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Win Millions in Government Contracts WITHOUT Having to Write Complex Proposals
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What You Will Get Out of This Course?
About Your Instructor
About the Government Contractors Association
The Right Mindset for Optimal Success (Not Get Rich Quick)
Notifications & Disclaimers
Opportunities in the Government Market
What is the Government Market?
How BIG is the Government Market?
How Big is Their Budget?
How Much Money Do They Spend?
What do They Buy?
Why Sell to the Largest Customer In the World?
The Confusion Between Grants and Contracts
The Government is Looking for Small Businesses
How is the Government Market Different
Governese: They Speak a Different Language
Do You Speak Governese?
The Culture is Different (Unspoken Rules & Regulations)
Relationship Building is Different
Being a Generalist vs. Being a Specialist (Different Strategy)
Co-opetition for Success
Preparing Your Business For Success
Assessing Your Business Infrastructure
20 Point Contract Readiness Checklist (Download)
Getting Your Finances In Place
Laying Your Foundation for Success
Building Your Internal Government Contracting Team
Building Your Gov't Contracting Team
Building Your Gov't Contracting Team Article
How the Government Buys from Vendors
The Government Procurement Process (10 Steps)
Procurement Methods
What are Contracting Vehicles?
What are GSA Schedules?
How to Find Contracting Opportunities
Finding Current Opportunities (Key Websites)
Finding Past Awarded Contracts (70% of Past Awards Become Renewal Opportunities)
Finding Future Opportunities (Forecasts)
Utilizing Bid Matching Tools to Save You Time
What are Small Business Certifications
Small Businesses are Under-Represented
Women-Owned Small Businesses
Veteran-Owned Small Businesses
Minority-Owned Small Businesses
Disparity Between Large and Small Businesses
Federal Government Small Business Certifications
State Government Small Business Certifications
Local Government Small Business Certifications
Commercial Small Business Certifications (Supplier Diversity Programs)
Why You Should Obtain Small Business Certifications
Set-Aside Programs: Agencies Must Meet Small Business Goals
SAP: Agencies Buy Through Simplified Acquisition Procedures
Sole Source Contracts: Direct Awards From Agencies
Diversity Programs: Large Companies Have Supplier Diversity Goals
Registering to Become a Vendor
Finding Your Codes (NAICS, PSC, NIGP, etc.)
Registration in SAM.gov (Federal)
SAM Registration Guide (download)
Registration with State and Local Agencies
Registration with Large Prime (Supplier Diversity/Subcontracting)
Branding Your Business to Speak to Government Buyers
Does Your Brand Look Risky to Government Buyers?
Capability Statement: Your Key Marketing Tool
Sample Capability Statements (Download)
Your Business Card is Your Mini-Capability Statement
Sample Business Card
Other Marketing Collateral
Relationships Win Contracts
The 6 Types of Relationship You Must Develop
Relationship Triangles (Download)
How to Find Contracting Officers
Networking and Events to Attend
Proposal Preparation
Important Proposal Tips
Go or No Go - Bid Checklist (Live Demo)
Go or No Go - Bid Checklist (Download)
Submitting Your Bid Strategies
Pricing Strategy: How to Legally Spy on Your Competitors
4 Key Types of Solicitations
What is a RFQ?
What if a RFP?
What is an IFB?
What is a RFI (Sources Sought)?
What are Solicitation Codes?
Types of Contracts
Fixed Price
Firm Fixed Price (FFP)
FFP – Materials Reimbursement
Time & Materials Contract
IDIQ Contracts
BPA Contracts
Sections of the Solicitation
Sections of the Proposal (download)
Part I: The Schedule (Sections A - H)
Part II, III, IV (SECTION I-M)
Section M: Evaluating Criteria
Basis of Award (LPTA vs. BEST VALUE)
Evaluation Process
Proposal Writing Process
Proposal Writing Overview (Live Demo)
I Submitted my Proposal, But I Didn’t Win
What to do "If You NOT Write Good"
Proposal Management Sheet
Pricing Sheet - Sample
PART I: Technical Proposal Sample
Technical Proposal Sample
PART II: Price Proposal Sample
PART III: Past Performance Information Sample
Sources Sought Response Sample
Proposal Template-Sample 1
Proposal Template-Sample 2
Kickoff Package Sample (download)
8a Offer Letter from Agency to SBA-Sample
SECRETS to Winning Government Contracts Fast
Micro-Purchases & SAP Contracts
Utilizing Reverse Auctions Sites
Email Campaign: Micro-Purchases/SAP
Email Campaign: Email Templates
Become a Subcontractor With Large Primes
Subcontractor Agreement (Templates)
Building Your Past Performance
Go After Sole Source Contracts
BONUS STRATEGY 1: Unsolicited Proposals
BONUS STRATEGY 2: BAA
BONUS STRATEGY 3: SBIR/STTR Grants
Case Study: How Bonita Won Her First Contract
Your Next Steps
Building Your Capture Team
Build Your Past Performance
Joining a Tribe
Case Study: Andrea with Power House Pest Control
Doing it by Yourself (The Affordable Way)
Case Study: Carletta Wins $1 million Contract
Get Into a Government Contract Coaching Program
Case Study: Dr. Carlos Wins $900K Project
Final Thoughts (Overcoming Challenges)
Why Businesses Don't Win Government Contracts
Take Action (Lessons from the Alley Cat Story)
Untitled lesson
Introduction
What You Will Get Out of This Course?
Preview
About Your Instructor
Preview
About the Government Contractors Association
Preview
The Right Mindset for Optimal Success (Not Get Rich Quick)
Notifications & Disclaimers
The Opportunities in the Government Market
Opportunities in the Government Market
What is the Government Market?
Preview
How BIG is the Government Market?
How Big is Their Budget?
How Much Money Do They Spend?
Preview
What do They Buy?
Why Sell to the Largest Customer In the World?
The Confusion Between Grants and Contracts
The Government is Looking for Small Businesses
Preview
How is the Government Market Different From the Commercial Market?
How is the Government Market Different
Preview
Governese: They Speak a Different Language
Do You Speak Governese?
The Culture is Different (Unspoken Rules & Regulations)
Relationship Building is Different
Being a Generalist vs. Being a Specialist (Different Strategy)
Co-opetition for Success
Preparing Your Business For Success
Preparing Your Business For Success
Assessing Your Business Infrastructure
20 Point Contract Readiness Checklist (Download)
Getting Your Finances In Place
Laying Your Foundation for Success
Building Your Internal Government Contracting Team
Building Your Internal Government Contracting Team
Building Your Gov't Contracting Team
Building Your Gov't Contracting Team Article
How the Government Buys From Vendors
How the Government Buys from Vendors
The Government Procurement Process (10 Steps)
Procurement Methods
What are Contracting Vehicles?
What are GSA Schedules?
How to Find Contracting Opportunities?
How to Find Contracting Opportunities
Finding Current Opportunities (Key Websites)
Finding Past Awarded Contracts (70% of Past Awards Become Renewal Opportunities)
Finding Future Opportunities (Forecasts)
Utilizing Bid Matching Tools to Save You Time
What are Small Business Certification?
What are Small Business Certifications
Small Businesses are Under-Represented
Women-Owned Small Businesses
Veteran-Owned Small Businesses
Minority-Owned Small Businesses
Disparity Between Large and Small Businesses
Federal Government Small Business Certifications
State Government Small Business Certifications
Local Government Small Business Certifications
Commercial Small Business Certifications (Supplier Diversity Programs)
Why You Should Obtain Small Business Certifications?
Why You Should Obtain Small Business Certifications
Set-Aside Programs: Agencies Must Meet Small Business Goals
SAP: Agencies Buy Through Simplified Acquisition Procedures
Sole Source Contracts: Direct Awards From Agencies
Diversity Programs: Large Companies Have Supplier Diversity Goals
Registering to Become a Vendor
Registering to Become a Vendor
Finding Your Codes (NAICS, PSC, NIGP, etc.)
Registration in SAM.gov (Federal)
SAM Registration Guide (download)
Registration with State and Local Agencies
Registration with Large Prime (Supplier Diversity/Subcontracting)
Branding Your Business to Speak to Government Buyers
Branding Your Business to Speak to Government Buyers
Does Your Brand Look Risky to Government Buyers?
Capability Statement: Your Key Marketing Tool
Sample Capability Statements (Download)
Your Business Card is Your Mini-Capability Statement
Sample Business Card
Other Marketing Collateral
Relationships Win Contracts
Relationships Win Contracts
The 6 Types of Relationship You Must Develop
Relationship Triangles (Download)
How to Find Contracting Officers
Networking and Events to Attend
Proposal Preparation
Proposal Preparation
Important Proposal Tips
Go or No Go - Bid Checklist (Live Demo)
Go or No Go - Bid Checklist (Download)
Submitting Your Bid Strategies
Pricing Strategy: How to Legally Spy on Your Competitors
4 Key Types of Solicitations
4 Key Types of Solicitations
What is a RFQ?
What if a RFP?
What is an IFB?
What is a RFI (Sources Sought)?
What are Solicitation Codes?
Types of Contracts
Types of Contracts
Fixed Price
Firm Fixed Price (FFP)
FFP – Materials Reimbursement
Time & Materials Contract
IDIQ Contracts
BPA Contracts
Sections of the Solicitation
Sections of the Solicitation
Preview
Sections of the Proposal (download)
Part I: The Schedule (Sections A - H)
Part II, III, IV (SECTION I-M)
Section M: Evaluating Criteria
Basis of Award (LPTA vs. BEST VALUE)
Evaluation Process
Proposal Writing Process
Proposal Writing Process
Preview
Proposal Writing Overview (Live Demo)
I Submitted my Proposal, But I Didn’t Win
What to do "If You NOT Write Good"
Proposal Tools-Templates-Resources
Proposal Management Sheet
Pricing Sheet - Sample
PART I: Technical Proposal Sample
Technical Proposal Sample
PART II: Price Proposal Sample
PART III: Past Performance Information Sample
Sources Sought Response Sample
Proposal Template-Sample 1
Proposal Template-Sample 2
Kickoff Package Sample (download)
8a Offer Letter from Agency to SBA-Sample
SECRETS to Winning Government Contracts Fast
SECRETS to Winning Government Contracts Fast
Micro-Purchases & SAP Contracts
Utilizing Reverse Auctions Sites
Email Campaign: Micro-Purchases/SAP
Email Campaign: Email Templates
Become a Subcontractor With Large Primes
Subcontractor Agreement (Templates)
Building Your Past Performance
Go After Sole Source Contracts
BONUS STRATEGY 1: Unsolicited Proposals
BONUS STRATEGY 2: BAA
BONUS STRATEGY 3: SBIR/STTR Grants
Case Study: How Bonita Won Her First Contract
Your Next Steps
Your Next Steps
Building Your Capture Team
Build Your Past Performance
Joining a Tribe
Case Study: Andrea with Power House Pest Control
Doing it by Yourself (The Affordable Way)
Case Study: Carletta Wins $1 million Contract
Get Into a Government Contract Coaching Program
Case Study: Dr. Carlos Wins $900K Project
Final Thoughts
Final Thoughts (Overcoming Challenges)
Why Businesses Don't Win Government Contracts
Preview
Take Action (Lessons from the Alley Cat Story)
Untitled lesson
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