The business foundation needed to succeed in the Government Marketplace How to identify and qualify viable opportunities that you can win Developing an affective and concise introductory Capabilities and Experience Statement

1. The business foundation needed to succeed in the Government marketplace You need to know what you are going to sell to the government Have recent and relevant previous experience conducting the services you want to sell to the government Adequate Financial Resources to sustain your business Have the necessary organization, accounting and operational controls and technical skills to sustain your business in the future Have a satisfactory record of integrity and business ethics CPARS - Contractor Performance Assessment Reporting System Must register in the System for Award Management (SAM)  Your proposal must be able to meet all of the requirements in a government RFP Teaming with others to meet some of the requirements is OK Special Requirements such as: Security Clearance for the company and the proposed staff Bookmark web sites such as: http://www.acquisition.gov/

2. How to identify and qualify viable opportunities that you can win Three Approaches - each with a unique growth strategy First Tier: Leverage your relationships to obtain staff positions or sub- contracts Second Tier: Leverage the knowledge you gain while working as a government contractor to increase your government business Third Tier: Pursue and Win Government Prime Contracts Reactive approach - low probability for success Replying to already defined opportunities that happen to be well suited for the services you provide Pro- Active approach - greater probability for success Selling your services via a Value Proposition to potential clients well before the opportunity is advertised

Business Management Structure How to identify and qualify viable opportunities that you can win Business Management Structure Division Managers, e.g.: CIO Branch Managers, e.g.: Systems and Applications Operations Success ! The Prime contractor has a five year contract to provide Operations and Management Support Prime Contractor Contracting Officer Contracting Officer’s Representative Sub Contractor Sub Contractor Sub Contractor Sub Contractor First Client - 1st Task - The result of personal contacts to sell your services; The goal is to obtain a Contract to support a gov.’t agency, gain client knowledge First Client - 2nd Task - The result of your observation present a way to improve; goal is to expand your staff and your contractor’s staff on the contract Second Client – 1st Task – The result of your ability to apply the knowledge you have gained to help an additional Branch within the Agency; Goal is to obtain an additional Contract

Repeat this cycle frequently until you obtain the order Third Strategy: Search by NAICS Codes and Agencies where you have contacts Pursue and Win Prime Contracts Reactive = NOW ! * FedBizOpps * eMarketpalce * GSA e-Buy * Bid Match * Find RFP Proactive Opportunities * FPDS-NG * USASpending * b-GOV, * GovWin * EZGovOpps The requirement may take a different direction at anytime Repeat this cycle frequently until you obtain the order Most Government Contracts are re-occurring Presented your “Value Proposition” to: The Government and, Potential Teaming Partners COR’s Small Business representative Contracting Officer Program Managers & Staff

3. The key elements of an introductory Capabilities and Experience Your Company Name Clearly state what you do – the Government is looking for depth not breath Highlight that you are a Small Business - perhaps a Woman Owned company Promote your company and staff certifications such as: CMMI level 3, ISO 9001-xxxx; PMP Certified Project Managers, Six Sigma QC Highlight the number of years you have been providing service Customer Satisfaction - Performance Evaluation results e.g.: D&B Open Ratings Client endorsements – to highlight the high quality of your work Highlight that you are registered in SAM Provide your Cage Code and DUNS Number Provide your Primary and additional NAICS Codes and their descriptions Identify all contracts that the government could use to give you an order Provide your contact information; Your Name, e-mail address and phone number Provide at least three past performance references on the back side of the page

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Denise Warner Program Director Richard Paden Procurement Specialist Mary Lee Kolich Procurement Specialist Arthenia Johnson Le Flore Procurement Specialist Benjamin Simmons Procurement Specialist Jackie Wolfe Procurement Specialist Kathleen Madeline Wajer Procurement Specialist Jazmyne Claggett Training and Administration Kayla Alana Greenhill Receptionist and Intake Coordinator 7100 Baltimore Avenue, Suite 402 College Park, Maryland 20740 Web Site: http://www.mdptap.umd.edu Office: Phone: 301 – 403-2743