1. Thank You for Joining Us, The Webinar Will Begin Shortly. Is the Federal Market Right for My Business By Gloria Larkin, President, TargetGov While you are waiting please check out the Upcoming Webinars on www.GiveMe5.com.www.GiveMe5.com

2. © TargetGov 2014 Is the Federal Market Right for My Business? Presented By: Gloria Larkin President, TargetGov

3. WIPP is a national nonpartisan public policy organization, advocating on behalf of nearly 4.7 million businesses women representing 75 business organizations. WIPP provides timely economic policy information and identifies important trends and opportunities to its membership. www.WIPP.org

4. Give Me 5 National program from WIPP & American Express OPEN designed to educate women business owners on how to apply for and secure federal procurement opportunities. Give Me 5 works to increase the representation of Women Business Owners that win government contracts. We provide accessible business education tools to assist both new and experienced federal contractors. Women Business Owners could gain more than $4 billion in annual revenues if the 5% contracting goal set by Congress was reached.

5. © TargetGov 2014 Is the Federal Market Right for My Business? Presented By: Gloria Larkin President, TargetGov

6. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? Gloria Larkin 6 President Nationally recognized federal contracting business development expert Educational Foundation Board Vice-Chair for WIPP Author of The Basic Guide to Government Contracting Quoted in Wall Street Journal, Washington Post, INC Magazine, Bloomberg Consultant & Trainer Clients have won billions in federal contracts

7. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? 7 Agenda Understanding government procurement jargon Registration -what's needed as a government contractor Certifications-an effective business development tool Purchase Process Purchase Vehicles Finding contracting opportunities Finding your target market; who buys what you sell

8. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? 8 What Does the Federal Government Buy? World’s Fortune 1 Customer $500 Billion spent annually Buys from large and small business nationwide Buys every imaginable product and service

9. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? Tactics for Success 9 Recognize the differences in federal contracting Build relationships Mitigate risk Separate yourself from competition

10. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? Know the Differences in the Federal Market 10 1.Rules and regulations 2.Registrations required 3.Contract vehicles required 4.Past Performance is critical 5.Long business development cycle 6.Relationships matter!

11. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? 11 Procurement Jargon Alphabet soup --- Acronyms galore! New terminology, words not recognized by spellcheck Specific legal and industry jargon Answer: Acronym List & Glossary Email me for a complimentary copy: GloriaLarkin@TargetGov.com

12. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? 12 Required Registrations System for Award Management www.SAM.gov How you are PAID! Optional: SBA Dynamic Small Business Search Profile How you are found! http://dsbs.sba.gov/dsbs/

13. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? 13 Business Size: Large or Small? Determined by SBA Size Standards Depends on industry $ Annual Revenues – Range: $3.5M to $35M # Employees – Range: 100 to 1,500 23% Goal to Small Business

14. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? Small business: self certified WOSB and EDWOSB self certified but documented on SBA web site 8a: SBA certified HUBZone: SBA certified VOSB: self certified SDVOB: self certified but verified 14 Certifications: Socio-economic

15. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business?  You as the Prime Contractor  You as the Subcontractor  You as the Teaming Partner 15 Business Strategies

16. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? 16 Business Strategies: Targets Your Company Your Target You as a Prime contractor  AGENCY You as a Subcontractor  PRIMES You as a Team member  Other Vendors

17. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? 17 Target Market: Who Buys What You Sell Past: https:­/­/­fpds.­gov Present: FedBizOpps FBO.gov Future: Agency Forecasts Competition: USASpending.gov Primes: USASpending.gov Teaming: Small Business Dynamic Search

18. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? 18 Layers of Decision-makers Contracting and acquisition staff CO, KO, COTR Legal authority to buy Program and technical managers PM, end-user Technical knowledge Small business representatives OSDBU, OSBP, SBLO Door opener

19. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? 19 Where to Find Decision Makers Person to person – ChallengeHER events – Conferences – Vendor outreach sessions – Agency and base events – Matchmaking – Associations, social events Virtual – Email, public relations, blog, LinkedIn, Facebook, Twitter Referral – From other decision-makers

20. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? 20 Purchase Process Rules about dollar thresholds – $0 - $3K - $25K - $150K - $$$MM Budget and fiscal year motivation Full & open competition Set-asides Negotiated contracts Purchase vehicles

21. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? 21 Purchase Vehicles Make it easy to do business with you! Credit Cards: P-card, purchase card GSA schedules Agency-specific vehicles Government-wide contracts (GWAC) Blanket Purchase Agreements (BPA) Indefinite-Delivery/Quantity (IDIQ)

22. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? 22 Powerful Marketing Tools Government registrations – SAM, DSBS Your business card A Capability Statement Your web site

23. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? 23 Capability Statement 5 Key elements Call it a “Capability Statement”! Core Competencies Past Performance Differentiators Specific company data Email me for a sample Guide

24. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? 24 Contracting Opportunities FedBizOpps GSA eBuy & Advantage Army Single Face to Industry Agency-specific web sites LinkedIn Twitter

25. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? 25 Review Understanding government procurement jargon Registration -what's needed as a government contractor Certifications-an effective business development tool Purchase Process Purchase Vehicles Finding contracting opportunities Finding your target market; who buys what you sell

26. © TargetGov 2014 @TargetGov Is the Federal Market Right for My Business? 26 Contact Gloria Larkin President, TargetGov 443-543-5067 GloriaLarkin@TargetGov.com www.TargetGov.com

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