TargetGov Newsletter- December 2013 First Issue

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What will bring additional value to you, your business, and your customers in 2014? You know the federal market is still the world's fortune one customer-- even with budget and spending cuts. Do you want to add to your value with needed continuing education CEUs to maintain your certifications, additional training, added cybersecurity certifications, new ideas how to write winning proposals, a few new key contract vehicles, a plan to win new business, adjusting your accounting processes to meet the new federal requirements, learning the legal changes in FAR that affect every business, security clearance issues and socioeconomic certifications like 8a, WOSB, SDVOSB, HUBZone?

MAJOR ANNOUNCEMENT: We now have a full range of professional certificate program tracks to offer through an agreement with
UMBC Training Centers, the premier provider of technical, engineering and professional skills training in the Mid-Atlantic region for individuals, businesses, non-profit organizations and government agencies. This is a huge step and we give you the benefit because you will receive a 10% discount on the UMBC Training Center classes* when you register using the code TargetGov. We highlight the Cybersecurity track below.

You can also plan your business training schedule and budget by registering now for the
Government Contracting Institute classes to help you sharpen your skills to win and keep the business. Early registration saves you 25% on every class; commit to any or all now (before Dec 31) and we will invoice (at the reduced cost) you later for the class. Call 443-543-5067 or email to register and save those education funds.

We've been busy working behind the scenes to help you see more success--use us, call us, email us, we are here to help!

 And as always, here's to your success!


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

Navigating the GSA Schedule System
Would your business benefit from having a GSA schedule? Did you know that these contracts continue to be the go-to source for federal buying, with almost $40B in sales in FY12, and are a common point of entry for commercial and emerging companies new to federal contracting? Pursuing any government contract is an investment of resources, so make sure you are armed with the knowledge you need to be successful, especially because a GSA Schedule contract can ultimately be a 20-year contract with the federal government to purchase your services and products.

Topics Include:

- Introduction to the GSA Schedules Program
- Why GSA Schedules are an Important Tool
- Eligible Buyers – Federal, State & Local
- Choosing the right GSA Schedule for Your Business
- GSA’s new Demand-Based Model
- Obtaining a GSA Schedule
- Understanding eOffer & eMod
- Competition Rules for Task Orders and Blanket Purchase Agreements
- GSA Schedule Small Business Set-Asides
- GSA eBuy and other eTools
- Keeping Your Contract Current – Administration and Maintenance
- Sales Reporting and IFF Remittance
- Understanding your Most Favored Customer (MFC) and Basis of Award (BOA)
- The Price Reductions Clause
- Preparing for a Contractor Assistance Visit
- Frequently Forgotten Terms and Conditions
- Risks and Penalties Associated with Non-Compliance
- Recent GSA Inspector General Audit Actions and Findings
- Best Practices for Effective GSA Compliance Programs

Date: January 8, 2014
Time: 8:30am - 4:00pm
Cost:  Register today to receive the early bird rate of $745 (saving $250), after the new year 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

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

2014 GRO-Biz Conference and Idea Expo
February 18- 20, 2014
Cheyenne, WY

MEA Magazine presents Federal Business Forum & Expo 2014
March 27, 2014
Washington, DC
Cybersecurity Training Programs at UMBC Training Centers

Take advantage of the partnership between UMBC Training Centers and TargetGov to receive 10% off all Cybersecurity courses, including certifications*!

Across the country, breaches in cybersecurity are undermining companies and agencies. Crucial information is at stake, financial security at risk. But with every challenge come opportunities. Cybersecurity professionals are in high demand. Building on UMBC's designation as a National Center of Excellence in Information Security and Assurance with our exclusive Rapid Applied Learning model, UMBC Training Centers delivers high quality training that prepares individuals for immediate, on-the-job effectiveness. Their staff of professionals can guide you to the training programs that fits your current skill levels and goals.

Learn more about their Certificate in Cyber Operations part-time (nights/weekends) program starting early January. Click here to learn more about the program and register for an online information session, this Wednesday, December 11th from 11:00 to 12:00.

Visit UMBC Training's website to learn more about the cybersecurity training programs as well as the many other programs they offer.

As a bonus you'll get a 10% discount* off all courses including these by using code TargetGov at check out.  (*see website for restrictions)

Cybersecurity Courses:
Counterintelligence for IT Professionals (CY-6010C)
Service Oriented Architecture (SOA) for Security Professionals (CY-6015C)
Computer Hacking Forensic Investigator (CHFI) (CY-6022C)
EC-Council Certified Security Analyst (ECSA) (CY-6024C)
EC-Council Network Security Administrator (ENSA) (CY-6025C)
Network & Packet Analysis (CY-6042C)
Network Defense (CY-6043C)
Certificate in Cyber Foundations (CY-6901C)
Certificate in Cybersecurity (CY-6902C)
Certificate in Cyber Operations (CY-6903C)
Certificate in Cyber Development (CY-6904C)
Certified Ethical Hacker (CEH) (CY-6990C)
CompTIA® Advanced Security Practitioner (CASP) (CY-6991C)
Certified Information Systems Security Professional (CISSP) Preparation (CY-6992C)
Certified Information Systems Security Professional (CISSP) Preparation Online (CY-6992L)
CompTIA Security+ (CY-6993C)
CISSP® - ISSEP® - Information Systems Security Engineering Professional (CY-6994C)
System Security Certified Practitioner (SSCP) (CY-6995C)
Cyber Insider Threat (CY-6996C)

Also See:
Cybersecurity Academy
Cybersecurity Industry Certifications
Cybersecurity Certificate Programs
TargetGov and bwtech@UMBC Receive Prestigious Bridging the Gap Award

The Greater Baltimore Committee honored TargetGov and bwtech@UMBC as winners of the 2013 Bridging the Gap Awards for Partnerships/Strategic Alliances. TargetGov and bwtech@UMBC were recognized for their contribution to the Baltimore business community through the work of the Government Contracting Institute. By offering over $70,000 in scholarships for the Government Contracting Institute classes, TargetGov and bwtech@UMBC have been able to help small, minority- and women-owned businesses see more success in a growing marketplace.
Gift Your Unused Hotel Points to Wounded Warriors and Their Families
Hotels for Heroes legislation, which was authored by Congressman C.A. "Dutch" Ruppersberger and Sen. Ben Cardin in 2012, is currently available to rewards customers of Marriott, Wyndham, AmericInn and Best Western hotels. The program is modeled off the national Hero Miles program, which was created by Ruppersberger and enables the American public to donate their frequent flyer miles to wounded warriors and their families.
The program is administered by the Fisher House, a Montgomery County-based nonprofit organization that opens its homes to military families visiting their injured loved ones at hospitals across the country. So far, the program has provided nearly 3,000 free nights to military families.

To donate your points visit the Hotel for Heroes website.

How to Craft Meaningful Differentiators

By: Ben Souder

Differentiators can be one of the most challenging aspects of a Capability Statement, but are crucial to properly showcase your company’s capabilities, how you are different from your competition, and how your company is uniquely positioned to help your customer.
Identifying your Differentiators and how they can be used in your Capability Statement does not have to be a frustrating exercise. With this post I hope to help you understand the mentality behind Differentiators and help you craft meaningful ones that are relevant to your target audience.
Read the rest of this post
The LPTA vs Best Value Battle Blows Up 
By: Gloria Larkin
Published By: 
The Business Monthly

The federal contracting community is in a state of constant change after more than a decade of virtually unchecked growth. According to, in 2000 the federal budget spend with contractors was $220 billion, and had been fairly flat in the preceding years.

However, from 2001 through 2011, the rate of growth skyrocketed, capping at $550 billion in 10 years, with the Department of Defense seeing the vast majority of the increase due to the U.S.-involved wars, terror attacks and the related intelligence efforts.

With current sequestration and budget cuts, and resulting mandated reductions in federal contract spending, the federal marketplace is experiencing a 10% reduction, which has fueled a noticeable shift away from the “best value” decision process towards a wider adoption of “lowest price technically acceptable,” or the LPTA (Lowest Price Technically Acceptable) model.
Read the rest of the article here.
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