Federal Government Contracting: - PowerPoint Presentation

Slide1

Federal Government Contracting:.  The Trials and Tribulations of Pursuing and Getting Awarded Federal Contracts Slide2

What We Will Discuss Today

The World of Federal Contracting

Noted Challenges

Teaming Strategies Lessons LearnedResources Q&A

2Slide3

Session Objectives and Key Takeaways

Understand the nature of the federal market

Determine how to gain entry into the federal contracting marketplace

Learn how the federal marketplace differs from the commercial marketplaceConsider what not to doLearn who you can turn to for advice 3Slide4

Audience Check

Are you in the federal marketplace currently?

Are you considering federal contracting?

Why? What issues are you encountering?4Slide5

Putting the World of Federal Contracting into PerspectiveU.S. government market represents nearly 50% of GDP and is comprised of nearly 90,000 separate governmental entities.

(Courtesy of Onvia Government Contract Tracking Firm)

U.S. government market buys every legitimate business product and service imaginable and spends more than $600 billion annually.

(Courtesy of Selling to the Government by Mark Amtower)When state, local and education markets are added in, we are approaching $2 trillion in spending. (Courtesy of Selling to the Government by Mark Amtower)5Slide6

Putting the World of Federal Contracting into Perspective (cont’d)

6Slide7

The Noted Challenges of Federal ContractingManeuvering through the contracting maze.

Gaining an understanding of this market and how it differs from the outside world.

Dealing with rules that differ from agency to agency.

Dealing with endless acronyms and people who play by their own rules. Knowing key agency players/businesses with past performances.Forming effective relationships that actually stick. 7Slide8

How to Approach this Market

8Slide9

Lessons Learned

Evaluate

strategically if this is the right market for you

Determine how this market fits with your short and long-term company objectivesKnow your niche and how it fits with what the government will buyEvaluate socio-economic options that align with your strategy (certifications, etc.) and pursueSeek key primes and team appropriately so it is a win-win9Slide10

Federal Contracting Teaming Strategies

10Slide11

A Final Reality CheckPros

Cons

Government Contracting can be Lucrative

Don’t Expect to Make One Contact and Get a ContractBuilding Agency Relationships Can Eventually Pay OffSales Cycle is Long and is not the Same as in the Commercial MarketWorking with Specific Agencies Within Your Niche is Key Agency Representatives Are Slow to Respond Leverage Support Resources (PTAC, SBA, SBDC, etc.)Everyone Wants You to Get Into Their DatabaseSubcontracting with Primes is a Great Starting Point You May Not See a Contract for Quite Some Time Create Capability Statements that Align with Government requirements and potential opportunities Agencies Want Tailored Marketing Collateral Materials 11Slide12

Words to the Wise

Manage your expectations”

- Guy Timberlake, ASBC

“Be realistic about the time it takes to grow the government contracting side” – Can you wait 12-16 months!? – Courtney Fairchild, Global Services, Inc. “Sweat the small stuff” – RFPs are a dense piece of work – Michael Balsam, OnviaHave a well thought out strategy and well-defined value proposition” – Bob Lohfeld, Lohfeld Consulting

12Slide13

Valuable and Recommended Resources

The Small Business Administration

Your local PTAC, SBDC and Women’s Business Center

The Office of Small and Disadvantaged Business Utilization (OSBDU)Vendor Fairs (for your targeted agencies)Federal News Radio The American Small Business Coalition (ASBC) 13Slide14

Contact Information

Elena Yearly

EMY Consulting LLC

www.emyconsulting.biz E: eyearly@emyconsulting.biz P: (703) 943-8129 14