Government Contracts Made Easier -- With Judy Bradt!

The Power Of The Sweet Spot

2012-01-10T21:04:00.000-05:00

Your Government Contract Sweet Spot: Revealed

2012-01-09T05:28:00.002-05:00

3 Questions Pinpoint Your Top Prospects

"How do I get in front ofpeople?"

"How can I meet the decision-makers?"

Easy, if you start with how well you know your sweet spot customer.

Want to expand into a new governmentagency? Or are you looking for your first government contract?

Either way -- and especially if you've never sold to the government before -- whatyou know about your sweet spotcustomer is going to lead you right to the easiest government business you'llever win.

So, who's your sweet spot customer?Not the one you'd like to have; notthe one you want to have; but the oneyou have right now. You know they're your sweet spot customer because:

· They Pay You On Time

· They Come Back for More

· They Bring You Their Friends

Theyhave your picture -- or, at least, your promotional magnet with your phonenumber -- on their refrigerators.

Maybethere's just one, Maybe there's a bunch. If you think of the normaldistribution curve, together these sweet spot clients represent the peak of yourprofitability. Why? You're doing for them what you do best; that's why theykeep coming back and referring their friends; and that means repeat businesswith minimal marketing and business development cost.

How'dyou like your government business tobe like that?

Now,it can be. My next blog post will tellyou how.

Government Contract Success Starts With Strategy

2011-11-16T16:10:00.001-05:00

Market Research And In-Depth Strategy Dialogue Reveal New Contract Opportunities

The last blog post showcased Neeld Wilson's road to multimillion dollars contract success. Here's a picture of how that road begins, and a story you'll want to follow.

Melissa Mangold is owner and President of CASCO ManufacturingSolutions, Inc., of Cincinnati. She and her team had had a couple of unsuccessful go-rounds with government business. But Melissa was sure there were undiscovered government business opportunities for their specialty manufacturing. When we met after a presentation I gave to the Women's Business Enterprise National Council -- WBENC -- her suspicions were confirmed. "More than just information -- you gave me hope," she said.

CASCO's strong track record, across diverse product lines, is based on three different sewing or sealing methods. When I arrived to lead their strategy session, Melissa gave me a plant tour. What a treat to visit a well-run company where people MAKE THINGS. Melissa showed me the work flows on meticulously laid-out production floor. I saw where the team had just spent the weekend setting up a production cell for a new product, and which spaces adjust depending on demand. The CASCO team moved specialty fabrics in, measured and cut them with state of the art computerized systems, and created finished products to meet orders from medical mattresses and wheelchair seating to covers for grills and firepits to special enclosures for medical treatment.

CASCO engineers create special jigs to produce unique products that other manufacturers can't handle. They focus on product lines where their manufacturing processes give their products superior performance characteristics that the buyers want and need.

With some government contracts under their belt, Melissa brought together her team with me for a day to discover where their past performance and their unique strengths suggested high priority opportunities. We started by reviewing their custom market research, and pored over where the best competitive advantages could be.

All kinds of opportunities came to light, but I'll share one that you might think about in your own company.

CASCO had recently delivered a shipment of a unique, mission-critical supply item to a government buyer. Their next sale just might come from simply asking the buyer, "When will you need more of these?"

Where could your next prospect be? Book a strategy session now and save $2000 over 2012 prices.

For more info, email me.

Left: Melissa Mangold with Judy Bradt, at CASCO in Cincinnati

Veterans Day Success Story: SDVOB Winning Government Contracts

2011-11-10T12:32:00.001-05:00

"Judy is the reason why our company, Gator Engineering & Aquifer Restoration, Inc. (GEAR), has won government multiple Federal contracts.

She may be a strong advocate for Woman Owned Businesses but she worked just as hard for our Service Disabled Veteran Owned Small Business (SDVOSB)."

Neeld Wilson, President of GEAR Engineering and Navy veteran, tells the story.

"When we first hired her in 2008, Judy took us under her wing and guided us through the maze of the Federal marketplace and as a result we won our first contract within 6 months! In fact, we won 3 contracts in 6 months. She is extremely thoughtful and stays in touch with us to this day; always wishing us the best. Judy is the ultimate professional and I recommend her to people who are trying to learn the ropes in the Federal market."

It's never easy. But together we made it easier. Read about Neeld's rough start, and what he changed to reach success... More >>

Today, Gator Engineering is a subcontractor on two winning IDIQs (USACE Mobile A/E contract and Navy CLEAN), and is providing services to the Navy and VA, Remedial Operation and Maintenance at Former Naval Training Center in Orlando, Design Build contract with VA in Gainesville and Lake City, and a soil sampling project with the VA in Bay Pines. The company has done deep well monitoring for the Army Corps of Engineers in West Palm Beach. Neeld and his team have also submitted a proposal for the East Region VA Environmental Services Contract (Maine to Puerto Rico), and expect to hear about that any day.

Neeld was one of the first clients to engage me to shape his strategy for government business. He works hard to focus on his best prospects, and has the results to show for it. I'm proud of him and his company, and grateful to him for sharing his story.

Top Gotta-Have's for FY2012 Federal Contract Wins

2011-09-27T16:23:00.001-04:00

Masterminded Business Leaders Cite Keys to Success

Over a dozen business owners are turning to our special Mastermind groups as the foundation for their year to come. When they shared with me the things they felt are essential for success in the government contract year that's about to begin, their "gotta-have" list included:

Access to Capital
Business Development Resources -- especially when your small company can't afford a full time hire
Understanding why the buyers are and how to get to the right program managers
Choosing the right projects to bid on
Knowing how to stand out in an increasingly competitive market
Knowing how to find the sweet spot to price your professional services -- so you're competitive but also profitable.

Our three levels of Mastermind Groups, forming in November 2011, will deliver all that and more. Email me for an application, due by October 14th.

Find out about these facilitated, peer-mentoring groups for those who get jazzed by success:

Mastermind I: Strategy Intensive -- Established company, but no government contracts. Looking for your first government win? Get up the curve faster
Mastermind II: Game Changer -- Minimum two years' govt contract experience
Seeking expanded success, graduating from 8(a), or want new government clients & partners? Find the resources and connections you need.
Mastermind III: Orbital Slingshot -- Minimum five years, preferable more, as government contractor. Over ten years' experience means you're long past small. You're ready for niche dominance and thought leadership. You're taking it to the next level -- a whole new trajectory.

FY2012 -- Quick Outlook

2011-09-21T08:28:00.002-04:00

By Guest Blogger, Olessia Smotrova-Taylor
President/CEO, OST Global Solutions

Olessia shares these notes from the Small and Emerging Contractors Advisory Forum (SECAF)’s recent Opportunity Landscape for Government briefing

With a national debt level like we haven’t seen since World War II, expect more reductions in discretionary spending in FY 2012. While Congress is still working out exactly how they're going to do that, watch for cuts that will likely affect the war effort, as well as science, NASA, Agriculture, financial services, Interior, Environment, and Justice.

Opportunities, despite that:

Energy
R & D initiatives to reduce dependence on foreign oil and building infrastructure investments to drive energy conservation.
Healthcare
Funding for projects to reduce costs by further implementation of electronic health records and modernization of of healthcare systems, expansion of government health care programs, and associated monitoring of these programs to prevent waste, fraud, and abuse. Health care program for both veterans and active military have been growing in double digits. So have construction and health IT investment.
Cyber security
Will continue to expand. There may be more centralized management and real-time cyber monitoring (rather than FISMA paperwork-based security).
Information Technology
Expect further consolidation, performance improvements, and cloud-related projects, with the military getting the lion's share. Top projects include the Army's recompete its giant S3 professional services contract.
Small Business
The percentage share of small business set-asides has been steadily growing, even if the contracting dollars have shrunk. Agencies such as the VA, DHS, HHS, USDA, and DOE are actively courting small businesses. In the greater Washington area, there is seven times more small business spending than in any other U.S. metro area. Almost agency-wide, the government has not achieved yet its procurement goals for WOSBs, HubZone, and SDVOSBs.

OST Global Solutions, Inc. is a Washington, DC metro area business development company specializing in capture and proposal management.

CrowdSourcing My Web Site Overhaul

2011-09-20T14:22:00.001-04:00

RSVP: September 30th, 2011

The book Wikinomics* opens with the story of how Barrick Gold struck it rich a whole new way: they held a contest. They shared their geological source data and invited all comers to suggest where to dig their next gold mine. Barrick found gold in places they'd never have thought to look.

I want to overhaul my web site. Look at the site and at my social media. I'm looking for two things by September 30th:

Ideas
Commentary on, and additions to, my shopping list, below -- what do YOU think summitinsight.com needs for The Next Generation?

Help
Proposals from, or referrals to, talented, dynamic professionals with a track record in creating web sites to drive the qualified traffic and conversions that bring financial success to a growth-oriented professional services company. What else would you need to know from me, and what are the key steps to the process you'd envision if I were to engage you? ** I have a special but non-exclusive preference for WBENC-certified companies. **

Mission and values: serving companies that make a difference, championing success of women-owned business, mentoring young entrepreneurs, empowering transitioning military veterans, building community though Doorways for Women & Families, Wounded Warrior Project, and Climb for Life
Branding: climbing analogy? Logo refresh?
E-commerce: to buy books, papers, software, sign up for paid events Publications: book combo purchase, possible audio cd, full toolkit. Set up autopay for group programs
Services: Provide full life cycle support - from the market entry decision to selling your over-the-top successful company!
Credentials: (cv, cap stmt, mbe profile,wbenc, afcea, affiliations, awards, jb pic/story, maybe video)
Updated client testimonials (pull quotes, video, case studies)
Services: (Group programs, Presentations, packaged services, custom packages, specials/features)
Video intro
Blog and social media integration: twitter stream, tweetchat? Latest posts? Drive rss feed? Feed linked in group.
Audience segmentation? Companies (readiness stages?) organizations & govts
E-news signup
Community page: Useful links, space to post questions
Client portal? Link to eg base camp, other exclusive resources
Upcoming jb gigs / google calendar?
Webinar resources: short 3x5 min sampler, packaged paid series of longer lessons streamed live
Podcasts - delete old ones. New series?
White Papers: all free? Limited number? Featured rotation?
Slideshare embeddedMedia: releases, e-kit, coverage links
Contact us page to include "what do you want to know?"
Selected Articles, excerpt from white papers

* And Tapscott has a new book -- MacroWikinomics -- check THAT out!

Ready for Government Business Success in 2012?

2011-09-14T02:25:00.000-04:00

Mastermind Group Forming Now!

Strategy Intensive For Government Business

with Judy Bradt, Summit Insight

Did you know Government contractors spend an average of  nearly $100,000 and invest 20 months to win their first contract?

Now, you can beat those odds.   Frustrated trying to land contracts the hard way? Looking for better & faster results? Apply for your place on the path to government success.

This Mastermind group – Strategy Intensive For Government Business – is a unique executive forum. You’ll join like-minded business owners and top experts, discover proven strategies for landing your next contract (or your first one) and get top tactics to tackle tough problems.

Each month, we’ll focus on a specific theme to strengthen the next stage of your game, and share best practices, lessons learned and insider resources and connections.

This exclusive peer-to-peer Mastermind Group is open by application only to C-level and senior executives who lead established companies and seek greater government contract success.

Limited to 10 members.

Key Dates:

Member Invitations: October 14th

Launch: November 1st 

Register Today for the Information Webinar to learn more. 

Contact: Judy.Bradt@SummitInsight.com (703) 627-1074

Do You Have the Right Stuff to WIN Government Contracts?

2011-08-25T18:28:00.001-04:00

Here's one way to find out.

Get together with your key managers – including executive leadership as well as sales, marketing, finance and production. (If that’s just two people, total, this is going to be either a really long meeting… or a really short one.)

Brainstorm, and ask yourselves: “Why do we want to sell to the government?” Then compare your reasons to the lists below.

List A: Really Bad Reasons to Chase Government Business

There’s thousands of RFPs every day on FedBizOpps! We just have to get busy and send in some proposals
I just got back from a seminar about this, and they said all we have to do is follow the rules and we can win.
The government has to buy from us because we’re a small/woman-owned/service-disabled veteran-owned business.
Our business needs a big contract to bring in some fast cash.
I just came up with this new product the Army’s gonna love.
If we get 8(a) certified, the government has to buy from us
Our competitors just got a GSA Schedule, and we need to keep up.
I’m a service-disabled veteran and just started my company because the government has to buy from us.
My brother just got out of the Navy and needs a job; he can sell for us.

List B: Much Better Reasons to Focus on Winning Government Business

We’ve pinpointed a problem, and proved we can solve it for a government buyer who has money to fix it.
We’ve got a great track record selling to Fortune 500 companies, so government could be a natural next step.
Government publishes tons of info about buyers and competition. Results of competitions and the rules of the game are in the public record and that helps us pinpoint our market research
I’m passionate about using our proven expertise to save lives and keep soldiers safer.
If we win that Marine Corps contract and perform well, that’ll build our reputation with those Fortune 500 companies we want to win!
If we do a good job for that first Air Force base, they’ll want to tell their friends… and we’ll be in a good position for repeat business, too.
We’ve been subcontracting to Lockheed for years, we’ve got strong end-user relationships, and we’re ready to take it to the next level.

Which sounds more like your list?

If you have more “A-list-type” items, then you’ve probably started to feel uncomfortable. Good. You should, because you’re recognizing that you may be taking more risk than you thought.

If you’re lining up with the “B” list, your reasoning for market entry is probably sound, and an internal dialogue of your mission and vision will build on that foundation.

Find out more, with your copy of Government Contracts Made Easier -- and save 10% by using the discount code 2S46BRE4 at checkout!

Tell Google: We Want UncleSam Back!!

2011-06-24T08:21:00.000-04:00

(or, to paraphrase Paul Simon, "Mama, don't take my UncleSam away!")

Earlier this month, Google dropped one of the world's BEST search engines: www.google.com/unclesam. If you ever wanted a clean search limited to stuff related to government....now you don't have one!

If you used this tool and will miss it, you're not alone. Tweet @google, or introduce me to someone there so I can find out more. I think this is a tool worth fighting for.

Readers of the new book about Google, "In the Plex" know that Google is all about the numbers. I don't know what Google was thinking when they "killed UncleSam".While I did love the no-ads version of UncleSam, how did Google miss the opportunity that $550 Billion worth of federal vendors might appreciate to connect with federal buyers?

Rick Robinson, National Director of Emerging Technology for Blue Beacon Consulting, wrote a recent GovWin article about the demise of www.google.com/unclesam, and consoles us with www.search.usa.gov. While he does let us know he helped build it...in my opinion, it's a far cry from the clean, deep, uncluttered search we were getting from www.google.com/unclesam. ( FWIW, find Rick at http://about.me/rickrobinson/bio and @loclly.)

If you agree...tell Google. @google on twitter, or tell me who you know there, and I will ask them what they were thinking.

Would You Give Your Car Keys To This Man?

2011-06-20T05:00:00.002-04:00

Mentor Protege Programs at Northrop Grumman

John Long, VP Business Development, Civil Systems Division at Northrop Grumman, explains the kind of experience that prospective proteges should have before they approach his company about a mentor-protege program.

Interviewed by Judy Bradt at the 2011 OSDBU Conference.

Five Tips For FYE Success

2011-06-14T11:14:00.001-04:00

This may be the most important Federal FYE ever.

The late budget has skewed buying to...NOW.
These five tips can help you stay ahead of the game!

#1: Revisit Your Forecasting

Take one more look at your target agencies' forecasts and bid boards. Anything new?
Look hard at your own forecast, and pick out the projects that best match your capabilities.
Identify relevant small business specialists -- and call on them for updates on your hot projects.

#2: Ask for Referrals from Your Best Customers

Ask your best customers for introductions! It's the least expensive -- and most powerful -- source of leads you have.
Ask for leads within their agency
Ask who they know in another agency who might value your expertise or products.

#3: Stay Top-of-Mind

When did you last check in with your best clients, partners, current and past contacts?
Call long-time, one-time and former government clients to remind them of your value. Offer something useful -- an article, a link...
Ask if they'd like fresh info, or need to reorder from you.
Call on marginal accounts. Often the company to get the order is the last one the agency spoke with!
If the box of cookies or treats is worth less than $25, ask the contracting officer or the OSDBU if you can bring in some refreshments for the team
(True story: At fiscal year end, when I worked at the Canadian Embassy, I'd bring a batch of cookies into the Admin section.You have no IDEA how much faster my paperwork got processed.)

#4: Use Multiple Touches, Tactics, Channels

Use multiple tactics (PR, events, email, direct mail, web, telemarketing).
What channels are others not using? Have you looked into...
Federal News Radio? See what co-anchors Amy Morris & Tom Temin are covering, and ask them if they'd like to interview your federal client's recent success (and your contribution...) Catch Amy on Twitter -- @amorris_wfed
Twitter -- check out http://www.blog.govtwit.com/ and discover how you can reach hundreds of influential government buyers that your competitors are overlooking!
Visit GSA Sales Query, even if you don't have a schedule. How are the leaders in your GSA Schedule category, reaching THEIR clients, through ads and online?
Promote year-end offers to government customers through telemarketing or emails.

#5: Update & Share Your Capability Statement

Add in your latest contract wins & vehicles, update your contact info, product info, certifications, keywords, NAICS codes.
Most contracting officers and small business specialists appreciate getting your latest capability statement. Ask your best contacts if they prefer email or hardcopy or a link.
Ask if they've got a few minutes to critique your latest draft capability statement -- What's missing? What else would they like to see? Helpful to you, AND keeps you top of mind.

Get Five More Tips HERE!

High-Growth Integrator TASC Looks For Partners

2011-06-08T08:43:00.000-04:00

Craig Ridley, Small Business Liaison Officer

TASC -- an advanced systems engineering, integration and decision-support services organization -- originally spun out of Northrop Grumman -- now has an aggregate 80 percent win rate.

"High performance ratings, a strong backlog and a rich pipeline of new and projected new business," make TASC a company worth getting to know. While recent press releases note recent hires of over 900 people engineers, analysts and other technical personnel, and plans to hire 1,200 more this year.

At the 2011 OSDBU Conference, Craig Ridley, Small Business Liaison Officer, shared what TASC keeps in mind when they look for partners -- including on recent wins like:

a $200M systems engineering and integration contract to support the Air Force's Space Based Infrared System program
$827 million contract to support the FAA's transition to NextGen, the new air traffic control system
IDIQ's: Navy Seaport-e and U.S. Transportation Security Administration's TESS program

Gig and Book Signing -- 6/21 in Las Vegas

2011-06-07T09:36:00.001-04:00

Government Contracts Made Easier @WBENC/The Mandalay

Coming to the WBENC Conference in Las Vegas on 20 - 24 June? Expect record attendance, but don't get lost in the crowd. If you want to win government business, be sure to join me:

1. Tuesday 21 June, 3:45 pm -- The Ultimate Government Market Research Workshop. Why? Simple: You'll learn how winners find opportunities WAY before FedBizOpps.

2. Wednesday 22 June: BOOK SIGNING on site! At the WBENC Conference bookstore, you can get both volumes of Government Contracts Made Easier -- the book AND new strategy workbook.

Follow Twitter hashtag #GCME for my book-buyer flashmob conference prizes and on-site rebates!

Coming 5/26: Nebraska Industry Gets Edge in Government Contracts

2011-05-16T21:37:00.000-04:00

Thinking of selling to government? Get The Inside Track.

Successful companies do seven things. Find out what they are, & get the answers you need to suceed.

Looking for that perfect set-aside contract? Want to sell directly, or team with one of the big prime contractors? Find out what you really need to succeed if you are thinking of selling to government.

Thursday May 26th, 7:30 am - 2 pm
Seven Steps to Success:
Marketing to Government & Prime Contractors

With Judy Bradt, CEO, Summit Insight

Presented by the Nebraska Business Development Center

Veterans Assistance & Services Program

All are welcome.

In just four hours, this special session:

debunks the myths about government contracting,
gives you first-class resources that are hard to find, and
puts you on the path to mastery of success essentials.

Morning Class Covers:

Strategy & Fit: Winners Reveal The Right Stuff
Focus: 4 Ways To Find Opportunities before FedBizOpps;
Process Essentials: How Government Buys; GSA Schedules & Certifications
(including the new 8(m) program for women-owned business)
Competition: Four Power Tools To Set Yourself Apart
Teaming Tactics: What Primes Really Want (And How To Give It To Them)
Relationships: The Five People You Need To Meet
Marketing: Four Major Kinds, plus business development best practices & next steps.

Afternoon: Available On Request
One on one counseling with Judy and NBDC representatives will be available from 2pm-5pm. Email Jason Bousquet, jbousquet@unomaha.edu, to request your 15 - 20 minute session.

Find Out More About Judy Bradt

Further information & registration

Contact: Traci Miller, Traci Miller(402) 554-6252 begin_of_the_skype_highlighting (402) 554-6252 end_of_the_skype_highlighting Procurement Technical Assistance - NBDC

Judy Bradt Honored as SBA 2011 Women in Business Champion

2011-05-04T07:47:00.003-04:00

To Receive Award May 11th

The United States Small Business Administration has just chosen me as the SBA 2011 Women in Business Champion, Washington Metropolitan Area.

With Candice Bennett, Liz Cullen & Bev Gray of WPEO-DC
MBE100 Awards

The Small Business Administration's Women in Business Champion is awarded to an individual who has fulfilled a commitment to the advancement of women’s business ownership. They appreciated my years of service commitment to businesswomen, at the regional, national and international levels.

Top business leaders who were my nominators appreciated the value of my contributions including as partner and educator with Women Impacting Public Policy, volunteer and speaker for the Women's Business Enterprise National Council and WEConnect Canada, and leader of special programs on government contracts for the National Association of Women Business Owners.

Judy interviews Bridget Bean about the new 8(m) Program
for Women As Veteran Entrepreneurs Conference

“We are proud to honor Judy Bradt with a 2011 Small Business Award. Her tireless efforts on behalf of her fellow women in business are just what these awards were created to recognize. The Washington Metro Area is a better place to do business because creative and enterprising people like Judy work so hard to make it that way,” said Bridget Bean, District Director, SBA Washington Metropolitan Area District Office.

I am deeply humbled to win this award. The Washington DC area is home to so many of the nation's top public and private sector advocates for businesswomen. It's an extraordinary honor to be chosen as the torch-bearer for women in business in this region. SBA's choice of a procurement expert as 2011 Women in Business Champion underscores the importance of the new 8(m) program right now.

Government contracts can make -- or break -- a thriving business, and can really hurt a fragile one. The new 8(m) program opens the door to women business owners for high growth government business. My passion remain strong: to give all business owners the tools and support they need to make good decisions on that road to government contract success.

My husband, JJ Gertler, will join me -- and I hope you and other friends will too -- for the award ceremony May 11th at a 3 pm at the Women in Military Service to America Memorial in Arlington, Virginia.

For more info or to register, visit http://www.sbadcawards.com.

Celebrate Small Businss Month -- Part One -- Spring Services Specials

2011-04-28T16:43:00.003-04:00

Get YOUR Government Business Blooming!These special services help bring results faster.

A. SINGLE ISSUE CONSULT

1. Hot Topic: Define your hot topic. You get:

A full 90 minute session -- 30x3, 60+30, or One Big Bash
Include your whole team, and record the calls
30 days' Open Access (phone/email) to follow-on
Notes, introductions, and special white papers

2. Spring Specials: Ready for the packages? Here they are!

GSA Schedule Supercharge: Make It Pay Off At Last
Capability Statement Tune-up: Break Through To Primes
Rock Your Market Research: Get WAY Ahead of FedBizOpps

DISCOUNTS:

10% discount for two services
15% for all three.
Refer a friend, take another 5% off.
Certified WBEs get a full 25% off AND celebrate a Done Deal!

B. JUMPSTART APPROACH
This three-month engagement with an option to continue begins with a focus on your overall business goals and your objectives in the federal market. We consider your most urgent needs, and create your A-List -- up to three initial top priorities before the session. Everything else is "B-List." When we finish the A-list, we start pulling from the "B-List, and blend in issues that come up as we go.

C. INTENSIVE APPROACH
1. Strategy In A Day
This is a one-day strategy workshop for you and your team, conducted at a location you arrange in the Washington DC area, and includes pre-session in-depth market research.

2. POST-SESSION IMPLEMENTATION SUPPORT
Based on the results of the strategy session, we brainstorm a long task list and balance activities most likely to generate revenue soonest, and those that are essential to begin now in order to achieve longer term success.

Find out more -- details & pricing -- Call Judy Bradt at (703) 627 1074

Special Session For Montana PTAP Clients

2011-03-30T21:31:00.001-04:00

14 April 2011: Join Judy Bradt, Special Guest Presenter in Great Falls, MT

Thinking of selling to government, or want to win more than you're doing now?

Successful companies all do seven things. Find out what they are, what to expect, and get the answers you need to get started today.

Looking for that perfect set-aside contract? Want to sell directly, or team with one of the big prime contractors? You will find out what you really need to succeed if you are thinking of selling to government.

In just three hours, this special session:

debunks the myths about government contracting,
gives you first-class resources that are hard to find, and
puts you on the path to mastery of success essentials.

Morning Class Covers:

Strategy & Fit: Winners Reveal The Right Stuff
Focus: The Power Of Your Sweet Spot; 4 Ways To Find Opportunities before FedBizOpps;
Process Essentials: How Government Buys; Contract Vehicles, GSA Schedules, Certifications (including the new 8(m) program for women-owned business)
Competition: Four Power Tools To Set Yourself Apart
Teaming Tactics: What Primes Really Want (And How To Give It To Them)
Relationships: The Five People You Need To Meet
Marketing: Four Major Kinds, along with business development best practices, key resources and next steps.

Afternoon: Available On Request
One-on-One Appointments with PTAP Counselors and Judy Bradt

Find Out More About Judy Bradt

For further information and to register: Contact

Montana Procurement Technical Assistance Center, Billings MT

406-256-6871 ext 113

Speak Up -- SBA Proposes New Size Standards

2011-03-26T10:27:00.000-04:00

Bigger Pond or Fiercer Fish? Your call.
But don't be caught napping. Comments due May 16th.

Once your small business outgrows your size standard, competition can get a lot tougher. On the other hand, what would the downside be of having larger firms qualify as small business and be able to compete against you in the "small" pool? Whether an increase in size standards would help you or hurt you, speak up now.

SBA proposes to increase small business size standards for 35 industries in NAICS Sector 54 and one industry in NAICS Sector 81. The SBA estimates that over 9000 firms will be eligible for SBA programs as a result of these changes. SBA's notice of proposed rulemaking invites your comments by Monday, May 16, 2011.

SBA proposes to evaluate five factors in each industry in NAICS Sector 54: (1) Average Firm Size, (2) Startup Costs and Entry Barriers, (3) Industry Competition, (4) Distribution by Firms by Size, and (5) Impact on Federal Contracting and SBA Loan Programs.

For more information on the factors and the proposed rule, click here -- http://www.regulations.gov/#!documentDetail;D=SBA-2011-0008-0001

If you want to comment, refer to proposed rule RIN 3245-AG07.

Submit Electronically via the Federal eRulemaking Portal: http://www.regulations.gov.

Submit Via Mail: Khem R. Sharma, PhD, Chief, Size Standards Division, 409 Third Street, SW., Mail Code 6530, Washington, DC 20416.

15 Minutes -- The Truth of Government Contracts

2011-02-21T13:14:00.000-05:00

A friend with whom I reconnected last year, Steve Paikin, has had a wonderful career as one of Canada’s top current affairs journalists, and was kind enough to invite me to do a television interview with him about US government contract. You can see it at –

http://www.tvo.org/cfmx/tvoorg/theagenda/index.cfm?page_id=3&action=blog&subaction=viewpost&blog_id=43&post_id=14236

2/11: Help Wounded Warriors AND Get Govt Contracts Strategy In A Day

2011-02-03T07:58:00.001-05:00

Swag Update re 2/11 GCME Strategy in a Day

Of course, you're coming for the content -- Government Contracts Strategy In A Day -- and the contacts; you don't care about the $800 value in discounts you're going to get there, right?

Or the fabulous hardshell briefcase that Peter Martin of Ameripack has waiting for you...

Or the chance to work with Judy Bradt, strategist and author of your copy of "Government Contracts Made Easier"

Or your copy of SetAside Alert...

Or discounts from FedMine...

Or guidance from top strategists like Harry Ponack, as well as Joan Fletcher and Barbara Ann Beisler of Winning Ways

Space is going fast...but you still have time to join us.

RECAP: $500 contribution to Wounded Warrior Project, and your seat is reserved.

In Rosslyn Va, at Carr Workplaces, between 7:30 am - 3:30 pm, you'll build a strategy to bring you more winnable government business in FY2011. Lunch? Courtesy of Red Hot & Blue.

Find out more: or just email wwp@summitinsight.com, say I WANT TO COME, and we'll get you in.

NEWS FLASH! How To Start Your 8(m) Certification NOW.

2011-02-02T22:07:00.001-05:00

The Links & Steps For 8(m) Certification

Wait no more. You can start right now.

If you're a woman business owner and the new federal 8(m) set-aside program has caught your attention, you're not alone. Bridget Bean, Director of SBA's Metro Washington DC District Office, just gave me these links and I'm going to share them with you.

BUT FIRST, Please remember:

Set-aside programs don't guarantee you a contract. Before you run out and spend even a couple of hours reading the rules and uploading documents, and (heaven forbid) cruising FedBizOpps for something to bid on -- PLEASE give some thought to whether and how government contracts are aligned with your business growth plans, and which government buyers/commands/offices might really need what you've got.
Take advantage of free and low-cost help. Check my web site for links to all kinds of great organizations and programs to help you get started!

THE FIVE STEPS

Learn the rules of the game and whether you qualify to play
Read SBA's WOSB Program Compliance Guide and supporting documents for the 8(m) Program. THEN you'll know whether you qualify, and, if so, what documents you'll need to have ready for the next step, and who to ask if you're not sure and have more questions.
If you qualify, get your documents & files together.
You'll be uploading files -- so find out how to that in The Repository Guide
Set up your GLS account on SBA's web site: Go to https://eweb.sba.gov/gls
Click on "Instructions for GLS" to find out what to do next
Select "Request SBA User ID" and create your account.
Log into your GLS account, enter the WOSB Program Area, and upload your documents.
If you're already in CCR & ORCA update your records to reflect your certification.
If you have not yet registered to do business with the federal government, head over to www.ccr.gov and read about how to do that.

Is that all there is? Of course not. Welcome to an exciting and challenging journey. Want to spend less than a recent study showed the average business does -- $86,124 a year and 20 months -- to win your first federal contract?

Email me with your questions - WOSB @summitinsight.com, or to get an invite to my next free-for-all call-in.
...and, well, that IS why I wrote my book, Government Contracts Made Easier.
Get your copy and save oodles of time and money on the way to your first contract.

Now Available! Government Contracts Made Easier!

2010-12-15T15:54:00.000-05:00

Because You Read This Blog, You Find Out First...

There are a lot of books out there about the laws and processes and regulations involved in government contracts. The sad thing is that so many aspiring government contractors fail because they never discover how actually selling to government takes more than understanding process. But if you want to win actual government business, whether as prime or subcontractor, you have to master things that even insiders and wise guides take years to learn: stuff that's nowhere in the regulations.

Very few books have that kind of focus. When you find them, buy two: you'll want to share the other with a friend.

Government Contracts Made Easier is that kind of book.

And you can buy yours now -- RIGHT HERE!

Share the moment! Government Contracts Made Easier Arrives!

2010-12-13T22:00:00.000-05:00

A Small Private Press Run Before Full Production on Amazon...but it's real now!

Get Ready for The Book!

2010-12-03T21:30:00.000-05:00

We've Gone To Print...Online Sales Coming Soon!

At long last, the special AFCEA edition went to press tonight; broader publication on Amazon / Kindle is coming within the next two weeks.

I AM JUST SO EXCITED! Now, I have a way to share really great, helpful Stuff with you, even if we never meet, even if you never hire me -- I can help you make your government business easier and help you grow your company.

I'll let you know the link to buy yours just as soon as I know.

Where do YOU think I should hold the book launch? It's gonna be early in the new year...your ideas welcome!

THANK YOU in advance for following the saga, and thinking of who you know who really needs a copy!

Why "...Easier"? Because "...Easy" would be fiction!

Join Us - Limited Seating! ONE DAY STRATEGY SESSION

2010-11-29T21:53:00.010-05:00

For a tax-deductible fee of $500, you will learn from industry experts as they teach you how to create and develop a roadmap to top federal opportunities that fit your company. The seminar is followed-up with a one hour post conference call on February 25th.

One Day Strategy - Government Contracts Made Easier

Learn the Hidden Secrets that all Contractors Need to Know!

100% of Proceeds to Benefit Wounded Warrior Project

When: Friday, February 11th, 2011, 7:30 am - 3:30 pm

Where: Carr Workplaces, 1001 19th Street North Suite 1200 Rosslyn, VA 22209

Register now: $500, fully tax-deductible
RESERVE YOUR SPOT by emailing info @ SummitInsight.com
Your Contribution Confirms Your Spot - only 25 seats available!

What You Get: A roadmap to top federal opportunities that fit your company, along with added bonus items:

Skills and resources to support a successful pursuit of government contracts
A full day session led by award-winning instructor Judy Bradt, CEO of Summit Insight, assisted by strategy development professionals Joan Fletcher and Barbara Ann Beisler of Winning Ways Inc. and Harry Ponack, government contracts market research expert
Presentation, group discussions, and exercises concentrating on strategy and focus
The Strategy Workbook -- in softcopy and hardcopy -- with tools, exercises, resource links and a workbook to support all seven steps
Lunch provided by Red, Hot & Blue!
Special raffle prizes donated by AmeriPack -- details TBD
A copy of Judy Bradt's new book, "Government Contracts Made Easier”
Pre-workshop 30 minute prep teleconference
Post-workshop 60-minute follow up teleconference
Post workshop discounts valued at over $800

SPONSORS:

Summit Insight LLC, Winning Ways Inc, Lazos de Amistad, Carr Workplaces, SRL3 International - Events Management, Clearpoint Communications, Virtual Dawn Inc., Kim Roman Corle, Red Hot & Blue, Undercover Printer, AmeriPack, Ken Bolton & Associates

Find out more about Wounded Warrior Project by visiting www.woundedwarriorproject.org or by calling the WWP at 877-832-6997

This event is sponsored by Summit Insight, which is solely responsible for its fulfillment. The ‘Wounded Warrior Project’ name and logo is used by permission. The 'Wounded Warrior Project' functions as a charity under § 501(c)(3) of the Internal Revenue Code. Donations to the organization are deductible as charitable contributions. WWP's Federal I.D. number for donations is: #20-2370934.

Big Spending is on Horizon - Are You Ready for the Trends of 2011?

2010-11-09T06:57:00.002-05:00

Priorities That Will Drive Success

The federal government spent over $550 billion last year -- and there's a new set-aside program for Woman-Owned Small Business. With so much spending, what trends are going to affect your opportunities to win government business in the year to come?

Bottom line: More than ever, successful companies will need to focus their efforts on a few high potential agencies, tie their marketing messages to the Administration's priorities, and strengthen their teaming tactics.

Here's why:

Top priorities include health care -- especially for returning veterans -- education, environment, insourcing, cyber threat protection, improving government program performance and return on investment.
The combination of a nearly 5% budget cut across the board and the emphasis on insourcing will create pressure or shifts in some agencies to spend less on contracting out.
Expect the commitment to more "insourcing" -- as government shifts work from contractors to its own workforce -- to drive opportunities in staffing, human capital management, expanded information technology, office furnishings and more of all the goods and professional services expertise it takes to run offices and bureaucracies.
Teaming is becoming even more important.

The government contracting workforce is shrinking as seasoned contracting officials reach retirement age. Their expertise can't be quickly replaced even as government is training up new contracting officers.

SO...expect more contract extensions, longer contracts, bigger contracts. And incumbents -- current contract holders -- will be even better positioned to win that follow-on work.

Small business subcontracting is also going to be more important, as the Administration knows it needs to achieve its 23% small business goals.

So, with all that to think about, could your next client be a government buyer?

Get four tools to help you find out, at www.summitinight.com/tools.htm under 4. Competition & Teaming

USASpending.Gov: Now Features Subcontractors

2010-11-02T16:41:00.000-04:00

Best Free Research Gets Better By The Minute

I thought I was hallucinating: when I was doing a federal contract data search a few weeks ago, my query started pulling records based on a company name. Well, it's supposed to do that...but the company I was searching for wasn't ever a prime.

My search found them because they were a SUBCONTRACTOR. "That's nice," I thought. "What changed? When did primes start collecting and publishing subcontractor data?" But I got busy and nobody else was pestering me for the answer.

Yesterday, I found out -- or, rather, was reminded! I'd forgotten that the Federal Fiscal Accountability and Transparency Act (FFATA), passed in 2006, is finally hitting its implementation dates.

Since July 1st, federal prime contractors have been entering data on all subcontractors on contracts or task orders worth more than $20 million.
As of October 1st, 2010, they have to report subcontracts under federally-awarded contracts and orders valued at or above $550,000
By March 1st 2011, USASpending.Gov will have subcontractor data for every prime contract and task order worth more than $25,000.

At the 25th Anniversary conference of the Association of Procurement Technical Assistance Centers, Adam Stansifer, Senior Consultant for IBM Global Business Services on GSA's Integrated Acquisition Environment project, explained more. Over the next three years, his team will consolidate nine different systems into a single portal called SAM -- the System for Award Management.

More about that soon!

MBE100 Awards -- The Big Night!

2010-10-25T07:23:00.000-04:00

Join Me For Two Minutes -- Highlights!

Power Tools For 2011 Government Business

2010-10-19T07:25:00.000-04:00

4-Part Online Workshop Starts Nov 10th!

We heard you!

In response to popular demand, we’ve created a new compact version of our online workshop series on Government Contracts!

Now you can get keys to success for your FY2011 in a FOUR PART session with a new, lower price point.

Did you know? There are seven things that all successful companies do when they win government contracts – and it all starts with Strategy & Focus.

I've teamed up with Federal Procurement Pro and L2 Federal Resources to make it...Easier.

Starting Wednesday, November 10th at 1 pm, this online workshop presents the hard-hitting questions you’ll need to ask your team as you begin your quest for more government contracts – and gives you the tools to find the answers.

If want to know:

How to tell if you’re ready for government business
Which factors affect the size of opportunity you can win next
The easy framework you can use to assess your next move…
The ONE question that gives your efforts laser-sharp focus

…then this a high-value tour-de-force will help answer the most important question -- “Is this good business for my business?” -- and give you the perfect chance to ask questions on how to use power tools to reach your goals. The answers will keep you on the shortest path to government contract success.

Find out more -- this is four-part series includes a copy of my book, bonus materials, post-workshop recordings and more... and Register today!

Summit Insight To Be Honored As MBE Top 100!

2010-10-15T15:12:00.000-04:00

We're excited! The official news release: "Judy Bradt, CEO, has been selected to receive the Top 100 Minority Business® Enterprise Award -- now in its fifth year of honoring outstanding women and minority business owners in Maryland, Virginia, Delaware, Pennsylvania and the District of Columbia.

A panel of distinguished judges selected Summit Insight from over five thousand nominations based on outstanding achievement in entrepreneurship, client satisfaction, professional and community contributions."

I'm grateful for the clients, friends and mentors who have taught me so much that has led to this recognition as one of the region's Top 100 minority and woman-owned businesses. After more than 22 years of professional practice in government contract consulting based in the mid-Atlantic region, I remain focused on my mission: to provide affordable, personalized, effective counsel for market-ready companies that want government contracts made easier.

And I look forward to serving more established companies, industry associations, nonprofit organizations, and governments on four continents! Our unique structured approach helps clients focus on winnable business and connect with the people and resources that speed success.

"Summit Insight represents the best of what our region's minority business community has to offer," said Sharon R. Pinder, CEO of the Center for Business Inclusion and Diversity and founder of the Top 100 MBE® Awards Ceremony. "This award is the culmination of sacrifice, dedication and hard work and will inspire future women and minority entrepreneurs to strive for the same level of success."

Can you join us? I'd love to see you join me, my friends and family for the award ceremony, at the Inn and Conference Center at University of Maryland University College in Adelphi, Maryland on Thursday, October 21, 2010. Thanks to ceremony sponsors: The Center for Business Inclusion and Diversity (CBID); the University of Maryland University College (UMUC) Southwest Airlines; HMSHost, PNC Bank, the State of Maryland, and greiBO media. To obtain tickets for the 2010 Top 100 MBE ®Awards Ceremony or for a complete listing of this year's winners, please visit www.top100mbe.com.

David Meerman Scott: Bringing Us Another Great Book

2010-10-12T12:05:00.000-04:00

Real-Time Marketing and PR Coming In November

He's done it again. David Meerman Scott walks his talk.

Pre-order and put his new book in your hands and top of mind if you want more success in selling to government.

Government buyers are connecting with the vendor community more and more through social media. While that involvement is still lags how fast industry is adopting social media use, that's why tomorrow's government market leaders are figuring out how to get every advantage NOW.

Real-Time Marketing and PR brings you smackdown stories that show exactly how powerfully you can leverage social media to engage media as well as your client community to catapult your business to the success you want.

While some of his content will be more immediately helpful for your commercial business, David Meerman Scott brings us lessons that are Right On for the government niche right now, like:

The compelling way to engage the media
Why and how to know what people are saying about you, and what to do next
How to mobilize realtime customer connection
Why you have to respond FAST to social media, especially when there are problems
The power you have in your community -- not just as a consumer -- to force change
The power of the graceful apology and immediate and thorough remedial action

This is a book you want. Let me know if you'd like me to invite David to be a guest on one of our FreeForAll Friday call-ins coming up!

The Hot Questions That Launched FY2011!

2010-10-04T05:00:00.001-04:00

Start Your New Fiscal Year Off With A Bang: Get The Answers

Wow, the time went so fast on our inaugural First-Friday Free-for-All Call-In Hour! Everyone who signed up for the call got a link to the recording (so you can get the full info even if you couldn't call in) AND a bonus paper, too!

See what we answered (below)...and sign up for the next one,

Friday Nov 5th,11 AM ET.

What questions should we ask when we’re considering hiring someone to write a proposal – especially for a GSA Schedule Contract?
How do I use the Open Ratings service to show off my best past performance to prospective buyers, and what does it cost?
How do I let government buyers know what portion of a project I could perform as a subcontractor – and how does that relate to the provisions of FAR Part 15.304, which talks about how small business subcontracting plans are evaluated in prime contractors’ proposals?
What’s the new threshold for requiring subcontracting plans?
What’s the new Simplified Acquisition Threshold?
Where can I find the Health and Human Services officials who help companies win business that’s under the Simplified Acquisition Threshold?
When will agencies post their 2011 forecasts?
How can I find the RFP or statement of work related to a past contract my competitor won?
How do I choose the NAICS code for the service my company provides, when none of them seem to describe me well?
How is WBENC certification helpful when I want to win government business?
What are the best forums for networking?
I just did a video project for Health and Human Services. They loved it, and they’re about to put it out on YouTube, but our company name isn’t on it anywhere, and I was a subcontractor. How can I use that experience as past performance?
We’re about to get a debriefing on a project we lost. How can we make the most of that?

Get The Jump On 2011 Government Business

2010-10-01T07:00:00.001-04:00

Special Online Workshop Series Starts October 13th

What new business will YOU celebrate this year? The winners are targeting now. Did you know? There are seven things that all successful companies do when they win government contracts – and it all starts with Strategy.

Got 90 minutes? Then you can get the straight talk – and candid insight – into how you can lay a foundation to win new government business in the year ahead. Is it hard? Doesn't have to be. I've teamed up with Federal Procurement Pro and L2 Federal Resources to make it...Easier.

Starting Wednesday, October 13th at 1 pm, this online workshop presents the hard-hitting questions you’ll need to ask your team as you begin your quest for more government contracts – and gives you the tools to find the answers.

If want to know:

How to tell if you’re ready for government business
Which factors affect the size of opportunity you can win next
What women and minority business owners do differently on their road to success
The easy framework you can use to assess your next move…

Find out more -- this is the first of a series that also includes bonus materials, post-workshop recordings and more... and Register today!

Get Your Federal Fiscal 2011 Going! Join Us, Friday Oct 1, 11AM,

2010-09-28T16:22:00.000-04:00

Join Summit Insight's Free-For-All Call: Oct 1st, 11 AM ET.

Got government contracting questions? Get answers, now! I'll be answering the top questions posed by my online guests and my most recent students.

** SPECIAL – a new law passed this week opens up lots of new opportunities for the year ahead – how could it be good for you? **

This is entirely complimentary – no charge! I’m doing this simply to help you launch a breakthrough success in this new federal fiscal year, and find out your top of mind issues right now.You can forward your questions in advance – or just listen in! Here's a sampling of what I'll be answering on the call:

• How do I choose a level of government to market to -- federal, state, local?
• What are the new Simplified Acquisition and Subcontracting Thresholds starting today?
• Do I have to wait two years to get a GSA Schedule?
• How long does it take to win your first federal contract?
• What's the best way to ease into government contracts without going broke?
• Which set-asides have priority over the others?

Planning to join us? Email Dawn@SummitInsight.com to request the call-in info

(Can’t come this week, but want to know about the next one? Let me know!)

That’s the Summit Insight "Friday Free-For-All" call, on October 1st at 11:00 am ET.

Small Business Administration Buys "Government Contracts Made Easier"

2010-09-14T12:28:00.005-04:00

Now it's official!

SBA's Washington Metro DC District office is the first buyer of "Government Contracts Made Easier" -- and got the government bulk purchase discount for quantities between 25 and 99 copies!

I did it just the way winning companies suggest: starting small and being persistent!

Technical details: this sale was done via the SmartPay Card and the micro-purchase threshold, through RELATIONSHIPS developed over the previous TWO YEARS.

Wow. If I won a government contract...you can too.

Don't pay $9.99 for the advance publication chapter.
join my LinkedIn group and

get the code for a complimentary download of the meaty "Marketing" chapter.

Unique Value: A Case In Point

2010-09-13T11:46:00.002-04:00

Author at work...Manuscript is now with the Editors!

What Buyers Want That Only You Can Give

When I counsel clients, I talk about creating your Unique Value Proposition...and I have to do the same in my own business. and with my book -- Government Contracts Made Easier (Not A Novel)

I'm thrilled that a major national association has committed to buying 1000 copies.

And...the Small Business Administration's Metro Washington DC District Office has just purchased copies for their small business specialists!

What's different about this book? Here's why they're buying:

Seven Steps you can take right now to win faster
Hot new research stats on what it takes to win
What woman-owned and minority businesses do differently
Real-life profiles in success from over 12 businesses
Practical exercises to get you up the learning curve
Checklists and tips for fast reference
Loaded with resources that seasoned contractors take years to discover

Find out for yourself -- join my LinkedIn Group , and get the discount codes to download pre-publication chapters over the weeks ahead!

Uncle Sam Wants You(r Ideas)...

2010-09-11T12:59:00.000-04:00

...And Is Giving Away Prizes!

Did you notice? Over a dozen federal agencies are inviting your bright ideas on how government can work better. And more than a few of them are also giving away prizes and trips for your efforts.

Challenge.gov is the newest federal social media project, and a great example of how government is using social media to reach out to citizens. Check it out!

Why should you as government contractor care about Challenge.gov?

First: a back door into opportunities.

For example, the Federal Virtual Worlds Challenge could be a great way to get noticed if you're in the simulation and training business. The U.S. Army Research Laboratory - Simulation & Training Technology Center ise offering a $25,000 prize and a trip to Orlando (no, not to Disney World, but to the 2011 Defense GameTech Users Conference next March) for the best "innovative and interactive solutions in virtual environments." Doesn't have to be a military application, and the contest says they're looking for ideas that could apply to any part of government.

Second: a way to improve how government does business

This blog post Challenge.gov could be a great vehicle for:

General Services Administration (GSA) or the Office of Management and Budget's Office of Federal Procurement Policy (OMB OFPP) to ask you in the contracting community for ideas to make a specific aspect of the procurement process work better.
An individual federal agency that's been criticized by the Government Accountability Office (GAO) for problems in their acquisition management might post a challenge as a partial response in their search for remedies. (Did you know? GAO currently offers over 7,000 reports related to procurement and contracting for your reading pleasure...)
The Small Business Administration, to ask for ideas from primes and small business for improving the effectiveness of mentor-protege programs
The Presidential Interagency Task Force on Federal Contracting Opportunities for Small Businesses, to inspire new approaches to achieve the small business goals that SBA recently reported fell short in 2009.

Thing is, we as citizens can't post challenges. Hm. What can we do?

Think of Challenge.gov as a variation on a Broad Agency Announcement: it's a vehicle that an agency can use if they're in the market for an idea! What kind of challenge would open up fresh ideas to remove barriers to small business success in the federal market? Or fix some other procedural or practical problem that gets in the way of your win?

Draft something that might work and shop it around to key contacts in federal agencies where you do business to create a challenge that the contractor community can respond to!

Special thanks to Lisa Dezzutti, President, and John Kagia, Research Director, of Market Connections for their Federal Community Social Media Study, and their related event where I met Bev Godwin, Director of the Center on New Media and Citizen Engagement in the Office of Citizen Services and Innovative Technologies at GSA, and heard about Challenge.Gov.

"Government Contracts Made Easier (Not A Novel)": The Final Saga

2010-09-02T11:29:00.000-04:00

Announcing: My Forthcoming Book's Chapter Titles!

Due out in October 2010:
Government Contracts Made Easier (Not A Novel). By Judy Bradt.

Okay, I've been sandbagging on you. I'm just finishing writing Part Seven before turning it over to my editors, I hope finishing up this weekend and heading for CreateSpace on Amazon. (Many thanks to my cherished technical reviewer of Part Three, Courtney Fairchild, President of Global Services Inc!)

New research has shown that government contractors spend an average of
$86,124 and invest 20 months win their first contract. But these Seven Steps have helped hundreds of companies develop the business and results they wanted faster than they ever expected. They've gone on to win over $300M in new government business.

Now, you can look forward to:

The Architecture For Growth: Crafting Strong Strategy
The Secret Of The Sweet Spot: Setting Sharp Focus
The Many Paths To Sales: Nailing The Process
The Power Of Unique Value: Sidelining The Competition
So You Think You Can Dance? Tactics For Teaming
The People You Need To Know: Mastering Critical Relationships
The Business Development Toolkit: Options For Marketing

More book news comin' at ya -- reviewers, cover photo, all that stuff. But FIRST -- back to finishing that last chapter!!

Watch this space...sign up for RSS feed to get the latest...and tell your friends!

Top Teaming Tips -- An Interview with MBE Connect

2010-07-23T09:12:00.000-04:00

Thanks to Betty Cole of WBENC and to Sharon Hadary, for inviting me to share these tips during the recent Women's Business Enterprise National Council conference. WBENC rocks! And a big thank you to interviewer Kate Armstrong at MBE Connect. Check out all the ways that MBE Connect can help you in your quest for teaming relationships.

The New 80/20 of Government Contracting ...

2010-07-02T18:39:00.002-04:00

...And How To Beat It

You know the regular 80/20 rule. Well, thanks to a new report from Victory in Procurement, an initiative of OPEN by American Express, we now have a new 80/20 rule for government contracts. Actually, it's the 86/20 rule:

First-time federal contractors invest an average of $86,124 and 20 months on the road to success.

They also offer these tips to make your road shorter than theirs:

Start small.
Pursue subcontracting -- 76 of winners do, and 54% of them succeed.
Ensure that government business development is part of your core growth strategy.
Target government buyers with clear needs that you can meet.
Develop relationships through calls on agencies, outreach sessions, matchmaking events, and associations.
DO look into GSA Schedules...but don't assume they're right for you. Less than 50% of first time contractors do business through a GSA Schedule. First, find out how your target buyers purchase, and how your competitors sell.

Want to know more? See:

GSA Schedules: Seven Things You Must Know (a Summit Insight exclusive guide)
What Winning Takes (Report from VIP/OPEN)
Four Easy Lessons in Free Market Research (Instant webinar)

Who Wants to Win A GSA Schedule (FY2010 edition) ?

2010-03-07T10:42:00.000-05:00

FY 2009 -- The Scary Schedule 70 Stats

Sobering facts for Schedule 70 IT FY 2009

Total Sales: $15.7 billion Total Schedule 70 Awardees: 5,333

Top 25 Firms' Market Share: 42%

Top 50 Market Share: 54%

Top 100 Market Share (1.8% of awardees) 65% => $10.2 B
3,271 other firms (61% of awardees) 35% => $ 5.5 B

1,962 firms (37% of awardees) $0

GSA IT procurement officials told me that, in view of the recession, they intended to go easy on routine terminations of contracts from companies who failed to reach $25K in sales in the first two years, or under $100K by year five.

Nevertheless, overall Schedule 70 awards in 2009 are down 5% -- 5,333 vs 5,614. Potentially good news: that last group -- the $0 club -- is down 12% from 2008. Some reasons for that could be that offerors must now:

Complete the GSA Pathway to Success online training http://webcast.gsa.gov/login.asp?lib=pn100381_gsa_pathways
Demonstrate two years' sales of the proposed products/services, whether to commercial or government buyers
Outline their post-award marketing plans as part of their schedule contract proposal.

What do winners do differently? They take Seven Steps To Success.

Link here now to find out what those are, in my free podcast series.
Join LinkedIn Groups Gov't Market Master & American Small Business Coalition

FARS Part 10: Two Ways To Leverage Research

2010-02-22T09:07:00.000-05:00

When Federal Buyers Hunt, You Want To Be Seen

FARS Part 10 outlines all the things federal buyers are supposed to find out about how well potential suppliers can meet the requirement before they launch a competition.

Why do you care?

If you're the only company that can meet the requirement, that research can support a sole source award. Gain the advantage by making sure that buyers know and lust after your unique characteristics.
If many vendors have capability to meet the requirement, then the research results affect the kind of competitive process you can start to get ready for.
And perhaps most important, if you want to be considered as a credible source, FARS Part 10 gives you the list of exactly what buyers have been told to find out when you come calling! If you're smart, you've now got a checklist when you're preparing your marketing materials!

What do you think they need to know? Find out at FARS Part 10.002.

New Buy American Waiver -- More For All

2010-02-09T15:24:00.000-05:00

USTR Opens Canadian Provincial/Local Access, Too

In case you missed the announcement on February 5th, 2010

For Americans, "Buy American Waived" doesn't usually sound like good news. In this case, by lowering barriers for Canadian companies on certain of the remaining stimulus-funded projects, the Administration will open access for American firms to supply more Canadian public works projects at the provincial and local levels. USTR Details >>

If you're Canadian, then this announcement comes as huge relief to hundreds of companies, especially those in water/wastewater remediation, construction and building products, and heating/ventilating/air conditioning who found themselves locked out by Stimulus provisions early in 2009. Canadian Ministers' Statements & Backgrounders >>

There are three part to the announcement:

Interim agreement: the United States will waive Buy American conditions in certain Stimulus-funded projects through 2011, and Canadian provinces and certain municipalities would give American suppliers access to defined public works contracts. And Dispute Settlement Mechanism: both countries will design a "fast-track" procedure designed to address concerns like this that may arise in future
Commitment: the United States and Canada will sign onto the World Trade Agreement Government Procurement Agreement to open state/provincial and local opportunities to each others' suppliers.
Outlook: Both countries agreed to future discussions to further open procurement opportunities.

There are PLENTY of unknowns -- including:

WHICH stimulus funding programs are included?
Which kinds of contracts aren't covered?
Which cities in each country will be covered?
Will transportation grants -- which aren't a big part of the Stimulus -- be included, now or in future?
When will all this come into force? How will it be implemented?

Watch this space.

And congratulations to all the Canadian and U.S. industry associations who worked so hard to confer with government officials to get a workable proposal. This really does break new ground.

Why To Love FARS Part 9: Are You Simply Irresistible?

2010-02-08T13:09:00.000-05:00

Making Contractor Responsibility High Impact, Low Drama

Writing this one, I got stuck in one of those songs that won't get out of my head...so with apologies to the late Robert Palmer, I begin with a singalong (link here for the original tune)

You’re basically responsible
Always certifiable
Truly qualifiable
Never been convictable
Your 8(a) is a star, you're a powerful force
You’re part of a team 'cause there's no other course
Before, you looked good, but now they find you

Simply Irresistible

Okay now that I've passed that along to YOU, here are just some of the gems waiting for you in FARS Part 9, and why you care.

FARS 9.104-1: Only responsible companies can be awarded a contract. So, what's it mean to be "responsible"? Better yet: by that definition, could your competition be found irresponsible? That might be a competitive edge for you!
FARS 9.2: Are you technically dominant in your field? If the contracting officer decided that prospective vendors must meet a high level of technical qualification, would that be to your advantage? Find out how that can happen.
FARS 9.5: Sure, we all want to shape the spec, but here's how can going too far lock you out of the business you're positioning to win.
FARS 9.6: Are you teamed -- in the eyes of your contracting officer? See what definition qualifies in federal contracts.

FARS Part 8: Mandatory Sources Rules That Mean Business

2010-02-02T16:55:00.001-05:00

Who Ya GOTTA Call?

Quick question: which FAR would let a government buyer call Ghostbusters? (Answer at the bottom....) And why do you care? Meet FARS Part 8.

Reason One: Because it's great to be a mandatory source -- if you know the rules that say when government MUST buy from you.The best known mandatory sources are General Services Administration Schedule Contracts. FARS SubPart 8.4 gives you the details on how government uses these popular contracts, including valuable info on Blanket Purchase Agreements.

Reason Two: But wait! Even if you have a GSA Schedule, did you know which mandatory sources are in line ahead of you?

Reason Three: Other special rules might apply to you. You need to know how they work if you want to win. A client of mine in the printing industry had been providing millions of dollars worth of printing services through contracts administered by the Government Printing Office (GPO). She asked for my help exploring sources of new government business, because she wondered if she could offer a better deal directly than the prices her clients paid through GPO. FARS SubPart 8.8 specified GPO as a mandatory source, but says there can be exceptions, if the government buyer's needs can't be met by GPO. So I called GPO's legal counsel to ask how one went about getting exceptions.

Um, well, don't bother trying, was the basic answer. He couldn't remember the last time they'd granted an exception. But knowing the rule to look for meant I could have an intelligent conversation with the person in charge of the rules and get good guidance.

Oh, if you gotta call Ghostbusters, better look up FARS Subpart 8.002 (b).

Sources other than those listed in paragraph (a) of this section may be used as prescribed in 41 CFR 101-26.301 and in an unusual and compelling urgency as prescribed in 6.302-2 and in 41 CFR 101-25.101-5.

FARS Part 7: Insider Stuff -- Authorized!

2009-11-11T14:20:00.001-05:00

More reasons the Contracting Officer is one of the Five People You Need To Meet ... (if you know enough what to ask for!)

The best part of FARS Part 7 is arguably FARS 7.105: buyers need an acquisition plan. That means, before any buying begins, the contracting officers can already tell you some VERY useful things...if you know enough to ask.

Wouldn't you want to know your buyer's plans for:

invitation and selection of vendors
contract type
funding
environmental/energy requirements
logistics
providing you with property or data
security
timing and nature of acquisition milestones

FARS Part 7.103 lays out the things that are supposed to happen when government buys. If these things don't happen, you can certainly politely ask why not. FARS Part 103 requires the program manager to:

Maximize Competition, particularly opportunities for small business, buy commercial items, buy Green/biobased products, minimize (or at least justify) bundling and urgent purchases that can restrict competition, and not discriminate against vendors who propose to use a telecommuting workforce to serve the government.
Coordinate with the small business specialist on all contracts worth more than:

$7.5 million or more for the Department of Defense;
$5.5 million or more for the National Aeronautics and Space Administration, the General Services Administration, and the Department of Energy; and
$2 million or more for all other agencies.

Ask and ye may receive!

What Do You Need To Succeed in 2010?

2009-11-08T22:18:00.000-05:00

(Remember Field of Dreams? "Ease His Pain...")

What do you need most, what pain must stop, for you to win more government contracts?

Answer my question, and I will post or reply privately (as you prefer) with the answers to yours. I will not try to sell you anything.

I'm asking because I'm trying to create a special -- and very affordable -- package of professional services that can jump start more companies' success in government business...and want to focus on what you care about most.

What's on your list?

Possibilities might include:
"I want to find buyers."
"I want to focus on the best opportunities."
"I need a GSA Schedule / 8(a) certification"
"I want a teaming partner/ mentor"
"How does government buy what I have?"
"How can I find opportunities before it's too late?"
"I need someone who has the right connections to win the business."

Never Cry "Wired!" Again

2009-11-02T10:11:00.002-05:00

Get Competitive, With FAR Part 6

When I teach an intro procurement class, someone complains that government business always seems wired for somebody else.

"Wanna know how to get sole-sourced?" I ask them. Everyone's ears perk up. "It's in the FARS."

FAR Part 6 gives you these secrets that help experienced contractors win:

When things must be competed, and what "Full and Open Competition" means (FAR Part 6.1)
The small businesses set aside you might not know about (Can you name all five? See FAR Part 6.203)
When federal buyers can sole-source (FAR Part 6.302)
How to justify being sole-sourced (FAR Part Part 6.303)
When competitions must be based primarily on price ("Sealed Bidding" -- FAR Part 6.4)

FAR Part 5: It's Not All On FedBizOpps

2009-10-29T10:04:00.005-04:00

Clues To Opportunities You May Be Missing

The FARS say all opportunities worth more than $25,000 have to be published in FedBizOpps, right?

Nope! Clue words include "urgent", 8(a), "perishable", "national security", "commercial items" and "under Simplified Acquisition Threshold"... but don't guess! Learn about them all in FAR 5.202.
Looking for a small job to launch your track record? Here's how buyers publicize opportunities worth more than $10,000 but less than $25,000 (FAR Part 5.101)
FAR 5.4 says government can also use other methods do publicize opportunities, including traditional advertising. That could be an opportunity for marketing communication firms to offer services to procurement shops, if there is an extraordinary requirement that the buyers expect will be hard to meet.
FAR 5.404 encourages Federal agencies to publish procurement forecast information. Find those forecasts online 24/7 at Acquisition Central.
Looking for Stimulus-funded work? FAR Part 5.7 says how those have to be publicized -- both pre- and post-award.

FAR Part 4: Alchemy -- How To Turn Paper Into Gold

2009-10-15T14:18:00.000-04:00

Didn't File Your Paperwork? You Lose.

As I write this, Hallowee'n is upon us...and who among government contractors dares to say that magic is dead? Anyone who wins has mastered the fine art of turning paperwork into gold.

Not sure how that happens? Learn FAR Part 4, Administrative Matters, and you don't need a magic wand. Seriously, you've got to complete certain applications and registrations in order be eligible for a government contract. These don't guarantee you'll win anything...but you can't win without them. Roz, here (or YOUR friendly neighborhood contracting officer) wants your paperwork -- like:

A properly signed contract (FAR Part 4.1)
Registration in the Central Contractor Registry (FAR Part 4.11) and
Online Representations and Certifications (ORCA, FAR Part 4.12)

Roz has to do HER share, too. This part of the FARS includes government's obligations to:

Safeguard classified information within the industry (FAR Part 4.4)
Report contract actions to the Federal Procurement Data System (FAR Part 4.6) and track achievement on mandatory small business subcontracting plans (FAR Part 4.14) and any Stimulus-funded spending (FAR Part 4.15)
And KEEP your paperwork (FAR Part 4.7, Records Retention)

Summit Insight Into "Speaking Stimulus" Brings Success

2009-10-09T05:00:00.000-04:00

Construction / Engineering Staffing Win

Division 10 Personnel , Wendy Koppel, President

Objective: Win staffing subcontracts from companies performing Stimulus projects.

Summit Insight Plan & Execution: One hour teleconference consultation to provide technical training, and assistance with phone, email and voicemail scripts for Wendy and her team. Increased marketing team's ability to discuss stimulus contracts with prospective clients, increased effectiveness of marketing campaign to reach recipients of government stimulus grants for construction and assess their needs for additional construction project staff.

Results: Five new clients...tens of thousands of dollars in revenue...just ten days later.

Wendy says, "It became quickly apparent that Judy has a vast knowledge of vendor opportunities related to government funded programs (public and private sector). Judy’s astute perspective was incredibly valuable to me and everyone of our sales team. Through Judy’s teleconference training, along with her excellent assistance with phone, email and voicemail scripts, we all felt very prepared to ‘pitch’ the prospective clients.

"I highly recommend Judy to any company interested increasing their business opportunities. I plan to maintain this immensely fruitful relationship with Judy and look forward to our next project together”.

A quick fine tune can create the path to success. Find out how YOU can get started on 2010 now.

FAR Part 3: Ethics & The No Free Lunch Rule

2009-10-06T14:34:00.001-04:00

Avoid Toxic Coffee Syndrome

Part 3 of the FARS is about procurement integrity. Its full name is Improper Business Practices And Personal Conflicts Of Interest.

Here are three reasons why you care, and where it says so:

1. How not to lose your contract
In general, government officials can't seek or receive coffee, lunch, gifts or entertainment from a contractor. (FAR Part 3.101-2) So don't offer. Individual agencies are allowed to have their own rules about this, so if you're uncertain, look up their rules online and/or ask the contracting officer to confirm your understanding.

Pay Attention: if you do so with intent to get favorable treatment on a contract worth more than $100,000, your contract can be cancelled (FAR Part 52.203-3).

2. How to protect your business secrets

Find out how to mark your documents to prevent the government giving competitors sensitive business information from your proposal (FAR 3.104.4). This really can happen if you don't watch out.

3. How to avoid shady practices
Whether you're a prime or a subcontractor, ethics rules apply to you. Those rules prohibit things like kickbacks, contingent fees, and under-bidding today in order to raise prices after award. If you're even remotely concerned about whether a business practice is legitimate and permitted, run, do not walk, to FAR Part 3. It's not long, but it's very clear.

Balancing Women's Natural Advantages

2009-10-05T05:00:00.001-04:00

Creativity, But Not At The Expense of The Rules

Barbara Annis of Barbara Annis & Associates is dedicated to bringing the latest research and thinking on Gender Diversity and Inclusiveness into the workplace. As a recognized leader in Inclusive Leadership, her firm helps organizations achieve a true competitive advantage with their most valuable asset, their people.

She and I recently got to talking about gender differences in how men and women do business, and she told this story:

“Two or three years ago, I competed recently for a $50 million government project for 'inclusive leadership'. My competitors answered every question, and no more. I went more in the relationship way. I thought, 'They’re defining their requirement wrong, because I’ve been delivering inclusive leadership for years! You need diversity but you also need culture intelligence and gender intelligence.' So I added to it, with the best of intentions.

“We lost. In the debriefing, the contracting officers went through our offer line by line and said, ‘That didn’t fit the RFP, this didn’t fit the RFP. We got as far as page 12 of your 200-page proposal, and abandoned it.’ We didn’t answer the specific questions or use their words.”

“The ones who won the contract and went off on a big party trip to celebrate their win lost it three months later because they couldn’t deliver. The government agency is now asking us how they could get the service they need. 2 to 3 years later, we have even better tools and are very much involved in shaping a statement of work that we think is realistic and will achieve their goals.”

Is strong focus on creativity in pursuit of business an inherent female trait? That trait can be a strength for women as well as men in government contracting, but not at the expense of playing the game by the rules.

What would be the warning signs that you need a better balance between creativity and other elements of marketing effort?

I'll be talking about these and tactics to make the most of other gender differences to women Presidents, Owners and Chief Executives of the American Small Business Coalition on Thursday October 8th.

Happy New (Fed Fiscal) Year!

2009-10-01T05:00:00.010-04:00

Are You Ready to Party?

The federal fiscal year started on October 1st. The traditional fourth quarter spending spree has left government buyers and contractors with record hangovers, but everybody's invited to the new party getting underway. Are you ready?

The Year In Review, and The Way Forward

Federal fiscal 2009...is over. How did you do? And...what do you want to win by this time next year?

When the final stats are in on the 2009 federal fiscal year, spending will top $550 billion -- another all-time record. Expect 2010 to look much the same. While the White House asked agencies to trim their budgets 7% over the next two years, that could simply leave room for spending on new initiatives.

The federal government will keep buying. On top of that, the Obama Administration set a goal of spending 70 percent of the stimulus money by this time next year. So far, almost 47 percent has been allocated for specific purposes; as of mid-September, only 16 percent had been spent. That means there's a very stimulating year ahead...if you're developing opportunities long before the competition begins.

There's seven steps to doing that. I'll present those at the PTAC at George Mason University on October 7th. Can't make it? Let me know how I can bring those steps to you.

NOW IS THE TIME ... to get your plans set for 2010. Want help? Just ask.

The Joy Of Lex: FARS Part 2

2009-09-29T10:55:00.007-04:00

When Lexicon Means Profit

Why would FARS Part 2 be interesting? It's about the language, or lexicon, of contracting and its definitions.

Because the Joy of "Lex" can be tangible. "Oh, Yawn," you say. Not so fast. What if tiny little FARS Part 2 were a key to profit and competitive advantage? Read on.

In government contracting, everyday words and phrases have very specific meanings. How is a "commercial item" different from a "commercially available off-the-shelf item"? What does "cost or pricing data" include? Is your product or service "environmentally preferable"?

You want to know the answers for two reasons.

First: Competitive Advantage. Understand and comply with the terms and ensure your proposal qualifies for every advantages.

Three examples:

if the solicitation says that environmentally preferable products shall receive preference in evaluation, you want to be sure your products qualify, find out how that sets you apart from your competition, and, if so, be sure your proposal shows how you qualify.
If the solicitation says that only environmentally preferable products shall be purchased, you want to be sure to include information about how your products meet that definition, so you don't get disqualified on a technicality.
Armed with Good Lex, you can also point out competitors who aren't compliant -- and disqualify them from a competition.

Second: Compliance with Incorporated Terms
The standard contract includes definitions simply by referring to FAR Part 2. That's called "incorporation by reference." Government contracts incorporate hundreds of provisions by reference. In other words, the government buyer expects you to know what all these terms mean when you sign that contract, even though the contract doesn't spell them all out. And if you don't know what they mean, the FAR reference points you to where you can look it up.

Neeld Wilson, President of GEAR Engineering, found himself scrambling on his first federal contract proposal to remove an underground storage tank. He was looking for the statement of work in order to cost the job, because that information seemed to be missing from the Request for Proposal.

His proposal consultant showed him the small clause that referred to published project standards that his proposal needed to meet.

If his proposal hadn't complied with those standards, his offer would have been rejected. Instead, he went on to win a project worth several hundred thousand dollars.

The Joy Of Good Lex: Helps You Win.

Got a story about a definition that made a difference for you? Email me, or leave a comment!

FARS Part 1...Just What You Need To Know!

2009-09-24T09:57:00.001-04:00

Rules of the Road

In writing my book, "Seven Steps to Success in Government Contracting," I knew I had to cover acquisition regulations. How could I make it something you'd want to read?

Today I planned to launch my "FAR - a - Week" blog series -- working through the Federal Acquisition Regulations. Life got in the way...but brought the perfect lesson to start me off!

I was delayed by what I thought would be a routine annual vehicle inspection. An hour later, I found out that it's gonna cost me $2600 in mandatory repairs -- including replacing the pump that feeds the power steering -- just to keep my beloved six-year-old Mini Cooper on the road.

What's this got to to with the FARS?

Easy: If I want to drive, my vehicle's gotta meet the rules of the road. When you get on the acquisition superhighway of selling to the federal government, you agree to comply with those rules.

Even if it costs us. So, let's know before we go.

Federal Acquisition Regulations Part 1: The Opening Act
Explains the purpose of the federal procurement rules, how they are managed and by whom, and who has authority to bind the government to a contract. (You really care about that last part, because you need to know whether or not the person you're talking to has the authority to buy from you.)

Highlights:

1.102: The acquisition regulations are intended to achieve:

on-time delivery
of products or services that give best value to the government customer
while maintaining the public’s trust
and fulfilling public policy objectives

1.601 Agency heads delegate contracting authority to Contracting Officers.

1.602-1: Contracting officers have authority to enter into, administer, or terminate contracts and make related determinations and findings, including ensuring that all 2requirements of law, executive orders, regulations, procedures, clearances and approvals have been met.

GSA's Inside Scoop on New Mentor-Protege Program!

2009-09-21T11:56:00.014-04:00

Did you know? In GSA's Mentor-Protege Program:

Companies of any size, small or large may be mentors
Mentors may hold ANY GSA contract -- not just a GSA Schedule Contract
Mentors may hold SINGLE award contracts, not just multiple award contracts.
GSA's Small Business Utilization Office is glad to meet with you
For more, Web: http://gsa.gov/sbu and follow twitter.com/GSAOSBU

Thanks to A/Associate Administrator Mary Parks, Director of the Small Business Utilization Office for her interview on this with me, recorded September 18th with me for YOU to hear, at
http://bit.ly/ixvhe.

With pressure from the Obama Administration to improve federal awards to small business, and recession putting the pressure on small companies, this program comes at a very good time.

Now, let's see SBA and Commerce promote it during their outreach, too!

Will YOU pursue a mentor on this program? Become a Protege? Why or why not?

EMAIL ME YOUR ANSWER!

Attracting Your GSA Mentor

2009-09-18T05:00:00.002-04:00

What's In It For Them? And You?

1. Learn about the program.
If GSA offers a briefing on its Mentor-Protege program, attend. Otherwise, read all you can. If your prospective mentor is new to Mentor-Protege (because this is new for GSA), you may need to be able to explain how it works, and provide links.

2. Think about what you can offer your mentor.
These programs take time -- theirs and yours -- for application as well as participation. What's in it for them?
- More margin on sales subcontract to you?

- Access to a new client base?
- Opportunity for an equity position in your company?

- Something else?

3. Decide what you want from your mentor. Need ideas? The 2007 GAO report said:

87 percent of responding protégés said their mentors helped their business development and corporate infrastructure.
84 percent credited mentors with "enhanced their engineering or technical expertise"; a
25% said their participation helped them meet ISO quality Standardization, CMMI, or other certifications.

4. Prepare To Meet
Update your Capability Statement and list your objectives before you approach your prospective mentors! Remember, a good initial point of contact is the person listed on their GSA Schedule online. Pay attention to your gut. Are you comfortable with what you're hearing and who you're meeting?

Got your mentors narrowed down? Link to the application here and find out more.

Top Vehicles for YOUR GSA Mentor-Protege

2009-09-18T05:00:00.001-04:00

GSA Runs 6 of Buyers' Top 10 Contract Faves

If technology is your business, and you're thinking of GSA's Mentor-Protege program, prime contractors of any size participating in any of GSA's programs could be a mentor.

Look beyond the schedules program! There are more choices than you might have thought. Nick Wakeman of Federal Computer Week told us the results of a 100,000 readers surveyed about the federal IT contracts they planned to use:

1. GSA SmartBuy, with 34 percent saying they plan to use it.
2. GSA Schedule 70 – 31 percent
3. GSA 8(a) STARS – 16 percent
4. Army ITES-2S — 15 percent
5. GSA Networx – 13 percent
6. DISA I-Assure – 13 percent
7. DOD Enterprise Software Initiatives – 13 percent
8. GSA Alliant Small Business – 12 percent
9. GSA Millenia/Millenia Lite/Alliant – 12 percent
10. Army ADMC-2 – 12 percent

So You Want A GSA Schedule Mentor?

2009-09-17T05:00:00.003-04:00

Tips For Prospective Proteges On The Hunt

Get the latest update from GSA's Office of Small Business Utilization about the program.
Learn more about GSA's programs, including the Schedule Contract, that best fits the kind of business you want to win more of.
Then check out GSAAdvantage to see who is offering goods or services that complement yours. Make a list of those companies. The point of contact listed is a good starting point if you want to get in touch.
Next, see how much business they've won recently,
through Schedule Sales Query, and on other contracts, via Federal Procurement Data System.
Narrow the list by geography if you want to work with someone located near you.

Now, what would YOU do next?

Why Mentor-Protege, GSA?

2009-09-15T17:00:00.005-04:00

Simply: A Good Idea That Delivers.

The Department of Defense pioneered Mentor-Protege in 1991. In the report commissioned by Congress in 2007, the Government Accountability Office found that participant benefits among those they surveyed included:

48 protégés collectively attributed 95 new contracts and about $131 million in increased revenue to their participation in the program.
63 % percent reported an increase in employees.

But there's no magic -- you get out of it what you put into it.

GAO also reported that "Despite the overall value protégés attributed to the program, about one-quarter reported that the program had no impact on gaining new contracts or increasing revenue."

What could GSA's program achieve for you? Well, what do you want to get out of it?

Julie, and Julia...and Judy: The FAR-A-Week Blog Series

2009-09-15T11:52:00.001-04:00

52 Parts. 52 Weeks. Starts Monday September 21st!

Remember I said I found the movie "Julie and Julia" inspiring? I was wondering what I could do that my community would find appealing and would really cook...

And I was kinda mired in writing Part Three of my book, Seven Steps to Success in Government Contracts, always wondering, "What does someone REALLY need to know about procurement rules?"

Sure, the perfect answer is "everything," but what would a real-world approach be? I decide to find out, and share that with you one week at a time.

GSA Launches Mentor-Protege Program

2009-09-14T05:00:00.002-04:00

September 14th, 2009 Is Opening Day

All part of the White House push for more contract awards to small business...now there's another way for big companies to help the smaller ones.

Mentor-Protege programs that began with DoD and have spread to other agencies have driven growth for many small firms through the technical assistance, subcontracting, and even equity positions extended by Mentors to Proteges.

How will GSA's program work? See Federal Register notice, Aug 14th, 2009.

How about in plain language? GSA said to check this link.

More SBA Outreach...How's That Workin' For Ya?

2009-09-09T05:00:00.005-04:00

Online, In-Person...What's Actually Helping You Win More Contracts?

ITEM 1: On September 1st, SBA announced to an online course to help small businesses win Recovery business. It's at http://www.sba.gov/fedcontractingtraining/. One review called it "Half an hour course that provides a great introduction to federal procurement." Have you tried it? What do you think of it?

BTW, like audio? Check out Women Impacting Public Policy's Give Me Five on-demand webinar series. 100-level courses are free24/7; advanced topic are members-only. Like what you hear? Become a member!

ITEM 2: In mid-August, the White House asked SBA and Commerce to do over 200 more events in the weeks ahead, to help agencies reach their 23% goal of contract dollar awards to small business. Washington Technology reports some community leaders as skeptical over whether that outreach will achieve anything.

Honestly, I've both given AND received lot of industry outreach over the last 20 years or so, and I've often asked myself the same thing. Government tries, but how in tune are these efforts with what you need?

I ASK YOU:

What's SBA/Commerce done for YOU lately that's actually helped you win a government contract?
If nothing, then what one thing should they be doing right now?

EMAIL ME.

I'll post the answers here next week. SO COME ON. Give me something to write about.

A Lesson From Julia

2009-09-08T05:00:00.001-04:00

Blogging Like Nobody's Watching

Procurement this, procurement that... I went out to see the movie Julie and Julia tonight, and I was inspired on a couple of levels.

First, that Julie started out doing a project just because...and people started to care about it along the way, whether she knew that or not. For her, it was about the journey, and putting it out there.

And for Julia, bringing "Mastering The Art Of French Cooking" was such a very long journey, fired by the passion of knowing that what she had to share with the world was worth it, that someone would care.

I really do write this blog for two reasons:

so that if you really CAN win a government contracts, you get things that help you succeed...
and if it's really not a great idea, you can figure that out before somebody skims thousands of dollars off you for courses and services and proposals that burn your cash and line their pockets.

And I have a book coming -- Seven Steps To Success In Government Contracts. Maybe, like Julia's book, the title will change. And, like Julia's, it's not gonna be the only contracting cookbook out there. But if you ARE hungry for government contracts, it's going to take you through the recipe, one step at a time.

Stick with me, folks. And sign up for the RSS feed if you want the updates as the writing comes along.

(Okay, and Stanley Tucci is SOOO cute as Paul Child.)

Trap 3: The Shotgun Tactics

2009-09-03T05:00:00.002-04:00

The Danger: Wasted Scarce Resources.

See the classic shotgun pattern? Lots of effort, not much reaching your target. Sure, FedBizOpps (www.fbo.gov) is the place where the federal government must publish opportunities and includes links to stimulus opportunities. But if you pump out proposals to every Request for Proposal you find, most of your effort is off target.

Improve Your Win Rate.

FACT: The win begins long before RFP's are published. When you want to win government contracts, research and focus tightly to win. Otherwise, I guarantee you'll go broke trying.

The Fix: Focus.

Did you know? Public money drives much more public information -- on federal departments' budgets, contract spending forecasts and contract awards. Savvy companies pinpoint well-funded buyers, scope out competition and partners, refine their focus, and pick out and position themselves to win opportunities a long time before formal competition begins.

Where to start:

Free web sites offer extraordinary amounts of federal contract market intelligence -- but can take time to hit the bull's eye. Look into www.usaspending.org, www.ccr.gov, www.gsaadvantage.gov, https://fpds.gov, and www.ssq.gsa.gov. Good if you're testing the waters and not ready for a big investment yet, or prefer to spend time rather than money.

Jump Start: Get a free instant webinar in how to use all these -- at www.summitinsight.com/video.asp.

Now tell your friends.

Trap 2: The Shoestring Budget

2009-09-02T05:00:00.001-04:00

Danger: No Traction.

If your business is struggling, pursuit of government contracts can hurt more than it helps. You can expect to spend serious money -- and easily a couple of years of effort -- to find a return on what you'll invest to develop opportunities and prepare proposals. And when you DO win, guess when you get paid? After you do the work. Winners budget to stay in business long enough not only to win, but also to perform.

Your current line of credit is often not enough to finance pursuit of several major opportunities, and win a couple, AND stay alive until after you get your first payment. Even healthy companies that are blessed with a line of credit today are shocked to find that their bankers do not simply extend that line and its terms, even to finance a signed government contract. Margins are usually not huge in government contracting. Asset-based financing is your cheapest money. While I see offerings every week for alternative financing (aka "last-minute money"), it's always more expensive, and will evaporate your profits in a hurry.

The Fix? Get Some Financing.

Have you hugged your banker lately? I'm really not joking. If you've decided to pursue government contracts, and revised your marketing budgets to support that pursuit, review your access to working capital and financing. Then visit your banker to let her know your plans -- not least because you want to check your assumptions about financing options and how your bank can support you.

Trap 1: The Saggy Pants Strategy

2009-08-31T05:00:00.005-04:00

The Danger: One Size Fits None.

Government buyers need to be right for you, and you need to be right for them.

First, what size opportunity do you perform or deliver best now? Just because government's needs come in all sizes doesn't mean you've got something for everyone.

Second, each government office's needs and problems are unique. And the sales effort has to persuade a complex group of people -- individual buyers, contracting officers, program managers, and end users -- who each have different needs, even if you think you're just selling one thing to them all!

That suggests a very relationship-intensive (and expensive) effort. One size doesn't fit all.

The Fix: Tailor-- Two Ways.

Your government prospects have to fit your company, and your offering has to suit the client.

First, set your sights on the right size and number of opportunities. Don't chase the biggest thing you can find. For every successful opportunity, you have to invest to develop the business, build trusted relationships, and if the odds look decent, prepare the proposal, and if you win, to have enough money to perform until at least after you get your first payment!

Second, pick the style or niche that suits you and your prospects best. Focus on your core competency -- the problem you solve better than anyone. The high-potential prospect wants to meet you because she sees herself reflected in your track record of solving that problem for clients who look a lot like her. In other words, you're the specialty store that carries just her style.

What Can You Do Today?

Ask and receive a free Seven Steps to Success installment series on Strategy, excerpted from my upcoming book. You'll get:

a special email every week with tips and a new exercise you can do to make your government contracts strategy the perfect fit!
And notification when the podcast series comes out, too!

Three Top Traps -- Watch Out!

2009-08-27T05:00:00.006-04:00

3 Common Mistakes In Government Contracting...

2009 has witnessed two giant forces that have combined to create a rogue wave of interest in government contracting -- among companies of all sizes! This time last year, the recession began to dry up many companies' traditional sources of business. Then, when February's federal stimulus package passed, thousands of company owners thought, "Hey, with all that spending, there's got to be something I can win."

Maybe. But every year, otherwise successful managers spend millions in scarce resources trying to win government contracts without results. And now the stakes are even higher: stimulus notwithstanding, President Obama has just asked government buyers to trim a total of 7 percent from their budgets by the end of 2011.

Conclusion: Don't get lured, get smart. In government contracting, success favors the savvy.

It's easy to avoid the most common traps:

The Saggy Pants Strategy
The Shoestring Budget
The Shotgun Tactics

Next week's three tips tell you the danger signs, and how to avoid those problems!

Small Business Shortchanged by Stimulus?

2009-08-14T09:14:00.005-04:00

Experience, Knowledge & Relationships Are Key.

Robert Brodsky's August 3th GovExec article is yet another complaint about how little stimulus money is going to small business. Kent Hoover pointed out back in June in WBJ, following Senate Small Business hearings, that small business had received only 10.3% of stimulus contracts.

What do YOU think the biggest barriers are
for small businesses wanting to win government contracts?
Tell me, and let's go after those.

Because, look: the stimulus is not intended to shower money on small business, so can we all stop whining about that? The stimulus is not a make-work program designed to administer lots of small contracts to little businesses so everybody gets some trickle down. There simply aren't enough contracting officers to handle that, for starters. And the cost of administering lots of small contracts whittles away the amount of money that drives the engine of the economy.

1. Incumbents have an advantage over newcomers, by pure dint of knowledge and experience in how to find, develop and win opportunities -- to say nothing of past performance.

2. Existing contract vehicles are the fastest way to pump money into the economy and get people working and supplying the products and services needed.

3. Big companies subcontract, and where's all the reporting on that? Well, how much time do you want to spend bean-counting, and how much doing the work?

4. The stimulus accounts for maybe a 15% bump of the total federal contract spending. There are plenty of ongoing opportunities -- at federal, state AND local -- that serious companies can focus on.

What there isn't is a handout. There's nothing but hard work on that road -- even to compete and win, and THEN to perform.

There are plenty of places that small businesses can get help to build the contacts, expertise, and relationships it takes to win business. But it doesn't fall out of the sky, folks.

Unsolicited Proposal Tips!

2009-07-29T05:00:00.001-04:00

Responses from this week's Summit Insight Mailbag Q's

"How can I prepare an unsolicited proposal?"

The Federal Acquisition Regulations tell you what you can and can’t do here:
http://www.acquisition.gov/far/current/html/Subpart%2015_6.html

Here’s an article from ONVIA that summarizes the process and includes other useful regulatory links: http://gov.onvia.com/unsolicited-proposals-and-bids/

But if you’re going to send an unsolicited proposal, wouldn’t you want to know how someone is going to evaluate it? In the order retrieved by Google,

The Army tells you, here: www.aca.army.mil/docs/Community/unsolicited_proposal.pdf
And the US Geological Survey gives you their take, at http://www.usgs.gov/contracts/grants/unsolbk.html
NAVAIR’S view: http://www.navair.navy.mil/index.cfm?fuseaction=doing_business.guide
The Marine Corps: www.logcom.usmc.mil/.../Unsolicited%20Proposals%20Fact%20Sheet%20012006.pdf
Customs and Border Protection: http://www.cbp.gov/xp/cgov/toolbox/contacts/contracting/con_opp.xml
NASA Ames Research Center: http://server-mpo.arc.nasa.gov/Services/Grants/Includes/Unsolicited.tml
Drug Enforcement Agency: www.usdoj.gov/dea/policydocs/deaunsolicitedproposals.pdf
USAID: www.usaid.gov/business/small.../5_Subcontracting_Unsolicited.pdf
USDOT Pipeline and Hazardous Materials: http://twurl.nl/hm5yb0
USDA Research Education & Economics: www.afm.ars.usda.gov/ppweb/PDF/212-17.pdf
Department Of Education: www.ed.gov/policy/gen/leg/foia/acsocfo2104.pdf
National Security Agency: www.nsa.gov/business/_files/unsolicited_proposals_guide.pdf
Internal Revenue Service: www.irs.gov/pub/irs-procure/guide-unsolicited-proposals.pdf
Veteran Affairs: www.1.va.gov/oamm/oa/ars/policyreg/vaar/vaar815.cfm
State Department: www.state.gov/documents/organization/89056.pdf

And the hits just keep on coming. SO...if you’re thinking of sending an unsolicited proposal to a federal agency, remember :

“unsolicited” doesn’t mean “free form”
Read the FARS on unsolicited proposals!
Then look up any rules your target agency may have published about unsolicited proposals. Compliance with those give you keys to successful consideration
Remember to protect your proprietary or sensitive information, as suggested by the FARS.
Is there anything you want to be sure DOESN’T happen to your proposal? Find out if you’re allowed to place limitations on what the recipient may do with the content of your proposal.

Seven Tips To Stimulus Business!

2009-07-27T05:00:00.001-04:00

Looking Stimulus Business? Not Sure Where To Start?

The clue really is the same advice that Mark Felt -- "Deep Throat" -- gave Bob Woodward in the parking garage in Rosslyn, Virginia when he was investigating the Watergate scandal...

Follow the Money.

How?

My latest web site article gives you the steps and links -- read, and share with your friends!
And remember to check out GSA Schedules most likely to be used for ARRA spending, too!

Recovery HotSpots = Opportunities

2009-07-22T05:00:00.000-04:00

Shovelwatch.Org Makes Stimulus Digging Easier

Sometimes the best opportunities are buried under problems! If you want to unearth the hidden gems within the stimulus, take a look at government agencies being criticized for NOT allocating their funds, or accounting for them poorly!

www.shovelwatch.org is a watchdog public interest site that highlights just such trouble spots. Take a look and see what new business it might highlight for you!

The stimulus is supposed to be pulling America out of the recession, but the current administration is taking the heat for not making things happen fast enough.

How about you? What stimulus business are YOU following?

30% of Posted Recovery Jobs Up For Grabs

2009-07-21T05:00:00.000-04:00

Recovery.Org Offers Easy Ways to Find Opportunities

Advice comes in three kinds: Free, good, and enough...pick any two.

Free and good: today, from the folks at Onvia, www.recovery.org is another easy way to see where upcoming recovery projects are.

As of today, there were:

notices for just under 30,000 recovery projects
ADVANCE notice -- stuff coming up for competition -- for over 10,000.

Pulldown menus make the searches very easy, on three criteria: location, industry, and status.

Try it -- what do you think?
How useful, on a scale of 1 (not useful) to 5 (wow, great!) ?

Keys To Government Contract Staffing Success

2009-07-20T05:00:00.004-04:00

Women Who Rock Contracting: Patty De Dominic

Patty De Dominic founded PDQ 1979 as a staffing business. In the ten years before PDQ was sold to Select Staffing in 2006, she won quality service, entrepreneurial excellence and customer service awards from local and national media, universities and the US Dept of Labor. She shares her success secrets here!

Getting Started - survey the market. “We didn't have a sense of how big that market was.” They picked what worked instead of trying to tackle everything in government.
Stick to it based on your intuition – don’t follow the opinion of one government officer. It’s easy to get distracted by a silo’ed opinion and think your business can’t make it.
Be in the right place at right time – make your luck. Patty recalls, “We were asked to bid on providing staffing services, as one of 5-10 pre-qualified vendors to provide temp help. We went through the procurement process, and…that gave buyers a chance to evaluate us…to make sure we could add value to the client and guarantee our work.”
Complete the offer – Patty’s package included: Pricing, basic company information, including business licenses and proof of insurance, description of the services provided; and documentation of quality assurance processes – “…the methods for ensuring the skills of the employees we assigned to client locations and the quality of their work.”
Clinch It With Top Performance -- the best way to ensure your firm stands out. Patty’s company made sure they were very careful about how they staffed the project. “We overstaffed just a bit to be sure to provide top performance. We performed on our first order, and made sure the people we sent had all the skills needed. (and more frankly.....just to make sure it all worked well on those first few assignments).”

Making a name for yourself in performance and quality offers will practically guarantee return government business as it did for Patty.

What are YOUR success tips? Share 'em here!

What GSA Schedules Are Best Bets For Stimulus?

2009-07-16T05:00:00.000-04:00

Hot Contract Vehicles To Drive To The Bank

Is a GSA Schedule gonna win you stimulus business? Wrong way to look at it.

Right way:
a) What's government buying with stimulus money?
b) Which of those things do buyers use GSA Schedules to purchase?

Here are some top picks, courtesy of Bill Gormley of the Washington Management Group, from a recent edition of his regular column in the Washington Business Journal:

03 FAC: Facilities and Maintenance Management
51 V: Hardware Superstores
56: Buildings & Building Materials
84: Law Enforcement & Security *
899: Environmental Services

A GSA Schedule Contract promises NOTHING -- but if you're already working to win that business, then you make it easier for your buyers if that's they way they like to do business.

Guys Who Rattle My Cage

2009-07-15T05:00:00.003-04:00

GSA...NOT the Universal Panacea

I was just reading Washington Business Journal's regular columnist on government contracts -- often has good tips I like to pass along. I met Bill Gormley years ago when he was chief of GSA (and I have compliments for him in tomorrow's blog!). But his recent column made me growly.

I disagree with those who say "If you want to do business with the government, the best way to start is to get a GSA Schedule contract..."

(Here's why...)

Think twice if you're getting that advice from someone who conveniently happens to offer services to help you GET a GSA Schedule contract.
The BEST way to start is to figure out whether or not selling to the government makes sense for your company in the first place, and then how the government buys what you offer.
GSA Consultants with integrity are genuinely cautious about promoting Schedule Contracts as the keys to the treasure chest

What do YOU think?

Did YOU shell out big bucks for a GSA Schedule and then win nothing? What's YOUR Story?

GEAR Engineering: Half-Million Dollar Smile

2009-07-14T05:00:00.003-04:00

Neeld Wilson, Orlando Aquifer Engineer: First Federal Wins!

Meet my client, Neeld Wilson, President of GEAR Engineering. He's a service-disabled veteran who struggled through 2008 (and spent a LOT of money) with no success in winning any government contracts.

This has got to stop," he had said to himself. He hired me to help him. We worked hard together with monthly sessions, targeting, focus, new relationships (like with two local chapters of the Society of American Military Engineers) and follow up on key issues (Find out more about that...).

Just after I finished speaking at the NAWBO conference in Chicago, I got the following happy email from Neeld:

"Homerun! Two (2), that’s right two (2) Federal contracts in one day. One as a subcontractor for geotechnical services ($37K) and one for tank removal/replacement ($445K). Thank you, thank you and thank you. Still, the journey is just beginning and there are many pieces of silver to find."

How could that happen for YOU? Here's how I do it.

Has GSA Suspended Schedule Evictions?

2009-07-13T15:52:00.005-04:00

If You Haven't Sold $25,000 On Your GSA Schedule...

...by the end of year 2 of your contract, GSA's practice has been that you need to give your Contracting Officer a mighty good reason not to terminate your contract.

A company owner I just talked to, empty-handed and coming up against the 2-year line, said when she called GSA to beg for mercy, she not only got a reprieve...

...but her Contracting Officer told her because of the recession, GSA's not kicking companies off the Schedule for failure to make the $25,000 cutoff right now.

Recession might have a silver lining, if this story is true...
Regardless,
Got GSA doldrums? Get your act in gear NOW, while somebody may be cutting you a break.

Fourth quarter use-or-lose days are here! What's YOUR top Q-4 tactic? Come on, share it here!

Free Teleseminar: Win Government Contracts Faster.

2009-07-08T16:54:00.016-04:00

Just Can't Wait To Reach New Heights?

Me neither. Win Faster, Spend less...Sound good?

Link here to get Judy Bradt's free teleseminar
on Seven Steps to Success in government contracts.

This soft launch is to:

Invite your comments, and
Seek marketing partners in the GSA Schedules/government contracts space who would like to profit from shared promotion of the full seven-part series.

Link, share, enjoy...I just ask you to contact me if you want:

easy cash flow from subscribers you refer.
an invitation to the full series when it's ready!