Are there growth opportunities for my firm in the federal government market? Which federal opportunities are right for us? How can we maximize our chances at securing federal government contracts? Questions like these are on the minds of most A/E, construction, and environmental firm leaders new to the federal government market.

Historically, the administrative burdens that are uniquely attributable to federal contracts have outweighed the potential benefits of seeking government work in the minds of many business leaders. But, with the high level of federal economic stimulus spending and the continued weakness in the private sector, more firms are recognizing the advantage of having a diverse client mix that includes the federal government .  But where to start?

During this webinar, Dave Alexander, the principal of Lincoln Strategies, LLC, discusses important factors for firm leaders to consider before entering the federal market. Drawing on 30 years of experience pursuing—and winning—federal government contracts, he explains how to size up the market for your firm, determine whether the market is right for you and—if it is—how to identify and pursue  federal opportunities in a timely manner.
 
Understanding the Federal Market and Developing a Sound Near- and Long-Term Strategy

• How to determine if there is a substantial federal government market available to your firm.
• How to reach a decision quickly as to whether to pursue the federal market.
• Advantages and disadvantages of entering the federal market.
• Realistic options for entering the federal market for the first time, including prime contract  and subcontract opportunities.
• Developing your firm’s action plan for entering the federal market in the short-term, and building a long-term base of federal government business.

Implementing a Federal Market Strategy

• How to identify and evaluate specific opportunities as early as possible in the process.
• What can be done right now to help prepare for upcoming competitions, e.g., federal registrations; developing internal proposal-writing capabilities.
• How to best position your firm to win once a specific federal contract or subcontract of interest has been identified.
• How to evaluate the potential competition, form a team, or join a team.
• How to win.

• A/E, construction, and environmental firm leaders, including CEOs, Presidents, COOs, CFOs, CMOs
• Principals
• Project Managers
• Marketing Specialists

Dave Alexander
Principal, Lincoln Strategies, LLC

Dave Alexander has more than 30 years of experience helping firms enter and thrive in the federal government marketplace. In the 1990s, as President and CEO of The Cadmus Group, Inc. he led the firm to a quadrupling of its federal government revenues and its listing in the Inc. 500. Previously, he was a Vice President at ICF, Inc., and a Senior Principal at American Management Systems, Inc., major federal contractors. In each of these positions, his responsibilities included identifying federal business opportunities, developing capture strategies, and leading the preparation of proposals. Now through Lincoln Strategies, LLC  (Carlisle, MA), he provides action-oriented strategic and tactical advice to firms that are considering whether and how to enter the federal market. He has authored many articles and books for ZweigWhite and others on the subject of federal marketing.