The Department of Defense (DoD) is excited to announce that Small Business Training Week 2023 (SBTW23) reconvenes in-person on June 20-23, 2023, at the Baltimore Marriott Waterfront. Small businesses experienced numerous, devastating setbacks in the last few years. During these years, we focused on rebuilding, expanding, and diversifying the Defense Industrial Base. The federal acquisition workforce will engage in a week of training sponsored...

Alan Boykin and Frank Anderson, government and industry acquisition experts fromPACE, LLC, will teach government contracting students the techniques and strategies vendors should use to engage with their government counterparts. Mr. Boykin will demonstrate how to effectively and successfully engage the COR. Students will learn key principles and best-practices to impact the effectiveness, efficiency, and profitability of government contracts....

Getting a meeting with a decision maker is a critical key to success in the federal marketplace. Workshop attendees will be able to identify the actual decision-makers for a target agency and opportunity, discuss how many decision-makers may be involved in the purchasing process, when in the buying cycle you can actually meet (and the supporting FAR proof), and what topics can and cannot be discussed. This workshop covers defense and civilian...

Capability Statements may be your most important marketing tool to open doors to over $500 billion dollars that will be won in 2015 government contracts. Unfortunately, most contractors make the huge mistake of taking the “one size fits all” approach by providing the same generic Capability Statement for every opportunity. Do you know how to effectively target your Capability Statement to specific agencies, prime contractors and te...

Get visual! Qualified companies who do not communicate with compelling graphics frequently lose federal contracts to vendors who do win. Responding to federal RFPs can be a high-stakes gamble. Average proposal costs have risen nearly 50% in just three years. Mike Parkinson, one of the industry’s best visual communications experts and published author, will teach you how to: Increase your odds to win contracts Differentiate your company M...

This 2-day, high-energy and interactive business class focuses on 4 major dimensions of winning new and recompete Federal contracts: (1) Proposal STRENGTHS, (2) Proposal Readiness (proposal thinking and proposal illustrating), (3) Proposal Writing, and (4) Proposal Knowledge Management. We will examine the criticality of articulating and illustrating STRENGTHS (not themes or discriminators) in terms that resonate with Government Source Selecti...

Have you ever wondered what a business development, sales, or marketing person does every day that results in success? What steps does she take, where does he go, what research does she perform, how does he reach decision-makers, what is her secret to getting the important meetings, what follow-up needs to be done? All of these daily tasks and much more will be covered in detail in the Government Sales Boot Camp Class. Government sales and mar...

The government contracting world has experienced a seismic shift and the old marketing strategies no longer provide the measurable results necessary for success. Issues now include: fewer decision-makers with less time available; who are charged with managing tighter budgets and expectations of doing more with less while meeting goals of improved energy usage, lower costs, increased efficiency all while supporting specific agency missions. It...

As Federal Government agencies strive to simplify and unify their business practices, contractors must implement processes designed to conform to OMB’s requirements. This session will provide techniques to manage contract delivery, budget, staffing, risk, and quality while fostering the client relationship; being responsive to needs of project staff; meeting company financial and project goals, creating third party relationships to add v...

As 2013 came to a close, the Office of Management and Budget (OMB) issued the long-awaited final rule to the Uniform Administrative Requirements, Cost Principles, and Audit Requirements for Federal Awards, more commonly known as the “Super Circular.” Among other things, this rule streamlines eight Federal regulations (including OMB Circulars A-110, A-122, and A-133) into a single, comprehensive policy guide and affords the Federal...