Realities & Opportunities in Government Contracting - Wharton Innovation Summit - Jennifer Schaus

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Washington, DC 28 April 2015
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Government Contracting Realities Opportunities
Washington, DC 28 April 2015
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Government Contracting Realities Opportunities
Ms. Jennifer L. Schaus 20 Years Govt
Contracting Washington DC Based
Product / Service Clients World-wide Market
Entry, Navigation Penetration Proposal
Writing, Marketing, Sales, Contract Vehicles, etc.
Washington, DC 28 April 2015
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Government Contracting Realities Opportunities
Federal Market - OVERVIEW Worlds Largest
Purchaser of Goods Services - 500B
Airplanes --------gt Zippers Multiple
Agencies Departments World-wide Public
Data on past / future procurements vendor
info Competitive Growing sector
diversification
Washington, DC 28 April 2015
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Government Contracting Realities Opportunities
HOW Does the Federal Government Purchase?
Governed by the FAR (Federal Acquisition
Regulation) Acquisition.gov Full Open
Competition Competitive Bidding FBO.gov
Set-Aside Small, Women-Owned, Minority,
Veterans, etc. Sole Source unique
Contract Vehicles agency or FSS/GWACs (Federal
Supply Schedule) On-line GSAadvantage.gov
(Amazon / E-Bay portal)
Washington, DC 28 April 2015
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Government Contracting Realities Opportunities
WHY The Federal Government Purchases Past
Performance - Risk Adverse Purchaser
Price LPTA (Lowest Price Technically
Acceptable) Relationship Easy To Buy
P-Card or Contract Vehicle Meet an SBA
Set-Aside Agency Goal Full-fill an agency
need / mission Use Q4 funds to maintain
budget (July, Aug, Sept)
Washington, DC 28 April 2015
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Government Contracting Realities Opportunities
REALITIES of Government Contracting
Competitive Price driven (current
environment - LPTA) Long Sales Cycle (12
24 months) Investment approx 100k/annual
(sales, proposal writers, etc) Relationship
driven (teaming, Mentor-Protege, sub-con, JV)
Paperwork, processes, certifications,
regulations, acronyms Sequestration, Budget
Cuts, Bid Protest, etc.
Washington, DC 28 April 2015
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Government Contracting Realities Opportunities
OPPORTUNITIES in Government Contracting
Purchases are varied Dentist to Cyber-Security
Open to new vendors / companies
Increased quotas for small, women, minority,
veterans, etc. Large Biz required to
sub-contract Avail/free Public data
provides tools for biz plan / roadmap
Multiple Year Contracts - Diversify
clients (current US admins economic
non-recovery)
Washington, DC 28 April 2015
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Government Contracting Realities Opportunities
MARKET ENTRY STRATEGY in Government
Contracting Focus on Core Competencies!
Past-Performance (fed, state/local, B2B)
Partner w Primes small business Work w
local Wash DC based experienced firms for
guidance Have a B2G Biz Plan Secure
certifications, Contract Vehicles, Market your
solutions via govt on-line portals (ie. GSA
Scheds) Monitor bidding opps build
relationships
Washington, DC 28 April 2015
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Government Contracting Realities Opportunities
BASIC FIRST STEPS in Government Contracting
Secure TIN DUNS - Register in SAM.gov
Register in SBA Dynamic Database (if applicable)
SBA.gov Secure applicable certifications
/or Contract vehicles Create a Capability
Statement (Business CV) Research Monitor
FBO.gov for opps partners Attend GovCon
Events (Agency Industry Days, Prime Contractor
Teaming Events, etc)
Washington, DC 28 April 2015
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Government Contracting Realities Opportunities
GSA SCHEDULES in Government Contracting 5 Yr
Contract Vehicle 20 Yr w/ Renewable Options
Vendor Short List / Marketing Tool / Lowest
Price Allows Govt to purchase from you
directly (on-line portal) Special RFPs
set-aside for vendors in your Schedule State
/ Local / Quasi Govt usage Status Symbol
Serious about Govt Contracting
Washington, DC 28 April 2015
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Government Contracting Realities Opportunities
CONCLUSIONS About Government Contracting
Worlds Largest Market Lucrative Opps
Fierce Competition Need Partners,
Knowledge, Time Money Not for Everyone
Diversification Seek Local (Wash DC)
experts for help
Washington, DC 28 April 2015
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Government Contracting Realities Opportunities
THANK YOU For Attending! Jennifer Schaus
Associates 1717 Pennsylvania Ave NW Suite
1025 Washington, DC 20006 1 2 0 2 3 6 5 0
5 9 8 Government Contracting Consulting
Services http//www.JenniferSchaus.com
Washington, DC 28 April 2015