1. 1
Welcome to
Find your Target
Federal Agencies

2. 2
First To Do’s….
 Register with SAM.gov
 Create a one-page capabilities statement
 Identify your products and services and differentiation
 Identify target agencies and then target procurements
(i.e. http://www.usaspending.gov/, FBO, 5 year plans, etc)
 Establish Teaming and/or Subcontracting Oppts (bunt vs. home run)
http://www.sba.gov/category/navigation-structure/contracting/contracting-opportunities/sub-contracting/subcontracting-opportunities- Get on several procurement vehicles (deck of cards)

3. 3
Next To Do’s
 Dedicate federal staff
 Develop a marketing budget THEN a marketing plan
 Contact SADBU’s
 Understand the basics of contracting - www.acquisition.gov/far/
 Contact Small Business Liaison with SI’s/Primes
http://www.generaldynamics.com/suppliers/supplier-diversity/small-business-liaison/
http://www.mantech.com/about/smallBusiness/Pages/smallBusiness.aspx
https://oasis.northgrum.com/general/docs/SBLOlist.pdf

4. 4
Be able to answer…
 What does your organization do?
 Who in the Government has a requirement for your product or service?
 How does your company help the government meet its goals and
objectives?
 Provide examples of customers your organization has assisted in the past
and the corresponding results.
 • What appeal did your product or services have that caused customers to
use you in the past?

5. 5
Do the following…
 Evaluate why the agency would buy your product or services.
 Get information on their budgets, and look at their mission and goals.
 Look Government Accountability Office (GAO) Reports http
://www.gpoaccess.gov/gaoreports/index.html.
 Get the agency’s organization chart and then develop a call plan.
 Identify Executive Orders, Agency Mandates, Regulations.
 Market success stories.
 Ask for a referral.

6. 6
Categorize relationships
There are three customers you should target with your marketing efforts:
1. Procurers (including contracting officers/specialists)
2. Influencers (including program managers/high-level decision makers)
3. End Users (how is what you sell help them in their job or agency mission
critical or operating processes?)

7. 7
Visit local Procurement Technical
Assistance Center (PTAC)
Provides assistance to businesses
in marketing products and services
to Federal, state and local governments.
http://www.aptac-us.org/new/

8. 8
Swwmw.sabal.glo vBusiness Administration
8(a) Business Development
http://www.sba.gov/content/about-8a-business-development-program
Hub Zones
http://www.sba.gov/hubzone/
North American Industry Classification System (NAICS)
http://www.census.gov/eos/www/naics/
SBA Development Centers - 900 service sites to serve your local business needs
www.sba.gov/SBDC/
SBA Veteran’s Business Development
http://www.sba.gov/about-offices-content/1/2985
SBA Small Disadvantaged Business
http://www.sba.gov/content/disadvantaged-businesses

9. 9
Understand Abbreviations and
Acronyms
Abbreviations and Acronyms of the U.S. Government
http://libguides.ucsd.edu/govspeak
Military Acronyms
http://www.fas.org/news/reference/lexicon/acronym.htm

10. 10
Read/Subscribe to Publications
Carroll Publishing – Government Print Directories
www.carrollpub.com/
Computer Reseller News
www.crn.com/
Federal Times
www.federaltimes.com
Federal Computer Week
www.fcw.com
Government Executive
www.govexec.com
Government Technology
www.govtech.net/
Washington Technology – Targets System Integrators, Agency Profiles, Product Reviews
www.washingtontechnology.com
(1) Follow their editorial calendars and
(2) get to know the reporters that cover your products/services

11. 11
Join Organizations
Association for Federal Information Resource Management
www.affirm.org
Computer Technology Industry Association
www.comptia.org/
Greater Washington Initiative
www.greaterwashington.org/
Northern Virginia Technology Council
www.nvtc.org/
National Contract Management Association
www.ncmahq.org
Small and Emerging Contractors Advisory Forum (SECAF)
www.secaf.org/
Women in Technology
http://www.witi.com/

12. 12
Purchase a Fee-For-Service Research Tool
Eagle Eye – Historical Contract Awards – Competitor Research-Market Sizing
www.eagleeyeinc.com/
ePipeline - Web-based research for RFI, Pre-RFP’s, RFP’s, Re-Competes, etc
(digs deeper in to programs down to budgetary basis)
www.epipeline.com
Deltek – Web-based research for RFI, Pre-RFP’s, RFP’s, Re-Competes, etc
http://govwin.com/home
Loren Data - $295 annual fee to track FedBusOppts by Keyword, FSC, etc
www.ld.com
Market Connections, Inc – Customer Satisfaction Surveys, Research Studies, et al
www.marketconnectinc.com

13. 13
Women-Owned
Business Resources
Women-Owned Businesses
www.womenbiz.gov
Department of Defense, Women Owned
Small Business Website
www.acq.osd.mil/sadbu/wosb/

14. 14
Federal Grants
Track the money trail
www.grants.gov/

15. 15
Federal Supply Schedule
30,000 foot overview
This guide is intended to help vendors understand
how to participate in the GSA Federal Supply
Service Multiple Award Schedules program.
https://vsc.gsa.gov/common/articles/cid188.cfm

16. 16
Create HW Solution Bundles or
Packaged Services
 Any combination of hardware, software or Services.
 Generally receive 1-2% better markups.
 Position as a solutions-provider.
 Eliminates competitors.
Anyone can sell products/services for the lowest price.

17. 17
Buy “Selling to the Government: What It Takes to
Compete and Win in the World's Largest Market”
$18.71 on Amazon – ISBN # 047088133X

18. 18
Questions???
In the end, there is no magic or secret to selling to the Federal
Government. You still need to target agencies, sell the benefits of your
company and establish/maintain relationships with your customers.
Call us @ 703-326-0640 or
E-mail us @ rmackey@capitalreps.com