Upcoming Multiple Award Contracts and Capture Strategies

Get your Video copy of this FREE Webinar on the latest intelligence regarding upcoming game-changer MACs, selecting the right IDIQs for your company, and capture strategies to win them.

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Multiple Award Contracts (MAC) have expanded during the past 6 years to 25% of Federal procurement spending ($132.2 billion in 2011). Their use continues to grow as single-award contracts are broken up and transitioned into IDIQs or GSA schedules. Everyone who doesn’t have the right MACs in their arsenal will lose the opportunity to bid on the work that from now on will be issued as Task Orders or Delivery Orders. Federal contractors will face losing considerable Federal revenue unless they excel at competing for the work they once owned, or had the opportunity to bid on.

Simply collecting MACs is a bad idea because companies that win slots on a MAC are not guaranteed Task Orders. Firms that fail to win slots on MACs, however, are fenced out of the competition on many IDIQ vehicles for the term of the agreement, often 5 years or longer.

This webinar covers the following topics, which will help you select the right upcoming MACs that a company with your core expertise has to have, and secure a winning slot on them:

  • The latest intelligence on Multiple Award Contracts (MACs), including important IDIQ trends that will have direct impact on your Federal business.
  • Upcoming 2012-2013 game-changer MACs you should absolutely pay attention to.
  • Types of companies that should compete for the upcoming MACs.
  • How to shape procurement strategies to maximize the number of task order awards to your company.
  • Specific capture strategies and action items to gain access to the vehicles that are perfect for you currently and in the near future.

This webinar is for: Federal contracting community – Business Development Executives, IDIQ or MAC Center Directors, Capture Managers, Small business owners or Presidents/CEOs, Corporate Development Executives, Proposal Center Directors, and others who deal with IDIQs/MACs; investment and banking community that provides loans to Government contractors.

During the webinar, presenters show how to perform an analysis on how to decide what MACs you have to have in your arsenal on a live example.

 Webinar presenters:

Brian Friel is a Federal business analyst with Bloomberg Government. He has been writing about the business of Government since 1996. He co-authored the most comprehensive analysis of multiple-award contracts, “Big MACs: The Rapid Growth of Multiple-Award Contracts” and “Big MACs in 2011: Continued Growth, Tougher Competition,” through which he identified and analyzed more than 1,200 contract vehicles in use by the Federal Government. He launched GovernmentExecutive.com in 1996 and turned the magazine’s website into a daily news operation with 100,000 subscribers. Friel’s 15 years of executive branch and congressional coverage include reporting for Government Executive, PlanetGov.com, National Journal, and Congressional Quarterly.

Olessia Smotrova-Taylor, CF.APMP Fellow, president and CEO of OST Global Solutions, Inc., has more than 20 years of experience in business development, communications, and marketing, including more than 15 years in contract capture and proposal management. She led winning bids for four out of five top Government contractors, winning more than $20 billion over the course of her career. She is the author of the book How to Get Government Contracts: Have a Slice of $1 Trillion Pie. She also consults and teaches others how to get contracts with the Government and large commercial organizations, as well as developing processes, tools, and Bid & Proposal Academy courses that enhance business developers’ abilities to win business. She has taught a graduate course at the Stevens Institute of Technology, and provided training to Treasury and NASA. She has served for two years as the President of the National Contracts Management Association (NCMA) Bethesda/Medical Chapter, and for 2 years as the President of the Association of Proposal Management Professionals (APMP) National Capital Area Chapter. She is recognized as an APMP Fellow for her contributions to the field of capture and proposals – the highest honor in the business development profession. Prior to supporting hundreds of Fortune 500 companies and small businesses as a proposal consultant and growing OST, she worked as a business developer for Raytheon and Lockheed Martin, and wrote for the Financial Times of London.

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