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Is the Federal Market Right for My BusinessBy Gloria Larkin, President, TargetGov

While you are waiting please check out the Upcoming Webinars on www.GiveMe5.com.

http://www.giveme5.com/

© TargetGov 2014

Is the Federal Market Right for My Business?

Presented By:Gloria LarkinPresident, TargetGov

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

http://www.wipp.org/

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.

© TargetGov 2014

Is the Federal Market Right for My Business?

Presented By:Gloria LarkinPresident, TargetGov

© TargetGov 2014@TargetGov

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ss?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


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ss?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


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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


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ss?Tactics for Success

• Recognize the differences in federal contracting

• Build relationships• Mitigate risk• Separate yourself from

competition


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Know the Differences in the Federal Market

1. Rules and regulations2. Registrations required3. Contract vehicles required4. Past Performance is critical5. Long business development cycle6. Relationships matter!


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• 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:[email protected]


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ss?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/


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ss?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


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• 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

Certifications: Socio-economic


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You as the Prime Contractor

You as the Subcontractor

You as the Teaming Partner

Business Strategies


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ss?Business Strategies: Targets

Your Company Your TargetYou as a Prime contractor AGENCYYou as a Subcontractor PRIMESYou as a Team member Other Vendors


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Target Market: Who Buys What You Sell

• Past: https: / / fpds. gov• Present: FedBizOpps FBO.gov • Future: Agency Forecasts• Competition: USASpending.gov• Primes: USASpending.gov• Teaming: Small Business Dynamic Search


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ss?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


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ss?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


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ss?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


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ss?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)


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ss?Powerful Marketing Tools

• Government registrations– SAM, DSBS

• Your business card• A Capability Statement• Your web site


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ss?Capability Statement

5 Key elements•Call it a

“Capability Statement”!•Core Competencies•Past Performance•Differentiators •Specific company dataEmail me for a sample Guide


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ss?Contracting Opportunities

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


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Understanding government procurement jargonRegistration -what's needed as a government

contractorCertifications-an effective business development

toolPurchase ProcessPurchase VehiclesFinding contracting opportunitiesFinding your target market; who buys what you

sell


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ss?Contact

Gloria Larkin

President, TargetGov

443-543-5067

[email protected]

www.TargetGov.com

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Questions? Contact WIPP StaffProgram & Education Coordinator: Lin Stuart▪ [email protected] ▪ (415) 434-4314

Membership Coordinator: Lynn Bunim ▪ [email protected] ▪ (415) 434-4314

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