The document discusses realities and opportunities in government contracting. It provides an overview of the federal market, how the government purchases goods and services through various methods such as competitive bidding and contract vehicles. It covers why the government purchases, realities such as the competitive environment and investment needed. Opportunities include working with small businesses and diversifying clients. The document provides tips on market entry strategies, basic first steps, using GSA schedules, and concludes that government contracting is a lucrative but fierce market requiring partnerships, knowledge, time and money.

1. Washington, DC * 28 April 2015

2. Government
Contracting
Realities & Opportunities
Washington, DC * 28 April 2015

3. Government Contracting
Realities & Opportunities
Washington, DC * 28 April 2015
Ms. Jennifer L. Schaus
* 20 Years – Govt Contracting
* Washington DC Based
* Product / Service Clients World-wide
* Market Entry, Navigation & Penetration
* Proposal Writing, Marketing, Sales, Contract Vehicles, etc.

4. Government Contracting
Realities & Opportunities
Washington, DC * 28 April 2015
Federal Market - OVERVIEW
* Worlds Largest Purchaser of Goods & Services - $500B
* Airplanes --------> Zippers
* Multiple Agencies & Departments World-wide
* Public Data on past / future procurements & vendor info
* Competitive & Growing sector – diversification

5. Government Contracting
Realities & Opportunities
Washington, DC * 28 April 2015
HOW Does the Federal Government Purchase?
* Governed by the FAR (Federal Acquisition Regulation) Acquisition.gov
* Full & Open Competition – Competitive Bidding FBO.gov
* Set-Aside – Small, Women-Owned, Minority, Veterans, etc.
* Sole Source – unique
* Contract Vehicles – agency or FSS/GWAC’s (Federal Supply Schedule)
* On-line: GSAadvantage.gov (Amazon / E-Bay portal)

6. Government Contracting
Realities & Opportunities
Washington, DC * 28 April 2015
WHY The Federal Government Purchases
* Past Performance - Risk Adverse Purchaser
* Price – LPTA (Lowest Price Technically Acceptable)
* Relationship
* Easy To Buy – P-Card or Contract Vehicle
* Meet an SBA Set-Aside Agency Goal
* Full-fill an agency need / mission
* Use Q4 funds to maintain budget (July, Aug, Sept)

7. Government Contracting
Realities & Opportunities
Washington, DC * 28 April 2015
REALITIES of Government Contracting
* Competitive
* Price driven (current environment - LPTA)
* Long Sales Cycle (12 – 24 months)
* Investment approx $100k/annual (sales, proposal writers, etc)
* Relationship driven (teaming, Mentor-Protege, sub-con, JV)
* Paperwork, processes, certifications, regulations, acronyms
* Sequestration, Budget Cuts, Bid Protest, etc.

8. Government Contracting
Realities & Opportunities
Washington, DC * 28 April 2015
OPPORTUNITIES in Government Contracting
* Purchases are varied – Dentist to Cyber-Security
* Open to new vendors / companies
* Increased quotas for small, women, minority, veterans, etc.
* Large Biz required to sub-contract
* Avail/free Public data provides tools for biz plan / roadmap
* Multiple Year Contracts - $ $ $ $
* Diversify clients (current US admin’s economic “non-recovery”)

9. Government Contracting
Realities & Opportunities
Washington, DC * 28 April 2015
MARKET ENTRY & STRATEGY in Government Contracting
* Focus on Core Competencies!
* Past-Performance (fed, state/local, B2B)
* Partner w Primes & small business
* Work w local Wash DC based experienced firms for guidance
* Have a B2G Biz Plan
* Secure certifications, Contract Vehicles, Market your
solutions via govt on-line portals (ie. GSA Scheds)
* Monitor bidding opps & build relationships

10. Government Contracting
Realities & Opportunities
Washington, DC * 28 April 2015
BASIC FIRST STEPS in Government Contracting
* Secure TIN # & DUNS # - Register in SAM.gov
* Register in SBA Dynamic Database (if applicable) SBA.gov
* Secure applicable certifications &/or Contract vehicles
* Create a Capability Statement (Business CV)
* Research & Monitor FBO.gov for opps & partners
* Attend GovCon Events (Agency Industry Days, Prime Contractor
Teaming Events, etc)

11. Government Contracting
Realities & Opportunities
Washington, DC * 28 April 2015
GSA SCHEDULES in Government Contracting
* 5 Yr Contract Vehicle – 20 Yr w/ Renewable Options
* Vendor Short List / Marketing Tool / Lowest Price
* Allows Govt to purchase from you directly (on-line portal)
* Special RFP’s set-aside for vendors in your Schedule
* State / Local / Quasi – Govt usage
* Status Symbol – Serious about Govt Contracting

12. Government Contracting
Realities & Opportunities
Washington, DC * 28 April 2015
CONCLUSIONS About Government Contracting
* Worlds Largest Market
* Lucrative Opps + Fierce Competition
* Need Partners, Knowledge, Time & Money
* Not for Everyone
* Diversification
* Seek Local (Wash DC) experts for help

13. Government Contracting
Realities & Opportunities
Washington, DC * 28 April 2015
THANK YOU For Attending!
Jennifer Schaus & Associates
1717 Pennsylvania Ave NW
Suite 1025
Washington, DC 20006
+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8
Government Contracting Consulting Services
http://www.JenniferSchaus.com