1. Learn The 10 “Knows” for Successful Marketing
Presented by:
Government Contracting Specialist
Laura Subel (850)

2. SMALL DISADVANTAGED BUSINESS SERVICE DISABLED VETERAN OWNED BUSINESS
FEDERAL GOVERNMENT AND PRIME CONTRACTORS WHO HAVE SUBCONTRACTING PLANS UNDER FEDERAL GOVERNMENT CONTRACTS HAVE FIVE (5) GOALS MUST MEET:
SMALL BUSINESS
SMALL DISADVANTAGED BUSINESS
SERVICE DISABLED VETERAN OWNED BUSINESS
HUBZONE SMALL BUSINESS
WOMAN OWNED SMALL BUSINESS

3. LEARN THE 10 “KNOWS” KNOW WHAT YOU WANT TO MARKET
KNOW WHO YOU WANT TO MARKET
KNOW YOUR POINTS OF CONTACT
KNOW THE POLICIES
KNOW WHAT YOU ARE
KNOW THE BASIC RULES

4. LEARN THE 10 “KNOWS” (Continued)
7. KNOW STATE OF FLORIDA AND FEDERAL
GOVERNMENT CERTIFICATIONS
8. KNOW HOW TO REGISTER TO DO
BUSINESS
9. KNOW WHERE TO FIND PROCUREMENT
OPPORTUNITIES
10. KNOW WHERE TO FIND ASSISTANCE

5. 1. KNOW WHAT YOU WANT TO MARKET
A. CAPABILITIES STATEMENT Who are we … and why are we here … and what can we do for you ? B. SEVERAL “ELEVATOR” SPEECHES Second Second Second 4. 5 Minutes or Longer

6. 2. KNOW WHO YOU WANT TO MARKET
Target Your Market:
Who Are These People Anyway?
Who do I want to sell to?

7. 2. KNOW WHO YOU WANT TO MARKET (Continued)
RESEARCH YOUR CUSTOMER:
Mission
Concern
Location
Buying Authority
Electronic Purchase

8. 2. KNOW WHO YOU WANT TO MARKET (Continued)
MARKETING STRATEGY:
WHAT
WHO
WHERE
WHEN
HOW

9. 3. KNOW YOUR POINTS OF CONTACT
SMALL BUSINESS SPECIALIST
PURCHASING REPRESENTATIVE
END-USER

10. 4. KNOW THE POLICIES
FOLLOW PROCEDURES VISITS DISPLAYS SAMPLES

11. 5. KNOW WHAT YOU ARE SMALL BUSINESS SMALL DISADVANTAGED BUSINESS
SERVICE DISABLED VETERAN OWNED SMALL BUSINESS
HUBZONE SMALL BUSINESS
WOMAN OWNED SMALL BUSINESS

12. 6. KNOW THE BASIC RULES 50-50 OWNERSHIP NOT ACCEPTABLE
BOARD OF DIRECTORS MUST BE CONTROLLED BY 51% OWNER
FOLLOW BY-LAWS
CONTROL OF MONEY

13. 7. KNOW THE STATE OF FLORIDA AND FEDERAL GOVERNMENT CERTIFICATIONS
STATE CERTIFIED BUSINESS ENTERPRISE (CBE)
1. Minority Business Enterprise (Minorities
and Non-Minority Women)
2. Service Disabled Veteran/Veteran

14. FEDERAL CERTIFICATION
7. KNOW THE STATE OF FLORIDA AND FEDERAL GOVERNMENT CERTIFICATIONS (Continued)
FEDERAL CERTIFICATION
1. 8(a) (Formal Certification)
2. HUBZONE (Formal Certification)
3. Woman Owned Small Business (Self
Certification) any NAICS
4. Woman Owned Small Business (Formal for Designated NAICS)

15. 5. Service Disabled Veteran/Veteran Small Business
7. KNOW THE STATE OF FLORIDA AND FEDERAL GOVERNMENT CERTIFICATIONS (Continued)
5. Service Disabled Veteran/Veteran
Small Business
a. DOD - Self Certification
b. VA - Verification (VA Form 0877)

16. 8. KNOW HOW TO REGISTER TO DO BUSINESS
STATE OF FLORIDA
FEDERAL
VETERANS ADMINISTRATION

17. 9. KNOW WHERE TO FIND PROCUREMENT OPPORTUNITIES
For FEDERAL over $25,000
For VA over $25,000 C.
For STATE over $35,000
D. Various websites for cities and counties (Thresholds vary)

18. 10. KNOW WHERE TO FIND ASSISTANCE
PROCUREMENT TECHNICAL ASSISTANCE CENTERS –
SMALL BUSINESS DEVELOPMENT CENTERS –
SMALL BUSINESS SPECIALISTS –
INTERNET

19. Marketing to the Government
YES ME !