1. © TargetGov 2015 Is the Federal Market Right for My Business? Presented By: Gloria Larkin President, TargetGov

2. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? 2 Gloria Larkin President Nationally recognized federal contracting business development expert Author of The Basic Guide to Government Contracting Consultant & Trainer Clients have won billions in federal contracts Quoted in Wall Street Journal, Washington Post, INC Magazine, Bloomberg Educational Foundation Board Chair for WIPP.org glorialarkin@targetgov.com 866-579-1346 glorialarkin@targetgov.com

3. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? Agenda What does the government buy How much From whom When Requirements Complications, hurdles & challenges Worth it? 3

4. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? 4 What Does the Federal Government Buy? World’s Fortune 1 Customer $450+ Billion spent annually Buys from large and small business Companies located nationwide even worldwide Buys every imaginable product and service

5. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? Who Purchases? 5

6. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? Know the Differences in the Federal Market 6 1.Language! 2.Rules and regulations 3.Registrations required 4.Contract vehicles required 5.Past Performance is critical 6.Long business development cycle 7.Decision-makers 8.Relationships matter!

7. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? Decision-makers Do not start at the top! Three layers of decision-makers Contracting and acquisition staff – CO, KO, CS Program and technical managers – PM, end-user, COTR Small business representatives – OSDBU, SADBU, SBLO 7

8. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? Budgets and Timeline 8

9. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? Tactics for Success 9 Recognize the differences in federal contracting Know the rules and regulations Build relationships Separate yourself from competition Mitigate risk Have your finances ready – Growth – Winning contracts

10. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? 10 Required Registration System for Award Management www.SAM.gov How you are PAID! Mandatory for every business, large and small Legal statements regarding your business

11. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? 11 Optional Registration SBA Dynamic Small Business Search Profile http://dsbs.sba.gov/dsbs/ How you are found! Show your abilities Your differentiators Your experience This is free marketing for you!

12. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? Know Your NAICS Codes 12 The North American Industry Classification System (NAICS-- pronounced nakes) Replaced the U.S. Standard Industrial Classification (SIC) system Codes that describe what services or products you provide Maintained by the U.S. Census Bureau

13. © TargetGov 2015 @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 Why? 23% Goal to Small Business More info: www.sba.govwww.sba.gov

14. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? NAICS Sample 14

15. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? SBA’s Certified Contracting Programs Procurement Targets: Small Businesses: 23% Service-Disabled Vets: 3% SDB/8a: 5% Women-owned: 5% HUBZone: 3% Over $100 Billion per year to small business! 15 $450 Billion + per year

16. © TargetGov 2015 @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 You can do business without any certification! 16 Certifications: Socio-economic

17. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? Next: Determine if you qualify for a small business contractor certification Self-Certified: Small Disadvantaged Businesses Service Disabled Veteran-Owned Businesses Women-Owned Small Businesses SBA-Certified: HUBZone Empowerment Contracting Program 8(a) Business Development Program 17

18. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business?  You as the Prime Contractor  You as the Subcontractor  You as the Teaming Partner 18 Business Strategies

19. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? 19 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: Dynamic Small Business Search

20. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? 20 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

21. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? 21 Contracting Opportunities Listings FedBizOpps GSA eBuy & Advantage FedConnect Army Single Face to Industry Agency-specific web sites LinkedIn Twitter

22. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? Recap What does the government buy How much From whom When Requirements Complications, hurdles & challenges Worth it? 22

23. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? Complimentary Materials Give me your card or email me for the promised additional documents A Glossary and Acronym List This PowerPoint How to set up an FBO Search Agent 23

24. © TargetGov 2015 @TargetGov Is the Federal Market Right for My Business? 24 Gloria Larkin President, TargetGov Author: The Basic Guide to Government Contracting Contact: GloriaLarkinTG@TargetGov.com Toll-free: 866-579-1346 www.TargetGov.com Questions?