Georgia Tech Procurement Assistance Center

$869.2B in Federal Contracts — How to land one for your startup

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While I don’t agree with all of the authors points, statistics and statements, the general sentiment expressed in the article below, that relationship building is important to achieve success and to build trust in the government space makes this article worth the read.  – Andrew Smith, GTPAC

Only 10% of what you see on SAM.gov is actually available for you to bid.  This is because most businesses already have relationships with procurement officers before the opportunity goes online.

I didn’t know this as an entrepreneur.  I pushed my business through this never-ending cycle of bidding on government applications with no results.  I would apply to every opportunity that seemed to match my business services, only to be disheartened by an unresponsive agent.  So I blamed it on the system, saying, “the government is slow.”

But there’s no denying how our country spends more than the amount of Sweden’s economy on contracts in one year.  The sheer volume requires efficiency.

I figured I must’ve been doing something wrong.  So, I met a business advisor who specializes in government procurements at the Small Business Administration.  She helped me see my simple mistake: I wasn’t building relationships with government procurement officers.

She showed me how to identify and approach a list of ideal government buyers (IGBs).  I’d like to share that guidance to help you increase your odds at landing a federal contract for your business.

Continue reading the article at:  Medium.com (The Startup)

The Big R: Relationships remain the key to GovCon success

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It is impossible to overstate the role of relationships in GovCon.

They are needed with customers and prospects, primes and subs, OEMs to channel, media, internal relationships within your company, and more.

Read Mark Amtower’s Washington Technology column here where he reminds himself that it is relationships that drive the government contracting marketplace: https://washingtontechnology.com/articles/2018/12/21/insights-amtower-power-of-r.aspx

Defense contractors begin early shutdown preparations

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Contractors should immediately begin communicating with their contracting officers about the impacts of a potential government shutdown this fall, former executive branch officials and industry experts warned on Monday.

Already, said David Berteau, who served for 14 years at the Defense Department before becoming president of the Professional Services Council, the contracting community is “way ahead” of where the government is in terms of shutdown preparation. Still, he and other experts cautioned, companies should develop and maintain good relationships with civil servants now so they can solicit information from them as a potential appropriations lapse draws closer.

Agencies will be forced to shutter their doors on Oct. 1 — or, more realistically, Oct. 2, which is a Monday — if Congress fails to pass a spending bill to set agency funding for fiscal 2018. Representatives from business contracting with government gathered at PSC’s headquarters in Arlington, Va., on Aug. 14th to hear tips and advice for how they should prepare for such an outcome.

Keep reading this article at: http://www.defenseone.com/politics/2017/08/defense-contractors-begin-early-shutdown-preparations/140268/

What to expect as the curtain comes down on federal fiscal year 2017

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Government Product News asked Chuck Schadl for his take on government selling opportunities as the federal fiscal year draws to a close on Sept. 30. Schadl is Group Manager for Government Contracting Services at the Georgia Institute of Technology. Here are his views.

The federal government’s year-end spending sprees are legendary as agencies try to commit contracting dollars – lest they have to turn their leftover budgets back to the U.S. Treasury.

A study conducted last year, however, shows that spending just before September 30 seems to be trending downward, with more attention being given to better planning the spend that begins anew on October 1.

The study, “Positioning for 2017: Competitive Outlook in Defense and Civilian Agencies,”shows that for the past two years both defense and civilian agencies have softened their year-end spending spike. Big data and analytics firm Govini conducted the research.

That said, there’s still a disproportionate amount of contract dollars obligated in the fourth quarter of the federal fiscal year – at least 30 percent.

What can vendors do now to perhaps capture year-end money, as well as set the stage for the new fiscal year?

Keep reading this article at: http://americancityandcounty.com/federal/what-expect-curtain-comes-down-federal-fiscal-year-2017

GTPAC-hosted event once again a big hit with small businesses, government agencies, and prime contractors

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Attendees got a chance to learn about the benefits of membership from NCMA representatives.
Attendees got a chance to learn about the benefits of membership from NCMA representatives.

The Jan. 24, 2017 Industry Day — sponsored by the Atlanta chapter of the National Contract Management Association (NCMA) — was a big hit with the 325 people who attended.

The Georgia Tech Procurement Assistance Center (GTPAC) hosted the event at the Georgia Tech Research Institute’s Conference Center in Atlanta.  GTPAC is one of many programs that make up Georgia Tech’s Enterprise Innovation Institute.

Vendors and government buyers got a chance to mingle and network at the Jan. 24 GTPAC-hosted event.
Vendors and government buyers mingled and networked at the Jan. 24 GTPAC-hosted event.

It is estimated that 250 small businesses participated in the day’s activities, which featured presentations on various federal, state and local government agencies’ contract opportunities to hundreds as well as individual appointments between hundreds of businesses, 49 buyers and 12 resource partners.

The buyers participating in the event included representatives of government agencies as well as prime contractors looking for subcontractors.

Sharon Morrow of the U.S. Army's Small Business Office answers questions from the audience about upcoming contract opportunities.
Sharon Morrow of the U.S. Army’s Small Business Office answered questions from the audience about upcoming contract opportunities.

The keynote address of the day was delivered by Sharon Morrow, Mentor-Protégé Program Manager and Small Business Liaison for SBIR/STTR at the Army’s Office of Small Business Programs.

Other featured speakers included NCMA Atlanta Chapter president Christina Edwards; GTPAC program manager Joe Beaulieu; Georgia State University executive-in-residence Cassius Butts; and NCMA Atlanta small business chair and CDC small business manager Gwendolyn Miles.

GTPAC's program manager acted as MC for the morning's activities.
GTPAC’s program manager Joe Beaulieu acted as MC for the morning’s activities in the packed auditorium at the Georgia Tech Research Institute’s conference center.

Business tips were provided during the morning’s general session by Stacey Larson of CBS, Terri Denison of the SBA, Eugene Tinker of Certified Technical Experts, Prudence Howard of the VA, and Erv Koehler of GSA.

Copies of presentations which were made at the event can be downloaded here: Industry Day 01.24.2017

Vendors learned about contracting with the Atlanta Housing Authority.
Vendors learned about contracting with the Atlanta Housing Authority.

Information about upcoming contracting opportunities was presented by Jeff Napier of the Centers for Disease Control and Prevention, Angela Whitmore of the Atlanta Housing Authority, and Tony Ortiz of the FAA.

In a busy matchmaking room, vendors presented their capabilities to buyers from government and industry.
In a busy matchmaking room, vendors presented their capabilities to buyers representing both government and industry.

Three consecutive hours of “matchmaking”– appointments between buyers and sellers — were scheduled during the afternoon.

At the Dept. of Administrative Services' table, vendors learned about how to do business with the State of Georgia.
At the Dept. of Administrative Services’ table, vendors learned about how to do business with the State of Georgia.

Government representatives from the VA, GSA, Clayton County, HUD, FAA, the Georgia Department of Administrative Services, the Atlanta Housing Authority, and Georgia Tech’s MBDA Business Center staffed tables to meet with interested vendors.

Subcontracting opportunities were a hot topic at IBM's matchmaking table.
Supplier opportunities were a hot topic at IBM’s matchmaking table.

In addition, many corporate buyers participated, including representatives from Booz Allen Hamilton, CBS, DB Consulting, IBM, ICF International, Georgia Power, LMI, Leidos, Northrop Grumman, RTI International, and Wyle Services.

Participants got a chance to learn about the services offered by the MBDA Business Center at Georgia Tech.
Participants learned about the services offered by the MBDA Business Center at Georgia Tech.

Running concurrently with the matchmaking appointments was a presentation on how to do business in the government sector conducted by one of GTPAC’s counselors, Tom Larkin.  Dozens of people attended this workshop as a productive way to spend their time while waiting for their appointments.

Vendors received one-on-one help from GTPAC counselors like Steve Bettner (l) seen here.
Vendors received one-on-one help from GTPAC counselors like Steve Bettner seen here on the left.

Scores of the small businesses in attendance also took advantage of this occasion to receive contract-related counseling from the entire team of GTPAC counselors and staff who came in from all parts of the state to support the event.

Bridget Bennett and Donna Vandersall spoke to many attendees throughout the day about the services offered by GTPAC.
Bridget Bennett and Donna Vandersall spoke to many attendees throughout the day about the no-cost services offered by GTPAC.

GTPAC representatives provided help to businesses on such topics as registration in the System for Award Management, certifications, and creating effective capabilities statements.  GTPAC also helped out-of-state attendees connect with the Procurement Technical Assistance Center (PTAC) in their locale.

Seen on the left, technology partner Matt Gonzalez of IVSN explained the registration process to a participant.
Technology partner Matt Gonzalez of IVSN (seated, left) explained the matchmaking process to a participant.

Attendees at the Industry Day used a special web site and a smartphone app to register for and check-in at the event — and keep track of their matchmaking appointments.  The website and the app were developed by IVSN Group LLC.   The leadership of NCMA’s Atlanta Chapter contracted with IVSN to manage registration and appointment-making for the complex Jan. 24th event.  The app – called PTACGo! – can be downloaded free from Google Play (for Android devices) or Apple’s App Store (for iPhones).  It allows users to see, and register for, small business events across the country on smart phones, tablets, laptops and PCs.

Members of the Rocky Top event management team took a quick break from a long day that began at 7am and concluded at 4pm.
Members of the Rocky Top event management team took a quick break from a long day that began at 7am and concluded at 4pm.

Adding support to the day, a four-person team from Rocky Top Event Management Services provided on-site management.  Rocky Top provides management services to the Association of Procurement Technical Assistance Centers.

Special thanks go out to CBS, Axiom Corporation, and Rumph and Associates for sponsoring the Industry Day’s breakfast refreshments.

Below are a few more photos from the active and successful day.

In both formal and informal settings, buyers and sellers had lots of opportunities to exchange ideas and information.
In both formal and informal settings, buyers and sellers had lots of opportunities to exchange ideas and information.
An attendees is seen here showing off a 3-D printing creating to interested buyers at CDC's matchmaking table.
An attendee is seen here showing off a 3-D printing creation to interested buyers at CDC’s matchmaking table.
Lockheed Martin representatives had a steady string of visitors during the matchmaking event.
LMI representatives had a steady string of visitors during the matchmaking event.
GSA's acting regional administrator Erv spoke about his agency's future buying needs.
GSA’s acting regional administrator Erv Koehler spoke about his agency’s future buying needs.
Georgia Power was one of many corporate entities who sent buyers to talk about contract opportunities.
Georgia Power was one of many corporate entities who sent buyers to talk about contract opportunities.
GTPAC clients had the opportunity to learn about subcontracting opportunities with Booz Allen Hamilton.
GTPAC clients had the opportunity to learn about subcontracting opportunities with Booz Allen Hamilton.
CDC's chief of contracting Jeff Napier explained his agency's mission and buying needs.
CDC’s chief of contracting Jeff Napier explained his agency’s mission and buying needs.
GTPAC staff Nancy Cleveland and Tom Larkin counseled numerous buinesses about government contracting topics throughout the day.
Nancy Cleveland and Tom Larkin were 2 of 9 members of the GTPAC team who counseled scores of business persons on government contracting topics throughout the day.

Registration is now open for GTPAC-hosted, NCMA-sponsored Jan. 24 Industry Day

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The Atlanta chapter of the National Contract Management Association (NCMA) will sponsor an Industry Day on January 24, 2017.  Once again, the Georgia Tech Procurement Assistance Center (GTPAC) will host this day-long event at the Georgia Tech Research Institute’s Conference Center in Atlanta.

The day features information on upcoming government contracting opportunities, workshops, and matchmaking appointments between small businesses, agencies and prime contractors.

ncma-gtpac

Registration for the event is now open, and advance registration is required in order to attend.

To register, click here.

The Industry Day will be held from 8:00 am to 4:00 pm at the Georgia Tech Research Institute’s conference center located at 250 14th St., NW, Atlanta, GA 30318.

Last year, the Industry Day drew nearly 300 people — representing both small and large businesses, government agencies, and experts in the field of government contracting.  More than 500 individual appointments were conducted between small businesses and buyers.  Details on last year’s event can be found by clicking here.

In order to prepare to attend this year’s event, GTPAC recommends that you read these three articles:

Mark your calendar: GTPAC-hosted, NCMA-sponsored Industry Day is Jan. 24, 2017

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It’s never to early to plan ahead!

The Atlanta chapter of the National Contract Management Association (NCMA) will sponsor an Industry Day on January 24, 2017.  Once again, the Georgia Tech Procurement Assistance Center (GTPAC) will host this day-long event at the Georgia Tech Research Institute’s Conference Center in Atlanta.

Auditorium
A packed auditorium of business people at last year’s event heard briefings by government officials on upcoming contracting opportunities as well as advice offered by successful entrepreneurs on strategies for pursuing government contracts.  

Last year, the Industry Day drew nearly 300 people — representing both small and large businesses, government agencies, and experts in the field of government contracting.  More than 500 individual appointments were conducted between small businesses and buyers.  Details of last year’s event can be found by clicking here.

The day features information on upcoming government contracting opportunities, workshops, and matchmaking appointments between small businesses, agencies and prime contractors.

Registration for the 2017 event is not yet open.  Watch for an announcement about registration details to be published here in late November or early December 2016.  And circle the date — Jan. 24, 2017 — on your calendar now!

GTPAC hosts NCMA-sponsored Industry Day on Jan. 28

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gtpacThe Georgia Tech Procurement Assistance Center (GTPAC) is hosting a multi-agency, small business Industry Day on Thursday, Jan. 28, 2016.

The event is sponsored by the Atlanta Chapter of the National Contract Management Association (NCMA) and will be held at the Georgia Tech Research Institute’s conference center from 8:00 am to 4:00 pm. NCMA logo Advance registration is required.

The day will feature information on upcoming government contracting opportunities, workshops, and matchmaking appointments between small businesses, agencies and prime contractors.

For complete details, including the detailed agenda, and to register, please visit: http://www.ivsnevents.org.

Relationships key to successful year-end spending

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A mix of budget uncertainty and the use-it-or-lose-it nature of federal funding leads to a spending rush at the end of the fiscal year at many agencies. The realities of the contracting process and stipulations under the federal acquisition regulation can make this a daunting time for vendors and contracting shops, alike.

GSA logoDuring a panel discussion at the annual 930Gov end-of-year conference, Casey Kelley, director of the General Services Administration’s Alliant GWAC, said agencies should plan for this months before the fourth quarter arrives. When that’s not possible, it’s important to have strong relationships with internal contracting shops, as well as GWACs and other government buyers, he said.

Keep reading this article at: http://www.federaltimes.com/story/government/acquisition/2015/08/26/end–year-contracting/32414181/

Does perception matter? In federal contracting, it does

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Perception is a funny thing. Most would agree that it’s based less on reality and more on assumptions – on believing what we’re told, on placing too much weight on one, often isolated situation, circumstance, or moment in time. And yet it persists. And it’s incredibly persuasive.

NCMA World Congress 2015And no, the fact that perception is often shaped by media is not lost on me. As both a producer and consumer of news, I recognize the responsibility placed upon journalists, fair or not, to dictate how an event, an issue, or an entire industry should be regarded.  It’s precisely why, in fact, I was fortunate enough to talk about how perception may or may not influence how federal contracting functions at the National Contract Management Association’s World Congress.

But as we noted during that panel, for the world of federal contracting, the perception comes from many other places beyond media.

Keep reading this article at: http://www.federaltimes.com/story/government/blogs/editorial/2015/07/29/does-perception-matter-federal-contracting-does/30830163/

 

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