© TargetGov 2015

Is the Federal Market Right for My Business?

Presented By:Gloria LarkinPresident, TargetGov

© TargetGov 2015@TargetGov

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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

© TargetGov 2015@TargetGov

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ss?Agenda

• What does the government buy• How much• From whom• When • Requirements• Complications, hurdles & challenges• Worth it?

© TargetGov 2015@TargetGov

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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

© TargetGov 2015@TargetGov

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ss?Who Purchases?

© TargetGov 2015@TargetGov

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Know the Differences in the Federal Market

1. Language! 2. Rules and regulations3. Registrations required4. Contract vehicles required5. Past Performance is critical6. Long business development cycle7. Decision-makers8. Relationships matter!

© TargetGov 2015@TargetGov

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ss?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

© TargetGov 2015@TargetGov

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ss?Budgets and Timeline

© TargetGov 2015@TargetGov

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ss?Tactics for Success

• 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

© TargetGov 2015@TargetGov

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ss?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

© TargetGov 2015@TargetGov

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ss?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!

© TargetGov 2015@TargetGov

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ss?Know Your NAICS Codes

• 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

© TargetGov 2015@TargetGov

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ss?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.gov

© TargetGov 2015@TargetGov

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ss?NAICS Sample

© TargetGov 2015@TargetGov

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ss?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!

$450 Billion +per year

© TargetGov 2015@TargetGov

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• Small business: self certified• WOSB and EDWOSB self

certifiedbut documented on SBA web site

• 8a: SBA certified• HUBZone: SBA certified• VOSB: self certified• SDVOB: self certified but verifiedYou can do business without any certification!

Certifications: Socio-economic

© TargetGov 2015@TargetGov

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Next: Determine if you qualify for a small business contractor certification

Self-Certified: Small Disadvantaged BusinessesService Disabled Veteran-Owned BusinessesWomen-Owned Small Businesses

SBA-Certified:HUBZone Empowerment Contracting Program 8(a) Business Development Program

© TargetGov 2015@TargetGov

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You as the Prime Contractor

You as the Subcontractor

You as the Teaming Partner

Business Strategies

© TargetGov 2015@TargetGov

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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

© TargetGov 2015@TargetGov

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ss?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

© TargetGov 2015@TargetGov

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ss?Contracting Opportunities Listings

• FedBizOpps• GSA eBuy & Advantage• FedConnect• Army Single Face to Industry• Agency-specific web sites• LinkedIn• Twitter

© TargetGov 2015@TargetGov

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ss?Recap

What does the government buyHow muchFrom whomWhen RequirementsComplications, hurdles & challengesWorth it?

© TargetGov 2015@TargetGov

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ss?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

© TargetGov 2015@TargetGov

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Gloria Larkin• President, TargetGov• Author: The Basic Guide to Government

Contracting

Contact:GloriaLarkinTG@TargetGov.com Toll-free: 866-579-1346www.TargetGov.com

Questions?