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Why is This Seminar Different?
Fedmarket's founder has won over $100 million in small business set-aside contracts. Learn from one of DC's most successful small business contractors and take home the secrets to getting out from under the prime contractors and master how to compete with the big boys. We'll demystify the game of federal contracting while providing you with some tools and templates to keep the opportunity "under the radar" and to close it quickly and silently.
Who Should Attend?
Business owners, managers, and sales executives
Why Should You Attend?
If you are a small, disadvantaged, 8(a), woman-owned, veteran-owned, service-disabled veteran-owned or HUBZone business, this class is ideal for you. Learn how to leverage your status and win.
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If you fit these preferences:
Small Business
8(a) Disadvantaged Business
Woman-Owned Business
Veteran-Owned Business
Disabled Veteran-Owned Business
HubZone Business
This class is for YOU!
We will present you with proven, winning sales strategies and proposal techniques that will allow you to compete in the federal marketplace as a "Prime Contractor.
Sick of being the sub? Tired of being held at arms length from the federal customer? Are you ready to start closing business directly from the government and get paid in 30 days or fewer? It's TIME TO BE THE PRIME!
Learn from the proven winners at the Federal Sales Academy! Our founder has sold over $250 million to the government ($100M in the past 2 years under a small business set aside!)
If we can do it -- so can you!
It's About Prime Time You Sign Up and Start Winning!
ITINERARY:
9:00 AM - 10:30 AM
Selling to the Government Using Your Small Business Preferences and Best Values
1. Identifying government decision makers, their roles and their goals:
1.1 Contracting officers
1.2 Contracting specialists
1.3 Contracting Officer Technical Representative (COTR)
1.4 End users
1.5 Stakeholders
2. Leveraging key relationships to uncover opportunities and gain assistance available to you;
2.1 SADBU/OSDBU officers
2.2 Small business specialists
2.3 Procurement Techncial Assistance Centers (PTACs)
10:30 - BREAK
3. Utilizing nearly sole sourcing contracting vehicles to close business this year:
3.1 GSA Schedules/GWACs
3.2 Multiple award schedules
3.3 Indefinite Delivery/Indefinite Quantity Contracts
3.4 Blanket purchasing agreements
3.5 Teaming agreements
4. Digging for gold
4.1 Mining the web for federal opportunities & contacts
4.2 Cold calling techniques - how to make a cold call HOT in 10 seconds
4.3 Closing the first appointment
4.5 Identifying golden opportunities without having to sell
4.6 Avoiding fool's gold and time wasters
NOON-1:00 PM - LUNCH
Closing the Deal with a Winning Proposal
5. Capture planning/tracking your opportunities internally (from first contact to close.)
5.1 Uncovering an angle and developing a story
5.2 Tracking the information utilizing web-based tools
5.3 Managing versions like the pros
5.6 Developing templates and models for faster responses
6. Writing the Statement of Work
6.1 Understand the customer's needs
6.2 Writing a whitepaper
6.3 Sharing ideas
6.4 Meeting the decision makers
2:30 PM - BREAK
7. Writing a defensive proposal
7.1 Understanding and identifying "winning-themes" or "selling-points"
7.2 Developing a consistant message that is customer based, customer driven, using customer words
8. Streamlining the proposal process
8.1 Sole-source contracts vs. competitive contracts
8.2 Organizing your proposal management process
9. Writing only winners
9.1 The bid/no bid decision
9.2 Aligning yourself with only winning opportunities and winning partners
10. Winning More with Modifications
4:00 PM - 4:30 PM Questions & Answers
Whether you sell products or services, the process is basically the same and the opportunities are unlimited. Help the government fulfill its goals by giving a federal contract to you!
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.
