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April 2013                                                   Issue 2        

 

Greetings! 

 

Probably much like you, I have been responsible for earning my own living for many years, yes, even multiple decades. Early on, I found that with 5 siblings, if I desired something more than my parents could afford, it was up to me to earn it. My first official job was at 16 years old, and I have always worked ever since, even while attending school full time. I am telling you this because one of my most powerful life lessons occurred very early in my career and has never left me. It was an unpleasant lesson, and that may be why it has stuck with me to this day.


But it has served me well and I have applied that unpleasant lesson over and over as I grew, first as an employee, then as a business owner.


The lesson was this: I was a newbie on the management track and invested every second of the day and ounce of energy I had in building the division-creating sales, training staff, providing strong customer support, developing processes to sustain the efforts and yes, a nice bottom line. My manager was happy, his director was happy and the VP even sent a congratulatory note or two. Then one day, I was told the VP was coming to visit me for a meeting. I expected to hear good news: I expected to be told I was being promoted.
 
That day the VP called me into my boss' office and with all three there: the VP, director, and manager, I was told that they appreciated everything I did but the promotion was going to someone else. My disappointment was obvious and in my naivet� I asked "Why, after all, I have accomplished and even exceeded all goals?"

To this day I can hear the VP's voice telling me "Why Gloria, all things are subject to change."


Those eight simple words have come back to me at various times throughout my life, and now, I hope the lesson will not need to be painful for you, in order that you may benefit from it.


I struggled for years to find some "sure thing"; a job where the management track was solid, a business where customers flocked. Relationships that were always happy, doors that never closed. It took me more years to embrace the concept of change, to see the doors opening instead of closing, to know that something better was coming.


Today, change is constant. Embracing it, whether it is in the form of political, financial, economic, health or personal change-embracing and working with it instead of fighting it is a life-long lesson that now serves me much better. And helps me to serve others as well. Today I realize that my business is helping people plan for change, to see success in that change.


I hope you have much success in this ever-changing world. Let me know if we can help.

 

Here's to your continued success!

 

 gsign

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

   

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Fundamental Project and Contract Management Class: 6 PDUs
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Join the Government Contracting Institute for the "Fundamental Project and Contract Management" class. This class, led by industry expert April Wennerberg, President of Project Masters, Inc., is an information packed seminar on managing your contract from start to finish. Participants also earn 6 PDUs for this class. This in-depth, detailed course will cover:
  • Developing a Project Charter
  • Developing a Stakeholder register
  • Developing a Work Breakdown Structure (WBS)
  • Developing a scope of work
  • Developing a schedule
  • Managing a contract
  • Tracking a project progress
  • Managing project cost
  • Managing project risk
  • Using Earned Value Method
  • Managing a team
  • Closing a contract project
  • And much more 
Class Details:

When: May 7, 2013 from 8:30 am to 4:00 pm
Where: bwtech@UMBC 5520 Research Park Dr, Baltimore, MD 21228
Credits: Earn 6 PDUs
Cost: $995 with an early bird registration discount of $250 if you register before May 4th. Use code SD2013 at check out

Learn more and register here...
Rookie Mistakes That Can Cost You Dearly

By: Gloria Larkin
Published By: The Business Monthly


What are some of the common issues that can stymie a contractor who is too busy to read the 2,000 pages of Federal Acquisition Regulations (FAR) legalese? There are many, and any business owner, executive or attorney who is competing for multi-million-dollar contracts should know the FAR inside and out.

 

However, the common mistakes noted here happen every day, and decision-makers might label the offending contractors as rookies, who are therefore too risky to serve as contractors.

 

The $25 Limit

Never, ever spend more than $25 on any meal, gift or drinks for government personnel or prime contractors. Oh yes, there are people who flaunt ignoring this rule, but serious, ethical government employees and the contractors who do business with them take this rule very seriously.

 

The limit of your largess is $25 per "event" or purchase and $50 per year for any single individual. Most federal employees will not even allow any expenditure on their behalf, and will always pay for their own food/beverages. This means no golf games, no trips to Vegas, no sports or show tickets.

 

Find out what else can cost you dearly here... 

Government Contractor Updated Gap Analysis Workshop in Michigan 

Gap Analysis is a tool that helps a company or organization to compare its actual performance with its potential performance. If a company or organization does not make the best use of current resources, does not adapt to address changing market drivers, or forgoes investment in capital, technology or people, it will produce or perform below its potential.

 

This practical, bottom-line focused morning workshop is taught by industry expert Gloria Larkin and is geared to existing and new businesses who are trying to sell products or services to federal government agencies locally or nationwide.

 

Workshop details:

 

Date: May 16, 2013

Time: 9:00 am - 12:00 pm

Location: PTAC of Schoolcraft College, 18600 Haggerty Road, Livonia, MI  48152

Cost: $75/ attendee

 

 For more information and to register click here... 

MCCC GovConNet Procurement Conference

The GovConNet Procurement Conference attracts businesses ready to do business with federal, state & local governments, prime contractors and each other. The Conference takes place Friday, May 17 from 7:30 AM - 3:00 PM at the Universities at Shady Grove. The event features Breakout sessions, "Ask the Business Doctor", Matchmaking and an Expo. Secure six months worth of business in one day! Conference registration includes breakfast, lunch and parking.

Join Gloria Larkin for her breakout session "How to Market to the Government" For more information about the conference and to register click here

 

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In This Issue
Fundamental Project and Contract Management
Rookie Mistakes That Can Cost You Dearly
Government Contractor Updated GAP Analysis Workshop
GovConNet Procurement Conference
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

  

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Click here for the upcoming schedule.

  

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Introducing the TargetGov Federal Market News Release Service


TargetGov can help you promote your business to the federal government by crafting and distributing news releases to specific targets for you. This is an excellent way to have you and your business gain visibility while we do the legwork. We can either use news releases you've already written and distribute them for you or write fresh news releases and distribute them for you.
  
Effective news releases in the federal market are very different from those targeting the private sector or typical publications. One must be very specific with the data included and the targeted recipients.
 
"We have found the news release distribution service effective at increasing visibility, recognition and improving SEO," said one of our clients, "Our business has increased since starting this service."
 
To learn more about this exciting news service aimed at improving your company's success in this competitive marketplace, visit us online, call Ben Souder at 443-543-5067 or email us for details. 
Speaking Engagements


May 8 -10
Palm Beach, FL

May  17
Rockville, MD

May 19 -21
Oxford, England