Federal Sales: Capturing and Winning Business

This event qualifies for 6 CLPs

The Federal Marketplace can be very difficult to navigate, especially for the uninitiated.  Even seasoned Federal prime and subcontractors often make mistakes and expend valuable resources unnecessarily in pursuit of Federal business.  This one-day course will provide participants with the much-needed info in order to market the Federal government in a cost-effective method while not getting lost, overwhelmed, or just plain frustrated enough to simply give up.


Participants will learn about the realities and challenges of the Federal Marketplace, how to better position themselves in the Federal Marketplace to effectively respond to opportunities, while learning the general rules of the road, and exceptions to those rules.


Our instructor will take you through the basics of getting started, where and how to find procurement opportunities in the Federal Marketplace, finding contracting officers and end users, preparing to meet with/call on prospective Federal customers, and how to distinguish and differentiae your company from others.


Participants will further learn how to analyze a procurement to facilitate the business decision as to whether to submit an offer or pass on the opportunity.  The class covers the use of the Contract Opportunities at the www.beta.sam.gov, which replaced the Federal Business Opportunities System, locating and using Forecasts of Contracting Opportunities published by Federal agencies.  The many types of contract vehicles the government uses will be covered, including Governmentwide Acquisition Contracts (GWACs), Multi Agency Contracts (MACs), sole source contracts, agency-specific contracts, Commercial Item Acquisitions, and Simplified Acquisitions.


You will learn how to:

  • Effectively locate potential procurement opportunities at the prime and subcontract levels

  • Conduct an analysis of solicitations

  • Understand the Fair Opportunity requirement under Indefinite Delivery/Indefinite Quantity contracts

  • Locate and understand Federal agencies’ Forecasts of Contracting Opportunities

  • Understand the various set-asides and the unique requirements placed on contractors under set-asides


Who Should Attend:

  • New entrants to the Federal Marketplace

  • Those considering expanding existing business into the Federal Marketplace

  • Individuals responsible for training new employees with responsibility of engaging the Federal Marketplace

  • Certified Schedules Contracts Managers (CSCM)

Speaker and Presenter Information

Wayne Simpson, CFCM, CSCM



Wayne Simpson is retired from the U.S. Department of Veterans Affairs (VA) after 38 years of federal service. He served as the Executive Assistant to VA’s Deputy Assistant Secretary for Acquisition and Logistics where he was the primary staff advisor to the Deputy Assistant Secretary, who serves concurrently as VA’s Senior Procurement Executive and Debarring Official. Wayne’s federal experience is significant and provides him with a unique combination of skill sets, knowledge, and insight into acquisition operations and procurement opportunities. He also has a keen understanding of the interrelation of federal contracting and small business programs and the challenges presented by their often competing interests.


Knowledge, Skills and Abilities:

  • Demonstrated expertise in pre-solicitation, pre-award, and post-award areas of Federal contracting.
  • Significant knowledge of the Federal Acquisition Regulation and Veterans Affairs Acquisition Regulation.
  • Demonstrative small business advocate, subject matter expert in the Veterans First Contracting Program at VA.
  • Significant knowledge of the Federal Supply Schedule Program, compliance and contract administration issues.
  • Subject matter expert on Federal small business programs, and their often competing interests in the conduct of Federal acquisitions.
  • Analytical capabilities in reviewing contract documents and developing courses of action necessary for contract administration issues and compliance.
  • Expertise in all facets of Federal subcontracting requirements and program execution and administration.
  • Significant experience and expertise in working with Federal Procurement Data System–Next Generation (FPDS-NG).

This event has no exhibitor/sponsor opportunities

Thu, Oct 29, 2020, 8:30am - 3:30pm ET


Client Price:  $536.00
Price:  $595.00

Centre Law and Consulting
8330 Boone Blvd.
Suite 300
Tysons, VA 22182
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Centre Law & Consulting, LLC

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