Land Federal Government Projects As An Independent Consultant
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Transcript of Land Federal Government Projects As An Independent Consultant
Blue Beacon
Landing Federal Government Projects as
an Independent
October 2016
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Emily StringerConsultant Services Advisor MBO Partners
Moderator
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About MBO
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Webinar Controls
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Live Tweeting
Hashtag: #MBOWeb
@MBOPartners
The webinar is interactive, too – don’t forget to answer our Polls during the webinar and remember to ask questions both during and after the presentation!
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About Brad Nestico
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Blue Beacon Federal Contracting
Federal Marketplace• Size & scope• Terminology & acronyms• What drives behavior• How contracting works
Business Development (BD) for Independents• Key to success• When to look for business• How to approach companies
Overview
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$400+ billion in awards Over 30,000 opportunities U.S. government is the largest buyer in the world Federal agencies buy just about every category of
commodity and service 500,000 entities registered to do business with
the federal government
Size & Scope
Federal Marketplace
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1. “Contracting” means many things• Prime Contractor vs. Sub-Contracting vs.
10992. Contract Vehicle3. BPA: Blanket Purchase Agreement 4. IDIQ: indefinite delivery/indefinite quantity5. Task orders6. FBO.gov7. GSA Schedules8. FAR: Federal Acquisition Regulation 9. DCAA: Defense Contract Audit Agency10.Set Asides
Terminology & Acronyms
Federal Marketplace
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Drivers
Regulations & Compliance Standards
– FAR– GSA Schedules– DCAA
Small Business Set Asides Teaming Relationships Contractors with current contracts
and past contract performance
Federal Marketplace
Industry built around
regulations, relationships and contracting life
cycle
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RFPs via FBO.gov Task order awards Sole source contracts
How contracts are issued
Federal Marketplace
Proposal submissions for new contracts include a a. technical proposal, b. key personnel and
resumes, c. examples of past
performance, and d. pricing
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Federal Marketplace
Maintain contract
focus
Expand new services
within agency
Expand to new agency
with core capabilities
Penetrate new markets, new agency & capability
Capabilities
Mar
ket
Higher Success Rates
Federal Contracting BD
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Getting started, new to federal market
Gaining past performance & largely subcontracting
Growing business through a single schedules or vehicle
Scaling business growth through multi-dimensional strategy
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Federal Marketplace
Federal Contracting Maturity
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Timely knowledge of opportunities Keen agency and capability focus Skilled capture management Past performance Advanced contracting knowledge & expertise Smart teaming decisions Compliance
Federal Marketplace
Keys to success in federal contracting
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Matching the resume with the role Institutional knowledge Frictionless contracting
Knowing the industry Realistic bill rates
Timing
BD for Independents
Key to success for Independents
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BD for Independents
Chips you have to playo Experience working with
the federal program manager or contracting professional
o Advanced or unique capability
o Institutional knowledge o Resume with government
experienceo Advanced proposal writing
& response
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Planning
Request for Proposal (RFP)
Proposal Submission
Contract AwardPerformance
Contract Extensions/Op
tion Years
Re-compete
NOW
Government Fiscal Year: October 1st to September
30th Q1 Q2 Q3 Q4
Contracting Lifecycle
BD for Independents
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BD for Independents
• Have a pipeline • Target 1099 friendly
contractors & agencies• Track new contract awards• Alternatively, consider new
option years and contract extensions
• Collaborate on new proposals
Positioning yourself for success
• Targeted networking• Know your audience • Know your rates, labor
categories, and NAICS/PSC codes
• Highlight your relevant experience
• Speak the language
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Reputation building Networking Digital presence References & recommendations Example work and success stories
Apply your marketing plan
BD for Independents
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Blue Beacon Federal Contracting Servicewww.bluebeacon.io
OPPORTUNITIES• New solicitations• RFIs• Draft proposals• Forecasts (TOs, new
work and recompetes)
UPDATES• Timely contract & TO
award notices• Fed profiles &
leadership changes• Industry days• Networking events
MARKET INSIGHTS• Customized analysis• Spending trends• Company profiles• Compliance insights
ON-THE-GO• Teaming profiles• Government contacts• Small business
contacts• Historic contracts &
solicitations
iPhone/iPad application and service, provides daily contracting updates, opportunities, and key contacts
Blue Beacon
Thank You for Participating!
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