TargetGov Newsletter- Volume 7, Issue 23
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5 Steps to Obtain Decision-maker
Meetings Workshop

Getting a meeting with a decision maker is a critical key to success in the federal marketplace. Workshop attendees will be able to identify the actual decision-makers for a target agency and opportunity, discuss how many decision-makers may be involved in the purchasing process, when in the buying cycle you can actually meet (and the supporting FAR proof), and what topics can and cannot be discussed. This workshop covers defense and civilian government agencies as well as the intelligence sector. In addition to agencies, we also cover meetings with prime and general contractors and potential teaming partners. The workshop wraps up with after-the-meeting follow-up best practices. 

Attendees will:
  • Learn where to find the decision-makers within federal agencies
  • Receive specific guidance on when to ask for these meetings and exactly how to ask
  • Gain insight on how to prepare for a decision-maker meeting
  • Understand and apply strategies to actually “shape” or influence contract requirements
Date: Wednesday, December 17, 2014
Time: 8:30 am – 12:00 pm
Cost: $297
Credits: 3 CPEs, 0.3 CEUs

What's Inside?

5 Steps to Obtain Decision-maker Meetings Workshop

News from WIPP: Sole Source Authority for WOSB Program

Changes Coming to GSA Contracts in 2015

Hotels for Heroes and Hero Miles Program

A New Year Means New Opportunities For Success

Upcoming Events

5 Steps to Obtain Decision-maker Meetings Workshop
Dec 17, 2014
Baltimore, MD

Write a Powerfully Effective Capability Statement Class
Jan 21, 2014
Baltimore, MD

News from WIPP: Sole Source Authority for the WOSB
Procurement Program included in Senate version of NDAA

Written By: Ann Sullivan, WIPP Government Relations

It was against all odds that the National Defense Authorization Act (NDAA) included a vitally important improvement to the WOSB procurement program – sole source authority.   Yes, you read it right – the WOSB program will now have parity with every other small business procurement program. 

The law wasn’t written that way back in the year 2000, but through WIPP’s persistence for 14 years, we finally have a program that is sustainable.  First, of course, we had to get the program put into place.  If you recall, SBA delayed implementation for 11 years.  Then we went about changing the underlying law that was flawed.  First, we advocated for the removal of the dollar caps on the program—the original law limited contracts under this program to $5 million, rendering the program largely ineffective.  Since the caps on awards through this program were removed, the program has tripled in size. 

Changes Coming to GSA Contracts in 2015 

Written By: Gloria Larkin
Published By: The Business Monthly
Every year, the General Services Administration (GSA) manages close to $40 billion in the purchase of services and products on behalf of all federal agencies through the GSA Schedule contracting process.

Also known as the Federal Supply Schedules, these pre-negotiated, pre-approved five-year pricing contracts are renewable for three five-year periods, translating to a possible 20-year contract with the federal government.

That was the good news...

Gift Your Unused Hotel Points and Frequent Flyer Miles to
Wounded Warriors and Their Families

The Fisher House Foundation is best known for a network of comfort homes where military and veterans’ families can stay at no cost while a loved one is receiving treatment. The Fisher House Foundation also operates the Hero Miles program and the Hotels for Heroes program. 

The Hero Miles Program provides airline tickets to wounded, injured, and ill service members and their families who are undergoing treatment at a military or VA medical center. Flights are made possible through frequent flyer mile donations made by individual passengers. Airline partners include: Alaska Airlines, American Airlines, Delta Air Lines, Frontier Airlines, United Airlines, and US Airways.
The Hotels for Heroes uses donated hotel points to allow family members to stay at hotels near medical centers without charge. Reward customers of AmericInn, Best Western, Choice Hotels, La Quinta Inns & Suites, Marriott, and Wyndham can donate to this program.
During the holiday season please consider donating any unused points to these two charities. 

A New Year Means New Opportunities For Success

The TargetGov Federal Acceleration Strategies and Tactics (FAST™) Process is a complete Marketing & Sales Roadmap with a pipeline based upon your company-specific markets, geography and other variables. The FAST™ Process will help you develop your best approach to planning, positioning, pursuing and winning government contracts. We quickly analyze your business, your competition, and the current government marketplace to determine exactly where your company’s strengths can be used to leverage government business quickly. We deliver a complete Business and Market Assessment and a Business Development Plan and Pipeline including all decision maker contact information and the Marketing and Sales Processes.
Our passion is helping government contractors meet and exceed their goals. Contact Patrick Ryan at 301-793-1355 or to find out how we can help you see success.
Copyright © 2014 TargetGov, All rights reserved.

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