KEYS TO SUCCESS IN FEDERAL CONTRACTING Scott Denniston, Director National Veterans Small Business Coalition.

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Presentation transcript:

KEYS TO SUCCESS IN FEDERAL CONTRACTING Scott Denniston, Director National Veterans Small Business Coalition

Know the Rules Federal Acquisition Regulations –Part 2: Definitions of Words and Terms –Part 6: Competition –Part 8: Required Sources of Supply –Part 12: Acquisition of Commercial Items –Part 13: Simplified Acquisitions –Part 14: Sealed Bidding –Part 15: Negotiation –Part 19: Small Business Programs 2

Understand Risk & Culture Government Position New Vendors Relationships & Access 3

Market Research Budgets Agency Forecasts Commercial Sources –FEDMINE 4

Marketing Elevator Speech Marketing Presentation Marketing Materials 5

Contract Vehicles Small Business Programs Federal Supply Schedules GWACS/MACS Debriefings 6

Get Involved NCMA AFCEA NDIA SAME NVSBC Local Chambers 7

Resources Small Business Offices PTACs SBDCs PCRs 8

Future Trends Shrinking Budgets Insourcing Reduced Opportunities More Competition Increased Protests More Teaming Advantage to Known Firms 9