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Government Contracting 101
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Tuesday, October 4
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Leigh Christian, The Catalyst Center for Business & Entrepreneurship
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Government Contracting 101 is a workshop for those individuals that are thinking about going into government contracting, or small businesses that are just starting out in Government Contracting and is required to obtain the GCC Level 1 Badge. We will discuss how to get started and how to start growing. This will be a Beginner course and a Foundational Course for other Government Contracting Training and Coaching.
Benefits of attending:
- Determine if Government Contracting is an option for you.
- Learn the basics of how to start in Government Contracting.
- Develop Strategy on how to Market and Develop Business in Government Contracting.
- Increase Your Understanding of Solicitations, Teaming, Contracts, etc.
- Discover Tools and Resources to Grow Your Business Through Government Contracting
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Who Buys What You Sell
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Tuesday, October 11
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Michael LeJuene, RSM Federal, Gamechangers for GoveCon Podcast, Amazon Best Selling Author
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Identifying who buys, how much, and how often is called “Propensity” – and it helps you identify which military commands and federal agencies to target. Unlike most sessions, this is much more than a general or abstract discussion. This session, designed for “Business Readiness,” will accelerate your ability to validate who buys what you sell (down to the state, city, and contracting office level); to help transform how and where you engage the market; and to help validate the competitiveness of your pricing . . . for any specific opportunity. Successfully taking advantage of this information requires that you take the data you find in one system and using that data to find information and intelligence in the next system. There is a process for moving between government systems. You will learn how to connect the dots in order to be more competitive. Consultants charge anywhere from $3K to $10K to do what this seminar will teach you. Utilizing SAM’s Data Bank, we will walk-through an extensive, step-by-step process, so that you can perform this research on your own. This workshop includes basic content to support companies new to government sales and advanced content for companies that are more established in the government space. This includes how to quickly search SAM’s Data Bank; how to run advanced ad hoc queries; how to locate your competitor’s pricing; and how to find quality teaming partners. With millions of data fields, we will demonstrate the tips and tricks for MS Excel pivot tables in order to quickly find the answers you need for your government sales strategy. If you’re familiar with government data, but not confident about how to filter or make sense of the data, this session is guaranteed to make you more competitive; help you identify and validate competitive price points (CPP) (whether your pricing is competitive); and help you more strongly target government buyers and teaming partners.
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Turn Contacts into Contracts
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Tuesday, October 18
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Debbie Batson, Director Business Management at Teledyne Brown Engineering/Leigh Christian – The Catalyst
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Debbie Batson, Director Large/Small Business Strategic Alliances at Teledyne Brown Engineering, will provide key networking tools and resources to assist in building strong relationships that will last throughout the lifetime of your business.
- Insights on how to effectively define your market and your capabilities
- How to appropriately compose and market your capabilities statement
- Develop a capture management strategy to get better results
- Learn what agencies and prime contractors want to see in your marketing efforts
- Learn how to find the right agency and prime contractor, and successfully pitch to them
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Veterans Affairs (VA) Procurement Ready/Certifications
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Tuesday, October 25
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Michelle(GI) Gardner-Ince
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Learn how to become Veteran certified and how to do business with VA and about other certifications.
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