Jennifer Schaus & Associates, a Washington DC based consulting firm presents this session on US Federal Government Contracting. TOPIC: FEDERAL Govt Contracting - The Politics of Procurement ASSOCIATED AUDIO FILE: https://youtu.be/NQvmO92X1Yw EMAIL: JSchaus@JenniferSchaus.com PHONE: 202-365-0598 LINKEDIN: https://www.Linkedin.com/in/jenniferschaus ABOUT US: http://www.JenniferSchaus.com SERVICES: Proposal Writing, Marketing, Sales, Biz Dev, SBA 8a Cert, GSA Schedules and more.

1. The Politics of Procurement
US Federal Government Contracting
Webinar Series - 2016
Presented By:
Aaron Grau, Esq.
JUNE 10, 2016

2. CALENDAR OF EVENTS:
(All Webinars are at 12pm EST & Recorded)
JUNE 1 - Maximizing The Value of Your GovCon Business
https://attendee.gotowebinar.com/register/74156936435694851
JUNE 2 - Capture Planning - To Bid Or Not To Bid
https://attendee.gotowebinar.com/register/7051206926535220483
JUNE 3 - Teaming Agreements - The Good, The Bad & The Enforceable
https://attendee.gotowebinar.com/register/7352313683359938307
JUNE 6 - Teaming With Tribally Owned 8(a) Businesses
https://attendee.gotowebinar.com/register/4324839202604449539
JUNE 7 - Color Reviews For Successful Proposals
https://attendee.gotowebinar.com/register/3973323136181419267
JUNE 8 - Preparing The FSO for a DSS Audit
https://attendee.gotowebinar.com/register/423786240906737667
JUNE 9 - Life After 8(a) - Best Practices & Case Study
https://attendee.gotowebinar.com/register/6473232146721067779
JUNE 10 - The Politics Of Procurement
https://attendee.gotowebinar.com/register/3924758807094447107
JUNE 13 - Contract Administration - Best Practices
https://attendee.gotowebinar.com/register/2132047978959217667
JUNE 14 - So You Have A Facility Clearance, Now What?
https://attendee.gotowebinar.com/register/9028972158695833091
JUNE 15 - Unsolicited Proposals - Why, What & How.
https://attendee.gotowebinar.com/register/4729436391901262849
JUNE 17 - SBIR's - The Good, The Bad & The "How"
https://attendee.gotowebinar.com/register/6337198369128857857
2016 US Federal Government Contracting Webinar Series

3. AGENDA
2016 US Federal Government Contracting Webinar Series

4. AGENDA:
• Introduction – HOST
•Introduction - GUEST
• Presentation
•Conclusions
• Q & A
2016 US Federal Government Contracting Webinar Series

5. INTRODUCTION
Host
2016 US Federal Government Contracting Webinar Series

6. Jennifer Schaus
About The Host
2016 US Federal Government Contracting Webinar Series
* Approx 20 Yrs in Gov Contracting
* Career: D&B (Govt Division)
Federal Sales & GSA Scheds
* Frequent Speaker: Chambers, NCMA, AFCEA, etc
* Member: WIPG
* Education: Towson University – B.A.
UC Berkeley - Leadership Accelerator
Cornell University - Exec Leadership

7. Jennifer Schaus
Jennifer Schaus & Associates
2016 US Federal Government Contracting Webinar Series
* DC Based Consulting Firm
* Over 10 Yrs in Business
* Support Services for Gov Cons
Proposal Writing / Contract Vehicles (GSA)
Sales & Biz Dev
Certifications – SBA 8(a); SDVO; etc.
Events

8. INTRODUCTION
Guest
2016 US Federal Government Contracting Webinar Series

9. Aaron Grau, Esq.
ABOUT OUR SPEAKER
2016 US Federal Government Contracting Webinar Series
Director, Cohen & Grigsby Federal
Government Affairs
Lobbyist Engaging Administrative
Agencies & Capitol Hill
Previously Senate Labor Subcommittee
Majority Counsel
Mercer University School of Law
Macon, Georgia – 1995
Emory University Atlanta, Georgia - 1992

10. Aaron Grau
Cohen & Grigsby, P.C.
2016 US Federal Government Contracting Webinar Series
140 Attorneys
30 Practice Areas
Public Affairs Practice Area Has Dedicated Focus
on State & Federal Procurement
Based in Pittsburgh, PA
Office in Naples, FL

11. PRESENTATION
2016 US Federal Government Contracting Webinar Series
Politics of Procurement

12. GETTING THE MONEY
Grants v. Contracts
• ALL grants are contracts, but NOT ALL contracts are grants.
• Grant v. Contract Depends on Agency
• Many Different Vehicles
• Appropriations / Earmarks
• SBIR’s (Small Business Innovative Research)
• STTR’s (Small Business Tech Transfer Research)
• CRADA’s (Cooperative Research And Development Agreement)
• Programmatic Expenditures
• Direct Sales
2016 US Federal Government Contracting Webinar Series

13. Ask & Answer These Questions:
1. WHERE is the money; WHAT federal agency is right for you?
2. WHO in that agency has the money & authority to spend it?
3. WHO in that agency has the programmatic priority?
4. WHEN should you ask them to spend the money on you?
2016 US Federal Government Contracting Webinar Series

14. … and The Art
HOW?
How to hit your target
requires good
relationships,
creativity, and a
strategic approach
…The Science
2016 US Federal Government Contracting Webinar Series

15. Many factors to consider.
Each opportunity will present their own realities and “tools”.
Consider the following:
• The General Services Agency (“GSA”) Schedules
• Sub-Contracting (Small to Large or Large to Small)
• Congressional Influence
• Small Business “Set-Asides” & The Rule of Two
• Federal Agency Small Business Goals – SBA Scorecard
• Spoon Feeding the Contract Officer
• Indefinite Delivery Indefinite Quantity Contracts - IDIQ
2016 US Federal Government Contracting Webinar Series

16. CONCLUSIONS
2016 US Federal Government Contracting Webinar Series

17. CONCLUSIONS
• Discerning your target customers is a science.
• Developing a strategy to hit your target is an art.
• Politics will always play a role: agency priorities, available funding, & contractor personalities.
2016 US Federal Government Contracting Webinar Series

18. Q & A
2016 US Federal Government Contracting Webinar Series

19. CONTACT DETAILS
Ms. Jennifer L. Schaus
Washington DC
+ 1 - 2 0 2 – 3 6 5 – 0 5 9 8
jschaus@jenniferschaus.com
www.JenniferSchaus.com
Aaron Grau
Pittsburgh, PA / Washington DC
4 1 2 – 4 8 0 – 1 8 0 9
agrau@cohenlaw.com
www.cohenlaw.com

20. CALENDAR OF EVENTS:
(All Webinars are at 12pm EST & Recorded)
JUNE 1 - Maximizing The Value of Your GovCon Business
https://attendee.gotowebinar.com/register/74156936435694851
JUNE 2 - Capture Planning - To Bid Or Not To Bid
https://attendee.gotowebinar.com/register/7051206926535220483
JUNE 3 - Teaming Agreements - The Good, The Bad & The Enforceable
https://attendee.gotowebinar.com/register/7352313683359938307
JUNE 6 - Teaming With Tribally Owned 8(a) Businesses
https://attendee.gotowebinar.com/register/4324839202604449539
JUNE 7 - Color Reviews For Successful Proposals
https://attendee.gotowebinar.com/register/3973323136181419267
JUNE 8 - Preparing The FSO for a DSS Audit
https://attendee.gotowebinar.com/register/423786240906737667
JUNE 9 - Life After 8(a) - Best Practices & Case Study
https://attendee.gotowebinar.com/register/6473232146721067779
JUNE 10 - The Politics Of Procurement
https://attendee.gotowebinar.com/register/3924758807094447107
JUNE 13 - Contract Administration - Best Practices
https://attendee.gotowebinar.com/register/2132047978959217667
JUNE 14 - So You Have A Facility Clearance, Now What?
https://attendee.gotowebinar.com/register/9028972158695833091
JUNE 15 - Unsolicited Proposals - Why, What & How.
https://attendee.gotowebinar.com/register/4729436391901262849
JUNE 17 - SBIR's - The Good, The Bad & The "How"
https://attendee.gotowebinar.com/register/6337198369128857857
2016 US Federal Government Contracting Webinar Series