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1 
Welcome to 
Find your Target 
Federal Agencies
2 
First To Do’s…. 
 Register with SAM.gov 
 Create a one-page capabilities statement 
 Identify your products and serv...
3 
Next To Do’s 
 Dedicate federal staff 
 Develop a marketing budget THEN a marketing plan 
 Contact SADBU’s 
 Unders...
4 
Be able to answer… 
 What does your organization do? 
 Who in the Government has a requirement for your product or se...
5 
Do the following… 
 Evaluate why the agency would buy your product or services. 
 Get information on their budgets, a...
6 
Categorize relationships 
There are three customers you should target with your marketing efforts: 
1. Procurers (inclu...
7 
Visit local Procurement Technical 
Assistance Center (PTAC) 
Provides assistance to businesses 
in marketing products a...
8 
Swwmw.sabal.glo vBusiness Administration 
8(a) Business Development 
http://www.sba.gov/content/about-8a-business-devel...
9 
Understand Abbreviations and 
Acronyms 
Abbreviations and Acronyms of the U.S. Government 
http://libguides.ucsd.edu/go...
10 
Read/Subscribe to Publications 
Carroll Publishing – Government Print Directories 
www.carrollpub.com/ 
Computer Resel...
11 
Join Organizations 
Association for Federal Information Resource Management 
www.affirm.org 
Computer Technology Indus...
12 
Purchase a Fee-For-Service Research Tool 
Eagle Eye – Historical Contract Awards – Competitor Research-Market Sizing 
...
13 
Women-Owned 
Business Resources 
Women-Owned Businesses 
www.womenbiz.gov 
Department of Defense, Women Owned 
Small B...
14 
Federal Grants 
Track the money trail 
www.grants.gov/
15 
Federal Supply Schedule 
30,000 foot overview 
This guide is intended to help vendors understand 
how to participate i...
16 
Create HW Solution Bundles or 
Packaged Services 
 Any combination of hardware, software or Services. 
 Generally re...
17 
Buy “Selling to the Government: What It Takes to 
Compete and Win in the World's Largest Market” 
$18.71 on Amazon – I...
18 
Questions??? 
In the end, there is no magic or secret to selling to the Federal 
Government. You still need to target ...
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Cap i tal reps - finding your target federal agencies (june 2014)

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Cap i tal reps - finding your target federal agencies (june 2014)

  1. 1. 1 Welcome to Find your Target Federal Agencies
  2. 2. 2 First To Do’s….  Register with SAM.gov  Create a one-page capabilities statement  Identify your products and services and differentiation  Identify target agencies and then target procurements (i.e. http://www.usaspending.gov/, FBO, 5 year plans, etc)  Establish Teaming and/or Subcontracting Oppts (bunt vs. home run) http://www.sba.gov/category/navigation-structure/contracting/contracting-opportunities/sub-contracting/subcontracting-opportunities- Get on several procurement vehicles (deck of cards)
  3. 3. 3 Next To Do’s  Dedicate federal staff  Develop a marketing budget THEN a marketing plan  Contact SADBU’s  Understand the basics of contracting - www.acquisition.gov/far/  Contact Small Business Liaison with SI’s/Primes http://www.generaldynamics.com/suppliers/supplier-diversity/small-business-liaison/ http://www.mantech.com/about/smallBusiness/Pages/smallBusiness.aspx https://oasis.northgrum.com/general/docs/SBLOlist.pdf
  4. 4. 4 Be able to answer…  What does your organization do?  Who in the Government has a requirement for your product or service?  How does your company help the government meet its goals and objectives?  Provide examples of customers your organization has assisted in the past and the corresponding results.  • What appeal did your product or services have that caused customers to use you in the past?
  5. 5. 5 Do the following…  Evaluate why the agency would buy your product or services.  Get information on their budgets, and look at their mission and goals.  Look Government Accountability Office (GAO) Reports http ://www.gpoaccess.gov/gaoreports/index.html.  Get the agency’s organization chart and then develop a call plan.  Identify Executive Orders, Agency Mandates, Regulations.  Market success stories.  Ask for a referral.
  6. 6. 6 Categorize relationships There are three customers you should target with your marketing efforts: 1. Procurers (including contracting officers/specialists) 2. Influencers (including program managers/high-level decision makers) 3. End Users (how is what you sell help them in their job or agency mission critical or operating processes?)
  7. 7. 7 Visit local Procurement Technical Assistance Center (PTAC) Provides assistance to businesses in marketing products and services to Federal, state and local governments. http://www.aptac-us.org/new/
  8. 8. 8 Swwmw.sabal.glo vBusiness Administration 8(a) Business Development http://www.sba.gov/content/about-8a-business-development-program Hub Zones http://www.sba.gov/hubzone/ North American Industry Classification System (NAICS) http://www.census.gov/eos/www/naics/ SBA Development Centers - 900 service sites to serve your local business needs www.sba.gov/SBDC/ SBA Veteran’s Business Development http://www.sba.gov/about-offices-content/1/2985 SBA Small Disadvantaged Business http://www.sba.gov/content/disadvantaged-businesses
  9. 9. 9 Understand Abbreviations and Acronyms Abbreviations and Acronyms of the U.S. Government http://libguides.ucsd.edu/govspeak Military Acronyms http://www.fas.org/news/reference/lexicon/acronym.htm
  10. 10. 10 Read/Subscribe to Publications Carroll Publishing – Government Print Directories www.carrollpub.com/ Computer Reseller News www.crn.com/ Federal Times www.federaltimes.com Federal Computer Week www.fcw.com Government Executive www.govexec.com Government Technology www.govtech.net/ Washington Technology – Targets System Integrators, Agency Profiles, Product Reviews www.washingtontechnology.com (1) Follow their editorial calendars and (2) get to know the reporters that cover your products/services
  11. 11. 11 Join Organizations Association for Federal Information Resource Management www.affirm.org Computer Technology Industry Association www.comptia.org/ Greater Washington Initiative www.greaterwashington.org/ Northern Virginia Technology Council www.nvtc.org/ National Contract Management Association www.ncmahq.org Small and Emerging Contractors Advisory Forum (SECAF) www.secaf.org/ Women in Technology http://www.witi.com/
  12. 12. 12 Purchase a Fee-For-Service Research Tool Eagle Eye – Historical Contract Awards – Competitor Research-Market Sizing www.eagleeyeinc.com/ ePipeline - Web-based research for RFI, Pre-RFP’s, RFP’s, Re-Competes, etc (digs deeper in to programs down to budgetary basis) www.epipeline.com Deltek – Web-based research for RFI, Pre-RFP’s, RFP’s, Re-Competes, etc http://govwin.com/home Loren Data - $295 annual fee to track FedBusOppts by Keyword, FSC, etc www.ld.com Market Connections, Inc – Customer Satisfaction Surveys, Research Studies, et al www.marketconnectinc.com
  13. 13. 13 Women-Owned Business Resources Women-Owned Businesses www.womenbiz.gov Department of Defense, Women Owned Small Business Website www.acq.osd.mil/sadbu/wosb/
  14. 14. 14 Federal Grants Track the money trail www.grants.gov/
  15. 15. 15 Federal Supply Schedule 30,000 foot overview This guide is intended to help vendors understand how to participate in the GSA Federal Supply Service Multiple Award Schedules program. https://vsc.gsa.gov/common/articles/cid188.cfm
  16. 16. 16 Create HW Solution Bundles or Packaged Services  Any combination of hardware, software or Services.  Generally receive 1-2% better markups.  Position as a solutions-provider.  Eliminates competitors. Anyone can sell products/services for the lowest price.
  17. 17. 17 Buy “Selling to the Government: What It Takes to Compete and Win in the World's Largest Market” $18.71 on Amazon – ISBN # 047088133X
  18. 18. 18 Questions??? In the end, there is no magic or secret to selling to the Federal Government. You still need to target agencies, sell the benefits of your company and establish/maintain relationships with your customers. Call us @ 703-326-0640 or E-mail us @ rmackey@capitalreps.com

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