Jennifer Schaus & Associates SERVICES FOR US FEDERAL GOVERNMENT CONTRACTORS
WEBINAR WEDNESDAYS – 2018 WASHINGTON, DC OFFICE PHONE: 2 0 2 – 3 6 5 – 0 5 9 8
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Join Us for Our 2018 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 - 2018 - WASHINGTON DC
www.JenniferSchaus.com
REMINDERS: All webinars are complimentary. All webinars are recorded. They are found on our website and on YouTube. Please send your questions to the speaker directly. Thank you for participating.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - 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, 8a Cert, Contract Admin & more!; Educational webinars; -
Networking events and seminars;
WEBSITE: http://www.JenniferSchaus.com
Monday, OCT 22 – 2018 5.30pm -7.30pm Federal Contractors Fiscal New Year Soiree #govcon NETWORKING EVENT @ The John F Kennedy Center TICKETS REQUIRED, SPONSORSHIPS AVAIL: https://fiscalnew102218.eventbrite.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT OUR SPEAKER: Jennifer Schaus - # of Years In GOV CON: 20 - Education: Towson University, BA - Business Leadership Certs – Cornell and UC Berkeley
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Reverse Engineer Your Way Into Federal Contracting Wednesday, October 3, 2018
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Reverse Engineer Your Way Into Federal Contracting AGENDA • Overview • Take It Apart • Put It Together • Conclusions
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Reverse Engineer Your Way Into Federal Contracting Overview
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Reverse Engineer Your Way Into Federal Contracting Overview Reverse Engineer Reverse engineering, also called back engineering, is the processes of extracting knowledge or design information from anything man-made and re-producing it or re-producing anything based on the extracted information.
Take it apart – Put it back together
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Reverse Engineer Your Way Into Federal Contracting Take It Apart
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Reverse Engineer Your Way Into Federal Contracting Take It Apart •
Identify your company (core competencies, demographic info) • Review successful federal contractors; •
Examine buying habits of the federal government; (how, when, why)
• •
Use data to analyze and predict outcomes; Strategically position company to compete & win.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Reverse Engineer Your Way Into Federal Contracting Take It Apart Identify your company (profile & assets) -
Capabilities – focused and have past performance; -
Demographics – set-asides, certifications, etc; Business size -
Contract vehicles -
Relationships
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Reverse Engineer Your Way Into Federal Contracting Take It Apart Review successful federal contractors -
One or two agencies or departments
-
Networking and building relationships -
Working as a sub and direct -
-
Have a plan / focused Identify these competitors / partners
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Reverse Engineer Your Way Into Federal Contracting Take It Apart Examine buying habits of the federal government – HOW WHEN WHY SBA Scorecard Small business (24%) goals vs results Agency overview Prime Subcontracting (36%) goals vs results
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Reverse Engineer Your Way Into Federal Contracting Take It Apart Use data to analyze and predict outcomes FPDS and USASpending # of bids received Set-aside or not Budget / Acquisition forecast
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Reverse Engineer Your Way Into Federal Contracting Take It Apart Strategically position company to compete and win Now you have a focus and methodology; Proactive vs reactive; On offense with your capabilities and building past performance, relationships and more.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Reverse Engineer Your Way Into Federal Contracting Put It Together
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Reverse Engineer Your Way Into Federal Contracting Put It Together Build a plan of attack where you will have the least resistance and greatest chances for success based on the data. Use the data to determine probability of winning. Make bid – no bid decisions and a budget to support that effort. “Bid” decisions should factor in the human element – ie. Do we have a relationship?
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Reverse Engineer Your Way Into Federal Contracting Put It Together Everything else is background noise.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Reverse Engineer Your Way Into Federal Contracting Conclusions
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Reverse Engineer Your Way Into Federal Contracting Conclusions
THANK YOU FOR ATTENDING!!
WWW.JENNIFERSCHAUS.COM
QUESTIONS? CONTACT Jennifer Schaus at 2 0 2 – 3 6 5 – 0 5 9 8 and jschaus@JenniferSchaus.com
SERVICES FOR US FEDERAL CONTRACTORS
OFFICE: 2 0 2 – 3 6 5 – 0 5 9 8