Winning Government Contracts: Recent Episodes

Rick Porterfield

Many growing firms struggle to understand the Government market, write winning proposals, and get small business certifications that open doors. It shouldn’t be that way – especially since the Government is the largest buyer of goods and services in the world and the number 1 growth opportunity for small companies.My goal is to remove the mystery and open the Government market to you. Consider – what is it costing you every day NOT to do business with the Government? Probably lot!I’ve helped hundreds of companies just like yours win billions in Government contracts. Let’s start Winning Government Contracts!

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Learn why the Government market may very well be the key to unlocking greater business success for you.

  1. Why Government Contracts Are Your Path to Success

  2. • Statistics reveal a 48% chance of hitting $1 million in annual sales

  3. • Real-world success stories: From $150K to $33M and beyond

  4. • The government market advantage: Reliable payments, preference programs, and more

  5. Debunking the Myths: Why Many Shy Away from Government Contracts

  6. • Fear of the unfamiliar

  7. • Reluctance to learn new systems

  8. • How to overcome these mental barriers

  9. The Numbers Don't Lie: Government as the Ultimate Client

  10. • $562 billion spent annually - world's largest customer

  11. • Level playing field with open solicitations
  12. • Prompt payments and preference programs for small businesses

Join us as we unlock the secrets to building wealth through government contracts and learn why this often-overlooked market could be your ticket to becoming a millionaire!

For help writing proposals or with getting certified, visit winninggovernmentcontracts.com.

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In this episode, we dive deep into writing two crucial sections of your government contract proposal – The Executive Summary and Technical Approach.

  1. Executive Summary

  2. Key components:

  3. Tips for addressing agency needs

  4. Highlighting key benefits

  5. Technical Approach

  6. Detailed plan development

  7. Addressing RFP requirements
  8. Proposing innovative solutions
  9. Review and editing process

When writing a government contract proposal, focus on these key elements: craft a brief, powerful executive summary; align your solution with agency needs; mirror RFP language in your technical approach; innovate to stand out; and meticulously review your work. These steps will significantly boost your proposal's effectiveness and competitiveness.

Check out my new book on Amazon – just click the title: "Writing Proposals For Government Contracts: Strategies for Small and Medium Businesses" by Rick Porterfield

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Writing government proposals can be intimidating, but with the a common sense, structured approach, you can do it! This episode breaks down the initial steps of proposal writing, offering practical strategies to overcome writer's block and start crafting a winning proposal.

  • Break it down: Learn how to approach proposal writing in manageable steps
  • Free writing technique: A method to overcome writer's block and generate ideas
  • Key sections decoded: Master the Executive Summary, Technical Approach, and Past Performance
  • From draft to polish: Tips for reviewing, editing, and perfecting your proposal

Key Points:

  • Create an outline based on the RFP structure
  • Use free writing to get your ideas flowing
  • Craft a compelling Executive Summary
  • Develop a detailed Technical Approach
  • Showcase your track record in the Past Performance section
  • Review and edit your proposal thoroughly
  • Conduct a final compliance check

Resources:

  • For proposal writing assistance and certification help, visit winninggovernmentcontracts.com
  • For proposal templates and samples, visit proposalandcertificationsamples.com
  • Email info@federalpcs.com for more info

Check out my new book on Amazon – just click the title: "Writing Proposals For Government Contracts: Strategies for Small and Medium Businesses" by Rick Porterfield

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Writing government proposals is challenging, but it's essential for winning contracts. This podcast series demystifies the process. We'll cover strategies to help you tackle RFPs effectively and improve your proposal writing skills. Let's get started on your path to writing winning proposals.

  • Crack the RFP code: Learn to dissect and understand government RFPs
  • Master the art of proposal writing: A step-by-step approach that takes eliminates guesswork
  • Beyond the proposal: Strategies for building relationships, and market research that give you an edge
  • Turn proposal writing into a superpower!

Resources:

  • For proposal writing assistance and certification help, visit winninggovernmentcontracts.com
  • For proposal templates and samples, visit proposalandcertificationsamples.com
  • Email info@federalpcs.com for more info

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Capture Management is a foundational business practice that is as close to a prerequisite to success as you can get.

Key Points:

  • Capture Management is crucial for winning government contracts, involving market research, strategic planning, and proposal development
  • The seven key components of Capture Management are: Market Research, Capture Planning, Positioning and Strategy Development, Teaming and Partnerships, Proposal Development, Review and Refinement, and Submission and Follow-Up
  • Effective Capture Management can significantly increase your win rates and accelerate business growth, profits, and success.

Resources:

  • For more information, proposal writing assistance, and certification assistance visit winninggovernmentcontracts.com
  • Proposal templates and samples visit proposalandcertificationsamples.com

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Why bother doing business with the Government? It's a foundational question. Surely the red tape isn't worth it. Or is it? Find out in this episode.

Key Points:

  • Statistics show that targeting the government market dramatically increases a business's chances of hitting $1 million in annual sales
  • Government contracts offer stability, predictable revenue, and opportunities for growth
  • The government is the largest customer in the world, spending over $600 billion per year on contracts
  • Programs for small, minority, and woman owned businesses level the playing field.
  • Learn seven steps to get started in government contracting, including market research, registration, and developing a capability statement

Resources:
• For help writing proposals, getting certifications, and more, visit winninggovernmentcontracts.com
• Are you a do it yourselfer? We've got you covered. Visit proposalandcertificationsamples.com

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Mastering Government RFPs

Ever felt intimidated by government contracts? In this episode, I break down Request for Proposals (RFPs) into actionable steps that you can follow. Whether you're a seasoned contractor or just starting out, you'll discover insider tips to give your proposals a competitive edge.

Key concepts:

  • The anatomy of an RFP: What to look for and how to analyze it effectively
  • Pitfalls to avoid when responding to government RFPs
  • Strategies to make your proposal stand out from the competition
  • The power of storytelling in proposal writing
  • Practical tools and resources to jumpstart your proposal process

Plus, get motivated to help you jump in and get started writing proposals.

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In this episode, we delve into the recent changes announced by the Small Business Administration (SBA) regarding the 8(a) Business Development Program. Discover what these changes mean for small business owners, particularly the new requirement for a social disadvantage narrative. Plus, learn how you can prepare an effective narrative with a special resource.

Key Takeaways:

  • The SBA now requires most participants in the 8(a) program to submit a social disadvantage narrative.
  • This change was influenced by a district court ruling in Tennessee and a Supreme Court ruling regarding the use of race in college admissions.
  • The social disadvantage narrative should include detailed accounts of the social disadvantages faced and how they have impacted the business.
  • Participants must approach the narrative with honesty and diligence as it is critical in qualifying for the program.
  • Businesses owned by Indian tribes, Alaska Native Corporations, or Native Hawaiian Organizations are exempt from this new requirement.
  • We have developed a kit that guides companies in self-preparing their social disadvantage narrative, available on our website at this link

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Join host Rick Porterfield as he unveils OASIS+, the government's mega-contract worth a potential $100 billion over 10 years. OASIS, or One Acquisition Solution for Integrated Services, is now supercharged to cater to a broader range of professional services. From tech to logistics, OASIS+ is the ultimate government services mall.

But here's the kicker: it's not just for industry giants. OASIS+ welcomes diverse businesses, especially small and minority-owned ones. For contractors, this is a game-changer. With the proposal deadline on September 13, 2023, Rick shares essential tips and resources from proposalandcertificationsamples.com to help you get started.

Tune in, seize the OASIS+ opportunity, and elevate your government contracting game.

For templates to help you write your OASIS+ proposal, click here.
For links to the six OASIS+ RFPs, click here. 

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Maybe you would like to get a small business certification but aren't a member of a qualifying group (i.e., you aren't a monitory owned or woman owned business).   You still may be able to get certified.  Learn how in this podcast. 

Thanks for listening.  For the training you need to succeed and grow your business in government markets, sign up for Winning Government Contracts University by clicking here. For a low monthly subscription, you get training that others charge hundreds or even thousands of dollars for. 

We offer services to help you fget certified and write proposals.  To check out our services, visitwww.winninggovernmentcontracts.com.  We do coaching,  proposal writing, business planning, and applications for various small business certifications.

If you are a "do it yourselfer"(like me!) visit  www.proposalandcertificationsamples.com. Here you'll find samples, examples and templates to help you write winning proposals and prepare your certification applications.    

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DBE is an awesome certification, with a lot of advantages over other certifications.    In this episode, find out - 

  1. What the DBE Certification is
  2. The benefits of DBE  Certification
  3. How to qualify for DBE
  4. And more!

Thanks for listening.  For the training you need to succeed and grow your business in government markets, sign up for Winning Government Contracts University by clicking here. For a low monthly subscription, you get training that others charge hundreds or even thousands of dollars for. 

We offer services to help you fget certified and write proposals.  To check out our services, visitwww.winninggovernmentcontracts.com.  We do coaching,  proposal writing, business planning, and applications for various small business certifications.

If you are a "do it yourselfer"(like me!) visit  www.proposalandcertificationsamples.com. Here you'll find samples, examples and templates to help you write winning proposals and prepare your certification applications.    

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8(a) Certification is arguably the best certification to get, and also the hardest.  In this episode, find out - 

  1. What the 8(a) program is
  2. The benefits of the program
  3. How to qualify for the program
  4. How to apply for the program
  5. Why it's hard to get approved

Thanks for listening.  For the training you need to succeed and grow your business in government markets, sign up for Winning Government Contracts University by clicking here. For a low monthly subscription, you get training that others charge hundreds or even thousands of dollars for. 

We offer services to help you fget certified and write proposals.  To check out our services, visitwww.winninggovernmentcontracts.com.  We do coaching,  proposal writing, business planning, and applications for various small business certifications.

If you are a "do it yourselfer"(like me!) visit  www.proposalandcertificationsamples.com. Here you'll find samples, examples and templates to help you write winning proposals and prepare your certification applications.    

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I get this question quite a bit, and in this episode, I actually respond to related questions from a listener.

Can I change ownership, or can I start a new company with the right ownership, to qualify for certification? The answer is yes, it is possible, BUT you need to do it right. Or you'll have a really hard time getting your application approved.

In this podcast, find out the main things to consider if you are interested in doing this.

Thanks for listening. for more insight and training to help you grow your business in the government market, sign up for Winning Government Contracts University by clicking here. For a low monthly subscription, you get training that others charge hundreds or even thousands of dollars for.

We offer services to help you fget certified and write proposals. To check out our services, visitwww.winninggovernmentcontracts.com. We do coaching, proposal writing, business planning, and applications for various small business certifications.

If you are a "do it yourselfer"(like me!) visit www.proposalandcertificationsamples.com. Here you'll find samples, examples and templates to help you write winning proposals and prepare your certification applications.

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A lot of people are predicting a recession, PLUS gas prices are up, we could get drawn deeper into war - and that's just for starters!   What do we do as small business owners?  That's the topic of today's podcast.  

Join me as I discuss: 

  1. Can your small business grow and survive in a crisis?
  2. What not to do
  3. What to do
  4. And more!

Thanks for listening.  for more insight and training to help you grow your business in the government market, sign up for Winning Government Contracts University by clicking here. For a low monthly subscription, you get training that others charge hundreds of dollars for. 

To check out our services, visitwww.winninggovernmentcontracts.com.  We do coaching,  proposal writing, business planning, and applications for various small business certifications.

If you are a "do it yourselfer"(like me) visit  www.proposalandcertificationsamples.com. Here you'll find samples, examples and templates to help you write winning proposals and prepare your certification applications.  

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Over 300 awards, $15 billion, and a 10 year performance period for Information Technology and related services. That's Polaris. Approximately 100 awards will be made to small businesses, 80 awards to WOSB/EDWOSB, 80 to HUBZone and 80 to SDVOSB.

Service areas include -

  • Cloud Services
  • Cybersecurity
  • Data Management
  • Information and Communications Technologies
  • IT Operations and Maintenance (O&M)
  • Software Development
  • System Design

There are also several emerging technology service areas (very cool stuff), which include -

  • Advanced and Quantum Computing
  • Artificial Intelligence
  • Automation Technology
  • Distributed Ledger Technology
  • Blockchain
  • Edge Computing
  • Immersive Technology

Thanks for listening. for more insight and training to help you grow your business in the government market, sign up for Winning Government Contracts University by clicking here. For a low monthly subscription, you get training that others charge hundreds of dollars for.

To check out our services, visitwww.winninggovernmentcontracts.com. We do coaching, proposal writing, business planning, and applications for various small business certifications.

If you are a "do it yourselfer"(like me) visit www.proposalandcertificationsamples.com. Here you'll find samples, examples and templates to help you write winning proposals and prepare your certification applications.

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What if competition could be limited?  You'd have a greater chance of winning a contract!  Now, what if competition could be eliminated altogether? Well then you would have a 100% chance of winning.  This is possible and I've helped hundreds of comapnies get noncompetiive awards.

In this podcast episode, learn about the following, and more -

  1. What sole source procurements are
  2. The benefits of sole source procurements to you
  3. Who qualifies for sole source awards
  4. What can be awarded sole source to you
  5. How to get the government to award sole source contracts to you

In the podcast, I mention the need to educate customers about sole source awards, and sample brochures that are available for purchase on my website that you can use to show Government procurement personnel how to go about awarding sole source procurements to you.  Here's the links for those products.
HUBZone: http://www.proposalandcertificationsamples.com/store/p80/HUBZone_Customer_Education_Brochure_-_Editable.html

8(a): http://www.proposalandcertificationsamples.com/store/p82/8%28a%29_Customer_Education_Brochure_-_Editable.html

Note: Brochures for WOSB, EDWOS}B and SDVOSB coming very soon!

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This podcast may help you more than any other episode I have done so far. Overall, this episode will do the most for you and your business. It will move you ahead by drastically reducing the learning curve that you would normally go through.

In this episode, I help you make the decision whether the Government market is right for you or not!.

Assuming the answer is yes, I drastically shorten the learning curve by telling you what's important now, which includes the following 7 steps:

  1. Get registered in SAM.gov and DSBS - I also talk about optimizing these registrations, and how to optimize your website for Government procurement. Most people never consider these things.
  2. I tell you how to locate Government buying offices near you and locate your advocate in those offices.
  3. I tell you how to use SAM.gov to learn and gather info, and the types of info you can gather.
  4. What to do if it seems like drudgery and you aren't enjoying it.
  5. Putting Small Business certifications to work for you.
  6. When to get started.
  7. Emphasize the process and the results will come.

This one is a must listen.

As you know, Winning Government Contracts University is live! I have gotten a lot of great feedback from subscribers. To join the group, go to winninggovernmentcontracts.com, and click the WGCU link in the menu at the top.

The first 100 subscribers get a tremendous deal! $12 a month for a monthly subscription and $120 for a yearly subscription (purchasing a year in advance saves you an additional $24 off the monthly rate). Use coupon code WGCU for the monthly deal and WGCU2 for the yearly subscription.

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Economic Injury Disaster Loan (EIDL) payments begin as soon as next month, for many small businesses with monthly payments ranging from hundreds up to $2500/month. 

At the same time, there are supply chain issues hindering many industries.   Staffing shortages seem to be everywhere.  Inflation is up. gas prices are up.   Building materials and raw materials, also up. I could go on.  I see a "perfect storm" coming. 

It seems that many small businesses survived due to EIDL loans, but haven't recovered to the point that they will be able to make the loan payments. 

That is the subject of this podcast. I also include some thoughts on what could be done.   Please share this episode with others, and let me here from you.  It's important. My email is rick@federalpcs.com.

Also,  Winning Government Contracts University is live!  To join the group, go to winninggovernmentcontracts.com, and click the WGCU link in the menu at the top.  

The first 100 subscribers get a tremendous deal!  $12 a month for a monthly subscription and $120 for a yearly subscription (purchasing a year in advance saves you an additional $24 off the monthly rate).  Use coupon code WGCU for the monthly deal and WGCU2 for the yearly subscription.  

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The fast lane to growing your small business growth is to sell to the Government.  Nothing else comes close.  In this episode find out about – 

  1. The kind of growth other people like you are seeing,
  2. Why the Government is the best option for small business growth,
  3. The steps to getting into The Fast Lane (it’s not as hard as you think!!)

Also,  Winning Government Contracts University is live!  To subscribe, go to winninggovernmentcontracts.com, and click the WGCU link in the menu at the top.  

The first 100 subscribers get a tremendous deal!  $12 a month for a monthly subscription and $120 for a yearly subscription (purchasing a year in advance saves you an additional $24 off the monthly rate).  Use coupon code WGCU for the monthly deal and WGCU2 for the yearly subscription.  

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The government made some awesome, amazing, big changes regarding Small Disadvantaged Business (SDB) goals and they are about to change other goals as well.  These changes could literally help you make it big in the Government market this year.  Find out what the changes are and how they benefit you in this bonus episode.

Thanks for listening – please like, subscribe, and tell others about the Winning Government Contracts podcast.  Also, if you are getting anything out of these podcast – shoot me an email and let me know. Nothing fancy, just say, "Hey Rick, enjoying the podcasts.  Keep it up.”  (I like encouragement and feedback.  What can I say?)  My email is rick@federalpcs.com.

Rick Porterfield has over 38 years of experience in Government contracting and has helped thousands of firms make billions of dollars in business. 

To go deeper, click here to visit our website at winninggovernmentcontracts.com.

For help writing business plans, proposals, and getting certifications (including 8(a) DBE, HUBZone Woman Owned, Veteran Owned, etc.) click here for proposalandcertificationsamples.com

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This is an important question because these programs provide such huge advantages to small businesses. These programs actually limit competition and provide a level playing field for you to compete from. In this episode you'll find out -

  1. What set aside programs are.
  2. How they give small businesses an advantage in the Government market
  3. The special advantages they give to businesses owned by minorities, women, service disabled veterans, and others.
  4. How to determine if you qualify for one or more set aside programs
  5. And why (no joke) because of changes in dollars being set aside, there has absolutely never been a better time to make the Government your customer.
  6. And more!

Thanks for listening – please like, subscribe, and tell others about the Winning Government Contracts podcast. Also, if you are getting anything out of these podcast – shoot me an email and let me know. Nothing fancy, just say, "Hey Rick, enjoying the podcasts. Keep it up.” (I like encouragement and feedback. What can I say?) My email is rick@federalpcs.com.

Rick Porterfield has over 38 years of experience in Government contracting and has helped thousands of firms make billions of dollars in business.

To go deeper, click here to visit our website at winninggovernmentcontracts.com.

For help writing business plans, proposals, and getting certifications (including 8(a) DBE, HUBZone Woman Owned, Veteran Owned, etc.) click here for proposalandcertificationsamples.com

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What is your business' most valuable asset?  What is your most valuable asset? There is a difference and you may be surprised at what these assets are.  Find out in this Bonus Episode.

 I often have thoughts and things to say that aren't specific to Government contracting, but that would be beneficial to your business.  This is one of those things.  I want to start sharing these in these short Bonus Episodes.

Let me know what you think.  My email is rick@federalpcs.com - shoot me an email and let me know what you want to see.  You can say, "Rick, stick to the Government stuff" or maybe "Rick, hit us with all of it whether it's Government specific or not."

I like hearing from you.  Thanks for helping put this podcast in the top 10% in the world!

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Join me where the rubber meets the road! Sooner or later, to win contracts, you need to find solicitations and write proposals - that's where the rubber meets the road. This episode will provide a foundation and motivation to move you into proposal writing. Here's what I'll cover.

  1. The absolute best place to perform market research, gather data and intel, and learn to write proposals.
  2. Questions to ask yourself when considering whether to respond to a solicitation
  3. Tips for proposal writing
  4. Each type of solicitation
  5. What to do after you have submitted

Also, at the end I make a BIG ANNOUNCEMENT that I don't think you will want to miss.

Thanks for listening – please like, subscribe, and tell others about the Winning Government Contracts podcast. Also, if you are getting anything out of these podcast – shoot me an email and let me know. Nothing fancy, just say, "Hey Rick, enjoying the podcasts. Keep it up.” (I like encouragement and feedback. What can I say?) My email is rick@federalpcs.com.

Rick Porterfield has over 38 years of experience in Government contracting and has helped thousands of firms make billions of dollars in business.

To go deeper, click here to visit our website at winninggovernmentcontracts.com.

For help writing business plans, proposals, and getting certifications (including 8(a) DBE, HUBZone Woman Owned, Veteran Owned, etc.) click here for proposalandcertificationsamples.com

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Demystifying Business Plans

Business plans are important, but many entrepreneurs are intimidated by them. But business plans aren’t that hard – they are just unfamiliar and we are uncomfortable with unfamiliar things. This podcast simplifies the concept of business plans, strips them of their mystique, and makes them something that you can grab hold of and use.

In this podcast you’ll learn.

  • What a vision statement really is and how to write one for your business.
  • What a mission statement really is and how to write one for your business.
  • How a vision and mission statement can help you focus and write your business plan
  • How to “chunk it down”! How to break the process of achieving your vision into manageable pieces you can take action on right away.
  • We will look at some examples of great vision and mission statements,
  • We will actually walk through a simple business plan illustration that will clarify the process
  • and finally, we will actually create a business plan.

Wow that’s a lot, but we got it all done in just 25 minutes.

Thanks for listening – please like, subscribe, and tell others about the Winning Government Contracts podcast. Also, if you are getting anything out of these podcast – shoot me an email and let me know. Nothing fancy, just say, "Hey Rick, enjoying the podcasts. Keep it up.” (I like encouragement and feedback. What can I say?) My email is rick@federalpcs.com.

Rick Porterfield has over 38 years of experience in Government contracting and has helped thousands of firms make billions of dolars in business.

To go deeper, click here to visit our website at winninggovernmentcontracts.com.

For help writing business plans, proposals, and getting certifications (including 8(a) DBE, HUBZone Woman Owned, Veteran Owned, etc.) click here for proposalandcertificationsamples.com

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If you are an IT or technology firm (or even if you aren't) you'll be interested in this episode.

The long awaited POLARIS RFP is slated to be issued in early January2022. This is a huge program and provides tremendous opportunities for all types of small businesses. The Government plans to make over 300 awards and this is a $10 - $15 billion dollar program. That’s huge!

In this podcast, find out –

  1. Info about the RFP
  2. The service areas included I the RFP
  3. How you can participate (even potentially if you aren’t an IT firm)
  4. Services and proposal templates available to help you win an award.

I do offer proposal writing services and I also offer proposal samples and templates to help you win an award. I talk more about that in the podcast as well.

For info on our proposal writing services – email me at info@federalpcs.com to set an appointment to speak. To see what proposal templates we offer, visit https://www.proposalandcertificationsamples.com/polaris-downloads.html

What you should do now (before the final RFP is issued):

  1. Ensure your registration in beta.SAM.gov is current and complete. It should include NAICS 541512.
  2. Write the parts of the proposal that you know will be included like the professional employee compensation plan, uncompensated overtime plan, supply chain risk management and cyber security plan, etc. Again, samples and templates for many of these are available on my website.

Over the last 20 years I have helped nearly 1,000 firms win over $4 billion in work. I can help you too!

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You need to get these right at the start.  if you are starting a business, positioning your business, or restructuring your business in hopes of getting a lucrative small business certification, this episode is a must.  In this episode I talk about ownership and control. any certification you go after is going to consider these two criteria, and it is very important to get this right at the start (or as soon as possible).  

In this episode you will find out - 

  • What certifying agencies look for to verify ownership
  • What they look for to determine who controls the business
  • The pitfalls that could cause the reviewer to find problems with your ownership and control.

Rick Porterfield has over 38 years of experience in Government contracting and has helped thousands of firms win billions in government work. 

Send your questions to info@federalpcs.com.

To go deeper, click here to visit our website at winninggovernmentcontracts.com.

For help writing proposals and getting certifications (including 8(a) DBE, HUBZone Woman Owned, Veteran Owned, etc.) click here for proposalandcertificationsamples.com

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The Historically Underutilized Small Business (or HUBZone) certification is available to every small business.  You may qualify right now and not even know it, or, it may be easier to qualify than you think.  Nearly $20 billion a year is earmarked for HUBZone firms, and almost always the Government fall short of meeting this goal by $3 - $4 billion.  that means there is A LOT of room for you in the HUBZone market.  

In this podcast you will learn, 

  • The benefits of the HUBZone program
  • The qualifications for the HUBZone program
  • What to do if you don't qualify for the program, so that you do qualify for it.
  • How to apply for the HUBZone certification

Rick Porterfield has over 38 years of experience in Government contracting and has helped thousands of firms win billions in government work. 

To go deeper, click here to visit our website at winninggovernmentcontracts.com.

For help writing proposals and getting certifications (including 8(a) DBE, HUBZone Woman Owned, Veteran Owned, etc.) click here for proposalandcertificationsamples.com

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Sometimes when a solicitation comes out on SAM.gov, the government may have another firm in mind that they want to make the award to - in other words, it might be wired!.  As a small business person, you are way too busy to chase work that you can't win.  BUT - there are ways to tell if this is the case.

In this podcast, you will learn the 3 ways to tell if a solicitation is wired.   Don't worry - there is plenty of work available that isn't wired to another firm and you can still make money and succeed in the Government market.  you just need to be armed with this important information.

To go deeper, click here to visit our website at winninggovernmentcontracts.com.

For help writing proposal and certification applications click here for proposalandcertificationsamples.com

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Maybe you've heard of them - GWACs, GSA MAS, MATOCs, OASIS, STARS III, ALLIANT, Seaport-E.  What are they?  What does it mean to you as a potential Government contractor?  This episode is an introduction  to Government multiple award contracts.  Find out what they are, why you should be interested (hint: it's a great place to start winning government contracts), and how to get started.  

Email me at info@federalpcs.com
My websites are: www.proposalandcertificationsamples.com , and
www.winninggovernmentcontracts.com

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The Government market is different, and there is an organization out their, The University of Contracting (visit them at www.uofcontracting.com) that has a great concept for training new (an not so new) Government contractors how to succeed in the Government market.  To tell us more, I have the founders, Jim Neighbors, and Dr. George Goodwin with me on the podcast today.  These men are true experts in the field, and the platform is offered FREE until later this fall.  So listen in and find out how to use this valuable resource for your business and learn to Win Government Contracts.

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Sooner or later you will find yourself negotiating a deal.  This three-part series leads you in how to do it successfully In this final episode in the Negotiating For success series, you will earn how to actually conduct the negotiation session.   You'll learn - 

  • Effective negotiation abilities and skills
  • Negotiation style
  • Initializing the negotiation
  • Finalizing the negotiation
  • And more!

Special guest Ray Blevins is with us again providing practical insight on how to Negotiate for Success!  Ray has helped hundreds of small firms win in the government market.  He is a former Government Contracting Officer, a former Director of the Arkansas Procurement Technical Assistance Center, a consultant, and a teacher of college-level courses on Government contracting topics.   

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You may not get what you deserve, but you will get what you negotiate!  In Part 2 of our "Negotiating for Success" series, you will learn valuable info about how to develop your negotiation strategy.  This is an important, and often overlooked step in a successful negotiation.   You'll learn things like - 

  1. Why have a negotiation strategy
  2. What is a negotiation strategy
  3. The features of a successful negotiation strategy
  4. Negotiation process self-assessment
  5. Negotiation tendencies self-assessment
  6. And more

Special guest Ray Blevins is with us again providing practical insight on how to Negotiate for Success!  Ray has helped hundreds of small firms win in the government market.  He is a former Government Contracting Officer, a former Director of the Arkansas Procurement Technical Assistance Center, a consultant, and a teacher of college level course on Government contracting topics. 

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Successful negotiation is critical and yet can be such a struggle for small business owners.  This new series will remove the mystery and  equip you to negotiate for success so that you can reach the right deal and accomplish your business goals. 

In Part 1 of this new series, you will learn - 

  1. Pre-preparation procedures for negotiation
  2. How to use pre-preparation information to create your action plan for negotiation and determine cost parameters.
  3. How to determine your negotiation strategies.

We have a special guest for this episode, Ray Blevins.  Ray has helped hundreds of small firms win in the government market.  He is a former Government Contracting Officer, a former Director of the Arkansas Procurement Technical Assistance Center, a consultant, and a teacher of college level course on Government contracting topics.  

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Who are the players?  You need to know!! These are specific people in the Government market that you need to know.  why?  Because they can help you win government contracts.  They are - 

  1. Small Business Specialists - it's actually this persons job to help you.  In this podcast, find out who they are and how they can help you break into the Government market.
  2. The End User - this is a key decision maker.  In this podcast, find out who they are and the key message you want to convey to them.
  3. Influencers - these people have great influence on the award decision.   Find out who they are and the key message you want to convey to them.
  4. Procurement Personnel - these are the "gatekeepers".  Find out who these people are and the message you want top convey to them.

All of these are people who can help you,. but they all have differing needs, so you want to target your message to them.  It's not hard.  You can do it.  Find out how. 

For help winning government contracts visit my website www.winninggovernmentcontracts.com.

For help writing proposals, visit  www.proposalandcertificationsamples.com 

Email your questions to me at info@federalpcs.com.

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Marketing to Government customers different than what most entrepreneurs are used to.  learn tips on developing a successful Government marketing strategy in this episode. 

For more info visit www.winninggovernmentcontracts.com.

Email your questions to me at info@federalpcs.com. 

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The Government is a different animal and requires a different marketing approach.  In this first part of a series on marketing to the Government, find out how to locate Government customers who buy what you sell. 

For more info, visit www.winninggovernmentcontracts.com.

Email your questions to me at info@federalpcs.com.

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For every small business that qualifies for a small business certification (like MBE, WBE, etc.), there are dozens who, for one reason or another, don't qualify.   Because certifications are so valuable, many of these businesses who don't qualify, want to restructure there business ownership so that it does qualify.  It's possible top do this, but it isn't as you might think.

In this episode, I talk about the number one tripwire that companies run into when they try to restructure in order to qualify for a small business certification. 

For more info, visit www.winninggovernmentcontracts.com.

Email your questions to me at info@federalpcs.com.

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I'm talking about registration in the System for Award Management (SAM).  To receive an award or a payment from the Federal government, you have to be registered in SAM.  SAM is self explanatory, but there are some tips and tricks that will enure a quick approval, and help you avoid catastrophe in the event you make a mistake in your registration.  

A must listen for a prospective Government contractor, and people with a current SAM registration. 

Important links mentioned in the episode. : 
SAM.gov
fedgov.dnb.com 

Visit www.winninggovernmentcontracts.com.

Send your questions to info@federalpcs.com

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With the right strategy, it is possible to win big in the Government market in a short amount of time.  The story of "Chuck" proves this.  He went from having never done business with the Government, to winning $1 million in contracts in just two months.   In this episode find out how he did it, including  - 

  • How to find opportunities that you can win.
  • How to make bid/no-bid decisions
  • Organizing and writing winning proposals

And a lot more. Visit www.winninggovernmentcontracts.com.

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Small business certifications open doors to winning Government contracts, but do you qualify?  Find out in this episode of Winning Government Contracts.  The episode covers topics that effect qualifying for certifications such as,  

  • Business size
  • Ownership
  • Control
  • Personal Net Worth
  • And more!

As always, you get much more including inspiration for targeting the government market.  So listen and act on what you are hearing. 

Please like, subscribe, leave a five star review, and send your questions to me at info@federalpcs.com. 

Visit my website at www.winninggovernmentcontracts.com.

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Choosing the right certification is a key to success in winning government contracts!  In this episode, find out:

  • How to choose the best certification for your business?
  • What to do if youi don't qualify for a certification?
  • Plus, answers to listener submitted questions.

As always, you get much more including inspiration for targeting the government market.  So listen and act on what you are hearing. 

Please like, subscribe, leave a five star review, and send your questions to me at info@federalpcs.com. 

Visit my website at www.winninggovernmentcontracts.com.

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My friend Jay sent me a question this week,  "What is the best approach, in sequence to get started with winning government contracts."  That's a great question and there is a three step road map that I take clients through that takes them from zero to 100 - from having never done work with the Government to success in the Government market.  In this podcast episode, I will share this road map with you, and you can use it to win in the Government market.

Please like, subscribe, leave a five star review, and send your questions to me at info@federalpcs.com. 

Visit my website at www.winninggovernmentcontracts.com.

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Small Business Certifications are keys that open doors to winning government contracts.  Many people don't understand what certifications are, or how they can benefit them in business.  Find out in this episode! 

As always, there will be practical advice, tips for success, and motivation.  Listen and be inspired to pursue Winning Government Contracts

We will cover -

  • What is certification?
  • How can certification benefit your business?
  • Tips for leveraging certifications to win contracts.
  • Can you succeed if you don't have a certification?
  • A brief overview of the various types of certifications.

Thanks for listening.  Please subscribe and share and leave a five star review!.

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There are so many reasons not to do business with the government!  The red tape, rules, and regulations. They probably don't buy what I sell?  It's too hard?  There are always plenty of excuses to go around - but the bottom line is this - research proves that the Government market is the number one growth opportunity for small businesses!  Everything else is a distant second.

Learn more in this podcast.  Be sure to like, subscribe, share and leave a five star review!

Visit our website at www.winninggovernemntcontracts.com.