TargetGov Newsletter- Volume 8 Issue 6
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Successful firms understand that marketing effectively before the bid hits the street will improve their win ratio and increase revenues dramatically.

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Gloria Larkin TargetGov

 

Government Contracting Market Viability and the
Eye Opening Cost of Market Entry

By Gloria Larkin
Article for the National 8(a) Association

There is no dispute with the statement that the U.S. Federal Government is the world’s fortune one customer spending more money than any other single entity in the world purchasing goods and services of all kinds. However, we have seen budgets eroding and spending decreases which leads to the next question: is this still a viable market?

A quick snapshot from USASpending.gov tells us that in fiscal year 2014, spending with contractors of all sizes totaled $443 billion, down from $462 billion the year before. Even under a worst case scenario of possibly taking the full hit from sequestration in March (just under a 10% cut across all agencies includingDepartment of Defense), the federal government will still remain the biggest consumer of services and products in the world, a solid market for those who are willing to do what it takes to enter the market, pursue and win business.

Eye-opening Costs of Pursuing Business

What does it take to accomplish market entry in actual dollars and cents? 


To get the answer click here

“The Government Contracting Institute is informative, encourages open communication, and provides real world examples from educated and experienced instructors. Since attending, I have won three prime contracts. I attribute this success directly to applying what I learned here.” B. Belknap

March 20, 2015 - 2015 Essential Accounting Updates for Federal Contracts
April 17, 2015 - Courting the COR, Instructor Alan Boykin and Frank Anderson of Pace, LLC
April 24, 2015 - GSA Schedule – I got it. How do I flaunt it?
May 07, 2015 - Federal Construction Class – Best Practices Drive Profitability
May 15, 2015 - SBA Government Contracting Changes, Instructor Keir Bancroft
May 22, 2015 - Write a Powerful Capability Statement

Three Ways to Coach the Person, Not the Problem
by Scott Elbin - as seen on GovExec.com

Back when we were co-teaching The Flow of Coaching module at the Georgetown Leadership Coaching Program, my good friend, hero and fellow Davidson College alum Frank Ball used to do a funny bit with a bottle of water. To make the point that coaches and leaders should coach people and not problems, Frank would put a bottle of water on the table in the front of the room and say, “This bottle of water represents the problem.” Then he would start coaching the bottle of water. Needless to say, he never got very far. The bottle just didn’t have that many insights on what to change or how to change it.

That’s the thing. People have insights, problems don’t. If you’re a leader who cares about growing and developing your people, you have to coach them, not their problems.

To read more click here
  • Does your Capability Statement have what the government is looking for?

  • Are you missing key information?

Capability Statement Consultation Service

Take a breath! We can do it for you.
Work smarter, not harder. It takes real work to develop the content for your essentialCapability Statement. You cannot move forward in government contracting without it.
Work with TargetGov’s experts to develop a solid Capability Statement that works for you instead of against you.

For more information click here

Training at your fingertips- on your schedule and where you want it!  A TargetGov Webinar can give you the immediate training you need.  With subjects like Preparing for Success in the Federal Market Place Series: Positioning to Win: Plan, Position and Pursue Government Business and Win or Lose: Take Advantage of the Proposal Debriefing- you have the TargetGov Team at your fingertips.

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