How To Win Federal Contracts Using Successful Strategies

This book contains 19 strategies that all federal contracting companies can immediately utilize to start winning more federal government contracts. Each strategy is set up as a comprehensive, step by step guide so you can easily follow through on each one. These strategies were compiled from both experience in the industry as well as from business developers that have been winning federal contracts for over 30 years for large sized prime contractors as well as small businesses from both prime and sub contractor examples. Tim Hagerty has over 15 years in the federal contracting industry and compiled this list of well planned out strategies that will benefit all sized federal contracting companies. If you're a new federal contracting company, you'll want to get this book to help you navigate the the pitfalls, understand how the whole game works and finally have some tops and tricks to win.

This book arms you with step-by-step strategies, concepts, and recommendations for winning government contracts. This book goes beyond the generic content and information that is commonly provided by other resources. These concepts and strategies have helped companies win more than $2 Billion in small business government contracts over the last five years. Written in the author's bold and direct style, this book is designed to change how you approach government sales. Using real-world strategies and examples, it provides detailed recommendations for helping you synchronize business development with business strategy. Whether you are new to government sales or you've been selling to the government for ten years, this book demystifies why so many companies get the same training and knowledge, yet some succeed and others fail. It is a compilation of concepts and strategies that you will be able to quickly grasp and then implement in your own business. There are thousands of consultants and resources that will tell you what to do. There are hundreds of business books on Amazon that will tell you what to do. There are training events, webinars, and conference seminars that will tell you what to do. But it is not what you know. It is not what you have been taught. It is how you apply it. In this book the author shares many of the strategies that will change how you position in the market with your prospects and teaming partners: ★ Learn the strategies that Mr. Frank uses with his clients and Federal Access (FA) Members in addition to dozens of additional free and low-cost online training resources. ★ Real-world examples of challenges you will face and best-practices and strategies to accelerate your sales. ★ How to identify who buys what you sell, how much they buy, and how often they buy it; includes which free government systems you will use. ★ How to successfully take advantage of your small business certifications and how to 'softly' market them for maximum value. ★ Strategies for building relationships. ★ Strategies for ghosting your capabilities and influencing procurements. ★ Strategies for managing your sales pipeline, how many opportunities you need, and how to make yourself more competitive. ★ How to find competitive data on existing contracts. ★ Strategies for teaming with other companies. ★ The truth about bid-matching tools and strategies for using them. ★ And 30 other concepts and strategies for marketing, prospecting, sales, teaming, and pricing. *** With 28 years in the market, the author is a professional speaker and business coach that has trained thousands of companies, other business coaches and consultants, and small business advisors. Mr. Frank is nationally recognized as one of the top small business trainers in the nation for small business government sales. He was awarded SBA's Veteran Business of the Year; the National Small Business Advocate of the Year by the Society of American Military Engineers; and one of the Most Trusted Companies of the Year by Silicon Review.

He who knows and knows that he knows is wise; follow him. -ANCIENT PROVERB During a long career of public service as a government procurement and contracting official, I am still surprised to find big, successful corporations making the same mistakes that neophytes in government contracting mak~. And this is particularly true in the matter of writing proposals, which are the crucial element in most major procurement awards. It's true enough, as many suspect, that the big, well-known company has something of an edge over the smaller, lesser-known company com peting for any given government contract-psychologically, at least: The typical government executives, whether contracting officials or program managers, tend to have a bit more faith in the ability of the large company to carry out the program successfully. All things being equal, then, the big company is more likely to get the nod. However, because the large companies are well aware of that, many tend to become "fat, dumb, and happy"-they try to coast or rest on their laurels. That is, they get careless about making a strong enough case for themselves in writing their proposals. And when they lose, often to smaller companies, they are both puzzled and outraged. They have for gotten that all government procurement is a competition-usually both technical and cost competition-and that the "little guy" can win against the "big guy," if he tries hard enough. And especially if the bigger guy is a bit careless and does not put out his best effort.

Becoming a GovCon Expert Learn the fundamental strategies for winning government contracts. Six of the nation's top government contracting experts share essential strategies for doing business with the government. The strategies in this book have helped companies win over $3 billion in government contracts and over $30 billion in multiple award contracts. Each chapter mirrors a session given at the 2021 GovCon Summit Annual Conference. GovConSummit is a virtual accelerator network and annual conference that focuses on Veteran entrepreneurs in the Federal contracting market. However, the tactics, strategies, and recommendations are applicable to any company that wants to win government contracts. Each chapter skips the fluff and focuses on the core concepts required for you to master the game of government contracting. Unlike most books, Becoming a GovCon Expert provides practical advice from subject matter experts with step-by-step instruction and recommendations. You will learn: ★ How to prepare yourself to be a successful government contractor ★ 12 common challenges faced by new government contractors ★ How to accelerate into the government market ★ A case study on government sales and revenue stream diversity ★ The value of PMP and Sec+ Certifications ★ How to master the game of GovCon ★ Branding yourself as a GovCon Subject Matter Expert (SME) ★ How to bridge government sales strategy with business strategy ★ Building your GovCon pipeline ★ Doing business with the Department of the Navy ★ How to create a daily "battle-rhythm" for marketing and sales ★ How to develop your WRAP rate / fully burdened rate ★ Outrunning your overhead ★ Authentic leadership ★ Growing your solopreneurship beyond yourself *** Published by RSM Federal The Art and Science of Government Sales Michael LeJeune - Author (Editor-in-Chief) - RSM Federal Joshua P. Frank - Author (Executive Editor) - RSM Federal Contributing Authors Russ Barnes, PhD - Systro Systems Jenny Clark - Solvability Emily Harman - Emily Harman Coaching and Consulting Eric "Doc" Wright, PhD - Vets2PM

Government Contracts Mastery: A Strategic Guide to Winning and Excelling in Public Projects. Unlock the Gateway to Success in Government Contracting! 'Government Contracts Mastery' is your definitive guide to navigating the complex world of public projects, penned by industry expert Sophia Chen. Discover insider strategies and proven tactics to secure, excel, and dominate in government contract acquisitions. With a blend of real-world anecdotes and actionable insights, this book serves as your roadmap to triumph in the competitive arena of governmental projects. From crafting winning proposals to leveraging innovative solutions, this comprehensive guide covers every aspect of the contracting process. Dive into pivotal topics such as bidding strategies, compliance protocols, risk mitigation, and relationship building with key agencies. Sophia Chen, a trailblazer in the field, offers a treasure trove of wisdom distilled from years of experience. Her expertise shines through in chapters dedicated to project management, adaptability in changing scopes, and fostering long-term collaborations. With a focus on success metrics, efficiency, and client satisfaction, 'Government Contracts Mastery' isn't just about winning contracts-it's about transforming opportunities into impactful ventures. Whether you're a seasoned contractor or a budding entrepreneur, this book equips you with the tools to carve your path to success in the governmental contracting landscape. Unlock the secrets to a successful journey, gain a competitive edge, and steer your company towards a prosperous future. Join the ranks of high-performing contractors and chart your course to triumph with 'Government Contracts Mastery'." Government contracts, public projects, contracting process, bidding strategies, project management, compliance protocols, risk mitigation, relationship building, winning proposals, entrepreneurial success, industry expertise, competitive edge.

Small business leaders (SBLs) underutilize billions of dollars of US government funding for small business subcontracting. The role of small business in the United States is important to local economies as well as a major contributor to the US economy. Using the resource-based view as the conceptual framework for this study, the purpose of this qualitative multiple case study was to explore the strategies five government support sector SBLs in the mid-Atlantic region used to obtain US government subcontract awards to remain sustainable. The selection criteria for this study consisted of small businesses in the mid-Atlantic region that have obtained subcontracts on prime government contracts. The data-collection process included a review of the small business documents and participants’ responses to semistructured interviews. The data analysis process included case study analysis and cross-case comparisons using methodological triangulation. Based on the data analysis, themes that emerged from the results of this study included education, experience, and networking related to strategy creation and implementation by the SBLs to obtain subcontracts on prime contracts. The findings of this study may contribute to social change by providing SBLs an opportunity to learn strategies to obtain subcontracts, which could increase organizational opportunities, promote job creation, and help to improve local economies through increases in tax revenues that could help the elderly, children, and others within the community.

Here's your one-stop-shop for winning new business! The new, Sixth Edition of this perennial bestseller updates and expands all previous editions, making this volume the most exhaustive and definitive proposal strategy resource. Directly applicable for businesses of all sizes, Successful Proposal Strategies provides extensive and important context, field-proven approaches, and in-depth techniques for business success with the Federal Government, the largest buyer of services and products in the world. This popular book and its companion CD-ROM are highly accessible, self-contained desktop references developed to be informative, highly practical, and easy to use. Small companies with a viable service or product learn how to gain and keep a customer 's attention, even when working with only a few employees. Offering a greatly expanded linkage of proposals to technical processes and directions, the Sixth Edition includes a wealth of new material, adding important chapters on cost building and price volume, the criticality of business culture and investments in proposal success, the proposal solution development process, and developing key conceptual graphics. CD-ROM Included: Features useful proposal templates in Adobe Acrobat, platform-independent format; HTML pointers to Small Business Web Sites; a comprehensive, fully searchable listing Proposal and Contract Acronyms; and a sample architecture for a knowledge base or proposal library.

Strategies for Winning Contracts describes how to plan for and prepare strong proposals for government contracts. The author provides over 180 strategies for proposal planning and preparation including a highly detailed sample proposal. The book's seven chapters contain dozens of tables, charts and graphics that illustrate the processes involved. A glossary and appendix are included as well. Based on the author's extensive experience and high-win ratio, this practical title is an ideal reference for anyone who does business on the federal, state and local levels. Strategies for Winning Contracts addresses service, hardware, software, and construction types of contracts. it provides a general understanding of procurement procedures for federal, state and local contracting agencies as well as proposal preparation for subcontractors.

Unlock government contract success with the exclusive GovCon Winners(TM) Way strategy! This book outlines the steps Dr. Kizzy Parks took to win over $50 Million in Federal Government contracts. In the GovCon Winners(TM) Way, Dr. Kizzy Parks wrote this book to show you step-by- step everything you need to know to get started in government contracting and to win profitable contracts. Packed with success tips and actionable steps, GovCon Winners(TM) Way is a must-read for anyone interested in winning government contracts. Inside you'll find: The easiest way to develop a business model tailored to sell to the government... Insights into the workings of government contracts and how to leverage them... Effective methods for generating leads and sealing contract deals... Proven email and phone scripts for engaging with government prospects... Real-world success stories from individuals who've triumphed using these strategies... ... and much more! The best part is...you can use the GovCon Winners(TM) Way techniques within an hour of reading the book. The first place to begin, is by looking inside of the book. If you want to win government contracts for your business... then invest in your future, apply the techniques, and see for yourself.

Third Edition