1. 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

2. 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:

3. 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

4. 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

5. 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

6. 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, address and phone number
Provide at least three past performance references on the back side of the page

7. Front
Back

8. 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
Web Site: Office: Phone: 301 –