Federal Contracts Consulting

Consulting Services and Workshops - Serving Small Business Since 1983
                    Duns No. 059600166  Cage Code 63P49  

Small Business Workshop Agenda

Welcome and Opening Remarks

  • The RFP Cycle
  • Socio-economic Set Aside groups - Meeting the Qualifications
  • How to be registered completely, adequately and legally
  • Dealing with Bureaucrats
  • Finding buyers
  • Identifying a buyer's level
  • Locating Opportunities
  • Matching the two
  • SAR Rules
  • Micro Purchases


    • Five Strategies for Selling
    • Phases of the RFP and the RFQ
    • Responding Appropriately to Each Phase
    • Decision Criteria for the RFP
    • Types of Solicitations
    • Market Research
    • Know your market
    • Public Sources you will need, FOIA requests
    • Business Intelligence - paying for it.
    • Who is buying what and how much from whom, how often, at what price?
    • When did you say that contract was expiring?

SOLE SOURCE (Special Section)

  • Six Strategies and Qualifications for Sole Source Contracting
  • Case studies – How it is DoneMeans and methods
  • Pricing the Sole Source Contract
  • How it is Justified, When is it Done, Can You do it?


(The essence of contract capture)

  • Identifying the Competition
  • Making the Decision
  • Positioning and pricing your offer
  • Situational intelligence
  • Moving decisively and intelligently to preclude and exclude or overcome the competition, in pivotal and decisive ways.
  • Reality permits manipulation of competitive situations via cause and effect

The Best Kept Secret in All of Washington, D.C. – Its public Knowledge, but people do not know how to get it.

Examples for Each Attendee

  • Finding Opportunities – Places to Find Opportunities
  • Analyzing the Market – See Who is Selling and Who is Buying
  • Understanding the Requirements and the Buyer
  • Making the Decision
  • Knowing the Competition - Primes
  • Identifying the Program Manager (end user)
  • Knowing the Rules and Applying Them to your Advantage
  • Preparing and Submitting the Bid or Required Response

Questions Every Seller Has

  • How to do business with the DLA and DOD
  • Is a GSA schedule/contract worth your investment?
  • Does moving within broad circles help?
  • Shaping Your Identity - The Line Card/ Capabilities Statement
  • Setting a capabilities briefings when, why and with whom?
  • What do I say when I call to be successful?
  • DOD is not the largest agency of the US government
  • Federal Employees that are tasked to help Small Business and their various roles.

Filing and Dealing with Protest

  • How to respond
  • How to file

  • Popular Basis for Protest

WAWF – Registering for Wide Area Work Flow – iRAPT

  • Where to go
  • What to do
  • How to do it

    SBIR/STTR Grant Programs

    • Program Basics
    • What are your chances 1/5?
    • Proposal Submissions and Deadlines
    • Program Funding Sources 
    • Solicitation Updates
    • Phase I, ($150K) Phase II ($750K) and Phase III
    • Agency Mission Driven

  • Things you will receive at the workshop:
         A list of 25 to 100 Federal buyers who buy what you sell
  • A list of 5 to 25 open contracts and opportunities for you

     An ability to create such a list for yourself

     Knowledge of how to approach buyers to your greatest advantage  

New Paradigm Management LLC - Serving Small Business Since 1983
Member Society of American Military Engineers
Association of Government Accountants
United States Army Association
US Naval Institute
US Chamber of Commerce 2016