Seven Steps To Seven Steps To Success In Success In

Government BusinessGovernment BusinessFederal, State and LocalFederal, State and Local

Judy Bradt, Principal & CEO

For Southeast Fairfax Development Corporation

29 June 2010

Four Big Half-TruthsFour Big Half-Truths

““You just register on CCR.”You just register on CCR.”

““It’s all on FedBizOpps.”It’s all on FedBizOpps.”

““You have to get a GSA Schedule.”You have to get a GSA Schedule.”

““First, you need to get certified.”First, you need to get certified.”

What You Will LearnWhat You Will Learn

Avoiding The Three Top Avoiding The Three Top TrapsTraps

Are you ready? How to tellAre you ready? How to tell Seven Steps To Success Seven Steps To Success Essential Resources & ToolsEssential Resources & Tools

Strategies Differ: Women Get on GSA Strategies Differ: Women Get on GSA Schedule, Minorities Seek ConnectionsSchedule, Minorities Seek Connections

Attend agency-led seminarAttend matchmaking event

Attend private sector seminars

Meet w/agency officialsGet on GSA schedule

Meet w/fellow business owners

Growth Goals of Women & Minorities Broader: Growth Goals of Women & Minorities Broader: Impacting Local Community, Leadership Growth of Greater ImportanceImpacting Local Community, Leadership Growth of Greater Importance

Are You Ready? Top CluesAre You Ready? Top Clues

Established, Strong BusinessEstablished, Strong Business Strategic FitStrategic Fit Relevant Past PerformanceRelevant Past Performance RelationshipsRelationships Working CapitalWorking Capital CapacityCapacity PassionPassion

Government Contracts Made Government Contracts Made EasierEasier

Seven Steps To Seven Steps To SuccessSuccess

Seven Steps to SuccessSeven Steps to Success

StrategyStrategy FocusFocus ProcessProcess CompetitionCompetition TeamingTeaming RelationshipsRelationships MarketingMarketing

And THEN:And THEN: GSA SchedulesGSA Schedules Proposal WritingProposal Writing Costing / PricingCosting / Pricing Contract Contract

NegotiationNegotiation TeamingTeaming Contract AdminContract Admin PERFORMANCE!PERFORMANCE!

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UNIT 1.1UNIT 1.1 STRATEGYSTRATEGYHow Government Business Fits Your CompanyHow Government Business Fits Your Company

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Marissa Levin, CEO

Avoid 3 Top MistakesAvoid 3 Top MistakesOf Government ContractorsOf Government Contractors

Ensure strategic Ensure strategic fit.fit.

Target your Target your effort.effort.

Budget enough Budget enough time and money!time and money!

The U.S. GovernmentThe U.S. GovernmentEveryday SpendingEveryday Spending

Federal: over $500 BillionFederal: over $500 BillionState & Local: $3 TrillionState & Local: $3 Trillion

Approximately 25% of all domestic spendingApproximately 25% of all domestic spending

Buys everything!Buys everything! Aerospace, defence, security, ICTAerospace, defence, security, ICT Construction, R&D, energyConstruction, R&D, energy ““Green” products/servicesGreen” products/services Food, clothing, health IT, medical suppliesFood, clothing, health IT, medical supplies Vehicles, parts & serviceVehicles, parts & service Professional & labour servicesProfessional & labour services

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How Long Does it Take How Long Does it Take to Win Business?to Win Business?

Immediate is _________Immediate is _________

____ to ____ months minimum____ to ____ months minimum ____ to ____ months typical____ to ____ months typical

_____________ or __________ or even _____________ or __________ or even ____________ may get you started.____________ may get you started.

Critical Strategy QuestionsCritical Strategy Questions

Are we ready?Are we ready? Who do we know?Who do we know? Do we have relevant past Do we have relevant past

performance?performance? Can we get certified?Can we get certified? What are our core capabilities?What are our core capabilities? How do buyers do business?How do buyers do business? What’s our unique value proposition?What’s our unique value proposition?

2.2. FOCUSFOCUSForecasting & TargetingForecasting & Targeting

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Neeld Wilson, President

Where’s The Next Ripple Where’s The Next Ripple Out?Out?

You Understand Me!You Understand Me!

USA.GOVUSA.GOV

2020

Who Are Buyers & Vendors?Who Are Buyers & Vendors?Introducing: The NEW Introducing: The NEW www.USASpending.govwww.USASpending.gov

Federal Buyers: Federal Buyers: Funding & ProgramsFunding & Programs

Agency ForecastsAgency Forecasts

Current/Future Military Programs Current/Future Military Programs

Agency Budget Overviews Agency Budget Overviews

U.S. Congress: Bills, Hearings, LawsU.S. Congress: Bills, Hearings, Laws

Discovering ProjectsDiscovering Projects

Process, Relationships, Hired HelpProcess, Relationships, Hired Help

Sweet SpotSweet Spot Referrals & RelationshipsReferrals & Relationships RegionRegion GrantsGrants IncumbentsIncumbents Free & Fee Market IntelligenceFree & Fee Market Intelligence

FedBizOpps www.fbo.gov

BEFORE YOU EVER BID:

RFI’sSources SoughtDraft RFP’s…and…

AGENCY FORECASTS

How to Research How to Research OpportunitiesOpportunities

Government/Agency forecasts, Government/Agency forecasts, reportsreports

Company web sites Company web sites Relationships & CallsRelationships & Calls Trade press & supplier newsTrade press & supplier news Industry associations & conferencesIndustry associations & conferences Data Services, shoe leather & hired Data Services, shoe leather & hired

helphelp

3.3. PROCESSPROCESSHow Government Buys What How Government Buys What YouYou’ve Got’ve Got

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Kathy Kastner, CEO

RegistrationsCertifications

GSA Schedules

…and Rules

Pre-SolicitationPre-Solicitation FundingFunding Requirements DefinitionRequirements Definition Market Survey (RFI's)Market Survey (RFI's) Forecast PublicationForecast Publication Acquisition Strategy Acquisition Strategy

– Sources Sought Sources Sought – Draft RFP's Draft RFP's – Site ToursSite Tours– Bidders ConferencesBidders Conferences

Buyer Options Include:Buyer Options Include: Micro-Purchase (<$3,000)Micro-Purchase (<$3,000) GSA SmartPay CardGSA SmartPay Card Simplified Acquisition (<$100,000)Simplified Acquisition (<$100,000) Broad Agency Announcement Broad Agency Announcement Invitation for Bid (low price wins)Invitation for Bid (low price wins) Negotiated Contracting (best value / score Negotiated Contracting (best value / score

wins)wins)– Unsolicited ProposalsUnsolicited Proposals– Request for Proposal (RFP):Request for Proposal (RFP): large/complex projects, large/complex projects,

Government-Wide Acquisition (GWAC), Government-Wide Acquisition (GWAC), GSA SchedulesGSA Schedules

Competition & AwardCompetition & Award

Solicitation (RFP, RFQ, Task Order)Solicitation (RFP, RFQ, Task Order) Prepare ProposalPrepare Proposal Submit OffersSubmit Offers Deadline!Deadline! EvaluationEvaluation Shortlist / DownselectShortlist / Downselect NegotiationNegotiation Contract AwardContract Award

Post-AwardPost-Award

ProtestsProtests Contract ExecutionContract Execution PerformancePerformance Administer…and invoice!Administer…and invoice! Modify / UpdateModify / Update Market for more!Market for more!

– Task orders, change orders, optionsTask orders, change orders, options RecompetitionRecompetition

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Rules of The GameRules of The Game

Federal Acquisition Regulations (FAR) Federal Acquisition Regulations (FAR) www.arnet.gov/far/

Competition requirements: Part 6Competition requirements: Part 6 Acquisition of Commercial Items: Part 12Acquisition of Commercial Items: Part 12 Contracting by Negotiation: Part 15Contracting by Negotiation: Part 15 Small Business: Part 19Small Business: Part 19 Foreign Acquisition: Part 25Foreign Acquisition: Part 25

Defense Federal Acquisition Regulations (Defense Federal Acquisition Regulations (DFAR) DFAR) http://farsite.hill.af.mil/

Weekly FARS Series: www.sell2usgov.comWeekly FARS Series: www.sell2usgov.com

Weekly Blog Series www.sell2usgov.com Get RSS Feed

Federal Fiscal Year Begins: ___________________Federal Fiscal Year Begins: ___________________State Fiscal Years Begin: ___________________State Fiscal Years Begin: ___________________

Q1 Q1 Funding may not be complete Funding may not be complete Q2 Q2 Funding flows beginFunding flows begin Q3 Q3 Purchasing acceleratesPurchasing accelerates Q4 Q4 Big Use-or-Lose Buying SurgeBig Use-or-Lose Buying Surge

Happy New Happy New Year!Year!

Funding Affects Funding Affects

Contract Contract TimingTiming

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Register

Get Sourced,

Search for Partners

Central Contractor Central Contractor RegistrationRegistrationwww.ccr.govwww.ccr.gov

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Registration BasicsRegistration BasicsOfficial Business IdentitiesOfficial Business Identities– Tax ID Number / EINTax ID Number / EIN– N. American Industrial Classification System (NAICS) N. American Industrial Classification System (NAICS)

CodeCode Based on what you sell. Based on what you sell. www.naics.comwww.naics.com

– Size Standards – Small or Not?Size Standards – Small or Not? www.naics.com/sba_sizestandards.htmwww.naics.com/sba_sizestandards.htm

– Dunn and Bradstreet (D-U-N-S) #Dunn and Bradstreet (D-U-N-S) # Free registration: Free registration: www.DnB.comwww.DnB.com

– Central Contractor Registration (CCR)Central Contractor Registration (CCR) Free Registration: Free Registration: www.ccr.gov www.ccr.gov Required for direct Federal sales & paymentsRequired for direct Federal sales & payments Often required for subcontracting / teamingOften required for subcontracting / teaming

– Online Reps & Certs (ORCA)Online Reps & Certs (ORCA) https://orca.bpn.govhttps://orca.bpn.gov

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Small Business CertificationsSmall Business Certifications Small or Woman-Owned Business: Self-CertifyingSmall or Woman-Owned Business: Self-Certifying

– New Proposed Rule! See New Proposed Rule! See www.sba.gov/newswww.sba.gov/news

HUBZone (historically underutilized business zone, distressed HUBZone (historically underutilized business zone, distressed areas)areas)– Goal: To promote economic development/employmentGoal: To promote economic development/employment– Qualifications:Qualifications:

Small business by SBA standards (NAICS code)Small business by SBA standards (NAICS code) Located in a HUBZone (seeLocated in a HUBZone (see www.sba.gov/hubzonewww.sba.gov/hubzone/)) Wholly owned and controlled by U.S. Citizen/sWholly owned and controlled by U.S. Citizen/s 35% or more of employees must reside in HUBZone35% or more of employees must reside in HUBZone

8(a) / SDB (Small Disadvantaged Business)8(a) / SDB (Small Disadvantaged Business)– Goal: to assist socioeconomic disadvantaged personsGoal: to assist socioeconomic disadvantaged persons– QualificationsQualifications

http://www.sba.gov/services/contractingopportunities/certifications/index.htmlhttp://www.sba.gov/services/contractingopportunities/certifications/index.html

Service-Disabled / Veteran-Owned Small Business: Service-Disabled / Veteran-Owned Small Business: www.vetbiz.gov

And Then: State & Local And Then: State & Local Small Business Small Business Preferences…Preferences…Win TRUE Preference.Win TRUE Preference.

CapacityCapacity ConnectionsConnections CommitmentCommitment Know-howKnow-how Know-whoKnow-who

Buyers: Meet the need.Buyers: Meet the need. Primes: Show them the money.Primes: Show them the money.

The General Services The General Services Administration Administration

(GSA) (GSA) Schedule ContractSchedule Contract

““How do I get a GSA Schedule?”How do I get a GSA Schedule?”

A GSA Schedule Is…A GSA Schedule Is… A negotiated federal contractA negotiated federal contract Used for commercial Goods & servicesUsed for commercial Goods & services Indefinite Delivery, Indefinite QuantityIndefinite Delivery, Indefinite Quantity Open up to 20 yearsOpen up to 20 years Central terms, conditions, pricingCentral terms, conditions, pricing State and Local Government OptionsState and Local Government Options

– Information technologyInformation technology– Disaster response & securityDisaster response & security

Indefinite Delivery, Indefinite Quantity.Indefinite Delivery, Indefinite Quantity.GSA Schedule 70, FY09: US $15.7 BGSA Schedule 70, FY09: US $15.7 B 5,333 Firms5,333 Firms Top 25:   42% of the moneyTop 25:   42% of the money Top 100   65% ($10.2 B)Top 100   65% ($10.2 B) 3,271 firms 35% ($ 5.5 B) 3,271 firms 35% ($ 5.5 B)

1,962 firms   (37% of awardees)        1,962 firms   (37% of awardees)        $0$0

Happy Hunting.

4.4. COMPETITIONCOMPETITIONWho’s Winning, And How You Will Stand OutWho’s Winning, And How You Will Stand Out

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Mike OsredkerVP, Global Business

THE BIG FOURTHE BIG FOURUSASpending, GSAAdvantage, SSQ, USASpending, GSAAdvantage, SSQ, CCRCCR

Free Research SourcesFree Research Sources

Free One-Hour Webinar: www.summitinsight.com/video.asp

5.5. TEAMINGTEAMINGHow Partners Speed Your WinHow Partners Speed Your Win

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Dr Kathleen M. Nichols, Founder & CEO

Teaming: Essential For Teaming: Essential For SuccessSuccess

Gain Past PerformanceGain Past Performance Get Support For BondingGet Support For Bonding Address Licensing/CertificationsAddress Licensing/Certifications Access Large Contract VehiclesAccess Large Contract Vehicles Access Small/Disadvantaged Set-Access Small/Disadvantaged Set-

AsidesAsides Ensure Local Roots Ensure Local Roots

Partners Look For…Partners Look For… What business you bringWhat business you bring Where can you take them? Buyer Where can you take them? Buyer

contactscontacts Core capabilities & differentiationCore capabilities & differentiation Past performance & reputationPast performance & reputation Price, financial strength Price, financial strength Personnel experience & low turnoverPersonnel experience & low turnover LocationLocation Dependable, responsive team playerDependable, responsive team player

Sources include Ludmilla Parnell, Marketing Director, Small Business Partnerships, General Dynamics IT

6.6. RELATIONSHIPSRELATIONSHIPSThe Five People You Need To Meet…& BeyondThe Five People You Need To Meet…& Beyond

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Deborah Stallings, President & CEO

The Five (Government)The Five (Government)People You Need To MeetPeople You Need To Meet

The Small Business SpecialistThe Small Business Specialist The Contracting OfficerThe Contracting Officer The Program ManagerThe Program Manager The InfluencerThe Influencer The End UserThe End User

How You Meet PeopleHow You Meet People

Client ReferralsClient ReferralsCurrent NetworkCurrent NetworkPartnersPartnersRegional Business GroupsRegional Business GroupsIndustry AssociationsIndustry AssociationsSocial MediaSocial Media

Keys to Relationship Keys to Relationship SuccessSuccess

Listen!Listen! Build Diverse NetworksBuild Diverse Networks Contribute Time / EffortContribute Time / Effort Share ExpertiseShare Expertise Solve ProblemsSolve Problems Bring Business to OthersBring Business to Others Plan For The Long HaulPlan For The Long Haul

wwww.carrollpublishing.com

www.leadershipdirectories.com

Contact Sources

Where The Primes AreWhere The Primes Are

Personal Referrals!Personal Referrals! AssociationsAssociations

– Industry, Regional ChambersIndustry, Regional Chambers Industry EventsIndustry Events

– Technical conferences, outlook briefings Technical conferences, outlook briefings OSDBU, CharitableOSDBU, Charitable

Media – Stories, Listings, ReportsMedia – Stories, Listings, Reports LinkedInLinkedIn Mentor-Protégé DirectoriesMentor-Protégé Directories

Using Social Media ToolsUsing Social Media Tools

TacticsTactics ProfileProfile GroupsGroups InvitationsInvitations ConnectionsConnections RecommendationsRecommendations Q & AQ & A

Principles of Social Media

Social Media is…SOCIAL. Results take Social Media is…SOCIAL. Results take time.time.

Build relationshipsBuild relationships– People you knowPeople you know– People you want to meetPeople you want to meet

Strengthen visibility / credibilityStrengthen visibility / credibility– When you speak, what you’re doingWhen you speak, what you’re doing

Create / build communityCreate / build community

Top Social Media PlatformsTop Social Media PlatformsFor Government MarketingFor Government Marketing

LinkedInLinkedIn– Network connectionsNetwork connections– Building reputationBuilding reputation– ResearchResearch

FacebookFacebook– Building community, sense of who you areBuilding community, sense of who you are

TwitterTwitter– Research & follow key “GOVTWITS”Research & follow key “GOVTWITS”– One more way to open relationshipOne more way to open relationship

Great Social Media Great Social Media Resource #1Resource #1

Great Social Media Great Social Media Resource #2Resource #2

7.7. MARKETINGMARKETINGMost Effective Ways To Reach ProspectsMost Effective Ways To Reach Prospects

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Linda Lazarowich, President

Whose problem do you Whose problem do you solve?solve?

Relate Marketing To GoalsRelate Marketing To GoalsSome Options…Some Options… Retention & Referral!Retention & Referral! Association MembershipsAssociation Memberships Conferences & CoursesConferences & Courses Targeted CallsTargeted Calls Social MediaSocial Media Traditional PR – Free, PaidTraditional PR – Free, Paid RFI, Sources Sought, Pre-Bid ConfsRFI, Sources Sought, Pre-Bid Confs Proposals & DebriefingsProposals & Debriefings

WHAT’S NEXT?WHAT’S NEXT?Success Secrets & Action Steps You Can Take TodaySuccess Secrets & Action Steps You Can Take Today

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Seven Steps To SuccessSeven Steps To Success StrategyStrategy FocusFocus ProcessProcess CompetitionCompetition TeamingTeaming RelationshipsRelationships MarketingMarketing

Advice on Government Advice on Government ContractingContracting

FreeFree Good Good EnoughEnough

Pick any two.Pick any two.

Essential Resources & ToolsEssential Resources & Tools

Strategy Strategy developmentdevelopment

Capability StatementCapability Statement Market IntelligenceMarket Intelligence Business Business

DevelopmentDevelopment CRMCRM DCAA complianceDCAA compliance DCMA earned value DCMA earned value

compliancecompliance

Teaming SupportTeaming Support GSA SchedulesGSA Schedules CertificationsCertifications Marketing tacticsMarketing tactics Proposal writingProposal writing AccountingAccounting LegalLegal

Get Federal Basics!Get Federal Basics!

RegistrationsRegistrations RegulationsRegulations * Certifications ** Certifications * GSA SchedulesGSA Schedules Market ResearchMarket Research Capability Capability

StatementsStatements TeamingTeaming

www.giveme5.com/resources

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Training #109: Free & Low-Cost Resources

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More! Like…

GSA SchedulesProposal WritingCosting / PricingContract NegotiationTeamingContract Admin

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Judy Bradt

Shortcut Your Learning Curve.Focus on Winnable Business. Get Resources You Need To Win.

Consulting. Webinars. Podcasts. Papers. Presentations.

New Book Coming Soon: “Government Contracts Made Easier”

Judy.Bradt@SummitInsight.com 703.627.1074