicles (deck of cards)

3

Next To Do’s

Dedicate federal staff

Develop a marketing budget THEN a marketing plan

Contact SADBU’s

Understand the basics of contracting - www.acquisition.gov/far/

Contact Small Business Liaison with SI’s/Primeshttp://www.generaldynamics.com/suppliers/supplier-diversity/small-business-liaison/

http://www.mantech.com/about/smallBusiness/Pages/smallBusiness.aspx

https://oasis.northgrum.com/general/docs/SBLOlist.pdf

4

Be able to answer…

What does your organization do?

Who in the Government has a requirement for your product or service?

How does your company help the government meet its goals and objectives?

Provide examples of customers your organization has assisted in the past and the corresponding results.

• What appeal did your product or services have that caused customers to use you in the past?

5

Do the following…

Evaluate why the agency would buy your product or services.

Get information on their budgets, and look at their mission and goals.

Look Government Accountability Office (GAO) Reports http://www.gpoaccess.gov/gaoreports/index.html.

Get the agency’s organization chart and then develop a call plan.

Identify Executive Orders, Agency Mandates, Regulations.

Market success stories.

Ask for a referral.

6

Categorize relationships

There are three customers you should target with your marketing efforts:

1. Procurers (including contracting officers/specialists)

2. Influencers (including program managers/high-level decision makers)

3. End Users (how is what you sell help them in their job or agency mission critical or operating processes?)

7

Visit local Procurement Technical Assistance Center (PTAC)

Provides assistance to businesses in marketing products and services to Federal, state and local governments.

http://www.aptac-us.org/new/

8

Small Business Administrationwww.sba.gov

8(a) Business Developmenthttp://www.sba.gov/content/about-8a-business-development-program

Hub Zoneshttp://www.sba.gov/hubzone/

North American Industry Classification System (NAICS)http://www.census.gov/eos/www/naics/

SBA Development Centers - 900 service sites to serve your local business needs

www.sba.gov/SBDC/

SBA Veteran’s Business Developmenthttp://www.sba.gov/about-offices-content/1/2985

SBA Small Disadvantaged Businesshttp://www.sba.gov/content/disadvantaged-businesses

9

Understand Abbreviations and Acronyms

Abbreviations and Acronyms of the U.S. Government

http://libguides.ucsd.edu/govspeak

Military Acronyms

http://www.fas.org/news/reference/lexicon/acronym.htm

10

Read/Subscribe to PublicationsCarroll Publishing – Government Print Directorieswww.carrollpub.com/

Computer Reseller Newswww.crn.com/

Federal Timeswww.federaltimes.com

Federal Computer Week www.fcw.com

Government Executive www.govexec.com

Government Technologywww.govtech.net/

Washington Technology – Targets System Integrators, Agency Profiles, Product Reviewswww.washingtontechnology.com

(1) Follow their editorial calendars and

(2) get to know the reporters that cover your products/services

11

Join Organizations

Association for Federal Information Resource Managementwww.affirm.org

Computer Technology Industry Associationwww.comptia.org/

Greater Washington Initiativewww.greaterwashington.org/

Northern Virginia Technology Councilwww.nvtc.org/

National Contract Management Associationwww.ncmahq.org

Small and Emerging Contractors Advisory Forum (SECAF)www.secaf.org/

Women in Technologyhttp://www.witi.com/

12

Purchase a Fee-For-Service Research Tool

Eagle Eye – Historical Contract Awards – Competitor Research-Market Sizingwww.eagleeyeinc.com/

ePipeline - Web-based research for RFI, Pre-RFP’s, RFP’s, Re-Competes, etc(digs deeper in to programs down to budgetary basis) www.epipeline.com

Deltek – Web-based research for RFI, Pre-RFP’s, RFP’s, Re-Competes, etchttp://govwin.com/home

Loren Data - $295 annual fee to track FedBusOppts by Keyword, FSC, etcwww.ld.com

Market Connections, Inc – Customer Satisfaction Surveys, Research Studies, et alwww.marketconnectinc.com

13

Women-Owned Business Resources

Women-Owned Businesseswww.womenbiz.gov

Department of Defense, Women Owned Small Business Website www.acq.osd.mil/sadbu/wosb/

14

Federal Grants

Track the money trail

www.grants.gov/

15

Federal Supply Schedule 30,000 foot overview

This guide is intended to help vendors understand

how to participate in the GSA Federal Supply

Service Multiple Award Schedules program. 

https://vsc.gsa.gov/common/articles/cid188.cfm

16

Create HW Solution Bundles or Packaged Services

Any combination of hardware, software or Services.

Generally receive 1-2% better markups.

Position as a solutions-provider.

Eliminates competitors.

Anyone can sell products/services for the lowest price.

17

Buy “Selling to the Government: What It Takes to Compete and Win in the World's Largest Market”

$18.71 on Amazon – ISBN # 047088133X

18

Questions???

In the end, there is no magic or secret to selling to the Federal Government. You still need to target agencies, sell the benefits of your company and establish/maintain relationships with your customers.

Call us @ 703-326-0640 or

E-mail us @ rmackey@capitalreps.com