Federal Sales Blog

Here we are again….another GSA show under our belt. Did you go to the ice cream social or any of the classes or the networking cocktail hour? Did you walk the trade show of over 700 GSA potential vendors, teaming partners and customers? Did you meet any new end users, contracting officers, project managers, contracting officer technical representatives, administrators or customer service directors? If you didn’t go to this show, you missed the event of the year. But don’t despair. Fedmarket.com has products which can help you get one step closer to your key contacts and we have classes which can help you focus on your key agencies and how to present yourself understanding the appropriate government protocols and rules.

Fedmarket Roadmaps and End User for Sale Leads Link

GSA Customer Service Directors Complimentary Link

The GSA show is a great place to catch up with customers and re-ignite your relationships with your teaming partners. It is a huge event which is held in Orlando, San Antonio or San Diego. It happens usually around May and the event is once a year. This year, GSA held it in the Anaheim Convention Center. One of their new emphases was products which were GREEN. This is a new best value which GSA is pushing and if your product or service helps make the government purchasing “green,” government customers may consider this a best value and pay a little more for your product than your competitor’s product. (Check out our class on Selling Green to the Government featuring guest speaker Eugene Lisa.)

Selling Green to the Government FSA Class Link

GSA Green Initiatives Link

GSA Vendors get very creative to bring potential customers to their booth. Brook Furniture Rental had a Wii Game and gave away beach balls and blinky pins, exclaiming they were the government’s “plan b” for sudden furniture needs. Northrup Grumman had celebrity look-a-likes for photo opportunities with booth visitors, and Adams Marketing had the most popular booth featuring a “Deal or No Deal” theme. Government employees were lined up down the hall to get a chance to play and network. GSA had two booths approximately 40’ x 400’…they were enormous….featuring their project management services and schedules.

The more creative the booth activities, the more market share at the show they received. These were not necessarily the most beautiful booths. The name of this game was to scan, scan, scan leads.

Last year, GSA reported 10,000 attendees and this year, they reported 5,000 attendees, but most of the booth vendors agreed that the quality of the attendees as to decision makers, contracting officers, administrators and end users were high.

If you want to be part of the GSA show in San Antonio in June, 2009, you need to have a GSA schedule by then. It is the most popular of the three locations. Check out our Three Day eLAB preparation class so you can get it going now and prepare for success in 2009.

Fedmarket GSA 3 Day Preparation eLab Link


See you on the sales firing line!

Eileen Kent
Federal Sales Academy Director

A Note from Richard White:

Where will federal contracting be in 5 Years? Your prediction is as good as mine. If I were to hazard a guess, I'd say: "Pretty much where we are now, a few band aid-type procurement reforms with steady growth year-by-year." Henry Waxman will pontificate about contracting abuse, waste, and incompetence, and propose a few reforms. Some politicians will advocate a cutback in federal contracting. The Washington Post will report instances of contracting corruption. And pork barrel projects-remember Alaska's bridge to nowhere? -- will continue.

Yet we will march on: Federal spending on outside contractors will move from over $400 billion to $500 billion (give or take $50 billion), then in several years the magic $1 trillion number, if hidden contracts not counted in annual totals haven't caused the number to exceed $ 1 trillion already. Come and join us, federal contract dollars are spent more freely than commercial dollars.

Your comments on Fedmarket.com Opinions are welcomed. Please contact:
rjwhite@fedmarket.com. 301.908.0546

I joined Booz Allen Hamilton in 1966, so I've had quite a bit of time to form fatherly and usually neglected opinions. In 1966 the Booz Allen office on I Street in Washington, D.C., employed about 60 people, and there were a few hundred in a research unit in Bethesda, Maryland. How times have changed. Today Booz Allen employs around 12,000 to 13,000 government sector employees. When I started at Booz Allen, we were only a fly speck on the wall of government. Today the federal contracting industry is sometimes called the "Fourth Branch of Government."

Calling contractors the Fourth Branch makes some federal contracting industry people shudder because they think the connotation is negative. There may be some truth in that, but from a contractor's point of view, it's a wonderful thing. As much as the press and others excoriate contractors as Beltway bandits, the government can't get along without us. Federal agencies can't cut back on the use of contractor employees because there's no way the government would or could hire enough federal employees to carry out federal mandates. Who is going to operate the Department of Energy Laboratories, defense supply operations, medical labs, and the information technology infrastructure? The use of contractors to support and conduct federal programs is an entrenched way of doing business now.

Your comments on Fedmarket.com Opinions are welcomed. Please contact:
rjwhite@thefederalmarketplace.com
301.908.0546

The women-owned business preference program as currently implemented by the Small Business Administration (SBA) is an example of the lack of clout small businesses hold in the political arena. The law providing for preference based set-asides for women-owned businesses was enacted by Congress in 2000. Congress let implementation of the law languish at the SBA for years. When regulations to implement the program were finally published after seven years, the women's set aside program was restricted to four industries that are so obscure as to make the program meaningless. In six months to a year, the SBA will give final approval to rules for a women-owned business preference program that covers almost no women-owned businesses. In effect, the Bush Administration all but killed the set-aside program for women. Congress, in its wisdom, is holding hearings rather than drafting new legislation.

What should you do as a women-owned business interested in the federal market; presuming that you don't have a million dollars or so to contribute to a Congressperson on the small business committee or the ability to pay a stiff fee to hire small business lobbyists (if you could even find one)?

Email your Congressional representative and Senators at least weekly or even daily for the next year. They don't read the emails, but they do keep tallies and catalog sentiments from constituent email. So click away and maybe Congress will act, especially if the next president is a Democrat. The reality is we could have a meaningful program by 2010 if enough sentiment builds up. Not soon enough? Don't do anything and the Republicans could be back in 2012 - if not in 2008.

Your comments on Fedmarket.com Opinions are welcomed. Please contact:
rjwhite@thefederalmarketplace.com
301.908.0546

Doing business with the federal government may seem mysterious and overwhelming on the surface. If your small business is bogged down with apprehension over red tape, or the perception that big players dominate the market, you are simply stuck in the fear of not knowing how the federal sales game is played. Think all business is located nation’s capitol or that the federal market is completely different from the commercial market? Your misperception will keep you from winning a share of the $500 billion-dollar federal market. The experts at Fedmarket.com separate perception from reality in a free online article, Cracking the Federal Market: The Small Business Guide to Federal Sales.

The fact is the federal market is tough to crack. But the outsider perception that the market is impenetrable is simply untrue. In reality, it is no different than entering a new segment of the commercial market with specific caveats needed to close the sales. Fedmarket.com provides you with detailed information on six critical steps to success in the federal market. Cracking the Federal Market explains how to:

1. Sell to federal customers as you would in the commercial market.
2. Learn the rules for closing sales.
3. Get a GSA Schedule contract with a pre-approved price list.
4. Target federal customers in your region first and become an “insider” like the large federal prime contractors.
5. Use the inherent advantages of being an insider to help your business succeed in the federal market.
6. Certify your company as one of the preferred small businesses.

Fedmarket.com CEO Richard White, and author of Rolling the Dice in D.C. deftly explains that although the federal market is difficult to tackle, companies that are successful in doing so quickly realize that it’s an extremely lucrative one and that their actual sales costs – once they are entrenched – are less than in the commercial sector. “Don’t let the red tape scare you. It is a series of administrative tasks, which, although tedious, can be easily done, “says White. “Become an insider by selling in your own backyard with an aggressive sales program,” White adds.

Once you get over the fear of contacting a large, faceless government agency, you’ll find it’s really just people buying from people.

While perusing our website, you’ll find useful information on selling to the federal government including improving your proposal writing skills, becoming a GSA approved vendor and obtaining contact date for end users, contracting officers and official buyers.
For additional information on the news that is the subject of this release, visit www.Fedmarket.com.

What are you waiting for? The government needs your products and services and you sit in fear that the red tape will swallow you up. If you have a product or service that your area base or agency needs, your contracting officer and end user will want to work with you ..... THEY are the ones wrapped in red tape. Therefore, if you can create a way to be reached through a "bridge" or "contracting vehicle" which would keep your proposal from "hitting the streets" (up at fedbizopps.gov) -- they will work with you. A GSA schedule is the most universally known and used contracting vehicle out there. According to Federal Acquisition Regulation 8.4, the contracting officers need only obtain three written bids in their file to prove "Fair and Open Compeition".....therefore, if you have a GSA schedule, you don't have to go through the nightmare of responding to a Public Request for Proposal along with everyone else in the world. All you need is to compete with two other GSA schedule holders for the business and fill out a basic Request for Quote or Task Order. GSA schedules offers speed and some level of confidentiality to the contracting officers so they can make a purchase quickly, under the radar and within the rules.

GSA schedules are MULTIPLE AWARD SCHEDULES and are simply an agreement between you and the government that your prices are fair and reasonable. Unfortunately, this process can take up to a year to negotiate. That's why you may want to consider using a consultant to help you with this process. The faster you get a schedule, the faster you can use it as a quick, under-the-radar closing mechanism. The faster you win government business.

So, here's your New Year's Resolution:

1. Get a GSA Schedule
2. Sell to the Government Agencies in Your Own Backyard
3. Ask your current clients in government, "Who else could use my services?"
4. Interview your end user clients and find pain
5. Create a solution which is unique to your business utilizing best values
6. Use your GSA schedule to close the deal
7. Deliver Perfectly
8. Follow up with Perfect Billing
9. Write a Thank You Letter
10. Ask: "Is there anything else I can do for you?" or "Who else do you know?"

Rinse and Repeat!

If you would like further knowledge on how to sell to the federal government, how to write winning proposals, how to teach your onsite contract employees to sell, how to build the government, how to green the government, how to get security clearances, how to get SBIR/STTR funding, how to Sell Small and Win Big......how to win government business through great Oral Presentations, and more, check out the Fedmarket Federal Sales Academy where we've added more classes and featured speakers in 2008!

Link to the Federal Sales Academy.


Sincerely,
Eileen Kent
Federal Sales Academy Director

The Small Business Committee, chaired by Rep. Nydia Velazquez (D-NY), approved a bill, which would allow agencies to confine competition for some contracts to women business owners in male-dominated industries according to a story by Matthew Weigelt of FCW.com

The "Small Business Contracting Program Improvements Act HR 3867" introduced October 22,2007, would also allow contracting officers to decided to set aside their contracts for women-owned business in those male-dominated industries. The Women's Federal Procurement Program, called the "Equity in Contracting for Women Act" approved in 2000 has yet to be implemented. The report says that the House and Senate have called repeatedly to move to implement the program. Women business owners, including the US Women’s Chamber of Commerce, who have gone to court numerous times to compel the SBA to move forward with the program, state they have missed contracting opportunities worth billions per year as a result of the SBA's "stalling the program to death."

INDUSTRIES WHERE WOMEN OWNED BUSINESSES ARE UNDERREPRESENTED
(The Government Will Be Able to Limit Competition for Federal Contracts Only to Women Business Owners among These Industries Where Women Owned Business Have Won Very Little In the Past)

NAICs Code Industry
11 Forestry
21 Mining
22 Utilities
23 Construction
31 Manufacturing
32 Manufacturing
33 Manufacturing
42 Wholesale trade
44 Retail Trade
45 Retail Trade
48 Transportation
49 Transportation
51 Information
52 Finance and Insurance
53 Real Estate and Rental and Leasing
54 Professional, Scientific and Technical Services
56 Administrative and Support, Waste Management and Remediation
61 Educational Services
62 Health Care and Social Assistance
71 Arts, Entertainment and Recreation
72 Accommodation and Food Services
81 Other Services



SDVBs Affected Too
The Act also insists the SBA fulfill Executive Order 13360 dated October 21, 2004 which orders all agencies to assist Service Disabled Veteran-owned Small Business (SDVBs) in obtaining government contract and subcontract opportunities.

HubZones to be Revisited
Due to the fact that some HUBZones have become affluent over time rather than a "low-income" area and the fact that some of the HubZone participation has been less than accurately reported or actual HubZone companies, the Committee will be taking a stronger "look" at HUBZones and the legislation which reflects these concerns.

8(a) Revisited
The committee states in the report that the net worth limitation that prohibits owners of 8(a)s from having a net worth of over $250,00. This 20-year-old ceiling "Severely inhibits the ability of the owner to raise capital to even purchase necessary equipment. Though it may seem adequate when contemplating the wealth of a private citizen, the fact is business owners require more access to capital than others able to maintain and grow their business." The committee also enumerated other flaws in the 8(a) program which they state, "have tended to make the 8(a) program far less effective than it once was.

H.R. 3867 will modernize the 8(a) program in several ways including addressing the net worth limitation to $550,000 and raise the personal net worth provisions once a small business is in the program allowing for growth.

It also states, "The committee believes that the contract assistance programs should be operated consistently and predictably. As it is now, each program is administered inconsistently by the SBA. For example, some of the programs have goals, others do not. All of the initiatives should have both prime and subcontracting goals. Subcontracting can be an effective alternative for small companies seeking to participate in the $410 billion federal marketplace. three of the programs have a sole source contracting option. Each is subject to dollar limitations, above which, competition is required. However, limitations, above which, competition is required. However they have not been modified since 1988.


The U.S. Women’s Chamber Of Commerce Invites You To Attend A Status Hearing

The U.S. Women's Chamber of Commerce filed a claim against the SBA for failure to implement the seven year old Women's Federal Procurement Program. The court found in USWCC’s favor - even stating that the SBA has "sabotaged" the implementation of this program.

Earlier this month, the USWCC asked the court to hold a Status Hearing so that the court can see what is going on with the SBA's delays. According to the USWCC, the court set this hearing for 9:00 am on November 7th in Washington, D.C.

Would you like to attend the Status Hearing about the Women’s Procurement Program on November 7th at 9:00 a.m. click here for more information.

Stay Tuned To Fedmarket for the decision on HR 3867or http://www.uswcc.org for further updates on the Women’s Procurement Program.

In the meantime, learn the GAME of federal contracting by taking a class at the Federal Sales Academy and start winning federal business now.

Sincerely,

Eileen Kent

GSA will be selling booths for the fourteenth annual GSA's International Products and Services Expo, which will be held on April 22-24, 2008 in Anaheim, California.

GSA Expo applications will be released on November 5th at 12PM EST on the following website: http://www.expo.gsa.gov.

GSA has told schedule holders, "The application will be electronically submitted and be available on a first come first serve basis. Please remember that booth spaces go very fast and the earlier you submit your application, the better chance you will receive a space."

Because you are competing against tens of thousands of contractors for booth space, it is critical that you put in your application within hours of the release of the applications. They will literally sell out in 24 hours.

If you want to get a "feel" for the expo experience, feel free to read Fedmarket's Director of the Federal Sales Academy, Eileen Kent's May 2007 experience below in this blog or click on her story about the 2005 expo here.

If you don't get a booth, attend the expo anyway. There are 10,000 people networking and discussing federal business. There is no doubt that this is the largest government show of the year and a great place to meet teaming partners.

If you want to get to your potential federal customers, you don't have to spend $3,000 on a booth and wait until April of 2008 to get names. Consider calling your agency and get in front of your customer today as we teach in Federal Sales 101: Winning Government Business or consider purchasing an industry-specific end user list from Fedmarket.com for only $500!

See you in Anaheim....or...if you bought Fedmarket's lists and took Fedmarket's classes...we'll see you at the bank!

Dear Fedmarket Experts:

I recently was asked to bid on a job. After careful contemplation, we returned our bid. When I called later to find out about the award, we were told that the bid had gone to the another company and that their bid was "substantially lower" than ours. Having been in our business quite a few years and understanding exactly what they needed, I am interested to know how their bid could have been substantially lower.

My question is, do I have a right to know what the accepted bid was?

Aside from being a small business owner, I am an American citizen and taxpayer and
I would think I have a right to know how the government spends my money! Regardless,
they have stonewalled me at this agency and have basically not answered my e-mails
when I directly posed this question.

Do you have any idea whether a person has the right to know an award amount for the government?

Thanks for any help.


Brad

__________________________________________________________________________
Brad,

Your question is pointed right at the heart of our class, “Federal Sales 101: Winning Government Business.” Everyone who has tried to win government business has experienced the black hole of a loser bid. The government finds you, calls you and invites you to bid on an opportunity. You believe you have a chance and spend 30 days, and, (on average) $65,000 in time, resources and lost time selling to other people putting together this huge proposal….which you believe in your heart….has a chance.

Brad, you never had a prayer from the beginning. Ouch. (Here is a link to our game “20 Questions” where you can put your proposal to the test. Answer the questions honestly based on the info you received from the customer on the day they invited you to bid. Then see what your chances were to win.)

Many people believe when they read our articles in this blog and “On the Sales Firing Line” that we're very cynical about Federal contracting. That’s not true. We're very much optimists here….but we're realistic about how to play the game.

Here’s how it works. The end user (the person who's job is on the line without you and has no buying authority) had a trusted contractor that they wanted to work with, but the contracting officer (who has the power to purchase items) had to make the file look like “fair and open competition” occurred because the FAR (Federal Acquisition Regulation) requires that certain steps are taken to show “fair and open competition” occurred. Therefore, the contracting officer and/or the end user had to find competitive bidders to complete a proposal (typically at least 3) and fill the file – proving they held a “fair and open competition.”

Meanwhile, you received a vague proposal…..when you read it, you were probably had no clue as to the budget and what the customer wanted exactly. You returned what you believed (using your psychic abilities instead of inside relationships helping you … and professional background from the commercial marketplace) was a competitive and comprehensive bid. BUT, the competitor beat you on price. How did they do it? Take a guess….your competitor was in there first helping the client and knowing exactly what was needed and what the budget needed to be. In fact, they might have even helped them write the specifications (needs list).

Are you shocked yet? Well don’t be….this is how the game is played. In our classes, we say “The first one in, WINS.” You experienced the infamous “blind bid.” You were simply helping them fill the file with Loser Bid #2 or Loser Bid #3. (We’ve ALL been there, Brad.)

Don’t get angry….don’t become the righteous taxpayer and kick over tables because they’ll never invite you in again…….…just listen and learn. When you get that invitation in the future, ask them point blank, “Hey, is this for the file?” They’ll step back and say, “Excuse me?” You will respond with, “Hey, I know how it works…you need a competitive bid quickly so you can make this purchase……in fact, this product looks like my competitor’s specifications…It’s cool….I get it…..but…you owe me something in return.” They’ll pause and you’ll continue, “I’ll help you with this bid quickly and quietly if you get me an appointment with the end user for next time. I know that it takes relationships to work with your agency and I have to earn my place with your customer, but since I’m taking the time to help you with this purchase quickly…don’t you think I at least deserve an hour with the customer for future opportunities?”

Show the customer you get the game. Don’t get them in trouble…don’t question their choice to work with your competitor…..in fact, validate them for their choice and wait in the wings for your competitor to mess up. They’ll come to you first. You are the happy-go-lucky “designated loser” today. Help them every step of the way and then bargain for an appointment. In “Federal Sales 101: Winning Government Business,” I’ll help you learn how to eventually unseat the incumbent.

Fair and Open Competition:
At Fedmarket.com we believe all competition is fair and open.....everyone has a fair and open chance to make the first sales call. You need to become the trusted provider to the customer. How is this different than commercial sales? You need to cold call and build relationships on the inside and anticipate opportunities a year before they happen. Then you help write the specifications and you get a “wink” from the end user who says…."I want you because I trust you."


GSA Schedules
Having a closing mechanism will help you close business, but it won’t help you WIN business. If they want you and they trust you, they’ll keep the purchase off the streets (off Fedbizopps.gov and other bid boards) and they’ll get three GSA schedule holders to compete for the business. Still….the first one in…>WINS! If you don’t have a GSA schedule, you need to get one right away. $40B in government business is disappearing off the public bidding system and happening under the radar among GSA schedule holders. The FAR Rule 8.4 allows buyers to shop GSA schedule holders first.

Debriefings:
In the Federal Acquisition Regulation, the contracting officer is supposed to offer you a debriefing, but there are loopholes around it. Understand that a CO is going to avoid the Debriefing as much as possible because they don’t want to be around angry losers. The best way to avoid it is to tell the loser they were not low enough in price. They really don’t have to give any other reasons. Why weren’t you the lowest? Because you didn’t have a relationship with the end user and you didn’t know where it needed to be to win the business.

Below is a section of the Federal Acquisition Regulation (15.5) about how to tell the losers why they lost. The code word for this is “the Debriefing.”

Highlighted below are the reasons why the CO at the agency didn’t have to tell you any more about your loss:

_______________________________________________________________________

Link to FAR subpart 15.5


b) Postaward notices.
(1) Within 3 days after the date of contract award, the contracting officer shall provide written notification to each offeror whose proposal was in the competitive range but was not selected for award (10 U.S.C. 2305(b)(5) and 41 U.S.C. 253b(c)) or had not been previously notified under paragraph (a) of this section. The notice shall include—
(i) The number of offerors solicited;
(ii) The number of proposals received;
(iii) The name and address of each offeror receiving an award;
(iv) The items, quantities, and any stated unit prices of each award. If the number of items or other factors makes listing any stated unit prices impracticable at that time, only the total contract price need be furnished in the notice. However, the items, quantities, and any stated unit prices of each award shall be made publicly available, upon request; and
(v) In general terms, the reason(s) the offeror’s proposal was not accepted, unless the price information in paragraph (b)(1)(iv) of this section readily reveals the reason. In no event shall an offeror’s cost breakdown, profit, overhead rates, trade secrets, manufacturing processes and techniques, or other confidential business information be disclosed to any other offeror.
(2) Upon request, the contracting officer shall furnish the information described in paragraph (b)(1) of this section to unsuccessful offerors in solicitations using simplified acquisition procedures in Part 13.
(3) Upon request, the contracting officer shall provide the information in paragraph (b)(1) of this section to unsuccessful offerors that received a preaward notice of exclusion from the competitive range.

Notice the holes in the FAR? What do they mean by “competitive range”….10% … 20%....50%? I guess that is up to the type of businesses which are competing and up to the Contracting officer to determine. “Within three days after the date of contract award……” was the award on a Friday night at 5 p.m. and you lost three days by calling on a Tuesday? Are these business days? Did they make the award on Labor Day weekend?

They are “stonewalling” you because they don’t have to talk to you…your competitor’s price was “substantially lower” than yours and it has been past the three days. Right now, you look like the angry and frustrated loser…who wants to get them in trouble and “doesn’t get it.” (I know that’s not your point, but that’s what they’re thinking when you call and call and demand and throw the “taxpayer” line around).

Instead, approach the contracting officer calmly and let them know that you would like to “earn” their business in the future. If they have a few moments to help you understand their internal “protocols,” you’ll make sure you follow them so that it is easier to work with you in the future. (If they meet with you, they might give you some great insider points. If there isn’t a competition going on any more, they are allowed to open up to you…..however, you need to work very carefully and gingerly in this conversation. Behave like the new kid who is learning how to sell to them for the very first time. Listen and Learn and be flexible enough to change your tactics from Co to Co to Agency to Agency. This is a people business and you have to be flexible.)

FOIA Requests
If you really want to work the red tape, you can ask the Public Relations office for a copy of the winner’s submission through a Freedom of Information Act Request. This could take up to 6 months and about $20 to obtain and they’ll send the bid to the winner to black out anything they don’t want you to see…but you’ll at least learn a thing or two. If I were you, I’d have a friend ask for a copy of the winning bid so they don’t tie the request to you.

The First One In....Wins!
Visit with your future customer (the end user) and develop a trusting relationship. At some point, a problem will develop, which you can solve. Then, follow the rules and make it easy for them to work with you. Rinse and Repeat.

Again….how is this different than commercial?

See you at the next class at the Federal Sales Academy!

Good Luck!

Eileen Kent
Director of the Fedmarket Federal Sales Academy

Hello James!

In early 2002, I took a class conducted by Richard White called, “Selling to DHS” and after I learned the “game” (which you learned from Richard White's "Rolling the Dice in DC"), I started selling all across the country to agencies and bases. I’m giving you this background because I faced the same fear: “Do I need a security clearance of some sort to get on a base and sell to the end users?”

The answer to this question depends on the base itself, the business product or service you sell (do you sell computer software developers…or do you sell a product) and what is the level of access that you would have to classified information?

For example, my experience was to set up temporary offices (furniture specifically) for the government. I would call on the facility, engineering, installation support, warehouse, and housing departments on base. Depending on the base, a different type of department would need my services. Therefore, I would call the base, ask for the “facilities” department and the main information person would connect me with the department and I would discuss their furniture needs with them, or they would ask me what I was selling and I would be directed to the appropriate person. Once I've convinced them that they need my specialized services, the customer would guide me through the contracting process. Because I was furniture only, I never needed a security clearance because all I knew about the project was the location. I never knew the complexity or the story behind it. Therefore, no security clearance was required.

If I could get on the base, I would go to the contracting office and ask them who would handle their furniture needs on base and they would give me a name, number or even directions to that facility manager’s office. (How is this different than commercial?)

Getting In the Base Itself:
Getting on base can be difficult depending upon the security level of the base. In some instances, all you need to get on the base itself is an appointment with their contracting team, their small business specialist, their PR officer or the end user themselves. If you go to the gate, they might have a staff directory and you can call from the front gate. But, you will need to get a pass. Once inside, they may give you a tour, or you’ll go straight to their office for an appointment and they’ll escort you out when you’re done. Never forget to ask if there is anyone in the base you should see before you go (since you went through all of the security measures to get on base… Ask them for a little guidance or maybe an introduction.)

Basic Appointment Access:
A vendor pass requires that you have legitimate business on the base (an appointment) and that you are a US Citizen (born here), that you provide a SSN#, and possibly 2 photo IDs. In many cases they need to do a quick background check on you, so they’ll need this info 24 hours prior to your visit. To drive on base, you’ll need proof of insurance and they will inspect your car. You’ll also have to drive with your seat belt on...no excuses.

Mid-Level of Security:
Some bases require you to be accompanied wherever you go on base. This would require an appointment and the above documentation. Be ready to give up your cell phone and any other recording devices while you are visiting.

High Security:
As a new vendor or proposed vendor, they’ll probably just come off base and meet with you if you have a compelling enough sales pitch where they are interested in your services. This is the easiest way for them to meet with you. Also, they’re a little more relaxed when they meet you off base to discuss opportunities on the inside.

No Access Allowed or Offered:
Many military bases simply deflect you – or refer you to a website to bid on random RFPs. This is simply their “Great and Powerful Oz” technique of saying, “Hey, we don’t have time for you or we’re not interested….we don’t have the heart to tell you NO so go look at our website and start responding to random loser bids.”


Security Clearances:
We have a class at the Academy on Security Clearances conducted by Bowie Abercrombie, who use to be a CO at the CIA and is a current vendor with the government.

In a nutshell, you will not get a security clearance until the government is convinced they need your services (the relationship with the end user) and, based on the complexity of the project and the amount of classified documentation you will be exposed to will determine the level of security clearance required. If the RFP says you need one, they probably have a company with the security clearance they required in mind.

For more information on this subject, you can check out our itinerary for “Security Clearances Uncovered” Bethesda, MD.

Here is the link: http://www.fedmarket.com/seminars/security.shtml

Winning Business on Bases:
Bases like to buy LOCAL first because they are politically motivated to invest in their local economy. They also like contracting vehicles like: GSA Schedules or Base-Specific IDIQ contracts. This keeps the proposal process quick and under the radar. Public Bids take 269 days. Therefore, if you have what they need, you have the background and the past performance, you have the contracting vehicle and you are a citizen of the United States…..and they TOLD YOU they wanted you….you’re in!

Bases are like Cities:
Once you’re on base as a contractor, you’re trusted and people will want to work with you before going to another company on the outside. With the reverse in mind, if there is an incumbent contractor that they like, you don’t have a chance and they won’t let you in.

Persistence Pays:
Hang in there….there’s always small opportunities on base. Shoot for those first….deliver perfectly and start building the business from there. Someday…you might unseat the incumbent.

Good Luck!

Eileen Kent
Federal Sales Academy Director

Hurrican Dean did not hit Texas or Louisiana, but what will happen when a Category 5 Hurricane hits the United States? If you're asking this question after the fact and you want to help the government with any recovery products or services, it's too late. You need to get into your targeted agencies and create relationships which are professional and trustworthy and you need to be armed with a contracting closing vehicle such as a GSA schedule or IDIQ contract with the agency so it is easy for them to work with you quickly and within the FAR rules.

Below are some press releases and links which are available for those intersted in selling to the government during a hurricane situation. FEMA responds to emergencies once a disaster is declared. In some cases, such as Hurricane Dean, the states of Louisiana and Texas ordered a state of emergency before Dean hit the coast so they would have the teams and funding in place to help citizens prior to, during and after a disaster.

If the disaster is such that Homeland Security has to roll out the National Response Plan there are steps which begin in response that declaration. In the stories below, we have provided you with the critical links.

If you can help the government in a pinch, get in front of your customer End Users in the agencies TODAY .... Prior to the Emergency. Develop a process where you can respond after a simple phone call from the End User and act in the emergency. If you don't prepare with them today, you will not get the business.

For further understanding of the sales process, please read Fedmarket's Free Content section where there are hundreds of articles on selling to the government, or consider attending Federal Sales 101: Winning Government Business at the Federal Sales Academy.

If you have any specific questions about how you can assist the government, feel free to email your questons to the experts at Fedmarket.

Sincerely,

Eileen Kent
Director of the Federal Sales Academy

The following are recent press releases posted at FEMA.gov. These will give government contractors an idea on the order of events. If you have met any key end users from FEMA in the past year and you have established an action plan with them in the case of a hurricane and you have their cell phone or can help them, it is not a bad idea, the Federal Sales Academy Experts say….to call them with a quick “touch base” message and let them know you stand ready to assist in a pinch. Give them your immediate cell phone or home number if you must. When they need you, they will call you and say “go.” This is when you take action. Hopefully, you will have a contracting vehicle in already in place so you don’t have to bicker about your pricing and processes. This is no time to be negotiating….it is time to act.

RECENT GOVERNMENT PRESS RELEASES ABOUT HURRICANE DEAN RESPONSE:

Thursday, August 16, 2007:
“FIRSTeam Atlanta Heads for Puerto Rico to Meet Hurricane Dean”

Link: Click Here.

ATLANTA, Ga. -- Exemplifying the new FEMA leaning forward, five Atlanta-based FEMA specialists have ramped up to meet the storm in Puerto Rico.

While Dean was still Tropical Depression Number 4 Tuesday, the Federal Incident Response Support Team (FIRSTeam) based in Atlanta was already planning for the possibility of being deployed. That day, FEMA's National Response Coordination Center alerted the Region IV-based team to be ready to fly from Dobbins ARB to Puerto Rico no later than noon Friday.

As it turns out, the unit is going even sooner than that - by 24 hours. Before Dean even reached hurricane strength, FEMA decided to deploy the team by noon today. A Coast Guard C-130 aircraft is taking the team, a Ford Excursion with onboard satellite communications systems and a Ford E350 with other equipment to the island commonwealth.

The FIRSTeam's mission is to support state and local response by expediting life-saving Federal assistance. Equipment and staff will supplement existing capability to ensure strategic linkages are maintained. For example, the unit will provide video-teleconferencing capability to the people in charge of the response - the federal coordinating officer and local emergency managers on the island - and help make "real-time" assessments of damage.

FIRSTeam Atlanta will be ready to redeploy back into its home region, as required, if and as Hurricane Dean approaches the Gulf Coast.

The deployment is not only an example of leaning forward, but also of FEMA flexibility, since Puerto Rico is located in FEMA Region II rather than Region IV.

FEMA coordinates the federal government's role in preparing for, preventing, mitigating the effects of, responding to, and recovering from all domestic disasters, whether natural or man-made, including acts of terror.

2007 Declared Disasters Link: Click Here.


Saturday, August 18:

"President Declares State Of Emergency For The State Of Texas"

Press Release Link: Click Here.

Emergency Declaration Process link: Click Here.

WASHINGTON, D.C. -- The President today declared an emergency exists in the State of Texas and ordered Federal aid to supplement State and local response efforts due to the emergency conditions resulting from Hurricane Dean beginning on August 17, 2007, and continuing.

The President's action authorizes the Department of Homeland Security, Federal Emergency Management Agency (FEMA), to coordinate all disaster relief efforts that have the purpose of alleviating the hardship and suffering caused by the emergency on the local population. The declaration provides appropriate assistance for required emergency measures, authorized under Title V of the Stafford Act, to save lives, protect property and public health and safety, and lessen or avert the threat of a catastrophe in the counties of Aransas, Bee, Bexar, Brazoria, Brooks, Calhoun, Cameron, Chambers, Dallas, Fort Bend, Galveston, Goliad, Harris, Hidalgo, Jackson, Jim Wells, Kenedy, Live Oak, Kleberg, Matagorda, McLennan, Nacogdoches, Nueces, Refugio, San Patricio, Smith, Tarrant, Travis, Victoria, Walker, Wharton, and Willacy.

Specifically, FEMA is authorized to identify, mobilize, and provide at its discretion, equipment and resources necessary to alleviate the impacts of the emergency. Emergency protective measures, including direct Federal assistance, will be provided at 75 percent Federal funding.

R. David Paulison, Administrator, Federal Emergency Management Agency (FEMA), Department of Homeland Security, named Kenneth Clark as the Federal Coordinating Officer for Federal recovery operations in the affected area.

FOR FURTHER INFORMATION CONTACT: FEMA (202) 646-4600.FEMA coordinates the federal government’s role in preparing for, preventing, mitigating the effects of, responding to, and recovering from all domestic disasters, whether natural or man-made, including acts of terror.

Background on Hurricanes:

"FEMA’s Notes on Aiding Response and Recovery"
Link: Click Here.

The NHP designed various software and programs along with activating liaison teams to assist the National Hurricane Center with communicating forecasts and warnings to Federal, state, and local governments. To provide better service to the Emergency Management community the National Hurricane Program also conducts post-storm assessments of their programs.

The Hurricane Liaison Team (HLT) is a cadre of Federal, State, and local emergency managers with hurricane preparedness experience. As tropical systems threaten the U.S., the HLT deploys to the National Hurricane Center to assist in the coordination efforts between the NHC and Federal, State and local emergency managers threatened by these systems. Team members provide immediate and critical storm information for use by decision makers so that all levels of government can make competent and informed decisions. The HLT concept originated from the active 1995-hurricane season where an unprecedented need of timely information dissemination was placed on the National Hurricane Center. During significant hurricane threats the HLT website will provide updated hurricane forecasts and graphics to be used by government officials.

The Evacuation Liaison Team (ELT) is made up of emergency management and transportation specialists that facilitate the coordination and sharing of information between state jurisdictions during multi-state hurricane evacuations. The U.S. Department of Transportation is the lead agency with support from FEMA. The ELT serves as an information clearinghouse and communication link between Federal and state emergency management, highway patrol and transportation officials. The ELT is primarily activated for storm events threatening the Gulf of Mexico and southeastern United States. The team gathers and analyzes vital information, such as the status of evacuation routes; traffic patterns; problem areas; shelter, and gas availability; and emergency messages and instructions. The USDOT and FEMA utilize the Evacuation Transportation Information System (ETIS) tool to better forecast and plan traffic congestion during multi-state evacuations.

Post-Storm Assessments have been conducted by FEMA and the USACE since 1985 after significant landfalling hurricanes, and serve as an avenue for the NHP to verify product accuracy and data provided to emergency management. These assessments are used as the basis to refine and improve existing State and local hurricane response and evacuation plans and often identify new problem areas created by hurricane impacts and expose operational decision-making needs and resource shortfalls. Such studies greatly enhance the impacted decision maker's capability to respond to future land falling tropical systems.
Preparations for a Disaster:

Emergency Response Action Steps Link: Click Here.


National Response Plan:

Info about the plan: Click Here.

Download the 144-page plan: Click Here.

Historical Data:

Recovery Assistance and Assistance Centers locations in Texas after Hurricane Rita: Click Here


Information for New Contractors: Click Here.

Note from Federal Sales Academy Experts – If you have never spoken with FEMA your chances in contracting with the government right now to assist with Hurricane Dean are small unless they find you and need your services. But, this is a good place to start if you want to help with all Hurricane and Disaster Assistance in the Future.

To learn how to develop relationships inside an agency, consider taking a class at the Federal Sales Academy and we’ll help you with your approach. In the meantime, check out our articles on selling to the government at this link: Click Here.

Our most recommended article series regarding selling to the government are: “On the Sales Firing Line” by Eileen Kent who has personally worked with FEMA and “Federal Sales” by Richard White.

NORTHERN COMMAND

August 16, 2007:
“ARNORTH deploys team in preparation for Hurricane Dean Arrival”

Link: Click Here.

FORT SAM HOUSTON, Texas – The Department of Defense has deployed a Defense Coordinating Officer and Defense Coordinating Element to the Caribbean in preparation for the landfall of Hurricane Dean, which was upgraded from a tropical storm yesterday.

The DCO and DCE deployed to support a FEMA Emergency Response Team - Advance in Puerto Rico and the Virgin Islands.

“We (deployed) at the request of FEMA,” said Army Col. Robert Freehill, Region II DCO. “If DoD is asked to respond, we will coordinate request for military assets and provide direct support to federal and local agencies as they support the people of any possible area affected by this storm.”

The DCO and DCE are based in New York City, but assigned to U.S. Army North, located at Ft. Sam Houston in San Antonio. Army North provides Defense Support of Civil Authorities as the Army component of U.S. Northern Command, the unified command headquartered at Peterson Air Force Base, Colo., that is responsible for homeland defense and civil support. Each DCO, and DCE, is co-located with a FEMA regional headquarters to assist in planning for federal disaster response missions.

Freehill is currently on the ground in St. Thomas with FEMA’s Virgin Islands ERT-A. He will provide command and control of any responding active-duty forces, should they be requested, and will facilitate requests for any additional DoD support through USNORTHCOM.

The six-person Region II DCE prepares for civil support missions by working daily with federal and state emergency planners and consequence managers in New York, New Jersey, Puerto Rico and the U.S. Virgin Islands.

The DoD can bring additional capabilities as part of a larger federal response when requested by the state and approved by the Secretary of Defense.

History on Northern Command and Responding to National Emergencies:

USNORTHCOM’s civil support mission includes domestic disaster relief operations that occur during fires, hurricanes, floods and earthquakes. Support also includes counter-drug operations and managing the consequences of a terrorist event employing a weapon of mass destruction. The command provides assistance to a Lead Agency when tasked by DoD. Per the Posse Comitatus Act, military forces can provide civil support, but cannot become directly involved in law enforcement.

In providing civil support, USNORTHCOM generally operates through established Joint Task Forces subordinate to the command. An emergency must exceed the capabilities of local, state and federal agencies before USNORTHCOM becomes involved. In most cases, support will be limited, localized and specific. When the scope of the disaster is reduced to the point that the Lead Agency can again assume full control and management without military assistance, USNORTHCOM will exit, leaving the on-scene experts to finish the job.

Link: Click Here.


Websites to Follow During Hurricane Dean:
FEMA
NORTHCOM: The Army’s Northern Command
Military news
Government news
Contractor news
Federal Computer Week
Government Computer News
Fedmarket

For further information on Fedmarket.com, feel free to contact us anytime at 888-661-4094 x 8

Sincerely,

The Federal Marketplace Experts