Tag: Federal Government

HOW TO MARKET YOUR BUSINESS TO THE GOVERNMENT

Posted on by Eric Coffie

What is the most effective way to win federal contracts? Market your business to the government. 

When people think about government contracting, the first thing that comes to mind is bidding contracts. Most people believe that bidding is the only way to get government contracts, and that is entirely false. 

You could win government contracts in so many ways, and quite frankly, bidding is not the route we advise you to take. 

When you bid, you are thrown into a pool of people, and some of them might not fully understand the contract requirements. Some might not be qualified or even capable of the work expected of the agreement. 

You’re saying, “So what? I’m capable, so it doesn’t matter.” but actually, it does. You aren’t putting your company in the best position.

CONSIDER NEGOTIATED CONTRACTS

How do you put your company in the best possible position? Through negotiated contracts! When you negotiate contracts, you become the expert. 

The government is turning to you and trusting you to give your opinion on solving their problem. This method, however, is not a process that is as direct as bidding contracts. 

Building relationships and getting connected to contracting people plays a vital role in this method.

For you to even have the opportunity of negotiating with the government, you need to market yourself. You need the government to know who you are and what you can offer. 

ABC’s OF MARKETING TO THE FEDERAL GOVERNMENT

1. Go to a business specialist.

When you are a small business, you can reach the government by talking to small business specialists. They are called different things; OSDBUs, Small Business Liaison Officers, or, in short, SBLOs. 

No matter what they are called, they do the same thing. More specifically, they can help introduce you to people who can negotiate directly with you, such as people from agencies or contracting officers.

Bear in mind that these small business specialists do not give contracts. They, however, can help facilitate government and small business relationships that will lead you to contract opportunities.

Assuming that you have already built your target market list, now you want to start talking to people about contracts. Since we follow a chain of command, the small business specialist is the first person you go to.

Most agencies have a forecast list that shows their upcoming projects and, instead of being pigeon-holed to the idea that these projects are projects that you want to get, use the forecast list as a marketing tool. 

Identify the projects you know you’re capable of performing, and you have past performance on, then present to these small business specialists.

2. Have a complete and updated SBA Profile

You did your presentation, and you spoke to the small business specialist, so what’s next? The small business specialist will most probably talk to the contracting people about you.

When that happens, the government will go to your SBA profile to know your past performance and experience. Please remember that the government is looking at this to judge you. So curate your profile in a way that speaks to a contracting officer.

The second way to market to the federal government is making sure that your SBA profile is complete and updated. Your profile should be a reflection of who you are and what you do. 

Make sure to put all your experience, even those not related to the federal government. Although this is something so easy, this is often overlooked by people. 

3. Respond to Sources Sought

Sources sought is another way to market yourself to the agency or the office. The contract specialist has your information, so there’s no need for you to contact that contracting officer.

It is an opportunity for you to tell your company’s capabilities, social-economic status, and past contract experiences. It’s like giving a free pitch.

The government has to do sources sought for market research, and by responding to them, you are helping them with it. In fact, in an interview with Donnie Harris, a former senior contracting officer, he said that he doesn’t return emails to people who don’t help with sources sought.

You’ve already spent your time with the small business specialist, updated your SBA profile, and now you’ve responded to sources sought, the contracting officers can’t get away from you.

4. Join Events

When you attend events, you meet many people from different industries, and those people know people who might be your company’s future clients.

If you leave a good impression, the chances of you being contacted are amplified, as they remember you and your company’s services. This is how you connect with people.

To make your way in the government contracting industry, you need to build relationships with people in the marketplace, and one of the most effective ways is by meeting and talking to them. 

Through this, you can let them know what you can offer, and who knows, maybe 2 or 3 years from now, they need people to perform services that you can do. 

Let’s take a few steps back. You’ve met with a business specialist, updated your profile, responded to sources sought, and now joined events with contracting specialists and people in the federal arena.

 Congratulations! You have now placed your company in the best position to get contracts.

RESOURCES

Now, you know the fundamentals of marketing to the government. It’s about time for you to go and do it! Government Contracting is more about building relationships than bidding contracts. 

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.

You could also 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, check these resources below:

11: Unlimited Warrant to Write Billions in Contract Actions – Donnie Harris

https://www.youtube.com/watch?v=R_H15m0jKgY

ABC’s of Marketing to the Federal Government

https://www.youtube.com/watch?v=o_QFjjeZMCA&t=1427s

 

Top 10 Agencies for SAP this 2021

Posted on by Eric Coffie

The number one purchaser of goods and services in the United States is the federal government. They are willing to spend a lot of money and people aren’t taking that opportunity. Are you one of them?

Working with the government is intimidating but there is a secret to success for small businesses and that is simplified acquisition procedures (SAP).

Any small business wanting to work with the government should consider SAP as part of their business strategy. It’s the simplest way to bid on any government contract. 

In SAP contracts, agencies don’t need to follow traditional rules which means less paperwork and lower costs, for both the government and the small business. 

With this in mind, it’s time you get to know your potential clients, here’s a list of the top 10 agencies this 2021, according to their budget allocation for SAP contracts.

1. Defense Logistics Agency (DLA) – $1.5B

The Defense Logistics Agency (DLA) is responsible for nearly every consumable item used by the U.S. military forces worldwide, which is why it comes first on our list with a whopping budget of $ 1.5B.

The DLA has been eager in finding potential small business suppliers, as they continuously engage in outreach efforts to teach people how to do business with them. Each year, the agency participates in and sponsors or co-sponsors a significant number of small business events.

2. Department of Veterans Affairs (VA) – $921M

The Department of Veterans Affairs (VA) provides vital services to America’s veterans such as health care services, benefits programs, and access to national cemeteries to former military personnel and their dependents.

This agency is serious about maximizing the use of various small business programs. The products and services they acquire are for a nationwide system of hospitals, clinics, Veterans Integrated Service Networks (VISN), data processing centers, and National Cemeteries.

3. Department of the Army (USA) – $442M

The United States Department of the Army (DA) is the Military Department within the United States Department of Defense. In doing business with them, you should identify which army organization is interested in your product or service.

There are five U.S. army buying commands: Army Materiel Command (AMC), Army Corps of Engineers (USAE), Army Medical Command (MEDCOM), National Guard Bureau (NGB), and Army Futures Command. Each buying command has different needs.

4. Department of the Navy (USN) – $352M

The Department of the Navy’s primary mission is to protect the country by effective prosecution of the war at sea.

The contracting functions of this agency are decentralized which means your market research should extend beyond the geographical bounds of your city, state, and region. Each Navy or Marine Corps major buys their own supplies and services that support their own mission. 

5. Department of the Air Force (USAF) – $300M

The Department of the Air Force defends the country through control and exploitation of air and space. 

The organization offers the Air Force Acquisition Process Model (APM), which serves as the central knowledge warehouse. This acts as the gold standard for the acquisition process. 

The Air Force also has small business specialists around the country who can help your company identify and respond to every type of procurement opportunity the Air Force offers.

6. Federal Aviation Administration (FAA) – $261M

The FAA issues and enforces regulations involving manufacturing, operating, and maintaining aircraft. 

The FAA’s regulatory and air traffic control functions are carried out in approximately 1,000 staffed facilities throughout the United States, Puerto Rico, Virgin Islands, Guam, American Samoa, Saipan and the Marshall Islands. 

They rely on equipment, systems, supplies, services, and construction provided by commercial, educational, and non-profit businesses, organizations, and individuals, to function as an agency.

7. United States Mint (USMINT) – $232M

The United States Mint is a bureau of the Department of the Treasury responsible for producing coinage for the country, as well as controlling the movement of bullion.

It is part of the Treasury Department’s policy to provide opportunities in its acquisitions to small businesses.

These businesses are also given the maximum practicable opportunity to participate as subcontractors in the contracts awarded by any executive agency, consistent with efficient contract performance.

8. Federal Prison System / Bureau of Prisons – $216M

The Federal Bureau of Prisons (BOP) aims to protect the society by confining offenders in the controlled environment of prisons and community-based facilities that are safe, humane, and cost-efficient.

Since SAP in BOP involves obtaining either oral or written price quotes, the award is given on the quote that represents the best value, when price and other factors are considered.

Moreover, each BOP facility is responsible for buying their own necessary supplies, services, and equipment.

9. US Coast Guard (USCG) – $197M

The Coast Guard is a unique branch of the military that’s responsible for an array of maritime duties, from ensuring safe and lawful commerce to performing rescue missions in severe conditions. 

They manage a multi-billion-dollar recapitalization investment portfolio of acquisition programs across three major product lines: surface, aviation, C4ISR systems. This agency has monthly Vendor Outreach Sessions and small businesses are encouraged to register for one of these sessions.

10. US Census Bureau – $172M 

The Census Bureau is dedicated to providing current facts and figures about the country’s people, places, and economy. They are currently interested in working with people in the Information Technology Directorate (ITD) industry.

The agency is aiming towards giving more business opportunities for small business owners, as there is a growing need for the management of  data collection and processing

RESOURCES

The list found in this article and their respective ranking was taken from usaspending.gov, wherein federal agencies were ranked from highest to lowest, according to their cumulative government spending in 2021 for SAP contracts.

MasterMind Monday: Get in Front of Your Federal Buyer and Win!

Posted on by Eric Coffie

In this blog, we list our new MasterMind Monday highlights for you to get in front of your federal buyer and “win” in your meeting!

SET YOUR GOALS THIS 2021!

As the year 2021 starts, it’s also best to set your goals as early as now.

Also, aside from just wishing it on the stars, write these down and increase your odds of success.

You can write it on your notebook, on your phone, and anywhere else where you can see it. 

Also, if you think you need to change something in your goal, then you are free to change things. You can restructure it depending on your preference. Just be committed about what you’re doing and keep all your goals in mind. 

“When we start to process this stuff in our mind, we make a shift and we look at what we’re doing and we start doing things a little bit differently to create the lanes and the pathways, so these things can happen.”

LOOK AT CURRENT RULES AND REGULATIONS

Be your own pundit. Do your own detective work and make a guess. What do you think is gonna happen in your marketplace?

Consider what President Joe Biden said:

“Remember, our future cannot depend on the government alone. The ultimate solutions lie in the attitudes and the actions of the American people.”

This is where government contractors play a tremendous role. If you have seen the inauguration, the organizations that provided the scaffolding and helped in everything in the inauguration were government contractors. 

We ushered in that change too. We, as a community, were represented right there on that stage, whether it was your company specifically or not.

In terms of the new administration, remember that everyone is also trying to figure everything out. So, while new appointees are figuring certain rules and regulations that might matter to you, do your own research as well. 

There’s new rules coming out all the time that you’ve got to be aware of, so stay on top of these and remain compliant.

It is also recommended for you to follow budgets and agency forecasts. Luckily, these are published and can be seen by the public.

So, look at the data that are showing up in these reports and analyze your business strategies. Do you need to pivot? What companies are getting all the work and how you can work with them?

CHANGES AND OPPORTUNITIES THAT YOU SHOULD CHECK

1. LPTA

If the Lowest Price Technically Acceptable (LPTA) contracts are making you poor, then better check the recent changes made in the rule. 

Analyze why LPTA has been hurting your business and get to know the new rules. 

2. Pandemic Response

With the COVID-19 pandemic still terrorizing the world, you might need to check what are the federal government’s requirements related to pandemic response.

You might have the needed products and services that can help, so don’t just wait to quote something you see on SAM or anywhere online, go directly to the agencies needing it the most. 

Besides, what’s the worst thing that can happen aside from them saying no? So, call them up and say that you wanted to help. 

3. Telework and Virtual Outreach

The federal government is also doing virtual outreach, so take advantage of these activities. Find out the next one by contacting small business specialists and other decision-makers. 

Also, remember that most people are doing telework right now, so call your potential government agencies and provide them something of value while also building relationships with them. 

4. CCMC

Those of you who are in the IT industries and those who are doing business with the Department of Defense should already be tracking your Cybersecurity Maturity Model Certification (CCMC).

You should also learn more about this matter and pay attention in order for you to become compliant. 

5. Diversity Inclusion Trainings

The prohibition on diversity inclusion training has been rescinded, so those that are developing these kinds of training are once again welcome and encouraged in the federal agencies.

FEDERAL CONTRACTING IS A RELATIONSHIP GAME

There’s no such thing as doing business with the government. There’s only doing business with people.

Remember, there’s a real federal human behind every federal agency who puts everything on the line when they choose you.

In fact, it is recommended for you to reach out to your local Procurement Technical Assistance Centers, your target agency’s Office of Small and Disadvantaged Business Utilization (OSDBU), and other government decision-makers. 

Apart from that, why not work with other government contractors? If you are a small business, you really want to expand your network and work with primes. 

Consider that these primes also need to reach their subcontract requirements. They need subcontractors that are familiar in a specific facility and that can provide the product or service that they need to fulfill the overall contract. 

RESOURCES

In doing business in the federal marketplace, you should learn to be a detective. Track the changes in the govcon policies and analyze how these affect your business and the future.

If you want to learn more about how to get in front of your federal buyer, then check the full Mastermind Monday video with Judy Bradt. 

You can also visit the GovCon Giant website or the new GovCon Edu where you learn everything about government contracting!

How to get in front of your Federal Buyer and “Win” your meeting

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

Rick Grams II: Building Multiple Successful ANC and Tribal 8a firms

Posted on by Eric Coffie

Working for over 20 years in different Tribal and Alaskan Native-owned companies, Rick Grams II shares his experience and his insights in doing business with the federal government.

BACKGROUND

Rick Grams II graduated with a bachelor’s degree in Business Administration with a focus on Information Technology and a master’s degree in Management from Colorado Technical University.

He has also worked with multiple successful Tribal and Alaskan Native-owned companies for over 20 years in different roles including being a General Manager, Director of Operations, Executive Director, Vice President, Chief Operating Officer, and Chief Information Officer.

Grams also contributed volunteer service time in each of the company’s vicinities which include his position as a Chairman of a government ethics committee in Alaska and as a member of the Fairfax County Government Information Technology Board in Virginia.

Currently, he is the Vice President and General Manager of Miami Technology Solutions, an SBA certified tribally-owned 8(a) company.

EXPERIENCE IN THE MARKETPLACE

Rick Grams II started working with Alaskan-native companies in 2000 after his naval career. Then, he moved to Virginia where he grew along with the same career and became a program manager of larger agencies.

Over the years, he learned about the similarities of the Alaskan native corporation model and the tribal model.

“There is no difference. It’s simply a matter of the ownership. The tribes out of Alaska are part of the, you know, part of 13 regional corporations. So they’re considered the Alaska native corporation model. The tribal model is, is a very similar model, same structure, same organization, same regulatory aspects.”

On his current position in the Miami Technology Solutions, they continued to build on the same scope of areas which are logistics and information technology. They do everything at the level that is profitable, lean, and sometimes dynamic and creative.

“It’s not only going to be, we’re going to make this work but we’re going to make this work and we’re going to make sure that the client is satisfied with it.”

In order to achieve this goal and make an environmental success, Grams also understand that they need to create a new mindset from a technology perspective for their employees. With this, their company has team buildings and does office games during their breaks.

“I’m just getting up out of the desk, doing something non-professional… no goal set, no, no sitting there reading a proposal or critiquing anything, just displaying cornhole, you know, 15 minutes, total refreshment, everybody’s smiling at the end, you know, get back to work and do your thing. It’s good.”

ADVICE FOR BUSINESSES

1. Be Familiar With Your Vision.

For starting companies, Grams advised to be familiar with your vision for that company because as a startup, sometimes, you need to follow another path and get the necessary resources no matter where it’s coming from so that you can take the company to become what you want it to be.

“When we’re small, we don’t have the luxury while we may go into the market wishing to be, you know, company X, but you run across a revenue stream that would really only apply if you were company B instead of company X. You have to be willing to convert to company B for a time period. So you can get back on the path to becoming company X because without revenue, you’re not going to have company X to pursue over the long haul.”

2. Be Willing To Grow.

In the federal marketplace, you need to do market research and proposal writing apart from creating and providing solutions to the government.

Even if it’s not your strength, you need to learn how to do these activities because it provides you an understanding on how to do it differently the next time.

“I did not expect to also be the one, you know, sitting down writing proposals, mapping out far regulations, you know, search and reps, those types of areas. That was not something that I expected to do… but the determination and the willpower to, to get past that in order to make the projects that I was involved in successful.”

3. Be Out In The Midst Of The Market.

Conferences and events will be of no use if you don’t know how to target your clients. You need to talk to them directly in order to get their attention and to understand what they needed from constructors like you.

“Nothing that I’ve been a part of seeing a win in the environment with has had to do with the simple status of, of being either an AMC or a tribal aid. Most of it has had to do with walking the halls, knowing the agency that you’re targeting, knowing what their budget constraints are, and yet knowing their internal politics as well.”

4. Be People-Centered.

It might be an old cliche but the greatest businesses know how to deal not just with their clients but with their people… their employees.

This is due to the reason that when your client sees that you know how to take care of your employees, it speaks volume to what your company really is.

“Nothing in business happens, happens without people understanding each other’s capabilities, and needs, and goals.”

RESOURCES

If you want to watch the full video of the interview with Rick Grams II as he shares his experience and insights in doing business, then be sure to click the links below:

064: Rick Grams II – Building and Growing Multiple Successful ANC and Tribal 8a firms

https://govcongiants1.wpengine.com/podcast/64/

https://www.youtube.com/watch?v=m0Gdoit2Tp8

Beverly Kuykendall: Acclaimed Medical Supply Provider

Posted on by Eric Coffie

An acclaimed expert and medical supply provider with the federal government, Beverly Kuykendall shares her success story and her advice on how to gain success in the government marketplace.

BACKGROUND

Beverly Kuykendall is the President of Government Business of the huge medical supply company, American Medical Depot (AMD).

She is a graduate of Business Management in Cal Poly University in Pomona, California and had her Masters in Business Administration from Pepperdine University in Malibu, California.

Kuykendall had worked with huge organizations including Procter & Gamble, American Hospital Supply, Xerox, and Herman Miller. She also had her own consulting firm, Federal and Commercial Contracts, Incorporated. 

Due to all of these, she was recently recognized as one of South Florida’s 25 Most Influential and Prominent Women in Business and Leadership in 2015. She had also been acknowledged as one of the 50 Most Powerful Minority Women in Business, Entrepreneur of the Year by the Black Business Association of Los Angeles, and Advocate of the Year by the National Association of Minority Contractors of Southern California. 

“The definition of bravery is not that you’re not afraid; it’s being afraid and doing it anyway.”

EXPERIENCE IN THE FEDERAL MARKETPLACE

Kuykendall had a background with the government market through her affiliations with the huge corporations and also through her consulting firm. She had also helped expand Management Healthcare Products and Services, a company established by her husband, Calvin Jones, and Ron Johnson.

Then, she worked with AMD after she was offered by her first consulting client, Sukrit and Akhil Agrawal, to work with them. 

AMD started as an 8a company representing capital equipment companies to the federal government. Kuykendall knew it is a very attractive position to be in because they are eliminating other competitors and became a sole source in the federal marketplace. 

“We will represent you to the federal government and now we’re going to provide resources to the relationship because we don’t believe in pass throughs that don’t serve anyone. And we will represent your products to the federal government.”

Currently, AMD positioned itself as one of the prime vendors in terms of medical and healthcare products and services in the government marketplace. 

THREE THINGS TO DELIVER IN THE MARKETPLACE

The first thing that you should do is to demonstrate what is your customer’s return on investment when they work with you. 

“So, they invest in you by paying you as a consultant or paying you as a small one or two man company, no matter what you’re doing, they want a return on that.”


Then, you have to be able to offer your customer something that they couldn’t get without you. Kuykendall called it a strategic market advantage.

For instance, AMD had four divisions: a government team doing calls to Department of Defense facilities, an alternative site time that called on clinics and physical offices, an inside sales team that calls different facilities, a prime vendor team that both have onsite and arena representatives, and a project sales group team. 

All of these are targeted towards various markets and this is what makes AMD different from other healthcare and medical supply providers. 

Lastly, you should provide them an incremental increase in market share. 

ADVICE FOR SMALL BUSINESSES

Kuykendall believed in the importance of making a business visible for your target market and making it stand out from your competition.

“Make sure those local people know you right… It’s always good to go close to home. You don’t want to go too far away.”

She believes that by focusing on the area that is closest to you, you are not only gaining more capital, you are also helping shape the local economy in both direct and indirect manner. 

“That’s what you really want to do. You’re going to be able to have to create jobs and you want that local federal agency by awarding you a contract to help you with that because there’s also their mission. And they’re lending resources to the small business community.”

Although, both local and national influence is key in the success of your growing business, you must first be visible in your locality first, then move forward to the bigger marketplace.

Most importantly, it is key to understand your customers and know exactly how you can meet their needs or at least have a recommendation for them. 

Even if you already know some information, you should still ask them about it as they can surely put more information in your research. This way, you can use that information to gain a foothold on doing business with them or at least the next meeting.

RESOURCES

If you want to watch the full video of the interview with Beverly Kuykendall as she shares her success story and her advice on how to gain success in the government marketplace, then be sure to click the links below:

014: Beverly Kuykendall – On Consulting, Being Intentional, Prime Contracts and Supplier Diversity

https://www.youtube.com/watch?v=kEvFgxe3FjM&list=PL6-jBNNcc98vTBvNhFYfUTeH0k-Vx2VBH&index=9

https://govcongiants1.wpengine.com/podcast/beverly-kuykendall-on-consulting-being-intentional-prime-contracts-and-supplier-diversity/

Janetta Brewer: Government Contract Compliance Expert

Posted on by Eric Coffie

An experienced government contract compliance expert, Janetta Brewer shares important information on the rules followed by the federal government and how businesses should remain compliant to all of these rules. 

BACKGROUND

Janetta Brewer, Esq. had worked in different roles in various government agencies including the US Navy, Defense Logistics Agency, US Army Corps of Engineers, US Air Force, Department of Homeland Security, and in the Department of Defense. 

In her last federal appointment, she was  a senior member of the Defense Procurement and Acquisition Policy staff wherein she developed acquisition regulations and guidance that helped streamline the process and improve contract execution outcomes.

Currently, she is the owner of her own consulting company, Blue Alchemy Consulting, where she helps both government and industry clients in providing innovative policy processes, IT systems, and workforce development solutions. 

PROCESS OF CHANGING THE FAR OR DFARS

Primarily, the Federal Acquisition Regulation is the set of principles, rules, and regulations that govern the federal procurement process.

However, consider that if you are working with other agencies such as the Department of Defense, NASA, or the GSA, these agencies have their own rules to supplement the FAR.

Then, when the 809 panel or the people appointed by the Congress to streamline  the acquisition process recommend changes in the regulations, there’s a process to follow before changes are made. 

At the FAR staff level or the DARS staff level, whenever there’s a recommended change to a regulation, these people have to review and assess that proposed change first to determine its impact to the industry and to small businesses and to what extent. This is a requirement. 

The government will then issue a proposed rule highlighting all of their assessment and its impact to various small businesses and industries.

In most cases, this is where the industry groups come in place and put their inputs on whether they agree or disagree to the proposed ruling together with their reasons. The government heavily relies upon the input that was received from industry groups in this process.

Afterwards, the government will then create a final rule highlighting all of the changes through their assessment of the industry recommendations. 

So, the final rules go into the maximum extent possible as the government tries to reduce the cost and impact on the industry while maintaining the regulatory requirement in place.

“We can not do something the Congress has mandated. We can only throw our implementation, try to do it in a way that reduces the impact of contractors.”

ADVICE FOR SMALL BUSINESSES

In dealing with the government, you need to be compliant with the rules that are put in place.

Don’t just focus on building better products and winning new contracts, you also need to build a compliant operational framework. This way, when the government does an audit, there will be no errors found. 

“One of the ways that you invest in a company is exposing them to better ways to build a compliance framework so to speak. I would say that’s one of the areas that’s typically neglected as just companies in general.”

Also, you need to use the solicitation to your advantage. Consider that when there’s a dispute or changes in the instructions that are not written in the solicitation, you have both the ability to highlight that it is a change in the overall contract and ask for some type of remedy towards those changes.

“The more knowledge you have and the more you understand what your obligations and requirements are, but also not just what yours are but what the government’s obligations and responsibilities are to you, then you feel more comfortable and confident speaking.”

Lastly, you need to begin with the end in mind. If you aim to work with the federal government for the next five years, then you need to build the appropriate processes and framework that are in compliance with the rules and regulations. 

“Because as you grow, obviously, sometimes you don’t necessarily have the time to invest in the backend stuff and it’s always easier if you have the framework in place to begin with and try to build it on the back end.”

RESOURCES

If you want to watch the full video of the interview with Janetta Brewer as she shares important information on the rules followed by the federal government and how businesses should remain compliant to all of these rules, then be sure to click the links down below.

016: Janetta Brewer ESQ – Government Contracts Compliance Expert ­

https://govcongiants1.wpengine.com/podcast/janetta-brewer-esq-government-contracts-compliance-expert/

https://www.youtube.com/watch?v=fcAqs6jHAt0&list=PL6-jBNNcc98vTBvNhFYfUTeH0k-Vx2VBH&index=2

How Can I Become A Middleman In The Federal Market?

Posted on by Eric Coffie

As you may have known by now, the federal government is looking to buy a lot of products and services from the private sectors. They have billions of budget to cater to each of their governments agency’s needs. And as a small business, you may have already considered working with them become a middleman in the federal market. 

However, there are basic requirements for government contractors that you should meet. But we won’t tackle much about that here. In this podcast, we are listening in with Beruk as we tackle an overview of how to prepare and start your journey to succeed to become a middleman in the federal market.

FEDERAL CONTRACTING AND “WARDOGS”

Today’s caller, Beruk, posed a question, “How can I become a middleman in the federal market?” Beruk opened up that he just graduated with a bachelor in economics. He shared that his interest in the federal market was inspired by the movie WarDogs. 

Based on a true story and directed by Todd Phillips, “War Dogs” follows two friends in their early 20s living in Miami Beach during the Iraq War. They exploited a little-known government initiative that allows small businesses to bid on the U.S. Military contracts. They started small and further enjoyed raking in big money and are living the high life as the movie progresses.

Watching WarDogs is kind of an entry level homework of what you can expect and do with federal contracting.

However, the federal contracting process is quite different from contracting with private agencies. Mainly because the contracts are regulated to encourage a competitive marketplace. This is to guarantee that the taxpayer’s money is properly used and promotes healthy socio economic goals.

Moreover, the government holds special rights in the contract that include changing its terms and condition and even abruptly ends it. 

Lastly, the claims and legal actions of contractors must follow procedures of Contract Disputes Act as the federal government is a sovereign entity.

Now, that may come off as something difficult. And there have been plenty of myths going around that the government doesn’t pay. 

FEDBID AND FREE COURSES ON GOVCON

However, there are plenty of resources on learning the ropes in the federal marketplace that deals with frequently asked questions and concerns. And most importantly deals with these misconceptions.

I advised Beruk that his concerns are all tackled in the resources available for free on my website at govcongiants.com. Basically, the course is a rundown of what you’ll need to get started and it also proves that you don’t need a degree to start this business, only the willingness to learn.

It also highlights how someone who isn’t certified can get access to government contracts and plan their bids. It also teaches exact strategies and the process we used to land contacts. And to ultimately answer Beruk’s question on how to become a middleman in a federal market with only the internet and a cellphone.

BUILD YOUR NETWORK

But fast forwards to after a few months of learning the courses we offered on the website. Or simply setting expectations of taking courses and doing your own homework. You should already be actively looking for eligible companies that are certified government contracts.

Because the truth is, there are a lot of businesses who can provide their products and services to the government. However, they are simply not aware of it. And this is how you come in and do the market research. 

These businesses don’t know how to do business development simply because they’re not putting themselves out there and letting the government know they exist.

And you can add value to these companies by providing them a proposal. Creating a proposal is also offered on the course.

And when for example, you can show decision makers of these companies that within say a week. A list of all the potential clients, customers, partners, and protegees that they could work with in the federal government or in their area.

They are going to start listening to you. They’re gonna pay attention, they’re gonna sit up and they’re gonna ask you to tell them more.

It’s all about how you approach these entrepreneurs and businesses. But the first thing is you have to learn and become familiar and understand this stuff yourself through the courses.

If you start telling someone, “Hey! Listen, you know, I know about government contracts,  and I think that I can help add some value to your company or any company who’s looking for it in that marketplace.” You start having a conversation and really quickly you’ll meet people that want what you offer. 

But you will need to overcome another hurdle and that is to build your network and set up your LLC. 

LLC (Limited Liability Company)

The next step or now that you’ve got their attention. You’ll need to start providing them with a price for the product.

The government has accepted your bid but how do you buy these products?

For example, you offer to sell the government hard drives. And you need to order 50 of them for $200 a piece.

Where do you get that kind of money?

How do you buy that product to sell to the government because the government’s not gonna pay you upfront.

This is where you need to get supplier credit and vendor credit. That’s where creating your LLC is very important. When you create your LLC you set up an actual business.

You can go and become a vendor or supplier to the people who make that product with LLC and we have a video on that at govcongiant.com.

HOW LONG DOES IT TAKE TO CREATE AN INCOME IN THE FEDERAL MARKET?

Beruk provided an interesting question. To be entirely honest, people can work for months to years to become a middleman in the federal market before they can see any income. But that is because they aren’t actually doing anything. 

It’s not just about signing up in FedBid and thinking that’s all you’ve got to do. That is far from the truth. 

Your success depends on how active you are doing your market research. It depends on yourself. For one, I cited that I had college students who went to sell telescopes to the government in just a few months.

Simply put, if you are looking at the fedbid every day and you are actively bidding jobs. In four to six weeks, you can land a contract. But again, that is if you are actively doing it.

KNOWING WHERE TO START IN THE FEDERAL MARKET

In summary, before you think about going further into the federal market. One needs to do more homework as a lot of questions can be answered in free courses and resources. 

What you really want to do in opportunities to consult with others who are in the same business is to ask about the complicated concepts that aren’t tackled in any videos or books. 

Survive this COVID-19 Pandemic as a Small Business Government Contractor

Posted on by Eric Coffie

With the COVID-19 pandemic, is there a way for small government contractors to survive its major threats? The answer is we can, only if both the contractors and the government can work together against its impact on the government marketplace.

CURRENT ISSUES THAT YOU MIGHT FACE

As of writing this, you and other businesses around the world might be facing these issues within your business:

1. Having a low workforce.

During these uncertain times, you will most likely need to lay off some of your employees, oblige your employees to work from home, or ask them to file a sick leave if they are feeling unwell. 

Regardless of what measures you will do, this will strongly affect the productivity of your workforce and you need to find ways to ensure that they are still motivated and their health is not at risk. 

2. Shortage of inventory and supplies.

With lockdowns being enforced by the local and national government as well as extensive measures towards incoming products from different countries or areas, you might have already faced a shortage with your inventory and supplies. 

In order to make sure that you still have the necessary supplies, you need to search for supplies in your local area as the delay might take a month or more depending on the location of your sources.

3. Loss of funds. 

There’s a possibility that you don’t have any back-up funds to continue your business or if you have any, it might not be enough to recuperate the loss.

Besides, aside from making sure that your business continues to work with the government, you also need to make sure that you have enough funds for your employees’ payroll and the cost of your production for the next few months. 

If you won’t be able to resolve these issues or if the covid-19 pandemic continues, you might not have enough funds to keep your business running and you might be prompted to close it for now.

WAYS TO SURVIVE THIS COVID-19 PANDEMIC

We know, you wouldn’t ever want your business to close down! So, here are two ways to help you:

1. Communicate with your employees.

Regardless of how many employees you have, you need to constantly communicate with them about this matter.

Provide them accurate information on the state of your small business because this will help them understand the issues that you are facing.

You also need to inform them of the things that they need to do to lessen the spreading of the virus in your business premises based on the guidelines provided by the Centers for Disease Control and Prevention. 

You might also need to mobilize your teams to work from home to keep your employees from the risk of getting infected.

Most importantly, you need to communicate and check up on each of your employees to see how they are doing given that there are changes in their work environment as well as in their mental state right now.

2. Communicate with the federal government.

If you are currently on a contract and there are some changes in the state of your business, you have the responsibility to communicate with the government agency that you are dealing with.

Don’t be afraid to tell them that you won’t be able to supply the needed materials or finish a specific project within the given period.

Consider that these offices chose your business with the idea that you are a credible and responsible government contractor. So, instead of being silent, you must be transparent. 

Besides, each government office needs to grant flexibility for contractors and to expedite the contract award process so that affected businesses can begin generating revenue through the COVID-19 RELIEF for Small Businesses Act of 2020. 

The bill includes extending the performance time of small business contractors by 30 days, adding more budget for sole-source award contracts, temporary removal of market research requirements, Office of Management and Budget’s annual category management goals exclusion, prompt payments within 15 days, and revision in the delivery schedule.

Apart from that, the federal government is also providing emergency loans for small business contractors. The Small Business Administration has available loans of up to $2 million per business to help with financial issues under their Economic Injury Disaster Loans.

To avail the said loan, you can choose to apply online through their website or print and fill out the PDF documents in their site and mail it to their processing and disbursement center or apply in-person.

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