Start 2015 with an action plan to identify and get in front of the full range of decision-makers BEFORE the RFP hits the streets! Getting a meeting with a decision maker is a critical key to success in the federal marketplace. Workshop attendees will identify the actual decision-makers for a target agency and opportunity, discuss how many decision-makers may be involved in the purchase, when in the buying cycle you can actually meet (and the s...

This 2-day, high-energy and interactive business class focuses on 4 major dimensions of winning new and recompete Federal contracts: (1) Proposal STRENGTHS, (2) Proposal Readiness (proposal thinking and proposal illustrating), (3) Proposal Writing, and (4) Proposal Knowledge Management. We will examine the criticality of articulating and illustrating STRENGTHS (not themes or discriminators) in terms that resonate with Government Source Selecti...

Federal agencies have posted an unprecedented flood of new Sources Sought Notices on FedBizOpps – over 1,600 new Sources Sought opportunities in the last 30 days! Many Sources Sought Notices go unnoticed by the businesses to whom the Federal Government would like to award contracts. The savvy business person takes time to review these opportunities, identify those that are a good fit and respond accordingly. In the know business people a...

Have you ever wondered what a business development, sales, or marketing person does every day that results in success? What steps does she take, where does he go, what research does she perform, how does he reach decision-makers, what is her secret to getting the important meetings, what follow-up needs to be done? All of these daily tasks and much more will be covered in detail in the Government Sales Boot Camp Class. Government sales and mar...

The government contracting world has experienced a seismic shift and the old marketing strategies no longer provide the measurable results necessary for success. Issues now include: fewer decision-makers with less time available; who are charged with managing tighter budgets and expectations of doing more with less while meeting goals of improved energy usage, lower costs, increased efficiency all while supporting specific agency missions. It...

All federal contractors win and lose bids but few realize that no matter if one wins or loses, asking for and obtaining a debriefing from the decision-makers can set the stage for winning many more contracts in the future. The federal government offers the debriefing process for many reasons, and vendors use this insider process to gain valuable knowledge about competitors, about the decision-makers and also about how their own company is perc...

Joint ventures are a very useful tool to gain a competitive advantage and provide a winning solution for government contracts. However, to take full advantage of this tool, you need to understand how to best form and operate a joint venture. There are many decisions that go into a joint venture, such as the type of legal entity to use, the management structure, and whether the joint venture should have its own employees. In addition, when the...

As Federal Government agencies strive to simplify and unify their business practices, contractors must implement processes designed to conform to OMB’s requirements. This session will provide techniques to manage contract delivery, budget, staffing, risk, and quality while fostering the client relationship; being responsive to needs of project staff; meeting company financial and project goals, creating third party relationships to add v...

As 2013 came to a close, the Office of Management and Budget (OMB) issued the long-awaited final rule to the Uniform Administrative Requirements, Cost Principles, and Audit Requirements for Federal Awards, more commonly known as the “Super Circular.” Among other things, this rule streamlines eight Federal regulations (including OMB Circulars A-110, A-122, and A-133) into a single, comprehensive policy guide and affords the Federal...

Jack Beecher presents his NEW, UPDATED and highly successful webinar presentation of “Tips for Construction Procurement Success”. Jack Beecher, former USACE Program Manager, shares over $1 billion in upcoming small business construction opportunities as well as over $400M in SDVOSB set-asides. Learn how to better position your company to compete for and win these and other federal construction opportunities.