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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