Seminars
Starting a Federal Contracting Company
By
Jun 26, 2007, 18:16

Date: To be annouced Location: The Federal Sales Academy in Bethesda, MD Time: 8:30 a.m. to 4:30 p.m. Cost: $500 per person

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Why This Seminar Different?

Fedmarket.com prepares you for the REAL WORLD of federal contracting by explaining the game, the closing mechanisms, the investment needed and the compliance issues at hand. There is no "wishful thinking" in this class. It is all about street smarts and hitting the ground running.

Who Should Attend?

The course is intended for any individual or group ready to break out on their own including, but not limited to, business owners, project managers or retired members of the military.

Why Should You Attend?

This class will give you lessons learned and the truth about starting a federal contracting company. If you want to jump in the game without making any major mistakes, this is the class which will point you in the right direction (i.e., headed towards the winner’s circle).

Seminar Description

Considering the staggering sums of money spent by the federal government on an annual basis, it is hard to believe that a majority of businesses have not jumped into the government marketplace. Those entrepreneurs who can’t stand to remain on the sidelines any longer are invited to attend a one-day class, hosted by Fedmarket.com’s Federal Sales Academy called, “Starting a Federal Contracting Company.” Our primary goal is to help you save time and money so that you know what steps need to be taken to build this new part of your business. Our secondary goal is to demystify the government marketplace and show you how your competitors are winning the business.

“This one-day intensive seminar will cover everything you wanted to know about federal contracting but were afraid to ask,” says Federals Sales Academy Director, Eileen Kent. Richard White, the author of the successful book, "Rolling the Dice in DC” and Eileen Kent, author of Fedmarket’s installment series, “On the Sales Firing Line,” have teamed up to develop a class which will give any entrepreneurial organization the tools to build and develop a strong government contracting firm.

“The focus of this class will be to point our students in the right direction so they don’t waste time on government red tape and costly, dead-end, loser proposals and programs,” says Kent. “Newcomers to the federal arena often view the federal government as the equivalent of the great and power Oz,” says Kent. “Continuing with the theme of this analogy, government officials often send you on tasks which are time consuming, costly and fruitless. Our job in this class is to pull the curtain back and introduce you to the realities of federal contracting. We will discuss the contacts your company must make, the approach it should take and how to build your internal team.”

Critical issues covered in this class include:

Identifying government decision makers

• Contracting
• Customer
• The customer’s customer

Leveraging key relationships

• SADBU/OSDBU Officer
• PTAC’s
• PR/FOIA Officer

Understanding the game of (nearly) sole source opportunities including set asides for the following businesses:

• Small
• 8(a)
• Women-Owned
• Alaskan-Native
• Veteran-Owned
• Disabled Veteran-Owned
• HUBZone

Large businesses and their responsibilities to small businesses

• Small Business subcontracting compliance

Digging in the right places for golden government contracts

• Sifting through the list of 3 million federal employees to find opportunities

Building a strong, savvy contracting team

• Sales, proposals, project management & contract compliance

Tracking opportunities on the internet and in the news

• Using corporate-supplied subscription websites
• Using government-supplied free websites

Writing winning proposals and the tools needed to do so

• Outlines, templates, on-line proposal writing tools

Understanding the “statement of work” game

Defensive proposal writing

• Uncovering the right opportunities for your business

Best value decisions

• Understanding best values and set asides

The bid/no bid decision

• The $64,000 question

The modification game

• How to win more after the first victory

Contract compliance to keep companies out of trouble

• DCAA audits – what to expect and how to prepare
• GSA audits – what to expect and how to prepare
• Other key protocols

Schedule:
8:30 a.m. – 9:00 a.m. Registration, Coffee, OJ and Bagels
9:00 a.m. – 10:30 a.m. Class Begins
10:30 a.m. – 10:45 a.m. Break
Noon Lunch
1:00 p.m. -2:30 p.m. Class Resumes
2:30 p.m. – 2:45 p.m. Break
2:45 p.m. – 4:00 p.m Class Continues
4:00 – 4:30 p.m. Class Q/A
4:30 p.m. Class Dismissed

Materials Provided:

• “Starting a Federal Contracting Company” PowerPoint on CD and a printed copy of the PowerPoint
• Richard White’s “Doing Business with the Government” eBook.

Cancellations & Rescheduling
Cancellation notification must be received one week prior to the seminar 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. You may reschedule at anytime; if you reschedule to attend another seminar, we will apply your payment toward your new registration fee. Personnel substitutions may be made at any time. Payment must be received prior to the seminar date. No-shows are liable for the full seminar fee.