Stimulus 101, Property of SDW LLC; All
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Stimulus 101
Sir Entre Preneur in the
Land of Stimuli
“A Small Biz Fable for Finding
Treasures from the 2009 Stimulus
Package”
1
• Welcome, Introductions
• Facilitator, Felicia Watlington, president/senior associate with Supplier
Diversity Works LLC; Expert in stimulus revenue opportunities (see bio at
www.supplierdiversityworks.com/Felicia_Watlington_bio.pdf)
• Government contracting expert, Clovia Hamilton of Lemongrass Consulting
• Lisa Newkirk, SDW admin associate
• Housekeeping – Q & A, use of software, audio, audience expectations etc.
• Presentation Overview
• My intent –
•Help determine if government contracting is right for you
•If so, how to get started
•Today’s presentation is in a “story within a story” format, a fable to help
“drive home” what is required to be successful in government contracting
overlaid with key resources and recommendations that can help you be
successful in your journey.
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Stimulus Revenue Resource Guide 1

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Pursue Your Destiny!
2
Once upon a time, there lived a brave knight named Sir Entre Preneur. Entre had
heard that great treasures could be found in the Land Of Stimuli.
But Entre didn’t know the way to the Land of Stimuli and he had to get past the
horrible Giant of N-O.
Despite the difficult road ahead, Entre persisted. It was his destiny to go and claim
what was rightfully his.
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Stimulus Revenue Resource Guide 2

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Treasure Map to the Land of Stimuli
Our Agenda for Today
• Importance of Focus – Find Your Target
and Shoot
• Importance of Branding – Stand Out from
the Crowd
• Gain Market Intelligence – Find Hidden
Treasures
3
So, Entre created a treasure map to guide himself to success, which is the agenda
for today’s presentation.
WHY IMPORTANT-
To help you develop critical revenue-generating relationships, make the best use of
your resources, to gain competitive/market intelligence, and to ultimately achieve
your revenue goals.
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Stimulus Revenue Resource Guide 3

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You MUST Focus!
• Good and Bad News – Abundant Info,
Publicly Available
• 14 Federal Departments, Hundreds of
Related Agencies
• Countless State, Local, and
Municipal Agencies
4
WHY YOU MUST FOCUS:
• Limited time and resources
• Minimize frustration, stay of track towards revenue goals, win contracts
• HOW WE HELP
• We do the “leg work” for you – summary of Stimulus Opportunities via
YESToolkit.com, key links at your fingertips, ongoing support and revenue-
generation information
• Extension/outsourcing of stimulus-related tasks so that you can focus on
core activities/meeting customer needs; no need to hire additional personnel
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Stimulus Revenue Resource Guide 4

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Why Focus? Turn N-O into YES!
5
To get past the Giant of N-O, the chief gate-keeper, Entre next decided what he had
to offer.
( focused products and services, core competencies, unique selling proposition,
which we will detail further in Stimulus 102, regarding how to create and how these
can help you achieve your revenue goals)
See also www.supplierdiversityworks.com/yes_action_plan.pdf.
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Stimulus Revenue Resource Guide 5

Stimulus 101, Property of SDW LLC; All
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Sir Entre Preneur’s Offerings to the
Giant of N-O
• Focused Products and Services
• Core Competencies
• Unique Selling Proposition
6
See also www.supplierdiversityworks.com/yes_action_plan.pdf.
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Stimulus Revenue Resource Guide 6

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Tips for Focused Marketing
• Know Your Core Competencies AND
Communicate
• Determine Agencies that Match
Best with Your Offerings
• No Scatter shots – Go for the Bull’s Eye!
7
We will address the details of “how” in Stimulus 102, including key links and stuff
that you MUST have for marketing to the government – to help you achieve your
revenue goals.
See also www.supplierdiversityworks.com/yes_action_plan.pdf.
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Stimulus Revenue Resource Guide 7

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Branding: Stand Out From The Crowd!
8
After deciding on the right focus, Entre was dismayed to learn that many other
brave souls were vying for the right to lay claim to the same treasure.
THE SOLUTION?
• Establish your brand
• Develop relationships
• Stay “ahead of the curve” and find opportunities before your competition
HOW WE HELP
• YES Strategic Revenue Action plan – example on next page
• SDW Targeted Stimulus Contract Opportunities – included in
YESToolkit.com subscription – based on YOUR NAICS code, what you offer
• Weekly updates, with insider info and unlimited e-mail support
See also www.supplierdiversityworks.com/yes_action_plan.pdf.
YESToolkit.com, THE Premier Small Biz
Stimulus Revenue Resource Guide 8

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Key Milestone - Your Strategic Revenue Action Plan:
Tool for Branding Success
SDW 2009 Marketing Action Calendar: Supplier Diversity Works LLC - GFE/Stimulus Revenue Opportunities
Tactics* Jan. Feb. Mar. April May June July Aug Sept. Oct. Nov. Dec
CMSDC Access Govt. CMSDC
Networking BOM 2009 Contracting BOC
events and
Recovery
Marketplace
GEARS GEARS GEARS GEARS GEARS GEARS GEARS GEARS GEARS GEARS
Mailings postcard postcard postcard postcard postcard postcard postcard postcard postcard postcard
mailing mailing mailing mailing mailing mailing mailing mailing mailing mailing
Mailing to Mailing to A/E
GFE Stimulus mailing list
targets targets
• BXXX • BXXX BXXX 1. RXXX RXXX XXX SXXX HXXXr BXXX
Sales BXXX • CXXX
•
• CXXX 2. LXXX
•
• SXXX
•
• A/E
•
• EXXXd
•
• CXXX
•
Presentations • BXXX • A/E Follow
CXXX follow- -up
up
Moderator YESToolkit.com Small Biz Reader’s Stimulus CMSDC State of NC
Press CMSDC launch Barter Digest Panel Certification certification
releases BOM Exchange guest biz
expert
* These are a few examples, based on SDW strategies and goals. Your final list should be specific and support revenue growth opportunities identified in the
SDW 2009 Economic Stimulus Package Summary
9
WHY IMPORTANT
SEVEN TIMES TO MAKE AN IMPRESSION
• a tool/template to help you establish your brand, build relationships, stand out from
the crowd and be proactive/prepared.
• HOW WE HELP
• A key outcome of the SDW Stimulus Executive Consulting and Stimulus
Teleclass, customized to your business
See also www.supplierdiversityworks.com/yes_action_plan.pdf.
YESToolkit.com, THE Premier Small Biz
Stimulus Revenue Resource Guide 9

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Gain Market Intelligence:
Hidden Treasure in the Land of Stimuli
The 2009 ARRA/Stimulus Plan Overview
– What it is/Intent
– How Funds Will Flow and Timing
– Entrepreneurial Opportunities
10
What it is
The American Reinvestment and Recovery Act or the Stimulus Plan is $787 billion dollar package to
provide job preservation and creation, infrastructure investment, energy efficiency and science,
assistance to the unemployed, and state and local fiscal stabilization, for the fiscal year ending
September 30, 2009, and for other purposes. The bottom line – is to get our economy moving again.
Flow of Funds
Federal stimulus funds to states, with further distribution to counties and municipalities (in some
cases, stimulus funds will be subject to state legislative action, which will require legislators and
constituencies). Only 10-12 percent distributed to-date, NOW is the time, to “get in the game”.
Entreprenepreneurial Opportunities
The YESToolkit.com takes a unique perspective on the 2009 stimulus plan.
• I reviewed the entire 407 page document, and
• compiled a summary of information most pertinent to the needs and interests of small
business owners and entrepreneurs seeking revenue opportunities.
• $217 billion dollar remains when we remove funding for tax cuts, individual aid, individual
healthcare aid, and aid to states for Medicaid. Of the $217 billion, roughly $45 billion is
allocated to the Transportation/”shovel ready” road projects.
•Dept of Energy, $45 billion or about 21%
•Dept of Education, $24 billion, or about 13%
•Dept of Health and Human Services, $21 billion, or about 10%
•. WHY IMPORTANT: our summary in the YESToolkit.com e-book details major areas of funds
allocation/related agencies – help you quickly begin to determine possible revenue opportunities for
you on a local level. Later, we will provide an example of just how to do that.
YESToolkit.com, THE Premier Small Biz
Stimulus Revenue Resource Guide 10

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Gain Market Intelligence:
Find Hidden Treasures
• “Oversight Funding” Category –
YESToolkit.com Predicted Revenue
Opportunities
• $228 million (sum of all agencies),
plus $25 million for General Oversight
11
One category in the SDW 2009 Economic Stimulus Package Summary of the
YESToolkit.com e-book is the oversight category, which totals $2285 million for
general stimulus oversight. This category is for providing oversight/guidance to
funds distribution, including reporting on stimulus results, tracking, monitoring,
staffing and the like.
I am highlighting the “oversight” category because I predicted in the Feb. 26th
edition of the YEStoolkit.com that it could represent real opportunities for
entrepreneurs.
• I predicted that “Some of these “oversight” requirements may lend
themselves to outsourcing and opportunities for small business to fill a need
(and get a “foot in the door” for larger opportunities). … contract
opportunities will become apparent over the coming months; however,
proactive entrepreneurs should begin planning for these revenue
opportunities now.”
That’s what I predicted in February. When we look at the “current state’, we see
that my prediction has become reality.
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Stimulus Revenue Resource Guide 11

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We are Your Market Intelligence Experts:
SDW Prediction Becoming Reality
Solicitation Number: Notice Type:
AG-3J19-S-09-0001 Presolicitation
RECOVERY - All services under this solicitation are being funded by The American Recovery and Reinvestment
Act (ARRA)
The purpose of this procurement is acquire audit services to assist the Office of Inspector General (OIG) in ensuring
United States Department of Agriculture (USDA) contract procurement activities are properly performed in
accordance with Federal Acquisition Regulation (FAR), Office of Management and Budget (OMB) guidance, and
The American Recovery and Reinvestment Act (ARRA) requirements.
Set Aside: Total Small Business
Classification Code:
R -- Professional, administrative, and management support services
NAICS Code:
541 -- Professional, Scientific, and Technical Services/541219 -- Other Accounting Services
12
Fast forward to “today” or current state – REPORTED in the June 10 Yestoolkit.com weekly
update
Here is an actual solicitation that appeared in FEDBIZOPPS that relates to the oversight category
and the concerns that GAO cited in the April report.
TIMELINE
• February 2009 – my prediction
• April 2009 – potential problems noted and my SDW Yestoolkit.com Weekly Update noted:
• the testimony of the U.S. Government Accountability Office (GAO) before the Committee
on Homeland Security Affairs, U.S. Senate documents the “current state” of the
implementation of the American Recovery and Reinvestment Act across our nation.
• PROBLEMS included states’ concern with
•Ability/concern regarding the capabilities of smaller entities (municipalities,
counties, etc – perhaps even non-profits) to track and report funding results
•Lack of staff available to audit, track, and report
My alert to YESToolkit.com subscribers: The concerns listed above represent an opportunity to solve
a problem, to fill a niche, and to possibly innovate – something that we entrepreneurs and small biz
owners do best. For example, firms that offer auditing, staffing, programming (as well as any existing
“off the shelf” software that can aid the monitoring and reporting requirements) may have solutions
that can address these and other concerns.
BOTTOM LINE: Get market/competitive intelligence, GET AHEAD OF THE CURVE with
YESToolkit.com
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Hidden Treasure: Finding Market Niches
Agency/ Description Cost
Focus ($M)
State Dept. Passport and training funding for State $90
Department
Dept. of Ed. Grants for teacher training and professional $100
development
Dept. of Ed. Funding for school computer and science $650
laboratories and technology training for
Teachers
Energy Training of electric grid workers $100
Energy Grants for training and research on safe $20
storage of carbon emission
Dept. of Training of nurses, primary care physicians, $500
Health and dentists to practice in underserved
Human communities in the National Health Service
Services Corps
Dept. of Grants to states with highest unemployment $200
Labor numbers for employment and training
Dept. of Grants to states for dislocated worker $1,250
Labor employment and training activities
Dept. of Grants to states for youth training, including $1,200
Labor summer jobs
Dept. of Grants to states for adult employment and $500
Labor training activities 13
Now, what I will demonstrate how to find what I’m calling “hidden treasures” or market niches that
you are uniquely qualified to fill.
What you see on the slide shown is a page from the SDW 2009 Economic Stimulus Package
Summary, which is a PDF file. This is a summary of the stimulus package from an
entrepreneurial perspective, showing all the projected spending categories based on federal
department and/or area of focus. This detailed information includes a brief description of the
spending and the dollar amount.
The SDW 2009 Economic Stimulus Package Summary is included in the YEStoolkit. You can
search through it with various keywords, to get an idea of what opportunities may exist for your
firm.
1. So, for example purposes, let’s say that you are interested in possible revenue opportunities
related to “training”. I enter “training” in the search box of the SDW 2009 Economic Stimulus
Package summary, which results in the 11 occurrences shown on the slide.
2. Next, let’s say that a core competences of my firm is leadership and professional development.
The item highlighted in yellow on the slide is then of particular interest to me. So, this results
provides a initial possible revenue opportunity to pursue in my Strategic Action Marketing Plan,
which we will discuss more a bit later.
3. The next step is to get more information regarding the funding flow for this area – that is,
where, how, who, and when etc. A starting point, as noted in the table above, is the Dept of
Education. In the YEStoolkit.com e-book, we detail what you need to do - how to find key
contacts and how to stay in the loop.
4. Finally, one action step that we recommend for everyone is to write/contact your elected
officials – in some cases specific stimulus projects have not yet been identified – and this is a
good way to get your name out there as well as to possibly influence funding decisions. In the
YEStoolkit e-book we have a template for drafting your letters as well as a links to find who
your officials are and their contact info.
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Stimulus Revenue Resource Guide 13

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Hidden Treasure: Finding Market Niches
• SDW Targeted Stimulus Opportunities – Included in all
YESToolkit.com subscriptions
– Customized to YOUR NAICS/YOUR product/service
offering
– Can include grants.gov opportunities
– “Let us be your stimulus opportunities
expert, so that you don’t have to be!”
14
Here are some other tools/approaches to finding “hidden treasures” or your particular market
niche:
• SDW targeted stimulus contract opportunities – use as market/competitive intelligence
• Subcontract opportunities – connecting with primes (coming in Stimulus 102)
• Agency forecasts – what’s coming down the pike (coming in Stimulus 102)
WHY IMPORTANT –
To emphasize the need to get ahead of the curve. Once published, may be too late for
that opportunity, but insights gleaned may lead you to decision-makers, subcontract
opportunities, competitive intelligence, etc.
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Stimulus Revenue Resource Guide 14

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Market Intelligence Made Easy: KEY LINKS AT YOUR FINGERTIPS
YESToolkit.com
Agency/Entity/ Online Link
Focus
Federal
Departments and http://www.congress.org/congressorg/dbq/officials/agencies/?command=search
Agencies
How to register as http://www.business.gov/expand/government-contracting/register.html
a federal
contractor
Virtual FedBizOpps.gov
marketplace for
federal
procurement
GSA – The “Wal- http://www.gsa.gov/Portal/gsa/ep/contentView.do?contentType=GSA_OVERV
Mart” of federal IEW&contentId=25437
purchasing
State Procurement http://www.business.gov/expand/government-contracting/opportunities/state-
Agencies/Registra opportunities.html
tion
Procurement http://www.aptac-us.org/new/
Technical 15
Assistance http://www.aptac-us.org/new/Govt_Contracting/find.php
Here is another resource that can help you save time and effort in your search for
stimulus contract opportunities; this is an abbreviated excerpt from YESToolkit.com
e-book.
In addition, YESToolkit.com e-book and resource guide includes:
• Weekly updates and compilation of past updates for the past 8 months.
• Unlimited e-mail support
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What You Need to DO NOW
• Central Contractor Registration/Other
Relevant Database Registrations
• Consider Appropriate Certifications (DOT,
State, Local, etc.)
• Plug-In with PTAC representative
• Consider YESToolkit.com, the Premier Resource
for Small Biz Stimulus Revenue Opportunities
16
See also www.supplierdiversityworks.com/bonus.pdf – guide to the steps noted
above. Also more detail provided in YESToolkit.com.
And www.supplierdiversityworks.com/certification.html – certification primer to help
you decide if certification is right for your business and which certifications to
pursue.
YESToolkit.com, THE Premier Small Biz
Stimulus Revenue Resource Guide 16

Stimulus 101, Property of SDW LLC; All
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YESToolkit.com Overview
• “How-to” Manual
• Resources, Links at your Fingertips
• Guidance for Your Customized Strategic
Revenue Action Plan
• Customized Stimulus Contract Updates,
based on YOUR NAICS code
17
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Stimulus Revenue Resource Guide 17

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YESToolkit.com Offerings:
www.SupplierDiversityWorks.com/stimulus_success
• YESToolkit.com – Special* rate of $34.95
($15 credit)
• Stimulus Mastermind Teleclass Series** –
Special* Subscriber Rate applies
• Stimulus Executive Consulting Package** –
Special* Subscriber Rate applies
* Specials good for a limited time only
** Includes 12 month YESToolkit.com subscription
18
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Q & A/Contact
To purchase: YESToolkit.com
Felicia Watlington
felicia@supplierdiversityworks.com
FEEDBACK:
Please complete when you exit the session.
19
Don’t miss Stimulus 102, on Tuesday, October 6, you will benefit from the following:
(register at www.supplierdiversityworks.com/stimulus_teleclass)
Overview of “how to determine for your business”
•Best Government Agencies and Primes to Target
•Marketing Material Tuned to Stimulus/Government-Speak
•Best Strategic Partners for Accessing Stimulus Contracts
•Best Organization for Stimulus Growth
•Personalized 12-Month Stimulus Revenue Action Plan
Including critical links to:
• market/competitor intelligence
• agency forecasts
• potential primes/subcontract opportunities
• and more
See also www.supplierdiversityworks.com/yes_action_plan.pdf.
YESToolkit.com, THE Premier Small Biz
Stimulus Revenue Resource Guide 19