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Foundations of Federal Business Development

September 14, 2017 - September 15, 2017

This course offers essential skills in professional business development. It begins with an overview of the Federal business development process and what it takes to succeed in the profession. It proceeds to the basics of doing business with the U.S. Government. It then focuses on the nuances of Government contracting that every business developer has to understand in order to win contracts, such as rules of the socioeconomic program for small businesses, and how you can make the program serve your goals even if you do not directly qualify for the benefits.

Gain understanding of the basics of Federal Business Development (BD) lifecycle, and learn how to navigate the U.S. Government market place, perform strategic BD planning, market analysis, Federal marketing, pipeline development, opportunity qualification, and maximize your win probability.

The course also teaches practical skills in conducting market research used to both identify Federal customers and build a robust opportunities pipeline. After thoroughly explaining tactical tasks, the course demonstrates strategies for business development planning that every business developer needs to know. The course culminates in instructions for both engaging with the Federal customers and marketing to them effectively.

As a whole, the course is an interactive 2-day workshop that is 50 percent lecture, 30 percent exercises, and 20 percent discussion. It is built around hands-on exercises and scenarios to practice and discuss key steps of the business development process.

Location: Metro Park North Business Center, 7361 Calhoun Place, Suite 560, Rockville, MD 20855 (check our Visitor Guide for location details, driving directions, nearby hotels and restaurants, and more).

Course completion: By attending this class, you will receive 3 CEUs towards your APMP accreditation, or 3 PDUs towards your PMP. At the end of this course you will get a Certificate of Completion.

Who should attend this course: Proposal department directors, company executives and senior managers, capture managers, proposal managers, business developers, business owners, project personnel.

Course materials: Course workbook, handouts, templates, forms, and checklists.

Professional certification: This is a Core Curriculum Course that provides 2 units (2-days) towards Bid&Proposal Academy certification program for proposal professionals. To learn more about the program or enroll: www.ostglobalsolutions.com/certification

The experts who teach our business development, capture and proposal training are highly experienced currently practicing proposal professionals whose years of successful experience in Government acquisition and training allow them to offer valuable insights to our students. Our instructors can answer tough questions as they come up during the course. They can also tailor the material to their students’ specific challenges, and share their experience based on the most current realities. Check our instructor’s bios.

Registration and Fees

For team discounts please change quantity of attendees at the checkout and click “Recalculate” to get the discount. Register 3 weeks before class date and receive $100 off per attendee as an EARLYBIRD discount!

  • $1390 per one attendee ($1290 if registered 3 weeks before class date).
  • $1250 per attendee when registering a team of 3 or more ($1150 if registered 3 weeks before class date), discounts apply at the checkout.

Seating is limited. Do not delay registering.

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Cancellations and rescheduling policy: Cancellation notification must be received 10 business days prior to the training date. Upon notification, your registration fee will be refunded less a $100 non-refundable processing fee. Any cancellations beyond the 10 business days are non-refundable, but the course fee can be applied towards another training course, webinar, or an OST Global Solutions training product. No refunds will be made for the cancellation of a rescheduled course. Attendee substitutions may be made at any time. Payment must be received prior to the course date. No-shows are liable for the full class fee.

For additional questions please call 301-384-3350 during normal business hours. If you’d like to pay by invoice please send an email to service@ostglobalsolutions.com (NOTE: the payment must be received prior to the course start date).

Would you like to take this class remotely? We have webcasting capability. Please send us an email at service@ostglobalsolutions.com if you’d like to attend a class via live webcast The date and time will be the same as the classroom training.

Testimonials

“I have two years of experience with proposals while assigned to USSTRATCOM. Being a BD course and not a “capture” course I was surprised by how much I didn’t know about how much information is available for companies. This will make me more aware of how much we need to look in the mirror and square away our own program before submitting proposals to capture business. Excellent course.”

Ron Candiloro, Senior Tactical Systems Analyst, Tactical Air Support, Inc.

This course is worth every cent and every minute. For me this is a great conduit to what is out there in terms of Government contracting. A lot of information packed into a day’s class but every slide is useful and relevant. Strongly recommended.”

Summant Kapoor, Director, Radiant Info Tech

“Being new to the industry, this course has allowed me to learn the process, understand the process, and have a clear road map what to do to be successful. I will return for advanced materials and recommend this service to anyone with gaps in their business structure or strategy.”

Emilio Lopez, Vice President, Identika

Learning Objectives

The participants will learn and practice skills in:

  • Understanding what skill sets and qualities it takes to succeed in the Business Development profession.
  • Getting and maintaining Government contractor registrations.
  • Navigating Federal regulations.
  • Taking advantage of the socioeconomic program benefits.
  • Leveraging the SBA and other agencies’ Mentor-Protégé Programs.
  • Correctly determining company’s business size and understanding its importance.
  • Leveraging different forms of selling to the Government.
  • Understanding the rules for source selection and contract awards.
  • Performing market research to identify target Federal agencies and Government contacts.
  • Building a solid Government opportunities pipeline.
  • Using capture intelligence databases effectively.
  • Qualifying an opportunity to ensure the highest win probability.
  • Setting strategies  for winning business in the Government contracting arena.
  • Calculating business development budget.
  • Identifying Must-Win opportunities.
  • Securing visits to Government clients.
  • Understanding the rules of marketing to the Government.
  • Building effective relationships with Government customers.
  • Developing business development collateral.
  • Identifying venues for effective business development.
  • Targeting potential teammate.

Course Curriculum

Day 1 highlights

Module 1: How to Succeed in Business Development

  • Federal business development lifecycle.
  • Four categories of actions for growth Government contractors have to take to succeed in the Federal marketplace.
  • A perfect Business Developer – how to become the secret weapon for your company’s (and career’s) explosive growth.
  • Business Development skill set and essential qualities.

Module 2: Foundations of Federal Contracting

  • The basics of doing business with the Government.
  • Taking care of registrations (whether you are new to Government business or not).
  • Minding your D&B rating and PAYDEX score.
  • Federal market snapshot: who are the target agencies and buyers, and how to identify them.
  • How to navigate the Talmudic Federal acquisition regulations and agency guidelines like a pro.

Module 3: Government Procurement Process

  • Budgeting cycle and why it is important to understand it.
  • Complex procurement process.
  • Determining your target agency’s acquisition process.

Module 4: Socioeconomic Programs

  • Small and disadvantaged business types in the socioeconomic program.
  • Using socioeconomic programs to your advantage.
  • Qualifying for an 8(a) program.
  • Benefits and pitfalls of the 8(a) program.
  • The scoop on SBA and other Mentor-Protege Programs, including what to ask from your mentor.
  • Determining your business size, and why size makes a difference in Government procurement
  • NAICS selection strategy

Exercise: Using a case study, determine what the company is missing in order for it to succeed in the Federal Market.

Module 5: How the Government Enters into Contracts with Industry

  • Forms of selling to the Government.
  • Competitive outlook in Government procurement to determine the market openness.
  • Purchasing thresholds and micro-purchasing.
  • Five tests to determine whether you need a GSA schedule.
  • Contract types and why they are important.
  • Goals of business development and capture.
  • Single award competitions.
  • Multiple award contracts.
  • Sole source awards.
  • Becoming a Defense Logistics Agency (DLA) supplier.
  • Reverse auctions.
  • Grants
  • Public-private partnerships
  • R&D-related vehicles
  • Contract types and why they are important.
  • Evaluation factors such as Lowest Price Technically Acceptable (LPTA) and Best Value.

Scenario-based Discussion: Discuss strategies for procurements at different purchasing thresholds and evaluation criteria

Module 6: Market Research to Find Customers for Your Company. Identifying agencies that buy what your company sells.

  • Identifying top contractors for the agency.
  • Conducting market research like a professional analyst.
  • Performing an initial competitive analysis.
  • Finding Government contacts.
  • Getting maximum help from OSDBUs, vendor outreach events, and other methods of entering the agencies.

Exercise: Research a customer and competitors based on a company’s core capabilities.

 Module 7: How to Build a Solid Opportunities Pipeline

  • Creating a balanced pipeline that’s an engine of explosive business growth.
  • Implementing an integrated, multifaceted approach to finding Government contracting opportunities.
  • How to use capture intelligence databases effectively.
  • Where to register to receive notifications of procurement opportunities.
  • How to get face time with the customer.
  • How to leverage your workforce and partners.

Day 2 highlights

Module 8: How to Obtain Sole Source Awards

  • Reducing competition and obtaining sole source awards.
  • Adding scope to existing contracts.
  • Understanding regulations for issuing sole source contracts.
  • Sole source award process for businesses not subject to statutory exceptions.
  • Unsolicited proposals.
  • How to work with Government to facilitate the sole source award.
  • How to write proposals for sole source procurements.
  • How to write effective J&As.
  • How to receive an 8(a) sole source award.
  • How to obtain an SDVOSB sole source award.
  • Exclusions for using SDVOSB program.
  • How to obtain HUBZone sole source awards.

Module 9: Additional Methods of Building a Robust Opportunities Pipeline

  • How to establish Government contractors create opportunities.
  • How to identify immediate opportunities to add revenue.
  • Additional techniques to attract opportunities to your company.
  • Networking venues for effective face-to-face business development.
  • Qualifying an opportunity to ensure it fits within your strategic BD plan, has high win probability, and low execution risk.

Exercise: Qualify an opportunity based on a provided scenario.

Module 10: How to Create a Strategic Business Development Plan

  • Four main goals of a Strategic Business Development Plan.
  • Methodology for conducting a strategic business development planning session.
  • How to transition to priming in a new market or as a new business.
  • How to calculate a business development budget, and how many proposals do you have to submit to achieve the desired growth.
  • Analyzing and expanding your core competencies.
  • Identifying Must-Win opportunities.
  • Strategies for winning business consistently in the Government contracting area.

Exercise: Calculate business development budget based on a scenario.

Module 11: Engaging with the Federal Customers

  • How to market your company to the Feds.
  • The rules of marketing to the Government you cannot break at any cost.
  • How to get face time with the customer.
  • How to become a trusted advisor.
  • What collateral you need for effective business development.
  • What to include in a high-impact capability statement specific to Federal Government customers.
  • Contact opportunities to legally “wire” the scope to your company.
  • Professional associations to join for business development purposes.
  • How to target potential teammates to be added to a winning team.
  • Four important goal of working with the customer.
  • How to prepare for effective capture (and what an effective capture process will help you achieve beyond business development).
  • How to attract customers to your company through the Web and social media.
  • Low, medium, and high-cost marketing activities effective with the Government

Exercise: Critique a capability statement to identify missing information and recommend improvements.

Module 12: Transitioning to the Capture Process

  • Qualifying an opportunity.
  • A review that kicks off the capture process.
  • Components of the capture process.

Module 13: Summary and Recap

Details

Start:
September 14, 2017
End:
September 15, 2017
Event Category: