netXccel, Inc.
Tech Council of Maryland 2009 Government Contracting Academy |
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Monday, June 29 2009, 8:00am - 4:00pm |
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June 29, 2009- June 30, 2009
08:00 am - 04:00 pm
Tech Council of Maryland Offices, 9713 Key West Avenue Suite 100, Rockville, MD 20850
This two-day intensive program offers companies the opportunity to get in-depth training on the tools necessary to be successful in the government contracting industry. Our eight sessions led by experts in both industry and the government will teach you how to be successful on contracting issues, procurement processes and business processes in a small, interactive, information-packed atmosphere. Whether your business is just getting started in the Federal Marketplace or you have been selling to the government for years, this program will provide you with the knowledge you need to be successful.
Agenda
Day I: Positioning Your Company for Success: June 29
08:00 - 08:35 am Registration and Networking
08:35 - 08:45 am Welcome and Introductions
08:45 - 10:15 am GSA Schedules
GSA's Federal Supply Schedules allow federal customers to acquire more than 4 million services and products directly from more than 8,600 commercial suppliers. How do you get on the schedule, is it worthwhile to pay a consultant to expedite the process and once you are on a schedule, how do you translate that into sales for your company? This session will cover both the basics, as well as previewing trends and anticipated changes in the federal supply schedules.
10:15 - 10:30 am Break
10:30 - 12:00 pm Security Clearances
The procedures and requirements for gaining facility and personnel security clearances varies from agency to agency across our region. This session will help you navigate the process, highlighting efforts by government agencies to expedite the process.
12:00 - 12:45 pm Lunch Discussion
12:45 - 02:15 pm Financial Systems and Legal Requirements
As you win new contracts, maintaining and improving internal systems will help you comply with relevant regulations and streamline the process of bidding on the next contract. Learn from industry experts about the latest technology solutions available to government contractors.
02:15 - 02:30 pm Break
02:30 - 04:00 pm Subcontracting
Past Performance. As an up-and-coming government contractor, your firm may have limited past performance that agencies seek as they award new contracts. Subcontracting is the key to developing relationships and a track record with new government customers. What are the primes looking for, how can you distinguish your firm’s capabilities from your competition, and how do you guarantee that subcontracting on a contract is a win-win for you and the prime?
Day II: Growing Your Contracting Business: June 30
08:30 - 10:00 am Marketing
As with any entrepreneurial endeavor, selling to the government requires a carefully crafted and consistent marketing strategy. Government buyers, respond to promotional pitches just as private-sector customers do. E-mail, brochures, newsletters, networking and business cards all can be useful tools. But the key in this marketplace is to be persistent. You’ve got to shake hands, serve on association committees and network like a professional to earn respect, establish relationships, and ultimately win new work.
10:00 - 10:15 am Break
10:15 - 11:45 am Writing Effective Proposals
From ensuring that your proposal complies with all RFP requirements to developing a competitive pricing strategy, writing a proposal that will compel a client to select you over your competition is a daunting challenge. Learn the “do’s and don’ts” of proposal writing and explore the options for outsourcing parts of this important task. |
Location: Tech Council of Maryland Offices, 9713 Key West Avenue Suite 100, Rockville, MD 20850
Contact: Gaurav Pal (gpal@netxccel.com) |
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