Targeting, Engaging, Winning and Sustaining Business with the U.S. Federal Market

  • BizWorks Training Center 2545 Bellwood Road Richmond, VA, 23237 United States

Registration Deadline: 1/11/2017 8:00 AM (EST) - 22 places remaining
Point of Contact: Elizabeth Torrens (703) 277-7750
Center: Virginia PTAP - Central Virginia
Fee: $75.00 Registration Policies


FACT: The U.S. Federal Government spends more than $3.5 trillion per year on people and programs, on products and services. It is by far the LARGEST MARKET IN THE WORLD in terms of spend.


FACT: There are more than 500,000 companies – large and medium; small and set-aside; public and private; for-profit and not-for-profit – registered, via the System for Award Management (SAM), to do business with the U.S. Federal Government.


FACT: Most of these 500,000 Contractors will see an annual gross revenue of $0.00 due to the complexity and competitiveness of Federal procurements -- from Government Contracting Fundamentals … to Federal Contract Procurement Cycles, Vehicles and Channels … to Federal Acquisition Regulation (FAR) and Audits … to Federal Cost Accounting Standards (CAS) and Audits … to Timekeeping and Labor Regulations … to Federal Security Clearances, Processes and Audits … to Government Ethical, Legal and Regulatory Compliance. As industry author Mark Amtower writes: “The Government Market is only sexy if you really like money.”
 

  • Overview of U.S. Federal Government Market
  • Tips for Surviving and Thriving / Strategy, Gap Analysis and Gap Remediation:
    • Infrastructure and Compliance
    • Go to Market Planning and Execution
    • Pipeline Development, Management and Measurement
    • Opportunity Pursuit and Capture
  • A Few Comments on Growth Strategies

Industry veteran Kevin P. Young, business strategist and management consultant with Create04 Government Services and Adjunct Professor of Marketing for George Mason University’s School of Business, for 30 years has helped Federal Contractors of all shapes, sizes and disciplines to survive and thrive in the U.S. Federal Government Contracting marketplace. His Contractor employers and consulting clients have included Boeing, Deltek, IBM, ITT Exelis, Leidos, Northrop Grumman, Raytheon, SAIC, SUNTIVA and Unisys – while Government clients have included Departments of Defense, Energy, Health and Human Services, Homeland Security, Justice, State, Treasury and Veterans Affairs; plus NASA, Small Business Administration, and U.S. Postal Service. Mr. Young is co-founder and co-director of the Government Market Master™ Executive Education Program. Industry honors have included the IBM Outstanding Achievement in Marketing Award, IBM Award of Excellence, and (as IBM site team) Malcolm Baldrige National Quality Award.

Instructions: This Virginia PTAP seminar is located at BizWorks Center training room, 2545 Bellwood Road, in Richmond, Virginia. Parking is free. For additional information about the location or directions, see the website or call (804) 275-5190.

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