Unistar-Sparco Computers, Inc Named to List of 2009 GovEd Alliance Spotlight Winners

Unistar-Sparco Computers, Inc. was honored for its success in and contributions to government contracting by being name a recipient of a 2009 GovEd Alliance Spotlight Partnership Award by Ingram Micro Inc.

Presented earlier this month at Ingram Micro's 2009 GovEd Alliance Invitational in Savannah, GA, these annual awards recognize many of the year's best performing and fastest growing GovEd Alliance members and organizations. Established in 2000, Ingram Micro's GovEd Alliance community is comprised of more than 2,500 channel partners and managed service providers in the U.S., who focus more than fifty percent of their business on serving the IT and business needs of the public sector.

This year's GovEd Alliance Spotlight honors include the Top Growth and Partnership Awards, which were presented to Ingram Micro's top performing channel partners selling into the federal, state, local, and education markets. Sparco.com received the Central Region Partnership award

“We are honored to receive a 2009 GovEd Alliance Spotlight Partnership Award. We feel that Unistar-Sparco Computers, Inc (Sparco.com) embodies the criteria used to judge this award, and I am proud that our diverse, hard-working team consistently maintains an extraordinary level of service and expertise” said Sparco.com President Soo-Tsong Lim.

"As the industry's sole exclusive public sector focused channel partner community, Ingram Micro's GovEd Alliance members continue to lead the industry in all they do and maintain a winning business advantage that is theirs alone," says John Fago, Senior Director of Channel Marketing, Ingram Micro North America. "We are very proud of each and every one of our GovEd Alliance members and congratulate Unistar-Sparco Computers Inc. as a 2009 GovEd Spotlight Award Winner!"

About Unistar-Sparco Computers, Inc.
Unistar-Sparco Computers, Inc. (Sparco.com) is a comprehensive IT Solution Provider. Founded in 1992 as an internet business, Sparco.com has become a multi-million dollar business satisfying the information technology, hardware, computer, telephone, business supply and electronic equipment needs, as well as software and service requirements for federal, state and local government agencies, and large and small businesses nationwide; with success in both the government and education markets, as well as the enterprise and small-medium business markets. Sparco is committed to offering the latest technologies in the marketplace at a great value, in conjunction with outstanding customer support. Sparco.com’s ongoing goal is to help their customers strengthen their position and achieve their goals in their respective areas of business. For more information visit: http://www.sparco.com.

Registration is Open for 2010 NAED South Central Region Conference

Keynote Presentation Features Expert on U.S. Construction Activity
ST. LOUIS... The National Association of Electrical Distributors (NAED) announces that registration is open for the 2010 South Central Region Conference. The conference will take place February 10-13, at the Marco Island Marriott in Marco Island, Florida. The theme for this conference is “Redefining Distribution: New Challenges, New Solutions.”
This year’s general session features a keynote presentation by Rusty Sherwood of McGraw-Hill Construction: “Finding the Upside in a Downsized Construction Market.” Sherwood will offer perspective on the factors driving U.S. construction activity at the national and regional level. The session will examine the leading economic indicators for construction including regional activity forecasts by construction type. The significant trends shaping where, what and how construction is evolving will also be presented, along with of the “so-what” strategic implications of the economy and these trends on the building material/electrical distribution marketplace.
NAED’s education sessions will include:

“How to Get on the Fast Track to Government Contracting Success” by Gloria Berthold Larkin, President, TargetGov
“How to Position Your Company as an Energy Expert” by Jerry Yudelson, Principal,Yudelson Associates
“Capitalizing on Distributor Capabilities in Energy Markets” by Fred Paris, Principal, Wind Sun Institute
“Panel: The Care & Feeding of Sales Specialists” moderated by Jerry Yudelson, Principal,Yudelson Associates
“Driving Profitability with Quality Marketing Data” by Bob Gaylord, IDEA President and Mary Shaw, IDEA Standards Director

To ensure that NAED members are getting the value they should out of their membership, there will be a special session entitled “Maximize Your NAED Benefits in Challenging Times” conducted by NAED staff members Colleen Mulvihill, customer solutions manager and Jon Gehbauer, regional manager, member services. The conference will also feature multiple opportunities for networking, including the popular distributor, manufacturer, and all-industry peer networking sessions, Women in Industry Luncheon, and B2B booth sessions.

Visit http://www.naed.org/meetings/southcentral/index.htm to register. The early bird registration deadline is January 6. For more information, contact the NAED Conference Department at 888-791-2512.

About NAED
NAED is the trade association for the $70+ billion electrical distribution industry. Through networking, education, research, and benchmarking, NAED helps electrical distributors increase profitability and improve the channel. NAED’s membership operates in approximately 4,400 locations internationally.

Lorman National Teleconference: Learn How to Sell Your Services and Products to the U.S. Government

Lorman Education Services will hold a national teleconference, “How to Sell to the U.S. Government,” on Wednesday, February 3, 2010, from 1-2:30 PM EST. The expert speaker for this teleconference is Gloria Berthold Larkin, President of TargetGov and Marketing Outsource Associates. This teleconference will help attendees demystify the federal contracting process and help identify a step-by-step process to increasing sales to the U.S. Federal Government. Attendees can also be sure they will learn strategies for getting their foot in the door with federal agencies and how to get through to the important federal decision makers. This teleconference can be helpful to both small and large companies looking to enter the federal marketplace.

Other topics to be covered include: How does the U.S. Federal Government actually make purchases, who has the authority to buy, how to obtain a decision maker meeting, how to sell without any competition, strategies and tactics to be successful as a prime contractor, subcontractor, and teaming partner, plus mistakes to avoid.

“We are seeing unprecedented opportunities for businesses of all types throughout the U.S. as the Recovery funds open up and other federal contracts pass to the general market. Construction, trades, products of every imaginable type, information technology, human resources, accounting, and every service industry can benefit from entering the federal market as long as they know the process, procedures and methods” says Gloria Larkin, president of TargetGov. “We designed this national teleconference so that business people will benefit immediately and have specific steps to follow to become successful in this market.”

Gloria Berthold Larkin is the President of TargetGov and Marketing Outsource Associates, and the national Procurement Committee Co-Chair for Women Impacting Public Policy. She is an government procurement expert and provides related business development and marketing services including minority certification services, contract development, GSA Schedules, proposal management and development, contract administration and federal contracting services.

To register, visit http://www.lorman.com/teleconference/teleconference.php?sku=385685 or call 866-352-9540. The cost to attend the live teleconference is $99.00 and includes the documentation along with the teleconference audio.

About Lorman Education Services:
Lorman Education Services has been holding continuing educational services since 1987. Since then, Lorman seminars have kept businesses, and the professionals who serve them, current in the rapidly changing regulatory environment. Lorman strives to lead the industry in providing the highest quality, cutting-edge educational seminars, products and information through various media.

About TargetGov:
TargetGov focuses on government procurement and related business development and marketing services including minority certification services, contract development (GSA Schedules, etc.), business development, proposal management and development, contract administration and expert federal contracting services. The parent company, MOA, provides corporate business development and marketing-related services including current customer analysis to determine profitability, client profiling, targeted prospect identification and list development, database, marketing plan and strategy development, graphic design, marketing communications and calendar development and execution (advertising, direct mail, fax, email, newsletters, postcards, brochures, etc.). Gloria Berthold Larkin is the author of “The Veterans Business Guide: How to Build a Successful Government Contracting Business.” Visit http://www.TargetGov.com

Winning Contracts

Check Out TargetGov's Winning Contracts brought to you by Corridor Inc.

http://tinyurl.com/y9efhss

TargetGov’s Writing Winning Government Contract Proposals Teleconference Scheduled

TargetGov’s national teleconference, “Writing Winning Government Contract Proposals,” will be held on Thursday December 17, 2009 at 10:00 am PST, 11:00 am MST, noon CST and 1:00 pm EST. In addition to the ability to attend this teleconference, customers will receive a 62 page Toolkit with specific details about Writing Winning Proposals. This toolkit, in conjunction with the teleconference, will cover the skills necessary to respond convincingly to an RFP or task order requirement, as well as the top five reasons for failure, how to prepare for oral presentations, how to request a debrief and what to expect, and determining if a protest is a viable option.

Other covered topics include: the personnel required to write winning proposals, a timeline for the proposal process, uniform proposal format, solicitation and contract types, go-no go decision tips, solicitation analysis, understanding the grading system, costing and pricing tips, and writing and negotiation tips.

“There is much more to writing a winning proposal than writing ability. It takes specific knowledge of what the government looks for in a proposal, and how they score the responses. Only businesses with this knowledge will score highest and win the contracts,” said Gloria Berthold Larkin, President of TargetGov. “This teleconference can help ensure that the time a business spends on its proposal is not wasted, and that a business can come out of the proposal process victorious.”

Expert speakers for this teleconference are Jack Peace, President and Founder of Pease Consulting, Mike Parkinson, founder of Billion Dollar Graphics, and Gloria Berthold Larkin, President of TargetGov.

Jack Pease is the President and Founder of Pease Consulting. Jack has over 20 years of IT and Business Process Outsourcing experience that spans the Federal, State and Local Governments, as well as the Commercial sector. He has managed a portfolio of IT accounts with a total contract value in excess of $100M.

Previously, Jack worked for two of the world’s largest Systems Integration and Consulting firms, CSC and EDS. He also worked for Mobil Oil Corporation, was a High School teacher and coach and a U.S Air Force Captain.

Mike Parkinson has spearheaded multi-billion dollar projects and created thousands of graphics resulting in billions of dollars in increased revenue for his clients. As co-owner of 24 Hour Company, Mike leveraged his design experience to help his partners transform the company into an industry leader. In 2006, he founded Billion Dollar Graphics to offer articles, books, tools, and resources that provide secrets, tips, tricks, strategies, and best practices to non-designers and designers alike.

Gloria Berthold Larkin is the President of TargetGov and the national Procurement Committee Co-Chair for Women Impacting Public Policy. She is an expert at government procurement and related business development and marketing services including minority certification services, contract development, GSA Schedules, proposal management and development, contract administration and federal contracting services.

Register at http://www.targetgov.com, or by calling toll-free at 1-866-579-1346, for only $97.00.

About TargetGov:
TargetGov focuses on government procurement and related business development and marketing services including minority certification services, contract development (GSA Schedules, etc.), business development, proposal management and development, contract administration and expert federal contracting services. The parent company, MOA, provides corporate business development and marketing-related services including current customer analysis to determine profitability, client profiling, targeted prospect identification and list development, database, marketing plan and strategy development, graphic design, marketing communications and calendar development and execution (advertising, direct mail, fax, email, newsletters, postcards, brochures, etc.) Gloria Berthold Larkin is the author of “The Veterans Business Guide: How to Build a Successful Government Contracting Business.” Visit http://www.TargetGov.com

TargetGov’s “Introduction to Government Contracting” Teleconference Scheduled

TargetGov’s national teleconference, “Introduction to Government Contracting” will be held on Thursday December 10, 2009. This teleconference is designed to help companies who are newcomers to the federal marketplace. Registrants of this teleconference will also receive a 60 page Toolkit with specific details about the world of government contracting. This teleconference will include what the government is buying and when, how to target the right opportunities, how to reach the decision makers, and the keys to successful Federal marketing.

Other covered topics include: A 5 Step Guide to Increasing Sales to Government Agencies, 200+ Federal Agency Procurement Web Sites and Related Links, Annual Budget Forecast, Prime Contractor List, Commercial Market Representatives, Over 100 specific contacts, and the Top 10 Mistakes to Avoid.

Said Kellyann F., Environmental Engineer and small business owner, of TargetGov, “I'd like to personally thank you for taking the time to share your knowledge of Federal Contracting with local start up business owners. I truly realize the value of having someone like yourself providing tips on developing a successful contracting business.”

The expert speakers for this teleconference are Mary Lee Kolich, Program Manager, Procurement Technical Assistance Center (PTAC) and Gloria Berthold Larkin, President of TargetGov.

Mary Lee Kolich has spent most of her 30 year career working with small, minority-owned businesses. Having studied Business Administration at the University of Cincinnati, Ms. Kolich embarked on a career in information technology.

Her expertise lies in marketing to the federal and state governments, as well as project management in the service contracting arena. For twenty years of her career, Ms. Kolich served as Division Director and General Manager for two 8a federal contracting businesses that successfully graduated from the SBA program.

Mary Lee owned her own small business for 5 years as a value-added reseller and consultant of office automation software and equipment to the federal government and prime contractors. She has served as a SBDC Counselor in Calvert, Charles and St. Mary’s counties for the past two years, assisting small to mid size businesses.

Gloria Berthold Larkin is the President of TargetGov and the national Procurement Committee Co-Chair for Women Impacting Public Policy, a nation non-partisan membership organization. She is an expert at government procurement and related business development and marketing services including minority certification services, contract development, GSA Schedules, proposal management and development, contract administration and federal contracting services.

The cost to register is waived as a part of the TargetGov economic stimulus program. The 60 page Toolkit is also complimentary to all registrants. Register at http://www.targetgov.com, or by calling toll-free at 1-866-579-1346.

About TargetGov:
TargetGov focuses on government procurement and related business development and marketing services including minority certification services, contract development (GSA Schedules, etc.), business development, proposal management and development, contract administration and expert federal contracting services. The parent company, MOA, provides corporate business development and marketing-related services including current customer analysis to determine profitability, client profiling, targeted prospect identification and list development, database, marketing plan and strategy development, graphic design, marketing communications and calendar development and execution (advertising, direct mail, fax, email, newsletters, postcards, brochures, etc.) Gloria Berthold Larkin is the author of “The Veterans Business Guide: How to Build a Successful Government Contracting Business.” Visit http://www.TargetGov.com

Congratulations to TargetGov Client Patriot Taxiway Industries, Inc.

A Service-Disabled Veteran Owned Business in Wisconsin, Patriot Taxiway Industries, Inc, delivers a $7.6 million contract, supplying twenty-eight United States Air Force bases worldwide with its STAND GUARD© Portable Military Dual Mode Lighting System, a low weight, remotely controlled airfield and security lighting system.

For more information, go to http://www.1888pressrelease.com/patriot-taxiway-industries-inc-delivers-a-7-6-million-con-pr-157785.html.

Growing Businesses in the Inner City: Building Capacity and Creating Impact

This Summit will focus on the topic of building businesses of size and scale in the inner city economy. ICIC will unveil a new detailed analysis of inner city firms based on over 10 years of experience working with these organizations, to uncover lessons that successful inner city companies offer on growing firms and creating jobs in the urban economy. Summit sessions will explore solutions for private and public sector leaders on how to influence the success of businesses and on the business strategies that inner city firms can use to thrive.

Event Details:
Thursday, October 15—Friday, October 16, 2009
W Hotel Washington DC, Great Room
515 15th Street NW, Washington DC
www.icic.org/Forum/Summit2009

Thursday, October 15
3:45 – 4:30pm
Session III: “Unlocking the Mystery: How Federal Stimulus Funding Can Benefit Inner City Firms”
How-to session moderated by intermediary Gloria Larkin (TargetGov), Includes: federal agencies (Dept. Homeland Security and Small Business Administration), MWBE firm and District of Columbia business development official.

Uncovering BRAC-Related Business Opportunities in Arlington VA

Government business development expert Gloria Berthold Larkin will speak at the event “Uncovering BRAC-Related Business Opportunities,” sponsored by TargetGov, BizLaunch, and The BRAC Transition Center. The event will take place Thursday October 29, 2009, from 8 – 10:30 am at the Arlington Economic Development Center, located at 1100 N. Glebe Rd., Suite 1500, Arlington, VA 22201.

“BRAC continues to be an economic engine for the businesses that can identify specific opportunities and understand the maze of federal contracting. This session will open the door to current and upcoming contracts right here in the local area.” said Gloria Berthold Larkin, President, TargetGov.

Attend this event to learn actionable information detailing specific contracting opportunities, what contract vehicles and processes are used, how to locate decision-makers, how to build relationships and improve your chances of winning BRAC contracts. Mr. Kenneth “Mitch” Mitchell, the Director of Contracting from Ft. Myer/Henderson Hall will also be on hand to discuss current contracting opportunities in Arlington.

Gloria Berthold Larkin is the President of TargetGov and the national Procurement Committee Co-Chair for Women Impacting Public Policy. She is an expert at government procurement and related business development and marketing services including minority certification services, contract development, GSA Schedules, proposal management and development, contract administration and federal contracting services.

To register online, visit: http://www.arlingtonvirginiausa.com/bizlaunch/events. For more information contact Adam Beebe: abeebe@arlingtonva.us or (703) 418-1134

About TargetGov:
TargetGov focuses on government procurement and related business development and marketing services including minority certification services, contract development (GSA Schedules, etc.), business development, proposal management and development, contract administration and expert federal contracting services. The parent company, MOA, provides corporate business development and marketing-related services including current customer analysis to determine profitability, client profiling, targeted prospect identification and list development, database, marketing plan and strategy development, graphic design, marketing communications and calendar development and execution (advertising, direct mail, fax, email, newsletters, postcards, brochures, etc.) Gloria Berthold Larkin is the author of “The Veterans Business Guide: How to Build a Successful Government Contracting Business.” Visit http://www.TargetGov.com

WIPP Updates

SBA Getting Ready to Roll Out New Women's Procurement Program

For nine years, the women's procurement program has suffered from inaction and/or unacceptable proposals by the SBA on implementation. If put into place, a woman's procurement program, would assist federal agencies meeting the 5% goal for women owned small businesses. Federal agencies have never met the 5% goal set by Congress. However, the SBA, led by Administrator Karen Mills is working to propose a new program and a simultaneous withdrawal of the program proposed by President Bush in 2008. The SBA hopes to have a program in place by the end of the year. Unlike the prior proposed program under President Bush, the program will not contain onerous requirements such as a finding of discrimination by federal agencies. It is expected that the SBA will take another look at the Rand disparity study and expand the eligible industries to more than the four industries proposed by Bush.

E-Verify Required for Federal Contractors

A recent ruling by a U.S. District Court upheld the executive order issued by former President George W. Bush requiring federal contractors to use E-Verify, which was a voluntary system. The order primarily affects federal contractors who are awarded a new contract after September 8, 2009, that includes the Federal Acquisition Regulation (FAR) E-Verify clause. As of September 8, federal contractors must use the free E-Verify system, administered by the U.S. Department of Homeland Security (DHS) and the Social Security Administration (SSA), to electronically verify the employment eligibility of all new employees hired during the contract term and current employees assigned to work on the contract.

On September 4, a U.S. District Court Judge rejected an effort by the U.S. Chamber of Commerce and other business groups, to delay the rule from taking effect while a federal appeal is pending. The U.S. Fourth Circuit Court of Appeals denied a similar motion on September 9th. The plaintiffs are still considering an appeal.

Veterans continue serving their country as vendors

The Government looks to veteran-owned businesses to provide support in many ways.

Click here to learn some of the many reasons why the government needs the help of veterans.

National Teleconference Offers Insight and Timely Advice About Winning Stimulus Spending Contracts in North Carolina

The Teleconference, “How to Win Stimulus Spending Contracts in North Carolina” will be held on Saturday September 19, 2009, sponsored by the Raleigh Black Chamber of Commerce.

Right now is a unique time in our country’s economic history, especially in government contracting, thanks to the American Recovery and Reinvestment Act. Business revenues can increase dramatically if a contractor can tap into the 500 billion dollar federal contracting market, and now there is more revenue to be had than ever before.

“Many businesses are struggling right now, but those doing business with the government are getting more contracts and hiring more people. Using the tips in this teleconference, a business can turn the Federal Government into their client, and ensure that their share of the available stimulus dollars,” said Gloria Berthold Larkin, President of TargetGov.

Critical topics covered in this teleconference include: How the Stimulus Contracts differ from other contracts, Who the decision makers are, How to reach those decision makers, and What contract vehicles these decision makers are using to make purchases quickly. This teleconference will focus these topics around the North Carolina region, offering specific incite on North Carolina stimulus contracts.

The cost for attending this live teleconference, as well as receiving the 62 page exclusive TargetGov Toolkit created specifically for this teleconference, is FREE. Simply visit http://www.targetgov.com/ and register.

The featured speaker for this teleconference is nationally recognized expert and author, Gloria Berthold Larkin, President of TargetGov. Gloria is an expert in process of successful government procurement and related business development and marketing services with success stories of clients winning multi-million federal contracts.

About TargetGov:
TargetGov focuses on government procurement and related business development, capture management and marketing services including business consulting, Capability Statement creation and contract vehicle development (GSA Schedules, etc.), and proposal management. Gloria Berthold Larkin is the author of “The Veterans Business Guide: How to Build a Successful Government Contracting Business.” Visit www.TargetGov.com or www.VeteransBusinessGuide.com

National Teleconference Offers Insight and Timely Advice About Winning Stimulus Spending Contracts

The Teleconference, “How to Win Stimulus Spending Contracts” will be held on Wednesday September 9, 2009, sponsored by the National Alliance of African American Chambers.

Right now is a unique time in our country’s economic history, especially in government contracting, thanks to the American Recovery and Reinvestment Act. Business revenues can increase dramatically if a contractor can tap into the 500 billion dollar federal contracting market, and now there is more revenue to be had than ever before.

“Many businesses are struggling right now, but those doing business with the government are getting more contracts and hiring more people. Using the tips in this teleconference, a business can turn the Federal Government into their client, and ensure that their share of the available stimulus dollars,” said Gloria Berthold Larkin, President of TargetGov.

“As the federal economic stimulus legislation and the funding associated with it should also stimulate the economies of minority communities, this teleconference is an invaluable resource that Black entrepreneurs can use to obtain the knowledge to secure contracting opportunities within their own states,” said Clay Hammond, Chairman of the National Alliance of African American Chambers.

Critical topics covered in this teleconference include: How the Stimulus Contracts differ from other contracts, Who the decision makers are, How to reach those decision makers, and What contract vehicles these decision makers are using to make purchases quickly.

The cost for attending this live teleconference, as well as receiving the 62 page exclusive TargetGov Toolkit created specifically for this teleconference, is FREE. Simply visit http://www.targetgov.com/Content.asp?id=2788 and register.

The featured speaker for this teleconference is nationally recognized expert and author, Gloria Berthold Larkin, President of TargetGov. Gloria is an expert in process of successful government procurement and related business development and marketing services with success stories of clients winning multi-million federal contracts.

About TargetGov:
TargetGov focuses on government procurement and related business development, capture management and marketing services including business consulting, Capability Statement creation and contract vehicle development (GSA Schedules, etc.), and proposal management. Gloria Berthold Larkin is the author of “The Veterans Business Guide: How to Build a Successful Government Contracting Business.” Visit http://www.TargetGov.com or http://www.VeteransBusinessGuide.com

TargetGov’s “How to Win Stimulus Spending Contracts” Teleconference and Instructional Toolkit Now Available for Download

TargetGov’s national teleconference, “How to Win Stimulus Spending Contracts,” is now available in an audio download. In addition to the MP3 audio file, customers will also receive an exclusive 82 page Toolkit (in PDF format.) This teleconference covers how right now is a unique time in our country’s economic history, especially in government contracting, due to the American Recovery and Reinvestment Act. Business revenues can increase dramatically if a contractor can tap into the multi-billion dollar federal contracting market.

Critical topics covered in this teleconference include: How the stimulus contracts differ from other contracts, who the decision makers are, how to reach those decision makers, and what contract vehicles these decision makers are using to make purchases quickly.

“Many businesses are struggling right now, but those doing business with the government are getting more contracts and hiring more people. Using the tips in this teleconference, a business can turn the Federal Government into their client, and open the door to their share of the available stimulus dollars,” said Gloria Berthold Larkin, President of TargetGov.

The expert speaker for this teleconference is Gloria Berthold Larkin, President of TargetGov and the national Procurement Committee Co-Chair for Women Impacting Public Policy. She is an expert at government procurement and related business development and marketing services including minority certification services, contract development, GSA Schedules, proposal management and development, contract administration and federal contracting services.

The MP3 and Toolkit download is available for only $39.95 at http://www.targetgov.com or by calling toll-free 1-866-579-1346.

About TargetGov:
TargetGov focuses on government procurement and related business development and marketing services including minority certification services, contract development (GSA Schedules, etc.), business development, proposal management and development, contract administration and expert federal contracting services. The parent company, MOA, provides corporate business development and marketing-related services including current customer analysis to determine profitability, client profiling, targeted prospect identification and list development, database, marketing plan and strategy development, graphic design, marketing communications and calendar development and execution (advertising, direct mail, fax, email, newsletters, postcards, brochures, etc.) Gloria Berthold Larkin is the author of “The Veterans Business Guide: How to Build a Successful Government Contracting Business.” Visit http://www.TargetGov.com.

TargetGov’s “Teaming: How to Find Teaming Partners” Teleconference Scheduled

TargetGov’s national teleconference, “Teaming: How to Find Teaming Partners for Government Contracts” will be held on Thursday September 17, 2009. Registrants also receive a 55 page Toolkit with specific details about the process of teaming within government contracting. This toolkit, in conjunction with the teleconference, will cover the entire teaming process, how teaming can help grow your business, and the potential pitfalls and dangers within teaming.

Other covered topics include: Teaming agreements, the pros and cons of teaming, joint ventures, 8(a) set asides for joint ventures, trends in teaming, and the scope of subcontracting agreements.

“Government contracts now require specific teaming processes, procedures and agreements,” said Gloria Berthold Larkin, President of TargetGov. “Teaming is a very logical business development strategy for any upcoming business, and this teleconference will clearly outline exactly how to begin.”

The expert speakers for this teleconference are Pamela Mazza, managing partner at Piliero Mazza PLLC, and Gloria Berthold Larkin, President of TargetGov.

Pamela J. Mazza is the managing partner at PilieroMazza PLLC. She has 20 years experience advising clients on all aspects of government contracts law and represents clients before government agencies and contract review boards in bid protests, size standard challenges, teaming agreements and joint venture issues. In addition, Ms. Mazza counsels clients on corporate issues including corporate formation and restructuring, shareholder agreements, and trade secrets protection. She also represents trade associations and corporations before Congress and the Administration. She is admitted to practice law in the District of Columbia and Virginia, as well as before the U.S. Supreme Court, the U.S. Court of Federal Claims and various other federal courts. She also practices before the General Accountability Office and the agency Boards of Contract Appeals.

Gloria Berthold Larkin is the President of TargetGov and the national Procurement Committee Co-Chair for Women Impacting Public Policy, a nation non-partisan membership organization. She is an expert at government procurement and related business development and marketing services including minority certification services, contract development, GSA Schedules, proposal management and development, contract administration and federal contracting services.

The cost to register is $97.00 and includes the 55 page Toolkit. Register at http://www.targetgov.com, or by calling toll-free at 1-866-579-1346.

About TargetGov:
TargetGov focuses on government procurement and related business development and marketing services including minority certification services, contract development (GSA Schedules, etc.), business development, proposal management and development, contract administration and expert federal contracting services. The parent company, MOA, provides corporate business development and marketing-related services including current customer analysis to determine profitability, client profiling, targeted prospect identification and list development, database, marketing plan and strategy development, graphic design, marketing communications and calendar development and execution (advertising, direct mail, fax, email, newsletters, postcards, brochures, etc.) Gloria Berthold Larkin is the author of “The Veterans Business Guide: How to Build a Successful Government Contracting Business.” Visit http://www.TargetGov.com

Capability Statements for Government Contractors

What is the Purpose of a Capability Statement?

Government contracting has developed into a very competitive marketplace, thanks to its potential for being very profitable. Companies of all sizes, from small, micro-firms with one employee to large, mega-firms with thousands of employees have been successful in selling products and services to government agencies at the federal, state, city, county and municipal levels.

However, competition has heightened as more companies try to break into, be competitive in, and stay successful in this market. Five years ago, no one knew what a Capability Statement was, and now, it is a critical tool to help you be as successful as possible, no matter what size company you represent.

A powerful Capability Statement is the key to building relationships with important decision-makers in government contracting, providing them with a concise description of the goods and services your business can provide, and a consistent reminder of your firm. When properly written, a Capability Statement is the tool that sets your company head and shoulders above your competition.

TargetGov can help you create a Powerful Capability Statement.  To learn more about Capability Statements or for more information about federal contracting best practices, please visit http://www.targetgov.com or call 1-866-579-1346.

TargetGov Celebrates the Vital Role Entrepreneurs Play in Innovation, Job Creation and Economic Recovery as a Partner in Global Entrepreneurship Week

This November, young people around the globe will get together to change the world. To celebrate the vital role entrepreneurs play in innovation, job creation and economic recovery, TargetGov is participating in Global Entrepreneurship Week on Nov. 16 – 22, 2009 to inspire, connect, mentor and engage young people.

As a part of Global Entrepreneurship Week, TargetGov will hold a No-Cost teleconference, “How To Do Business With The World's Fortune One Customer,” on November 17, 2009 to learn about how you can start doing business with the U.S. Federal Government. Hear real-life experiences from business owners who started as very small businesses and have become multi-million dollar firms through government contracting.

Co-founded in 2008 by the Ewing Marion Kauffman Foundation in the United States and Make Your Mark, a business-led government-backed campaign in the United Kingdom, Global Entrepreneurship Week will connect young people through local, national and global activities designed to help them explore their potential as self-starters and innovators. Students, educators, entrepreneurs, business leaders, employees, non-profit leaders, government officials and others will participate in a host of activities that include virtual and face-to-face events, large-scale competitions and intimate networking gatherings.

In 2009, the Week is estimated to exceed the 3 million people and 8,800 organizations around the globe that participated in the inaugural Global Entrepreneurship Week in 2008. Already, more than 650 organizations in more than 80 countries have signed up.

“I think it is important for TargetGov to participate in events, such as Global Entrepreneurship Week, because getting young people involved in small business leads to innovation, and especially in these tough economic times, that is truly what’s needed,” said Gloria Berthold Larkin, President of TargetGov. “Plus, I believe it is important that we try to instill in young people how important their contributions to business can be, no matter their age.”

“The world knows that entrepreneurship is the key to economic recovery, and the next generation of innovators holds that key,” said Carl Schramm, president and CEO of the Kauffman Foundation. “Now more than ever, we need to unleash the creativity and ingenuity of our youth by engaging them in the endless possibilities of entrepreneurship.”

To register for this teleconference, visit http://www.targetgov.com and sign up, or call toll-free 1-866-579-1346.

About TargetGov:

TargetGov focuses on government procurement and related business development and marketing services including minority certification services, contract development (GSA Schedules, etc.), business development, proposal management and development, contract administration and expert federal contracting services. The parent company, MOA, provides corporate business development and marketing-related services including current customer analysis to determine profitability, client profiling, targeted prospect identification and list development, database, marketing plan and strategy development, graphic design, marketing communications and calendar development and execution (advertising, direct mail, fax, email, newsletters, postcards, brochures, etc.) Gloria Berthold Larkin is the author of “The Veterans Business Guide: How to Build a Successful Government Contracting Business.” Visit http://www.TargetGov.com

About Global Entrepreneurship Week

With the goal to inspire young people to embrace innovation, imagination and creativity, Global Entrepreneurship Week will encourage youth to think big, turn their ideas into reality, and make their mark. From Nov. 16-22, 2009, millions of young people around the world will join a growing movement to generate new ideas and seek better ways of doing things. Tens of thousands of activities are being planned in dozens of countries. Global Entrepreneurship Week is founded by the Ewing Marion Kauffman Foundation and the Make Your Mark campaign. For more information, visit www.unleashingideas.org, and follow @unleashingideas on Twitter.

Kauffman Foundation

The Ewing Marion Kauffman Foundation is a private nonpartisan foundation that works to harness the power of entrepreneurship and innovation to grow economies and improve human welfare. Through its research and other initiatives, the Kauffman Foundation aims to open young people's eyes to the possibility of entrepreneurship, promote entrepreneurship education, raise awareness of entrepreneurship-friendly policies, and find alternative pathways for the commercialization of new knowledge and technologies. It also works to prepare students to be innovators, entrepreneurs and skilled workers in the 21st century economy through initiatives designed to improve learning in math, engineering, science and technology. Founded by late entrepreneur and philanthropist Ewing Marion Kauffman, the Foundation is based in Kansas City, Mo. and has approximately $2 billion in assets. For more information, visit www.kauffman.org, and follow @kauffmanfdn on Twitter.

Make Your Mark

Make Your Mark is the campaign to give young people in the UK the confidence, skills and ambition to be enterprising - to have ideas and make them happen. Run by Enterprise Insight, which was founded by the four leading UK business membership organizations – the British Chambers of Commerce, the CBI, the Federation of Small Businesses and the Institute of Directors. Their Director-Generals sit on our board, which is chaired by entrepreneur Peter Jones, from BBC’s Dragon’s Den. It is supported by the Department for Business, Innovation and Skills andendorsed by the Prime Minister, Gordon Brown. www.makeyourmark.org.uk

Avoid These Government Contracting Mistakes

When trying to enter the federal marketplace as a government contractor, it is important to present your company in as professional and knowledgeable of a manner as possible. The mistakes noted below scream “novice” and will close the door on your success.

1. Don’t try to market to every federal agency that MAY be a potential customer. Instead, target the top 5 or 10 agencies.
   
2. Don’t bid on every contract. Pick and choose those that you can effectively manage. Companies have gone out of business “winning” contracts they cannot perform.
   
3. Do not try to be all things to all people. If you go outside your core competency, be prepared to lose focus and confuse your buyers and program managers.
   
4. Do not rely on electronic communications 100% of the time. It is impossible to give a warm handshake in an email. The people you want to do business with want to get to know you. Personally.
   
5. Do not ignore the associations and organizations in which your market participates. Become a member. Be seen where they are seen. Do everything you can to build relationships.
   
6. Do not assume that your web site is 100% government contact and contract-friendly. Government procurement personnel, program managers and end users should be able to see that you are ready to do business on their terms right from the home page. And it goes without saying – your email should reflect your web site, never use a free or non-professional domain name. You may have a multimillion-dollar company, but if you are using something like doug123@yahoo.com or anything@aol.com, you will be perceived as a non-professional.
   
7. Do not expect people to stay year to year. Realize that turnover in government procurement exceeds 40% a year. The people you knew last year may not be there this year. You have to maintain regular contact and take the time to build new relationships when needed.
   
8. Do not expect contracting officers to make it easy for you. Instead, go out of your way to make their job as easy as possible. Do your research and be totally prepared at each point of contact – claiming ignorance is a huge turnoff to doing business.
   
9. Do not expect “low hanging fruit.” It takes time. You may be lucky enough to pick some low hanging fruit, but don’t bet the farm on it. Plan for a 12 to 18 or even 24-month business development cycle.
   
10. Do not be inconsistent. Pleasant persistence pays. Be in touch regularly. Take the time to touch base. If you don’t your competition will.

Government contracting is a complicated process, and successful business development is key to creating the relationships that will open the door to winning contracts. Invest the time to learn the ropes for business development success.

For more information visit http://www.targetgov.com.

TargetGov’s National Veterans Teleconference Scheduled

TargetGov’s National Veteran’s Teleconference will be held on Friday November 13, 2009. This teleconference that will provide any veteran or employee of a veteran-owned business information that can put a business directly on the path to success in the government contracting market. Registration for this teleconference is being offered at no cost. In addition to the ability to attend this teleconference, with registration, customers will receive a 35 page Toolkit, in PDF format.

Other covered topics by this teleconference include: 13 Steps On How To Do Business With The Government, Registrations Required for Federal Government Contracting, The Department of Veterans Affairs, U.S. Army Medical Research and Materiel Command, The Ft Detrick Business Development Office, The Department of Veterans Affairs, and an Introduction to Business Development for the Federal Government Market.

“Any veteran entrepreneur in this country, or any employee of one, can benefit tremendously from this teleconference. Without this information, breaking into government contracting can seem lengthy and impossible. With this information however, becoming a contractor of the world’s Fortune One customer can become a reality,” said Gloria Berthold Larkin, the expert speaker for this teleconference.

Gloria Berthold Larkin is the President of TargetGov and the national Procurement Committee Co-Chair for Women Impacting Public Policy. She is an expert at government procurement and related business development and marketing services including minority certification services, contract development, GSA Schedules, proposal management and development, contract administration and federal contracting services.

Said Jon Bailey, President, Wood Street, Inc.: “If you need to do business with the Federal Government, you need to connect with Gloria. Gloria has her finger on the pulse of marketing and selling to the Feds.”

To register, visit http://www.targetgov.com, or by calling toll-free at 1-866-579-1346, at no cost.

About TargetGov:
TargetGov focuses on government procurement and related business development and marketing services including minority certification services, contract development (GSA Schedules, etc.), business development, proposal management and development, contract administration and expert federal contracting services. The parent company, MOA, provides corporate business development and marketing-related services including current customer analysis to determine profitability, client profiling, targeted prospect identification and list development, database, marketing plan and strategy development, graphic design, marketing communications and calendar development and execution (advertising, direct mail, fax, email, newsletters, postcards, brochures, etc.) Gloria Berthold Larkin is the author of “The Veterans Business Guide: How to Build a Successful Government Contracting Business.” Visit http://www.TargetGov.com

TargetGov’s Writing Winning Proposals Teleconference Scheduled

TargetGov’s national teleconference, “Writing Winning Proposals,” will be held on Thursday December 10, 2009. In addition to the ability to attend this teleconference, customers will receive a 40 page Toolkit with specific details about Writing Winning Proposals. This toolkit, in conjunction with the teleconference, will cover the skills necessary to respond convincingly to an RFP or task order requirement, as well as the top five reasons for failure, how to prepare for oral presentations, how to request a debrief and what to expect, and determining if a protest is a viable option.

Other covered topics include: the personnel required to write winning proposals, a timeline for the proposal process, uniform proposal format, solicitation and contract types, go-no go decision tips, solicitation analysis, understanding the grading system, costing and pricing tips, and writing and negotiation tips.

“There is much more to writing a winning proposal than writing ability. It takes specific knowledge of what the government looks for in a proposal, and how they score the responses. Only businesses with this knowledge will score highest and win the contracts,” said Gloria Berthold Larkin, President of TargetGov. “This teleconference can help ensure that the time a business spends on its proposal is not wasted, and that a business can come out of the proposal process victorious.”

Expert speakers for this teleconference are Jack Peace, President and Founder of Pease Consulting, Mike Parkinson, founder of Billion Dollar Graphics, and Gloria Berthold Larkin, President of TargetGov.

Jack Pease is the President and Founder of Pease Consulting. Jack has over 20 years of IT and Business Process Outsourcing experience that spans the Federal, State and Local Governments, as well as the Commercial sector. He has managed a portfolio of IT accounts with a total contract value in excess of $100M.

Previously, Jack worked for two of the world’s largest Systems Integration and Consulting firms, CSC and EDS. He also worked for Mobil Oil Corporation, was a High School teacher and coach and a U.S Air Force Captain.

Mike Parkinson has spearheaded multi-billion dollar projects and created thousands of graphics resulting in billions of dollars in increased revenue for his clients. As co-owner of 24 Hour Company, Mike leveraged his design experience to help his partners transform the company into an industry leader. In 2006, he founded Billion Dollar Graphics to offer articles, books, tools, and resources that provide secrets, tips, tricks, strategies, and best practices to non-designers and designers alike.

Gloria Berthold Larkin is the President of TargetGov and the national Procurement Committee Co-Chair for Women Impacting Public Policy. She is an expert at government procurement and related business development and marketing services including minority certification services, contract development, GSA Schedules, proposal management and development, contract administration and federal contracting services.

Register at http://www.targetgov.com, or by calling toll-free at 1-866-579-1346, for only $97.00.

About TargetGov:
TargetGov focuses on government procurement and related business development and marketing services including minority certification services, contract development (GSA Schedules, etc.), business development, proposal management and development, contract administration and expert federal contracting services. The parent company, MOA, provides corporate business development and marketing-related services including current customer analysis to determine profitability, client profiling, targeted prospect identification and list development, database, marketing plan and strategy development, graphic design, marketing communications and calendar development and execution (advertising, direct mail, fax, email, newsletters, postcards, brochures, etc.) Gloria Berthold Larkin is the author of “The Veterans Business Guide: How to Build a Successful Government Contracting Business.” Visit http://www.TargetGov.com

TargetGov’s “How to Do Business With the Government” Teleconference Scheduled

TargetGov’s national teleconference, “How to Do Business With the Government,” as a part of Global EntrepreneurshipWeek USA, will be held on Tuesday November 17, 2009. This teleconference, being offered at no cost, will teach how to start doing business with the U.S. Federal Government. Hear real-life experiences from business owners who started as very small businesses and have become multi-million dollar firms through government contracting. Customers will also receive a 40+ page Toolkit with even more detailed information about selling to the federal government.

Other covered topics include: how and where to register as a government contractor, where to find free help, counseling and business development assistance, how to determine if the government buys what you sell, how to locate and do business with the government agencies right in your own backyard, and how and where to find announcement of government contracts for your products and services.

“Virtually every product and service is used by the Federal Government. This teleconference is perfect for business owners looking to grow their businesses, or get involved in government contracting, or even those interested in starting a small business,” said Gloria Berthold Larkin, President of TargetGov, and expert speaker for this teleconference. “There is no reason to not explore tapping into this market, because it is absolutely perfect for buy from small business.”

Gloria Berthold Larkin is the President of TargetGov and the national Procurement Committee Co-Chair for Women Impacting Public Policy. She is an expert at government procurement and related business development and marketing services including minority certification services, contract development, GSA Schedules, proposal management and development, contract administration and federal contracting services.

TargetGov is one of the organizations joining together in an unprecedented effort to inspire and encourage young people to consider entrepreneurship as a career choice and to celebrate America’s unique culture of inventiveness during Global EntrepreneurshipWeek USA, November 16 - 22, 2009.

To register at no cost, visit http://www.targetgov.com, or call toll-free at 1-866-579-1346.

About Global EntrepreneurshipWeek USA:
Global EntrepreneurshipWeek USA will include events and activities in communities across the country to inspire, educate and prepare young people, primarily ages 14 to 25, to be America’s next great entrepreneurs and innovators. With the theme, “What’s Your Big Idea? Take it On!” the initiative is designed to serve as an inspiration for young people to think creatively and to turn their ideas into action – whether that means starting a new business, developing an innovation for an existing company or solving a problem that makes society better. Official events are being planned in cities across the country, culminating in Washington, D.C, where the focus will be on the importance of policy to the nation’s entrepreneurs.

For more information about Global EntrepreneurshipWeek USA, visit the web site: http://www.entrepreneurshipweekusa.com.

About TargetGov:
TargetGov focuses on government procurement and related business development and marketing services including minority certification services, contract development (GSA Schedules, etc.), business development, proposal management and development, contract administration and expert federal contracting services. The parent company, MOA, provides corporate business development and marketing-related services including current customer analysis to determine profitability, client profiling, targeted prospect identification and list development, database, marketing plan and strategy development, graphic design, marketing communications and calendar development and execution (advertising, direct mail, fax, email, newsletters, postcards, brochures, etc.) Gloria Berthold Larkin is the author of “The Veterans Business Guide: How to Build a Successful Government Contracting Business.” Visit http://www.TargetGov.com .

National Teleconference Offers Insight and Timely Advice About Successful Sales Strategies That Win Government Contracts

The National Teleconference, “SUCCESSFUL SALES STRATEGIES THAT WIN GOVERNMENT CONTRACTS” will be held Thursday, October 15, 2009. Registration is available at http://www.targetgov.com.

Business revenues can increase dramatically if a contractor can tap into the 500 billion dollar federal contracting market. Successful contractors know that the federal market demands different sales strategies and processes compared to the commercial market. Registrants dial into a central phone line to discover the strategies and tactics that work.

“Many businesses struggling right now, but those doing business with the government are getting more contracts and hiring more people.. Using the tips in this teleconference, a business can turn the Federal Government into their client by learning how to sell to the government and why it is so different from corporate sales.” said Gloria Berthold Larkin, President of TargetGov.

Critical topics covered in this teleconference include: Why Government Sales is Different from Commercial Sales, How to Create an Effective "Elevator Speech" for Federal Decision Makers, Tactics That Open the Doors to Business, Tactics To Avoid That Prevent Success, and How to Identify and Obtain Meetings with Key Decision-Makers.

The cost for the live teleconference and the 62 page exclusive TargetGov Toolkit created specifically for this teleconference is $97.00. The Toolkit details what a business person needs to know to build government business including: Business Builder Checklist, a Five Step Guide to Sales Success in the Federal Government Market, hundreds of contacts in federal agencies including names, emails and phone numbers, Annual Budget Forecast Information and the Top 10 Mistakes to Avoid.

The featured speakers are nationally recognized experts and authors, Gloria Berthold Larkin, President of TargetGov and Beth Goldstein, President of Marketing Edge Consulting Group.

Gloria is an expert in process of successful government procurement and related business development and marketing services with success stories of clients winning multi-million federal contracts. With 25 years of entrepreneurial sales and marketing experience, Beth helps business owner answer the questions that keep them up at night including: “What can I do to increase profit and revenue?”, “How do I improve customer loyalty?” and “What’s the best proactive approach to winning new customers?”

About TargetGov:
TargetGov focuses on government procurement and related business development, capture management and marketing services including business consulting, Capability Statement creation and contract vehicle development (GSA Schedules, etc.), and proposal management. Gloria Berthold Larkin is the author of “The Veterans Business Guide: How to Build a Successful Government Contracting Business.” Visit www.TargetGov.com or www.VeteransBusinessGuide.com

About Marketing Edge Consulting Group:
Based outside of Boston, MA, Marketing Edge’s goal is to help each client turn their business vision into reality. Through research, surveys, interviews and one-on-one conversations with our clients’ customers, prospects and business partners, we help business owners develop and launch targeted sales and marketing programs that generate revenue, increase loyalty and improve their bottom line. Services range from sales and marketing engagements, coaching services, customized training programs, market research/surveys, sales development and product rollouts. Marketing Edge was founded by Beth Goldstein, adjunct professor at Boston University and author of “The Ultimate Small Business Marketing Toolkit (McGraw-Hill)” Visit: www.m-edge.com or www.MyMarketingGoals.com for more information.

TargetGov Partners With The Center for Business and Technology Development to Present Fall 2009 Government Contracting Institute Seminar Series

TargetGov has partnered with The Howard County Economic Development Authority's Center for Business and Technology Development and the Maryland Governor's Office of Minority Affairs to present the Government Contracting Institute (GCI), a series of seminars designed to help businesses break into, and then excel in government contracting.

The seminars will be held at The Center for Business and Technology Development, 9250 Bendix Road, North, Columbia, MD 21045. Space is limited to ensure an optimal learning environment. Pre-Registration is required for all seminars. To register or learn more, please contact The Center for Business and Technology Development at 410-313-6550 or visit https://www.center-tech.biz/events/index.cfm?mode=registration_selection.

The schedule for the seminar series as is follows:

Class 101: Introduction to Government Contracting
Tuesday, September 15, 2009, 8:30 a.m. – 12:00 noon

This morning session is geared toward existing and new businesses who want to sell their products or services to federal, state, county and other government agencies. This is a $500+ billion market, $21 billion of which goes to Maryland-based companies of all sizes every year. The course is a concise introduction to government contracting. Participants will learn the required registrations, the basis of contracting law, rules, and key players involved in contracting. Participants will also learn the types of contracts, their uses, and an introduction to how the Federal Acquisition Regulations (FAR) control how contracts are written, advertised, competed and awarded.

Class 102: Getting Certified, Is it Right for Your Company?
Tuesday September 15, 2009, 1:00 p.m. – 4:30 p.m.

Learn the basics of certification: what is certification, who qualifies, what certifications are available at the federal, state, and county government levels, what are the benefits, what is the process to get certified, the timeline, and what agencies use certified companies. We cover certifications for businesses owned by: women, veterans, and minorities, as well as geographic and other small business certifications including 8(a), HUBzone, SDB, WBE, MBE, SDVOB, and others.

Class 201: Getting and Using Your GSA Schedule
Tuesday, September 29, 2009, 1:00 p.m. – 4:30 p.m.

The GSA Schedule is one of the most powerful business tools you can have when doing business with the Federal Government. In this class, we will give you the information you need to know about the GSA schedule process and how to win the contract. Specific topics to be covered are:

· Overview of the GSA Schedule
· Scope of Services and Products
· The Importance of the GSA Schedule
· Benefits of the GSA Schedule for Agencies/Contractors
· The GSA Schedule Process
· GSA Schedule Pricing Strategies

Class 301: Marketing Your Business to Win Government Contracts
Tuesday, October 6, 2009, 8:30 a.m. – 12:00 noon

This program focuses on a specifically detailed process of identifying your target market, learning about the strategies involved in being a prime or a subcontractor, teaming, mentor-protégé programs, evaluation of opportunities including Requests for Information, Requests for Quotes, Requests for Bids, Sole Source Contracts, the bid/no bid decision making process, purchase thresholds, simplified acquisitions, and how market intelligence can build your pipeline. Registrants will receive a Capability Statement Template and other important marketing materials recommendations.

Class 302: The Business of BRAC and Stimulus Opportunities
Tuesday, October 6, 2009, 1:00 p.m. – 4:30 p.m.

The Base Realignment and Closure (BRAC) process and the Stimulus Program translates to billions in contracting opportunities for the businesses that know how to find, capture, and perform for these special operations. Attend this information packed workshop to find out how to open the door to construction, IT, services, consulting, and products and materials needed to complete the largest people transfer, construction, and services programs in US history.

Class 401: Proposal Writing to Win Contracts
Tuesday, October 20, 2009, 8:30 a.m. – 12:00 noon

This seminar provides attendees the skills necessary to respond convincingly to an RFP or task order requirement. The focus is on understanding what government evaluators want to see, structuring the response so that they find it easily, as well as ensure that government evaluators find what they read to be both compliant and compelling. We will also cover the top five reasons for failure, how to prepare for oral presentations, how to request a debrief and what to expect, and determining if a protest is a viable option.

Class 501: Contract Management for Federal Contracts
Tuesday, October 20, 2009, 1:00 p.m. – 4:30 noon

This session will discuss the techniques to manage contract delivery, budget, staffing, risk, and quality while fostering the client relationship; being responsive to needs of project staff, meeting company financial and project goals, creating third party relationships to add value or fill gaps, and understanding differences between risks and threats, and how to manage risk and avoid threats. We will review contract types, the differences and challenges associated with each, identify the stakeholders associated with each project, and how to deal with their expectations.

Class 601: Accounting for Government Contractors
Tuesday, October 27, 2009, 8:30 a.m. – 12:00 noon

Government contracting requires very specific setup, systems, reports, processes, and tracking. Attend this session to understand government cost accounting standards, pricing strategies, discussion of software applications including QuickBooks and other alternatives, and audit preparation. Who should attend? Accountants, CPAs, bookkeepers, CFOs, and any business owner who wants to win government contracts, be profitable, and satisfy all federal accounting requirements.

Class 602: Legal Requirements (FAR) for Government Contractors
Tuesday, October 27, 2009, 1:00 p.m. – 4:30 p.m.

The federal government has incorporated very specific legal requirements into every aspect of government contracting, from the initial budget process, to identifying the acquisition process, methods of payment, contractor eligibility, prime and subcontracting issues, small business programs, communications during the lifecycle of an opportunity, contractor debarment procedures and more. Attend this special session to learn how to translate legalese into understandable terminology, how the Federal Acquisition Regulations (FAR) clauses can cost you the contract, or worse, put you out of business. Most importantly, learn how to perform within the legal limits of a proposal and contract.

Class 701: Security Clearances
Tuesday, November 3, 2009, 8:30 a.m. – 12:00 noon

Attendees will learn what a security clearance is, types of clearances, the procedures and requirements for obtaining a facility and personnel security clearance, which agencies require clearances, differing application processes required by various agencies, related timelines, what to do if you do not pass the first time, and the conditions that disqualify someone from receiving a security clearance.

About the Government Contracting Institute:
The Government Contracting Institute (GCI) offers businesses the opportunity to receive instruction from leaders in the government contracting market on topics such as getting registered as a contractor, certifications, business development, market research, proposal writing, oral presentations, accounting and legal issues, project and contract management, and security clearances. For more information about The Government Contracting Institute, please visit http://www.hceda.org/CBTD/programs.aspx.

About TargetGov:
TargetGov is a woman-owned business offering national business development and consulting services for companies that want to enter and become successful in the federal government contracting market. TargetGov offered the first national teleconference series highlighting government contracting processes, and its president, Gloria Berthold Larkin, teaches and speaks nationally about this unique market. She is author of “The Veterans Business Guide: How to Build a Successful Government Contracting Business” (book) and of many articles that have been published nationally and internationally. She has been interviewed on television and radio shows and has been quoted in national publications such as USA Today, Government Executive and Entrepreneur magazine. Visit: http://www.targetgov.com for more information.

About The Center for Business and Technology Development:
Founded in May 2000, the Center is dedicated to the discovery, stimulation, nurturing, growth, and success of entrepreneurship in Howard County. It has gained a national reputation for creating innovative programs to foster entrepreneurship in the greater Washington/Baltimore region. Among its many service offerings, the Center provides assistance to over 1,000 entrepreneurs annually through its Business Resource Center and facilities for NeoTech Incubator companies. A “one stop shop” for entrepreneurial services, the Center is one of the few facilities in the nation that combines a business incubator and business resource center under one roof. With the addition of the Howard Technology Council to encourage business growth and develop educational programs for the technology community, it makes The Center even more the place for small businesses to be in Howard County. For more information about The Center for Business and Technology Development, please visit www.thecenter.biz.

The Center for Business and Technology Development is part of the Howard County Economic Development Authority, a public-private partnership whose primary goal is to promote economic growth and stability by supporting existing businesses, targeting new businesses, and attracting corporate/regional headquarters. The Authority also maintains several programs aimed at the special needs of small, minority-owned, and agricultural business communities. Additionally, the Authority strives to preserve the distinctive quality of life in Howard County. The Authority can be reached on the Web at http://www.hceda.org.

Writing Winning Proposals Teleconference Now Available for Download

TargetGov’s national teleconference, “Writing Winning Proposals,” is now available in an MP3 audio download. In addition to the MP3 audio file, customers will receive a 40 page Toolkit, in PDF format. These two files cover the skills necessary to respond convincingly to an RFP or task order requirement, as well as the top five reasons for failure, how to prepare for oral presentations, how to request a debrief and what to expect, and determining if a protest is a viable option.

Other covered topics include: the personnel required to write winning proposals, a timeline for the proposal process, uniform proposal format, solicitation and contract types, go-no go decision tips, solicitation analysis, understanding the grading system, costing and pricing tips, and writing and negotiation tips.

“There is much more to writing a winning proposal than writing ability. It takes specific knowledge of what the government looks for in a proposal, and how they score the responses. Only businesses with this knowledge will score highest and win the contracts,” said Gloria Berthold Larkin, President of TargetGov.

Expert speakers for this teleconference are Jack Peace, President and Founder of Pease Consulting, Mike Parkinson, founder of Billion Dollar Graphics, and Gloria Berthold Larkin, President of TargetGov.

Jack Pease is the President and Founder of Pease Consulting. Jack has over 20 years of IT and Business Process Outsourcing experience that spans the Federal, State and Local Governments, as well as the Commercial sector. He has managed a portfolio of IT accounts with a total contract value in excess of $100M.

Previously, Jack worked for two of the world’s largest Systems Integration and Consulting firms, CSC and EDS. He also worked for Mobil Oil Corporation, was a High School teacher and coach and a U.S Air Force Captain.

Mike Parkinson has spearheaded multi-billion dollar projects and created thousands of graphics resulting in billions of dollars in increased revenue for his clients. As co-owner of 24 Hour Company, Mike leveraged his design experience to help his partners transform the company into an industry leader. In 2006, he founded Billion Dollar Graphics to offer articles, books, tools, and resources that provide secrets, tips, tricks, strategies, and best practices to non-designers and designers alike.

Gloria Berthold Larkin is the President of TargetGov and the national Procurement Committee Co-Chair for Women Impacting Public Policy. She is an expert at government procurement and related business development and marketing services including minority certification services, contract development, GSA Schedules, proposal management and development, contract administration and federal contracting services.

The MP3 and Toolkit download is available at http://www.targetgov.com/, or by calling toll-free at 1-866-579-1346, for only $39.95.

About TargetGov:
TargetGov focuses on government procurement and related business development and marketing services including minority certification services, contract development (GSA Schedules, etc.), business development, proposal management and development, contract administration and expert federal contracting services. The parent company, MOA, provides corporate business development and marketing-related services including current customer analysis to determine profitability, client profiling, targeted prospect identification and list development, database, marketing plan and strategy development, graphic design, marketing communications and calendar development and execution (advertising, direct mail, fax, email, newsletters, postcards, brochures, etc.) Gloria Berthold Larkin is the author of “The Veterans Business Guide: How to Build a Successful Government Contracting Business.” Visit http://www.targetgov.com/

Bid No Bid Decision Process Teleconference Now Available for Download

TargetGov’s national teleconference, “Bid No Bid Decision Process,” is now available in an MP3 audio download. In addition to the MP3 audio file, customers will receive a 50+ page Toolkit, in PDF format, detailing one of the most important but least practiced steps to winning government contracts: using an informed bid-no bid decision process. This MP3 will teach business owners and executives the 20 steps required for a solid bid no-bid decision process, who should be involved, what a decision timeline looks like, and critical questions.

Other topic covered include: reasons not to bid on a contract, government bid win probabilities, bid-no bid decision questions, and post-award recommendations. The accompanying toolkit also includes a bid-no bid timeline as well as a sample opportunity and relationship building process, plus much more.

“This teleconference is perfect for all those involved in proposals and bids,” said Gloria Berthold Larkin, President of TargetGov, adding, “a business is not likely to win a government bid by submitting a blind bid with little or no knowledge of or exposure to the client. This teleconference helps teach the process necessary to focus on the bids a company is most likely to win. This information can save any business hundreds of hours of wasted effort.”

The expert speaker of this teleconference is Gloria Berthold Larkin, President of TargetGov and national Procurement Committee Co-Chair for Women Impacting Public Policy. She is an expert at government procurement and related business development and marketing services including minority certification services, contract development, GSA Schedules, proposal management and development, contract administration and federal contracting services.

The MP3 and Toolkit download is available at www.targetgov.com, or by calling toll-free at 1-866-579-1346, for only $39.95.

About TargetGov:
TargetGov focuses on government procurement and related business development and marketing services including minority certification services, contract development (GSA Schedules, etc.), business development, proposal management and development, contract administration and expert federal contracting services. The parent company, MOA, provides corporate business development and marketing-related services including current customer analysis to determine profitability, client profiling, targeted prospect identification and list development, database, marketing plan and strategy development, graphic design, marketing communications and calendar development and execution (advertising, direct mail, fax, email, newsletters, postcards, brochures, etc.) Gloria Berthold Larkin is the author of “The Veterans Business Guide: How to Build a Successful Government Contracting Business.” Visit www.TargetGov.com

How To Create a Powerful Capability Statement Teleconference Now Available for Download

TargetGov’s national teleconference, “How to Create a Powerful Capability Statement,” is now available in an MP3 audio download. In addition to the MP3 audio file, customers will receive a 63 page Toolkit, in PDF format, detailing a sample Capability Statement, specific instructions to craft a business’s best development tool, and over 200 contacts within federal agencies to which to send it. A well done Capability Statement will open doors to great business opportunities, while a poorly done Capability Statement will slam the door shut before a business can reach square one. This teleconference will ensure that doors are always open for business.

Topics covered include: the five key mistakes contractors make in their Capability Statement, the key features of a great Capability Statement, how to create a Capability Statement that can be used for more than one agency or prime contractor, the differences between Core Competencies and Differentiators, the ideal length of a Capability Statement, and the difference between a Capability Statement and a Capability Brief, and when to use each.

“The ideas given on setting up the core competency section were the most useful for us. They were ones that we had overlooked… The template was very helpful and, obviously, all the contacts listed are wonderful!” said C. Hashim, President of a government contracting firm. D. Harvey, business development director at a services provider added, “the teleconference was very helpful...With the guidance [the teleconference] gave and [now] having the handbook will give me the help that I need to put it together. I also saw what we need to work on to give us an “edge” that we so desperately need.”

The expert speaker of this teleconference is Gloria Berthold Larkin, President of TargetGov and national Procurement Committee Co-Chair for Women Impacting Public Policy. She is an expert at government procurement and related business development and marketing services including minority certification services, contract development, GSA Schedules, proposal management and development, contract administration and federal contracting services.

“A Capability Statement is now a required tool in order to do business with government agencies. Those firms that create targeted Capability Statements will be much more successful that those who have poor ones. This teleconference will make sure that a business makes a powerful first impression,” said Gloria Berthold Larkin.

The MP3 and Toolkit download is available at www.targetgov.com, or by calling toll-free at 1-866-579-1346, for only $39.95.

About TargetGov:TargetGov focuses on government procurement and related business development and marketing services including minority certification services, contract development (GSA Schedules, etc.), business development, proposal management and development, contract administration and expert federal contracting services. The parent company, MOA, provides corporate business development and marketing-related services including current customer analysis to determine profitability, client profiling, targeted prospect identification and list development, database, marketing plan and strategy development, graphic design, marketing communications and calendar development and execution (advertising, direct mail, fax, email, newsletters, postcards, brochures, etc.) Gloria Berthold Larkin is the author of “The Veterans Business Guide: How to Build a Successful Government Contracting Business.” Visit www.TargetGov.com

July 2009 I.1.

-Greetings!

July 1. What does this date mean to you?It can begin the second half of the year, six more months to go in 2009. Ho hum, time to go on vacation.

Or, if you are in government contracting business, you know you just entered the busiest, richest time of year, the last fiscal quarter. The rush is on because you know the federal fiscal year ends September 30, not Dec 31.

More business gets done in the next three months in federal contracting than any other time during the entire year! Informed business people are reaping the benefits of all their hard work in the next three months. This is the use-it-or-lose-it process at work.

This is the true test of your marketing strategy, because, remember, people do business with people they know and trust. Do the right people know you and your company? We can help.

We can help you:
- Be informed.
- Be strategic.
- Be selective.
- Work smart.
- Be a winner!

And by the way, if you do lose, make sure to request a debriefing and find out why you lost so that you can fix the issue, apply the improvements and win the next time. We can help with that too. Call us.

Here's to your success!

SBA ARC Loan Program

If your small business is stressed meeting expenses during these economic times, the U.S. Small Business Administration has a new loan program designed just for you. SBA's America's Recovery Capital Loan Program can provide up to $35,000 in short-term relief for viable small businesses facing immediate financial hardship to help ride out the current uncertain economic times and return to profitability. Each small business is limited to one ARC loan.

Click here for more information

An Entrepreneurial Silver Lining

A new study has confirmed it. A close look at our entrepreneurial history reveals that entrepreneurship is an engine for job creation and economic growth even during difficult economic times. This new study by the Kauffman Foundation suggests that policies that support entrepreneurship also support recovery. It also reveals that job creation from startup companies tends to be less volatile and sensitive to downturns when compared to the overall economy. ©2009 The Public Forum Institute
Click here for the full story

Best Advice

Would you like to hear the best advice Tiger Woods ever received? How about Jim Sinegal, Co-founder and CEO, Costco Wholesale Or Mort Zuckerman Chairman, Boston Properties; chairman, editor-in-chief, U.S. News and World Report?

Thanks to Fortune and CNN Money for the interesting peaks into the psyches of some very successful people.

Click here for the full story.

Gearing Up For Fiscal Year End Sales

Date: Thursday July 16, 2009
Time: 1PM to 2.00PM ET
Location: your phone!

Do you spend the time complaining about slow sales or capturing the left-over funds that the federal agencies have to spend before Sept 30?

Successful contractors know that now is one of the best times of the year to build government business. If you want to increase your end-of-summer revenues by getting a slice of this business, attend this information-packed teleconference. Learn the strategies and tactics that WORK!

Click here for details

Stay Tuned: Golf Class Coming Up!

I just attended a great golf class that covered all the rules and etiquette needed for a non or new business golfer to feel comfortable playing in tournaments, fund raisers and with clients. We also had a full lesson with the course pro covering swings, stance, irons and woods, putting and short and long games.

I am looking into sponsoring a class for all interested TargetGov readers. If you are interested in attending this golf for business-people hands on training, call or email us to hold a space for you. More details will be posted in the next newsletter.

BUYER BEWARE

Like me, you may have recently received a mailed "invitation" to attend yet another "workshop" that is called "How to Win U.S. Government Contracts for Your Business." Enclosed in this "invitation" are tickets with a "value" of $375 clearly indicated. There is a compelling message about recession, tight credit and safeguarding your future. They also state you'll have "little to no marketing expenses and higher profit margin." These people are very good at writing misleading ad copy, and beware, because this "workshop" is nothing but a pitch to sell you more services.

A different organization that hides behind a "non-profit" status as a supposedly national organization representing government contractors is nothing more that a vehicle to sell questionable products. Please, before you spend a dime on any products from any "non-proft association" check to see if you can actually find the board of directors or other leadership that any legitimate non-profit will be happy to disclose. Another huge red flag is If they do not have a real mailing address and phone number where a real person answers.DO NOT WASTE YOUR MONEY!

You know what organizations I mean-- you can always Google them by name and also check for complaints at ripoffreport.com and other sites.

Redefine failure

Michael Jordan once said: "I've missed more than 9000 shots in my career. I've lost almost 300 games. 26 times, I've been trusted to take the game winning shot and missed. I've failed over and over and over again in my life. And that is why I succeed."

Society may have brought you up to fear failure. But if you can rethink failure not as something to fear but rather useful feedback it can improve your life immensely. A failure may hurt for a while but then you can learn one or many lessons from it. And then you try again. And again. And failure becomes less and less frightening. All successful people have failed many, many times. But they know that there are still a lot of great new people and opportunities out there. So they try again. And sooner or later they have success once again.

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