TargetGov Newsletter- November 2013 First Issue

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We are looking to the end of 2013 and ready to measure results—are you doing the same? Have you reached or exceeded the goals you planned for? If so, let us know. What did you see as new challenges, new doors opening, changes in the market or processes? LPTA, shutdown, cut budgets… these are all top of mind but by no means a full list of hurdles.

Let us know what kept you up at night, what roadblocks you experienced. We are putting together our 2014 calendar for classes and webinars and we want to include any and all topics that would help you see more success, help you reach your goals for 2014. Simply respond to this email or shoot me a private email and we will pay attention!

Speaking of paying attention—we heard from many contractors that one big headache was trying to bring a sales or marketing person up to speed quickly with the day to day activities that one should perform in order to set up decision-maker meetings and see results in the federal market. We heard you loud and clear and have developed an exclusive, ONLY available through the Government Contracting Institute--- Government Sales Boot Camp: From Theory to Practice class on December 4, 2013. This is a great class to attend if you want to know exactly what to do every day to market effectively, to reach out to decision-makers, to set up meetings with them and what tasks should be performed every day to see the success you envision. Attend on Dec 4 and make your efforts pay off!

Because, you know, we are all about you seeing your results and being successful!


And as always, here's to your success!

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

The Art of Capture and Government Sales in 2014

This class focuses on blending both business development strategies and capture into a seamless approach dealing with today’s new business environment. The business development focus includes a discussion of business development strategies for defense, civilian and intelligence agencies including identifying all involved decision-makers, strategies differing for large, mid-size and small businesses; and the level of effort required to win. The capture section covers dealing with the unique long sales cycle of multi-million dollar contracts, the cast of characters involved, the timeline of activities, who is involved on the capture team and the related responsibilities and more.

Topics Include:
  • Art and Science of Capture Management 
  • Capture Phases
  • Who is Responsible for What Tasks
  • Capture Toolbox
  • Capture Guidelines
  • Capture Leadership
  • Failure to Plan Early
  • Trends and Drivers
  • Red Flags
Date: November 20, 2013
Time: 8:30am - 4:00pm
Cost:  Register today to receive the early bird rate of $745 (saving $250), after 11/15 the cost is $995, Financial aid available to those who qualify. Contact us for more information.
Location: bwtech@UMBC Research and Technology Park, Baltimore, MD -- just minutes from BWI airport.
Click here for more information and to register.
Speaking Engagements

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

The Center Club Government Contracting Happy Hour
November 19
Baltimore, MD

GM5 Webinar- 
3 Steps to Increasing Government Contracting Revenue in FY 2014
December 11

Elite SDVOB Mid-Atlantic Conference
January 29 & 30, 2014
Hyattsville, MD

MEA Magazine presents Federal Business Forum & Expo 2014
March 27, 2014
Washington, DC

Join the Center Club's Government Contracting Group for a Happy Hour.
November 19, 2013 
5:30 - 7:30 PM
100 Light Street, 16th Floor
Baltimore, MD 21202 Space is limited and registration is required.
Mix with the region’s leading government contractors while you enjoy one of the best panoramic views of Baltimore’s Inner Harbor from the 16th floor of the city’s premier private club.
Complimentary admission, hors d’oeuvres and parking. Drinks by credit card. Garage entrance at 101 S. Charles Street. Photo ID required.
Business casual attire; No Jeans, Tank-Tops or Sneakers. For more information and to register e-mail Nancy.
100 Light Street, 16th Floor â–ª Baltimore, MD 21202 410-727-7788 â–ª

10th Annual Bridging the Gap Achievement Awards
The 10th Annual Bridging the Gap Achievement Awards will be held at the Tremont Grand Hotel. TargetGov is proud to be among the finalists being honored. Bridging the Gap is an initiative of the Greater Baltimore Committee, designed to advance the business culture of greater Baltimore by fostering an atmosphere in which majority and minority- and women-owned businesses can form mutually-beneficial strategic partnerships. The Bridging the Gap Initiative strives to provide businesses with the necessary tools and support to develop such collaborations. For more information about Bridging the Gap or the awards please click here.
Debunking Myth No. 4: Seasonality in Government Contracting
By: Gloria Larkin
Published By: 
The Business Monthly

It is an accepted fact that the private sector has seasonal fluctuations, with the upcoming holiday lull and start of the new year, followed by an uptick in the spring, then another slow period in the summer.
Many contractors assume there is a similar slow cycle in the federal market. After using the Federal Procurement Data System (FPDS) to perform a year-to-year analysis of quarterly spending in the federal market, it is quite clear that there are no dramatic lulls (brief political shutdowns notwithstanding) in contract spending in the federal marketplace similar to the seasonal private sector slowdowns.
The federal fiscal year begins Oct. 1, and research in FPDS has shown that spending is consistent throughout the year with a noticeable peak (31%) in the final federal fiscal year quarter, which runs from July 1 through Sept. 30. In fiscal 2012, this amounted to more than $158 billion in awarded contracts.
Read the rest of the article here.
The Maryland Technology Development Corporation (TEDCO) has partnered with key organizations and stakeholders to host the third annual Entrepreneur Expo this coming 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.
Newsletter Special
2 for 1 Regsistration

A special offer for our newsletter readers. Sign up for the last two Government Contracting Institute classes in 2013 and just pay one registration fee. You can register for both the November 20th class, Art of Capture and Government Sales and the December 4th class, Government Sales Boot Camp for just $995. The Government Sales Boot Camp class is the first of it's kind for the Government Contracting Institute and is full of detailed information and hands on learning experiences. Just enter code News417 at checkout.
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5520 Research Park Drive Suite 100
Baltimore, MD 21228   Call us at 443-543-5067

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