The document provides an overview of how to target and win federal contracts as a small business. It notes that the federal government procures $500 billion annually, with 39% or $195 billion set aside for small businesses. It outlines the process for small businesses to get started, including obtaining a DUNS number and registering in the Central Contractor Registration database. It also provides tips on finding contracting opportunities, understanding how the government buys goods and services, and positioning a small business to be competitive for federal contracts.
Money CapitalHeight Research Pvt Ltd is a leading Stock Advisory Company, having a strong hold in providing most authentic and accurate Equity Tips as well as Commodity Tips.
We are a team of highly qualified and experienced analysts, who deliver their expertise in providing stock market calls for traders which include tips like Stock Tips, Commodity Tips, MCX Tips, Equity Tips and Intraday Tips. All services are provided through SMS and Instant Messenger.
Our research is based around these services:
• Stock Tips
• Commodity Tips
• Equity Tips
• Intraday Tips
• NCDEX Tips
For 2 Days Free Trial, please visit our site at http://www.capitalheight.com or please call our 24/7 Customer Care Support us at +91 9993066624, 0731 - 4295 - 950
Or email us at: contact@capitalheight.com
Baker Tilly Presents: Government Contract Reporting Requirements: What did yo...BakerTillyConsulting
Presented at NCMA's World Congress 2016
Presenters: Baker Tilly's Nathan Geesaman, CPA, CFE, Manager and Accenture Federal Services' Katherine Adams, Senior Contract Manager.
For U.S. federal government contractors, there are myriad contractual reporting requirements that must be submitted to the government beyond the annual ICS submitted to DCAA. Contract managers must understand and communicate what is required in order to comply with the terms of the contract. This session will discuss some of these government reporting requirements, such as small business subcontracting, government property, service contracts, eCMRA, GSA Schedules, GWACs, and CPARS. www.bakertilly.com/governmentcontractors
Jennifer Schaus & Associates, a Washington DC based consulting firm presents this session on US Federal Government Contracting.
TOPIC: FEDERAL Govt Contracting - The Good, Bad and How
ASSOCIATED AUDIO FILE: https://youtu.be/FceGxSDVCvs
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.
Understanding Federal Contracting. This presentation is not my original work. It is a very good presentation by Aaron C. Sams. I am sure it will be helpful to a lot of people trying to start a small business and win Federal contracts. Thanks to Aaron C. Adams
Doing Business With DoD & The Intel Community - BEHIND CLOSED DOORS #govconJSchaus & Associates
Doing Business With DoD & The Intel Community - BEHIND CLOSED DOORS #govcon
PRESENTERS SLIDES
"Understanding DoD Nuances & Winning Defense Contracts"
(Ret.) VADM Lou Crenshaw
"Best Practices for Surviving A DCAA Audit"
Alex Brager & Kevin Swatt (E Cohen CPAs)
"Contracting and the National Industrial Security Program"
Jennifer Zucker, WileyRein
"The Nuts, The Bolts & The Requirements After the Clearance"
Eleanor Bewley, OCEUS Networks
"Cracking The Nut On The Intel Community"
Moderator - Tony Porter, Eastern Foundry
Panelist #1 - Graham Plaster, The Intel Community
Panelist #2 - Tabetha Chandler, GreenCyber
Panelist #3 - Cheereka Montgomery, P1 Strategies
Money CapitalHeight Research Pvt Ltd is a leading Stock Advisory Company, having a strong hold in providing most authentic and accurate Equity Tips as well as Commodity Tips.
We are a team of highly qualified and experienced analysts, who deliver their expertise in providing stock market calls for traders which include tips like Stock Tips, Commodity Tips, MCX Tips, Equity Tips and Intraday Tips. All services are provided through SMS and Instant Messenger.
Our research is based around these services:
• Stock Tips
• Commodity Tips
• Equity Tips
• Intraday Tips
• NCDEX Tips
For 2 Days Free Trial, please visit our site at http://www.capitalheight.com or please call our 24/7 Customer Care Support us at +91 9993066624, 0731 - 4295 - 950
Or email us at: contact@capitalheight.com
Baker Tilly Presents: Government Contract Reporting Requirements: What did yo...BakerTillyConsulting
Presented at NCMA's World Congress 2016
Presenters: Baker Tilly's Nathan Geesaman, CPA, CFE, Manager and Accenture Federal Services' Katherine Adams, Senior Contract Manager.
For U.S. federal government contractors, there are myriad contractual reporting requirements that must be submitted to the government beyond the annual ICS submitted to DCAA. Contract managers must understand and communicate what is required in order to comply with the terms of the contract. This session will discuss some of these government reporting requirements, such as small business subcontracting, government property, service contracts, eCMRA, GSA Schedules, GWACs, and CPARS. www.bakertilly.com/governmentcontractors
Jennifer Schaus & Associates, a Washington DC based consulting firm presents this session on US Federal Government Contracting.
TOPIC: FEDERAL Govt Contracting - The Good, Bad and How
ASSOCIATED AUDIO FILE: https://youtu.be/FceGxSDVCvs
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.
Understanding Federal Contracting. This presentation is not my original work. It is a very good presentation by Aaron C. Sams. I am sure it will be helpful to a lot of people trying to start a small business and win Federal contracts. Thanks to Aaron C. Adams
Doing Business With DoD & The Intel Community - BEHIND CLOSED DOORS #govconJSchaus & Associates
Doing Business With DoD & The Intel Community - BEHIND CLOSED DOORS #govcon
PRESENTERS SLIDES
"Understanding DoD Nuances & Winning Defense Contracts"
(Ret.) VADM Lou Crenshaw
"Best Practices for Surviving A DCAA Audit"
Alex Brager & Kevin Swatt (E Cohen CPAs)
"Contracting and the National Industrial Security Program"
Jennifer Zucker, WileyRein
"The Nuts, The Bolts & The Requirements After the Clearance"
Eleanor Bewley, OCEUS Networks
"Cracking The Nut On The Intel Community"
Moderator - Tony Porter, Eastern Foundry
Panelist #1 - Graham Plaster, The Intel Community
Panelist #2 - Tabetha Chandler, GreenCyber
Panelist #3 - Cheereka Montgomery, P1 Strategies
A Echeverria Channel Focus Segmentation And Coverage Models 4 SlideshareAndré Echeverria
This is a briefing of the Sales Coverage Model I was invited to deliver at the Channel Focus Americas event in San Diego.
It demonstrates how a smart account potential analysis can be performed to support a decision to concentrate more sophisticated selling resources at the right account bets.
And how both Direct Sales teams, as well as Partners, may grow their business in parallel, based on the previous mentioned analysis.
(Based on a real case, with modified data)
The Planning Way - Best Practices in Effective Variable Compensation Budgetin...Proformative, Inc.
Video/Presentation: http://www.proformative.com/events/planning-way-best-practices-effective-variable-compensation-budgeting-forecasting
The concept behind variable compensation isn’t difficult — people are motivated by rewards, and organizations use monetary and other incentives (gift cards, trips, etc.) to shape behavior that improve business performance. Yet variable compensation can be an expensive proposition, in lost dollars, risk and performance potential, if managed incorrectly. Manual spreadsheet-based sales compensation management limit visibility into variable compensation expenses, sales and rep performance, as well as the ability to make necessary plan changes that could drive improved business results. In this session, Nina Ostrom, head of Americas field finance and operations with Progress Software will explore how a systemic and operational approach provides the necessary insight for effective budgeting and improved forecast predictability.
Speaker:
Nina Ostrom, Head of Americas Field Finance & Operations, Progress Software
Presentation delivered at CFO Dimensions 2013 - http://www.cfodimensions.com
Track: Operational Effectiveness | Session: 1
Our 2020 Survey on Sales Compensation in Israeli SaaS Companies revealed valuable insights about both the matureness of the Israeli industry in the past two years as well as the the effects of COVID-19. We encourage the industry to use this survey as a sanity check tool for CEOs, CROs and CFOs to see where they stand vis-à-vis their peers.
Decision Analysis in Venture Capital workshop for Stanford Angels and Entrepr...Ulu Ventures
This is a workshop given for Stanford Angels and Entrepreneurs India on Jul 10, 2018 at Nexus Venture Partners, Bangalore. The video for this talk is at: https://vimeo.com/279467353
More Related Content
Similar to Targeting And Winning Federal Contracts
A Echeverria Channel Focus Segmentation And Coverage Models 4 SlideshareAndré Echeverria
This is a briefing of the Sales Coverage Model I was invited to deliver at the Channel Focus Americas event in San Diego.
It demonstrates how a smart account potential analysis can be performed to support a decision to concentrate more sophisticated selling resources at the right account bets.
And how both Direct Sales teams, as well as Partners, may grow their business in parallel, based on the previous mentioned analysis.
(Based on a real case, with modified data)
The Planning Way - Best Practices in Effective Variable Compensation Budgetin...Proformative, Inc.
Video/Presentation: http://www.proformative.com/events/planning-way-best-practices-effective-variable-compensation-budgeting-forecasting
The concept behind variable compensation isn’t difficult — people are motivated by rewards, and organizations use monetary and other incentives (gift cards, trips, etc.) to shape behavior that improve business performance. Yet variable compensation can be an expensive proposition, in lost dollars, risk and performance potential, if managed incorrectly. Manual spreadsheet-based sales compensation management limit visibility into variable compensation expenses, sales and rep performance, as well as the ability to make necessary plan changes that could drive improved business results. In this session, Nina Ostrom, head of Americas field finance and operations with Progress Software will explore how a systemic and operational approach provides the necessary insight for effective budgeting and improved forecast predictability.
Speaker:
Nina Ostrom, Head of Americas Field Finance & Operations, Progress Software
Presentation delivered at CFO Dimensions 2013 - http://www.cfodimensions.com
Track: Operational Effectiveness | Session: 1
Our 2020 Survey on Sales Compensation in Israeli SaaS Companies revealed valuable insights about both the matureness of the Israeli industry in the past two years as well as the the effects of COVID-19. We encourage the industry to use this survey as a sanity check tool for CEOs, CROs and CFOs to see where they stand vis-à-vis their peers.
Decision Analysis in Venture Capital workshop for Stanford Angels and Entrepr...Ulu Ventures
This is a workshop given for Stanford Angels and Entrepreneurs India on Jul 10, 2018 at Nexus Venture Partners, Bangalore. The video for this talk is at: https://vimeo.com/279467353
Similar to Targeting And Winning Federal Contracts (20)
4. The Federal Government
• Procures $500,000,000,000 / yr
– 30% Products / 70% Services
– By law must pay in <30 days (often pays in 10-14)
– “Use it or lose it mentality” still applies
– Federal Acquisition Regulation (FAR) stipulates all solicitations <$100k where
research shows that two or more small businesses are capable of performing the
work, be set aside exclusively for small businesses to compete
• 39% ($195 B) Small Business Set Aside Goals
– 20% Small Business
– 6% SDB and 8(a)
– 5% woman owned
– 3% HUBZone (Historically Underutilized Business Zone)
– 3% service disabled veteran owned
– 2% veteran owned
• >1,100 Federal Agencies
5. Small Business Defined
• Depends on the type of business you are in
• NAICS Codes
• Based on # of Employees or annual Revenue
– Flooring Manufacturers - <500 employees
• 500 employees is limit for ~75% of manufacturers
– Flooring Contractors - <$14MM/yr
– Wholesalers - <100 employees
– Marketing consulting, Ad agencies, PR firms etc. - <$7MM/yr
(3 yr average)
6. Getting Started
D-U-N-S Number
Universal 9-digit business identifier
Obtain thru www.ccr.gov free
Central Contractor Registration
Small Business Designations &/0r Registration (if
req’d)
Online Representation and Certifications Application
(ORCA)
7.
8.
9.
10. Getting Support
Small Business Administration
Office of Small & Disadvantaged Business Utilization
(OSDBU)
Each agency has an OSDBU, which is there specifically to help
you.
Forecast of Procurement Opportunities
Procurement Technical Assistance Centers
Minority Business Development Agencies
And many more…….
11.
12.
13. Fiscal Year 2009 Goals As of 10/3/08
Department of the Interior
BUSINESS ECONOMIC DEVELOPMENT PROGRAMS
TOTAL DOLLARS $2,574,292,893 $2,687,126,635 $2,456,713,076 FY'09
SUGGESTED
* FY'06 Pct. * FY'07 Pct. FY'08 Pct. Average Pct. GOALS
Small Business Goal : 56.10% 56.10% 55.49% 55.90% 55.00%
Actual : 54.10% 58.80% 55.34% 56.08%
Small Disadvantaged Business Goal : 10.80% 19.00% 5.00% 11.60% 5.00%
Actual : 17.40% 21.30% 19.96% 19.55%
8(a) Program Goal : 8.30% 8.30% 2.50% 6.37% 2.50%
Actual : 12.10% 13.40% 12.48% 12.66%
HUBZone Goal : 6.00% 6.00% 3.00% 5.00% 3.00%
Actual : 9.90% 11.30% 10.36% 10.52%
Women Owned Business Goal : 6.70% 6.70% 5.00% 6.13% 5.00%
Actual : 9.30% 10.50% 10.70% 10.17%
Service Disabled Veteran Own Sm/Bus. Goal : 3.00% 3.00% 3.00% 3.00% 3.00%
Actual : 1.30% 1.40% 2.58% 1.76%
* FY'06 & 07 data was reproduced on September 10, 2008.
(This was a result of the corrections made because of incorrect coding of size determination.)
Percentages in RED indicates a goal not met.
14. Finding Opportunities
25% of Small Business Set-asides had no bidders
25% of Small Business Set-asides had one bidder
15.
16.
17.
18. FBO search example - Small Business set asides
541430 - Graphical 541850 – Display
Design Services Advertising
541630 – Marketing 541860 – Direct Mail
Consulting Advertising
541618 – Other 541870 – Advertising
Management Consulting Materials Distribution
541810 – Advertising 541890 Other services
Agencies related to advertising
541820 – PR Agencies 541910 – Mkt Rsch &
541830 – Media buying Public Opinion Polling
Agencies 541920 – Commercial
Photography
19.
20.
21. A Word About GSA Schedules
GSA = Purchasing Agent
Available for use by every federal agency and some states
Purchased $35.8 B in ‘07 and increasing
Somewhat cumbersome and time consuming to pursue
Estimated 200 hours and 12-18 month process
Pre-approved, negotiated pricing
Meets all gov’t competitive requirements
Favors small businesses
Often minimizes the # of competitors
Can be contracted directly with Schedule holder if <$100k w/o further
competition
Must compete to 3 schedule holders if >$100k
22.
23. How the Federal Gov’t Buys
“Use it or lose it” still exists
Understand Fiscal Year seasonality in purchasing behavior
Micro-Purchases
<$3k
No competition required
Simplified Acquisitions
<$100k
Can be competed among at least 3 sources
Small Businesses preferred
If less than $25k usually not posted
24. How the Federal Gov’t Buys
Sole Sourced
Sealed Bidding (aka “Invitation for Bid)
Low bid wins, firm fixed price
Negotiated Procurement
“Best Value” – cost/technical tradeoff
ID/IQ Contracts
Multiple Award Contracts
GSA schedule for example
25. Solicitations
Combined synopsis/solicitation
Invitation for Bid (IFB)
Request for Proposal (RFP)
Request for Quote (RFQ)
Key oppty to use Quals to promote “best value” not just cost
Sources Sought
Agency seeking info about industry capabilities to determine set-
asdies
sole source opportunity
Request for Information (RFI)
Seeking info before putting out solicitation
Opportunity to “shape the bid” to your advantage
26. Decide How to Engage
Prime Contractor
Large Primes are required to achieve Small Business Goals
Many GC’s have people dedicated to ensuring they meet the goals
Subcontractor
Don’t necessarily have to have their CCR, but having one helps
separate you from other subs who don’t
Utilizing your small business status is very helpful to the GC’s as they
can include this info in their bids
Individual Re-seller
Brokers a deal as a “small business” seeking and sourcing products
and services provided by others who would not qualify as a small
business.
Perfect for the entrepreneur. Anyone can become a Re-seller.
27. Positioning your company
Market your smallness
Create a Capability Statement
Basic company overview
NAICS codes
Unique Selling Proposition
Reference List - Projects
List DUNS and CAGE #’s
Small Business Status
GSA Contract Number and GSA logo if applicable
Develop relationships:
Contracting Officer
Program Manager
General Contractors / Prime Contractors
Develop a government specific web site or landing page:
Averagejoesgovernmentbusiness.com