Game Changers for Government Contractors

Game Changers for Government Contractors
Author: Michael Lejeune,Joshua Frank
Pages: 338
ISBN: 1733600949
Available:
Release: 2020-02
Editor: Unknown
Language: en

Explanation of the Book:

Game Changers will provide you with powerful tactics and strategies for winning government contracts. This book is a ground-breaking collaboration from 29 of the Nation's leading authorities on government sales. The concepts and strategies shared in this book are designed to educate, train, and give you a competitive edge over your competition. Each author has thoroughly tested and proven these tactics and strategies over decades of experience in the government market. This book is based on the wildly popular Podcast Game Changers for Government Contractors. The co-authors in this book are guests of the podcast, current and former government contractors, former contracting officers, and Nationally recognized experts in the government market. The strategies shared in this book have helped companies win over $20 Billion in government contracts. Each chapter in this book is crafted with numerous game changing concepts and strategies - regardless of the stage of your business. There are chapters for those new to government sales and chapters for more experienced companies already engaged in government contracting. Whether you are new to government sales or you've been in the trenches for years, you'll find concepts and recommendations to accelerate your business objectives. You will learn: ★ What it takes to win in the government market ★ How to find the right revenue mix between definitive contracts versus contract vehicles ★ How to properly communicate your past performance ★ How to grow fast in the government market ★ The GovCon small business growth model ★ How to scale your government business ★ Understanding joint ventures ★ What it takes to win SBIR & STTR contracts ★ Winning sole source contracts ★ Properly leveraging your 8(a) certification ★ Social selling in GovCon ★ Price to win strategies ★ Lean proposal management ★ Contract novation ★ Compensation for unanticipated costs and delays ★ Bouncing back from a losing streak ★ And more than 30 other concepts for growing your government business *** Published by RSM Federal The Art and Science of Government Sales Michael LeJeune - Author (Editor-in-Chief) - RSM Federal Joshua P. Frank - Author (Executive Editor) - RSM Federal Contributing Authors Mark Amtower - Amtower & Company Erin Andrew - Live Oak Bank Michele Atkinson - Cavalry Consulting Russ Barnes - Systro Solutions Carroll Bernard - Govology Judy Bradt - Summit Insight Tim Burt - Tim Burt Media Jenny Clark - Solvability Chris Bobbitt - Technical Assent Mario Burgos - Burgos Group Bellandra Foster - BBFoster Consulting Ashley Haass - The Daily Brief Jay McConville - Privia Mike McDermott - InquisIT Michael McNulty - McNulty and Associates Steve Meredith - SW PA Commission Matt Miller - EMA, Inc. David Neal - David Neal Consulting Maria Panichelli - Obermayer Rebmann Maxwell & Hippel LLP Linda Rawson - DynaGrace Enterprises Doug Reitmeyer - Government Construction Experts Rob Rosenberger - Blackdragon Matthew Schoonover - Koprince Law Kathleen Smith - CyberSecJobs.com Courtney Spaeth - growth[period] Carrie Ann Williams - Andana Consulting Eric "Doc" Wright - Vets2PM

Becoming a GovCon Expert

Becoming a GovCon Expert
Author: Joshua P. Frank,Russ Barnes,Jenny Clark
Pages: 232
ISBN: 1733600965
Available:
Release: 2021-01-30
Editor: Unknown
Language: en

Explanation of the Book:

Becoming a GovCon Expert Learn the fundamental strategies for winning government contracts. Six of the nation's top government contracting experts share essential strategies for doing business with the government. The strategies in this book have helped companies win over $3 billion in government contracts and over $30 billion in multiple award contracts. Each chapter mirrors a session given at the 2021 GovCon Summit Annual Conference. GovConSummit is a virtual accelerator network and annual conference that focuses on Veteran entrepreneurs in the Federal contracting market. However, the tactics, strategies, and recommendations are applicable to any company that wants to win government contracts. Each chapter skips the fluff and focuses on the core concepts required for you to master the game of government contracting. Unlike most books, Becoming a GovCon Expert provides practical advice from subject matter experts with step-by-step instruction and recommendations. You will learn: ★ How to prepare yourself to be a successful government contractor ★ 12 common challenges faced by new government contractors ★ How to accelerate into the government market ★ A case study on government sales and revenue stream diversity ★ The value of PMP and Sec+ Certifications ★ How to master the game of GovCon ★ Branding yourself as a GovCon Subject Matter Expert (SME) ★ How to bridge government sales strategy with business strategy ★ Building your GovCon pipeline ★ Doing business with the Department of the Navy ★ How to create a daily "battle-rhythm" for marketing and sales ★ How to develop your WRAP rate / fully burdened rate ★ Outrunning your overhead ★ Authentic leadership ★ Growing your solopreneurship beyond yourself *** Published by RSM Federal The Art and Science of Government Sales Michael LeJeune - Author (Editor-in-Chief) - RSM Federal Joshua P. Frank - Author (Executive Editor) - RSM Federal Contributing Authors Russ Barnes, PhD - Systro Systems Jenny Clark - Solvability Emily Harman - Emily Harman Coaching and Consulting Eric "Doc" Wright, PhD - Vets2PM

An Insider s Guide to Winning Government Contracts Real World Strategies Lessons and Recommendations

An Insider s Guide to Winning Government Contracts  Real World Strategies  Lessons  and Recommendations
Author: Joshua P. Frank
Pages: 302
ISBN: 1733600922
Available:
Release: 2020-01-08
Editor: Unknown
Language: en

Explanation of the Book:

Winning Government Contracts

Winning Government Contracts
Author: Malcolm Parvey,Deborah Alston
Pages: 236
ISBN: 9781564149756
Available:
Release: 2008-01-01
Editor: Red Wheel/Weiser
Language: en

Explanation of the Book:

Winning Government Contracts shows you the way. It begins at the beginning, assuming no prior knowledge of the government marketplace and its sometimes complicated terminology. Written in a clear, easy-to-understand language by experienced sales and marketing professionals, this book takes you through the registration and bidding process step by step.

The Government Sales Manual

The Government Sales Manual
Author: Joshua Frank
Pages: 450
ISBN: 061541348X
Available:
Release: 2007-04-04
Editor: Unknown
Language: en

Explanation of the Book:

Government Contracts in Plain English

Government Contracts in Plain English
Author: Christoph Mlinarchik
Pages: 329
ISBN: 173419815X
Available:
Release: 2019-11-15
Editor: Unknown
Language: en

Explanation of the Book:

Proposal Writing for Government Contracts

Proposal Writing for Government Contracts
Author: H. Roger Corbett
Pages: 507
ISBN: 0578088932
Available:
Release: 2011-12
Editor: Unknown
Language: en

Explanation of the Book:

Corbett shares what he learned in his 35 years of experience in the competitive proposal field. Starting with the strategic Bid-No Bid decision, all the way through to the post submittal activities, the process of organizing and writing proposals is laid out in clear steps.

The Federal Contracting Playbook

The Federal Contracting Playbook
Author: Janelle Billingslea
Pages: 376
ISBN: 1641379367
Available:
Release: 2020-07-27
Editor: New Degree Press
Language: en

Explanation of the Book:

Did you know that without funding from the Federal Government, there would be no Google? The government, surprisingly, spends more on grants than it does on contracts, awarding over $500B annually. What would it mean to you or your business to gain access to that kind of money? The Federal Contracting Playbook: How to Win Business Using the Inside Track Framework for Innovators helps visionaries obtain funding from the government, impact humankind, and change the world. The government actively embraces innovation and dedicates entire budgets to support the research and development of solutions to emerging problems. This book is for you if: You're an innovator looking for "seed" funding from the government You're a business looking to establish a federal business line for innovative technologies or solutions You need a game plan to overcome obstacles in obtaining funds Many innovations that could be fueling our economy are sitting on the sidelines as prototypes. To solve humankind's most difficult challenges, we need INNOVATORS like YOU!

Getting Started in Federal Contracting

Getting Started in Federal Contracting
Author: Barry L. McVay Cpcm,Barry L. McVay
Pages: 465
ISBN: 0912481277
Available:
Release: 2017
Editor: Unknown
Language: en

Explanation of the Book:

Each year the Federal Government contracts for $500 billion worth of supplies and services from 650,000 contractors. To acquire all those supplies and services, the Federal Government and its contractors must comply with thousands of pages of regulations. Those regulations can be daunting for anyone: large businesses seeking to expand by entering the Federal market; employees new to Federal contracting; the Federal Government itself. Small businesses without dedicated staffs of contract experts find comprehending and complying with the Federal acquisition regulation particularly vexing. However, the rewards are great for those small businesses that master the "Federal procurement maze" - the Federal Government has set annual goals for awarding $100 billion in contracts to small businesses, $25 billion to women-owned businesses, $25 billion to minority-owned businesses, $15 billion to service-disabled veteran-owned small businesses, and $15 billion to small businesses in areas of high unemployment. For more than 30 years, GETTING STARTED IN FEDERAL CONTRACTING has been the standard reference for government contract information, guidance, and advice. Now, with this revised and expanded sixth edition, contracting professionals have the help, knowledge, and information they need to maneuver through the Federal procurement maze skillfully and successfully: An explanation of the key officials and what they do How to locate contracting opportunities Special "set-aside" programs for different types of small businesses Small business subcontracting goals for large businesses "Micro-purchase" procedures for purchases under $3,500 ($5,000 for the Department of Defense) Simplified procedures for purchases under $150,000 Invitations for Bids (IFB) and Requests for Proposals (RFP) Reverse auctions Different types of fixed-price and cost-reimbursement contracts Indefinite-delivery, indefinite-quantity (IDIQ) contracts Federal Supply Schedules Selling commercial supplies and services Selling foreign products Unique procedures for architect-engineering and construction contracts Labor laws Protests against contract awards Contract administration Filing claims Integrity and ethics rules Records retention requirements In addition, GETTING STARTED IN FEDERAL CONTRACTING includes a ample solicitation, forms, examples, key websites, abbreviations, glossary, and a detailed index.

Zero to a Billion

Zero to a Billion
Author: David Kriegman
Pages: 192
ISBN: 9781940013053
Available:
Release: 2018-07-27
Editor: Dudley Court Press, LLC
Language: en

Explanation of the Book:

The federal professional services market is one of the world’s largest, and one of the most competitive. Companies struggle to compete and prosper. In Zero to a Billion, David Kriegman, former SRA International executive, presents techniques to help companies succeed where many have failed. His book goes beyond standard compliance books to provide answers to questions like these: Why do some companies grow while others stagnate or go out of business? How do you differentiate yourself and compete with much larger companies? Why do you lose work when the customer says you are doing a good job? How do you attract, retain, and motivate top talent? Why do some acquisitions succeed while others are considered less than a success or even a failure? Kriegman draws on his thirty years of experience to illustrate the essential lessons of strategy, business development, cultural issues and operations with real-world examples and actionable ideas. The book is recommended for new and mid-career managers as well as seasoned executives.

Game Changers

Game Changers
Author: Henrik M. Schatzinger,Steven E. Martin
Pages: 250
ISBN: 9781538136195
Available:
Release: 2020
Editor: Rowman & Littlefield Publishers
Language: en

Explanation of the Book:

"A supplemental textbook that shows how outside groups, specifically dark money groups and Super PACs, are profoundly changing political campaigns since Citizens United v. FEC (2010)"--

A Guide to Defense Contracting

A Guide to Defense Contracting
Author: Dan Lindner
Pages: 650
ISBN: 1641433426
Available:
Release: 2019
Editor: Unknown
Language: en

Explanation of the Book:

The author of the well-received, A Guide to Federal Contracting, Dan Lindner provides in one volume, a succinct yet thorough treatment of Defense contracting requirements and regulations. The Department of Defense is the largest buyer of goods and services in the world, spending hundreds of billions of dollars per year, employing hundreds of thousands of people as civil servants or contractors. Yet no textbook is commercially available to discuss how defense contracting is done in a format that is written for the general public as well as the practitioner. This publication is intended fill this void - to demystify the volumes of regulations and policies, and provide in one volume a succinct yet thorough treatment of defense contracting requirements and regulations. Bringing together concepts of business law, politics, public and social policy, pricing, and procedures for contract placement and administration, the author draws on over 30 years of federal government experience to cover the vast spread of this important process which impacts our daily government operations.

Game Changers Success Stories Lessons Learned

Game Changers  Success Stories  Lessons Learned
Author: Asian Development Bank
Pages: 56
ISBN: 9789292548902
Available:
Release: 2015-04-01
Editor: Asian Development Bank
Language: en

Explanation of the Book:

The ADB Cooperation Fund for Fighting HIV/AIDS in Asia and the Pacific benefitted from a $19.2 million grant from the Government of Sweden with the goal of assisting ADB's developing member countries meet their commitment to Millennium Development Goal 6, target 6A: to have halted by 2015 and begun to reverse the spread of HIV. The objective of the fund was to support these countries to develop a comprehensive AIDS response; enable them to partner with ADB in areas that play to the bank's strategic value and advantages; and particularly to benefit subregions, countries and communities that are most vulnerable to HIV.This report summarizes the experiences and lessons learned of the Cooperation Fund.

Game Changers in Labour Law

Game Changers in Labour Law
Author: Frank Hendrickx,Valerio De Stefano
Pages: 274
ISBN: 9789041199546
Available:
Release: 2018-03-01
Editor: Kluwer Law International B.V.
Language: en

Explanation of the Book:

The renowned international labour law scholars contributing to this incomparable volume use the term ‘game changers’ to refer to evolutions, concepts, ideas and challenges that are having, or have had, major impacts on how we must understand and approach labour law in today’s global economy. The volume derives from an international conference organized by the Institute for Labour Law at the University of Leuven, Belgium in November 2017. This initiative is pursued in the spirit and with the methods of the late Emeritus Professor Roger Blanpain (1932–2016), a great reformer who continuously searched for key challenges in the world of work and looked as far as possible into the future, engaging in critical reflection and rethinking the design of labour law. While seeking to identify the main game changers, the authors explore new pathways and answers which may help to understand and shape the future of work. This is the 100th of Kluwer’s Bulletin of Comparative Labour Relations, a series Professor Blanpain launched nearly fifty years ago. The contributors address, and reflect on, such vital issues and topics as the following: – the ‘gig’ economy; – core labour law values; – freedom of association; – non-standard employment; – the rise of the service sector; – employment and self-employment; – the European Pillar of Social Rights; – app-based work; – algorithms as controls in the workplace; – collective bargaining rights and the right to strike; – the role of temporary employment agencies; and – termination of the employment relationship. There are also chapters devoted to specific issues in France, Italy, the United Kingdom, Estonia, China and the United States. Roger Blanpain consistently reminded us that labour relations are power relations. Although this book shows that the power balance is tipped towards employers in today’s world, what is nevertheless very clear is that labour law can play a crucial role in re-enlivening equitable outcomes, fairness, decent work and social justice in our contemporary and future societies, and that academia can help to understand, guide and shape that future. For this reason, this book will be invaluable to professionals in labour relations, whether in the academic, policy or legal communities.

Govcon Launch

Govcon Launch
Author: Eric COFFIE
Pages: 139
ISBN: 9798550941799
Available:
Release: 2020-10-22
Editor: Unknown
Language: en

Explanation of the Book:

The government and all of its respective agencies are in a war to spend, more and more money. With policies like "use it or lose it" and our military industrial complex it's no wonder why we've have been on a spending tear since World War II. To make matters more attractive to small businesses (as defined by Small Business Administration rules) the United States is consistently spending huge sums of money with new suppliers. They continuously develop programs that foster small business growth, encourage corporate expansion and at times outright market monopolization. You as an individual reading this book have the ability to come into the government spending market and become a dominant player, but only if you know how to get to your product/service into the hands of government buyers. GovCon launch will:oGovcon Launch will uncover many of the false narratives surrounding government contracts and how to turn those into your greatest allies. oGovcon Launch will show you take advantage of FREE resources to land contracts during and after a global pandemic. oGovcon Launch provides you with a framework that will advance your government contracting journey, moving you one step closer to winning an evergreen customer aka government client Companies who win at the game of government contracting, stay curious, express continued interest, start with a single target, learn the rules, remain flexible and adapt as required. Congratulations on your decision to pick up a copy of the Govcon Launch. You're about to gain in depth insight and practical knowledge into the highly lucrative yet often misunderstood world of landing government contracts and working with the biggest, financially stable and often most complex customer in the world. By complex, I mean someone or something doing activities that do not fall in line with conventional guidelines or standard commercial practices. To a foreigner with little experience in this arena, the procurement rules, policies, buying vehicles, agencies, acronyms reflect a cobweb of connecting lines with no start or end point. As you enter the corn maze, your confusion grows, and you are presented with a labyrinth of options from local; state to federal, GSA to 8(a). The names swell, the acronyms swell, the choices balloon, and the starting point becomes foggier and grows distant. I realized these points from the moment I set foot into this marketplace back in 2007, looking for direction. Today in this book, I will be sharing: my personal journey, experiences, habits for success, learning experiences, tools used, and lessons mastered. All of my learning was experiential, which forced me to take a long, hard, bumpy and often not so fun path towards winning contracts. I hope that by sharing my experiences that when you finish this book, you can: 1)Determine if government contracting is right for you2)Figure out a starting point for your journey3)Create an action plan for your business 4)Know the activities that will lead to your success5)Become inspired to start doing business in this marketplace If I help you accomplish any one of the five objectives above or all five, then I have done my job in writing this book. This book does not reflect a complete timeline of my story nor will it reveal every single step I took. Yet, I decided to pull out the parts of the stories that would serve most useful in explaining concepts and theories to the reader. Since I am a visual person, I wanted to write so people could conceptualize the big picture in their head. This is both my hope and my goal.

Persuasive Business Proposals

Persuasive Business Proposals
Author: Tom Sant
Pages: 248
ISBN: 0814471536
Available:
Release: 2004
Editor: Amacom Books
Language: en

Explanation of the Book:

Use the latest technology and techniques to craft winning proposals.

Federal Acquisition Regulation in Plain English

Federal Acquisition Regulation in Plain English
Author: Christoph Mlinarchik
Pages: 329
ISBN: 1734198117
Available:
Release: 2021-04
Editor: Unknown
Language: en

Explanation of the Book:

Selling to the Government

Selling to the Government
Author: Mark Amtower
Pages: 256
ISBN: 0470933860
Available:
Release: 2010-11-23
Editor: John Wiley & Sons
Language: en

Explanation of the Book:

Learn the crucial ins and outs of the world’s largest market The U.S government market represents the largest single market—anywhere. Government contract tracking firm Onvia estimates that government business—federal, state, local, and education—represents better than 40 percent of the nation’s GDP. While anyone can play in this market, only those with the right preparation can win. Selling to the Government offers real-world advice for successful entry into the biggest market anywhere. Get proven approaches, strategies, tactics, and tools to make your business stand out, build relationships, understand procedures, and win high-stakes contracts. • Every year thousands of companies enter the massive U.S. Government (BtoG) marketplace, and by the end of the first year, most are gone and less than 10 percent make it to year two • Author has advised hundreds of companies, including Apple, Dell, CDW, Northrop Grumman, General Dynamics, IT, GTSI, and many small firms, on all aspects of marketing and selling to the government From the go/no-go decision, through company infrastructure requirements, marketing, sales, business development, and more, this book offers the best advice from the most recognized authority in the market.

The Business of Changing the World

The Business of Changing the World
Author: Raj Kumar
Pages: 256
ISBN: 9780807059708
Available:
Release: 2019-04-30
Editor: Beacon Press
Language: en

Explanation of the Book:

The new world of results-driven aid that could put an end to extreme poverty Drawing on 2 decades covering global development as editor in chief of Devex, Raj Kumar explores how nontraditional models of philanthropy and aid are empowering the world’s poorest people to make progress. Old aid was driven by good intentions and relied on big-budget projects from a few government aid agencies, like the World Bank and USAID. Today, corporations, Silicon Valley start-ups, and billionaire philanthropists are a disrupting force pushing global aid to be data driven and results oriented. This $200 billion industry includes emerging and established foundations like the Chan Zuckerberg Initiative and the Bill and Melinda Gates Foundation. Entrepreneurial startups like Hello Tractor, which offers an Uber-like app for farmers in Nigeria, and Give Directly, whose app allows individuals to send money straight to the phone of someone in need, are also giving rise to this new culture of charity. The result is a more sustainable philosophy of aid that elevates the voices of the world’s poor as neighbors, partners, and customers. Refreshing and accessibly written, The Business of Changing the World sets forth a bold vision for how we can use our vote, our voice, and our wallet to turn well-intentioned charity into effective advocacy to transform the world for good. Businesspeople, policymakers, entrepreneurs, nonprofit executives, philanthropists, and aid workers around the world will all be influenced by this transformation.

The Small Business Guide to Government Contracts

The Small Business Guide to Government Contracts
Author: Steven Koprince
Pages: 352
ISBN: 9780814431979
Available:
Release: 2012-06-14
Editor: AMACOM
Language: en

Explanation of the Book:

Each year, the federal government awards billions of dollars in small-business contracts. Government law attorney Steven J. Koprince teaches readers to look beyond winning a piece of the $500 billion pie and concentrate instead on the crucial but complex Federal Acquisition Regulation (FAR) and other rules required for keeping the contract alive and avoiding penalties. The Small-Business Guide to Government Contracts puts a wealth of specialized legal counsel at readers’ fingertips, answering the most important compliance questions like: Is a small business really small? Who is eligible for HUBZone, 8(a), SDVO, or WOSB programs? What salaries and benefits must be offered? What ethical requirements must be followed? When does affiliation become a liability?Small-business contracts are both the lifeblood of hundreds of thousands of companies and a quagmire of red tape. No one can afford to be lax with the rules or too harried to heed them. The Small-Business Guide to Government Contracts empowers contractors to avoid missteps, meet their compliance obligations--and keep the pipeline flowing.