Industry Trends: Discretionary Spending Down, Profit Margins Up – Read more!
Deltek releases GovConClarity Industry Trends this week, confirming our observation of trends over the past year. Highlights from the survey are:
- Overall pool of available dollars for discretionary spending is down 4%.
- There are a few growth sectors – Energy/Conservation, Budget Streamline Processes for the Government; Healthcare; and, of course, Cyber.
- In general, it appears that, although growth has slowed and the amount of negative growth has doubled for contractors, profit margins have increased on a year-to-year basis, Continue reading »
Rockville Women’s Business Center – GSA Schedules and Federal Contracts Training
Montgomery County’s Rockville Women’s Business Center (RWBC) helps Montgomery County’s diverse population start and build successful women-owned enterprises that are positioned for long-term growth in our community.
RWBC is a program of the non-profit Rockville Economic Development, Inc. (REDI). The Washington Post noted in Jan 2011, “A study conducted to assess the need for a center revealed a dearth in resources for female entrepreneurs. Continue reading »
Event: Sept 22, 2011- Doing Business with GSA Webinar
Part of a 5 part series of webinars designed by the Office of Small Business Utilization (OSBU) with the goal of success for the small business. Learn about opportunities with GSA from GSA directly. This training includes an overview of GSA programs, provide sources of support and highlights the mentor protege program. Training updates are continually available at www.gsa.gov/osbu or follow OSBU on Twitter at Continue reading »
Event: Win Business from Discovery, Marriott, MedImmune and Westat!
June 21, 2011 – The Gazette of Politics and Business in cooperation with Montgomery County, MD Department of Economic Development, invites you to “Bagels & Business,” a new quarterly breakfast series designed to help small businesses learn how to “do business” and “connect” with some of the county’s largest employers.
Limited Seating! Must register by June 15, 2011.
Planning Your Government BD Strategy? Follow the $
By Sid Jaffe, CEO, Advantage Consulting, Inc. Now that the holidays are behind us, it is time to dive into the pursuit of new opportunities. As you decide at a high level where to begin building relationships–as contracted with tossing proposals “over-the-transom” all year—a website worth looking at is: www.usgovernmentspending.com/year2011_0.html. Here you will find updated views of Federal spending at State and local levels. The information on the site is self explanatory. It is certainly not a list of procurements on which to bid. It is a tool that can assist you in strategic resourcing and BD direction planning. As the adage goes, when you aren’t sure what to follow, follow the money! Continue reading »
Survival Tactic #4 Past Performance Reigns Supreme in 2011
In 2011 Past Performance is King in the Federal Contracting Market. You will have the best chance of winning business if you can prove that you have performed well in the past. To that end, it is critical that your PPIRS (Past Performance Information Retrieval System) record is updated and accurate. PPRIS is the internal federal scorecard (required by FAR) rating your company’s performance which is then used by decision-makers when making best-value contract awards.
Redesigned TCM Website for Maryland’s Tech and Biotech Communities
The Tech Council of Maryland (TCM) launched the redesign of its website to address important issues impacting Maryland’s tech and biotech communities. New navigation tools make it easier to find information about TCM, as well as information about their events and community outreach programs. New features include a member login area that was established as a way for members to stay up-to-date on current TCM educational and networking events. Continue reading »
Six Approaches To Get Started Working with the Federal Government
By Marsha Lindquist, The Management Link
The Government essentially buys everything the general commercial marketplace buys and more. What small businesses need is an understanding how the Federal Government buys what they buy (requirements) and six approaches to easily market your services to this valuable customer.
Many businesses shy away from doing business with the Federal Government largely because they have either heard it’s complicated or it requires a large investment in infrastructure to handle successfully. The simple truth is you don’t need a complicated network of support people – something small businesses are not able to easily afford. Equally true is doing business with the Federal Government can be a very simple matter of selling your product or service to a very willing buyer.
Don’t let either of these myths keep you from engaging in a very rewarding and profitable business with a very stable customer. Click this link to read the six approaches you can take in order to get started working with the Federal Government.
Small Business Looking to Contract with the Government? GSA Opens Doors!
Are you a small business trying to get your foot in the door of the federal market? Are you looking for teaming and subcontracting opportunities, but don’t know how to meet prime contractors? If so, you may be interested in attending GSA’s premiere event connecting small businesses to the government. GSA Opening Doors 2010, to be held August 9-11, 2010 in Los Angeles, CA, offers all categories of small businesses opportunities for scheduled matchmaking (with agencies and primes), networking, workshops, town hall meetings, and exhibits.
New workshops this year cover contract negotiations, exporting, going green, and small business certifications and qualifications. Sponsoring agencies include the Department of Veteran Affairs, the Department of Health and Human Services, the Small Business Administration, and Los Angeles World Airports. This event is not limited to GSA Schedule Contract holders and it SOLD OUT last year, so we encourage interested parties to register quickly!
Three Keys to Successful, Win-Win Negotiation!
By Marsha Lindquist, The Management Link
Everyone negotiates. Learn the secrets and enjoy the process instead of dreading what you might perceive as a conflict. Few people understand the negotiation process and the effect: attitude, people skills and dealing with conflict, have in a win-win negotiation. Negotiation is a life skill and an art. Most people look at the negotiation process as “war”. However, the potential for a positive outcome and the development of long-standing affable relationships is tremendous. Summarized below are three keys to achieve that positive desired end state, click here for the full story on “Negotiation Keys”!
Key #1- Create A Non-Defensive Strategy Early
Key #2 – Connect And Communicate
Key #3 – Attitude And Consideration
About the Author
Marsha Lindquist, CEO of The Management Link, Inc., has over 30 years experience as a business expert in Government contracting She has enhanced her clients’ cost competitiveness, improved their contractual positioning, and solidified overall strategies . Marsha can be reached at Marsha@TheManagementLink.com.
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What We Are Writing
- A Marriage of Inconvenience: GSA Schedule Contracts & The Contractor Code of Business Ethics & Conduct Clause
- Emerging Small Businesses: To Grow Your Business, You Must Plan For Growth
- Government Contracting: Look Before You Leap!
- GSA Schedules – Strategies for Success
- New Employee vs. Independent Contractor Considerations
- Pay on Display – Understanding the Executive Compensation and Subcontractor Data Reporting Requirements & Ramifications
- The GSA Schedule: Your Ticket to the Federal Market (May 2010)
- The New FAR Codes of Conduct and Compliance Program Provisions
- The Seven Deadly Sins (of contract compliance)