Newsletter September 3rd, 2015- Vol 8 Issue 15
Business Relationships Matter- How Are Yours?
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One of the mantras here at TargetGov is that "Government is a relationship-based market." Relationships are the foundation for your success and a driver for business and longevity in the marketplace. Knowing and identifying key Decision-Makers, participating in Capability Briefings, attending Vendor Collaboration Events and maintaining relationships with other contractors in different fields are all key relationship building tools.

Below you will find tips and resources to support your relationship building. If you are in California you have the opportunity to join Gloria at three events in the next two weeks geared to this topic- dates and event descriptions are below.
“Positioning to Win: Contracting Tools & Techniques”
Government Contracting is the world's largest market, and it has experienced dramatic changes in the last few years. Only those companies adjusting to the new marketing requirements will see success in this highly competitive and lucrative market. This practical workshop guides counselors how to analyze the company's existing federal registrations, make recommendations for improvement and gives tips for strong differentiation from competitors.

Gloria will be presenting this workshop at the 2015 Annual ASBDC Conference on September 9th in San Francisco.
For more information click here
Why and How to Use Sources, Sought Notices, and RFIs as a Business Advantage
Federal agencies continue to post an unprecedented flood of new Sources Sought Notices on FedBizOpps – over 1,100 new Sources Sought opportunities are posted every 30 days. Many Sources Sought Notices go unnoticed by the businesses to which the Federal Government would like to award contracts. The savvy business person takes time to review these opportunities, identify those that are a good fit and respond accordingly. They also use these notices to create single source awards and start agency-focused marketing campaigns. During this session businesses will learn why it is critical for firms to respond to a Sources Sought Notice (SSN) or Request for Information (RFI), the differences between the two and how to best position those companies to win contracts.

Tuesday September 15th, 2105 1-4pm Sacramento, CA
Is the Federal Market Right for My Business?
Are Federal Contracts a Good Fit for My Business? Are you thinking about entering the U.S. Federal Contracting Market? The federal government purchases around $500 billion in goods and services each year, but is the federal market right for growing your business? This session is designed for the newcomer to government contracting and will provide an overview of how and what the government buys, the requirements to become a federal contractor, and effective strategies to enter the government market.

Wednesday September 16th, 2015 9-11:30 am Fremont,CA
To register click here
With the Alameda County SBDC of Northern California and
Five Reasons Why a CRM System is Critical for Success in Federal Contracting

By Ben Souder

CRM Stands for Customer Relationship Management and a CRM System is a crucial tool that will help you see success in the federal marketplace. The CRM System is one that allows you to import your prospects, customers, and targets and reach out to them in a timely and organized manner.

Below I’ve outlined five reasons why having a CRM System is critical for success in Federal Contracting.

1) Federal Government Procurement is a Relationship Based Market

To read more click here

Every year government agencies go through a mad rush in the last month of the fiscal year to spend money. One recent study found that some agencies spend up to 35% of their annual budgets in the last month of the year. 
In order to spend so much money and award so many contracts in such a short time the government must cut corners in procurements. These shortcuts lead to mistakes which ultimately expose the procurement to bid protests. 

Attend the September 9 Inaugural GC-TEC seminar.

  Proposals- Winning Solutions

It is not easy to make a winning proposal solution – your solution and how you explain it is often the difference between winning and losing.  Our Government Contracting Institute is excited to offer our Solutioning Secrets: Make Winning Solutions Faster.  Join instructor Mike Parkinson in person or virtually on Wednesday, September 16th.  For more information click here.

Right now, we are in the midst of the biggest spending push of the year for the federal government market. Savvy government vendors are actually going full speed ahead during the summer months with targeted, aggressive marketing and sales campaigns to go after the federal end of year spending rush.

Plan and position your company to take advantage of the surge in spending by attending this On-Demand webinar. You’ll learn how to identify agencies that are buying your products and services, how to get in front of the decision makers. We’ll discuss business development strategies by teaming and subcontracting, followed up with marketing tools, tactics and strategies, and mistakes to avoid.
Click here to order.
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