Cap i tal reps - finding your target federal agencies (june 2014)
Find your Target
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)
Next To Do’s
Dedicate federal staff
Develop a marketing budget THEN a marketing plan
Understand the basics of contracting - www.acquisition.gov/far/
Contact Small Business Liaison with SI’s/Primes
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
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?
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
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.
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?)
Visit local Procurement Technical
Assistance Center (PTAC)
Provides assistance to businesses
in marketing products and services
to Federal, state and local governments.
Swwmw.sabal.glo vBusiness Administration
8(a) Business Development
North American Industry Classification System (NAICS)
SBA Development Centers - 900 service sites to serve your local business needs
SBA Veteran’s Business Development
SBA Small Disadvantaged Business
Understand Abbreviations and
Abbreviations and Acronyms of the U.S. Government
Read/Subscribe to Publications
Carroll Publishing – Government Print Directories
Computer Reseller News
Federal Computer Week
Washington Technology – Targets System Integrators, Agency Profiles, Product Reviews
(1) Follow their editorial calendars and
(2) get to know the reporters that cover your products/services
Association for Federal Information Resource Management
Computer Technology Industry Association
Greater Washington Initiative
Northern Virginia Technology Council
National Contract Management Association
Small and Emerging Contractors Advisory Forum (SECAF)
Women in Technology
Purchase a Fee-For-Service Research Tool
Eagle Eye – Historical Contract Awards – Competitor Research-Market Sizing
ePipeline - Web-based research for RFI, Pre-RFP’s, RFP’s, Re-Competes, etc
(digs deeper in to programs down to budgetary basis)
Deltek – Web-based research for RFI, Pre-RFP’s, RFP’s, Re-Competes, etc
Loren Data - $295 annual fee to track FedBusOppts by Keyword, FSC, etc
Market Connections, Inc – Customer Satisfaction Surveys, Research Studies, et al
Department of Defense, Women Owned
Small Business Website
Track the money trail
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.
Create HW Solution Bundles or
Any combination of hardware, software or Services.
Generally receive 1-2% better markups.
Position as a solutions-provider.
Anyone can sell products/services for the lowest price.
Buy “Selling to the Government: What It Takes to
Compete and Win in the World's Largest Market”
$18.71 on Amazon – ISBN # 047088133X
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 @ firstname.lastname@example.org