A group of 50-60 attendees meet at the Millennium Stage on the Foyer Level, sharing best practices, engaging in intelligent conversation and building relationships.
THURSDAY, JULY 21, 2011 will celebrate our 2 Year Anniversary Event. http://JenniferSchaus3.eventbrite.com]
In the order they were received here is what our B2G experts advised:
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1. To achieve success in the government market, contractors must conduct comprehensive market research that helps to better understand market needs, prioritize sales targets, develop a message and appropriate marketing materials, identify best-fit potential partners and contract vehicles, as well as understand key decision makers and their influencers. Using the results of the market research to shape procurements as early in the process is critical.
Al Gordon
National Strategies Inc.
http://www.NationalStrategies.com
2. The number one rule in working with anyone including the government is, Never ask for anything you are not entitled to.
John Rectenwald
Elite Personnel
http://www.elitepersonnel.com
3. Members of Congress can no longer use Appropriations earmarks to grow businesses or birth new ones in their district. Leveraging Congressional support for friendly entrees into federal agencies is one of the few remaining ways for Members to lawfully exert influence over the agencies which they fund.
MC Elvis Oxley
Oxley Consulting
http://www.oxley-consulting.com
4. To be successful in government contracting, you must understand your target customer and do everything in your power to help them succeed. This is the best way to build meaningful relationships and be prosperous.
Isaac Barnes
Gov Players
http://www.GovPlayers.com
5. Consider part-time or flexible resources. Smaller companies can lure talent away from larger firms by making minor schedule concessions such as partial telecommuting, early start/finish and compressed workweek.
Jennifer Folsom
Momentum Resources
http://www.Mom-entum.com
6. First, thoroughly read and ensure you understand any document before you sign it. Too often companies sign contracts or amendments without knowing the actual terms and conditions of what they’re agreeing to. Second, keep your government contracts attorney in the loop to help you avoid the many pitfalls of doing business with the government.
Bill Bainbridge
Cohen Mohr LLP
http://www.CohenMohr.com
7. Only use “set aside status” to get your foot into an agency and your first contract. Thereafter, strive to get full and open business, which is much more valuable to an acquirer, when you decide to sell your business.
Robert W. Tillson
Pierce Capital Partners
http://www.piercecapitalpartners.com
8. Although government buyers are harder to get to than contractors (there are many fewer of them), your job is get the government buyers (not other contractors) to structure their requirement to what you offer. Most of government sales activity is trying to recover from not doing this.
Dick Davies
Sales Lab Incorporated
http://www.SalesLabDC.com
9. Listen to what your customer or people are saying - that's how you gain knowledge.
Harlan Wax
HYOD Enterprises
http://www.HyodEnterprises.com
10. Sending out a message using video is now the norm on the web -- the reach is wide, cost effective and engaging. Let RaffertyWeiss Media help with your mission, outreach and training video needs for targeting the government market.
Patrick Rafferty
Rafferty Weiss Media
http://www.RaffertyWeiss.com
11. Attend the agency sponsored vendor outreach sessions.
Jane Iyengar
Ebiz Labs Inc.
http://www.ebizlabs.com
12. Persuasive Proposals, Pleasing Pricing, Perfect Past Performance, and a Plethora of Patience!
Barbara Zakheim
Keith R Scott Associates
http://www.KeithRScott.com
13. Make sure that you have educated yourself on the Federal Acquisition Regulations (FAR) and be prepared for the possibility of a pre-award system review. DCAA has become much stricter in the last three years and will deny you the ability to bid on government contracts without an adequate accounting system and well documented policies, procedures and internal controls.
June Jewell
Acumen Advisors
http://www.AcumenAdvisors.com
14. Remember it is common courtesy to answer the phone, return a phone call or reply to an email.
Morgan Williams
Kipp Visual
http://www.KippVisual.com
15. Go narrow and go deep – it may seem counterintuitive, but focusing on one key strength allows you to concentrate your resources to hone your offering and build credibility. You’ll stand out from the crowd as a SME, and customers will pay attention.
Anna Urman
Tactical Insight
http://www.tacticalinsight.com
16. It is important to have a business plan, marketing strategy and relationships (and when needed, grass roots efforts) in the government market. Working with established, creative and proven firms who provide all of these services is extremely valuable in this competitive market.
Jeffrey Morris
kGlobal
http://kglobalgrassroots.com
17. Your accounting system probably has plenty of sortable fields you can use to filter reports and financials. Once you have set up the crucial (DCAA required) accounts, think twice before giving everything its own General Ledger account.
Rhonda McNamara
Stewart Technologies
http://www.StewartTechnologies.com
18. Do not be discouraged if your bank turns you down for a loan or financing. Consider alternative financing; Financial Engineering Counselors, Ltd. specializes in government contracts and are able to help you secure funding to support existing contracts and bid on larger ones.
Richard Lewis
Financial Engineering Counselors
http://www.FECltd.net
19. Add value and solve problems. Contractors should make sure to add value in helping solve government problems in everything they do - from their advertising to engaging online to participating in events. Don't promote your specific technology or company but ideas and solutions to the problem.
Steve Ressler
Gov Loop
http://www.GovLoop.com
20. As federal agency’s budget demands and procurement processes face challenges to meet IT requirements, its necessary for organizations to deliver relevant solutions to government end users and Systems Integrators based on their mission critical needs. While many small-to-mid tier technology organizations struggle to gain access to government steak holders, Government Sales Specialists, LLC provides a turnkey sales solution that methodically identifies, qualifies and navigates through procurement processes, teaming clients with the appropriate players.
Jonathan Ferguson
Government Sales Specialist
http://www.GovSPC.com
21. The government awards contracts to the companies that will offer them little to no risk in successfully meeting the program goals. If you don't even have a web site and you're emailing from a Gmail account, you're going to look far more risky than any other company.
Alissa Knight
Brier and Thorn
http://www.BrierAndThorn.com
22. To be successful in government contracting, businesses need to dedicate time to building relationships, conducting thorough research on what the customer needs and hiring the right people who get the job done and provide the best customer experience. Know your customer and know yourself. It’s about meeting a need, and making sure you have the ability to get the job done.
Michael Hackmer
Deltek / GovWin
http://www.Deltek.com
23. If it was easy, everyone would be doing it. In order to do business with the government you need a focused approach and a detailed marketing plan that includes marketing materials, capability statement, updated website, social media presence and a good website.
Jean Kristensen
Jean Kristensen Associates
http://www.mwbescuccess.com
24. Be proactive in networking with government buyers and small business liason officers. You need to increase your company' visibility by reaching out to them and finding out how you can best meet their needs for goods and services.
David Jay
Government Supplier
http://www.GovSupplier.com
25. Government contractors must form relationships which will then foster new opportunities.
Chris Harr
Morton Consulting
http://www.MortonConsulting.com
26. Understand the buying behavior and procurement vehicles of choice for the targeted agency.
Dennis Dunston
Concept Labs
http://www.ConceptLabs.com
27. This ia a relationship driven market, make no mistake about it: customer relationships, channel relationships, C-level to employee, company rep to government, manufacturer to channel partner, prime to sub, sub to prime, company to media, peer to peer - it is all about relationships. Relationships are built on trust- violate the trust and it becomes a house of cards. Build on the trust and you have a solid foundation in the world's biggest market.
Mark Amtower
Federal Direct
http://federaldirect.net
28. Vendors tell Government Product News that it’s important, especially as the end of the federal fiscal year approaches, to network with government buyers/specifiers/decision-makers. Find out what immediate needs you can answer in the government marketplace.
Michael Keating
Government Product News
http://www.GovPro.com
29. The critical path to the best possible profitability includes time-keeping, contract - job costing, accurate payroll distribution, and a clear methodology for calculating and applying indirect rates. These solutions must be implemented early on in a contractor's accounting, reporting, and proposal systems.
Jeffrey Padawer
DCAA Assist
http://www.dcaa-assist.com
30. If your competitors are improving the presentation skills of their orals teams, while you rely on your "superior” written proposal, your company could lose millions of dollars. A small investment in presentations training can pay huge dividends when lucrative contracts are awarded.
Larry Tracy
Tracy Presentation Skills
http://www.Tracy-Presentation.com
31. Trying to develop a relationship with a government buyer once the notice has been posted is like going backstage right before a performance - if you get in at all, you are not a welcomed persona. Know your customer and create value in the relationship.
Jack Gates
Sales Lab Incorporated
http://www.SalesLabDC.com
32. Emerging technology companies often make the mistake of assigning federal marketing to their chief engineer or inventor, and then they wonder why their government strategy is getting bogged down. They could save a lot of time, money, and frustration by hiring an expert in U.S. Government relations who has a network of contacts and understands the organizations, processes, and lingo.
Timothy Bromelkamp
Bromelkamp Government Relations
http://www.bromelkampgr.com
33. Eliminate competition. Let your buyers know who you are through a visual story. It has been a proven fact that more web users are likely to watch a video than read a page of facts and information. More and more people want to engage with the content.
Lori Llewelyn
Big Picture, Inc.
http://www.BPIworks.com
34. Ask your best clients – government OR commercial -- for referrals. Seem awkward? Try this: “We’re building our federal business and looking for new clients. Who do you know who’d like to have the fabulous experience you’ve had in working with us?"
Judy Bradt
Summit Insight
http://www.SummitInsight.com
35. When you meet with a government prospect, do your homework and offer solutions to current challenges they are facing, it’s best to give to get something in return. Spend time developing your differentiators and value proposition, everyone wants a piece of government business, so stand out from the crowd.
Laura Nash
Achieva Central
http://www.Linkedin.com/in/lauranash1
36. In a post-congressional earmark era, it is now a clear benefit for your company to keep your members of Congress apprised of when your company seeks government contracts and grants. With no ability to secure an earmark, your Washington congressional delegation now might be more inclined to send a helpful letter to the federal agency in support of your application; it certainly won’t win the contract for you, but it will clearly make sure the process is fair and above board.
Jeffrey Taylor
US Government Relations International, LLC
http://www.USGovernmentRelations.com
37. Federal Government Marketing is not for sissies. Prepare well and be prepared through education, networking, relationship building, partnering, and using knowledgeable resources.
Ray Stamps
Discovery Partnerships
http://www.govforward.com
38. Although the government contracting arena seems filled with an endless list of companies, networking events quickly show you how small of a world it is - and help you find opportunities and gain valuable insights.
Brian Blankenship
Moventum Consulting
http://www.MoventumConsulting.com
39. The government market is a buyer’s dream with 2,500 buying offices that procure $535 Billion of products and services each year. The government awards contracts that can have a value ranging from $10 Million to $100 Million; a dream market and excellent way to diversify your business.
Tom Petruska
Contracts Unlimited Inc. http://www.ContractsUnlimitedInc.com
40. Synergism is paramount in teaming with any size company, whether in a lead or subcontracting role; there should be technical, management and market segment similarities between you and any company with whom you are considering teaming. Your prospective team member ideally will not be a direct competitor; rather a business in a related field with whom you share a mutual need for each other's contributions in pursuing large-scale projects.
Kenneth Larson
Small To FEDS
http://www.SmallToFeds.com
41. Introduce yourself to your congressional delegation preferably the member of Congress and Senators, but at least their staff. Be sure they understand and support what you are doing. You may need their support down the road!
Caren Turner
Turner Government & Public Affairs
http://www.TurnerGPA.com
42. The era of "What you know" and "Who you know" have given way to "Who knows you and what they think of you." Strive to become known, liked and trusted amongst your colleagues and customers.
Guy Timberlake
The American Small Business Coalition
http://www.TheASBC.org
43. Complying now, promotes growth and protects profits later.
Jerry Miles
Shulman Rogers
http://www.ShulmanRogers.com
44. Don’t underestimate the power of conferences and trade shows to make new contacts, build relationships, scope out your competition and get first-hand feedback from your customers and prospects.
Ann Seltz
Gov Green
http://www.GovGreen.org
45. Don't be discouraged if your traditional bank is not able to meet your financial needs in government contracting. Keep alternative sources in mind when you need assistance with factoring and funding government contracts.
Kathleen Manley
Asset Funding Solution
http://www.AssetFundingSolution.com
46. The Key to success in GSA/VA Schedule Post Award Marketing is to understand the benefits of and built in value of a prequalified contracting vehicle for your Federal end-user customer.
Bob Griffin
Keynote Connections, Inc.
http://www.keynote-connections.com
47. Learn from your losses: Request and attend post-award briefings. Actively manage your company's reputation by ensuring high-quality past performance.
Joseph Loong
Deltek / GovWIN
http://www.GovWin.com
48. Government contracting is a marathon, not a sprint. It takes perseverance, dedication, and the understanding that relationships are critical to success.
Jaime Gracia
Seville Government Consulting
http://www.sevillegovcon.com
49. Perform extensive research on each one of your competitors; one way to accomplish this is by using Google Alerts.
Harry Ponack
Government Consultant
http://www.linkedin.com/pub/harry-ponack/3/3b1/996
50. Justice for all, Life Happens. Are you protected?
Carene Simon
http://www.CareneSimon.info
51. Don’t be the cobbler whose children go without shoes. We can help you keep your own technical infrastructure running smoothly so you can stay on top of your client’s needs without IT getting in the way.
Tim Baer
American Technology Services
http://www.NetworkATS.com
52. In government contracting, as in any business sector, good and timely decisions require good and timely information. Learn to leverage the many government and industry tools to establish a robust information pipeline.
Maggie Timberlake
The American Small Business Coalition
http://www.TheASBC.org
53. Building relationships to sell to the government starts with finding and attending events. GovEvents is that one-stop shop resource.
Kerry Rea
GovEvents
http://www.GovEvents.com
54. Make sure it "makes sense" financially before jumping blindly into B2G; do your homework. The ROI must be there and it may take a longer time, more resources, creativity and extra value-add to obtain even a small win in this ultra-competitve marketplace.
Jennifer Schaus
Jennifer Schaus & Associates
http://www.JenniferSchaus.com
Thanks to everyone who provided their expertise on government contracting and for supporting our "Monthly 3rd THURSDAYS Event". We appreciate your time and hope to see you at our SIGNATURE ANNIVERSARY EVENT on THURSDAY JULY 21, 2011. http://JenniferSchaus3.eventbrite.com
