Federal government contracting is complex, quirky and hard to break into. For small and large businesses, it can sometimes take up to 24 months to win new work. This webinar will provide contractors with the simple steps you can take to grow your pipeline in a matter of weeks. The topics will include when/where to look for business, how to spend your time prospecting and how to position yourself for success.

1. Blue Beacon
Landing Federal Government
Projects as an Independent
October 2016

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Emily Stringer
Consultant 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. 1099
2. Contract Vehicle
3. BPA: Blanket Purchase Agreement
4. IDIQ: indefinite delivery/indefinite quantity
5. Task orders
6. FBO.gov
7. GSA Schedules
8. FAR: Federal Acquisition Regulation
9. DCAA: Defense Contract Audit Agency
10. 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
Market
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 play
o Experience working with the
federal program manager or
contracting professional
o Advanced or unique capability
o Institutional knowledge
o Resume with government
experience
o Advanced proposal writing &
response

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Planning
Request for
Proposal (RFP)
Proposal
Submission
Contract AwardPerformance
Contract
Extensions/Option
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 Service
www.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

21. Blue Beacon
Thank You for
Participating!
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