Jennifer Schaus & Associates GOV CON WEBINAR SERIES - 2017
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
Join Us for A Series of Complimentary Webinars on various US Federal Government Contracting Topics. Presenters are industry experts sharing knowledge about the competitive government contracting sector. Find all of our Govt Contracting webinars (free download) at www.JenniferSchaus.com
Contact Us @ 2 0 2 – 3 6 5 – 0 5 9 8
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT JENNIFER SCHAUS & ASSOCIATES: -
Based in downtown Washington, DC; A la carte services for Federal Contractors;
- Proposal Writing to GSA Schedules and Contract Administration, etc.; Deep bench of industry experts; -
Educational webinars;
Networking events and seminars;
WEBSITE: http://www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT JENNIFER SCHAUS: -
Over 20 years in federal contracting; -
-
Began career with D&B; Industry speaker and author;
Board Member: GovLish; NCMA; and NMIA.
Volunteer Mentor &/or Instructor: VA PTAP; CBP / VBOC; Capitol Post; 1776; Eastern Foundry, WIT; WDCEP and the Towson University Incubator.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
ABOUT OUR SPEAKER KARL WALINSKAS
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT KARL WALINSKAS Education: BSME # Of Years Commercial/Gov BD: 24 Position/Title: CEO/Founder Phone: 410-303-8104 Email: bizdev@FedTrax.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT FEDTRAX: - Federal Business Development for Technology - Works with Startups, Seasoned Contractors, Venture - Focus on Hi-Technology Innovation AI Cyber IOT Big Data Analytics BPA Knowledge Mgt
- WEBSITE: http://www.FedTrax.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
HOW TECH STARTUPS CAN WIN FEDERAL BUSINESS Get Noticed Get Taken Seriously Win Contracts
MONDAY SEPTEMBER 25, 2017
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
BARRIERS FOR STARTUPS IN THE FEDERAL SPACE
• Overwhelming / Complex / Insider Knowledge • No way to buy from you • No Past Performance • No Socio-economic advantages • No Govie relationships or beachhead • Technology lacks ATO
There are NO quick steps to a Plan of Record, Agency-wide contract
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
• • • •
ASSESS YOUR FEDERAL FIT Brainstorm – Core Technology Possibilities list Assess – tolerance for customization Identify – Short list of Agency targets Research – Agency Missions
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
UNIQUE VALUE PROPOSITION (UVP) Mission Need + Competitive Advantage
=
Agency-Specific UVP
INNOVATION
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
FEDERAL TOOLS • • • •
Agency/Sector-Specific Capabilities Briefs GSA Schedules Company Website Fed Page Procurement Databases/Research Tools (FBO, FPDS, SBA, GovWin, EZGovOpps, etc.) • Technology Demo
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
MULTI-FACETED ATTACK STRATEGY • Prioritize Agency hit list • Determine Ask/agency UVP message Differentiators
• Determine Teaming Partners • Identify People you need to talk to • How will you reach them? Where? When? Who does it?
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
LEVEL A – INNOVATION TRACK • Networking Events
AFCEA, NCMA, APMP, HIMSS NCA, GTSC Target Speakers Connect on LinkedIn
• Agency Industry Days • Research S&T divisions, BAAs, OTAs, innovation strategies •
Grants.gov, FederalRegister.gov, Challenge.gov, CitizenScience.gov, GSA Cyber/Digital strategies, more
• Technology demos • Whitepaper submissions
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
INNOVATION INVESTMENT NEEDS (ex.)
FY2015-2019 IC S&T Investment Landscape(ODNI)
(https://www.dni.gov/files/documents/atf/FY2015-2019IC_S&T_Investment_Landscape.pdf)
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
www.JenniferSchaus.com
LEVEL B – RESPONSIVE TRACK • • • • •
Monitor Databases RFIs & Sources Sought Call Contract Officer early Capture activities Qualify – Qualify – Qualify! • ID requirements & price to win
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC
• Research
LEVEL C – TEAMING TRACK
Target agency contract vehicle awardees (SMB, 8A too!) FBO opps incumbents Agency awardee history
• Events by agency • Review contractor list websites for teaming info • LinkedIn connect or call direct • Why do they need you?
www.JenniferSchaus.com
Jennifer Schaus & Associates
GOV CON WEBINAR SERIES - 2017
QUESTIONS? CONTACT OUR SPEAKER KARL WALINSKAS AT
410-303-8104 AND AT
THANK YOU FOR ATTENDING!!
BIZDEV@FEDTRAX.COM
WWW.JENNIFERSCHAUS.COM