Month: November 2018

Harness the Power of GSA to Grow Your Business!

Posted on by Eric Coffie

Grow your business and provide products and services to the government by using the power of GSA!

WHAT IS GSA AND DO THEY DO?

The General Services Administration (GSA) is an independent agency of the United States government that facilitates and manages the Schedules program, the most widely used federal procurement program.

As the acquisition arm of the federal government, GSA plays a vital role in connecting the private sector with federal agencies in order to fulfill their business needs.

GSA offers professional services, equipment, supplies, telecommunications, and information technology from commercial businesses to different government organizations, including the military, through acquisition solutions from its Federal Acquisition Service (FAS).

In this section, the organization also listed the products and services that they buy.

WHAT IS A GSA SCHEDULE?

GSA Schedules (also referred as Multiple Award Schedules and Federal Supply Schedules) are long-term governmentwide contracts for commercial vendors to supply different products and services to different agencies in the government at a volume discount pricing.

According to their website, these Schedules help vendors to have a direct link to the government contracting community while also helping the buyer or, in this case, the agency to save time and money.

GSA also has other purchasing programs apart from GSA Schedules, just click this link to know more. 

WHAT ARE THE BENEFITS OF BECOMING A GSA VENDOR?

When you become a vendor, your company will appear in the GSA Advantage. It is the online shopping and ordering system for the GSA and its buyers. 

Apart from that you can take advantage of the power of GSA in terms of:

RESOURCES

With this in mind, if you want to learn more about how to grow your government contracting business, then join us here at GovCon Giants.

Just visit our website and other social media platforms or check the new GovCon Edu where you learn everything about government contracting!

You can also check these resources below to learn more on how the GSA Schedules and other purchasing programs work:

How to grow your IT company – Eric Coffie

https://www.youtube.com/watch?v=guO09m98_7s&feature=emb_title

GSA Regional 4 Customer Service Director Shaun Hartman talks with Eric Coffie

https://www.youtube.com/watch?v=K9z2GPGRb6o

DoD & GSA seeks out new innovation, technologies, business strategies

https://www.youtube.com/watch?v=MfR6djTLlog&t=438s

IT YouTube Playlist

https://www.youtube.com/playlist?list=PL6-jBNNcc98uZ4OzF5wrDlL9MY9cpw-k3

We are more alike than we are different

Posted on by Eric Coffie

I don’t have any specialized talent or skills. I don’t have a super memory. I am not connected to the Washington beltway or sponsored by one percenters. I am just like you and I’m here to tell you why we are more alike than we are different. 

I ONCE HAD A 9-5 JOB

It wasn’t a long time ago that I had a nice cushy job and always had the security of a steady paycheck. However, when the market took a dump, my private sector projects tanked my business and I was forced to take a position in Miami-Dade County as a Construction Manager 3.

In that job, my days were pretty easy. Each morning, I would dress up ‘business casual” and head to the office on the Express bus, transfer to the train piled with 9-5’ers, and get off at the exit at my building.

My office was on the 11th floor and after a few morning pleasantries, I was back on the elevator down to the cafeteria for some pastries and pastelitos.

The morning cafecito crowds were a usual mix of the same characters. The smokers, people who drag in late, the homeless, early birds returning from a walk after clocking in, delivery drivers, visitors and county staff from other facilities. It was a good mix of morning humor and a way to pass the early morning hours, assuming you had no 9 a.m. meetings.

Then, I was back upstairs to welcome everyone that I had not greeted in the 1st set of rounds. Our team occupied 25% of the floor, so there were another 75% of people at desks who I didn’t interact with throughout the day. Truth be told, I got more local news in the first two hours of the day than Channel 7.

After returning to my desk and responding to the barrage of emails, the assistant director usually would come in with a new found agenda that we were now forced to adhere to based on upper management meetings.

So, off we go in the county car to a county facility to address a complaint or, in this case, a change that a tenant wants in one of our over 100 facilities. These meetings can take between 15 mins to 1 hour, but there is still a 2-hour traffic back and forth.

After a late morning meeting, we track back to the office in preparation for lunch where we spend countless times discussing what to order, where to go, and with whom.

A usual meeting or conference call in the early afternoon, a few more emails, and the day is over.

If any of that story sounds familiar to you, then I wish you the best because I decided to end it. 

BUT THEN, I QUIT

I remember the day I came back to the office and announced that I QUIT. Many people told me to never come back as it would only be a lifetime sentence of unfulfilled hopes and shattered dreams. 

So many people admitted that they felt trapped in that job too. They once had aspirations and dreams like starting a restaurant, a day care, bakery, and a cleaning business.

However, they didn’t pursue these because they weren’t sure and they love the security of living from check to check. The job that once brought them security and comfort now becomes the chains that held them back from ever pursuing those ambitions.

Some (like me) came to the county after failed attempts at business, a layoff in the private sector, and others referred by family and friends, and they simply never worked anywhere else. All of them knew that the minimal responsibility position was not transferable to “real world” jobs.

“In the private sector, you must deliver; in the county, you just have to show up and get through the day.”

NOW, EXPLORE YOUR INNER GIANT!

Now picture me, Eric Coffie, in that same 9-5 job all over again. What if I had stayed in the county and left my dreams rot away in my mind? Would you ever know me? Would you know about Govcon Giants and learn from our wide-array of valuable content?

I don’t think so. You would never come to know my name or that of thousands of other entrepreneurs out there in the world if we all had chosen to stay at our jobs.

Though I have to admit, many people do enjoy the routine and consistency of a steady paycheck, but for the rest of us with high hopes for the future, this was not the place. 

So, if you think you are the next inventor, creator, and entrepreneur, explore your INNER GIANT!

Abandon the false comfort of check and take the first step towards realizing your FULL potential!

TAKE ADVANTAGE OF THESE RESOURCES!

With this in mind, if you want to know how to transform your life and realize your full potential, then check the resources below. 

If you also want to learn how to do business with the government through government contracts, then join us here at GovCon Giants.

Just visit our website and other social media platforms or check the new GovCon Edu where you learn everything about government contracting!

10 Steps to Life Transformation – Eric Coffie

https://www.youtube.com/watch?v=Yeu0bRx71cc&t=1111s

5 Step Formula for Overnight Success – Govcon Training Day 4 – Eric Coffie

https://www.youtube.com/watch?v=lMMWh5dSbgU&t=737s

Evolve or Die! Savor Life versus Make Impact

https://www.youtube.com/watch?v=JQbA8nesh8s&t=2161s

How to Set Goals in Life – Eric Coffie

https://www.youtube.com/watch?v=mLqx9IjOXTs&t=167s

Govcon Giants Podcast Playlist

https://www.youtube.com/playlist?list=PL6-jBNNcc98vTBvNhFYfUTeH0k-Vx2VBH

Motivation Playlist

https://www.youtube.com/playlist?list=PL6-jBNNcc98vrZd7y7Jp78iyFpJhcrO-R

Take This FREE Government Handout Better than FEMA!

Posted on by Eric Coffie

A lot of people are asking me the same question, “Eric, how do I get a contract?” So, to answer these people, take this FREE government handout that is better than FEMA!

THIS IS THE WORLD’S BIGGEST HANDOUT!

The United States federal procurement system is the biggest handout in the world.  There’s no other country in the world that has a procurement system similar to the way ours is run and operated.

“It’s the only program, the only system that I know that will take a one-man or a no name company and turn them into a multimillion dollar organization.”

So, if you’re looking for opportunities in the federal marketplace or you’re interested in doing federal procurement, then take advantage of this opportunity to provide products and services to the government. 

Besides, the systems are already in place and designed to help you succeed. The government doesn’t want you to fail. They want a win-win-win for everybody: the contractor, the company, the entity… everyone.

JUST PICK UP THE PHONE!

Still, you need to consider that you still need to be involved in the process. You need to do the work in order to succeed in this marketplace. 

The things that you need to do include looking where the opportunities are, finding out who or what company has contracts, and start calling these people. It’s just as easy as that.

The truth is, these companies need people like you to fulfill different contracts. They can’t do all of the work alone. This is why we have subcontracting, consulting, and teaming. 

You can start out by being a subcontractor and by providing something of value to the person or the prime who’s actually servicing the specific government agency. You can do this by just finding out who has the contract that you are looking at and giving them a call. 

You can say this statement, like, “Hey, listen, Jack. My name is Eric. I’m calling from Evankoff Construction. Listen, congratulations. I see you just won the contract award. I want to congratulate you, but let me tell you a little about my company. Do you have a minute?”

“They’re always looking for one more better supplier, one more better subcontractor.”

Now, guess what happens once you do that and you start talking to people? You become a subcontractor and because of that, you can have a past performance and a professional reference for the work that you performed. You can use that stuff in the future once you are ready to become a prime contractor.

HERE’S A STORY FOR YOU!

I actually have a couple of friends of mine that do drywall, but they’re broke. They’re not successful. They’re like handymen. They’re just getting by and scraping by. 

Then, I also know a prime that does a 100 million a year and they have a job that’s $17 million. Now, they’re even looking for a drywall company to do around 1 to 2 million dollars worth of drywall work.

So, why is it that this guy is not doing well in his business when there’s this million dollar opportunity in place and there’s no one to do it? This just doesn’t add up. 

“You can’t make the connection if you don’t reach out to the person and call them. You’re not going to be able to find that opportunity and they’re not going to be able to find you because no one’s talking.”

Besides, who needs the money more? My friend with a drywall business does. And in this case, you too. You’re the person on the other side that needs these contracts. So, call these people.

“You need to call them and say, ‘Hey, listen. I’m your guy. Whatever opportunities that you have in my field, please, let me know. Give me a shot. Give me a chance. Let me try. Try me out for a moment and see what I can do.’”

Now, that’s the handout right there. Once you start calling people, you’ll start building your history and past performance and you’ll continue to gain more opportunities. That’s what I’ve been doing and that’s what I continue to do.

RESOURCES

Forget about FEMA. Forget about food stamps. Forget about certifications. Remember, you already have the opportunity. You just have to do the necessary steps to take action in order to make it happen for yourself, for your company, and for your family. 

With this in mind, if you want to be part of a community who wants to succeed in life in terms of doing business with the government, then join us here at GovCon Giants.

Just visit our website and other social media platforms or check the new GovCon Edu where you learn everything about government contracting!

To learn more about the topic above, you can also check these resources below:

Free Government Handout, better than FEMA!

https://youtu.be/_I1kivIB9Do

https://govcongiants1.wpengine.com/wp-content/uploads/2018/11/Free-Government-Handout-better-than-FEMA.pdf

Worried about not having a certification, see why it doesn’t matter

https://www.youtube.com/watch?v=dwGPXj6TLng&t=771s

Your Certifications DON’T Mean ANYTHING!!!

https://www.youtube.com/watch?v=YwyZwq_D4O0

Finding 💎MILLIONAIRES💎 to network with, becoming a dealmaker and more

https://www.youtube.com/watch?v=woPcldc3sfY&t=977s

028: Small Business Administration Subcontracting Program Manager

https://www.youtube.com/watch?v=w8MvSXYv6yY&t=1738s

Want to make money as a Government Consultant, follow these steps

https://www.youtube.com/watch?v=g1801TXW3pQ&t=30s

06: Joint Venture and Mentor Protégé Guru

https://www.youtube.com/watch?v=df9jBqAT3Xc&t=2482s

Don’t Screw Up Your First Federal Bid, Follow These Tips!

Posted on by Eric Coffie

Follow these tips and tricks in doing government contracts, so you won’t screw up on your first federal bid!

TIPS THAT YOU SHOULD FOLLOW

I know a lot of people who are bidding jobs all the time, but they aren’t really successful at getting the job or if they won, they found out that they made some huge mistakes along with their bid. This is what I want you to avoid. 

With this, I’m sharing some ideas and ways that I use myself when I’m looking at bidding projects in the federal marketplace.

1. Get the contract into writing.

We’re always in a rush for a very quick turnaround period, but in terms of pricing and specifications asked by the government, you should make sure to get it first into writing. 

Why? Because the government does not care if you make a mistake or if they are the ones who did it. If they can’t see those specifications in paper, then they won’t pay you. 

“They don’t care about anything that’s happening in your life, your personal life, or anything happening between you and the guy who told you that this thing was going to be square versus round. So make sure, the only way that you can really cover yourself is to get it in writing. You want to make sure that the first thing you do is get stuff in writing.”

2. Meet all the specifications.

Some people who watch my video usually bid for commodity-type items on sites like FedBid, NECO, or Dibbs. With this type of doing business with the government, you should make sure that you meet the requirements and specifications of the product they want. 

If they want a green headphone, you should give them green headphones. Regardless if your supplier doesn’t have that type of headphone, you still need to provide it. You may either look for other suppliers or you don’t bid the job. 

“Do not bid a job with something that’s different, that’s less, or inferior, than what the government’s asking for. Make sure that you’re giving exactly what they’re asking for.”

Also, even if it doesn’t make sense, give it to them anyways. Why? Because the government will pay for their mistakes. As long as you give them what’s written on the contract, they’ll pay you. 

3. Get supplier credit.

It doesn’t make any sense to go out here and attempt to bid jobs or attempt on pursuing opportunities that you don’t have the ability to finance. So, get yourself some supplier credit or ask someone or a company to provide it for you.  

“If you don’t have any money, you don’t have any resources, you don’t have any… a teaming partner or a company that you’re working with that has the ability to purchase this item, I would not encourage you to bid it.”

Don’t try to figure it out later, after the fact that you bid on it because I have met a lot of people who have won projects, but can’t do it because they don’t have any resources. 

In fact, these are the things that you need to think of first, before you actually take on the challenge or actually start bidding jobs.

If you want people to help fund your bids, then find a network of people who can vouch for you. If you also want to learn how to get yourself some supplier credit, don’t worry we have a video made for that. 

“Learn these things that you need to do. Put yourself in a position to be ready when the time is right.”

4. Know your numbers.

You need to know how to price your jobs and with this, you need to ask these questions:

How much profit do you have in that job? How much is the product? How much do you need to transport that product from the supplier to the agency? Do you pay your workers the right wage? 

“The only way that you would know what you can and can’t do is based on knowing your numbers. So have a good grasp of your numbers. Know what the things cost. Know what it costs to get it to where you have to get it to. Know what it costs to install it. Know what it costs to integrate it. Know how many people you need. Know your numbers.”

5. Don’t go at it alone.

A lot of people out there are one-man companies and a lot of my audience are people who want to shift from one career to the other, but in doing these things, you should not do it all alone. 

You can technically do some stuff on your own, but for other things, you can’t. You need resources. 

There are people out there. There’s mentorship and other seminars out there. There’s PTAC and other organizations that are partners with the Small Business Administration that want to help you. There are also entities that are willing to do partnerships, joint ventures, and teaming with you. 

“I’m not saying that you need someone 24 hours a day or 99 percent of the time. But, have someplace, some resource, somewhere that you can go to kind of like piggyback your thoughts, your ideas, when you’re doing this stuff.”

6. Prepare to work.

Government contracting is not a get rich quick scheme. It is work and if you’re not prepared to do the work, then you’re not ready for this. 

Now, some of you might have a day job or are working on other things, but consider that doing this is also a job and in order for you to get something out of this, you need to do the work. 

“We all have lives, I understand all that kind of stuff. But, again, it’s work. It’s like anything else. You get out of it what you put into it. So, if you put in very little, you’re going to get out very little. Simple as that.”

7. Cover the time element.

I’ve seen projects where the government said, “Listen, provide us this item from the day we execute the contract. We need it delivered to this particular location in three weeks.”

Now, that statement or specification is critical. If your supplier can’t meet that requirement, then you don’t need to pursue that project. If they can’t deliver that item to this particular destination in three weeks, then I would not go with their price.

Even if their price is lower than the guy who can deliver it in three weeks, you should not agree to it because you will just then be kicked off of the job for failing to perform. 

“You don’t want to be considered non-responsive for failing to meet that requirement. That’s a very easy way to disqualify yourself before you get started. And bids are so time consuming. There’s so much work that we put into this stuff that, why would you want to even be disqualified coming out the gate? So make sure you meet that time element.”

RESOURCES

With this in mind, if you want to learn more about the tips and tricks in winning government contracts, then join us here at GovCon Giants.

Just visit our website and other social media platforms or check the new GovCon Edu where you learn everything about government contracting!

You can also check these resources below to learn more about the topic above:

Don’t screw up your first federal bid, follow these tips

https://youtu.be/Y_-uiGSnkSQ

https://govcongiants1.wpengine.com/wp-content/uploads/2018/11/Dont-screw-up-your-first-federal-bid-follow-these-tips-1.pdf

Build a Target Market List using the Federal Procurement Data System (FPDS)

Posted on by Eric Coffie

In this blog, we’re gonna discuss three things: what is FPDS, what kind of things can you do at FPDS, and how to build your target market list. 

WHAT IS FPDS?

The Federal Procurement Data System (FPDS) is a huge database of all the government contract awards.

This is where you go to search for your competitors, your customers, and the people that want to buy your products and services.

HOW TO BUILD A TARGET MARKET LIST?

In building your target market list, you can go to the FPDS database and start doing an easy search. With this, you can just type your NAICS code and hit enter. 

Afterwards, it will reveal results with information including the top 10 department names, top 10 agencies, top 10 vendors, and then it shows you account symbols. 

Of all that information, we’re going to actually go to  contract and agency names, and then vendor names. These are actually self-explanatory as FPDS provide results of people who have received the most contract awards for that particular NAICS code under their system. 

For instance, if you click a contract agency under the top 10 contracting agency name, then you will see that the Department of Air force might have given 10, 000 worth of contracts, the Navy gave 7,000 contracts, and so forth.

What I usually do is I click on an agency name and look for their top 10 vendors. Then, I went to my Excel sheet, typed in for instance, Department of Army, and then put in the top 10 vendors of that agency. I also put other agency’s vendors in my Excel spreadsheet and so forth. 

So, what I’ve done is, I’m building up a target market list of both competitors and contracting agencies that I can use to solicit business from.

I will then check more information about these vendors and contact them if they would like to give some parts of the contract that they can’t do. 

RESOURCES

Now, those are the ways that I use FPDS to build a target market list. You can just do it without even registering, so it’s a good introduction for all of you out there. 

“It’s just an introduction, but it’s the first step to learning who your competitors are, who your clients are, and who’s going to buy your products and services.”

With this in mind, if you want to learn more about the tips and tricks in winning government contracts, then join us here at GovCon Giants.

Just visit our website and other social media platforms or check the new GovCon Edu where you learn everything about government contracting!

You can also check these resources below to learn more about the topic above:

Build a Target Market List using FPDS -Federal Procurement Data System

https://youtu.be/gUbTyb2h7as

https://govcongiants1.wpengine.com/wp-content/uploads/2018/11/Build-a-Target-Market-List-using-FPDS-Federal-Procurement-Data-System-1.pdf

 

Fundamentals and Basic Building Blocks of Winning Federal Contracts!

Posted on by Eric Coffie

Want to become a prime and start doing government contracts? Then, read this blog to learn the fundamentals and basic building blocks of doing federal contracts!

LET’S START WITH THE BASICS! 

Looking at my previous content, I made a bunch of content talking about specific things that the only people who were familiar with are already doing business with the federal government, so I decided to make this content where I actually start connecting the dots.

“I’ve got great videos, but if you’re not familiar with how to put the pieces of the puzzle together, then they’re just, basically, puzzle pieces scattered out.”

Note, that this blog is only for those people who want to become prime contractors. These contractors are basically companies that have direct contracts from a specific government agency. 

However, if you want to do business with the government, but don’t want to go that route, we have videos on my Youtube channel about being a subcontractor and a consultant. 

FOUR FUNDAMENTALS

1. NAICS code

A North American Industry Classification System (NAICS) code is a six-digit long code that  distinguishes the products and/or services that your business would like to provide to that specific agency.

If you also provide a wide variety of multiple products and services, then you can certainly have a multiple NAICS code. 

You can view the NAICS code list from the U.S. Census Bureau or by contacting the bureau through 1-888-756-2427 or on their email address, NAICS@census.gov.

If you want to know about this code and how to choose one, then check this video entitled “Primary vs Secondary NAICS Code.”

2. DUNS number

A Data Universal Numbering System (DUNS) is a nine-digit identification number assigned to identify your business and to track your company’s credit record.

It is actually similar to your EIN number, the tax ID number that’s assigned to your business after you’ve set up your corporation.

Note that a DUNS number is free to obtain and if your business is in various locations, then you need to get a different DUNS number for each location.

To get your DUNS number, you can go into the Dun & Bradstreet website or you can either request via this toll-free telephone number, 1-(866) 705-5711.

If you want to know more about this code and how to apply for one, then check this video entitled “How to Apply for a DUNS Number.”

3. SAM.gov

The System for Award Management (SAM) is the website where all particular companies that are doing business with the government, even if you’re talking about Boeing and SpaceX, need to register. 

In registering, you primarily need to create an account first. You can either choose an individual user account or a system user account. However, it is preferred to create the latter.

After creating an account, you can already register but make sure that you appropriately fill all of the information.

Depending on the complexity of your business, your registration might take about an hour and it can also take an average of 7-10 business days to process in the database. 

Other than that, you should update your SAM profile on an annual basis or when a certain change in your business information is made. The updating or renewal process might take for approximately an hour before it becomes active on your SAM profile. 

If you want to learn more on how to register in SAM, then check this video entitled “Register System for Award Management “SAM.gov” to win Federal Contracts.”

4. DSBS

Before you finish your SAM profile, make sure to go down to your Dynamic Small Business Search (DSBS) page and answer the necessary information because you can use this to create a unique profile for your business. 

“This is what helps you stand out from the crowd. This is your opportunity to highlight your history, your past performance, and give a brief description about your company to fellow agencies.”

Besides, information in the DSBS is publicly available and is widely used by contracting officers to help them choose between two similar companies entities.

With this in mind, you can check this video entitled “SAM.gov part 3 of 3 (SBA Profile) Dynamic Small Business Search” to learn more about the process. 

BASIC BUILDING BLOCKS

1. Professional email address

This seems like a very novice concept, but we don’t need people out there with caseyandjojo@gmail.com, we need people with professional email addresses that represent their company. For instance, it can say yourname@llccorporation or suchandsuchpainting.com.

2. Website

As a prime, it doesn’t make sense if you don’t have a website because these are what most consumers or buyers tend to look at. Besides, websites are so inexpensive to create. 

3. Corporate Identity

When we’re talking about corporate identity, we’re talking about your marketing materials like your business cards, brochures, and things like that. Remember, corporate identity is your logo.

“(It should be) something that when someone sees it, it sticks out that that is your brand and who you are.”

4. Capability statement

Your capability statement is your company’s resume and it should be formatted in a certain format that has information that agencies look for when talking to you. 

This is especially important because when you’re going to go around and you start talking to small business agencies and small business specialists, they’re going to ask you for your capability statement. 

If you want to learn more about this, then check these videos on how to “Build a professional capability statement for pennies on the dollar!” and “Capability Statement Do’s Don’ts Resources and more.”

RESOURCES

Now, you have the fundamental pieces of the huge puzzle. Note that these are just the building blocks and fundamentals for interested businesses that want to become prime contractors. 

With this in mind, if you want to learn more about the tips and tricks in winning government contracts, then join us here at GovCon Giants.

Just visit our website and other social media platforms or check the new GovCon Edu where you learn everything about government contracting!

You can also check these resources below to learn more about the topic above:

BASICS Building blocks to win federal contracts! (government)

https://youtu.be/jqfX2ZBg2Ck

https://govcongiants1.wpengine.com/wp-content/uploads/2018/11/BASICS-Building-blocks-to-win-federal-contracts.pdf

5 Step Formulas for Overnight Success!

Posted on by Eric Coffie

This is the time to take action and stop asking different questions about federal contracting. Use these 5 step formulas for your overnight success!

CREATE AN ORGANIZATION

This seems very basic but you have no idea how many people want to win federal contracts, yet they don’t even have an organization or haven’t even formed an LLC. 

If you haven’t created your organization, go ahead and do that first before you start pursuing contracts. With this, form an LLC because it’s easy to manage, cheap to open, and you can restructure  it any time.

It may seem mundane but you better do that first because we’ve had a scenario where people actually won a contract, but because they didn’t have a corporation (they only wrote it under the name of a corporation that wasn’t even incorporated),  the government could not award them the contract.

RECRUIT THE BEST PEOPLE

If you are building an all-star team for a video game, would you add the best basketball players or choose the ones that are not even that great? 

Of course, you would choose the best people. And that is the same thing with building a team for a contract opportunity. You make sure that you find the best people and the best companies to partner with and not just hire someone because you are related to them in some way. 

Where to get people?

You can get the best people through industry trade shows, conferences, and networking events.

Every single industry, no matter what product that they sell, has a conference where you will find all of the CEOs, the executives, and the corporate people in any respective industry.

However, you should make sure that you are talking to these people during these events and not just taking advantage of the free stuff there. Go to their table, sit down with them, and talk to them. 

“I went through the book and I got the pictures and I was able to establish an actual, a real rapport with those persons where they were able to give me their contact information later for questions because I wasn’t part of the massive crowd or audience trying to get their autograph or shake their hands after they were presented with an award. I got to them beforehand.”

What do you offer them?

You should present them an opportunity, may it be a contract, an increased revenue, a new marketing opportunity, and the ability to expand and grow their brand among others. 

There are a lot of things you can offer. Just make sure to present these to them while talking to them on these events or afterward because that’s how you get their attention. 

What are the benefits of hiring large companies?

1. They have money. 

If you’re working with a large organization, they have cash and lines of credit at their disposal and they’re more willing to let go of these money in exchange for an opportunity because they understand that nothing comes for free. 

However, if you work with your friend’s company who doesn’t have any money or any resources, they can say that they are certified, but besides that, they can’t really offer you anything else.

2. They have resources. 

It’s instrumental that you have resources when you start targeting set-aside projects because you’re gonna have to put together technical proposals and a lot of times you’re gonna need someone to put these together and review them over a short turnaround window.

3. They have history and past performance.

It makes it easier for you to talk to contracting officers and small business specialists when you have a huge company to back you up because in that way, you tend to speak confidently knowing that you have the team and the resources that they need. 

For instance, imagine working with a small company that doesn’t have resources and because of that, you overlook a million dollar mistake. That’s going to be a huge problem.

However, if you’re working with a huge firm, they surely have people to foresee that problem or the cash to pay for that. 

4. They are progressive thinking

Large companies understand the federal arena and they may already have people who have already investigated the market and understands the power of federal contracts. So, you don’t have to actually even sell them on that.

The only thing that you’ve got to do is convince them that you’re the right person to work with in obtaining some of these contracts.

5. Have the ability to branch out.

The last advantage of working with large companies is that they have the ability to branch out and work in multiple states.

TAKE ADVANTAGE OF THE BIGGEST GOVERNMENT LOOPHOLE

The All Small Mentor Protégé Program is brand new and once people understand the power of this program, in a very short period of time, they’re gonna close this as well because this is the same program that was modeled after the 8(a) program.

It’s the same program that highlights that if you’re a certified small business, then you can partner with a large company to pursue a specific opportunity. The catch is you should partner with them as a joint venture and then they agree to become your mentor. 

Then, that large firm now takes on your small business size; so if that company does $50 million a year and you do $50,000 a year, that company now qualifies as a small business and you guys can bid on these huge projects together.

So, while this program is still open, take advantage of this now!

START PURSUING IDIQ OPPORTUNITIES

IDIQ stands for Indefinite Delivery, Indefinite Quantity contracts which are opportunities that are multiple year contracts, so the contracts usually range from zero to five years and these have a dollar threshold that goes from zero to a hundred million dollars. 

So, how this works is if you get to the five years, whatever money you spent, that’s where it stops. Also, if you get to the hundred million threshold in three years, then that’s where it cuts off.

What are the benefits of IDIQ opportunities?

1. These are similar to a blanket purchase order.

A blanket purchase order is essentially when the government lumps together a whole bunch of projects that they want to get accomplished.

For instance, one of the company’s I consulted with was on a million dollar IDIQ and in that IDIQ, they need to pre-qualify in order to participate.

The good thing is these companies don’t need to bid on each contract or job because they are essentially prequalified in that IDIQ’s hundreds of jobs. 

2. There are a limited number of participants in the pool. 

An IDIQ doesn’t have hundreds of people in it. To give an example, SATOC and MATOC just have less than 10 companies in it, maybe even two companies competing for millions of dollars. 

3. Once the pool is closed, it is closed. 

Even if you’re a qualified company to be part of the pool of companies in an IDIQ, once you are late to prequalify yourself, you’ll never get in. 

That’s the benefit with these IDIQs because once it’s closed, it’s closed and they don’t add more people just because they are qualified, so you’ll be able to take advantage of its benefits until the time period closes. 

4. No company can do all the projects simultaneously.

Don’t think that you won’t have an opportunity in the federal marketplace. Consider that the federal government is spending millions of dollars a day. 

The best thing that you should do is work with the best company that you can find because you’re likely to be as good or better than the competition. The only difference is that they don’t know that these opportunities exist or how to pursue them and that is where your value comes in.

RINSE AND REPEAT

Once you win an award, the chances of winning becomes astronomically easier because the entities recognize you. 

However, instead of just bidding for projects after projects, why not consider a multiple year award contract that consists of hundreds of contracts with that information?

Consider that the documentation and paperwork is just the same whether it’s a small contract or a huge one, but what matters most is how people will look at you and your company.

Again, the contracting officers are risk-averse, but if you show that you’ve qualified for an IDIQ, then that legitimizes your business and who you are. 

“It’s another sales tool in your arsenal or marketing strategy that you can use and leverage when you’re going out and you’re talking to people on that.”

RESOURCES

Now, you already have the 5 step formulas for your overnight success, so stop asking questions and start taking actions!

Remember, if you plant a seed and you give it proper care, then it will grow into a plant and someday a tree. That’s the same way in this marketplace. You will just be closer to winning, once you do the legwork. 

With this in mind, if you want to learn more about the tips and tricks in winning government contracts, then join us here at GovCon Giants.

Just visit our website and other social media platforms or check the new GovCon Edu where you learn everything about government contracting!

You can also check these resources below to learn more about the topic above:

5 Step Formula for Overnight Success – Govcon Training Day 4

https://youtu.be/lMMWh5dSbgU

https://govcongiants1.wpengine.com/wp-content/uploads/2018/11/5-Step-Formula-for-Overnight-Success-Govcon-Training-Day-4-.pdf

6 Reasons to Form Your Corporation Today!

Posted on by Eric Coffie

Want to do business with the government, but don’t have a business yet? Well, in this blog, let me tell you why you need one. These are the reasons to form your corporation today!

ALMOST FREE

Here in Florida, when you were to actually go to sunbiz.org and register your company, it’s just $125.00. 

It might be less than or more than that dollar amount in your state, but regardless, it will not exceed a thousand dollar.

In that sense, I even think that that amount is free, considering that there are thousands of contracts in the government marketplace worth thousands and millions of dollars.

GET THE CLOCK STARTED

Most government agencies, whether they’re local or federal, are always looking for a company’s history. These also include banks and other financial institutions.

So, it is best to register your company now because you can already go ahead, get the clock moving, and take that direction.

This way, if you are ready to become a prime and you need any types of credit lines or if you want to borrow money for some of your suppliers, then you already have the history and past performance. 

START MAKING MONEY

Once you get to form your corporation, you can already start making money by being a consultant or a subcontractor to a large prime who’s already doing the type of work in your area and the type of work that you want to do. 

The only thing to consider is that you already know the product and services that you want to offer.

TAKE THE 1ST STEP

If you don’t know what your products and services are yet, it’s okay because you can start learning by researching the marketplace and finding out where the opportunities are afterwards. 

“That’s exactly how I got started back in 2007, with no relationships, no connections, and no money. I simply jumped in, head first, and I started learning about the market, and learning about the opportunities, and then I became a consultant to a much larger prime, and then started working the marketplace.”

TAX BENEFITS

By forming a corporation, you can start spending pre-tax versus after tax dollars, and if you decide to take the route that I took, which is becoming a consultant, now you can start dispensing everything through your business.

PERSONAL INCOME

One in three small businesses generate $100,000 a year in personal household income. That puts you in the top 10% of people nationwide for earning potential.

So why wait? Start your corporation right now!

RESOURCES

Again, no reason to just wait for something to happen, the baby boomers are already retiring and we already understand that 80% of all contacts go to the incumbent, so it is best to create the road on our own. 

With this in mind, let me help you become an incumbent and achieve your goal and your lifetime dream of earning all that you can in the federal marketplace.

Join us here at GovCon Giants by visiting our website and other social media platforms or check the new GovCon Edu where you learn everything about government contracting!

You can also check these resources below to learn more about the topic above:

6 Reasons To Form your Corporation TODAY! Government Contracting 101

https://youtu.be/NpoNXwhZDuw

https://govcongiants1.wpengine.com/wp-content/uploads/2018/11/6-Reasons-To-Form-your-Corporation-TODAY-Government-Contracting-101.pdf

 

Break the Government Contracting Code Using an OSDBU, Small Business Specialist!

Posted on by Eric Coffie

The OSDBU is where you find your small business specialist, but who is this person and what is the use of this office? Read this blog to learn more!

WHAT IS AN OSDBU?

Each federal agency has an Office of Small and Disadvantaged Business Utilization (OSDBU) that acts as a liaison between the small business entity, the SBA, and the government buyer.

They help prepare you to do business with that agency and connect you within their network of opportunities and to their organizations and people that help further your particular mission.

WHY WOULD YOU NEED AN OSDBU?

1. Gain access to the forecast list. 

A forecast list is an agency’s projection of all upcoming projects. This is where an agency puts all the costs, the contacts, any of the products and services they wanna buy in the upcoming fiscal year. So, why not ask about this list directly to that agency’s OSDBU?

To learn more on how to find what agencies are buying using a forecast list, then check this video that we created. 

2. Win contracts and be a subcontractor.

The small business specialist would likely know some of the players at that agency and who’s winning the contracts on a regular basis. 

3. Learn about non-public bid opportunities.

There are tons of bid opportunities that don’t reach the public and if you want to know about this, you better contact that agency’s small business specialist.

4. Find out who can help you grow within that agency. 

As the liaison between the small business entity and the government buyer, the OSDBU will be able to tell you where you can go.

This way, you can introduce your company and your service to the direct people who need what you offer.

HOW DO I FIND AN OSDBU?

1. Type the agency’s name and add OSDBU. 

You can actually just go to any search platform like Google or visit usa.gov and type the agency’s name and add the keyword OSDBU. 

Afterwards, you will be presented with that agency’s website and OSDBU page. Just then, you can navigate their page and learn about their tools and resources, services, and contact information. 

2. Call the Washington headquarters. 

You can just actually call the Washington headquarters and ask the person at the headquarters for the contact information for the particular OSDBU office in your territory or region.

WHEN SHOULD I CALL AN OSDBU?

Immediately after you’ve built your target market list, you should call an agency’s OSDBU because at that point, you already know who buys your products and services. What you just need is that agency’s forecast list of upcoming projects that you can do. 

Aside from that, you can also call them when you’re actually ready to start doing contracts because that’s when you can actually start making connections and on roads within that particular agency.

WHAT TO DO IN MEETING AN OSDBU?

Before the Meeting

The things that you need to prepare and bring to the meeting is your capability statement, that agency’s forecast list to discuss specific opportunities, a list of potential prime contractors that you can connect or subcontract with, and any document or certifications that highlight what you do.

During the Meeting

What you should expect during the meeting is that the quality of the OSDBU person depends on their level of experience.

Apart from that, expect that this person will give you insight on how that agency buys goods and services and on how to sell these to their agency, as well as provide you directions in making connections with contracting officers, officials, and other contractors within that agency.

On the other hand, you should not expect that that person will remember you once you leave, be impressed with your capability statement, or to give you a contract and a referral.

“Just remember that people are people. They’re human beings first. You’re not gonna resonate with every and each individual that you meet. However, the point is to make a connection and to start taking steps towards that direction.”

After the Meeting

After that, you need to take into consideration all of the recommendations of the small business specialist and make a follow up after taking the actionable steps that they recommended.

Also, you want to stay on top of any specific forecast list projects coming out in the near future and be part of any particular industry event.

WHAT IS ERIC’S EXPERIENCE WITH AN OSDBU?

More than five years ago, we were doing a lawn maintenance contract at Homestead Air Force Base. 

Now, before being awarded that contract, we actually went to meet with their OSDBU person and let them know about our services and what we were doing. However, that person just told us to join SAME and participate in the monthly luncheons at the SAME events. 

Well, a few months later, that small business specialist called us and let us know that the particular agency who awarded the contract was not happy with the contractor, so they asked us if we could step in and take over their existing contract.

Well, within probably a three to four month window, we had negotiated a contract and we ended up getting the entire landscape maintenance contract over at Patrick Air Force Base. 

So, that’s the story of how connecting with the OSDBU and a small business specialist could yield some really significant results.

With this, I’ll leave this quote by Zig Zigler:

“It was character that got us out of bed, commitment that moved us into action, and discipline that enabled us to follow through.” 

RESOURCES

Again, you should only trust the process. Go out there, get the target market list, schedule meetings with the OSDBU, and start making yourself known within a government agency.

With this in mind, let me help you become an incumbent and achieve your goal and your lifetime dream of earning all that you can in the federal marketplace.

Join us here at GovCon Giants by visiting our website and other social media platforms or check the new GovCon Edu where you learn everything about government contracting!

You can also check these resources below to learn more about the topic above:

Break the Government Contracting code using an OSDBU! Small business specialist!

https://youtu.be/uvZzGzwFxvo

https://govcongiants1.wpengine.com/wp-content/uploads/2018/11/Break-the-Government-Contracting-code-using-an-OSDBU-Small-business-specialist.pdf

 

Find Out What Agencies are Buying Today Using Your Forecast List!

Posted on by Eric Coffie

What is a forecast list and why do you need this? Continue reading this blog to learn more and to know what your target agency is buying today!

WHAT IS A FORECAST LIST? 

A forecast list essentially a projection of all upcoming projects for a given department or agency. A lot of times, this list goes from year to year, but sometimes it goes for a few years or if not, they break it down by quarters.

Some of the information that you can get from an agency’s forecast list may include the units, the solicitation release date, the award date, and the total amount that’s gonna be awarded in the contract.

“The forecast list, in my opinion, is the start of your networking and your marketing with agencies within the government. This is where the rubber hits the road. You wanna actually concentrate heavily on putting in the work here so that you can start finding out who the people are that you need to talk to, meeting with them, and start planting those seeds. That’s what’s gonna help drive your future contract opportunities.”

WHEN DO YOU NEED A FORECAST LIST?

When you already have your target market list and you understand who your customers are, that’s when you need a forecast list because now, you’re already ready to talk to agencies.

Still, this is assuming that you have your stuff together, meaning, you have suppliers, contacts, team, an experience or past performance, and lastly, you’re already ready to get into federal contracting.

If you don’t know what a target market list is, better check this video that we created. 

WHERE DO WE OBTAIN OUR FORECAST LIST?

1. Acquisition Central

Acquisition Central probably has the widest range of forecast lists from different government agencies. Still, consider that it might not have the complete lists of agencies in their database. For instance, the Department of Defense is not there. 

In order to look for the forecast list, you basically need to visit the website and scroll down and click on the “Procurement Forecast button.” Then, you will then be redirected to the Agency Recurring Procurement Forecasts where it lists the results from different agencies. 

After that, you can then click that agency’s forecast list on the right side of the page and you will be redirected to their forecast page wherein they put the file of their forecast list along with other information. 

2. Agency’s OSDBU website

The second way is going to the agency’s website and going directly to their OSDBU page as this office mainly has small business specialists who are responsible for handling businesses that want to work with that agency.

All you have to do is just look for their OSDBU page or looking directly for their Procurement Forecast page or through searching the keyword “forecast list” on their search box. 

3. Agency OSDBU Office

If you can’t find that agency’s forecast list in those two ways, then it would be best to actually pick up the phone and email their office or call their OSDBU hotline.

They will either point you in the direction of the list or they’ll actually send you to maybe a particular small business region that’s more specifically focused on the criteria that you want. 

Still, you should consider that these three ways will be of no value if you call and ask for a particular NAICS code that they aren’t buying. You should know beforehand what products and services they want. 

HOW TO READ FORECAST LIST?

Apart from using the forecast list as a way to inform you about future projects of a specific agency, you can also use this to actually learn about certain information that you might need in doing your paperwork. 

This is essentially because aside from the basic information of the solicitation release date and the award date, this also tells you about the pricing and structure, as well as gives you understanding on how the contract reads for your particular industry. 

HOW DO I USE THIS INFORMATION?

1. Create networking opportunities. 

The forecast list mainly helps you make a  connection with the small business specialist because when you meet with them, you already have particular opportunities that you want to discuss.

Aside from that, it also helps you connect with the incumbents who are already doing business with that specific agency.

You can then reach out to them and actually talk about specific products and services that you offer within his particular contract vehicle.

2. Gain decision makers’ contact information. 

Aside from contract opportunities, the forecast list also lists different points of contact and their contact information.

In fact, that information is pretty much across the board on every forecast list of every agency. 

3. Lunch and learn. 

The people who are usually putting the contracts out don’t know how each project works. This is why they’re always looking for people and companies that do this day in and day out. Hence, this is where you can lunch and learn with them. 

With this, you can start communicating with them for them to learn about you while you also learn about specific contracts or a particular forecast where you can showcase your expertise.

4. Determine the events to attend. 

You need to be in places where the engineers and points of contacts are gonna be. That’s how you help determine the events to go to.

RESOURCES

Now that you know what a forecast list is and what to do with it, the next thing to do is to actually actually communicate with your small business specialists and other target people. 

Again, you should only trust the process. Get your target market list and your agency’s forecast list, schedule meetings with the OSDBU, and start making yourself known within a government agency.

With this in mind, let me help you become an incumbent and achieve your goal and your lifetime dream of earning all that you can in the federal marketplace.

Join us here at GovCon Giants by visiting our website and other social media platforms or check the new GovCon Edu where you learn everything about government contracting!

You can also check these resources below to learn more about the topic above:

Find out what agencies are buying TODAY using Forecast List!

https://youtu.be/aMqYvftdZAE

https://govcongiants1.wpengine.com/wp-content/uploads/2018/11/Find-out-what-agencies-are-buying-TODAY-using-Forecast-List.pdf