TargetGov Newsletter March Issue 2

March 2013 Issue 2

Greetings!

The good news is that as of yesterday, the federal government is funded through the fiscal year end: Sept 30, 2013.

The better news is that we are seeing a great deal of Sources

Sought, RFP and RFQ activity right now.

The best news is that there will be a huge wave of procurements starting now, with the peak during the summer months and a hard stop in late August, with time allowed in Sept for final contract negotiations and the spending rush before year end on Sept 30.

Budget cuts will still happen and layoffs, buyouts and furloughs are going to be the norm as the federal government and contractors attempt to right-size for the long term. The feast/famine model is playing out before our eyes right now. The federal spend will still exceed $500 billion this year, and someone will win each of those contracts. Which side of the line will you find yourself on in October: the contractors who effectively pursued and won contracts or the contractors who complained loudly about the mess the government is in?

What are you doing right now to prepare your company for this flood of opportunity? Are you going to find yourself in the pack chasing every RFP/RFQ that you can? Or will you operate strategically by positioning your company with specific targets (agencies and primes--both large and small), reaching out with targeted marketing messages, developing relationships that matter and pursuing only those opportunities for which you have a decent win probability?

There is a pony under the proverbial pile: This is an unprecedented time of opportunity for companies who are believable when they say they can do more with less, for those that have capacity and past performance to prove their claims and strategic thinking to get in front of decision-makers. If you want help doing any of this, call us, we have the capacity, past-performance and critical knowledge to help you right now.

As for events: come to our building on March 27 for a co-produced event with bwtech@UMBC, WIPP, BWCC and TargetGov, see the details below. Yes, it is focused on women in government contracting, but men are certainly welcome to attend and benefit as well! And look for news on the two NAVOBA webinars coming in April-a double whammy of how-to-do-it right!

The Government Contracting Institute classes here in conjunction with bwtech@UMBC are a great success-you know it is working when even after a full day of instruction, people stay and talk (with high energy!) about the topics, their experiences, how they are going to use what they learned and that they are looking forward to the next class. If you want to accelerate your market success,check out the rest of the classes, you will be glad you did.

News sneak peak: Something exciting is brewing in Oxford, England. Look for details soon-I am looking forward to a seeing Oxford first hand this Spring!

Here's to your success!

Gloria Berthold Larkin
President, TargetGov
443-543-5067 or 1-866-579-1346

The Government Contracting Institute

The Government Contracting Institute has started its inaugural year off to rave reviews. The conference room format, limited class size and in-depth topic presentations are proving beneficial to the participants. Whether the company is an experienced contractor or new to certain elements of government contracting, they've all found the class informative and beneficial to their business growth. Here are what some of the attendees are saying:

"The course was great for new/experienced professionals. I would highly recommend the course"

"This was a very worthwhile/valuable session. Presenter's insight and openness very refreshing and informative. Worth the price"

"Wonderful course. By far exceeded my expectations"

Upcoming classes include:

Proposal Writing Tools for Success

Illuminating the Federal Sales Process

Contract & Project Management

Essential Accounting Components

Clarifying Legal Requirements

Demystifying Security Clearances

Socioeconomic Certifications

VETERANS SPECIAL OFFER:

In support of our veterans and those who support them The Government Contracting Institute is now offering a 50% discount off all the classes to veterans, active-duty and spouses. Just use coupon code Vets2013 at check out and be sure to bring identification to the class.

To learn more and register for upcoming classes click here.

BWCC GovCon Council Presents Women in Government Contacting Event

Join the Baltimore-Washington Chamber of Commerce for a special March power-packed session:

"WOMEN IN GOVERNMENT CONTRACTING UPDATE"

Wednesday, March 27, 2013

8:00 am to 11:30 am

bwtech@UMBC
5520 Research Park Dr.

Baltimore, MD 21228

Presentations will include:

an overview of the WOSB program-implementation and update.
an insider's view of howto get something done in DC.
information on Technology/Cyber-What's Happening!

You will also learn from:

a panel of successful women who are winning millions in business with the government
What's new in doing business with the Government and what's changed for women in government contracting.

BWCC Members - $60

Members Not Prepaid & Non-Members - $85

Co-Sponsored by:

TargetGov

bwtech@UMBC

Women Impacting Public Policy

Learning the Game: Working the Government Contracting Market house

By: Mark R. Smith

Published By: The Business Monthly

Acquiring it is tedious. That's really an understatement - especially to someone who's had an RFP (Request for Proposal) rejected for something as seemingly minor as using the wrong font.

And it's time-consuming. Frustrating doesn't begin to describe the process, according to people from different walks of the private sector who have, or who do, live it. But with persistence comes that elusive foot in the door, plus an expansion of one's business network along with steady work that can prove quite lucrative.

Welcome to the world of government contracting.

"First and foremost, it is a relationship-based market," said Gloria Larkin, president of TargetGov and the Government Contracting Institute, which are based at bwtech@UMBC. "When many people enter it, they start chasing bids by answering RFPs, but they never win."

The market, said Larkin, is about meeting the right people and getting to know them. "Without making inroads within the three layers of decision makers," said Larkin, "it won't work."

Read the rest of the article here.

In This Issue

The Government Contracting Institute

Women in Government Contracting

Learning the Game

Speaking Engagements

What Are People Saying About the TargetGov Experience?

"...Thank you very much for taking the time to provide the very informative presentation ... Your Toolkit provided the framework to ensure the highest possibility of success... I intend to check the targetgov.com site regularly for valuable information.

John Kim

SVCM, Inc.

"Your presentation was one of the best I have attended. I liked that is was to the point with specific action steps. No down time during your talk"

S. Ross

"You were great!!! So much buckshot began to come together as one silver bullet."

S. DeVincentis

" The presentation was very clear and the speaker was very knowledgeable."

Lorman Education Services

" It was the best presentation I have seen in a long time! I'm glad I bought your book!!!" M. Hoover

"Great session yesterday - six people listening in on the call/webinar (a Sr VP/Proposal folks/Contracting Specialist/Editing/Pricing) all were very impressed with the presentation..." L. Jackson

I think the teleconference format is very convenient...in fact, I actually listened to one of the conferences while driving back from a meeting with Army representative. Registering and attending is always super easy.

R. Alexander

Was impressed with the registration process. Getting the toolkit link was easy. Download was easy. Dialing in was flawless. Very easy process. Name withheld as requested

Registration was easy, conference was valuable. I'll definitely attend other ones.

M. Creager

What are you waiting for?

Click here for the upcoming schedule.

Quick Links...

Speaking Engagements

Women in Government Contracting

March 27th