This Government Business Development training offers essential skills in professional business development for government contractors selling services and solutions to the Federal Government. The two-day course begins with an overview of the Federal business development (BD) process and what it takes to succeed in the profession. It proceeds to the basics of U.S. Government business. It then focuses on the nuances of Government contracting that every Federal business developer has to understand in order to win contracts, such as rules of the socioeconomic program for small businesses, and how you can make the program serve your goals even if you do not directly qualify for the benefits.
After thoroughly explaining tactical tasks, the course demonstrates strategies for business development planning that every government business developer needs to know. The course culminates in instructions for both engaging with the Federal customers through becoming a trusted adviser and marketing to the Feds effectively using a government-focused capability statement and a multitude of techniques to engage with the evasive government officials who generally don’t like to meet with government contractors. It introduces the concept of capture management to prepare effectively for proposal writing.
This Government Business Development training offers essential skills in professional business development for government contractors selling services and solutions to the Federal Government. The two-day course begins with an overview […]
Location: OST Global Solutions, Inc., 7361 Calhoun Place, Suite 560, Rockville, MD 20855 (check our Visitor Guide for location details, driving directions, nearby hotels and restaurants, and more).
Remote Attendance: This course is available via GoToMeeting with live video feed. The price per seat is the same as in-person participation. Many of our students save on travel costs and attend from other locations.
Professional Certification: This is an elective class that provides 2 units (2 days) towards Bid & Proposal Academy Certification. By attending this class, you will receive 3 CEUs or more towards your APMP certification, or PDUs towards your PMP (check with the PMI on what they will honor). At the end of this course, you will get a Certificate of Completion.
Who should attend this course: Proposal department directors, company executives and senior managers, capture managers, proposal managers, business developers, business owners, program managers that interface with the government and participate in the capture and proposal development processes.
Course materials: Course workbook, handouts, templates, forms, and checklists.
By attending this Federal Business Development Training, the participants will learn and practice skills in:
- Understanding what skill sets and qualities it takes to succeed in the Federal Business Development profession.
- Getting and maintaining Government contractor registrations.
- Navigating Federal regulations.
- Taking advantage of the Government’s socioeconomic program benefits.
- Leveraging the SBA and other agencies’ Mentor-Protégé Programs.
- Correctly determining company’s business size and understanding its importance.
- Leveraging different forms of selling to the Federal Government.
- Understanding the rules for government source selection and contract awards.
- Performing market research to identify target Federal agencies, Government contacts, key competitors, teaming partners, and bid opportunities.
- Building a solid Government bid opportunities pipeline.
- Using bid pipeline tools effectively beyond FedBizOpps and FedConnect.net.
- Qualifying a bid opportunity to ensure the highest Pwin.
- Setting strategies for winning bids for government contracts.
- Calculating business development budget.
- Identifying Must-Win bid opportunities.
- Securing visits to Government customers.
- Understanding the rules of marketing to the Federal Government.
- Building effective relationships with Government officials.
- Developing business development collateral such as a high-impact government capability statement.
- Identifying venues for effective federal business development.
- Targeting a potential teammate.
- Understanding capture management that’s required to win a government bid.
Day 1 Highlights
Module 1: How to Succeed in Business Development
- Federal business development lifecycle.
- Four categories of actions for growth Government contractors have to take to succeed in the Federal marketplace.
- A perfect Federal Business Developer: how to become the secret weapon for your government contracting company’s (and career’s) explosive growth.
- Federal Business Development skill set and essential qualities.
Module 2: Foundations of Federal Contracting
- The basics of doing business with the Government.
- Taking care of registrations (whether you are new to Government business or not).
- Minding your D&B rating and PAYDEX score.
- Federal market snapshot: who are the target agencies and government buyers, and how to identify them.
- How to navigate the Federal Acquisition Regulations (FAR) and government agency guidelines like a pro.
Module 3: Government Procurement Process
- Government budgeting cycle and why it is important to understand it.
- Complex procurement process.
- Determining your target agency’s acquisition process.
Module 4: Socioeconomic Programs
- Small and disadvantaged business types in the socioeconomic program.
- Using socioeconomic programs to your advantage (small business, HUBZone, 8(a), WOSB/EDWOSB, SDVOSB, VOSB, etc.)
- Qualifying for an 8(a) and HUBZone programs.
- Benefits and pitfalls of the 8(a) and HUBZone programs.
- The scoop on SBA and other Mentor-Protege Programs, including what to ask from your mentor.
- Determining your business size using NAICS codes, and why size makes a difference in Government procurement.
- Primary and secondary NAICS selection strategy.
- Exercise: Using a case study, determine what the company is missing in order for it to succeed in the Federal Government Market.
Module 5: How the Government Enters into Contracts with Industry
- Forms of selling to the Federal Government.
- Competitive outlook in Government procurement to determine the market openness for your offerings.
- Government purchasing thresholds and micro-purchasing.
- Five tests to determine whether you need a GSA schedule.
- Government contract types and why they are important.
- Goals of government business development and capture.
- Single award competitions.
- Multiple award contracts.
- Sole source awards.
- Becoming a Defense Logistics Agency (DLA) supplier.
- Reverse auctions.
- Public-private partnerships.
- R&D-related vehicles such as SBIR solicitations.
- Evaluation factors on the Best Value Continuum, from Lowest Price Technically Acceptable (LPTA) to Best Value Tradeoffs.
Scenario-based Discussion: Discuss strategies for Government procurement at different purchasing thresholds and evaluation criteria.
Module 6: Market Research to Find Customers for Your Company: Identifying agencies that buy what your company sells
- Identifying top government contractors for the agency.
- Conducting government market research like a professional analyst.
- Performing an initial competitive analysis.
- Finding Government contacts.
- Getting maximum help from OSDBUs, vendor outreach events, and other methods of entering Government agencies.
- Exercise: Research a customer and competitors based on a company’s core capabilities.
Module 7: How to Build Your Federal Opportunity Pipeline
- Creating a balanced pipeline that’s an engine of explosive business growth.
- Implementing an integrated, multifaceted approach to find Government bid opportunities.
- How to use pipeline tools effectively beyond FedBizOpps (FBO.gov) and FedConnect.net.
- Where to register to receive bid notices.
- How to get face time with the government customers.
- How to leverage your workforce and partners to identify government pipeline opportunities.
Day 2 Highlights
Module 8: How to Obtain Sole Source Awards
- How to reduce competition and win sole source awards.
- Adding scope to your existing government contracts.
- Understanding regulations for issuing sole source government contracts.
- Sole source contract award process for businesses not subject to statutory exceptions.
- How to write unsolicited proposals for Government agencies.
- How to work with Government to facilitate a sole source award.
- How to write proposals for sole source procurements.
- How to contribute to effective Justification and Approval (J&A) for a sole source proposal.
- How to receive an 8(a) sole source award.
- How to get an SDVOSB sole source award.
- How to get a WOSB and EDWOSB sole source award.
- How to get a HUBZone sole source award.
Module 9: Additional Methods of Building Government Opportunities Pipeline
- How experienced government contractors create opportunities for themselves.
- How to identify immediate bid opportunities to add contract revenue.
- Additional techniques to attract government opportunities to your company.
- Venues where to talk to government customers.
- Qualifying an opportunity to ensure it fits within your strategic business development plan, has high win probability (Pwin), and low execution risk.
- Exercise: Qualify a bid opportunity based on a provided scenario.
Module 10: How to Create Your Business Development Strategy and a Strategic Business Development Plan
- Four main goals of a Strategic Business Development Plan.
- Methodology for conducting a business development strategy planning session.
- How to transition from subcontracting to priming in the government market or enter government market as a new business.
- How to develop a business development budget, and how many proposals you need to write to achieve the desired growth.
- Analyzing and expanding your core competencies.
- Identifying Must-Win bid opportunities.
- Strategies for winning Government contract bids consistently.
- Exercise: Calculate business development budget based on a scenario.
Module 11: Engaging with the Federal Government Customers
- How to market to the Federal Government.
- The rules of marketing to the Federal Government you cannot break at any cost.
- How to get a meeting with a Government official.
- How to become a trusted adviser to the Government customer.
- What marketing collateral you need for effective Federal business development.
- What information to include in a high-impact Government capability statement, specific to Federal customers.
- How to legally “wire” the Government bid to your company.
- Professional associations to join for government business development purposes.
- How to target potential teammates to be added to a winning bid team.
- Four important goal of working with the customer.
- How to prepare for an effective capture and proposal process (and what an effective capture process will help you achieve beyond business development).
- How to attract Government customers to your company through Web and social media.
- Low, medium, and high-cost Government marketing activities.
Exercise: Critique a government capability statement to identify missing information and recommend improvements.
Module 12: Transitioning to the Capture Process
- Qualifying a bid opportunity.
- Gate review that kicks off the capture process.
- Components of the capture process important for Federal business development and proper positioning to write a winning proposal.
Module 13: Summary and Recap
Seating is limited!
Cancellations & Rescheduling Policy
Cancellation notification must be received 10 business days prior to the training date. Upon notification, your registration fee will be refunded less a $100 non-refundable processing fee. Any cancellations beyond the 10 business days are non-refundable, but the course fee can be applied towards another training course, webinar, or an OST Global Solutions training product. No refunds will be made for the cancellation of a rescheduled course. Courses need to be rescheduled at least 24 hours in advance because we have to print the materials. As we constantly update the materials, they cannot be reused for another class. If a registrant didn’t request to reschedule and simply doesn’t show up on the day of the class, they forfeit the ability to reschedule. Attendee substitutions may be made at any time. Payment must be received prior to the course date. No-shows are liable for the full class fee.
If you would like to discuss whether this class is right for you or have any other questions, please call (301) 384-3350 during normal business hours.
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