In this episode of FedBiz'5, host Bobby Testa shares practical, real-world advice for small businesses entering the government marketplace. Pulled from our popular "Top 10 Tips for New Government Contractors" blog, Bobby dives into the five most critical lessons new contractors need to know.

Key Takeaways:

• Learn the FAR: Focus on Parts 12, 13, and 19 to understand commercial items, simplified acquisitions, and small business programs.
• Optimize Your SAM.gov Profile: Your SAM registration is your storefront—make it complete, accurate, and keyword rich.
• Choose Strategic NAICS Codes: Align your codes with what agencies actually use when searching for vendors.
• Create a Strong Capability Statement: Stand out with a clear, sharp, and buyer-focused document—plus a 60-second snapshot video.
• Leverage OSDBUs: Agency small business offices are powerful allies—approach them prepared and professional.

Government contracting isn't just for big players. With the right approach, smart small businesses can thrive.

If you need expert help navigating registrations, marketing, or agency outreach, FedBiz Specialists are just a call away. Schedule a complimentary consultation today by calling 888-299-4498 or visiting FedBizAccess.com.

Listen now and start winning smarter!

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

In this episode of FedBiz'5, host Bobby Testa breaks down the recently signed stopgap funding bill and what it means for government contractors heading into the rest of Fiscal Year 2025.

The stopgap bill—signed into law by President Trump on March 15—keeps the government funded through the end of September 2025. But while the total budget may look similar to last year, a closer look reveals major changes in how those dollars are being allocated. With defense spending seeing a $6 billion increase and non-defense discretionary funding dropping by $13 billion, the impact across different sectors is already being felt.

Bobby walks you through a sector-by-sector breakdown, highlighting which industries are likely to thrive and which ones need to pivot quickly. From defense and aerospace (big winners), to construction, IT services, healthcare, and education (more mixed or at risk), this episode delivers actionable insights you can use to adjust your contracting strategy today.

You'll also learn:

• Why Contracting Officers are more overwhelmed than ever—and what that means for small businesses
• Why proactive marketing isn’t optional anymore—it’s essential
• How socio-economic certifications still provide a competitive edge, especially in a tighter funding environment
• Why FedBiz Access’s MatchMaker subscription might be the exact strategy, research, and marketing tool your business needs right now

If you're a government contractor—or thinking about entering the market—this episode is packed with must-know info to help you stay ahead of the curve.

Don’t wait for opportunities to find you. Learn how to position your business for success in the face of shifting federal priorities.

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

In this episode of the FedBiz'5 podcast, host Bobby Testa sat down with senior government contracting specialist Frank Krebs to discuss the changing landscape of government contracting under the new Trump administration. With small businesses wondering what 2025 holds, Frank provided key insights and strategies to stay competitive.

What Small Businesses Should Expect

With the administration’s first 100 days underway, many agencies like the Department of Education and the EPA are facing potential budget cuts, creating uncertainty. However, Frank emphasized not to panic—billions in government contracts will still be available, particularly in stable sectors like the Department of Defense and Homeland Security.

Additionally, businesses should anticipate a slowdown in new government contract awards as agencies reassess budgets and priorities. While this may seem like a setback, it also presents an opportunity to refine strategies and establish stronger relationships with contracting officers.

Key Strategies for Success

1. Reassess Your Position – Review your SAM.gov and DSBS profiles to ensure accuracy and relevance. Make sure they align with your current business goals and capabilities.
2. Update Your Capability Statement – Your capability statement is often the first impression contracting officers get of your business. Ensure your NAICS codes, past performance, and contact details are up to date.
3. Increase Government Marketing – Now is the time to reach out to contracting officers before they get overwhelmed. Building relationships now will keep you top-of-mind when contracts become available.

Why Market Now?

Although new contract awards may be slow, contracting officers are preparing for an influx of work. They are currently reviewing potential vendors, making this the perfect time to establish connections. By reaching out now, sending capability statements, and scheduling briefings, businesses can position themselves ahead of the competition.

Another key factor is the expected reduction in available contracting officers due to hiring freezes and potential agency restructuring. When contracts begin flowing again, many officers will be handling the workload of multiple people. If your business has already established a relationship with them, you’re far more likely to be on their radar when they need vendors quickly.

Final Thoughts

Frank advises small businesses to stay informed through the FedBiz Access website and continue positioning themselves for upcoming opportunities. Being proactive, staying compliant, and refining marketing efforts now will put businesses in a prime position for future government contracts.

If you haven’t already, start optimizing your government contracting strategy today. Need help navigating government contracting? Schedule a free consultation with a FedBiz Specialist today! Call 888-299-4498 or visit FedBizAccess.com.

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

This week, host Bobby Testa spoke with Lee Gilliard, a U.S. Army veteran, real estate expert, and founder of Bennu Contracting Services. Lee shared his inspiring journey into entrepreneurship, his vision for government contracting, and practical tips for small businesses navigating the federal marketplace.

From Army Veteran to Business Owner

Lee Gilliard began his career in the U.S. Army, developing discipline and leadership skills. After eight years of service, he used his GI Bill to earn an MBA and launched a successful real estate career in Charleston, SC. With over 20 years of experience, including a $10 million redevelopment project at the historic Charleston City Market, Lee’s background prepared him to launch Bennu Contracting Services.

His company focuses on optimizing operations for clients, blending his expertise in real estate and his commitment to strategic goals.

Why Government Contracting?

Government contracting had been a long-term goal for Lee, beginning with his graduate thesis in 2014. For him, it represents financial independence and the American dream.

Why pursue government contracts?

• Steady, reliable revenue.
• Set-aside programs create opportunities for small businesses.
• A clear path to growth and success.

Strategic Growth Through Certifications

Bennu Contracting Services leverages certifications to access set-aside contracts:

• Disabled Veteran-Owned, Women-Owned, and Minority Business Enterprise: These certifications open doors to exclusive opportunities.
• Set-Asides: Lee aims to win three to five contracts annually.
• 8(a) Program: Joining the SBA’s 8(a) program within three years will help scale the business.

Partnering with FedBiz Access

Lee credits FedBiz Access for helping him navigate the complexities of government contracting. Here’s why:

1. Expert Support: From SAM registration to capability statements, FedBiz Access provides comprehensive assistance.
2. Reputation: With 20+ years of experience, they’re a trusted partner for small businesses.
3. Customer Focus: Lee praised their dedication, calling them “professionals who go above and beyond.”

Advice for Aspiring Contractors

Lee offered actionable advice for businesses considering government contracting:

1. Define Your Niche: Know what products or services you’ll offer.
2. Partner Strategically: Work with experts like FedBiz Access to streamline the process.
3. Leverage Certifications: Credentials like Veteran-Owned or Women-Owned certifications set you apart.

Lessons Learned and Looking Ahead

Lee’s journey highlights the importance of preparation and resilience. By combining his military experience, business acumen, and strategic planning, he’s building a thriving business in the federal marketplace.

His story underscores these key takeaways:

• Stay informed about programs like the 8(a) set-asides.
• Seek experienced guidance.
• Invest in certifications to boost your credibility.

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

2024 is a WRAP! If you’re a government contractor looking for insights to stay ahead in the federal marketplace, this episode had you covered. Host Bobby Testa wrapped up the year with key takeaways on trends, challenges, and what to expect in 2025. Here’s what you need to know.

Technology’s Impact on Government Contracting

2024 saw a major rise in technology adoption across federal contracting. Tools like AI-driven analytics and e-procurement systems are making processes faster, smarter, and more transparent.

Why this matters:

• Streamlined processes save time.
• Real-time insights improve decision-making.
• Digital tools help you stay competitive.

If you’re not already leveraging tech to improve operations and proposals, now’s the time.

Sustainability and Green Initiatives

The federal government continues to prioritize sustainability in contracts, rewarding businesses with eco-friendly solutions.

How to align:

• Integrate sustainable practices into your operations.
• Highlight certifications like LEED or green processes.
• Showcase efforts in your proposals to stand out.

Green contracting isn’t just a trend—it’s the future.

Regulatory Updates for Small Businesses

This year brought changes aimed at improving accountability and creating opportunities for small businesses:

• Updates to small business contracting rules have helped minority-owned, women-owned, and veteran-owned businesses compete for awards.
• Compliance remains critical, so stay informed to maintain eligibility.

Challenges in 2024: Supply Chains and Cybersecurity

Supply Chain Disruptions

Ongoing shortages and delays posed challenges for many contractors. Strategies for success include:

• Diversifying suppliers.
• Developing contingency plans.
• Keeping buyers informed of solutions.

Cybersecurity Threats

Cyber risks remain a top concern for contractors handling sensitive government data. To stay secure:

• Invest in robust cybersecurity measures.
• Train your team to identify threats.
• Maintain compliance with cybersecurity standards like CMMC.

Key Areas to Watch in 2025

1. Advancing Technology: AI, blockchain, and digital tools will continue to shape contracting.
2. Sustainability Initiatives: Government agencies will prioritize eco-friendly solutions.
3. Cybersecurity: Strong defenses are no longer optional—they’re essential.

Lessons in Resilience

Despite challenges, many businesses thrived through adaptability. From pivoting to digital tools to fortifying supply chains, success stories prove that staying flexible is the key to growth.

Need Help Navigating the Marketplace?

If you’re ready to tackle 2025 with confidence, FedBiz Specialists are here to help. From optimizing your SAM registration to building standout capability statements, we guide you through every step.

Schedule a complimentary consultation today! Call us at 888-299-4498 or visit FedBizAccess.com.

Let’s make 2025 your most successful year yet. Happy Contracting

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

Navigating the federal contracting landscape can be challenging, especially when deciphering notices on SAM.gov. In the latest FedBiz'5 podcast, we explored the types of contract opportunities available and how contractors can leverage them to succeed. Here’s a breakdown of the key notices and what they mean for your business.

1. Award Notices and Special Notices

• Award Notice: Announces contract awards, detailing award amounts and successful bidders. While no action is required, these notices offer insights into pricing and potential subcontracting opportunities.
• Special Notice: Used to share event details, procurement forecasts, or pre-bid conference schedules. Though they don’t present immediate bidding opportunities, they are crucial for networking and understanding future procurements.

2. Sources Sought Notices

Sources Sought notices are part of the government’s market research, identifying qualified vendors for upcoming opportunities.

Action Step:
Responding is a prime opportunity to market your business to government buyers. Submit your capability statement, highlighting your NAICS and PSC codes, certifications, and unique value. Even a brief response can increase your visibility and position your company as a go-to vendor.

3. Pre-Solicitation Notices

Pre-solicitation notices alert vendors about upcoming solicitations. These may include an "interested vendors list," which allows you to express interest and gain visibility. By responding, you can help influence procurement strategies, such as advocating for small business set-asides.

4. Solicitations and Combined Synopsis/Solicitations

These are the formal opportunities to bid. Combined synopsis/solicitations typically include more upfront details and are often used for simplified acquisitions.

Pro Tip:
Carefully review all instructions and evaluation criteria in the solicitation. Ensure your response aligns with the government’s expectations to avoid disqualification.

Best Practices for Contractors

1. Stay Proactive: Track notices that align with your capabilities and act early.
2. Showcase Your Strengths: Ensure your capability statement is updated and accessible.
3. Build Relationships: Use special notices and events to network with buyers.
4. Follow Instructions: Always adhere to the detailed requirements in solicitations.

Why Choose FedBiz Access

For over 23 years, FedBiz Access has helped clients win $35.8 billion in awards. Our experts provide tailored solutions, including capability statements and government-focused landing pages, to help you succeed in the federal marketplace.

Get Started

FedBiz Access specialists are here to guide you through the complexities of government contracting. Schedule a complimentary consultation today by calling 888-299-4498 or visiting FedBizAccess.com.

Let us help you turn federal opportunities into success stories!

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

In this episode of FedBiz'5, host Bobby Testa delves into a crucial yet often overlooked topic for businesses looking to break into or expand within the government marketplace: online visibility and a dedicated government landing page.

Imagine you’ve invested time and resources to win federal contracts, but the agencies you’re pitching to can’t easily find relevant information about your business. Sound familiar? That's where a government landing page comes in—acting as your digital front door to federal opportunities. Bobby explains how this specialized page serves as a centralized hub, showcasing your capabilities, past performance, and value proposition tailored specifically to government clients. He discusses how an optimized landing page not only boosts your credibility but also improves accessibility and search engine visibility, making it easier for government buyers to find and evaluate your business.

Tune in to learn exactly what content to include on your landing page, from core competencies and success stories to certifications and quick contact info, and discover how a well-crafted government landing page can be the difference between securing a federal contract or being overlooked. Bobby’s insights make it simple for contractors of all experience levels to create an impactful online presence that opens doors to federal opportunities.

Listen now to discover why a government landing page is essential for any business looking to succeed in government contracting, and make it your business’s next strategic investment!

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

Visibility is key in government contracting. On this episode of FedBiz'5, new host Bobby Testa dives into this critical topic with senior government contracting specialist Frank Krebs. Their insightful discussion, geared towards enhancing your company’s visibility to government buyers, is packed with valuable strategies and tips.

Understanding the Role of Contracting Officers

Contracting officers play a pivotal role in the procurement process, tasked with finding companies that can fulfill government needs. This involves extensive market research to identify potential vendors that can meet specific requirements, often looking within socioeconomic categories such as veteran-owned or women-owned businesses. Understanding what contracting officers seek and how they conduct their research is the first step in making your company more visible.

The Art of Making Your Company Visible

Frank Krebs explains that visibility isn't achieved through a one-time effort but through a continuous, strategic process. Here are key areas he highlights:

1. Registration and Presence on SAM.gov

Ensure your company is not only listed on SAM.gov but stands out. Your profile should be comprehensive, including detailed information in the Dynamic Small Business Search (DSBS) and ensuring all relevant NAICS codes and keywords are included.

2. Capability Statement

This document is your government resume. Make it professional and impactful—this is often your first impression.

3. Active Marketing

Reach out to contracting officers directly, attend conferences, network, and respond to Sources Sought announcements. It’s about putting your business where opportunities are.

4. Online and Social Media Presence

Government buyers use all resources at their disposal, including Google and social media like LinkedIn, to research potential vendors. Ensure your online presence is robust and reflects your business positively.

Why Continuous Effort is Necessary

Visibility in government contracting is not a static achievement but an ongoing process. Here's why continuous effort is crucial:

• Government Needs Constantly Evolve: What's required today may change tomorrow. Keeping your company's information up-to-date and relevant is vital.
• Competition is Fierce: New businesses enter the government marketplace regularly. Standing out requires keeping your company’s profile and capabilities fresh and engaging.
• Contracting Officers Are Risk-Averse: They prefer companies with proven track records and clear, accessible information about their capabilities and past performance.

Final Thoughts from Frank Krebs

Perseverance and proactive marketing are key to breaking into and succeeding in government contracting. Continually update your business’s information and work with partners who can elevate your visibility. This approach not only enhances your profile but significantly increases your chances of winning government contracts.

How Can FedBiz Specialists Help?

Remember, enhancing your company's visibility in the government marketplace is crucial, but it doesn’t have to be overwhelming. FedBiz Specialists are just a simple phone call away, ready to assist with every step of the process. Whether it’s refining your SAM profile, crafting an impressive capability statement, or strategizing your market approach, help is available.

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

Welcome back to our detailed discussion on mastering the proposal process, a crucial stage for success in government contracting, brought to you by the latest episode of FedBiz'5. Host Jesse Sherr and expert Frank Krebs delve into the essentials of creating compelling government proposals.

Understanding Proposal Significance

Frank Krebs emphasizes that a proposal is your chance to showcase your value and how well you understand the government's needs. Mastering this document is vital as it determines whether your business can compete effectively in the government marketplace.

Starting Points: Understanding Solicitation Requirements

The foundation of a strong proposal is understanding the solicitation's specifications, detailed in Sections "L" and "M" of federal contracts. These sections outline submission guidelines and evaluation criteria, respectively. Misunderstandings here can disqualify you prematurely, making precise compliance crucial.

Tailoring and Differentiation

Aligning your proposal to meet the government's specific needs is critical. Demonstrate how your solutions solve their problems uniquely and effectively. Stand out by clearly articulating added value and ensuring your proposal is both concise and memorable, aiding reviewers who navigate numerous submissions.

Common Pitfalls to Avoid

Avoidable mistakes include missing deadlines and failing to substantiate capability claims. Such errors can significantly damage your proposal’s credibility. Ensuring accuracy and punctuality is non-negotiable.

The Importance of Revisions

Frank stresses multiple revisions and external reviews to refine your proposal. This critical feedback can unveil overlooked elements and strengthen your submission.

Conclusion and Support

Creating an effective government proposal is about detailed adherence to guidelines and innovative problem-solving. If you find this process overwhelming, FedBiz Specialists are ready to assist, ensuring you’re supported in navigating the complexities of government contracting,

For further insights and support, visit FedBiz Access at fedbizaccess.com or call 888-299-4498. Thanks for tuning into this episode of FedBiz'5—your guide to transforming opportunities into successful contracts in the federal marketplace.

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

The latest FedBiz'5 episode, featuring Jesse Sherr and Frank Krebs, offers a deep dive into engaging with government buyers and contracting officers—crucial for anyone looking to make headway in this sector.

Understanding the importance of initial contact with government buyers is vital. Frank Krebs emphasizes that this first step is about building a connection and understanding government needs, rather than just selling. It's crucial for small businesses to align their solutions with government priorities proactively, as waiting until opportunities are formally announced can be too late.

Preparation is key; knowing an agency's mission and how your business can contribute is fundamental. Approach these opportunities with a partnership mindset, respecting the buyer's time and clearly understanding their needs. This sets the stage for a fruitful conversation and establishes a base for potential collaboration.

Krebs also highlights the importance of relationship building in this sector. Trust and reliability are paramount, as government buyers prefer to work with familiar and proven vendors. Just like returning to a favored restaurant, government buyers tend to stick with vendors who have made positive impressions in the past.

The discussion extends beyond initial meetings, emphasizing the necessity of maintaining open lines of communication. Being seen as a resource, subject matter expert, and partner is essential for forging lasting relationships.

The episode leaves us with several takeaways:

• Establishing a genuine connection is more crucial than selling.
• Proactive engagement and alignment with government needs are essential.
• In-depth preparation and a partnership approach are key.
• Building and maintaining relationships are central to long-term success.

This journey into government contracting is about learning, adapting, and building connections. While the process can be challenging, the right approach and resources, like coaching from a FedBiz Specialist, can make navigating this landscape much more manageable.

Thank you for joining us on FedBiz'5. Here's to your success in the ever-evolving world of government contracting!

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

If you've been navigating the labyrinth of Federal Acquisition Regulations (FAR) and finding it a tad overwhelming, you're not alone. That's why you need to tune into the latest episode of FedBiz'5, where host Jesse Sherr and FAR guru Frank Krebs break it down for us in a way that's as enlightening as it is entertaining.

Why Listen to This Podcast?

Frank Krebs, a seasoned government contracting specialist, joins Jesse in a candid conversation that strips away the complexities of FAR. They dive into what makes FAR the backbone of federal procurement and how it ensures fairness and integrity in government buying processes. Frank puts it simply, "The FAR is basically the playbook for all federal procurement."

Making FAR Less Daunting 

The beauty of this podcast lies in its straightforward approach. Frank emphasizes that while the FAR may seem vast, not every part applies to every business. It's about focusing on the relevant sections and staying updated with changes. He suggests using resources like the Federal Register and compliance software systems to stay on top of these updates.

Technology to the Rescue 

Frank delves into how technology, particularly compliance software, can be a lifesaver for businesses dealing with the dense FAR. These systems not only alert you to regulatory updates but also assist in record-keeping and compliance checks.

Seeking Expert Advice

When things get tricky, Frank advises not to shy away from seeking professional advice. "A misinterpretation can be very costly," he warns. Consulting with a FAR expert or specialized attorney can provide clarity and guidance through the complexities.

Building a Business of Integrity

It's not just about dodging audits or penalties. Frank stresses the importance of understanding the spirit behind FAR regulations. "It's about building a business that's reputable, reliable, and ready for long-term success," he adds.

Final Nuggets of Wisdom

Frank leaves us with a powerful thought - compliance is a path, not a hurdle. He suggests partnering up with firms like FedBiz Access, who can provide a clear route to not just compliance but success in government contracting. 

Why FedBiz Access? 

FedBiz Access is not just a sponsor of this enlightening podcast; they're the real deal in government business development. With over 23 years of experience, they've been the guiding light for small and medium-sized businesses trying to make their mark in the government marketplace. Their expertise in navigating the FAR and other intricacies of government contracting is unparalleled.

Get Connected!

If this episode of FedBiz'5 sparked your interest, imagine what a consultation with a FedBiz Specialist could do for your business. Remember, FedBiz Access is here to simplify government contracting and help you understand and apply the FAR with ease. Don't hesitate to reach out to them at fedbizaccess.com or call them at 888-299-4498 for a complimentary consultation. Remember, your success in government contracting is just a conversation away! 

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

Navigating the complex world of government contracting can be daunting for small businesses and government contractors. This new episode of the FedBiz'5 Podcast, hosted by Jesse Sherr with guest Frank Krebs, a seasoned government contracting specialist, shines a light on the indispensable skill of forecasting for success in this competitive sector.

Forecasting is likened to a business's GPS, guiding companies through the competitive landscape to identify and prepare for opportunities before they become visible to the competition. This proactive approach is crucial, especially for small businesses aiming to gain an edge over larger firms.

Krebs emphasizes the value of the Market Intel Database, a tool that democratizes information, allowing businesses to make rapid, well-informed decisions. The agility of small businesses, coupled with such powerful intel, can level the playing field against bigger competitors.

The discussion delves into practical applications of the database, illustrating how it can aid businesses in anticipating market demands, understanding policy changes, and preparing strategic bids. Competitive analysis, another feature of the database, provides insights into competitors’ activities, revealing market gaps and helping tailor unique business strategies.

As we approach 2024, Krebs advises businesses to focus on adaptability to technological advancements and policy changes. Forecasting is not a one-off task but a continuous process of learning and adaptation. His parting advice encourages resilience and the use of available tools to refine forecasting skills over time.

For government contractors and small business owners, this podcast episode is a goldmine of strategic insights. It not only underscores the significance of forecasting but also offers a guide to staying informed and competitive in the ever-evolving domain of government contracting.

To those looking to master the art of forecasting, remember that like any skill, it requires practice. Utilize resources like the Market Intel Database, and embrace continuous learning to navigate the future of government contracting with confidence.

_______________________________________________________________________________________________

FedBiz Access (“FedBiz”) has an experienced team that works with small businesses and takes the time to get to know your business and ask questions to ensure you have a solid contracting plan. FedBiz is a leading government contracting business development and marketing firm that provides engagement strategy coaching, SAM & DSBS registration, set-aside certification registrations, GSA Schedules, and targeted market research.

FedBiz has over 22 years of experience working with thousands of companies worldwide to help them win over $35.7 billion in awards. From registration to award, FedBiz helps businesses succeed in the government marketplace.

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

Host Jesse Sherr sits down with government contracting specialist, Frank Krebs, to discuss the importance of early preparation for the upcoming fiscal year. They delve deep into the misconceptions surrounding government contracting and provide valuable insights for small businesses.

Key Takeaways from the Episode:

1. Government Contracting is for Everyone: Contrary to popular belief, government contracting isn't just for big businesses. The government is a vast buyer, and there's a slice of the pie for everyone, including small businesses.
2. The Importance of Early Preparation: Just like any big event, you wouldn't want to wait until the last minute to prepare. Early planning allows businesses to understand the regulatory environment, contracting requirements, and develop unique selling propositions.
3. Steps for Early Preparation:
   • Develop a professional capability statement and website.
   • Understand federal buying patterns and align your business strategies.
   • Optimize registrations and listings.
   • Build relationships with government buyers and decision-makers.
   • Prepare for bid proposals effectively.
   • Position for expiring contracts.
4. Capacity Building and Training: Early planning helps identify gaps in team skills or qualifications, ensuring your team is well-equipped to meet all contract requirements.
5. Compliance and Financial Readiness: Understanding federal acquisition regulations and having the necessary financial resources are pivotal when bidding.
6. Final Thoughts: By preparing now and partnering with knowledgeable advisors like FedBiz Access, small businesses can secure lucrative contracts and establish themselves as reliable long-term partners in government contracts.

Success in government contracting is about preparation and positioning. As Frank Krebs aptly puts it, it's about seizing current opportunities and establishing a solid foothold in the marketplace.

We'd like to extend our gratitude to Frank for sharing his invaluable insights. For our readers, if you're a small business owner, now's the time to start planning for the fiscal year 2024. If you need help preparing for a prosperous 2024 by updating your capability statement, finding the right buyers, or marketing, schedule a complimentary consultation with a FedBiz Specialist. 

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

In episode 50 of FedBiz'5, Jesse Sherr welcomed Senior Contract Specialist, Frank Krebs, for a deep dive into how businesses can effectively collaborate with the Federal Emergency Management Agency (FEMA) during disaster response initiatives.

The Role of FEMA During Disasters

When natural disasters strike, as was seen with Hurricane Idalia in Florida, FEMA's role intensifies. Its goal? To partner with suppliers and stakeholders in rebuilding and relief efforts. The bridge between the agency and potential suppliers is the Industry Liaison Program (ILP).

Getting Noticed by FEMA

Frank Krebs explained the importance of businesses ensuring their products or services align with FEMA’s needs. This means:

• Keeping registrations up-to-date.
• Ensuring that the "disaster response registry" box in the System for Award Management (SAM) registration is checked.
• Referring to resources like FedBiz Access's 2020 FEMA Annual Agency Report to understand FEMA’s buying habits.

What Does FEMA Purchase?

FEMA’s requirements cover a vast spectrum, particularly after a declared disaster. They might need water, hygiene kits, mobile homes, temporary labor, janitorial services, debris cleanup and removal, or even power tools. The list is extensive.

Navigating FEMA's Acquisition Process

Unlike other federal agencies, FEMA's acquisition process is characterized by immediacy. Most contracts issued by FEMA are of a direct, immediate nature in response to recent disasters. After identifying a need, FEMA conducts market research, prepares a solicitation, and then either announces the opportunity on SAM.gov or follows the simplified acquisition process. Contractors identify these solicitations, prepare responses, bid, and FEMA evaluates these bids, issuing awards based on established criteria.

Understanding Acquisition Thresholds

Frank cleared up some common terminology for listeners:

• Micro Purchase Threshold: Allows small purchases without multiple quotes. Typically set at $10,000 for various projects but increases to $20,000 during disasters.
• Simplified Acquisition Threshold: Normally up to $250,000, but during declared disasters, this jumps to $750,000. This design aims at facilitating swift purchases and expanding the market for small businesses in government contracting. Only small businesses can participate in simplified acquisitions.
• Additional Advice for Businesses Eyeing FEMA Contracts

Visibility and trust reign supreme. It’s crucial to ensure that FEMA knows about your business and your capabilities. Contracting officials often favor businesses they recognize, making it essential to boost visibility through engagement and marketing. If you need help, FedBiz Access provides various solutions to put contractors in front of the right buyers.

Frank emphasized that partnering with FEMA goes beyond business—it's about supporting communities in their rebuilding endeavors. Working with FEMA is not solely a business transaction. It’s a contribution to rebuilding communities hit by disasters.

_____

Interested in diving deeper into how FEMA collaborates with government contractors? Download our free FEMA Guide to learn more about the ins and outs of this partnership. Visit FedBiz Access at fedbizaccess.com

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

Government contracting can be a lucrative avenue for businesses looking to expand their portfolio. However, understanding the intricate details and requirements is paramount. In this episode of FedBiz'5, Jesse Sherr sat down with Senior Contracting Specialist, Frank Krebs, to discuss the crucial steps a small business needs to take when deciding if they should bid on a government opportunity that aligns with their core competencies.

The Preliminaries

Frank emphasizes the importance of thoroughly reading the government's statement of work and any request for proposal (RFP) or quote before diving into the bidding process. There are stringent requirements potential vendors must meet, especially when dealing with the federal government.

1. Determine the Type of Contract: First, identify if the contract is a Set-Aside. If the solicitation appears on SAM.gov, it will outline any Set-Aside requirements. Understand if your firm qualifies for such bids.
2. Review the Full Document: Beyond the statement of work, one should be vigilant about any additional requirements or licensing that the government mandates. Does your company meet these prerequisites?
3. Pre-Bid Conference or Site Visit: Some contracts require mandatory pre-bid conferences or site visits. These sessions provide essential information and a chance to meet key players like the contracting officer. Make sure you can attend these or have someone representing your organization.

Key Sections of a Federal RFP

For those new to the RFP process, Jesse brought up the lettered sections seen in most RFPs. Frank elucidated on the most crucial sections:

1. Section B: Details the supplies, services, and the associated price/costs. Here, you'll find contract line item numbers (CLINs) covering all billable items. Understand if the contract is fixed-price, where fees are constant, or a cost-reimbursement, where contractors bear costs upfront and then bill for reimbursement.
2. Section C: A comprehensive breakdown of the description, specifications, and statement of work. It's essential to assess whether your company can deliver on these stipulations within the specified timeframe.
3. Section L: It highlights instructions, conditions, and notices for offerors. This section provides the contract type, performance period, and instructions for your bid's construction.
4. Section M: Discusses how proposals will be evaluated. Recognize the importance and weightage of each requirement to prepare a competitive bid.

Other Crucial Considerations

Even if there are no apparent impediments, Frank advises businesses to review other factors before preparing their bid:

• Time and Resources: Does your firm have adequate time and the necessary resources to prepare a comprehensive bid? Depending on the contract's complexity, it might require a larger team and a more extensive resource commitment.
• Subcontractor Needs: Evaluate if you'll need subcontractor support to meet specific requirements or to bolster your staff. A key question to ask is whether including a subcontractor will significantly enhance your proposal's chances.

Continue Reading

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

Ms. Tonya Crist – Making an impact by driving growth. “We like playing in the dirt for a living!”

Tonya is the co-founder of Insite Consulting Group LLC (“ICG”), specializing in economic development, site selection, and infrastructure assessment and development. She helps businesses and communities grow by preparing them to attract jobs and investment.

With 30 years of experience and a proven track record of success, Tonya has represented some of the largest organizations in the world in making multi-million and multi-billion-dollar decisions.

ICG also provides an array of additional services including incentive negotiations, workforce development, construction advisory, and training for business and government organizations worldwide.

Tonya began working with FedBiz Access in 2022 for her Women-Owned Small Business and Women Business Enterprise (“WOSB/WBE”) Certifications. In addition, she has worked with FedBiz Access to maintain her SAM & DSBS registrations, and to help grow her business in the government marketplace with a marketing package including, a Professional Website, Capability Statement, Market Intel Database, and both the Federal and Local Connections Package (“FCP” and “LCP”).

In her interview, Tonya shares some of her industry experience, and why she chose to work with FedBiz Access.

Tonya's journey began in Greenville, South Carolina, where she graduated from Clemson University. She subsequently joined Fluor Corporation, an international engineering and construction firm. Her position with Fluor took her around the world working on major site selection and construction projects.

“I received a lot of exposure to things like community development, economic development, site selection, location strategies, workforce development, etc. I started my own company because I have a desire to help communities, businesses, and government organizations spend their money well by making the right investments for growth,” said Tonya.

CONTINUE READING

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

MatchMaker is an affordable monthly subscription service providing businesses with a clear roadmap for navigating government contracting and building buyer relationships. It offers visibility, expert consultations, a tailored weekly opportunities list, all with a step-by-step government marketing strategy. It's all about helping businesses consistently market their business to help them win government contracting awards.

Are you a business interested in government contracts? MatchMaker is truly a game changer for those looking to make their mark in the government contracting space. This new subscription service helps you find and pursue award opportunities. It's like three tools rolled into one designed to give businesses, especially small businesses, the edge they need to succeed.

Total Market Visibility Subscription

With MatchMaker, you get total market visibility. It connects businesses with the right buyers using a proprietary database. It also provides government engagement coaching. This coaching helps businesses communicate effectively and build relationships with government buyers and small business specialists. This sets your business apart from others and gives you an advantage over your competition.

I. Monthly Federal Marketing

MatchMaker follows a four-step process to help connect you to the right government buyers and businesses build relationships with agency offices.

Step 1: Research and identify government buyers who have purchased similar products or services, as well as the small business specialists in the agencies you are targeting.

Step 2: Introduce you to these buyers with personalized emails and provide their contact information, including name, phone number, and email in a downloadable format.

Step 3: Provide you with government engagement coaching and calls scripts for contacting and following up with these buyers. This gives you the confidence to connect directly with your targets to build relationships and win awards.

Step 4: By repeating this process, you will establish your brand and capabilities with government contracting officers and their agencies.

II. Monthly Opportunities and Strategy Coaching

Review open solicitations/RFPs/RFIs/RFQs and engagement coaching. Our goal is to help you find valuable contract opportunities that match your capabilities. You get expert consultation from a contracting veteran with 20+ years in the federal government and 12 years working for prime contractors such as Raytheon and General Dynamics.

During these sessions, you get personalized advice on the best government opportunities that most closely align with your specific products or services. It's like having a personal coach guiding you towards success. Plus, you also receive engagement coaching, which helps you speak confidently in the language of government buyers.

III. Weekly Email with Award Opportunities

You receive a weekly email of government bid opportunities that are customized to your industry and specific competencies based on your NAICS Codes and keywords. 

CLICK HERE TO CONTINUE READING

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

The keys to proposal writing are to make sure you clearly understand what the government agency is asking for and can meet their requirements. This is your “Go - No Go” decision point and saves you time and resources from chasing solicitations you cannot qualify for or fulfill. Be realistic in your approach and prepare in advance so you can compete for and win on the proposals that meet your capabilities.

In this episode of FedBiz’5 we host Darrell Hammond, a senior proposal development consultant that handles capture management and proposal management. For over 10 years Darrell has helped companies bind, track, and create federal, state, local and commercial bids. Darrel has worked with a variety of 8(a), small and disadvantaged businesses, as well as businesses transitioning from small to large, and large multibillion dollar businesses.

What is the main component of a successful government contract bid and how does it differ from proposal management in the private sector?

The most important part of proposal management in the government space is compliance. The government is typically looking for more information than you would submit for a commercial bid. Government proposals have additional compliance components for submission known as the Federal Acquisition Regulations ("FAR").

The federal government is compelled to request certain disclosures and information prior to awarding any contract. This is the primary difference from the private sector, government compliance to the solicitation format. A good starting point for preparing your response to a government proposal is creating an outline document, sometimes referred to as a compliance matrix, so that you carefully follow the directions and the evaluation criteria to make sure all sections are thoroughly completed.

What common mistakes do businesses make when submitting bids?

One common mistake many businesses make is not understanding how many people and what specific skills are needed for the proposal process. This is especially true for smaller businesses and those new to government contracting. It's important to have enough people available with the skills required to make sure your bid is submitted on time and in compliance.

Another common mistake comes from not having prior experience with government contracts. If you've never seen a solicitation or proposal format for a government contract in your industry, it's difficult to deliver a bid that meets the same quality, compliance, and completeness standards as a more experienced competitor.

How can businesses avoid these common mistakes?

It’s important to understand the requirements, have a schedule for submitting documents, and a process for reviewing and adjusting your proposal. Once you gain mastery in identifying the necessary compliance steps, information required, and experience for your team, the process of developing your proposal flows much smoother.

Starting from scratch with no outside help can be challenging as you have no existing context for what’s required and no pre-defined content. However, as you gain experience and submit compliant bids, you can reuse and adapt content from previous proposals for future bids. This is a big time-saver for future turnaround time in proposal management.

CLICK HERE TO CONTINUE READING

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

In today’s fast-paced world, people’s attention spans are short. You only have about 30 seconds to grab someone’s attention before you lose the opportunity. Always leave them wanting more!

In this episode of FedBiz’5 we host Senior Contracting Specialist and former Federal Government Contracting Official, Frank Krebs to explain the importance of a well-rehearsed 30-second introductory elevator pitch.

Having a clear and concise company pitch is crucial when you want to catch someone’s attention quickly. Whether you’re meeting a representative at a networking event, conference, or making a cold call, you need a short introduction that captures their interest and leaves them wanting to know more.

Why do you need a good introductory elevator pitch?

When you meet new people, you want to grab their attention quickly. That's where an ‘elevator pitch’ comes in handy. It's a short and easy-to-understand description of your company, products, or services.

The goal is to spark interest and start a conversation, not to make a sale right away. Your pitch should focus on how you can help the other person and end with a request to connect again soon.

Why keep the pitch to around 30 seconds?

In our fast-paced world, people's attention spans are short. You only have about 30 seconds to grab someone's attention. If you take longer, you might lose the opportunity. So, keeping your pitch brief and engaging is crucial to making a good first impression and keep their attention.

How to prepare your pitch:

•  Start by acknowledging the person you're talking to by name.
• Introduce yourself with your full name and mention your company.
• Share an interesting fact or statistic about your company or products to create a "hook" and generate interest.
• Focus on the top few items you specialize in or that the recipient is interested in.
• Be friendly, engaging, and personable.
• End your pitch with a question - “Does that sound like something your organization can benefit from?” Or “Is this something that might interest you?”
• After your pitch, always conclude with a request to connect again in the very near future.

Examples of a good elevator pitch:

Example 1: "Hi, Mr. Johnson. My name is Sarah, and I represent Quality Tech Solutions. We specialize in providing innovative IT solutions to government agencies. In fact, our services have helped organizations like yours increase their operational efficiency by up to 40%. I'd love to connect further to discuss how we can support your team in achieving their technology goals. Does that sound like something your organization can benefit from?"

Example 2: "Hello, Ms. Rodriguez. I'm Mark from EcoSolutions. We're an environmental consulting firm dedicated to creating healthier and sustainable work environments. Our cutting-edge air purification system eliminates nearly 99% of germs, significantly improving indoor air quality by over 70%. I believe this could be a valuable asset for your government office. Would you be interested in exploring how our solution can benefit your team?"

Continue Reading at FedBizAccess.com

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

Government contracting can be a profitable avenue for businesses looking to expand their operations. However, the process of bidding on contracts can be time-consuming and challenging.

One way to increase the chances of winning contracts is to conduct proper market research in the government marketplace. By using the right research tool, businesses can identify when and where contracts become available, what agencies are involved, who previously won similar contracts, and who is the right agency point of contact.

In this episode of FedBiz’5 we host Barry Nelson, an expert in government contracting market research with over 50 years of experience in the government marketplace. Barry explains the importance of market research and being proactive in identifying award opportunities.

As a business owner, to succeed you need to stay ahead of the competition. Market Research is the primary way to do so in government contracting by having the most up-to-date information in the marketplace.

Typically, most small businesses think selling to the government is simply going through the bid process. In fact, over the past 15 years approximately 3.3 million businesses have registered to do business with the federal government and less than 20% (approximately 600,000 businesses) have ever sold anything to the government.

Selling into the government marketplace is not just about passively bidding but more about being proactive in your research of award opportunities. 

Utilizing a professional research tool allows you to find out where the right contracts are that fit your business. This includes - Who buys what you sell? How much are they spending? What types of contracts are being awarded?

While not the only factor determining success, market research greatly improves a company's chances of securing contracts and delivering high-quality products or services.

The Market Intel database provides specific information on who is buying what you sell? The right agency offices to contact, and when you should be reaching out to the buyer.

The Market Intel database search engine provides instant access to open solicitations and expiring contracts based on a combination of keywords, industry codes, and geography, among other relevant information.  Opportunity alerts include federal, state, and local solicitations.

Conducting market research in government contracting involves several key factors. The first step is to conduct a keyword or industry code search of the specific services or products you are offering and then identify the contracting officers’ names who buy what you sell. Then researching when contracts will be up for renewal and contract value. This information is critical in determining whether a particular contract is worth pursuing.

Approximately $800 billion is spent on military and federal contracts and a similar number of dollars spent in the state and local market. Market Intel allows you to find out where these contracts come from in advance and the history behind the award.

Continue Reading

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

The implications of ChatGPT and AI for the federal contracting industry are significant. By automating time-consuming tasks like proposal development and contract management, contractors can focus on more strategic aspects of their business, such as identifying new opportunities and building relationships.

In this episode we host the Marketing Director for FedBiz Access, Ryan Sherr, to explore the impact of ChatGPT and AI on the government contracting landscape. We'll examine ChatGPT, its potential uses in government contracting, and how it's poised to revolutionize the industry.

ChatGPT is a language model developed by OpenAI based on the GPT-4 architecture. It utilizes AI to understand and generate human-like text, making it a powerful tool for a variety of applications, from content generation to customer support. In government contracting, ChatGPT has the potential to impact three key areas:

1. Proposal Writing and Review - ChatGPT can streamline the proposal development process by generating coherent content based on requirements. Additionally, it can help review proposals for errors and suggest improvements, saving contractors valuable time and resources.
2. Contract Analysis and Management - ChatGPT can help contractors extract key information and automate tasks like sending notifications for upcoming deadlines, ensuring compliance, and reducing risks associated with missed deadlines or overlooked obligations.
3. Customer Support and Communications - ChatGPT can assist in automating responses to common inquiries, providing accurate information, and managing communications with various stakeholders. This can lead to faster response times, increased efficiency, and improved relationships with clients and partners.
   
   The assistance of ChatGPT can reduce human error, increasing compliance and improving risk management. 

What does this mean for the federal contracting?

Increased Efficiency - Automating time-consuming tasks like proposal development and contract management, government contractors can focus on more strategic aspects of their business, like identifying new opportunities and building relationships.

Improved Accuracy - As I noted earlier, with the assistance of ChatGPT, contractors can reduce human error in critical areas like proposal writing and contract analysis, which would lead to increased compliance and better risk management.

Competitive Advantage - If you're not adopting this technology in your day-to-day business now, you need to be doing so. If it's not you, have someone on staff become your ‘AI Aficionado’. Have them learn the ins-and-outs of ChatGPT. They'll enable you to deliver more accurate and efficient services to your clients.

Workforce Shift - There's going to be a shift in the workforce with the growing demand for professionals with AI and tech skills. It's crucial for government contractors to invest in upskilling their employees to stay competitive in the changing landscape.

ChatGPT and AI are set to revolutionize the world of government contracting. Businesses must embrace this technology to remain competitive. As the technology continues to evolve, it will be interesting to see what other exciting developments emerge, and how they will further impact the government contractin

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

The purpose of a sources sought notification is to determine if a small business can perform required contract work, while a Request for Information’s (“RFI”) purpose is to collect written information about the capabilities of various suppliers. Where a sources sought notification may seek to learn more about performance ability relative to a defined future requirement, an RFI seeks to obtain more specifics including commercial practices and pricing,

In this episode of FedBiz’5 we host Senior Contracting Specialist and former Federal Government Contracting Official, Frank Krebs, to discuss if your business should respond to a sources sought notification or RFI request.

What’s the difference between a Sources Sought Notification and RFI?

According to the Federal Acquisition Regulations (“FAR”), a sources sought notification is a government market research tool to determine if there are two or more capable businesses or small businesses that can perform the requirements of a planned contract.

Typically, when using a sources sought notification a federal agency has clear requirements and is attempting to make a determination if they should set aside the contract for small businesses or even further define it to a socio-economic category of small business, such as woman-owned or service disabled veteran-owned small business.

So, an agency trying to determine if a small business can handle a project of a defined size and scope would use a sources sought notification, especially if they want to use a set aside contract for a socio-economic category. Based on the response, the sources sought response can provide some level of assurance that small businesses can complete the project or contract.

Using an RFI, the agency is seeking assistance from the business community on defining the specific requirements of a contract. This typically involves the agency stating their needs and wanting to hear from industry vendors how they would propose achieving the end result. This information is then used to define the specific requirements for the statement of work or the performance work statement when the RFP is released.

Very often agencies confuse these two requests (sources sought and RFI) or combine parts of both into one request. So whether it is a sources sought or an RFI, it’s important to be prepared to review it thoroughly and respond accordingly.

Should a small business respond to either of these government requests?

The simple answer to that question is - YES… as long as it falls within your primary area of expertise.

The most important principle is to make sure the request falls within your primary or secondary core competency. Government contracting is a competitive environment. So while you may have several areas of expertise in your field, it’s crucial to stay focused. You can easily become distracted by trying to go after every request that may or may not fit your business.

Those requests that do not fall within your core competencies, do not waste your time as you will be fighting an uphill battle against companies that are more closely aligned with the requests. The only caveat may be when the request is from one of your primary targeted agencies.

The importance of staying focused is to save you time and resources. You want to be competitive and prepare a quality response.

Continue Reading

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

All government procurement begins with either an idea or need by a government agency. The procurement lifecycle starts with market research and determining whether the size of the contract meets the simplified acquisition threshold for a small business set-aside award. It’s important for businesses to get involved in this process early and the best way to do that is by creating relationships with government buyers.

In this episode of FedBiz’5 we host Senior Contracting Specialist and former Federal Government Contracting Official, Frank Krebs, to discuss how the government begins its contracting lifecycle.

The procurement ‘idea’ can come in the form of an internal government requirement or from the marketplace in the form of a white paper or new product or business model.

Most frequently it comes from a ‘need’, which can stem from a new project or government program having been introduced or the need to add on to an existing service or project.

Beginning Steps in the Procurement Lifecycle?

Market Research - The government starts with their market research phase. Government buyers first determine an expected contract value and a category for the contract. The expected contract value plays a large role in the type of contract to be awarded.

For example, if the award value is expected to be less than $10,000, the federal government utilizes a micro purchase and simply procures the product or services without a solicitation by using their government credit card.

If the contract value is more than $10,000, but less than $250,000, of which the majority of federal contracts fall within this range, then the government buyer utilizes the Simplified Acquisition Procedures (“SAP”). Under the Simplified Acquisition Procedures threshold, small businesses must be considered for all federal awards under $250,000 if there are two or more small business offerors expected to compete.

It is important you research all contracting opportunities in your specific industry, not just open solicitations, but expiring contracts and awards not publicly posted.

In fact, the vast majority of awards do not go through the open solicitation process. This is why you need to know your market. You must have a clearly defined plan going in. Who is spending? How are they spending? And in the federal market that is even more important because you want to be able to focus your energy and resources.

A database such as the Market Intel can provide you information on who is buying what you sell? What offices and who should you be reaching out to. This is about research and then creating relationships.

The Federal Connections Package and the Local Connections Package can help you get in front of these government buyers with your Capability Statement. This marketing gets you to the right contact within the agencies that buy what you sell.

Click Here to Continue Readi

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

Who in the federal government should a small business reach out to so that they can build a relationship? It takes targeted market research to identify the federal agencies whose needs most closely align with your core competencies. Then, it takes grit and patience to build win-win relationships.

In this episode of FedBiz’5 we host Senior Contracting Specialist and former Federal Government Contracting Official, Frank Krebs, to discuss the importance of building relationships with government buyers and contracting officers.

Once targeted agencies are identified, it's important to reach out directly to these buyers and contracting officials within the federal agencies that you want to work with. It is also important to connect with the agency’s Office of Small and Disadvantaged Businesses Utilization (“OSDBU”).

The role of the OSDBU is to assist and advise small businesses and ensure equal treatment and the opportunity to compete and win a fair amount of the agency's contract dollars.

Target market research can help you identify who buys what you sell, how they buy, and how much they paid for it. There are detailed databases in the market such as Market Intel and FedBiz Findthat can help you quickly identify your market opportunity. This can save you valuable time and resources. 

It’s important to remember, no matter what type of business you are in, not every agency is a good fit for you. Every small business must determine on their own where they best fit and focus on those few agencies. This may only be one or two agencies to start. Therefore, your outreach must be targeted to those specific few agencies. Otherwise you're spreading yourself too thin, which will not result in success, only frustration. 

Once a business determines the agencies they want to focus on, how should they best prepare for the initial call with the buyer or contracting official?

1. Identify the reason for the call. 

It can be about a specific open procurement opportunity. It can be about a prior procurement. It can be about future acquisition planning. It really doesn't matter, as long as you have a reasonable purpose for making the call and opening the conversation. 

2. Have a compelling opening statement.

A good opening statement should last about 25-30 seconds, as any longer you run the risk of losing the attention of the buyer. You also must rehearse this statement prior to calling. You should first introduce yourself and the name of the business, the reason for the call, the fact that you are reaching out, why you want to do business with his or her agency, and you want to let them know why they should want to do business with you and your company. 

Here's an example of a good opening statement. "Hi, my name is Frank Krebs, and I'm with XYZ Inc. I'm calling regarding a contract you recently awarded. I've identified your agency as an agency that aligns very closely with my company's core competencies. We're a certified veteran-owned small business that specializes in landscaping services, tree trimming, and removal services. And I'd like to understand how my firm can help you meet your agency's mission and assist the people that you are tasked with serving."

Click Here to Continue Reading

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn

It takes grit to get out there and make the sales. You have to be willing to do the research, walk the halls, bang on doors, and make the phone calls to be successful in government contracting.

In this episode we host The Federal Sales Sherpa, Eileen Kent. Eileen has 20 years of experience training over 10,000 federal contractors and helping 350+ companies be successful with custom built federal sales action plans utilizing her ‘Three-Step Program':

1. Training Your Team on Selling to the Government

A business needs to first understand government contracting terminology and what contracting vehicles are available for their area of expertise. As an example, some available contracts can be a fast track for building your past performance record with the government. 

Secondly, who are the key people inside the different layers of government that make the decisions about choosing vendors and how you can get in front of them. 

Finally, what you can expect as you move through the federal sales process. This is important to understand so you can pivot your sales pitch as you move through the maze of government contracting.

2. Doing the Deep Dive Analysis on Who Buys What You Sell.

Target market research can help you identify who buys what you sell, how they buy, and how much they paid for it. There are detailed databases in the market such as Market Intel and FedBiz Findthat can help you quickly identify your market opportunity. This can save you valuable time and resources. 

This second step is all about doing your homework. You want to know which agencies and what locations within those agencies you should be calling on. You can also focus your marketing efforts on those high priority agencies by sending your Capability Statementand work toward building a relationship, so they know who you are when it comes time to buy.

3. Building an Action Plan for the team. 

Your custom Action Plan can now be built around what you have identified, including the specific agencies, contract vehicles, teaming partners, subcontracting opportunities, and other particulars to your industry. Keep your targets to a manageable number and be sure your operations can handle awards you are going after.

Training the team on selling, doing the deep dive analysis on who buys what you sell, and then building the action plan for the team. From there your team has to pick up the ball and run with it. It comes down to execution and engagement. 

During the podcast Eileen shares stories of one of her most interesting clients, as well as from her first experience in government contracting in the halls of Congress and the Pentagon. She is an example of persistence. You’ll learn how she was able to get her first appointment 15 minutes after setting up shop in Washington D.C. and delivering products within two weeks!

Click Here to Continue Reading

Stay Connected:

• Signup for our Once-Monthly "Contractor Chronicle" Newsletter
• Follow Us on Facebook
• Follow Us on LinkedIn