TargetGov Newsletter- September  2013 Second Issue

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The last frantic days of the federal fiscal year are burning to the end on September 30. Many clients have seen an uptick in FYE business, but only because they have been aggressively pursuing opportunities. This is the new normal and only those firms who adapt will see positive growth in the federal marketplace.

But never fear, it is still the world's fortune one customer, event with budget cuts, shut downs and political bickering, over $500 billion in contracts will be procured in the coming year. Don't be sidetracked by the talking heads, instead, set your goals and plan, position, and pursue to win. Of course, count on us to help.

As we roll into October, please do come see us on October 7 for our complimentary Happy Hour-- we can all use some friendly conversation and connections as we take a deep breath and begin a new fiscal year on Oct 1. Event details are below and thanks go to Whiteford Taylor Preston for generously sponsoring the Happy Hour. Enjoy plenty of free parking, great beverages and food and we'll give away over $1,000 in door prizes! I'll be here--hope you are too! Bring your friends and colleagues. Please RSVP because we want to have enough food and beverages.

We created the Gap Analysis class as the kick off class to set the stage with companies who want to see aggressive growth in the federal market. This is an exciting class because we do something very different than everyone else--we will actually look at your individual business, large or small, and analyze it before the class starts and are prepared to give only class attendees exclusive individualized private feedback specifically regarding your business and how you appear to decision-makers! Talk about actionable information--when we have done this in the past every attendee/recipient was amazed at the personal attention and valuable actionable recommendations. If you are tired of not seeing the results you want, this is a must-attend class. See below for details.

As you know, the Edward Snowden case has started serious discussions regarding the issues of privacy and security and how it all impacts business opportunities. One of the Center Club members, Morris Levine, is a long-time intelligence security expert based in the 3-letter agency world (you know why I cannot say more) and he is going to give us insight into the little-discussed world affected by Snowden. Keir Bancroft, Esq., will add the ever-changing legal requirements to this lively breakfast discussion on October 23 at the Center Club. If you serve the intel market or are cleared or want to get cleared, this breakfast is worth your time. Check out the details below.

As always, here's to your success!


Gloria Berthold Larkin
President, TargetGov
443-543-5067 or 1-866-579-1346

Government Contracting Institute 
Complimentary Happy Hour

Monday, October 7th
5:30 to 7:30pm

5520 Research Park Dr., 1st Fl.
Baltimore, MD 21228

Join the Government Contracting Institute for a Happy Hour to kick off the fall series of classes. Meet with the instructors, past participants and other industry experts. Enjoy complimentary beverages and hors d'oeurves while networking with experts in government contracting. 

This event is sponsored by Whiteford, Taylor and Preston.

All are invited but space is limited. For more information about the event and to RSVP click here.

Speaking Engagements
Lorman Audio Conference: How to Sell Services and Products to the U.S. Government and Military
October 8

Veteran Institute for Procurement (VIP)
October 15 - 17
Potomac, MD

ChallengeHER New York
October 22
New York, NY

Center Club Government Contracting Group Breakfast
October 23
Baltimore, MD

Prince George’s County Business Conference & Expo
November 14
College Park, MD

Federal Contracting Gap Analysis Class

Join the Government Contracting Institute for the first class of the fall session and give your company for a head start. Are you seeing the results you want in the federal market? Can your company increase market share and accelerate revenues in 2014?
Gap Analysis is a tool to compare a company’s actual performance with its potential performance. If a company does not make the best use of current resources, does not adapt to changing market drivers, limits its knowledge base, or foregoes investment in resources, capital, technology or people, it will produce or perform below its potential.

During class, every participant receives a private written analysis detailing how your firm appears in the eyes of the decision-makers with specific recommendations to increase your win probability.
Participants in this class will compare their business related to the required registrations, address issues of contracting law, rules, and the key decision-makers involved in contracting. Participants will also learn the types of contracts, their uses and how the Federal Acquisition Regulations (FAR) control how contracts are written, advertised, competed and awarded.
This practical, full-day, interactive and intensive class—focused on the bottom-line—is geared to existing businesses who are selling (or intend to sell) services or products to federal government agencies (civilian, military, intel) locally or nationwide. It will help attendees develop a concrete plan to accelerate federal market success in 2014. We wrap up the day with a lively discussion of the top ten most common and deadly mistakes made in the federal marketplace and how to avoid them.
Date: October 15, 2013
Time: 8:30am - 4:00pm
Cost:  Register today to receive the early bird rate of $745 (saving $250), after 10/1 the cost is $995,
Location: bwtech@UMBC Research and Technology Park, Baltimore, MD -- just minutes from BWI airport.
Click here for more information and to register.
SBA Uses Old Data and an Old Formula to Determine Business Size
By Ann Sullivan
What is a small business? Should it depend on how many employees you have, or what kind of revenues you bring in? Does a small business look different in varied industries and places? These are the questions the Small Business Administration (SBA)is tasked to answer through the process of creating size standards. SBA devotes an office to deal just with this issue, headed by Dr. Khem Sherma. These standards matter –both for getting loans and for winning government contracts. To bring it a little closer to home, the Women’s Procurement Program that WIPP has long supported, requires the participating women-owned businesses to be small. And small is defined by this office at SBA....
Read the rest of the article here...
Lorman Audio Conference presents
How to Sell Services and Products to the
U.S. Government and Military
Tuesday, October 8
1:00 - 2:30 pm

Many business people want to sell their services and products to the federal government but find the process confusing and filled with dead ends and frustration. Competitors are winning contracts but it can seem impossible to get through to decision makers, or valuable time and resources are wasted responding to bids that fail.

This live webinar demystifies the federal contracting process and identifies a step-by-step process to increasing sales to the U.S. federal government. We will clearly identify how to find the agencies, offices and people who buy specific services and products. We will cover the mandatory tools needed as door-openers, how to sell to the military and civilian agencies, and how the government actually buys - credit card purchases, bids, contracts and grants.

Failing to understand the key differences between corporate and federal sales is the most common error business people make in this market. This mistake has cost businesses thousands, hundreds of thousands and even millions in lost contracts. This live webinar will address those differences and it is critical for large, mid-size and small companies that want to successfully enter the federal marketplace.

Click here for more information and to register.
Budget Cuts: Better or Worse for Business Development?
By: Gloria Larkin
Published By: 
The Business Monthly

After having spent a good part of the past few weeks on travel to speak at national government procurement conferences, it is absolutely clear that fewer agencies have the budgets to travel and fewer contractors have the time to travel.
It’s also absolutely clear that decision-makers are looking for qualified vendors with whom to work.
Yes, federal agencies and military operations have drastically reduced their overall budgets and, as taxpayers, most citizens see that as long overdue. At the same time, the government is seeing a dramatic rise in acquisition workforce retirements. Smaller budgets and fewer decision-makers are the new reality affecting the $500 billion federal contracting market.
On the surface, this may sound like a bad situation; however, there is a silver lining to this cloud. Yes, agencies are reducing (and even eliminating) travel, but they are still participating in local events and even hosting their own vendor outreach days at local facilities and bases.
Read the rest of the article here.
Wednesday, October 23
7:30- 9:30 am

This dynamic discussion will be led by Kier Bancroft, Esq., Venable, LLC and Morris Levine, President of MBL Associates LLC, an expert security contractor.

The Snowden affair has brought question of individual privacy, the spectre of “1984” and an Orwellian government, a universe of cyber concerns, and Fourth Amendment constitutional rights and protection to the fore and to the great concern of a large number of American citizens. This breakfast discussion will address whether if in today’s world, individual privacy is largely a myth. And does fallout of the post-Snowden era have the potential to create new business opportunities with government and the general commercial market?
Cost: $30 IntraClub Members, $35 Center Club Members, $50 Non-Members
Please send RSVP by October 21st before noon to

Parking in the building is available for Center Club Members Only. The public 100 Light Street Garage is one block north of the Club and accessible from Light or East Lombard Streets. You will need to show photo ID to enter the building.
100 Light Street, 16th Floor â–ª Baltimore, MD 21202 410-727-7788 â–ª

The Maryland Technology Development Corporation (TEDCO) has partnered with key organizations and stakeholders to host the third annual Entrepreneur Expo on Monday, November 18, 2013, at the BWI Airport Marriott in Linthicum, MD. Mention TargetGov when you register!

Coinciding with Global Entrepreneurship Week, which includes worldwide activities in recognition of the entrepreneurial spirit, TEDCO and partner organizations will host this large-scale Expo, featuring dynamic conference programming for entrepreneurs in all stages.

Join the best and brightest of the region's entrepreneurial community for a wide variety of seminars, networking and the opportunity to pitch your idea to a panel of judges.

Register today and be sure to mention you heard about the event from TargetGov.

Copyright ©2013 TargetGov, All rights reserved.

Our mailing address is:
5520 Research Park Drive Suite 100
Baltimore, MD 21228   Call us at 443-543-5067

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