Relationship Building & Networking In Government Contracting

Come join us weekly as we train and prepare you to capture government contracts. These sessions are designed to prepare those enrolled in the Certified Capture Manager (CCM) Program to prepare their businesses for success and to prepare them to become certified capture manager professionals.

Relationships Part 1: 6 Key Types of Relationships You Must Know to be Successful

What are the 6 types of relationships I need to succeed
Government Relationship: End User/Client
Government Relationship: KO/CO
Government Relationship: Small Business Specialist
Commercial Relationship: Large/Prime
Commercial Relationship: Small Businesses
Commercial Relationship: Building your government capture team

Relationships Part 2: Teaming for Success

Building Relationships in a New Culture
Small Business Officers
Contracting Officers "KO"
Subcontracting with Primes & Large Contractors
What’s the difference between Subbing/Teaming/JV
Why entering into a Mentor Prot�g� Program can elevate my business
What are little known Marketing Strategies
Building your internal Government Contracting Dept or Capture Team
How to leverage Consultants/Coaches to help with Marketing
Memorize the Relationship Triangle (6 types of relationships)

Also, these classes are OPEN to all GCA members, partner members and the public. You're welcome to attend and audit the classes with the CCM students. Join the official CCM program when you're ready to receive all the course material and software.

Learn more or enroll in the CCM Program: www.capturemanagement.org

CLASS AGENDA: (2 hours)

This is a general agenda guide to the weekly class sessions:

15 minutes of intro, chat, status update, homework review
30 min - 45 min of PowerPoint training on key topics for the week
30 min - 45 min of live training or GovFastTrack training
15 minutes of homework assignments

We cover a new topic each session. We will guide you through our 12 Steps to Winning Government Contract Methodology.

1) ASSESSMENT: Do you have resources? finances, credit, hr/strong staff, talents, mobilization capital

2) STRATEGY: Do you have a strategic plan? short/long term, jv, teaming, mentor prot�g�, sub, prime

3) EDUCATION: Do you speak governese? Understand contracting language, regulations, policies, standards, etc

4) REGISTRATION: How to get registered for opportunities. What certifications will you need, etc.

5) IMAGE: How's your brand? strong, recognizable, broad, reputation, past performance

6) MARKETING: Capability statement, biz card, website, marketing collateral, brand that speaks to gov't buyers?

7) RELATIONSHIP: Do you have the proper types of relationships in the gov't market. Triangle of relationships

8) OPPORTUNITY: Do you know where to find oppty’s, FBO, bid match, past awards, prospecting, etc?

9) PROPOSAL: Can you write proposals? Can you learn or hire one? technical experts, estimators

10) PERFORMANCE: Can you deliver and perform or do you need subs?

11) COMPLIANCE: Are you DCAA compliant? accounting system, cyber ready, QA program, insurance, bonding?

12) CLOSURE: Successful completion of project? Proper close out? Paid yet? ACO happy?

Who Should Attend:

Sales professionals
CEO, Executives and key decision makers of companies
Entrepreneurs and small business owners
Business Development Managers
Consultants looking to grow professionally
Capture managers looking to gain a competitive edge
Contracting professionals and government employees
All members of Government Contractors Association
Primes, subcontractors, & potential teaming partners
New & existing business owners interested in expanding into the government market