TargetGov Newsletter- October 2013 First Issue

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Sneak peek: Through the last 10 years we have heard from thousands of people how much they like our web site and appreciate all of the info on it. Therefore, it was with great trepidation that we made the business decision to rebrand and redesign our web site.

You can take a sneak peek here: Let us know what you think! We still have the depth of information, and we hope it is easier to find and maneuver. We are in final testing and look to launch in a few days.

The Government Contracting Institute is well underway for the next class series.  Upcoming classes include Effective Marketing Tactics, the Art of Capture, Sales Boot Camp, GSA Schedules, and Proposal Writing.

We heard from an attendee of the last series that he won not just his first prime contract, but his first FIVE prime contracts and attributed them directly to what he learned at the Institute classes. His name is Bill Belknap and we congratulate Bill on his fabulous success and appreciate his letting us know of the value of the classes!

Many of the classes have sold out in the past, make sure to reserve your seat at your choice of classes at

And we are delighted to announce a partnership with UMBC Training for cyber security, scientific and other technical classes. You are able to take a 10% registration discount simply by mentioning TargetGov as the discount code.

 Last week I had the honor to testify before the House Small Business Committee on the issue of contract bundling and consolidation and how it reduces overall competition and is inherently harmful to small business. Video

I want to thank WIPP for this opportunity--as one of four witnesses, we all gave a powerful set of arguments to reduce the contract bundling trend.

And as always, here's to your success!


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

Updating Government Marketing Processes & Tactics

The government contracting world has experienced a seismic shift and the old marketing strategies no longer provide the measurable results necessary for success. Issues now include: fewer decision-makers with less time available; who are charged with managing tighter budgets and expectations of doing more with less while meeting goals of improved energy usage, lower costs, increased efficiency all while supporting specific agency missions. Attend this intensive hands-on class designed to meet the new normal of federal contracting through a specific, proven targeted marketing process and plan to position your firm to see success in the federal marketplace. Bring a laptop because attendees will access critical online government databases, review competitors,  and complete tasks to improve the company’s positioning during the class.

Topics Include:
  • Positioning to Win
  • Capturing Interest
  • Market Research
  • Marketing Tools
  • Marketing Processes
  • Capability Statement - you will create a new one in class
Date: November 6, 2013
Time: 8:30am - 4:00pm
Cost:  Register today to receive the early bird rate of $745 (saving $250), after 10/31 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.
Speaking Engagements

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
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 register on site at the breakfast.
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
You are invited to attend
Small Business Outreach hosted by National Government Services
National Government Services, a leading health care IT prime contractor with 47 years of experience with the Centers of Medicaid and Medicare Services (CMS),  would like to invite you to participate in its Small Business Outreach.

The day will include keynote speakers from National Government Services and federal government agencies such as the Small Business Administration (SBA), Health and Human Services (HHS) and the Department of Veterans Affairs (VA). The event will also host a panel discussion with the Hubzone, SDVOSB and USWCC Councils. 
The speakers will focus on key topics such as, the SBA Jobs Act and National Defense Authorization (NDAA) and implementation of regulations; an overview of the operating divisions of the small business program offices at HHS and VA. 
Your attendance will provide first-hand insight to potential partner opportunities with National Government Services on recent awards and grant exclusive access to senior executives and many our contracts Program Managers. In addition, the event will present an opportunity to network with close to 200 or your small business colleagues and numerous participates from the federal government and small business associations.
There is no cost to attend. Space is limited, so a prompt response is suggested.
If you are interested in attending or have questions, please contact Dorothy Callahan, (Small Business & Strategic Alliance Manager)  at
Thursday October 24, 2013 from 8:30 AM to 4:00 PM EDT
National Government Services
Small Business Administration
Health and Human Services
Department of Veterans Affairs
Small Jobs Act/NDAA
Panel discussion with Hubzone, SDVOSB and USWCC Councils
Crowne Plaza Washington National Airport
1480 Crystal Drive
Arlington, VA   22202
For more information about National Government Services please visit –
Grants for the Next Great Idea
By: Gloria Larkin
Published By: 
The Business Monthly

A great deal of advice has been offered lately regarding venture capital funding and grants from the federal government to help companies get started.

On that note, it’s important to know that, for new or existing companies that are considered high growth, high impact, innovative or high tech, there may be grants or contracts that help fund research and development (R&D) and product commercialization under the federal government’s Small Business Innovation Research Program (SBIR).

In fact, in 2012, nearly 5,000 small businesses nationwide received more than $1.8 billion in federal government grants and contracts to help them carry out the R&D necessary to develop and bring high-tech products to market.

While the risk and expense inherent to conducting serious R&D efforts often are beyond the means of many small businesses, SBIR helps small businesses compete on the same level as larger businesses by reserving a percentage of federal R&D funds only for small business. In turn, the SBIR program also helps the federal government meet its own R&D needs in areas such as defense, health care, environmental protection and others by keeping the door open to the smaller, often more innovative companies.
Read the rest of the article here.

Most Admired CEO Award Kudos to CEO Janet Amirault and Software Consortium

The Daily Record named Janet Amirault as one of Maryland's Most Admired CEOs in 2013, stating"Through innovations in technology, process, project management, leadership, and-uniquely-self-awareness of the brain, Software Consortium is able to perform projects its competitors cannot, and do so on time, at lower cost and with less conflict."
Janet Amirault, CEO of Software Consortium (SCI) was recognized at an awards ceremony held by The Daily Record on September 19th at the Hilton Baltimore BWI Airport and she was featured in a special edition of The Daily Record on September 20th.
The Most Admired CEO Award evaluates CEOs for their leadership, vision, innovation and financial performance. The Daily Record noted, "In a field where implementation of software is successful only about 30 percent of the time, Software Consortium successfully works to ensure its clients are part of that 30 percent."
Under Ms. Amirault's leadership, the Software Consortium (SCI) team has been recognized for bringing best of breed information technology solutions to clients for over 20 years. As early adopters of new technologies, SCI has led integration of mobile solutions with back-end systems for Fortune 1000 organizations, and garnered industry awards for their clients. SCI has established a track record for enabling the growth of their clients through high return-on-investment solutions.
"Janet has genuine concern for her clients, community and staff. Her ability to grow in spite of obstacles is the best evidence of her leadership strength," said partner and long time business acquaintance Brian Israel of Dixon Hughes Goodman.
"I am honored and humbled to be chosen as a Most Admired CEO. I believe it takes a village of committed employees, clients and partners striving together for excellence every day to make a company have value and grow. I have been blessed to have the Software Consortium team and our partners as collaborators in our mutual success," said Ms. Amirault.
Software Consortium's performance has been recognized with an Executive Team of the Year Award and Ms. Amirault was named the Small Business Administration's (SBA) Small Business Person of the Year in Maryland 2012, Innovator of the Year by AT&T and Women in Public Policy 2012, Center Club's Technology Innovator 2013 and SmartCEO's Brava Alumni Winner 2013.
For more information,
 contact Software Consortium
So What Do You Do if You Hate Office Politics but Still Want to Succeed?
Executive coach Scott Eblin is a former government executive, a graduate of Harvard’s Kennedy School of Government and is the author of
The Next Level: What Insiders Know About Executive Success. He offers his take on the leadership lessons in the news and his advice on your most pressing leadership questions here.
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