We've relocated this blog to our new D2DInc website at d2dinc.com/blog. All of our previous posts are available on the new site. Please visit us and stay tuned for more posts on government contracting topics.
If you have any subjects you'd like us to address, send a request to info@d2dinc.com. We love hearing from our readers.
Thanks for all of your support.
Friday, May 28, 2010
Friday, April 9, 2010
Immediate Job Opening
We have an immediate opening for a GSA Schedule Proposal Manager in our Bethesda, MD headquarters. If you would like to submit your resume for consideration, please email it to jobs@d2dinc.com. Principals only.
For more information on our company, visit: www.d2dinc.com.
GSA Schedule Proposal Manager Job Description
Minimum/General Experience
Under the direction of the Director of Client Services, the GSA Schedule Proposal Manager is responsible for assisting clients in the planning, organizing, coordinating, facilitating, and executing of proposals for GSA Schedules.
The GSA Schedule Proposal Manager will use his/her extensive understanding of the proposal development process; is an enthusiastic and ambitious person working well under pressure with D2DInc and client staff; and makes decisions quickly or seeks guidance when necessary; and works seamlessly on a remote basis with others.
Required Skills
Primary responsibility is the management of the proposal preparation activity for D2DInc clients or internal proposals. Duties include:
For more information on our company, visit: www.d2dinc.com.
We are an EOE/AA employer.
Minimum/General Experience
Under the direction of the Director of Client Services, the GSA Schedule Proposal Manager is responsible for assisting clients in the planning, organizing, coordinating, facilitating, and executing of proposals for GSA Schedules.
The GSA Schedule Proposal Manager will use his/her extensive understanding of the proposal development process; is an enthusiastic and ambitious person working well under pressure with D2DInc and client staff; and makes decisions quickly or seeks guidance when necessary; and works seamlessly on a remote basis with others.
Required Skills
- At least one year proposal management experience with knowledge of the federal proposal process
- Ability to manage multiple GSA Schedule proposals that cover various industries
- Extensive experience writing, rewriting, and editing proposals
- Thorough understanding of government procurement process including some knowledge of FAR
- Extremely strong written, verbal, and interpersonal skills
- Ability to work as part of a team and handle multiple projects simultaneously
- Must be well organized and possess excellent leadership, team building, and communication skills
- Proficiency in Microsoft Word, Microsoft Excel, Microsoft PowerPoint, Microsoft Project, and Adobe Acrobat
- Proofreading and editing skills are critical.
Primary responsibility is the management of the proposal preparation activity for D2DInc clients or internal proposals. Duties include:
- Analyzing GSA Schedule solicitation requirements;
- Developing GSA Schedules proposals, outlines, and templates;
- Establishing milestones and managing associated schedule, taking actions as appropriate to ensure milestones are met;
- Directing others in preparation of proposal sections -- working with various departments within the client organization to obtain the necessary proposal inputs;
- Preparing proposal text, integrating the proposal inputs, assembling the proposal volumes;
- Reviewing and editing client proposals to determine compliance with RFP requirements;
- Conducting team meetings (client site/conference calls) and proposal reviews;
- Overseeing proposal production;
- Coordinating execution of proposal with the client for prior to submission to GSA;
- Organizing final electronic file versions and cleaning up electronic folders;
- Maintaining contact with a broad base of clients at various stages of preparing proposals; and
- Managing post-award services following award of GSA Schedules to clients.
- Bachelors degree required
Wednesday, February 24, 2010
Upcoming GWAC & Large IDIQ Contract Templates
Several GWACs and large agency IDIQ contracts are going to be open for bidders within the next few months. D2DInc is creating proposal templates for these opportunities that will be available for sale. Using our proposal templates will allow companies to ensure that their proposals are complete and compliant with all RFP requirements.
The templates are created in Microsoft Word for ease of use by the proposal writers. We note all formatting instructions in the template, including proposal structure of volumes and sections, requirements such as font type and size, page limitations, and anything else that might be required. We also incorporate all requirements regarding content, and provide templates for all forms and tables as needed. Opportunities for which templates are available include:
* NIH CIOSP-3 - Template is currently available based on the draft RFP. It will be updated once the final RFP is released, but companies interested in bidding can get started now. Final RFP is expected in March 2010. Price: $2,500
* Navy Seaport-e - Template is currently available based on RFP from last open admissions. It will be updated once the final RFP is released, but very few changes have been made over the last several iterations, so we recommend starting your proposal now. Open admissions is expected in April 2010. Price: $2,500
* DHS Eagle II - Template will be available within 48 hours of RFP release. Reserve yours now so you can get started as soon as the RFP hits the street. Price: $2,500
* Air Force NETCENTS 2: Templates are currently available based on draft RFPs for each of six functional areas. Price: $1,500 per functional area
If you purchase a template based on a draft RFP, updates based on the final RFP will be provided at no additional cost.
Want a template for another RFP response? Interested or have questions? Email Molly Gimmel at mgimmel@d2dinc.com.
The templates are created in Microsoft Word for ease of use by the proposal writers. We note all formatting instructions in the template, including proposal structure of volumes and sections, requirements such as font type and size, page limitations, and anything else that might be required. We also incorporate all requirements regarding content, and provide templates for all forms and tables as needed. Opportunities for which templates are available include:
* NIH CIOSP-3 - Template is currently available based on the draft RFP. It will be updated once the final RFP is released, but companies interested in bidding can get started now. Final RFP is expected in March 2010. Price: $2,500
* Navy Seaport-e - Template is currently available based on RFP from last open admissions. It will be updated once the final RFP is released, but very few changes have been made over the last several iterations, so we recommend starting your proposal now. Open admissions is expected in April 2010. Price: $2,500
* DHS Eagle II - Template will be available within 48 hours of RFP release. Reserve yours now so you can get started as soon as the RFP hits the street. Price: $2,500
* Air Force NETCENTS 2: Templates are currently available based on draft RFPs for each of six functional areas. Price: $1,500 per functional area
If you purchase a template based on a draft RFP, updates based on the final RFP will be provided at no additional cost.
Want a template for another RFP response? Interested or have questions? Email Molly Gimmel at mgimmel@d2dinc.com.
Friday, January 15, 2010
UPDATE: Architect of the Capitol - Capitol Visitor Center Small Business Industry Day
Additional information on the AOC CVC Industry Day, originally posted on 12/23/09.
Small Business Industry Day at the U.S. Capitol Sponsored by the Architect of the Capitol
The Architect of the Capitol (AOC) is hosting an event for small business owners at the Capitol Visitor Center (CVC) designed to provide information about doing business with the AOC and the CVC. The CVC is looking for products that are made in the U.S. and manufactured with U.S.-made materials such as educational toys, jewelry, and souvenir apparel whose product themes are focused on the Capitol for its two Gift Shops. The AOC is looking for goods and services required to maintain its buildings, such as elevators, escalators, air handling units and electrical systems as well as products and services needed to maintain the landscaping around the Capitol complex and conserve and repair historical objects and artwork.
Why you should attend: You will have the opportunity to speak with representatives from the AOC and the CVC who are responsible for procuring materials for the agency and its divisions.
When: Thursday, February 18, 2010; 9:30 a.m. to 3 p.m. (Check-in begins at 8:30 a.m.)
Where: U.S. Capitol Visitor Center (The Capitol Visitor Center, the main entrance to the U.S. Capitol, is located below the East Plaza of the Capitol between Constitution and Independence Avenues. For directions and other logistical information, go to www.visitthecapitol.gov. There is a restaurant at the CVC for your convenience.)
Cost: Free – Advance registration is required as seating is limited.
To register online, go to http://www.aoc.gov/business/Small-Business-Industry-Day.cfm.
For questions, email SBIndustryDay@aoc.gov or call 202-226-2734.
Small Business Industry Day at the U.S. Capitol Sponsored by the Architect of the Capitol
The Architect of the Capitol (AOC) is hosting an event for small business owners at the Capitol Visitor Center (CVC) designed to provide information about doing business with the AOC and the CVC. The CVC is looking for products that are made in the U.S. and manufactured with U.S.-made materials such as educational toys, jewelry, and souvenir apparel whose product themes are focused on the Capitol for its two Gift Shops. The AOC is looking for goods and services required to maintain its buildings, such as elevators, escalators, air handling units and electrical systems as well as products and services needed to maintain the landscaping around the Capitol complex and conserve and repair historical objects and artwork.
Why you should attend: You will have the opportunity to speak with representatives from the AOC and the CVC who are responsible for procuring materials for the agency and its divisions.
When: Thursday, February 18, 2010; 9:30 a.m. to 3 p.m. (Check-in begins at 8:30 a.m.)
Where: U.S. Capitol Visitor Center (The Capitol Visitor Center, the main entrance to the U.S. Capitol, is located below the East Plaza of the Capitol between Constitution and Independence Avenues. For directions and other logistical information, go to www.visitthecapitol.gov. There is a restaurant at the CVC for your convenience.)
Cost: Free – Advance registration is required as seating is limited.
To register online, go to http://www.aoc.gov/business/Small-Business-Industry-Day.cfm.
For questions, email SBIndustryDay@aoc.gov or call 202-226-2734.
Wednesday, January 6, 2010
D2DInc Webinar - Should Your Company Get a GSA Schedule?
D2DInc announces its 2010 webinar series on topics related to government contracting. The first webinar is Should Your Company Get a GSA Schedule?
Government agencies award billions of dollars in contracts using GSA Schedules. Is this a good contract vehicle for your company to have? This webinar will discuss the eligibility requirements, the process for getting a Schedule, and the benefits of having a Schedule, so you can decide whether it's right for your business.
Price: $99 for as many people as you have in the room
Date: Thursday, January 14, 2010
Time: 12:00 PM - 1:00 PM EST
To register, click here: https://www1.gotomeeting.com/register/232845080
After registering, you will be emailed instructions to join the webinar.
Government agencies award billions of dollars in contracts using GSA Schedules. Is this a good contract vehicle for your company to have? This webinar will discuss the eligibility requirements, the process for getting a Schedule, and the benefits of having a Schedule, so you can decide whether it's right for your business.
Price: $99 for as many people as you have in the room
Date: Thursday, January 14, 2010
Time: 12:00 PM - 1:00 PM EST
To register, click here: https://www1.gotomeeting.com/register/232845080
After registering, you will be emailed instructions to join the webinar.
Wednesday, December 23, 2009
Architect of the Capitol - Capitol Visitor Center Small Business Industry Day
Bridget Bean, SBA District Director, asked us to provide the information below to Washington Metropolitan Area District Office (WMADO) 8a firms. An electronic registration site is being set up. If you have questions, contact Bridget Bean's office: (202) 272-0340.
SAVE THE DATE!
Greetings WMADO Firms,
From 9 a.m. to 3 p.m. on Thursday, February 18, the Architect of the Capitol (AOC) will be hosting an event for small business owners at the new Capitol Visitor Center (CVC) on doing business with the AOC and the CVC. The AOC is responsible for the maintenance, operation, development, and preservation of 16.5 million square feet of buildings and more than 450 acres of land throughout the U.S. Capitol complex in Washington, DC. Opened on December 2, 2008, the CVC is the largest expansion to the Capitol, and it is the new visitor entrance to the Capitol -- its facilities include a 16,500 Exhibition Hall, a 530-seat Restaurant, two Gift Shops, and two orientation theaters where visitors watch a 13-minute welcome film before touring the U.S. Capitol.
The Small Business Industry Day sponsored by the Architect of the Capitol at the U.S. Capitol is free and open to any small business owner; however, advance reservation is required and attendance will be limited to 400. Details on how to register and specific products and services sought will be forthcoming in early January. Generally, the CVC is looking for products to be sold in its two Gift Shops that are made in the U.S. A. and manufactured with U.S.-made materials such as educational toys, jewelry, and souvenir apparel whose product themes are focused on the Capitol. The AOC is looking for goods and services required to maintain its buildings such as elevators, escalators, air handling units and electrical systems as well as products and services needed to maintain the landscaping around the Capitol complex and conserve and repair historical objects and artwork.
The CVC Gift Shops would be interested in small businesses that provide goods in the following NAICS codes (not a complete list):
* 322233 Stationery, Tablet, and Related Product Manufacturing 500
* 327112 Vitreous China, Fine Earthenware and Other Pottery Product Manufacturing
* 339914 Costume Jewelry and Novelty Manufacturing 500
* 339931 Doll and Stuffed Toy Manufacturing 500
* 339941 Pen and Mechanical Pencil Manufacturing 500
* 423920 Toy and Hobby Goods and Supplies Merchant Wholesalers
* 424320 Men’s and Boys’ Clothing and Furnishings Merchant Wholesalers
* 424330 Women’s, Children’s, and Infants’ Clothing and Accessories Merchant Wholesalers
* 424450 Confectionery Merchant Wholesalers 100
* 424920 Book, Periodical, and Newspaper Merchant Wholesalers
The AOC is actively searching for small businesses that provide goods and services in the following NAICS subsectors:
* 238, Specialty Trade Contractors
* 315, Apparel Manufacturing
* 321, Wood Product Manufacturing
* 325, Chemical Manufacturing
* 326, Plastics and Rubber Products Manufacturing
* 327, Nonmetallic Mineral Product Manufacturing
* 331, Primary Metal Manufacturing
* 332, Fabricated Metal Product Manufacturing
* 333, Machinery Manufacturing
* 334, Computer and Electronic Product Manufacturing
* 335, Electrical Equipment, Appliance, and Component Manufacturing
* 423, Merchant Wholesalers, Durable Goods
* 443, Electronics and Appliance Stores
* 444, Building Material and Garden Equipment and Supplies Dealers
SAVE THE DATE!
Greetings WMADO Firms,
From 9 a.m. to 3 p.m. on Thursday, February 18, the Architect of the Capitol (AOC) will be hosting an event for small business owners at the new Capitol Visitor Center (CVC) on doing business with the AOC and the CVC. The AOC is responsible for the maintenance, operation, development, and preservation of 16.5 million square feet of buildings and more than 450 acres of land throughout the U.S. Capitol complex in Washington, DC. Opened on December 2, 2008, the CVC is the largest expansion to the Capitol, and it is the new visitor entrance to the Capitol -- its facilities include a 16,500 Exhibition Hall, a 530-seat Restaurant, two Gift Shops, and two orientation theaters where visitors watch a 13-minute welcome film before touring the U.S. Capitol.
The Small Business Industry Day sponsored by the Architect of the Capitol at the U.S. Capitol is free and open to any small business owner; however, advance reservation is required and attendance will be limited to 400. Details on how to register and specific products and services sought will be forthcoming in early January. Generally, the CVC is looking for products to be sold in its two Gift Shops that are made in the U.S. A. and manufactured with U.S.-made materials such as educational toys, jewelry, and souvenir apparel whose product themes are focused on the Capitol. The AOC is looking for goods and services required to maintain its buildings such as elevators, escalators, air handling units and electrical systems as well as products and services needed to maintain the landscaping around the Capitol complex and conserve and repair historical objects and artwork.
The CVC Gift Shops would be interested in small businesses that provide goods in the following NAICS codes (not a complete list):
* 322233 Stationery, Tablet, and Related Product Manufacturing 500
* 327112 Vitreous China, Fine Earthenware and Other Pottery Product Manufacturing
* 339914 Costume Jewelry and Novelty Manufacturing 500
* 339931 Doll and Stuffed Toy Manufacturing 500
* 339941 Pen and Mechanical Pencil Manufacturing 500
* 423920 Toy and Hobby Goods and Supplies Merchant Wholesalers
* 424320 Men’s and Boys’ Clothing and Furnishings Merchant Wholesalers
* 424330 Women’s, Children’s, and Infants’ Clothing and Accessories Merchant Wholesalers
* 424450 Confectionery Merchant Wholesalers 100
* 424920 Book, Periodical, and Newspaper Merchant Wholesalers
The AOC is actively searching for small businesses that provide goods and services in the following NAICS subsectors:
* 238, Specialty Trade Contractors
* 315, Apparel Manufacturing
* 321, Wood Product Manufacturing
* 325, Chemical Manufacturing
* 326, Plastics and Rubber Products Manufacturing
* 327, Nonmetallic Mineral Product Manufacturing
* 331, Primary Metal Manufacturing
* 332, Fabricated Metal Product Manufacturing
* 333, Machinery Manufacturing
* 334, Computer and Electronic Product Manufacturing
* 335, Electrical Equipment, Appliance, and Component Manufacturing
* 423, Merchant Wholesalers, Durable Goods
* 443, Electronics and Appliance Stores
* 444, Building Material and Garden Equipment and Supplies Dealers
Wednesday, December 2, 2009
Creating Valuable Marketing Communications Materials
Effective communication with potential and existing government clients is key to the capture management process. Understanding how to deliver a consistent message using a variety of marketing communications materials makes your company stand out from your competition. To create strong marketing communications materials, you have to identify your target audiences and determine themes that, carried across the marketing communications materials, best illustrate purpose and outcome.
Types of Marketing Communications
Communications materials are intended to promote your company. This means the materials should inform potential clients about your company's primary core capabilities, remind existing clients about what you can do for them, and persuade both potential and existing clients to do business with you.
Marketing communications materials include your stationary, business cards, electronic and print presentations, brochures, newsletters, press releases, and Web site. Marketing communications also encompasses the capabilities/qualifications statements and proposals your company submits. Your company's image and message should be consistently presented on each of these materials. Electronic and print presentations should have the same look and feel (i.e., colors, typefaces, layout, and writing style) to make it clear the materials are coming from the same company.
Concept and Design
The first step in concepting and designing your marketing communications materials is to identify the target audience. Who in the Government has a requirement for your product or service? Are you reaching out to the federal, state, or local government? The materials you create to target these agencies will be different from the materials you use to target commercial or non-profit clients. The materials you use to target a federal agency may need to be tailored if you're going to present them to a state or local agency. The materials you use to target a civilian federal agency may differ from the materials you use to reach out to a defense agency.
When identifying the target audience, also consider if the people you are targeting are the decision-makers, senior managers, contracting officials, or end-users. Are they technical or non-technical? The content and tone for a brochure targeting decision-makers will be different from the content and tone of a brochure targeting an information technology project manager.
Once you've determined your target audience, identify their hot buttons. The best way to reach them is through clearly demonstrating your understanding of their needs and desired outcomes. Research the agencies you want to target, getting information on budget, organization, mission, and goals. A successful government contractor is perceived as a partner and subject matter expect who understands the agency's needs and knows what the government really wants.
The next step is to identify the purpose, i.e., goals and objectives. What does the audience need to get from your materials? Are you taking these materials to an initial or a follow-up meeting? Are you presenting these materials in person, or sending them by e-mail?
Creating Copy
Once you have identified your target audience and purpose, it's time to create copy. This means writing the text, identifying and acquiring images, and creating graphics that best illustrate the purpose and outcome you developed during concepting. Organize your information as you begin creating copy. Depending on the information you need to include, you may be able to re-work existing copy or you may need to start from scratch and create new copy.
Keep your marketing materials straightforward and simple. This means avoid jargon and terminology that not everyone will recognize. Use active voice and back up claims like "world-class" and "award-winning" with facts. Provide examples of customers your organization has assisted in the past and the corresponding results. Remember to edit your copy before declaring it final.
Once you have finalized your marketing communications materials, develop a library of files to organize your brochures, presentations, cut sheets, contract descriptions, and proposals. Have materials available in hard copy as well as electronic for use over e-mail, on CD, and online.
Going Forward
Don't forget to periodically update your materials. Were you awarded a new GSA contract? Did you add several new agencies as clients in the past few months. Your marketing materials should reflect major accomplishments and make doing business with you as easy as possible. This also means maximizing your Web presence by listing your GSA contract information on your site.
Types of Marketing Communications
Communications materials are intended to promote your company. This means the materials should inform potential clients about your company's primary core capabilities, remind existing clients about what you can do for them, and persuade both potential and existing clients to do business with you.
Marketing communications materials include your stationary, business cards, electronic and print presentations, brochures, newsletters, press releases, and Web site. Marketing communications also encompasses the capabilities/qualifications statements and proposals your company submits. Your company's image and message should be consistently presented on each of these materials. Electronic and print presentations should have the same look and feel (i.e., colors, typefaces, layout, and writing style) to make it clear the materials are coming from the same company.
Concept and Design
The first step in concepting and designing your marketing communications materials is to identify the target audience. Who in the Government has a requirement for your product or service? Are you reaching out to the federal, state, or local government? The materials you create to target these agencies will be different from the materials you use to target commercial or non-profit clients. The materials you use to target a federal agency may need to be tailored if you're going to present them to a state or local agency. The materials you use to target a civilian federal agency may differ from the materials you use to reach out to a defense agency.
When identifying the target audience, also consider if the people you are targeting are the decision-makers, senior managers, contracting officials, or end-users. Are they technical or non-technical? The content and tone for a brochure targeting decision-makers will be different from the content and tone of a brochure targeting an information technology project manager.
Once you've determined your target audience, identify their hot buttons. The best way to reach them is through clearly demonstrating your understanding of their needs and desired outcomes. Research the agencies you want to target, getting information on budget, organization, mission, and goals. A successful government contractor is perceived as a partner and subject matter expect who understands the agency's needs and knows what the government really wants.
The next step is to identify the purpose, i.e., goals and objectives. What does the audience need to get from your materials? Are you taking these materials to an initial or a follow-up meeting? Are you presenting these materials in person, or sending them by e-mail?
Creating Copy
Once you have identified your target audience and purpose, it's time to create copy. This means writing the text, identifying and acquiring images, and creating graphics that best illustrate the purpose and outcome you developed during concepting. Organize your information as you begin creating copy. Depending on the information you need to include, you may be able to re-work existing copy or you may need to start from scratch and create new copy.
Keep your marketing materials straightforward and simple. This means avoid jargon and terminology that not everyone will recognize. Use active voice and back up claims like "world-class" and "award-winning" with facts. Provide examples of customers your organization has assisted in the past and the corresponding results. Remember to edit your copy before declaring it final.
Once you have finalized your marketing communications materials, develop a library of files to organize your brochures, presentations, cut sheets, contract descriptions, and proposals. Have materials available in hard copy as well as electronic for use over e-mail, on CD, and online.
Going Forward
Don't forget to periodically update your materials. Were you awarded a new GSA contract? Did you add several new agencies as clients in the past few months. Your marketing materials should reflect major accomplishments and make doing business with you as easy as possible. This also means maximizing your Web presence by listing your GSA contract information on your site.
Thursday, November 19, 2009
D2DInc's Monthly eNewsletter - Stay in The Know
Stay in the know about the government contracting industry. Sign up for D2DInc's monthly eNewsletter. We include articles about government contracting, proposals, and related topics. We also include information on upcoming opportunities - so you know what's coming out; upcoming events - so you know where to go to network and build relationships; and other information that will help your company win & manage government contracts.
Sign up at http://visitor.constantcontact.com/manage/optin/ea?v=001jYqn93s1IRBCl9-5ZnE0-Q%3D%3D.
Also, send us your input for future articles so we know what you're interested in learning about. Email Melissa Vivari at mvivari@d2dinc.com.
Sign up at http://visitor.constantcontact.com/manage/optin/ea?v=001jYqn93s1IRBCl9-5ZnE0-Q%3D%3D.
Also, send us your input for future articles so we know what you're interested in learning about. Email Melissa Vivari at mvivari@d2dinc.com.
Scheduling Proposal Development During The Holiday Season
Government agencies love to issue RFPs in December so the proposals are waiting when they get back after the holidays in January. Map out your staff's holiday vacation schedule now so if an RFP (or two!) hits, you'll have people available to work on the proposal.
Friday, October 30, 2009
Making the Most of Industry Days
Working with the government requires a significant resource investment in marketing your products or services to program offices that buy what you sell. One of the most valuable resources available to you is the industry day. Many government agencies host regular industry days to meet with the business community. These events provide an opportunity for business representatives to network and gain insight into government agencies.
Some industry days follow a lecture format with agency officials providing information on how to do business with them, while others will have a more conversational style where contractors can talk with potential customers. The "style" or format of a given industry day will ultimately set the tone for the event, and can impact the openness of attendees towards networking. However, being prepared will help you get the most out of these events. Here are some tips to guide you in preparing for your next industry day:
Target the Right Agencies. The agency's OSDBU office can help you identify which industry days specifically target small business. Visit the agency's web site for additional information. Industry days are also often published on FedBizOpps.gov and on industry/association sites.
Review the Agenda. If an agenda is available, review it in advance. If the agenda has multiple sessions with at least an hour between sessions, then you should be prepared to use this time to network. An agenda with a limited number of sessions and/or time between sessions is likely to be more informational in nature. Use your time to talk to the agency's representatives. Get business cards of potential teaming partners and follow-up at a later time.
Do Your Homework.Understanding the agency will provide you with the necessary foundation to 1) understand the environment where you want to do work; 2) allow you to effectively discuss relevant topics and participate at the event; and 3) allow you to create a game plan to follow up on the information provided. Remember, industry days provide you with an opportunity to speak directly with agency representatives. You should be prepared to hold a productive conversation with them. This means having an understanding of their environment and upcoming opportunities; and knowing how your products/services are relevant to their needs.
Prepare to Network. Situate yourself so you are in an area with plenty of people around you so you can introduce yourself. Be prepared to discuss the agency with others and to talk about your company and its products/services. Unless it's an absolute emergency, leave the outside business for later. It is impossible to network when you are on the phone discussing other business. Be sure to bring plenty of current business cards and brochures!
Keep these tips in mind the next time you sign-up for an industry day. It's a great way to start building new relationships and reinforce existing ones.
Some industry days follow a lecture format with agency officials providing information on how to do business with them, while others will have a more conversational style where contractors can talk with potential customers. The "style" or format of a given industry day will ultimately set the tone for the event, and can impact the openness of attendees towards networking. However, being prepared will help you get the most out of these events. Here are some tips to guide you in preparing for your next industry day:
Target the Right Agencies. The agency's OSDBU office can help you identify which industry days specifically target small business. Visit the agency's web site for additional information. Industry days are also often published on FedBizOpps.gov and on industry/association sites.
Review the Agenda. If an agenda is available, review it in advance. If the agenda has multiple sessions with at least an hour between sessions, then you should be prepared to use this time to network. An agenda with a limited number of sessions and/or time between sessions is likely to be more informational in nature. Use your time to talk to the agency's representatives. Get business cards of potential teaming partners and follow-up at a later time.
Do Your Homework.Understanding the agency will provide you with the necessary foundation to 1) understand the environment where you want to do work; 2) allow you to effectively discuss relevant topics and participate at the event; and 3) allow you to create a game plan to follow up on the information provided. Remember, industry days provide you with an opportunity to speak directly with agency representatives. You should be prepared to hold a productive conversation with them. This means having an understanding of their environment and upcoming opportunities; and knowing how your products/services are relevant to their needs.
Prepare to Network. Situate yourself so you are in an area with plenty of people around you so you can introduce yourself. Be prepared to discuss the agency with others and to talk about your company and its products/services. Unless it's an absolute emergency, leave the outside business for later. It is impossible to network when you are on the phone discussing other business. Be sure to bring plenty of current business cards and brochures!
Keep these tips in mind the next time you sign-up for an industry day. It's a great way to start building new relationships and reinforce existing ones.
Thursday, September 24, 2009
Preparing for H1N1 as Part of Your Business' Disaster Recovery Plan
Many companies have disaster recovery plans that include items such as data backup, office space, and logistics. However, few have thought to implement an influenza plan. Considering the amount of productivity lost from unexpected sicknesses, you many want to consider including planning for a H1N1 outbreak in your processes. We just received an email from the US Small Business Administration (SBA) with pertinent information to address a potential flu/H1N1 outbreak. The US Department of Homeland Security (DHS) has released a document called "Planning for 2009 H1N1 Influenza - A Preparedness Guide for Small Business." This document is available on SBA's website at http://www.sba.gov/idc/groups/public/documents/sba_homepage/sba_h1n1.pdf.
This document provides good information about how to write a plan, tips for businesses to create a healthy work environment, tips for individuals to stay healthy, and H1N1 FAQs. It also refers the reader to http://www.flu.gov for more information.
You can also use this planning to ensure that you have contingencies to ensure your government contracts stay fully staffed. We encourage you to include your plan in your program management processes and procedures.
Businesses should take a holistic approach to their disaster recovery plans and make sure they are comprehensive enough to ensure the company continues operating, regardless of the situation. A solid plan to address a potential H1N1 outbreak and mitigate its impact on your business is a good idea.
This document provides good information about how to write a plan, tips for businesses to create a healthy work environment, tips for individuals to stay healthy, and H1N1 FAQs. It also refers the reader to http://www.flu.gov for more information.
You can also use this planning to ensure that you have contingencies to ensure your government contracts stay fully staffed. We encourage you to include your plan in your program management processes and procedures.
Businesses should take a holistic approach to their disaster recovery plans and make sure they are comprehensive enough to ensure the company continues operating, regardless of the situation. A solid plan to address a potential H1N1 outbreak and mitigate its impact on your business is a good idea.
Friday, September 18, 2009
"Planning for 2010 Fiscal Year End Spending Opportunities" - Upcoming Event on September 23, 2009
If you're feeling the effects of the end-of-year federal government fiscal year frenzy, then you should attend this event: "Planning for 2010 Fiscal Year End Spending Opportunities. SBA Officials and Other Experts Discuss Programs and Assistance Available To Develop Your Business Strategy For FY 2010." Plan ahead for the end of FY10. Diana Kurcfeld is speaking on the panel.
For more information visit: http://www.executiveleadershipseries.com/lectureworkshopseries.html.
For more information visit: http://www.executiveleadershipseries.com/lectureworkshopseries.html.
Monday, September 14, 2009
Think Business Article - September 2009 Issue
The fourth quarter of the federal government fiscal year (July 1-September 30) is one of the busiest times for government contracting. It is particularly challenging for businesses who are pursuing multiple opportunities, but have limited resources. Check out our article "Surviving the End-of-Year Fiscal Spending Crunch" in the September issue of ThinkBusiness Magazine. We talk about suggestions to manage multiple proposals during this really frenetic time of year. It's available online at http://content.yudu.com/A1fund/TBM-Sept-09/resources/14.htm.
Monday, September 7, 2009
E-Verify Required for Federal Contractors Starting September 8, 2009
According to the US Citizenship & Immigration Services (USCIS) web page, starting September 8, 2009, Federal Contractors will be required to use E-Verify to verify their employees' eligibility to work in the United States. If a contract includes the Federal Acquisition Regulation (FAR) E-Verify Clause and your company is awarded a contract on or after September 8th, you will have 30 days after award to enroll your company in the E-Verify system. Keep in mind that once you're in the system, you're required to use it for all employees regardless if they work on a federal contract or not. If your current contracts don't include the E-Verify clause you may want to consider enrolling anyway, especially if you are marketing a contract that could include the clause. It may be a competitive advantage to say your already enrolled and using it versus saying you will use it in the future.
The requirement to use E-Verify is not limited to prime contractors; subcontractors will also be required to use it. It may also be required for companies awarded contracts using American Recovery and Reinvestment Act (ARRA) or Stimulus funds.
We enrolled in the E-Verify system almost a year ago. We find it easy to use and have made it part of our new hire administrative processes.
For more information on the E-Verify program:
The requirement to use E-Verify is not limited to prime contractors; subcontractors will also be required to use it. It may also be required for companies awarded contracts using American Recovery and Reinvestment Act (ARRA) or Stimulus funds.
We enrolled in the E-Verify system almost a year ago. We find it easy to use and have made it part of our new hire administrative processes.
For more information on the E-Verify program:
- Visit the USCIS website:http://www.uscis.gov/portal/site/uscis/menuitem.5af9bb95919f35e66f614176543f6d1a/?vgnextoid=109cc691d0673210VgnVCM100000082ca60aRCRD&vgnextchannel=68439c7755cb9010VgnVCM10000045f3d6a1RCRD
- Visit the E-Verify site: www.dhs.gov/e-verify
- Or call E-Verify Customer Support at (888) 464-4218.
Wednesday, August 12, 2009
More Busy Season Proposal Tips
With the end of the government fiscal year looming, the contracting pace has picked up even more than in the previous few weeks. Many people/companies are working on multiple proposals, and in doing so are burning the midnight oil pretty much every night. Here are two more proposal tips to consider.
Give your staff a break. While it may seem like a good idea to go after as many contracts as possible, in reality there is only so much a human being can accomplish in one day. Ensure your staff is taking time for meal breaks and mental breaks. The constant onslaught of proposal preparation is exhausting and this can lead to errors or oversights. Fresh minds often find mistakes that were previously missed.
Make sure your customers aren't suffering. Pay attention to the level of your customer service. If the same people supporting customers are writing proposals, then quality may be negatively impacted--customer quality, proposal quality, or both. It is important that you keep your customers happy. They may be the same people you're using as references. It's not a good idea to fall down on the job when you need their positive recommendations.
If either of these two situations apply to your company, then assign additional people or hire outside resources to help you get back on track.
.
Give your staff a break. While it may seem like a good idea to go after as many contracts as possible, in reality there is only so much a human being can accomplish in one day. Ensure your staff is taking time for meal breaks and mental breaks. The constant onslaught of proposal preparation is exhausting and this can lead to errors or oversights. Fresh minds often find mistakes that were previously missed.
Make sure your customers aren't suffering. Pay attention to the level of your customer service. If the same people supporting customers are writing proposals, then quality may be negatively impacted--customer quality, proposal quality, or both. It is important that you keep your customers happy. They may be the same people you're using as references. It's not a good idea to fall down on the job when you need their positive recommendations.
If either of these two situations apply to your company, then assign additional people or hire outside resources to help you get back on track.
.
Tuesday, August 11, 2009
WSJ Article "Small Businesses Chase Big Stimulus Money"
Diana Dibble Kurcfeld was recently interviewed by Victoria Knight for her August 10, 2009 Wall Street Journal article "Small Businesses Chase Big Stimulus Money". In this article Ms. Knight provides insights for small businesses interested in doing business with the government such as homework, paperwork, legwork, building relationships, and subcontracting. She also provides a dose of reality for businesses wanted to take advantage of Stimulus spending. The article is available online on the Wall Street Journal's website.
If you're interested in getting into government contracting, Diana is available to answer questions about the information in the article. She can be reached at (301) 657-4440.
If you're interested in getting into government contracting, Diana is available to answer questions about the information in the article. She can be reached at (301) 657-4440.
Tuesday, August 4, 2009
Surviving the End-of-Fiscal Year Spending Crunch
The end of the federal government’s fiscal year is upon us. A lot of the solicitations that our clients have been waiting to be released are finally starting to come out – all at the same time. You may be in the same situation. Here are some suggestions to help you manage multiple proposals at this frenetic time of the year.
First thing is to get a handle on people’s vacations schedules – not only your employees, but your teaming partners’ staff and anyone else who will work on the proposal. At your kick-off meeting make sure to ask specifics about who will be out; what timeframes they will be gone; what, if any, availability they have; and who is covering for them in their absence. Include this information on your master proposal schedule so you’ll have it at a glance. Remember, there are a fixed number of hours in a day and a fixed number of days to prepare your response. People can only provide so much support, especially if they’re working on client projects. The last thing you want to happen is for quality to suffer and have unhappy clients, particularly if you need them as references. If you don’t have adequate support and you definitely have a shot at winning the contract, then consider engaging outside resources to fill the gaps. But remember, consultants are not magicians; we need the same 30 days to pull together an outstanding response just like you. It’s unrealistic to expect that someone who is unfamiliar with your organization to come in with less than two weeks until submission and get a top notch proposal done. It may be good; it may be compliant; but it may not be as good as it could have been. And be prepared – it’s more expensive for a rush job than for one that starts when the solicitation is released. If you want to be in the best position to respond and win, then start working on the proposal BEFORE the RFP comes out. That way you’ll have more done in case you have to respond to multiple RFPs or hire outside resources.
The other things you should consider are: 1) is it a recomplete of a contract on which you’re the incumbent; 2) have you pre-marketed; 3) do you have the teaming partners you need; and 4) can you win? We’ve talked about this all year long, but it’s especially important this time of year.
Have a successful busy season. Remember quality is what wins contacts, not quantity. So choose what you pursue wisely.
First thing is to get a handle on people’s vacations schedules – not only your employees, but your teaming partners’ staff and anyone else who will work on the proposal. At your kick-off meeting make sure to ask specifics about who will be out; what timeframes they will be gone; what, if any, availability they have; and who is covering for them in their absence. Include this information on your master proposal schedule so you’ll have it at a glance. Remember, there are a fixed number of hours in a day and a fixed number of days to prepare your response. People can only provide so much support, especially if they’re working on client projects. The last thing you want to happen is for quality to suffer and have unhappy clients, particularly if you need them as references. If you don’t have adequate support and you definitely have a shot at winning the contract, then consider engaging outside resources to fill the gaps. But remember, consultants are not magicians; we need the same 30 days to pull together an outstanding response just like you. It’s unrealistic to expect that someone who is unfamiliar with your organization to come in with less than two weeks until submission and get a top notch proposal done. It may be good; it may be compliant; but it may not be as good as it could have been. And be prepared – it’s more expensive for a rush job than for one that starts when the solicitation is released. If you want to be in the best position to respond and win, then start working on the proposal BEFORE the RFP comes out. That way you’ll have more done in case you have to respond to multiple RFPs or hire outside resources.
The other things you should consider are: 1) is it a recomplete of a contract on which you’re the incumbent; 2) have you pre-marketed; 3) do you have the teaming partners you need; and 4) can you win? We’ve talked about this all year long, but it’s especially important this time of year.
- A recompete of one of your own contracts is almost a definite bid, unless you can’t bid for whatever reason. If you do bid, then make sure that you’re working as diligently as the competitor company who wants your contract. Don’t slack off just because you’re the incumbent and “the client loves you.” You still have to win, just like everyone else.
- Even if you’ve marketed the opportunity, be sure to read the solicitation carefully to ensure nothing changed in the requirements. One item that trips up companies is the solicitation type, i.e., it’s a SDVOSB set-aside and you’re not one, or six past projects are required by the prime and you only have three. Don’t waste your time by going after something that you don’t qualify for.
- Be proactive and get your subcontractors on-board before the RFP is released. If you need to augment your team, then fine, but don’t use two weeks out of your four available trying to assemble a team instead of writing your proposal.
- Can you win? This one is tough for some companies. It’s hard to be objective, but really look at the evaluation criteria, the instructions, your workload, the amount of time until the submission date and ask yourself – with everything else we have going on, can we really put together a solid, winning proposal? It’s better to pass than to submit something that doesn’t truly reflect your company and its capabilities. A bad proposal is not what you want your company remembered for, right?
Have a successful busy season. Remember quality is what wins contacts, not quantity. So choose what you pursue wisely.
Friday, July 31, 2009
Power IT Down Day - August 27, 2009
Our friend Joyce Bosc of Boscobel Marketing Communications, Inc. forwarded the information below. We're participating - we hope you will too!
Friends,
This is both important and time critical. Please take a minute today to go to the Power IT Down Day Web site and sign up today!
Power IT Down Day is the grassroots effort of a few companies and thousands of people like you and me who are dedicated to making a difference through one simple action -- turning off our computers and printers at the end of the work day on Thursday, August 27.
It's so easy to help. All we are asking is that you commit to saving energy on Thursday, August 27 by shutting down your computer and printer at the end of the work day. That's it!
To demonstrate the cost-savings of the effort, Citrix, HP, Microsoft and Intel will donate a minimum of $20,000 to the Wounded Warrior Project, a nonprofit that helps seriously wounded soldiers returning from war and their families. It's an amazing charity, and they really need our help.
After you sign up this weekend, I am asking you to also send this to 10 people you know and ask them to sign up next week! Please engage all your networks!
Every person makes a difference.
Thank you for your help!
Power IT Down Day -- please pass it on!
:^)
Joyce
Friends,
This is both important and time critical. Please take a minute today to go to the Power IT Down Day Web site and sign up today!
Power IT Down Day is the grassroots effort of a few companies and thousands of people like you and me who are dedicated to making a difference through one simple action -- turning off our computers and printers at the end of the work day on Thursday, August 27.
It's so easy to help. All we are asking is that you commit to saving energy on Thursday, August 27 by shutting down your computer and printer at the end of the work day. That's it!
To demonstrate the cost-savings of the effort, Citrix, HP, Microsoft and Intel will donate a minimum of $20,000 to the Wounded Warrior Project, a nonprofit that helps seriously wounded soldiers returning from war and their families. It's an amazing charity, and they really need our help.
After you sign up this weekend, I am asking you to also send this to 10 people you know and ask them to sign up next week! Please engage all your networks!
Every person makes a difference.
Thank you for your help!
Power IT Down Day -- please pass it on!
:^)
Joyce
Friday, July 10, 2009
Interview in Rebuilding America's Infrastructure Magazine
Diana Dibble Kurcfeld was recently interviewed by Rebuilding America's Infrastructure Magazine, a quarterly print magazine and companion to RebuildingAmericasInfrastructure.com, "the premier website supporting the engineers and transportation professionals who solidify this country's indispensable network of bridges and roads." RAI is a valuable resource, especially since America's infrastructure is crumbling in some places and needs attention; and also because a lot of the Government Stimulus money will be going to shovel-ready firms. D2DInc appreciates our new relationship with RAI since we have clients in the architectural, engineering, construction management and transportation industries.
The article titled "Methods to the madness - The business of finding funding for projects, and the strategies for winning them" offers good insight to those trying to secure traditional and alternative methods of funding. It also talks about building partnerships and maintaining relationships. Diana offers information on government contracting -- everything from responding to solicitations to getting paid. This information is particularly helpful for firms looking to enter the government arena to take advantage of Stimulus funds.
The article is available on the RAI website: http://www.rebuildingamericasinfrastructure.com/magazine-article-rai-july-2009-methods_to_the_madness-3429.html.
The article titled "Methods to the madness - The business of finding funding for projects, and the strategies for winning them" offers good insight to those trying to secure traditional and alternative methods of funding. It also talks about building partnerships and maintaining relationships. Diana offers information on government contracting -- everything from responding to solicitations to getting paid. This information is particularly helpful for firms looking to enter the government arena to take advantage of Stimulus funds.
The article is available on the RAI website: http://www.rebuildingamericasinfrastructure.com/magazine-article-rai-july-2009-methods_to_the_madness-3429.html.
Thursday, June 11, 2009
How to Choose Your Past Performances
When writing government proposals, whether for a competitive solicitation or a GSA Schedule, your company will almost always need to provide past performance references as a way of allowing the issuing agency to hear how well you performed under a previous contract with another client.
Think of past performance as a way to write your company's resume for the government. When writing a resume, you want the information you provide to be, above all else, recent and relevant to the opportunity and solicitation requirements.
Before putting together past performance, it is helpful to make a past performance Excel spreadsheet. In each column, write a task outlined in the RFP's SOW. Make extra columns to list other factors such as whether or not the contract was with the same agency that issued the RFP and whether or not you received any awards or recognition.
Then make a row for each of your previous contracts. Check off the boxes that correspond to columns showing tasks that are the same as, or comparable to, ones performed under the contract in that row. This exercise will help you visualize which past performances best fit the work required by the RFP.
In order to choose which references to cite, identify which past performance references from your Excel spreadsheet best represent the following ranking of the most important aspects of past performance:
Last but not least, once you have selected your past performance references, call the points of contact to make sure the telephone number, e-mail address, and fax number you have for them is correct. Give these previous clients a heads up that you've listed them as references and provide them with a short synopsis of the contract you're bidding on. You want them to be able to speak as intelligently about you as possible.
Remember: writing past performance is like writing a resume for the government-you always want to put your best foot forward.
Think of past performance as a way to write your company's resume for the government. When writing a resume, you want the information you provide to be, above all else, recent and relevant to the opportunity and solicitation requirements.
Before putting together past performance, it is helpful to make a past performance Excel spreadsheet. In each column, write a task outlined in the RFP's SOW. Make extra columns to list other factors such as whether or not the contract was with the same agency that issued the RFP and whether or not you received any awards or recognition.
Then make a row for each of your previous contracts. Check off the boxes that correspond to columns showing tasks that are the same as, or comparable to, ones performed under the contract in that row. This exercise will help you visualize which past performances best fit the work required by the RFP.
In order to choose which references to cite, identify which past performance references from your Excel spreadsheet best represent the following ranking of the most important aspects of past performance:
- Your company has experience performing all or most of the tasks cited in the Statement of Work
- Your previous contracts were performed in a size and revenue scope similar to that outlined in the RFP
- If possible, you have had previous contracts with that agency or another agency of similar mission and size
Last but not least, once you have selected your past performance references, call the points of contact to make sure the telephone number, e-mail address, and fax number you have for them is correct. Give these previous clients a heads up that you've listed them as references and provide them with a short synopsis of the contract you're bidding on. You want them to be able to speak as intelligently about you as possible.
Remember: writing past performance is like writing a resume for the government-you always want to put your best foot forward.
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