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Discover the essentials of modern service supplier success with QCWIB's Supplier SMART & Service Success monthly sessions! Tailored for QCWIB members, these virtual events provide a comprehensive toolkit for navigating the complexities of supplier diversity and traditional contracting. Learn industry-leading strategies, gain insights into effective negotiation techniques, and connect with a network of like-minded professionals. Whether you're a startup or seasoned entrepreneur, QCWIB offers the resources and community you need to thrive. 𝑻𝒐𝒑𝒊𝒄𝒔 𝒄𝒐𝒗𝒆𝒓𝒆𝒅 𝒊𝒏 𝒕𝒐𝒅𝒂𝒚'𝒔 𝒘𝒆𝒃𝒊𝒏𝒂𝒓 Certification Best Practices: •How To Prepare for Certification •Best Certification to get Getting Started with Contracting & SubContracting: •Strategies for getting contracting work via corporate or as a subcontractor. •How to obtain new business and partner with suppliers Pitching to Key Decision Makers: •Best way to pitch the services to executive leader or decision maker •How to gain visibility for my services Not a member? Not a problem! Join us today at www.QCWIB.com or www.QCWIB-Indiana.com (for residents of Indiana) and accelerate your business growth. #business #monthlywebinar #register #membersonly #success

We understand that in the #govcon industry, successful partnerships can be the difference between thriving and merely surviving. The second installment of our “Navigating Government Contracting Partnerships” series takes you behind the scenes, where building strong, lasting partnerships is a core principle of our success. Read insights from our Director of EPMO, Angel N. Davis, CFCM, PMP, PMI-ACP, as she sheds light on the strategies and dedication that have made Presidio Federal a strong, trusted partner in the government contracting arena. Read the full article at https://lnkd.in/g_UANBCA #partners #partnership #teamingpartners #federalit #governmentcontracting #valuedpartners #thinkmission

Discover the essentials of modern service supplier success with QCWIB's Supplier SMART & Service Success monthly sessions! Tailored for QCWIB members, these virtual events provide a comprehensive toolkit for navigating the complexities of supplier diversity and traditional contracting. Learn industry-leading strategies, gain insights into effective negotiation techniques, and connect with a network of like-minded professionals. Whether you're a startup or seasoned entrepreneur, QCWIB offers the resources and community you need to thrive. 𝑻𝒐𝒑𝒊𝒄𝒔 𝒄𝒐𝒗𝒆𝒓𝒆𝒅 𝒊𝒏 𝒕𝒐𝒅𝒂𝒚'𝒔 𝒘𝒆𝒃𝒊𝒏𝒂𝒓 Certification Best Practices: •How To Prepare for Certification •Best Certification to get Getting Started with Contracting & SubContracting: •Strategies for getting contracting work via corporate or as a subcontractor. •How to obtain new business and partner with suppliers Pitching to Key Decision Makers: •Best way to pitch the services to executive leader or decision maker •How to gain visibility for my services Not a member? Not a problem! Join us today at www.QCWIB.com or www.QCWIB-Indiana.com (for residents of Indiana) and accelerate your business growth. #business #monthlywebinar #register #membersonly #success

🔍 Choosing the Right Teaming Agreement for Business Success Choosing the right type of Teaming Agreement is crucial for your business' success. There are two types: exclusive and non-exclusive. But how do you decide which one is right for your business? 🤔 Learn about the key factors to consider, potential risks, and strategic advantages of each type in our latest blog. 🌟 Read more in this link: https://bit.ly/3LgvcIs #BOOSTingGovCon #TeamingAgreements #govcon

Check out our latest recap video from the National Contract Management Association (NCMA) government panel, held in Atlanta for Small Business Month! 💼✨ Dive into the best moments, from lively debates to networking opportunities. #SmallBusinessMonth #AtlantaEvents #NCMA #ProfessionalInsights

🌟 Some people see government contracting as just being a middleman, but is it really that simple? Let's explore this topic a bit deeper. 🚀 💡 Being a middleman in government contracting can actually provide value by connecting agencies with specialized vendors who can deliver unique solutions. It's all about facilitating partnerships that drive innovation and efficiency. 🌍 Think of it as being the bridge between government needs and private sector know-how – a crucial role in fostering collaboration and driving progress. 🔍 However, it's important to ensure transparency and fairness in the process, avoiding any conflicts of interest that could compromise the integrity of the system. 🛠️ As a middleman, it's about more than just transactions; it's about catalyzing positive change through strategic partnerships and impactful projects. 📈 Ultimately, being a middleman in government contracting isn't just about brokering deals; it's about creating value for both parties and advancing the greater good. Let's continue this conversation! 💬 #governmentcontracting #partnerships #innovation

Meeting with Small Business Representatives - Best practice #1 – Make sure you don’t sound like a newbie. I have heard companies complain that Small Business Representatives (SBRs) don’t help them. They want the SBRs listen to their capabilities briefs and then: ❎ hold their hands, ❎ find a problem for the solutions they say they can provide, ❎ identify the people with those problems, and ❎ make introductions. It’s probably too much. But to get even close to that, you can’t behave and introduce your firm as a newbie. Sometimes companies that have decades of experience with government contracting don’t present themselves the right way. If you show up to the meeting unprepared, the SBR will treat you as a newbie, even if you are not. They may still help you a little bit, because that’s part of their job, but in my experience their job is also to filter out companies that they don’t think will: ☑ behave professionally, ☑ make things as easy as possible to everybody involved, ☑ fulfill the requirement they are targeting. It’s hard to imagine a Small Business Representative, just as an example, introducing a company to a PM when that company is not doing a good job of presenting themselves as experienced professionals. You’ve got to show yourself to be confident and knowledgeable during the interaction, and you need to show that you understand the agency: their mission, their culture, the projects they’re working on, their hierarchical structure. You can find this information online or consulting with people you know. If you are in contact with someone at the agency, like a CIO or a PM or a branch chief, you can mention them to the SBR. Another way to show that you’re not a newbie is to demonstrate that you understand the environment: program, systems, requirements, forecasts, events. I think the concept is simple, and almost anyone can do this, no need to be a genius. It’s just a matter of being intentional: don’t show up unprepared, don’t show up as a newbie! -- All this and more in my upcoming book: Business Development for Government Contractors #smallbusiness #8a #smallanddisadvantagedbusiness #businessdevelopment #governmentcontractors #governmentcontracting #govcon #federalacquisition #federalprocurement #CEOsGuide

Meeting with Small Business Representatives - Best practice # 6 – Bring your Subject Matter Expert to the call. Have you ever been on a call with the SBR that doesn’t seem willing to make introductions to someone with a problem your firm can solve?   Maybe they were not 100% persuaded that you can actually help. Perhaps the role of the person saying "we can help" determines how believable it is. Anybody can say “we do cyber”, or “for agency X, we are doing cyber”.   CEOs are big picture people – they can’t provide details needed to substantiate expertise claims.   BD people most of the time are not SMEs – sometimes their credibility is limited given their goal (to sell).   SMEs know their stuff and are instantly believable. If you bring the SME to the call, it will show the SBR that your firm has the knowledge and/or the corporate power to perform the requirement. Having a SME there will also lend credibility to some of your other statements in the call.   Are SBRs technical people? Of course not.  But after so many meetings with companies they have a trained brain that tells them when someone really knows what they are talking about.   The fact that the SME is available for a call is a sign of corporate maturity, seriousness, and respect.    A couple more points:   ✅ SMEs should try to speak in a simple way, but it’s fine to use specific words relative to the area of expertise being discussed. ✅ It’s a good idea for the SME to mention white papers, memos or regulations regarding the technical matters of requirements you are interested. ✅ As always, SMEs should be able to mention pain points related to the requirement, like a Murphy’s Law expert that can think of everything that is or could go wrong.   If you do all these things, the SBR will realize that if they make an introduction, they will be adding value, not wasting anybody’s time.   All this and more in my upcoming book: Business Development for Government Contractors. #smallbusiness #SmallBusinessRepresentatives #businessdevelopment #bd #govcon #governmentcontracting #governmentcontractors #federalacquisition #federalprocurement

Those of us in government contracting know that it can be difficult for small businesses to win their fair share of federal business. And despite small firms generally doing well under best-in-class (BIC) contracts with small business utilization holding steady at 38% between 2018 and 2022, the number of small contractors continues to decline. SBA highlighted this problem recently. It said agencies since 2010 have seen about a 40% decrease in the number of small businesses receiving prime contract awards. Over the same period of time, the number of small companies doing business with the federal government for the first time has decreased by about 60% — and over the past 15 years, new entrants have dropped by approximately 80%. Recent research found that the number of new entrants into the federal market as defined by having won a single prime contract has dropped significantly over the last three years. If you are a small business struggling to win prime contracts in the federal space, AIMC LLC can help. We offer business development consulting including opportunity identification, pipeline management, strategic planning services, teaming assistance, networking, marketing and proposal development. Reach out to us today to discuss how AIMC can turbo charge your BD efforts today! #govcon #growthstrategy #consulting Ann Marie Bryant Earl Warrington Anthony Carlisi Martin Cummings Jon DeLapp Ron Thompson Julie Dyke Melanie Combs-Dyer Manjit Singh Sean O'Neill Sandy Peavy Natalie Horton Jamie Holcombe Dwight Yoder Leslie Barry Deepti Sharma Belinda Coleman Kimberly Pack Patricia A. Gietl Will Choi Emily Fuerst Sophia Parker Donald Frank Helene Johnson Anita Allen Joe Falit, PMP Wayne Berry Stephanie Mace Atacan Donmez Douglas Jefferson Praveen Bahethi Brady Wentlandt Cecilia C. Baldwin -- PMI-ACP, ITIL Shimul Ray Mauricio Peredo

"Many private sector organizations are looking at #governmentcontracting as a way to diversify their businesses in the face of macroeconomic pressures. However, the #federal government has grown increasingly selective about who it works with, and breaking into government contracting isn’t as easy as it might seem. That’s where #teamingagreements enter the picture. A teaming agreement is an arrangement in which a small business enters a partnership with a larger business to subcontract work on a government #bid or request for proposal (#RFP). These agreements are one of the most common avenues for new contractors to win business. However, teaming agreements can fall short of their goals if businesses fail to prioritize best practices for collaboration. To increase the likelihood of success, businesses must select teaming partners that are the right fit and then develop and maintain healthy working relationships over time." Read more from AJ Jernigan, MBA of Deltek in Industry Today Media: https://lnkd.in/gKdpShz5 #GovCon #B2G #Teaming #Partnering #MentorProtege #SBA #SmallBusiness #SmallBiz #PrimeContracting #SubContracting