Washington, DC * 28 April 2015

Government Contracting
Realities & Opportunities

Washington, DC * 28 April 2015

Government Contracting
Realities & Opportunities

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.

Washington, DC * 28 April 2015

Government Contracting
Realities & Opportunities

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

Washington, DC * 28 April 2015

Government Contracting
Realities & Opportunities

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/GWACs (Federal Supply Schedule)
* On-line: GSAadvantage.gov (Amazon / E-Bay portal)

Washington, DC * 28 April 2015

Government Contracting
Realities & Opportunities

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)

Washington, DC * 28 April 2015

Government Contracting
Realities & Opportunities

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.

Washington, DC * 28 April 2015

Government Contracting
Realities & Opportunities

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 admins economic non-recovery)

Washington, DC * 28 April 2015

Government Contracting
Realities & Opportunities

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

Washington, DC * 28 April 2015

Government Contracting
Realities & Opportunities

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)

Washington, DC * 28 April 2015

Government Contracting
Realities & Opportunities

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 RFPs set-aside for vendors in your Schedule

* State / Local / Quasi Govt usage
* Status Symbol Serious about Govt Contracting

Washington, DC * 28 April 2015

Government Contracting
Realities & Opportunities

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

Washington, DC * 28 April 2015

Government Contracting
Realities & Opportunities
THANK YOU For Attending!
Jennifer Schaus & Associates
1717 Pennsylvania Ave NW
Suite 1025
Washington, DC 20006
+12023650598

Government Contracting Consulting Services

http://www.JenniferSchaus.com

Washington, DC * 28 April 2015