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Federal Market
Overview: How it differs from private sector work and other public sector work
(Electronic Download)
The end goal of every pursuit is the same: to win the work.
Can we apply the same strategy and process to every pursuit, every market, and
every client? Certainly. But, is there a way to garner greater success? This
session will help you understand how pursuit of a Federal government project
differs on many levels from other public and private opportunities, and how you
can prepare your firm and your team to successfully approach the market.
Topics covered:
- How are Federal projects identified and
developed? Learn how needs are identified and how a project is developed into
an advertised opportunity.
- Where can you learn more about an opportunity?
Understand how to research a project and develop relationships with the
procuring agency and end user.
- What can you expect during the selection
process? Hear more about how selection occurs, what you must do to win, and how
different contract vehicles change your approach.
- What proposal format does the Federal
procurement process require? Must you use an SF330? Can you be creative and
colorful? Get a better understanding of forms, free-form proposals, unsolicited
proposals, and how to differentiate your team from the 80 other proposals in
the mix.
- Are there extra steps you must take to be
registered to win and ready to deliver? Learn how to maximize your exposure to
Federal buyers, what internal processes your firm needs to ensure success, and
when to engage a consultant or advisor.
How to Enter the
Federal Market: Developing an action
plan for entering the federal market
(Electronic Download)
This webinar describes different methods that firms can use
to enter the federal market. What are the "iron laws" of the federal
market that your firm has to understand? How can you develop a customized
strategy and an action plan that play to your firm's strengths, risk tolerance,
and timelines?
Topics covered:
- What are the fundamental strategic imperatives
that you need to understand and internalize?
- What are the three "iron laws" that
all successful firms in the federal market understand?
- Does the government procure services that your
firm provides, within your geographic comfort zone?
- Getting beyond "huh?" Breaking through
the jargon-laden fog of the federal market, and figuring out, with laser-like
precision, the types of federal business that you would like to pursue.
- What are the classic strategic models that are
available to firms that want to enter the federal market for the first time?
- How can your firm develop a strategy and action
plan tailored to your unique circumstances, your firm's strengths, your firm's
risk tolerance, and your time horizons?
Review of Fed Market
Opportunities: What and where…procurement processes, emergency selections,
design build, and more
(Electronic Download)
The federal government has about a dozen major methods of
procuring services from A/E/P and environmental consulting firms. If you don't
understand these methods, your chances of entering or thriving in this market
are slim. Too many of your competitors have intense, detailed knowledge of the
government's procurement procedures, and have fine-tuned their intelligence
gathering, marketing, pricing strategies, and proposal writing efforts to
maximize their chances of success. How does the federal government buy the
types of services in your firm's areas of expertise? What are the important
differences among the various procurement methods, and how can you use your
understanding of these methods to your advantage? How can you spot procurement
processes that play to your strengths? This webinar will give you the basic
information you need, and a strategy for developing the expertise that the market
demands.
Topics covered:
- What are the 12 main ways that the government
procures A/E/P and environmental consulting services, and how can you figure
out which method will be used for a project of interest to your firm?
- What types of procurements favor technical
expertise over price-and how can you recognize opportunities that will boil
down to a simple pricing shoot-out?
- What types of contracts should you pursue to
make it easy for the government to choose your firm?
- How does the federal government procurement
process work for design-build?
- How can you cut through the fog and learn how to
become an expert in the three or four federal procurement methods that are most
relevant to your firm-and how can you translate this into competitive
advantage?
FEDERAL MARKET: OPPORTUNITIES
GSA Schedule
contracts: What they are and how to obtain them
(Electronic Download)
In a sluggish economy, the time has never been better for
firms that are trying to enter the federal market for the first time, or to
expand their presence in this sector. Many firms are struggling with the issue
of trying to figure out whether obtaining a GSA Schedule Contract can help them
achieve these goals. But there are many types of GSA contracts, and they each
have advantages and disadvantages. In this webinar, we will present two
distinct categories of information: (a) What are the different types of GSA
contracts, and how your decide which type might make sense—or not—for your
firm; and (b) If obtaining a GSA Schedule Contract makes sense for your firm,
how can you efficiently pursue and win one?
Topics covered:
- What types of contracts does GSA issue, and
where do GSA Schedule Contracts fit within that array?
- Why do so many architectural, engineering,
construction, and environmental firms have GSA Schedule contracts?
- What are the key features of GSA Schedule
Contracts—from the standpoint of winning the contract in the first place, and
the advantages and disadvantages of the contract after you win?
- How can you decide which GSA Schedule Contract
might make sense for your firm? Under what types of circumstances do you
definitely not want to pursue a GSA Schedule Contract?
- Can state and municipal government agencies
order services under a GSA Schedule Contract?
- If you decide that a GSA Schedule contract makes
sense for your firm, how can you win one, and how long will it take?
GSA Schedule
Contracts: How to administer a GSA contract
(Electronic Download)
Your firm has won a GSA Schedule Contract. Now what?
Some firms do
millions of dollars of business per year under their GSA Schedule Contract,
handle the unique management and administrative challenges with aplomb, and
breeze through their audits. If you have recently won a GSA Schedule Contract,
or want a refresher, you might want to attend this webinar.
Topics include:
- How can you administer the contract—and avoid
seemingly minor issues that can erupt into crises?
- Common sense processes you can do to avoid
inadvertently creating audit risks, and how to make sure that you stay in
compliance with your contract.
- Sell what? There are many types of GSA task
orders. Which types might make most sense for your firm?
- How can you find sales opportunities under your
GSA Schedule Contract? Register today and find out how!
IDIQ, MATOC, SATOC
and MACC Contracts: Preparing For, Winning, and Leveraging the Contract Vehicle
IDIQ and Design/Build indefinite delivery contracts are
favored by agencies of the federal government for procurement of A/E and D/B
services, particularly by the Military. Both NAVFAC and USACE have large
current construction programs that require timely completion of billions of
dollars worth of construction with a limited amount of in-house resources. The
convenience of having a limited stable of pre-screened companies to select from
for implementation of their construction programs is compelling to these
agencies.
This webinar will
describe and differentiate the various A/E and D/B indefinite delivery contract
vehicles. Strategies for winning these contract types will be explained, including
the latest issues in competing for the Design/Build vehicles. Methods of
organizing teams for indefinite delivery task orders will be presented. Issues
associated with executing this type of work will be discussed, as well as
leveraging the contract vehicle to get more work. Attendees will gain knowledge
of the basics regarding these contract types, and an understanding of how they
are won, executed and leveraged to attain maximum earnings.
Topics that will be
covered include:
- IDIQ, MATOC, SATOC, MACC : Understanding
Similarities and Differences
- SF330 vs. Design/Build RFP’s: Creating a Winning
Proposal for Indefinite Delivery Contracts
- Team Organization: Structuring the Team for
Success
- Issues and Hot Buttons in Executing Indefinite
Delivery Task Orders
- How to Leverage the Indefinite Delivery
Contract: “A License to Hunt”
Federal Government
Competitions for Architects
This webinar will provide information about the competition
process when the client is the federal government. The session will include
specific suggestions about the project brief and other aspects of the process
that will help you decide which competitions to enter, and will give
suggestions to help you win.
FEDERAL MARKET:
TACTICS FOR CAPITALIZING ON FEDERAL MARKET OPPORTUNITIES
Position Your Firm to
Win a Specific Federal Contract or Subcontract
Competition in the federal market is getting tougher, in
part because many firms are resorting to bleeding edge pricing. In this webinar
you will learn how to position your firm effectively when identifying a
potential federal contract or subcontract opportunity, starting before the
formal solicitation is issued. You will learn specific steps you can take
before the proposal is written to help maximize your chances of winning at reasonable
prices, while staying safely inside Procurement Integrity boundaries.
Topics that will be covered include:
- How to decide whether a promising federal
opportunity is right for your firm—as a prime or as a subcontractor—and when to
walk away.
- How to make accurate guesses about the rules
that are likely to govern the competition before the formal solicitation
document is published—and how to exercise your rights to try to shape them.
- How to evaluate the likely competition.
- How to develop and convey the right message
about your firm. What is the most
important theme about your firm that you want the federal government and your
potential competitors and teammates to understand—a theme that will resonate
throughout your formal proposal?
- If you will be participating as a subcontractor-
the three key commitments you want from your prime, before you commit to that
firm's team.
FAQs about SF330:
What They Are; When You Need to Use Them, and How to Fill Them Out
The federal government form—SF330—is required on all federal
architecture, engineering, and environmental project proposals. In this
webinar, Nancy Usrey will share the insider knowledge she’s gained while
helping professional service firms win contracts with federal agencies over the
past 30 years. She’s seen the celebration of submittals that nailed the win and
the chagrin of losses resulting from simple mistakes and critical omissions in
a form submittal or strategy. Attendees of this session will find out answers
to commonly asked questions about how to fill out the SF330.
Topics that will be covered include:
- What information is required
- How to complete the contract specific and
general qualifications sections
- Using SF330 preparation software
- What not to do when scheduling your submittal
effort
- How to develop a simplified plan to acquire and
manage the information needed to prepare submittals
Section H, QC
sections, and other non-technical portions of federal proposals
This webinar will walk you through the process of the
narrative portions of federal proposals. You will learn how to write tailored
management plans, QC sections, and other non-technical portions of the
proposals.
Interviews and Debriefing
Client interactions are different when the client is the
federal government. This webinar will prepare you for the kinds of meetings you
may have to participate in, including information about the government staff,
how responsibilities are organized, and ways to communicate that will resonate
in this particular environment.
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