We have just finished the final quarter of the federal fiscal year, during which more than 40% of the federal budget (or $200 billion) was spent with contractors, according to a recent Deltek report. In order to win these contracts, a contractor generally answers a Request for Proposal (RFP) or other contract announcement. Competition is stiff, and the RFP response process is time-consuming and costly.
After investing the time, money and energy in responding to a bid and losing, if a businessperson could sit down face-to-face with decision-makers to find out what went wrong and why his RFP response did not make the cut, would that not be a valuable meeting? If one could meet the decision-makers face to face and have open discussion and learn how to improve the next bid, would that be a worthwhile use of time?
The federal market offers this meeting process; it is called a debriefing.
The Federal Acquisition Regulations (FAR 15.505) stipulate that a contractor may request a debriefing either before or after the contract award. There are specific requirements and deadlines one must follow, and the government representatives have specific limits as to what they can and cannot discuss.
Read the whole article by TargetGov President Gloria Larkin here.
Wednesday, October 24, 2012
Tuesday, October 16, 2012
Introducing the Government Contracting Institute from TargetGov and bwtech@UMBC!
Accompanying our new office located in the Cyber Incubator at bwtech@UMBC’s Research and Technology Park TargetGov is teaming up with bwtech@UMBC to bring you the Government Contracting Institute, a series of in person government contracting courses. These courses are geared towards existing and new businesses who want to learn more about the federal marketplace and best practices for being successful in that marketplace.
TargetGov is very excited to be hosting this new series in conjunction with bwtech@UMBC and we are looking forward to helping businesses here get a leg up in the often-confounding federal government marketplace.
“Government contracting is a multi-billion dollar market and the fact that bwtech@UMBC Research & Technology Park is partnering with TargetGov on the Government Contracting Institute is testimony to their vision of supporting business incubation, acceleration and growth,” says subject matter expert Gloria Larkin.
Classes offered include:
• Federal Contracting Gap Analysis
• Market Identification Strategies and Tactics
• Illuminating the Federal Sales Process
• Marketing to Win Government Contracts
• Navigating the GSA Schedule System
• Proposal Writing Tools for Success
• Fundamental Contract & Project Management
• Essential Accounting Components
• Clarifying Legal Requirements
• Demystifying Security Clearances
• Merits and Qualifications of Socioeconomic Certifications
• And more!
“One of the important parts of this program,” says Ellen Hemmerly, president and executive director of bwtech@UMBC, “is that it will help early-stage companies learn how to expand their customer base into the government sector.”
Space is limited to ensure an optimal learning environment. The classes are slotted to last approximately three and a half hours and they will take place in bwtech@UMBC’s Research and Technology Park.
The courses will begin in November. Keep your eyes open for updates from TargetGov for more information about the individual courses and how to register. Click here for more information about the individual classes.
TargetGov is very excited to be hosting this new series in conjunction with bwtech@UMBC and we are looking forward to helping businesses here get a leg up in the often-confounding federal government marketplace.
“Government contracting is a multi-billion dollar market and the fact that bwtech@UMBC Research & Technology Park is partnering with TargetGov on the Government Contracting Institute is testimony to their vision of supporting business incubation, acceleration and growth,” says subject matter expert Gloria Larkin.
Classes offered include:
• Federal Contracting Gap Analysis
• Market Identification Strategies and Tactics
• Illuminating the Federal Sales Process
• Marketing to Win Government Contracts
• Navigating the GSA Schedule System
• Proposal Writing Tools for Success
• Fundamental Contract & Project Management
• Essential Accounting Components
• Clarifying Legal Requirements
• Demystifying Security Clearances
• Merits and Qualifications of Socioeconomic Certifications
• And more!
“One of the important parts of this program,” says Ellen Hemmerly, president and executive director of bwtech@UMBC, “is that it will help early-stage companies learn how to expand their customer base into the government sector.”
Space is limited to ensure an optimal learning environment. The classes are slotted to last approximately three and a half hours and they will take place in bwtech@UMBC’s Research and Technology Park.
The courses will begin in November. Keep your eyes open for updates from TargetGov for more information about the individual courses and how to register. Click here for more information about the individual classes.
Friday, October 05, 2012
TargetGov has Moved to the Cyber Incubator at bwtech@UMBC!
The CyberTini and TargetGov ice luge was a success! As a previous post revealed, TargetGov was planning on having a major announcement at that event. We’re happy to make that announcement officially in our company blog!
TargetGov has moved to the Cyber Incubator at bwtech@UMBC. This move represents significant growth for our company and indicates a strong desire to continue growing and moving in a forward, positive direction.
The bwtech@UMBC Research and Technology Park started from humble beginnings in 1989 and has grown to two locations and eight separate buildings. One of the locations, bwtech North, is directly adjacent to the University of Maryland Baltimore County’s (UMBC) campus and contains the Cyber Incubator TargetGov has moved in to.
The move comes with the announcement that Gloria Larkin, President of TargetGov, will be heading classes at the incubator to help people become familiar with and learn about the federal government marketplace. The titles of some of those classes are Introduction to Federal Government Contracting, Federal Contracting Sales Process, Proposal Writing to Win Contracts and Contract & Project Management.
Our new address is:
TargetGov at Marketing Outsource Associates, Inc.
5520 Research Park Drive
Suite 100
Baltimore, MD 21228
Along with the new move comes a new phone number: (443) 543-5067
Please note the new information for your records!
TargetGov has moved to the Cyber Incubator at bwtech@UMBC. This move represents significant growth for our company and indicates a strong desire to continue growing and moving in a forward, positive direction.
The bwtech@UMBC Research and Technology Park started from humble beginnings in 1989 and has grown to two locations and eight separate buildings. One of the locations, bwtech North, is directly adjacent to the University of Maryland Baltimore County’s (UMBC) campus and contains the Cyber Incubator TargetGov has moved in to.
The move comes with the announcement that Gloria Larkin, President of TargetGov, will be heading classes at the incubator to help people become familiar with and learn about the federal government marketplace. The titles of some of those classes are Introduction to Federal Government Contracting, Federal Contracting Sales Process, Proposal Writing to Win Contracts and Contract & Project Management.
Our new address is:
TargetGov at Marketing Outsource Associates, Inc.
5520 Research Park Drive
Suite 100
Baltimore, MD 21228
Along with the new move comes a new phone number: (443) 543-5067
Please note the new information for your records!
Thursday, September 27, 2012
Gloria Larkin Reviews Dr. Robert Frey's book, "Successful Proposal Strategies for Small Businesses"
TargetGov President, Gloria Larkin, has reviewed recent webinar host Dr. Robert Frey's book, " Successful Proposal Strategies for Small Businesses: Using Knowledge Management to Win Government, Private-Sector, and International Contracts, Sixth Edition." You can see the review here on Amazon
The Review:
"Frey's book serves as a One-Stop-Shop for Winning New Business.
The deep value of this book is found in its practicality--it functions immediately as an essential guide to winning new business. The book assisted us in avoiding many of the pitfalls associated with pursuing Government, private-sector, and international business, and in the process, saved valuable bid-and-proposal money.
The 700+ page volume provides detailed materials for business development, capture management, and proposal development requirements that are easily understood and immediately applicable. I liked the field-proven, direct experience-based examples, checklists, templates, and schedules throughout the book. The DVD with all of the soft copies was a time saver-- a real find!
This book helps proposal professionals:
-Build a fully compliant Cost/Price Volume
-Develop customer-focused technical, management, transition, and past performance solutions
-Provide evidence of Significant Strengths, the precise elements that the Federal Government will look for and assess during the formal evaluation of your proposal
-Construct compelling "Understanding" and "Approach" sections of your proposal to achieve a maximum score
-Generate key conceptual graphics early in the proposal development lifecycle to help guide your thinking and writing
-Write proposal sections effectively and efficiently--with clear focus on tangible and intangible benefits to the customer's mission and evolving business requirements
This updated volume is a roadmap to winning proposals and worth the investment."
The Review:
"Frey's book serves as a One-Stop-Shop for Winning New Business.
The deep value of this book is found in its practicality--it functions immediately as an essential guide to winning new business. The book assisted us in avoiding many of the pitfalls associated with pursuing Government, private-sector, and international business, and in the process, saved valuable bid-and-proposal money.
The 700+ page volume provides detailed materials for business development, capture management, and proposal development requirements that are easily understood and immediately applicable. I liked the field-proven, direct experience-based examples, checklists, templates, and schedules throughout the book. The DVD with all of the soft copies was a time saver-- a real find!
This book helps proposal professionals:
-Build a fully compliant Cost/Price Volume
-Develop customer-focused technical, management, transition, and past performance solutions
-Provide evidence of Significant Strengths, the precise elements that the Federal Government will look for and assess during the formal evaluation of your proposal
-Construct compelling "Understanding" and "Approach" sections of your proposal to achieve a maximum score
-Generate key conceptual graphics early in the proposal development lifecycle to help guide your thinking and writing
-Write proposal sections effectively and efficiently--with clear focus on tangible and intangible benefits to the customer's mission and evolving business requirements
This updated volume is a roadmap to winning proposals and worth the investment."
Major Announcement Coming at bwtech@UMBC’s CyberTini!
TargetGov will have a major announcement at the CyberTini Networking happy Hour this Thursday September 27th, 2012. The event, sponsored by TargetGov, bwtech@UMBC and Economic Alliance of Greater Baltimore, will bring together the hottest Cyber Security Startups and over 100 leaders in Cyber Security for cocktails and networking.
The major announcement will deal with the future of TargetGov and the advancement and growth of the company as a whole. We are extremely proud of our progress so far and we are eagerly awaiting the future of the company where we can continue to grow and help companies who wish to tackle the federal marketplace.
The CyberTini event was started last August to promote a new networking event and a beverage actually named the “CyberTini” was introduced to support people in the Maryland Cyber Industry.
Click here to attend the CyberTini, just change the name from Gloria Larkin to yours and register!
The major announcement will deal with the future of TargetGov and the advancement and growth of the company as a whole. We are extremely proud of our progress so far and we are eagerly awaiting the future of the company where we can continue to grow and help companies who wish to tackle the federal marketplace.
The CyberTini event was started last August to promote a new networking event and a beverage actually named the “CyberTini” was introduced to support people in the Maryland Cyber Industry.
Click here to attend the CyberTini, just change the name from Gloria Larkin to yours and register!
Tuesday, September 25, 2012
Give Me 5 Webinar from WIPP, “Planning for FY 2013 DOD Business Opportunities”
On Wednesday, October 10th, 2012 from 3-4pm ET, 12-1pm PT Women Impacting Public Policy (WIPP) will host a Give Me 5 webinar titled, “Planning for FY 2013 Department Of Defense Business Opportunities.” The Course Instructor for this webinar is TargetGov President and WIPP Educational Foundation Board Member Gloria Larkin, a nationally-known expert in the federal marketplace.
This webinar focuses on the spending changes affecting the Department of Defense (DOD) in all industries and market segments. “Despite the budget reductions making waves in the news, the DOD will continue to spend hundreds of billions of dollars for products and services” says subject matter expert, Gloria Larkin. “It is imperative that vendors plan for a change in strategy and tactics to stay ahead of the spending curve.”
Topics covered in the webinar include:
• Spending changes affecting the DOD
• Resources for accurate budgets and forecasts
• How small business will be impacted
• The DOD mentor-protégé program
• Tips tailoring your business profile to the revised needs of the DOD
Click here for more information and to register for the webinar.
WIPP’s mission is to be a voice for women in business as a national public policy organization that advocates for and teaches women and minorities in business about the legislative processes of our nation. It creates opportunities, forges alliances between businesses, and makes a powerful impact on Capitol Hill and with the Administration.
WIPP represents nearly one million members of all political affiliations. The organization strives to be nonpartisan and welcoming to all women in business. This nonpartisan approach to an organization allows WIPP to create a concise, clear message to try and have the greatest possible impact for women-owned business.
The Give Me 5 program was created by WIPP and American Express OPEN to provide education and access for women to the Federal Contracting marketplace. It offers training and resources that help women business owners take advantage of the federal contracts that are set aside specifically for women owned businesses.
To learn more about WIPP, click here. To learn more about Give Me 5, click here.
This webinar focuses on the spending changes affecting the Department of Defense (DOD) in all industries and market segments. “Despite the budget reductions making waves in the news, the DOD will continue to spend hundreds of billions of dollars for products and services” says subject matter expert, Gloria Larkin. “It is imperative that vendors plan for a change in strategy and tactics to stay ahead of the spending curve.”
Topics covered in the webinar include:
• Spending changes affecting the DOD
• Resources for accurate budgets and forecasts
• How small business will be impacted
• The DOD mentor-protégé program
• Tips tailoring your business profile to the revised needs of the DOD
Click here for more information and to register for the webinar.
Gloria Larkin, National Marketing and Business Expert, is President of Marketing Outsource Associates, Inc. (MOA) and its division, TargetGov. The TargetGov division focuses on government procurement and related business development and marketing services including minority certification services, contract development, proposal management, contract administration and expert federal contracting services. Gloria Larkin has been interviewed on MSNBC, quoted in the Wall Street
Journal and TheStreet.com and is the author of two books: “The Basic
Guide To the U.S. Federal Government” (book & Kindle) and “The
Veterans Business Guide: How to Build a Successful Government Contracting
Business” now in the fourth printing (book & Kindle).
WIPP’s mission is to be a voice for women in business as a national public policy organization that advocates for and teaches women and minorities in business about the legislative processes of our nation. It creates opportunities, forges alliances between businesses, and makes a powerful impact on Capitol Hill and with the Administration.
WIPP represents nearly one million members of all political affiliations. The organization strives to be nonpartisan and welcoming to all women in business. This nonpartisan approach to an organization allows WIPP to create a concise, clear message to try and have the greatest possible impact for women-owned business.
The Give Me 5 program was created by WIPP and American Express OPEN to provide education and access for women to the Federal Contracting marketplace. It offers training and resources that help women business owners take advantage of the federal contracts that are set aside specifically for women owned businesses.
To learn more about WIPP, click here. To learn more about Give Me 5, click here.
Wednesday, September 19, 2012
Maryland Cyber Companies Invited to a CyberTini at the Cyber Incubator at bwtech@UMBC!
A CyberTini is being held on September 27, 2012 at the Cyber Incubator at bwtech@UMBC. The event, sponsored by bwtech@UMBC, TagretGov, and Economic Alliance of Greater Baltimore, is intended to be a networking event with the hottest Cyber Security Startups and over 100 leaders in Cyber Security.
Click here to see a 1 minute video highlight of previous CyberTini Happy Hours.
The CyberTini event was started in August of 2011 when a beverage known as the “CyberTini” was introduced along with a networking event to support the cyber industry movers and shakers.
In order to taste a CyberTini you must attend a CyberTini!
To attend the CyberTini happy hour event, click here and be sure to sign in as a guest.
bwtech@UMBC Research and Technology Park was started in 1989 and has grown from two trailers on the Campus of the University of Maryland, Baltimore County (UMBC) into an award-winning Incubator and Accelerator.
The incubator and accelerator provides growing companies with office or laboratory space at an affordable rate. It is currently home to approximately 80 technology and bioscience companies. There are three incubator programs at the location, the Life-science and Technology Incubator, the Cyber Incubator, and the Clean Energy Incubator. Each of these provides space and benefits to the companies working in the fields they promote.
Click here to see a 1 minute video highlight of previous CyberTini Happy Hours.
The CyberTini event was started in August of 2011 when a beverage known as the “CyberTini” was introduced along with a networking event to support the cyber industry movers and shakers.
In order to taste a CyberTini you must attend a CyberTini!
To attend the CyberTini happy hour event, click here and be sure to sign in as a guest.
bwtech@UMBC Research and Technology Park was started in 1989 and has grown from two trailers on the Campus of the University of Maryland, Baltimore County (UMBC) into an award-winning Incubator and Accelerator.
The incubator and accelerator provides growing companies with office or laboratory space at an affordable rate. It is currently home to approximately 80 technology and bioscience companies. There are three incubator programs at the location, the Life-science and Technology Incubator, the Cyber Incubator, and the Clean Energy Incubator. Each of these provides space and benefits to the companies working in the fields they promote.
Monday, September 10, 2012
Interested in Increasing the Speed and Effectiveness of Your Responses to Task Orders?
Join TargetGov President Gloria Larkin and guest speaker Robert Frey as they host TargetGov’s September Webinar, “Best Practices for Rapid Response to Task Order Requests for Proposal (TORFPs)." This webinar will focus on writing successful proposals in response to requests as well as streamlining the process itself. For the exclusive TargetGov Toolkit© created specifically for this webinar Dr. Frey has provided handouts and articles that will supplement the information provided, including how to manage time during proposal writing, validating metrics and how to use them, the structure of proposals, and what is important to the Government.
Attendees to the webinar will benefit by learning how to respond Task Order Requests for Proposals. Robert Frey and Gloria Larkin are experts in the field of government contracting and have many tips and recommendations for crafting successful contracting campaigns.
Topics covered in the webinar include:
• Key elements for a successful proposal
• Data that should be collected prior to writing
• A bid/no bid decision matrix
• Common mistakes to avoid making
• Good practices for effective proposals
• Tips for increasing proposals visibility
Responding effectively to TORFPs can greatly increase your chances of winning a government contract. With this webinar attendees will be given the tools they need to respond rapidly and in a way that will improve their chances of winning federal government contracts.
About our guest speaker:
Dr. Robert S. Frey is Principal, Co-Owner, and highly productive proposal professional in the consultancy, Successful Proposal Strategies, LLC, in Northern Virginia. Since its launch 5½ years ago, Dr. Frey has been instrumental in supporting customers attain $3.554 Billion in funded, multi‐year contract awards within defense, civilian, intelligence, and law enforcement agencies. The author of six editions of Successful Proposal Strategies for Small Businesses (Boston: Artech House, 2012; 722 pages + DVD), he has taught more than 3,000 small business leaders and staff professionals in proposal development. In addition, he taught proposal and grant proposal development at UCLA, George Washington University, and the University of Texas, Pan American. Dr. Frey is a 2006 Fellow of the Association of Proposal Management Professionals (APMP).
The webinar will take place on September 20th, 2012 and starts at 1:00 pm ET. The cost of this invaluable webinar is $105 per individual. Click here to learn more and register.
Tuesday, September 04, 2012
The Military Women Exchange Teamed up with The American Legion to Provide Educational Programs during the 94th Annual American Legion Convention
At the 94th Annual American Legion Convention in Indianapolis, Indiana there was a series of workshops, book signings, mentoring, and speed coaching from the Military Women Exchange: Operation Next Step. The convention was held August 25-28. The events being put together by the Military Women Exchange took place on the 27th and 28th.
Andrea March and Sue Malone recognized the need for women veterans to have special programs that can focus on their military training and use it for the job market or for launching their own business. To fulfill this need they launched the Military Women Exchange: Operation Next Step.
To help women in and involved with the military get the training they need to avoid unemployment, the American Legion launched this never before done event at the 94th annual convention. The biggest convention the American Legion hosts.
This allowed military involved women to receive key insights into business and employment. They had the chance to hear from experts including TargetGov’s own President, Gloria Larkin. Her presentations, “Exploring the $500 Billion Hidden Market: Selling to the Federal Government and Military” and “How to Guarantee Decision Maker Meetings” were crucial for anyone looking to work within the federal government contracting market.
Women in the military have put their lives on the line, “It is our turn to help them put their lives back into the workplace,” said Andrea March, co-founder of Military Women Exchange: Operation Next Step and Women’s Leadership Exchange. “We are taking what we have done so well for 10 years in promoting, networking and offering women in the business world a place to get even better, now it is time to help the women who have given us a free country.”
Other workshop topics associated with the Military Women Exchange included:
• 5 Keys to Email Marketing
• Take Control of Your Destiny – Setting SMART Goals That Get You Where You Want
• P.L.A.Y. Money: How to Have All the Money you Need as Long as you Live Without Working.
• Big Bright Careers! What Your Future Holds for You!
• Establish Your Brand as an Asset that Fuels Growth
• What’s the Cost Your Company and You Personally Endure If You Don’t Consistently Communicate Your Unique Value and Brand?
• Yes, There is Still Money Available to Start or Expand your Business – Come and Learn How
• How Social Media Can Help Your Business Succeed!
With two days of workshops, speed coaching, book signings, and mentoring women involved with the military were sure to walk away with the tools they need for success.
Andrea March and Sue Malone recognized the need for women veterans to have special programs that can focus on their military training and use it for the job market or for launching their own business. To fulfill this need they launched the Military Women Exchange: Operation Next Step.
To help women in and involved with the military get the training they need to avoid unemployment, the American Legion launched this never before done event at the 94th annual convention. The biggest convention the American Legion hosts.
This allowed military involved women to receive key insights into business and employment. They had the chance to hear from experts including TargetGov’s own President, Gloria Larkin. Her presentations, “Exploring the $500 Billion Hidden Market: Selling to the Federal Government and Military” and “How to Guarantee Decision Maker Meetings” were crucial for anyone looking to work within the federal government contracting market.
Women in the military have put their lives on the line, “It is our turn to help them put their lives back into the workplace,” said Andrea March, co-founder of Military Women Exchange: Operation Next Step and Women’s Leadership Exchange. “We are taking what we have done so well for 10 years in promoting, networking and offering women in the business world a place to get even better, now it is time to help the women who have given us a free country.”
Other workshop topics associated with the Military Women Exchange included:
• 5 Keys to Email Marketing
• Take Control of Your Destiny – Setting SMART Goals That Get You Where You Want
• P.L.A.Y. Money: How to Have All the Money you Need as Long as you Live Without Working.
• Big Bright Careers! What Your Future Holds for You!
• Establish Your Brand as an Asset that Fuels Growth
• What’s the Cost Your Company and You Personally Endure If You Don’t Consistently Communicate Your Unique Value and Brand?
• Yes, There is Still Money Available to Start or Expand your Business – Come and Learn How
• How Social Media Can Help Your Business Succeed!
With two days of workshops, speed coaching, book signings, and mentoring women involved with the military were sure to walk away with the tools they need for success.
Friday, August 31, 2012
Give Me 5 Webinar: Capability Statements – Do’s and Don’ts for Success
Women Impacting Public Policy (WIPP) is hosting a Give Me 5 Webinar on Wednesday, September 12th at 3 pm ET. The webinar is titled, “Capability Statements – Do’s and Don’ts for Success.” Capability Statements are a must-have for anyone trying to work in the federal government marketplace, and there are many factors that can improve Capability Statements and therefore improve the chances of being awarded a contract.
Capability Statements are mandated in the federal government marketplace and represent the very first impression of your company that a prime contractor or an agency will receive. The importance of well written Capability Statements cannot be overstated.
The instructor for this webinar is TargetGov President Gloria Larkin, an expert in the field of marketing to the federal government. She understands how valuable a great Capability Statement can be and will share important information about writing a powerful Capability Statement that gets noticed.
Attendees to this webinar will learn:
• Five essential key elements for each statement
• Targeting the statement to a specific audience
• How to avoid commonly made mistakes
• Omissions that can hurt a business’ chances
• Tips that assist in getting a foot in the door
The primary goal of this webinar is to give the audience the skills necessary to craft a Capability Statement that will receive recognition and put the company’s best foot forward. Starting off on a positive note can shape the tone of the entire contracting process.
Click here to learn more about this invaluable webinar and be prepared to gain new insights on Capability Statements and learn how to make them work.
Capability Statements are mandated in the federal government marketplace and represent the very first impression of your company that a prime contractor or an agency will receive. The importance of well written Capability Statements cannot be overstated.
The instructor for this webinar is TargetGov President Gloria Larkin, an expert in the field of marketing to the federal government. She understands how valuable a great Capability Statement can be and will share important information about writing a powerful Capability Statement that gets noticed.
Attendees to this webinar will learn:
• Five essential key elements for each statement
• Targeting the statement to a specific audience
• How to avoid commonly made mistakes
• Omissions that can hurt a business’ chances
• Tips that assist in getting a foot in the door
The primary goal of this webinar is to give the audience the skills necessary to craft a Capability Statement that will receive recognition and put the company’s best foot forward. Starting off on a positive note can shape the tone of the entire contracting process.
Click here to learn more about this invaluable webinar and be prepared to gain new insights on Capability Statements and learn how to make them work.
Thursday, August 30, 2012
Want to Get Noticed in the Federal Government Contracting Maze? Learn how at the National HUBZone Conference.
The National Historically Underutilized Business Zone (HUBZone) Conference, being held in Washington, D.C. on September 5-7 by the HUBZone Council, will feature a presentation by TargetGov President Gloria Larkin titled, “Getting Noticed in the Government Contracting Maze.” Her presentation is on the second day of the conference (September 6th), and will start at 2:10.
Her talk will focus on the maze that is federal government contracting and how to navigate it successfully and effectively.
A sample of the topics included in the presentation:
• Good general practices for getting noticed
• Locations that will help visibility
• How to focus on a specific target and opportunity
• Information about Capability Statements
• Key elements to getting noticed
• Common mistakes to avoid
With this presentation attendees become better informed on how to get noticed in the crowd that forms around federal government contracting. Gloria Larkin helps businesses discover ways that make them stand out among the numerous lists of potential government contractors.
The HUBZone Conference is held annually and features many helpful features that inform attendees like in person private-match making sessions with federal agencies and prime contractors as well as talks from expert speakers. This year’s event is being held at the Liaison Capitol Hill Hotel.
Click here to learn more about HUBZone and the HUBZone Conference.
Her talk will focus on the maze that is federal government contracting and how to navigate it successfully and effectively.
A sample of the topics included in the presentation:
• Good general practices for getting noticed
• Locations that will help visibility
• How to focus on a specific target and opportunity
• Information about Capability Statements
• Key elements to getting noticed
• Common mistakes to avoid
With this presentation attendees become better informed on how to get noticed in the crowd that forms around federal government contracting. Gloria Larkin helps businesses discover ways that make them stand out among the numerous lists of potential government contractors.
The HUBZone Conference is held annually and features many helpful features that inform attendees like in person private-match making sessions with federal agencies and prime contractors as well as talks from expert speakers. This year’s event is being held at the Liaison Capitol Hill Hotel.
Click here to learn more about HUBZone and the HUBZone Conference.
Wednesday, August 29, 2012
Gloria Larkin Moderating a Seminar at the 2012 Hispanic Business Conference
On Tuesday September 4, 2012 the Hispanic Business Conference will commence. TargetGov’s President, Gloria Larkin, is moderating a seminar titled, “Reducing Marketing Costs Utilizing Social Media and Using Social Media as a B2B & B2G Networking Tool.” The seminar will last an hour and start at 10:05 AM.
The panelists chosen for the event are:
• Kristina Bouweiri, Reston Limousine President & CEO
• Jessica Primanzon, Deltek Senior Manager
• Dawn Arteaga, Novelli Digital Strategist
• Alex Ytuarte, American Express Senior Manager
Everyone participating in the seminar has been chosen based on referrals that indicate they are experts in their arenas. The seminar’s purpose is to instruct business people in best practices for using Social Media to stimulate sales and revenue while reducing marketing costs.
Topics covered in the seminar include:
• Public relations successes and failures
• Product and service research and development
• Business match making
• Web site analytics
• Online ad/produce placement
• Effective salesmanship
• Online target market segmentation
The Maryland Hispanic Business Conference is the foremost Hispanic Business event in the Washington, D.C. area. It services more than 20,000 Hispanic Businesses in Maryland, and has been growing since its inception in 1997. The event is a join collaboration of the Hispanic Chambers of Commerce and government agencies that support business and economic development.
There will be a variety of workshops, training and business sessions that will assist participants from all industries create opportunities and promote businesses relationship building. Attendees will have the chance to meet with top Hispanic entrepreneurs and increase visibility in the Hispanic Business Community.
Click here to learn more about the 2012 Hispanic Business Conference!
The panelists chosen for the event are:
• Kristina Bouweiri, Reston Limousine President & CEO
• Jessica Primanzon, Deltek Senior Manager
• Dawn Arteaga, Novelli Digital Strategist
• Alex Ytuarte, American Express Senior Manager
Everyone participating in the seminar has been chosen based on referrals that indicate they are experts in their arenas. The seminar’s purpose is to instruct business people in best practices for using Social Media to stimulate sales and revenue while reducing marketing costs.
Topics covered in the seminar include:
• Public relations successes and failures
• Product and service research and development
• Business match making
• Web site analytics
• Online ad/produce placement
• Effective salesmanship
• Online target market segmentation
The Maryland Hispanic Business Conference is the foremost Hispanic Business event in the Washington, D.C. area. It services more than 20,000 Hispanic Businesses in Maryland, and has been growing since its inception in 1997. The event is a join collaboration of the Hispanic Chambers of Commerce and government agencies that support business and economic development.
There will be a variety of workshops, training and business sessions that will assist participants from all industries create opportunities and promote businesses relationship building. Attendees will have the chance to meet with top Hispanic entrepreneurs and increase visibility in the Hispanic Business Community.
Click here to learn more about the 2012 Hispanic Business Conference!
Friday, August 24, 2012
Gloria Larkin Speaking at CyberMaryland 2012
CyberMaryland 2012 is a two-day conference that features national thought leaders, showcase business opportunities and provide outstanding networking. Companies, businesses, leaders, students, professionals, policy makers, elected officials and entrepreneurs that deal with technology are encouraged to attend. The conference is scheduled for October 16 and 17, 2012 at the Baltimore Convention Center and Four Seasons Hotel.
Concerning the conference, Governor O’Malley said, “The eyes of the intelligence and information security community will be focused on Maryland during Natural Cybersecurity Awareness Month as we showcase industry innovations, recognize cyber pioneers and groom the next generation of cyber warriors.”
Gloria Larkin, President of TargetGov, is giving a presentation titled “Accelerating Entry into the Federal Cyber Market” which will focus on the cyber-related spending done by the federal government. It will help attendees gain new insights on the government marketplace and how they can enter it successfully.
Topics covered include:
• Funding trends
• Contract vehicles
• Positioning to win market share
• Federal cyber decision makers
• Fast-track tools for success
• Guaranteeing decision-maker meetings
As a nationally recognized federal contracting business development expert, Gloria is specially qualified to talk specifically about the government’s cyber needs. According to a recent Bloomberg Government Report, in the past five years defense spend $8.8 billion, or 58 percent of total federal cyber security spending and nondefense agencies accounted for 42 percent, or $6.3 billion.
Cybersecurity is a growth market amid federal budget reduction, but there is a significant time investment for trying to work with the government and reach a point where you’re seeing revenues for your efforts.
Early bird registration rates are still available, but prices go up after September 5th.
Click here to register or get more information about the CyberMaryland 2012 Conference.
Concerning the conference, Governor O’Malley said, “The eyes of the intelligence and information security community will be focused on Maryland during Natural Cybersecurity Awareness Month as we showcase industry innovations, recognize cyber pioneers and groom the next generation of cyber warriors.”
Gloria Larkin, President of TargetGov, is giving a presentation titled “Accelerating Entry into the Federal Cyber Market” which will focus on the cyber-related spending done by the federal government. It will help attendees gain new insights on the government marketplace and how they can enter it successfully.
Topics covered include:
• Funding trends
• Contract vehicles
• Positioning to win market share
• Federal cyber decision makers
• Fast-track tools for success
• Guaranteeing decision-maker meetings
As a nationally recognized federal contracting business development expert, Gloria is specially qualified to talk specifically about the government’s cyber needs. According to a recent Bloomberg Government Report, in the past five years defense spend $8.8 billion, or 58 percent of total federal cyber security spending and nondefense agencies accounted for 42 percent, or $6.3 billion.
Cybersecurity is a growth market amid federal budget reduction, but there is a significant time investment for trying to work with the government and reach a point where you’re seeing revenues for your efforts.
Early bird registration rates are still available, but prices go up after September 5th.
Click here to register or get more information about the CyberMaryland 2012 Conference.
Thursday, August 23, 2012
Gloria Larkin’s Second of Two Presentations for the Military Women Exchange: Operation Next Step at The American Legion Convention, “How to Guarantee Decision Maker Meetings”
The American Legion’s annual national annual convention is the largest meeting for the organization. This year’s convention is taking place in Indianapolis, Indiana and will be held August 24-30. The convention will be joined by American Legion members from across the world. The Military Women Exchange: Operation Next Step is a series of events at the convention that will focus on women involved with the military.
Gloria Larkin, President of TargetGov will give two presentations for the Military Women Exchange: Operation Next Step at this year’s convection. The second of which is titled, “How to Guarantee Decision Maker Meetings.”
This presentation will provide attendees with the tools they need to get those all-important decision maker meetings with the federal government. It will teach you how to schedule a capability briefing with the right kinds of people, the people involved directly with the decision making process and are actually authorized to make purchases for products and/or services.
The topics for the presentation include:
• Identifying the Three Layers of Federal Decision Makers
• How to Find Specific Decision Makers
• Types of Capability Briefings
• Purposes of a Capability Briefing
• How to Request (and get) a Capability Briefing
• 5 Common Mistakes to Avoid
• Preparations for a Capability Briefing
• Who Should Attend a Capability Briefing
Without knowing how to arrange a capability briefing you are stifling your chances to enter into the federal marketplace. The right capability briefing with the right person can lead you on a path to success. Even if you’re confident in your abilities to market to the federal government, this presentation can help you discover ways to market more effectively and gain new insights into that can really help you verses those who cannot help you at all.
As a companion to this year’s Annual American Legion Convention, the Military Women Exchange: Operation Next Step is offering two days of workshops, books signings, mentoring and speed coaching for women in and involved with the military.
The Military Women Exchange: Operation Next Step was founded when Sue Malone and Andrea March recognized the need for a special program for women in the military that would show them how to transfer their military training to the job market or in launching their own business.
To learn more about the convention: click here.
Gloria Larkin, President of TargetGov will give two presentations for the Military Women Exchange: Operation Next Step at this year’s convection. The second of which is titled, “How to Guarantee Decision Maker Meetings.”
This presentation will provide attendees with the tools they need to get those all-important decision maker meetings with the federal government. It will teach you how to schedule a capability briefing with the right kinds of people, the people involved directly with the decision making process and are actually authorized to make purchases for products and/or services.
The topics for the presentation include:
• Identifying the Three Layers of Federal Decision Makers
• How to Find Specific Decision Makers
• Types of Capability Briefings
• Purposes of a Capability Briefing
• How to Request (and get) a Capability Briefing
• 5 Common Mistakes to Avoid
• Preparations for a Capability Briefing
• Who Should Attend a Capability Briefing
Without knowing how to arrange a capability briefing you are stifling your chances to enter into the federal marketplace. The right capability briefing with the right person can lead you on a path to success. Even if you’re confident in your abilities to market to the federal government, this presentation can help you discover ways to market more effectively and gain new insights into that can really help you verses those who cannot help you at all.
As a companion to this year’s Annual American Legion Convention, the Military Women Exchange: Operation Next Step is offering two days of workshops, books signings, mentoring and speed coaching for women in and involved with the military.
The Military Women Exchange: Operation Next Step was founded when Sue Malone and Andrea March recognized the need for a special program for women in the military that would show them how to transfer their military training to the job market or in launching their own business.
To learn more about the convention: click here.
Wednesday, August 22, 2012
Gloria Larkin’s First of Two Presentations for the Military Women Exchange: Operation Next Step at The American Legion Convention, “Exploring the $500 Billion Hidden Market: Selling to the Federal Government and Military”
The largest meeting for the American Legion is the annual national convention. The convention is held in a different city every year. This year’s convention is taking place in Indianapolis, Indiana and will be held August 24-30. The Military Women Exchange: Operation Next Step is a series of events at the convention that will focus on women involved with the military.
Gloria Larkin, President of TargetGov will give two presentations together at this year’s convection for the Military Women Exchange: Operation Next Step. The first of which is titled, “Exploring the $500 Billion Hidden Market: Selling to the Federal Government and Military.”
This presentation will help demystify the complicated and unique U.S. Federal Government marketplace system. It has its own process, procedures, language and acronyms. Not having a complete understanding of this process can hamper any attempts to break into the $500 billion contracted out every year.
Topics covered in the presentation include:
• Does the government buy your services or products
• Understanding government procurement jargon
• Registration – what’s needed as a government contractor
• Certifications – an effective business development tool
• Purchase process
• Purchase vehicles
• Finding your exact target market: who buys what you sell
• Finding contracting opportunities
This is an important presentation for anyone who is interested in entering the federal marketplace as many of the topics covered are essential to getting into government contracting. Even if you’ve successfully done business with the government before, this can help increase your overall effectiveness. Anyone who wants to improve their chances for success should attend this presentation if they have the chance. You don’t want to pass up an opportunity to hear from an expert speaker.
In addition to Gloria Larkin’s presentations, there will be two days of workshops, book signings, mentoring and speed coaching from the New Jersey and California based Military Women Exchange: Operation Next Step. The exchange was founded by Andrea March and Sue Malone when they recognized the need for women veterans to have special programs designed and executed by women to transfer their military training to the job market. To this end, the American Legion has recognized a similar need for women in the military and launched this event to coincide with its 94th annual convention.
For more information about the convention, click here.
Thursday, August 16, 2012
"Cybersecurity and FedRAMP: A mandatory Combination." an Article by Gloria Larkin
The fact that cybersecurity is mandatory in the federal marketplace has, until now, been a widely held belief, but without a specific process or policy to guide the federal agencies who are moving to cloud-computing services. This deficit has been corrected with the Federal Risk and Authorization Management Program (FedRAMP).
According to the General Services Administration (GSA), FedRAMP is the result of close collaboration with cybersecurity and cloud experts from GSA, NIST, DHS, DoD, NSA, OMB, the Federal CIO Council and its working groups, as well as private industry.
These federal agencies collaborated to develop FedRAMP as a standardized approach to security assessment, authorization and continuous monitoring for cloud-based products and services. In the past, each agency incurred the costs to independently manage its own security risks, assess Information Technology (IT) systems and deploy improvements. This process proved to be inconsistent, duplicative, expensive and inefficient, and often failed to incorporate a focus on real-time threats and identify mitigation processes quickly.
The anticipated agency benefits include reduced costs, standardized security assessments and continuous monitoring, as well as quicker adoption of cloud-based services and products and bottom-line agency confidence in the security of cloud-based systems.
GSA further stated that “FedRAMP is mandatory for federal agency cloud deployments and service models at the low and moderate risk impact levels. Private cloud deployments intended for single organizations and implemented fully within federal facilities are the only exception.”
This is great news if a company is one of the “approved cloud service providers” that can prove that their products and service implement the required security controls needed to meet the security requirements outlined in FedRAMP. The bad news is that if a company is not on the “approved” list, there is little to no chance of seeing business in the federal cybersecurity market.
More information can be found at www.gsa.gov/portal/category/102371.
A Message from TargetGov President Gloria Larkin
Greetings!
We have some good news and we have some bad news. Which do you want first?
OK, the bad news: SAM is a bust, at least, so far. While the initial roll out of the new System For Award Management (SAM) incorporates only the Central Contractor Registration (CCR) data, the new web site has suffered constant crashes, failed searches and exports, and various other problems.
As of the timing of this newsletter, there is even a disclaimer on the SAM web site that states "SAM is still experiencing some performance issues, which may result in a slowness of page loading or maybe even a web page error." While this may seem to be a small detail in our busy lives, it is a critical issue for the end of the fiscal year business market. This failure is negatively impacting large and small businesses alike who want to connect with other businesses to bid on federal work. At the busiest time of the year.
I hope that IBM and GSA are working overtime to rectify the situation-this will hurt all businesses until performance issues are totally corrected.
OK, now for the good news: Sources Sought Notices are turning into gold for companies large and small who know how to use these ubiquitous announcements and turn them into contracts. One year ago, the monthly average postings were about 60; as of today, over 1,100 new opportunities are posted every month. It is a bona fide flood of doors opening to millions in contracts. Check out our upcoming webinar for practical steps to taking advantage of these new and useful notices.
Here's to your success.
-Gloria Larkin, TargetGov President
We have some good news and we have some bad news. Which do you want first?
OK, the bad news: SAM is a bust, at least, so far. While the initial roll out of the new System For Award Management (SAM) incorporates only the Central Contractor Registration (CCR) data, the new web site has suffered constant crashes, failed searches and exports, and various other problems.
As of the timing of this newsletter, there is even a disclaimer on the SAM web site that states "SAM is still experiencing some performance issues, which may result in a slowness of page loading or maybe even a web page error." While this may seem to be a small detail in our busy lives, it is a critical issue for the end of the fiscal year business market. This failure is negatively impacting large and small businesses alike who want to connect with other businesses to bid on federal work. At the busiest time of the year.
I hope that IBM and GSA are working overtime to rectify the situation-this will hurt all businesses until performance issues are totally corrected.
OK, now for the good news: Sources Sought Notices are turning into gold for companies large and small who know how to use these ubiquitous announcements and turn them into contracts. One year ago, the monthly average postings were about 60; as of today, over 1,100 new opportunities are posted every month. It is a bona fide flood of doors opening to millions in contracts. Check out our upcoming webinar for practical steps to taking advantage of these new and useful notices.
Here's to your success.
-Gloria Larkin, TargetGov President
Wednesday, August 15, 2012
Gloria Larkin Speaking in GovWin’s Webinar, “Differentiate Your Business: 5 Strategies You Need for Success
On August 21, 2012 GovWin from Deltek and TargetGov will be teaming up for a complimentary webinar, “Differentiate Your Business: 5 Strategies You Need for Success.” The webinar will take place Tuesday, August 21, 2012 starting at 11:00 am PT, 12:00 pm MT, 1:00 CT, and 2:00 pm ET. It will last for about 45 information-packed minutes. You will learn the five strategies you need to successfully differentiate your business.
Highlights of the webinar include:
• The most effective differentiators
• How to determine your company-specific differentiators
• Two key differentiators important to prime contractors
• Resources used by primes when looking for small business
• Best practices when completing your profile
• How to connect with primes and gain access to their private, unpublished opportunities
Gloria Larkin’s role in the webinar will be to help define differentiators, identify what is important about them, and how you can view differentiators through the eyes of the federal government. Differentiators are a key component of the Capability Statement and often the most difficult section to fill out.
Join TargetGov and GovWin while they present this webinar so you can improve your business and help you differentiate effectively for the federal marketplace.
Click here for more information and to sign up for the webinar!
Highlights of the webinar include:
• The most effective differentiators
• How to determine your company-specific differentiators
• Two key differentiators important to prime contractors
• Resources used by primes when looking for small business
• Best practices when completing your profile
• How to connect with primes and gain access to their private, unpublished opportunities
Gloria Larkin’s role in the webinar will be to help define differentiators, identify what is important about them, and how you can view differentiators through the eyes of the federal government. Differentiators are a key component of the Capability Statement and often the most difficult section to fill out.
Join TargetGov and GovWin while they present this webinar so you can improve your business and help you differentiate effectively for the federal marketplace.
Click here for more information and to sign up for the webinar!
Tuesday, August 14, 2012
Gloria Larkin Speaking at the APTAC Fall 2012 Training Conference
TargetGov President Gloria Larkin will be speaking at the Association of Procurement Technical Assistance Centers (APTAC) Fall 2012 Training Conference. The conference will take place November 5th through November 8th in Hyatt Regency on Capitol Hill Hotel, Washington, DC.
The theme of this year’s conference is “The Responsiveness Requirement: Advising Clients How to Be Responsive.” All discussions and presentations will be tailored to this specific theme. It is essentially a training conference for everyone who trains government contractors.
The topic that Gloria will be discussing is concerned with marketing effectively with the media, in particular internet and new media. She will help attendees identify appropriate social media and networking sites, how to reach targets through these same sites, and managing business time spent on each site. She will also identify best practices for media marketing and practices to avoid.
The workshop is designed to clarify the murky and confusing world of social media as well as help plan effective practices that will help in public relations activities.
“Very few business people understand the new world of social media or how press releases have evolved in the internet age. We will cover new trends and the tactics that mean success through electronic marketing,” said presenter Gloria Larkin.
APTAC is the professional organization of and for the 93 Procurement Technical Assistance Programs (PTAP). This program was authorized by Congress in 1985 to try and expand the number of businesses able to enter the Government Marketplace and is administered by the Department of Defense, Defense Logistics Agency (DLA).
The theme of this year’s conference is “The Responsiveness Requirement: Advising Clients How to Be Responsive.” All discussions and presentations will be tailored to this specific theme. It is essentially a training conference for everyone who trains government contractors.
The topic that Gloria will be discussing is concerned with marketing effectively with the media, in particular internet and new media. She will help attendees identify appropriate social media and networking sites, how to reach targets through these same sites, and managing business time spent on each site. She will also identify best practices for media marketing and practices to avoid.
The workshop is designed to clarify the murky and confusing world of social media as well as help plan effective practices that will help in public relations activities.
“Very few business people understand the new world of social media or how press releases have evolved in the internet age. We will cover new trends and the tactics that mean success through electronic marketing,” said presenter Gloria Larkin.
APTAC is the professional organization of and for the 93 Procurement Technical Assistance Programs (PTAP). This program was authorized by Congress in 1985 to try and expand the number of businesses able to enter the Government Marketplace and is administered by the Department of Defense, Defense Logistics Agency (DLA).
Monday, August 13, 2012
TargetGov’s August Webinar, “Responding to Sources Sought and RFIs”
On August 23rd, TargetGov’s President Gloria Larkin will host a webinar titled, “Responding to Sources Sought and RFIs.” This webinar will focus on identification of Sources Sought Notices who fit your company and responding effectively to notices and Requests for Information (RFIs).
Preview of the topics covered in the webinar:
• Sample listings
• 25 point Implementation Plan
• Importance of Market Research
• How to do Market Research
• Sample Verbiage
• Far References
Responding to Sources Sought Notices and Requests for Information is important for any company with a desire to market effectively to the Federal Government. Many Sources Sought Notices go unnoticed by the same small businesses the Federal Government would like to award contracts. The information covered in this webinar will improve your responses and help you see results.
“The dramatic flood of Sources Sought Notices has opened the door to new contracting opportunities but most companies do not realize just how important it is to respond to them and how to be effective when responding,” said Gloria Larkin, “savvy business people use this tool to create real contracting opportunities tailored to their specific abilities.”
Who should attend this webinar? This webinar is valuable for contractors just entering the Federal Marketplace and those who are already seeing some success but want to see more. Executives, contract administrators, business managers, business developers and just about anyone who wants to understand more about Sources Sought Notices and Requests for Information.
Included with every TargetGov webinar is an exclusive TargetGov Toolkit© to help attendees follow along with the presentation and keep as a complete guide for future reference. This toolkit will contain the specific information that is included in the full presentation and is available for unlimited use by registrants.
Every attendee will be able to download the audio for the webinar and have access to the video.
Date: August 23, 2012
Time: 3:30 Eastern (2:30 Central, 1:30 Mountain, 12:30 Pacific)
Where: Your desk – the webinar is broadcast live
Cost: $105 per individual
Click here to register!
Preview of the topics covered in the webinar:
• Sample listings
• 25 point Implementation Plan
• Importance of Market Research
• How to do Market Research
• Sample Verbiage
• Far References
Responding to Sources Sought Notices and Requests for Information is important for any company with a desire to market effectively to the Federal Government. Many Sources Sought Notices go unnoticed by the same small businesses the Federal Government would like to award contracts. The information covered in this webinar will improve your responses and help you see results.
“The dramatic flood of Sources Sought Notices has opened the door to new contracting opportunities but most companies do not realize just how important it is to respond to them and how to be effective when responding,” said Gloria Larkin, “savvy business people use this tool to create real contracting opportunities tailored to their specific abilities.”
Who should attend this webinar? This webinar is valuable for contractors just entering the Federal Marketplace and those who are already seeing some success but want to see more. Executives, contract administrators, business managers, business developers and just about anyone who wants to understand more about Sources Sought Notices and Requests for Information.
Included with every TargetGov webinar is an exclusive TargetGov Toolkit© to help attendees follow along with the presentation and keep as a complete guide for future reference. This toolkit will contain the specific information that is included in the full presentation and is available for unlimited use by registrants.
Every attendee will be able to download the audio for the webinar and have access to the video.
Date: August 23, 2012
Time: 3:30 Eastern (2:30 Central, 1:30 Mountain, 12:30 Pacific)
Where: Your desk – the webinar is broadcast live
Cost: $105 per individual
Click here to register!
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