FED GOV CON - How tech startups can win federal business

Jennifer Schaus & Associates GOV CON WEBINAR SERIES - 2017

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC

www.JenniferSchaus.com

Join Us for A Series of Complimentary Webinars on various US Federal Government Contracting Topics.

Presenters are industry experts sharing knowledge about the competitive government contracting sector.

Find all of our Govt Contracting webinars (free download) at www.JenniferSchaus.com

Contact Us @ 2 0 2 – 3 6 5 – 0 5 9 8

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC

www.JenniferSchaus.com

ABOUT JENNIFER SCHAUS & ASSOCIATES: -

Based in downtown Washington, DC; A la carte services for Federal Contractors;

- Proposal Writing to GSA Schedules and Contract Administration, etc.; Deep bench of industry experts; -

Educational webinars;

Networking events and seminars;

WEBSITE: http://www.JenniferSchaus.com

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC

www.JenniferSchaus.com

ABOUT JENNIFER SCHAUS: -

Over 20 years in federal contracting; -

-

Began career with D&B; Industry speaker and author;

Board Member: GovLish; NCMA; and NMIA.

Volunteer Mentor &/or Instructor: VA PTAP; CBP / VBOC; Capitol Post; 1776; Eastern Foundry, WIT; WDCEP and the Towson University Incubator.

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC

ABOUT OUR SPEAKER KARL WALINSKAS

www.JenniferSchaus.com

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC

www.JenniferSchaus.com

ABOUT KARL WALINSKAS Education: BSME # Of Years Commercial/Gov BD: 24 Position/Title: CEO/Founder Phone: 410-303-8104 Email: bizdev@FedTrax.com

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC

www.JenniferSchaus.com

ABOUT FEDTRAX: - Federal Business Development for Technology - Works with Startups, Seasoned Contractors, Venture - Focus on Hi-Technology Innovation AI Cyber IOT Big Data Analytics BPA Knowledge Mgt

- WEBSITE: http://www.FedTrax.com

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC

www.JenniferSchaus.com

HOW TECH STARTUPS CAN WIN FEDERAL BUSINESS Get Noticed Get Taken Seriously Win Contracts

MONDAY SEPTEMBER 25, 2017

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC

www.JenniferSchaus.com

BARRIERS FOR STARTUPS IN THE FEDERAL SPACE

• Overwhelming / Complex / Insider Knowledge • No way to buy from you • No Past Performance • No Socio-economic advantages • No Govie relationships or beachhead • Technology lacks ATO

There are NO quick steps to a Plan of Record, Agency-wide contract

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC

• • • •

ASSESS YOUR FEDERAL FIT Brainstorm – Core Technology Possibilities list Assess – tolerance for customization Identify – Short list of Agency targets Research – Agency Missions

www.JenniferSchaus.com

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC

www.JenniferSchaus.com

UNIQUE VALUE PROPOSITION (UVP) Mission Need + Competitive Advantage

=

Agency-Specific UVP

INNOVATION

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC

www.JenniferSchaus.com

FEDERAL TOOLS • • • •

Agency/Sector-Specific Capabilities Briefs GSA Schedules Company Website Fed Page Procurement Databases/Research Tools (FBO, FPDS, SBA, GovWin, EZGovOpps, etc.)

• Technology Demo

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC

MULTI-FACETED ATTACK STRATEGY • Prioritize Agency hit list • Determine Ask/agency  UVP message  Differentiators

• Determine Teaming Partners • Identify People you need to talk to • How will you reach them?

Where? When? Who does it?

www.JenniferSchaus.com

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC

www.JenniferSchaus.com

LEVEL A – INNOVATION TRACK • Networking Events

 AFCEA, NCMA, APMP, HIMSS NCA, GTSC  Target Speakers  Connect on LinkedIn

• Agency Industry Days • Research S&T divisions, BAAs, OTAs, innovation strategies •

Grants.gov, FederalRegister.gov, Challenge.gov, CitizenScience.gov, GSA Cyber/Digital strategies, more

• Technology demos • Whitepaper submissions

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC

www.JenniferSchaus.com

INNOVATION INVESTMENT NEEDS (ex.)

FY2015-2019 IC S&T Investment Landscape(ODNI)

(https://www.dni.gov/files/documents/atf/FY2015-2019IC_S&T_Investment_Landscape.pdf)

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC

www.JenniferSchaus.com

LEVEL B – RESPONSIVE TRACK • • • • •

Monitor Databases RFIs & Sources Sought Call Contract Officer early Capture activities Qualify – Qualify – Qualify!

• ID requirements & price to win

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC

• Research

LEVEL C – TEAMING TRACK

 Target agency contract vehicle awardees (SMB, 8A too!)  FBO opps incumbents  Agency awardee history

• Events by agency • Review contractor list websites for teaming info • LinkedIn connect or call direct • Why do they need you?

www.JenniferSchaus.com

Jennifer Schaus & Associates

GOV CON WEBINAR SERIES - 2017

QUESTIONS? CONTACT OUR SPEAKER KARL WALINSKAS AT

410-303-8104 AND AT

THANK YOU FOR ATTENDING!!

BIZDEV@FEDTRAX.COM

WWW.JENNIFERSCHAUS.COM