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Seven Steps To Success In Government Business

Seven Steps To Success In Government Business. Federal, State and Local. For Southeast Fairfax Development Corporation 29 June 2010. Judy Bradt, Principal & CEO. Four Big Half-Truths. “You just register on CCR.” “It’s all on FedBizOpps.” “You have to get a GSA Schedule.”

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Seven Steps To Success In Government Business

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  1. Seven Steps To Success In Government Business Federal, State and Local For Southeast Fairfax Development Corporation29 June 2010 Judy Bradt, Principal & CEO

  2. Four Big Half-Truths • “You just register on CCR.” • “It’s all on FedBizOpps.” • “You have to get a GSA Schedule.” • “First, you need to get certified.”

  3. What You Will Learn • Avoiding The Three Top Traps • Are you ready? How to tell • Seven Steps To Success • Essential Resources & Tools

  4. Strategies Differ: Women Get on GSA Schedule, Minorities Seek Connections Attend agency-led seminar Attend matchmaking event Meet w/agency officials Get on GSA schedule Attend private sector seminars Meet w/fellow business owners

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

  6. Are You Ready? Top Clues • Established, Strong Business • Strategic Fit • Relevant Past Performance • Relationships • Working Capital • Capacity • Passion

  7. Seven Steps To Success Government Contracts Made Easier

  8. Seven Steps to Success • Strategy • Focus • Process • Competition • Teaming • Relationships • Marketing And THEN: • GSA Schedules • Proposal Writing • Costing / Pricing • Contract Negotiation • Teaming • Contract Admin • PERFORMANCE!

  9. Marissa Levin, CEO How Government Business Fits Your Company Unit 1.1 Strategy

  10. Avoid 3 Top MistakesOf Government Contractors • Ensure strategic fit. • Target your effort. • Budget enough time and money!

  11. The U.S. GovernmentEveryday Spending Federal: over $500 Billion State & Local: $3 Trillion Approximately 25% of all domestic spending Buys everything! • Aerospace, defence, security, ICT • Construction, R&D, energy • “Green” products/services • Food, clothing, health IT, medical supplies • Vehicles, parts & service • Professional & labour services

  12. How Long Does it Take to Win Business? • Immediate is _________ • ____ to ____ months minimum • ____ to ____ months typical • _____________ or __________ or even ____________ may get you started.

  13. Critical Strategy Questions • Are we ready? • Who do we know? • Do we have relevant past performance? • Can we get certified? • What are our core capabilities? • How do buyers do business? • What’s our unique value proposition?

  14. Neeld Wilson, President Forecasting & Targeting 2. FoCUS

  15. Where’s The Next Ripple Out?

  16. You Understand Me!

  17. USA.GOV

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

  19. Federal Buyers: Funding & Programs • Agency Forecasts • Current/Future Military Programs • Agency Budget Overviews • U.S. Congress: Bills, Hearings, Laws

  20. Discovering Projects Process, Relationships, Hired Help • Sweet Spot • Referrals & Relationships • Region • Grants • Incumbents • Free & Fee Market Intelligence

  21. FedBizOpps www.fbo.gov BEFORE YOU EVER BID:RFI’s Sources Sought Draft RFP’s…and… AGENCY FORECASTS

  22. How to Research Opportunities • Government/Agency forecasts, reports • Company web sites • Relationships & Calls • Trade press & supplier news • Industry associations & conferences • Data Services, shoe leather & hired help

  23. Kathy Kastner, CEO How Government Buys What You’ve Got • Registrations • Certifications • GSA Schedules…and Rules 3. PROCess

  24. Pre-Solicitation • Funding • Requirements Definition • Market Survey (RFI's) • Forecast Publication • Acquisition Strategy • Sources Sought • Draft RFP's • Site Tours • Bidders Conferences

  25. Buyer Options Include: • Micro-Purchase (<$3,000) • GSA SmartPay Card • Simplified Acquisition (<$100,000) • Broad Agency Announcement • Invitation for Bid (low price wins) • Negotiated Contracting (best value / score wins) • Unsolicited Proposals • Request for Proposal (RFP): large/complex projects, Government-Wide Acquisition (GWAC), GSA Schedules

  26. Competition & Award • Solicitation (RFP, RFQ, Task Order) • Prepare Proposal • Submit Offers • Deadline! • Evaluation • Shortlist / Downselect • Negotiation • Contract Award

  27. Post-Award • Protests • Contract Execution • Performance • Administer…and invoice! • Modify / Update • Market for more! • Task orders, change orders, options • Recompetition

  28. Rules of The Game Federal Acquisition Regulations (FAR) www.arnet.gov/far/ • Competition requirements: Part 6 • Acquisition of Commercial Items: Part 12 • Contracting by Negotiation: Part 15 • Small Business: Part 19 • Foreign Acquisition: Part 25 • Defense Federal Acquisition Regulations (DFAR) http://farsite.hill.af.mil/ • Weekly FARS Series: www.sell2usgov.com

  29. Weekly Blog Series www.sell2usgov.com Get RSS Feed

  30. Happy New Year!Funding Affects Contract Timing Federal Fiscal Year Begins: ___________________ State Fiscal Years Begin: ___________________ • Q1 Funding may not be complete • Q2 Funding flows begin • Q3 Purchasing accelerates • Q4 Big Use-or-Lose Buying Surge

  31. Central Contractor Registrationwww.ccr.gov Register Get Sourced, Search for Partners

  32. Registration Basics Official Business Identities • Tax ID Number / EIN • N. American Industrial Classification System (NAICS) Code • Based on what you sell. www.naics.com • Size Standards – Small or Not? • www.naics.com/sba_sizestandards.htm • Dunn and Bradstreet (D-U-N-S) # • Free registration: www.DnB.com • Central Contractor Registration (CCR) • Free Registration: www.ccr.gov • Required for direct Federal sales & payments • Often required for subcontracting / teaming • Online Reps & Certs (ORCA) https://orca.bpn.gov

  33. Small Business Certifications • Small or Woman-Owned Business: Self-Certifying • New Proposed Rule! See www.sba.gov/news • HUBZone (historically underutilized business zone, distressed areas) • Goal: To promote economic development/employment • Qualifications: • Small business by SBA standards (NAICS code) • Located in a HUBZone (seewww.sba.gov/hubzone/) • Wholly owned and controlled by U.S. Citizen/s • 35% or more of employees must reside in HUBZone • 8(a) / SDB (Small Disadvantaged Business) • Goal: to assist socioeconomic disadvantaged persons • Qualificationshttp://www.sba.gov/services/contractingopportunities/certifications/index.html • Service-Disabled / Veteran-Owned Small Business: www.vetbiz.gov

  34. And Then: State & Local Small Business Preferences… Win TRUE Preference. • Capacity • Connections • Commitment • Know-how • Know-who • Buyers: Meet the need. • Primes: Show them the money.

  35. The General Services Administration (GSA) Schedule Contract “How do I get a GSA Schedule?”

  36. A GSA Schedule Is… • A negotiated federal contract • Used for commercial Goods & services • Indefinite Delivery, Indefinite Quantity • Open up to 20 years • Central terms, conditions, pricing • State and Local Government Options • Information technology • Disaster response & security

  37. Indefinite Delivery, Indefinite Quantity. GSA Schedule 70, FY09: US $15.7 B • 5,333 Firms • Top 25:   42% of the money • Top 100   65% ($10.2 B) • 3,271 firms 35% ($ 5.5 B) • 1,962 firms   (37% of awardees)        $0 Happy Hunting.

  38. Mike Osredker VP, Global Business Who’s Winning, And How You Will Stand Out 4. CompetitiON

  39. Free Research Sources THE BIG FOURUSASpending, GSAAdvantage, SSQ, CCR Free One-Hour Webinar: www.summitinsight.com/video.asp

  40. Dr Kathleen M. Nichols, Founder & CEO How Partners Speed Your Win 5. TEAMING

  41. Teaming: Essential For Success • Gain Past Performance • Get Support For Bonding • Address Licensing/Certifications • Access Large Contract Vehicles • Access Small/Disadvantaged Set-Asides • Ensure Local Roots

  42. Partners Look For… • What business you bring • Where can you take them? Buyer contacts • Core capabilities & differentiation • Past performance & reputation • Price, financial strength • Personnel experience & low turnover • Location • Dependable, responsive team player Sources include Ludmilla Parnell, Marketing Director, Small Business Partnerships, General Dynamics IT

  43. Deborah Stallings, President & CEO The Five People You Need To Meet…& Beyond 6. RElationships

  44. The Five (Government)People You Need To Meet • The Small Business Specialist • The Contracting Officer • The Program Manager • The Influencer • The End User

  45. How You Meet People • Client Referrals • Current Network • Partners • Regional Business Groups • Industry Associations • Social Media

  46. Keys to Relationship Success • Listen! • Build Diverse Networks • Contribute Time / Effort • Share Expertise • Solve Problems • Bring Business to Others • Plan For The Long Haul

  47. Contact Sources www.leadershipdirectories.com wwww.carrollpublishing.com

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