Winning Federal IDIQ Contracts

Government acronyms can be so confusing, have you heard these: IDIQ, MATOC, SATOC JOC, GWAC, MAS, BPA, BOA, 8a, HUBZone, WOSB, SDVOSB?   These are contracting vehicles available to you to help you close a sale quickly and avoid the lengthy public bid process.  This seminar will explain the types of contracting vehicles available to contracting officers, and identify which of these best suit your industry.  These contracting vehicles allow COs to award a contract quickly and within the rules.  You will learn how to position yourself to win business by using these contracts and, at the same time, avoid the arduous public bid process.

Why is This Seminar Different?

This seminar explains the types of contracts available to you as a vendor,  when a customer inside the federal government wants to work with you and get started quickly, you can follow the FAR rules without going through the pains of a public bid process.

Who Should Attend?

The course was developed for business development managers, sales and marketing managers, sales executives, company managers and any others responsible for getting in the field and closing deals. We will help you define which contracts make sense for your company and which ones your agency customers are currently using to contract products/services similar to your offering.

Why Should You Attend?

Your competitors who have these contract vehicles are winning "under the radar" opportunities. You need to learn how to beat them, or join them when approaching federal opportunities. No company can afford to be in the dark about the different types of contracting vehicles available to the government.

This half-day seminar covers much of the material from our webinar "Understanding IDIQ, BPA, BOA, GWAC and GSA Contracts," but we've added 90 minutes more to discuss how to sell once you have an IDIQ contract in hand!

• The federal contracting "game" and how to play it
  
• The different types of contracting vehicles being used by the federal government
• Types of contracting vehicles currently used by industry.
• Which makes more sense- to partner with a current contract holder or compete with them?
• Who will be the predicted winner for future contracting opportunities.
• Determine how much $$$ your competitors are winning "under the radar."
• How to approach your current federal customers to learn more about their preferred buying methods (contracting vehicle).
• How much is the government using IDIQ, BPA, BOA, JOC, MATOC, GSA and other contract vehicles to avoid the public bid process?
• Which contract vehicles do the top primes use and which agencies are use them the most?
• How can you track these contracting vehicles and leverage future opportunities with this information?

Additional material covered:

• You've WON an IDIQ contract now what?
• Building a Team
• Who's responsible for what? Sales, PM, Billing, Management, Small Business Specialist, Sustainability Team, HR Team, Task Order Proposal Team
• Building a sales plan - What agencies are you going to call on?  Where can you find end users, contracting officers and stake holders within those agencies
• Different types of capabilities briefings: Have them prepared and ready to present
• Building long term, loyal relationships, agency-by-agency
• Review
• Q/A

Training materials to implement immediately:

Microsoft PowerPoint presentation which may be modified to train your own team after the seminar.

Spreadsheets and data - This material covers IDIQs, BPAs, GSA Schedules, JOCs, MATOCs, 8a, HubZone, Woman Owned, Tribal and SDVOSB contracts.  We will provide you with a comparison between the different types of contracting vehicles and show you which agencies are using them. 

Cancellations & Rescheduling

Cancellation notification must be received one week prior to the course date. Upon notification, your registration fee will be refunded less a $100 non-refundable processing fee. Any cancellations beyond the one week period are non-refundable but you have the option of rescheduling. If you reschedule to attend another course, we will apply your prior payment toward your new registration fee. No refunds will be made for the cancellation of a rescheduled course. Personnel substitutions may be made at any time. Payment must be received prior to the course date. No-shows are liable for the full course fee.