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Thank You for Joining Us, The Webinar Will Begin Shortly. Is the Federal Market Right for My Business By Gloria Larkin, President, TargetGov While you are waiting please check out the Upcoming Webinars on www.GiveMe5.com. Is the Federal Market Right for My Business?. Presented By:

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  1. Thank You for Joining Us, The Webinar Will Begin Shortly. Is the Federal Market Right for My Business By Gloria Larkin, President, TargetGov While you are waiting please check out the Upcoming Webinars on www.GiveMe5.com.

  2. Is the Federal Market Right for My Business? Presented By: Gloria Larkin President, TargetGov

  3. 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

  4. 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.

  5. Is the Federal Market Right for My Business? Presented By: Gloria Larkin President, TargetGov

  6. Gloria Larkin 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

  7. 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

  8. 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

  9. Tactics for Success • Recognize the differences in federal contracting • Build relationships • Mitigate risk • Separate yourself from competition

  10. Know the Differences in the Federal Market • Rules and regulations • Registrations required • Contract vehicles required • Past Performance is critical • Long business development cycle • Relationships matter!

  11. 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: GloriaLarkin@TargetGov.com

  12. 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/

  13. 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

  14. Certifications: Socio-economic • 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

  15. Business Strategies • You as the Prime Contractor • You as the Subcontractor • You as the Teaming Partner

  16. Business Strategies: Targets Your CompanyYour Target You as a Prime contractor AGENCY You as a SubcontractorPRIMES You as a Team member Other Vendors

  17. Target Market: Who Buys What You Sell • Past: https:­/­/­fpds.­gov • Present: FedBizOppsFBO.gov • Future: Agency Forecasts • Competition: USASpending.gov • Primes: USASpending.gov • Teaming: Small Business Dynamic Search

  18. 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

  19. 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

  20. 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

  21. 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)

  22. Powerful Marketing Tools • Government registrations • SAM, DSBS • Your business card • A Capability Statement • Your web site

  23. Capability Statement 5 Key elements • Call it a “Capability Statement”! • Core Competencies • Past Performance • Differentiators • Specific company data Email me for a sample Guide

  24. Contracting Opportunities • FedBizOpps • GSA eBuy & Advantage • Army Single Face to Industry • Agency-specific web sites • LinkedIn • Twitter

  25. Review • 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

  26. Contact Gloria Larkin President, TargetGov 443-543-5067 GloriaLarkin@TargetGov.com www.TargetGov.com

  27. Thank You For Participating Following this call you will receive links to the podcast of this session, along with a brief survey. Your feedback is important to us! Please take a moment to fill out the survey so that we can bring you the best training possible.

  28. Get Involved! • Join a policy issue committee and learn how policy can impact your business growth • Make your voice heard - become a member of  our national Instant Impact Advocacy Team • Participate in our educational series – unlimited opportunities for you and your staff • Receive weekly policy updates and briefings • 1-888-488-WIPP • www.wipp.org • Questions? Contact WIPP Staff • Program & Education Coordinator: Lin Stuart▪ LStuart@wipp.org ▪ (415) 434-4314 • Membership Coordinator: Lynn Bunim ▪ Lbunim@wipp.org ▪ (415) 434-4314

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