TargetGov Newsletter- Volume 7, Issue 22
View this email in your browser
Share
Tweet
Forward

A Note From TargetGov

Written By: Patrick Ryan, Executive Consultant

As you know the federal government operates on a fiscal year running from October 1 through September 30. It is critical to educate yourself and understand the federal budgeting process, appropriations, operating under a continuing resolution, funding cycles, and special circumstances and how that all affects the purchase process. A common misperception is that the Federal Government “does all the spending in their 4th Quarter”. While there is additional spending in the 4th Quarter you’ll see from the chart below that the spending is pretty consistent every quarter with virtually every quarter getting 20% or more of the spend. What this means to you is that marketing and reaching out to Decision-makers is a year around item. Don’t let up this quarter and the next. While your competition might think it’s not worth it - do not fall into that trap. Marketing to Government Decision-makers is a year round process. Differentiate yourself and win!



What's Inside?

A Note From TargetGov


Proposal Development – Beyond the Ordinary! Class

From the Other Side of the Table: Debriefing

5 Steps to Obtain Decision-maker Meetings Workshop


News from WIPP: Waiting on Adoption of Sole Source Authority

Become a TargetGov Preferred Client
_____________________

Upcoming Events


5 Steps to Obtain Decision-maker Meetings Workshop
Dec 17, 2014
Baltimore, MD

Write a Powerfully Effective Capability Statement Class
Jan 21, 2014
Baltimore, MD
 

Proposal Development – Beyond the Ordinary! Class

Proposal Development – Beyond the Ordinary focuses on 4 major dimensions of winning new AND recompete Federal contracts: 1. Proposal STRENGTHS, 2. Proposal Readiness (proposal thinking and proposal illustrating), 3. Proposal Writing, and 4. Proposal Knowledge Management. 

We will examine the criticality of articulating and illustrating STRENGTHS (not themes or discriminators) in terms that resonate with Government Source Selection evaluators. You will learn about 12 field-proven Proposal-Readiness processes and tools—and then actually use some of them in class—to assist you in increasing the Probability of Win (Pwin) on the competitive contract opportunities that your organization pursues, now and in the future. You will see how to visualize and better communicate your proposal solutions in high-impact graphical form. In addition, we will share proposal writing best practices—and you will do alot of real-deal writing in class. Finally, the value of capturing and leveraging what your company knows will be highlighted.

Date: December 10 & 11, 2014
Time: 9:00 am – 3:30 pm
Cost: $1195
Credits: 13 CPEs, 1.3 CEUs
 
 

From the Other Side of the Table: Debriefing

By: Gloria Larkin
Published By: The Business Monthly

The government marketplace has a few unique advantages compared to the private sector to counterbalance the many typical hurdles and frustrations. One of these distinct advantages is the concept of a debriefing, where the government decision-makers tell an unsuccessful bidder what caused it to fail and it they may improve on subsequent bids.

However, fiscal 2015 started (as of Oct. 1), and it is not easy to get a face-to-face debriefing meeting; and many contracting officers instead only offer written debriefings.

It has been our experience that the higher one scores on an RFP response, the better the chances are of being granted a debriefing. And if the company requesting the meeting is one of the handful of top scorers, it usually will be an in-person meeting.

5 Steps to Obtain Decision-maker Meetings Workshop

The Government Contracting Institute introduces a new half-day workshop

Wednesday, December 17, 2014
8:30 am - 12:00 pm
Baltimore, MD

Getting a meeting with a decision maker is a critical key to success in the federal marketplace. Workshop attendees will identify the actual decision-makers for a target agency and opportunity, discuss how many decision-makers may be involved in the purchase, when in the buying cycle you can actually meet (and the supporting FAR proof) , what topics can and cannot be discussed and how you can use meeting to actually “shape” or influence the contract requirements. Attend this hands-on workshop to learn when to ask for these meetings, exactly how to ask, when to use emails or phone calls, specifically where to find the decision-makers and how to prepare for a decision-maker meeting. We cover defense and civilian government agencies as well as the intelligence sector. We also cover meetings with prime and general contractors as well as potential teaming partners. The workshop wraps up with after-the-meeting follow-up best practices.

News from WIPP: Waiting on Adoption of Sole Source Authority 


The "Lame Duck” period, the few weeks after an election and before a new Congress, is officially underway. Always short, and typically reserved for must-pass pieces of legislation, the current Congress has a number of issues to address before leaving Washington for the final time in December. The top two items are funding the government and passing the annual Defense Authorization bill (NDAA) for FY2015, a major part of WIPP’s advocacy efforts for sole source authority...

...As mentioned, the House and Senate are finalizing differences in the NDAA. The House v
ersion included language to add sole source authority in the WOSB Procurement Program, while the Senate version did not. While the negotiations continue, WIPP continues to lead a coalition of advocates in support of the change.
 

Become a TargetGov Preferred Client

 
Register to become an exclusive TargetGov Prerred Client. You’ll receive our bimonthly newsletter as well as beneficial emails containing important government contracting information and exclusive coupons, as well as access to valuable downloads such as:
  • Sample Capability Statement Guide
  • Small Business Programs Comparison Chart
  • Steps to Creating a Project Plan for your Proposals
  • And many more
Copyright © 2014 TargetGov, All rights reserved.


unsubscribe from this list    update subscription preferences