This session explains how to identify where the Federal Government is spending money and more specifically, where it's spending money with 8(a) companies. It also shows students how to identify their NAICS code to research spending in that specific industry.
Session #3 - What Business Should I Start? (Part 2)
A look into "Professional Services" and Staffing
This session explains how minority contractors are making tremendous revenue and profit through "Professional Services" also known as Staffing services for the Federal Government. These staffing opportunities should be considered when deciding on a line of business.
Correction: The trainer incorrectly states that OH and G&A remain static as Labor Rates increase. Actually, both OH and G&A also increase with higher Labor Rates.
The critical milestones and activities you must focus on.
This session focuses on the four main priorities that you much manage in order to move to the next stage of your Government contracting journey. We acknowledge that Feeding Your Family is priority number one. However, you must do more than that to position yourself for the 8(a) program.
Session #7 - Understanding the Federal Govt Contracting Game
Who Are The Players?
In this session we discussed the makeup of the Federal Agency and who the "Buyers" are. The distinctions between the roles within the Agency is VERY important to understand before engaging an Agency to get work.
This session discussed the Federal Government's efforts to help small businesses in different categories. The session helps you determine if you should seek these certifications and how they give you an advantage over other businesses.
This session explained that we as small businesses must approach agencies with a basic understanding of the mission that agency is trying to accomplish for the American public. We also discuss how the Requirements of the Program Teams are meant to accomplish the mission and how Small Businesses are identified to meet the requirements.
This session was an open forum for our students. We checked in to see where they were making progress and if there were areas where they were stuck. We appreciate those that shared they're progress on this call.
Session #11 - Getting Your Foot In the Door (Part 1)
This session discussed the things you need to have in place BEFORE you start approaching the Federal Government. We also discussed how to target so your marketing efforts will be more productive. Presentation slides are below.
Session #12 - Getting Your Foot In the Door (Part 2)
This session will continue the previous discussion but will move into identifying the specific buyers that you should target with your marketing efforts. There are 4 types of buyers who each have their own motivations and expectations. We will also discuss the common responses you will get from them and how to handle their attempts to send you elsewhere.
One of the hardest lessons to learn in Federal Contracting is that publicly advertised "opportunities" are not available to everyone. No one in the Federal Government will admit this but it's the truth. This session will teach you how to identify opportunities that YOU should pursue.
Session #14 - The Evolution of a Contract Opportunity
The Birds and The Bees
By now you've learned where contracts come from. However, it's important to understand the stages a requirement goes through to determine how it will be contracted. Through this understanding you will know how to position yourself for opportunities that you can secure (even before you get your 8a).
Session #15 - Maximizing Your Conversations with Decision Makers
The Federal Government hosts various events to allow small businesses to come and meet government buyers. During these events there is often a "matchmaking" session to have one-one-one time with a decision maker. This session teaches you how to approach and maximize these brief 10 minute discussions.
Session #16 - How to Win Subcontracting Opportunities
Who, What, Where and Why
Many small businesses start out in Federal Government as a Subcontractor. This session will help you understand where to find subcontracting opportunities and how to position yourself as the best choice for the Prime contractor.
This session will introduce you to the different types of contracts that Federal Agencies use to get work accomplished. It's important to identify "the way they buy" the services you're selling. You want to make sure you're looking for opportunities in the right places.
This session will teach you how to approach research for federal government contracting. Research allows you to understand what your target customer buys, how they buy it, and who they are buying it from. We take an Agency recommendation from one of the class participants and we walk through a live demonstration of researching that agency.
This session focuses on identifying your true competition at an agency. You'll learn how to determine if an agency is friendly to 8(a) companies or not. You'll also learn how to identify the 8(a) companies that are winning the most work at an agency. This opens the door for possible mentorships and teaming arrangements.
Gerald Boyd, Jr. founded DB Consulting in 2000. Gerald has grown his business through the 8a program to earning over $80M in annual revenue. In 2008, Gerald led his company to win three major Federal contracts valued at $325M.
Willie Woods founded Digital Systems Research in 1988. He grew the business through the 8a program to annual revenues of over $100M before selling the business in 2001. He now provides business consulting services.
Cedric Knight founded NDTI in 1994. NDTI is a graduate of the 8a program and has successfully won competitive Federal Contracts outside of the 8a program. One of which is NASA's $40M IT Services contract at Kennedy Space Center.
CEO, Rumph and Associates, P.C.
Join the Meeting: TBD
CEO, Libra Management Group
Date TBD at 6:00pm EST
Join the Meeting: TBD
Date TBD at 6:00pm EST
Ron Saxton founded SAWTST in 2006. From the company's Headquarters in Newnan, Georgia, Ron has grown the business through the 8a program to annual revenues of $35M.