TargetGov Newsletter- Volume 8, Issue 3
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It's Alive!
Is Your Capability Statement on Life Support?

Contractors often struggle with the idea that their Capability Statement is more effective if it is thought of as a “living document” and changed every time it is sent out. Usually when clients approach me for consulting on their Capability Statement they’re looking for a static piece of marketing material that they can mass mail to everyone they’re interested in doing business with.

I understand why this is the impression of Capability Statements people have before coming to TargetGov for help. They’re imagining something closer to a brochure or a flyer that highlights their company’s accomplishments and past performance within the federal space. It might make sense to create one generic Capability Statement that you can use to approach any target instead of having to write new copy for every statement sent out.

However, to be effective, a Capability Statement must speak to the customer directly – and especially their needs. If you are an engineering firm, what kind of engineering is your target looking for? That’s the kind of engineering your Capability Statement needs to highlight, it is what the focus of your Past Performance and Differentiators should be. You want that Capability Statement to make it clear that not only can you do the work, but you can do the specific work being asked for along with a list of reasons why, with proof that you have done it before.

For this reason, we advise clients to take the time to ensure their Capability Statement matches the requirements of their targeted agency or prime contractor. What is the agency’s mission regarding the procurement? What is the prime contractor bidding on? What Past Performance can you use to showcase your ability? How do your Differentiators match the work you are able to do for the target?

For assistance in crafting a high quality Capability Statement, send me an email at or call 443-543-5067.

In This Issue

It's Alive! Is Your Capability Statement on Life Support

Government Contracting Institute

TargetGov in Action

Game Changer! SBA Proposes Sweeping Changes to Small Business Self-Performance Requirements


Come See Us

SBIR: Your Innovation Your Government Get Started
February 25, 2015
Baltimore, MD 

5 Steps to Obtain Decision-maker Meetings
March 13, 2015
Baltimore, MD 

2015 Essential Accounting Updates for Federal Contractors
March 20, 2015
Baltimore, MD 

****NEW DATES*****

SBIR: Your Innovation. Your  Government. Get Started

Government Contracting Institute Class

The SBIR/STTR programs promote small business innovation in companies just like yours. The government has research and development needs. Every year, small businesses receive millions of dollars in SBIR/STTR funds for research, development, and commercialization purposes.  Spend February 25 hearing from SBIR/STTR program experts.

  • An overview of the program will provide a comprehensive understanding of SBIR/STTR.
  • Discover the government’s on-going  interest in innovation. 
  • Listen to agency experts speak to agency-specific needs and program nuances.

Join us as this amazing gathering of speakers share stories of great successes, near-misses and the review process. 

Date: February 25, 2015
Time: 10:00 am- 4:00 pm 
Cost: $145

For more information and to register click here

5 Steps to Obtain Decision-maker Meetings
Government Contracting Institute Class

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. You’ll be instructed by the TargetGov team, who are national experts in federal marketing.

Date: March 13, 2015
Time: 8:30 am- 12:00 pm Doors open at 8:00 am. Breakfast will be provided.
Cost: $297
Credits: 3 CPE, 0.3 CEU, NCMA-certified and accepted by other organizations.

For more information and to register click here

2015 Essential Accounting Updates for Federal Contractors

Government Contracting Institute Class
Take a fresh look at your federal accounting practices.  Increased competition, cuts in overall spending, and changes in compliance requirements have made it essential to be at the top of your game. Regardless of your experience with federal accounting, this class will provide new and updated information and strategies to increase your understanding of government contract accounting. You will gain the knowledge to implement a solid accounting system earning your company a competitive advantage. Class trainers from Aronson LLC, a leading financial advisor to government contractors, will share expertise, advice, and best practices to solve your federal accounting challenges and reduce your audit risk.
Date: March 20, 2015
Time: 8:30 am - 4:00 pm, Doors open at 8:00 am. Breakfast will be provided.
Cost: $595
Credits: 7 CPEs, 0.7 CEUs, NCMA-certified and accepted by other organizations.

The Institute offers contracting professionals the opportunity to receive instruction from industry leaders on topics that will help your company fast-track market entry.

For complete listing of our  course selections and more information on the Government Contracting Institute classes click here.

TargetGov In Action

Come meet us at these events:

2015 Alliance Northwest Conference
March 4-6th 2015

GovConnects- Women in Government Contracting Leadership Forum
March 20, 2015
Columbia MD 


SBA Proposes Sweeping Changes to Small Business Self-Performance Requirements

by Maria L. Panichelli, Esq. and Jennifer M. Horn, Esq.

The SBA is on a roll!  It seems that ringing in the new year has invigorated the agency, prompting it to finally act in response to various outstanding directives set forth in the National Defense Authorization Act for Fiscal Year 2013 (“NDAA”).

 Last Thursday, the agency issued its long-awaited Proposed Rule on the Mentor-Protégé, 8(a) HUBZone and Other Programs.  In addition to those proposed mentor-protégé changes, the SBA also recently rolled out a proposed rule containing major changes to the small business regulations.  Some of the most important changes relate to the limitations on subcontracting set forth at 13 CFR § 125.6.  
As many contractors know, the regulations set forth at 13 CFR § 125.6 establish minimum self-performance requirements for small business prime contractors performing various types of set-aside contracts.  The intent of these regulations is to ensure that the financial benefits of small business set-aside contracts remain with legitimate small business contractors.  The SBA does not want small business primes subcontracting the majority of their contract work to large businesses.  That would deprive legitimate small businesses of contract revenue and negate the purpose of the agency’s small business programs.  To avoid this problem, the SBA enacted 13 CFR § 125.6, requiring that the prime perform a certain percentage of the work itself. 
To read the conclusion click here

Maria L. Panichelli is an Associate at Cohen Seglias Pallas Greenhall & Furman Federal Contracting Practice Group. Her practice includes a wide variety of federal contracting and construction matters, as well as all aspects of small business procurement.

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