Shows
FedBiz'5Top 5 Tips for New Government Contractors (That You Might Not Know Yet)In this episode of FedBiz'5, host Bobby Testa shares practical, real-world advice for small businesses entering the government marketplace. Pulled from our popular "Top 10 Tips for New Government Contractors" blog, Bobby dives into the five most critical lessons new contractors need to know.Key Takeaways:Learn the FAR: Focus on Parts 12, 13, and 19 to understand commercial items, simplified acquisitions, and small business programs.Optimize Your SAM.gov Profile: Your SAM registration is your storefront—make it complete, accurate, and keyword rich.Choose Strategic NAICS Codes: Align your codes with wh...2025-04-2809 minFedBiz'5The 2025 Stopgap Shake-Up: Winners, Losers, and What to Do NextIn this episode of FedBiz'5, host Bobby Testa breaks down the recently signed stopgap funding bill and what it means for government contractors heading into the rest of Fiscal Year 2025.The stopgap bill—signed into law by President Trump on March 15—keeps the government funded through the end of September 2025. But while the total budget may look similar to last year, a closer look reveals major changes in how those dollars are being allocated. With defense spending seeing a $6 billion increase and non-defense discretionary funding dropping by $13 billion, the impact across different sectors is already being felt.2025-04-0307 minFedBiz'5New Administration, New Challenges: How to Stay Ahead in Government ContractingIn this episode of the FedBiz'5 podcast, host Bobby Testa sat down with senior government contracting specialist Frank Krebs to discuss the changing landscape of government contracting under the new Trump administration. With small businesses wondering what 2025 holds, Frank provided key insights and strategies to stay competitive.What Small Businesses Should ExpectWith the administration’s first 100 days underway, many agencies like the Department of Education and the EPA are facing potential budget cuts, creating uncertainty. However, Frank emphasized not to panic—billions in government contracts will still be available, particularly in s...2025-02-1408 minFedBiz'5From Soldier to Entrepreneur: A Veteran's Path to Government Contracting SuccessThis week, host Bobby Testa spoke with Lee Gilliard, a U.S. Army veteran, real estate expert, and founder of Bennu Contracting Services. Lee shared his inspiring journey into entrepreneurship, his vision for government contracting, and practical tips for small businesses navigating the federal marketplace.From Army Veteran to Business OwnerLee Gilliard began his career in the U.S. Army, developing discipline and leadership skills. After eight years of service, he used his GI Bill to earn an MBA and launched a successful real estate career in Charleston, SC. With over 20 years...2025-01-2011 minFedBiz'5Year-End Wrap-Up for Government Contractors + a Look Forward at 2025 Trends2024 is a WRAP! If you’re a government contractor looking for insights to stay ahead in the federal marketplace, this episode had you covered. Host Bobby Testa wrapped up the year with key takeaways on trends, challenges, and what to expect in 2025. Here’s what you need to know.Technology’s Impact on Government Contracting2024 saw a major rise in technology adoption across federal contracting. Tools like AI-driven analytics and e-procurement systems are making processes faster, smarter, and more transparent.Why this matters:Streamlined processes sav...2024-12-1705 minFedBiz'5Decoding Government Contract Opportunity TypesNavigating the federal contracting landscape can be challenging, especially when deciphering notices on SAM.gov. In the latest FedBiz'5 podcast, we explored the types of contract opportunities available and how contractors can leverage them to succeed. Here’s a breakdown of the key notices and what they mean for your business.1. Award Notices and Special NoticesAward Notice: Announces contract awards, detailing award amounts and successful bidders. While no action is required, these notices offer insights into pricing and potential subcontracting opportunities.Special Notice: Used to share event de...2024-11-2214 minFedBiz'5Your Digital Front Door: Why Every Government Contractor Needs a Landing PageIn this episode of FedBiz'5, host Bobby Testa delves into a crucial yet often overlooked topic for businesses looking to break into or expand within the government marketplace: online visibility and a dedicated government landing page.Imagine you’ve invested time and resources to win federal contracts, but the agencies you’re pitching to can’t easily find relevant information about your business. Sound familiar? That's where a government landing page comes in—acting as your digital front door to federal opportunities. Bobby explains how this specialized page serves as a centralized hub, showcasing your capabilities, past performa...2024-10-2803 minFedBiz'5GovVisibility: Strategies for Standing OutVisibility is key in government contracting. On this episode of FedBiz'5, new host Bobby Testa dives into this critical topic with senior government contracting specialist Frank Krebs. Their insightful discussion, geared towards enhancing your company’s visibility to government buyers, is packed with valuable strategies and tips.Understanding the Role of Contracting OfficersContracting officers play a pivotal role in the procurement process, tasked with finding companies that can fulfill government needs. This involves extensive market research to identify potential vendors that can meet specific requirements, often looking within socioeconomic categories such as ve...2024-09-1008 minFedBiz'5Mastering the Proposal Process for Government ContractsWelcome back to our detailed discussion on mastering the proposal process, a crucial stage for success in government contracting, brought to you by the latest episode of FedBiz'5. Host Jesse Sherr and expert Frank Krebs delve into the essentials of creating compelling government proposals.Understanding Proposal SignificanceFrank Krebs emphasizes that a proposal is your chance to showcase your value and how well you understand the government's needs. Mastering this document is vital as it determines whether your business can compete effectively in the government marketplace.Starting Points: Understanding Solicitation...2024-04-1205 minFedBiz'5Making Connections with Government BuyersThe latest FedBiz'5 episode, featuring Jesse Sherr and Frank Krebs, offers a deep dive into engaging with government buyers and contracting officers—crucial for anyone looking to make headway in this sector.Understanding the importance of initial contact with government buyers is vital. Frank Krebs emphasizes that this first step is about building a connection and understanding government needs, rather than just selling. It's crucial for small businesses to align their solutions with government priorities proactively, as waiting until opportunities are formally announced can be too late.Preparation is key; knowing an agency's mission and ho...2024-02-2904 minFedBiz'5Talking FAR with FrankIf you've been navigating the labyrinth of Federal Acquisition Regulations (FAR) and finding it a tad overwhelming, you're not alone. That's why you need to tune into the latest episode of FedBiz'5, where host Jesse Sherr and FAR guru Frank Krebs break it down for us in a way that's as enlightening as it is entertaining. Why Listen to This Podcast? Frank Krebs, a seasoned government contracting specialist, joins Jesse in a candid conversation that strips away the complexities of FAR. They dive into what makes FAR the backbone of federal procurement and...2023-12-0405 minFedBiz'5Harnessing the Power of Forecasting in Government ContractingNavigating the complex world of government contracting can be daunting for small businesses and government contractors. This new episode of the FedBiz'5 Podcast, hosted by Jesse Sherr with guest Frank Krebs, a seasoned government contracting specialist, shines a light on the indispensable skill of forecasting for success in this competitive sector.Forecasting is likened to a business's GPS, guiding companies through the competitive landscape to identify and prepare for opportunities before they become visible to the competition. This proactive approach is crucial, especially for small businesses aiming to gain an edge over larger firms.Krebs...2023-11-0804 minFedBiz'5Why Getting Ready Now for FY2024 MattersHost Jesse Sherr sits down with government contracting specialist, Frank Krebs, to discuss the importance of early preparation for the upcoming fiscal year. They delve deep into the misconceptions surrounding government contracting and provide valuable insights for small businesses.Key Takeaways from the Episode:Government Contracting is for Everyone: Contrary to popular belief, government contracting isn't just for big businesses. The government is a vast buyer, and there's a slice of the pie for everyone, including small businesses.The Importance of Early Preparation: Just like any big event, you wouldn't...2023-10-1006 minFedBiz'5FEMA: How Government Contractors Can Help Rebuild CommunitiesIn episode 50 of FedBiz'5, Jesse Sherr welcomed Senior Contract Specialist, Frank Krebs, for a deep dive into how businesses can effectively collaborate with the Federal Emergency Management Agency (FEMA) during disaster response initiatives.The Role of FEMA During DisastersWhen natural disasters strike, as was seen with Hurricane Idalia in Florida, FEMA's role intensifies. Its goal? To partner with suppliers and stakeholders in rebuilding and relief efforts. The bridge between the agency and potential suppliers is the Industry Liaison Program (ILP).Getting Noticed by FEMAFrank Krebs...2023-09-2006 minFedBiz'5Preparing a Bid that Fits My Core CompetencyGovernment contracting can be a lucrative avenue for businesses looking to expand their portfolio. However, understanding the intricate details and requirements is paramount. In this episode of FedBiz'5, Jesse Sherr sat down with Senior Contracting Specialist, Frank Krebs, to discuss the crucial steps a small business needs to take when deciding if they should bid on a government opportunity that aligns with their core competencies.The PreliminariesFrank emphasizes the importance of thoroughly reading the government's statement of work and any request for proposal (RFP) or quote before diving into the bidding process...2023-09-0508 minFedBiz'5Insite Consulting - Helping Businesses and Communities GrowMs. Tonya Crist – Making an impact by driving growth. “We like playing in the dirt for a living!”Tonya is the co-founder of Insite Consulting Group LLC (“ICG”), specializing in economic development, site selection, and infrastructure assessment and development. She helps businesses and communities grow by preparing them to attract jobs and investment. With 30 years of experience and a proven track record of success, Tonya has represented some of the largest organizations in the world in making multi-million and multi-billion-dollar decisions. ICG also provides an array of a...2023-08-0706 minFedBiz'5MatchMaker: Game-Changing Tool for Government ContractorsMatchMaker is an affordable monthly subscription service providing businesses with a clear roadmap for navigating government contracting and building buyer relationships. It offers visibility, expert consultations, a tailored weekly opportunities list, all with a step-by-step government marketing strategy. It's all about helping businesses consistently market their business to help them win government contracting awards.Are you a business interested in government contracts? MatchMaker is truly a game changer for those looking to make their mark in the government contracting space. This new subscription service helps you find and pursue award opportunities. It's like...2023-07-1006 minFedBiz'5The Keys to Writing Winning PropsalsThe keys to proposal writing are to make sure you clearly understand what the government agency is asking for and can meet their requirements. This is your “Go - No Go” decision point and saves you time and resources from chasing solicitations you cannot qualify for or fulfill. Be realistic in your approach and prepare in advance so you can compete for and win on the proposals that meet your capabilities.In this episode of FedBiz’5 we host Darrell Hammond, a senior proposal development consultant that handles capture management and proposal management. For over 10 years Darrel...2023-06-1913 minFedBiz'5Does Your Elevator Pitch Open Doors?In today’s fast-paced world, people’s attention spans are short. You only have about 30 seconds to grab someone’s attention before you lose the opportunity. Always leave them wanting more!In this episode of FedBiz’5 we host Senior Contracting Specialist and former Federal Government Contracting Official, Frank Krebs to explain the importance of a well-rehearsed 30-second introductory elevator pitch. Having a clear and concise company pitch is crucial when you want to catch someone’s attention quickly. Whether you’re meeting a representative at a networking event, conference, or making a cold call, you ne...2023-05-3007 minFedBiz'5Contract Command: Mastering Market Research for Government Success | Episode 44Government contracting can be a profitable avenue for businesses looking to expand their operations. However, the process of bidding on contracts can be time-consuming and challenging. One way to increase the chances of winning contracts is to conduct proper market research in the government marketplace. By using the right research tool, businesses can identify when and where contracts become available, what agencies are involved, who previously won similar contracts, and who is the right agency point of contact.In this episode of FedBiz’5 we host Barry Nelson, an expert in government contracting market re...2023-05-1208 minFedBiz'5ChatGPT & Artificial Intelligence Impact for Government Contractors | Episode 43The implications of ChatGPT and AI for the federal contracting industry are significant. By automating time-consuming tasks like proposal development and contract management, contractors can focus on more strategic aspects of their business, such as identifying new opportunities and building relationships.In this episode we host the Marketing Director for FedBiz Access, Ryan Sherr, to explore the impact of ChatGPT and AI on the government contracting landscape. We'll examine ChatGPT, its potential uses in government contracting, and how it's poised to revolutionize the industry.ChatGPT is a language model...2023-04-1805 minFedBiz'5Should My Small Business Respond to a Sources Sought or RFI? | Episode 42The purpose of a sources sought notification is to determine if a small business can perform required contract work, while a Request for Information’s (“RFI”) purpose is to collect written information about the capabilities of various suppliers. Where a sources sought notification may seek to learn more about performance ability relative to a defined future requirement, an RFI seeks to obtain more specifics including commercial practices and pricing,In this episode of FedBiz’5 we host Senior Contracting Specialist and former Federal Government Contracting Official, Frank Krebs, to discuss if your business should respond to a source...2023-04-0508 minFedBiz'5How the Government Begins Its Procurement Lifecycle | Episode 41All government procurement begins with either an idea or need by a government agency. The procurement lifecycle starts with market research and determining whether the size of the contract meets the simplified acquisition threshold for a small business set-aside award. It’s important for businesses to get involved in this process early and the best way to do that is by creating relationships with government buyers.In this episode of FedBiz’5 we host Senior Contracting Specialist and former Federal Government Contracting Official, Frank Krebs, to discuss how the government begins its contracting lifecycle.The...2023-03-2407 minFedBiz'5Engaging Government Buyers | Episode 40Who in the federal government should a small business reach out to so that they can build a relationship? It takes targeted market research to identify the federal agencies whose needs most closely align with your core competencies. Then, it takes grit and patience to build win-win relationships.In this episode of FedBiz’5 we host Senior Contracting Specialist and former Federal Government Contracting Official, Frank Krebs, to discuss the importance of building relationships with government buyers and contracting officers.Once targeted agencies are identified, it's important to reach out directly to these buyers an...2023-02-2408 minFedBiz'5Eileen Kent - The Federal Sales Sherpa | Episode 39It takes grit to get out there and make the sales. You have to be willing to do the research, walk the halls, bang on doors, and make the phone calls to be successful in government contracting.In this episode we host The Federal Sales Sherpa, Eileen Kent. Eileen has 20 years of experience training over 10,000 federal contractors and helping 350+ companies be successful with custom built federal sales action plans utilizing her ‘Three-Step Program':1. Training Your Team on Selling to the GovernmentA business ne...2023-01-3109 minFedBiz'5Your Government Readiness Level - Part 2 | Episode 38Your Government Registration Level (“GRL”) is your roadmap from registration to award. Did you win any awards in 2022? Make sure your foundation is set by following an established process known as your GRL. Click Here to listen to Part 1 of this Podcast.In this episode we host Senior Government Contracting Specialist, Frank Krebs, to discuss Levels 3, 4, and 5 of your roadmap to government readiness by following a process for becoming a successful government contractor.What is your Government Readiness Level?2023-01-0608 minFedBiz'5Your Government Readiness Level - Part 1 | Episode 37Your Government Readiness Level (“GRL”) is your roadmap from registration to award. Did you win any awards in 2022? Make sure your foundation is set by following an established process known as your GRL.In this episode we host Senior Government Contracting Specialist, Frank Krebs, to discuss your roadmap to government readiness by following a process for becoming a successful government contractor.What is your Government Readiness Level?Level 1: Get Registered and Optimized - SAM and DSBSLevel 2: Crea...2022-12-1907 minFedBiz'5What’s After SAM? | Episode 36The System for Award Management, commonly referred to as “SAM,” is your first step in becoming a government contractor in a process known as your Government Registration Level (“GRL”). It is sometimes called your ‘accounting record’ and is used as the primary database by the U.S. Government Services Administration (“GSA”) for vendors doing business with the federal government. In this episode we host Senior Government Contracting Specialist, Frank Krebs, to discuss your first steps in the GRL, and what steps come after your initial SAM registration.The SAM and...2022-11-2805 minFedBiz'5CMMC – Don’t Get Left Behind | Episode 35Cybersecurity Maturity Model Certification (“CMMC”) is a cybersecurity requirement that is coming down through the U.S. Department of Defense (“DoD”), and it will ultimately affect all suppliers throughout all the tiers in the supply chain for DoD contracts. In this episode we host Scott Dawson, President of Core Business Solutions, discussing the new cybersecurity requirements for large primes through small business subcontractors; anywhere that information is being exchanged or contracts are being put in place to support defense contracts. To safeguard sensitive national security information, the DoD launch...2022-11-1005 minFedBiz'5Get Your Start by Subcontracting | Episode 34Why would a business want to subcontract under a prime contractor for the federal government? It can open the door to many more contracting opportunities allowing you to build a past performance track record and help you create relationships within the federal government.In this episode we discuss starting in federal contracting by subcontracting. This is a good way to open the door to more opportunities and build experience within the contracting marketplace.First, it's a great way to increase revenue. Secondly, if you're new to the business of government contracting, it's a...2022-10-2806 minFedBiz'5Your Capability Statement Makes a Difference | Episode 33A professional Capability Statement is your ‘Government Resume’ and a powerful tool you can use to make a great first impression.Your Capability Statement should be a concise, aesthetically pleasing document that speaks to your business's competencies. Its purpose is to provide specific information that will convince buyers in government agencies and at prime contractors to do business with you. When written well, a Capability Statement will help differentiate your business from others.A quality Capability Statement is your opportunity to make a positive and lasting first impr...2022-10-1205 min
FedBiz'5Find Targeted Buyers | Episode 32FedBiz Find Provides Access to Award History and Targeted Points of ContactDid you know the majority of federal contracts are repeat orders? In fact, approximately 90% of service contracts expire within 2-3 years but are renewable.Wouldn’t you like to know more about these expiring contracts and who to contact? Who buys what you sell and how much they paid?FedBiz Find provides you with the award history and specific agency and office, with contact emails and phone numbers, of who you should be targeting.To find...2022-09-3005 minFedBiz'5Client Teams with FedBiz Access for New Opportunities | Episode 31Marc Schulman, CEO and Founder of Advocate Consulting Group, LLC (“ACG”), leads a team of professionals providing medical devices and diagnostic testing resources for the medical community, federal government, private industry, and school systems. ACG distributes a wide array of point-of-care and over-the-counter medical test kits and a catalog of certified personal protective equipment (“PPE”). Marc previously served in the U.S. Navy, and ACG is SBA Certified as a Service-Disabled Veteran-Owned Small Business (“SDVOSB”). After his naval service, Marc worked in the corporate world as a turnaround specialist for Fortune 50 companies and has mentored hundreds of e...2022-09-1306 minFedBiz'5Benefits of the Veteran Certification | Episode 30In its mission to care for veterans, the federal government developed the veterans set-aside certifications for Veteran-Owned Small Businesses (“VOSB”) and Service-Disabled Veteran-Owned Small Businesses (“SDVOSB”). Per the SBA there are approximately 2.5 million veteran owned businesses in the U.S., but only 15,299 are certified through the Veterans Administration (“VA”).In this episode of FedBiz’5 we are hosting Amanda Bach from FedBiz Access to discuss the benefits of the veteran certification program.The federal government has set-aside and sole source contracts available for veteran-owned small businesses that have been certified...2022-08-2303 minFedBiz'5Recession Proof Your Business | Episode 29Government contracting is a good way to expand your business opportunities in preparation for a potential downturn in the economy.In this episode of FedBiz’5, we are hosting Amanda Bach from FedBiz Access to discuss the how you may be able to recession proof your business by expanding your government contracting opportunities.So why is it important for businesses to learn about and understand government contracting in preparation as the U.S. and world economies approach a forecasted recession?With persistent inflation, a likely increase in the Federal Reserve in...2022-07-2604 minFedBiz'5The Importance of SAM | Episode 28SAM ("System for Award Management") is a federal registration that is required if you are going to participate in the federal market. It is sometimes called your “accounting record” and is used as the primary database of vendors doing business with the federal government. In this episode of FedBiz’5, we are hosting Cassie Elbany from FedBiz Access to discuss the importance of your SAM registration.SAM can be found on the official government website (SAM.gov) used to register entities for government contracts or grants.When you register in SAM you...2022-06-3005 minFedBiz'5September Spending: “Use-It-or-Lose-It” | Episode 27The month of September marks the end of the federal government’s fiscal year and the beginning of its annual year-end spending spree. In this episode of FedBiz’5, we are hosting Amanda Bach from FedBiz Access to discuss the advantages of marketing your business to the Federal Government for ‘September Spending.’During the month of September, federal agencies typically scramble to spend what’s left in their annual budget, for fear that leaving excess funds unspent may prompt Congress to spend less in the following year. It is known as “use-it-or-lose-it” spending, and it...2022-06-2404 minFedBiz'5Marketing Your Business to the Federal Government | Episode 26Do you know who your buyers are?In this episode of FedBiz’5 we are hosting Anthony D’Attore from FedBiz Access to discuss marketing your business to the Federal Government.Once you complete your SAM and DSBS registrations, your next step is to market your business to federal buyers who buy what you sell.Your Capability Statement is your government resume representing your business. It is your opportunity to make a good first impression and highlight your strengths and experience. To successfully market your...2022-06-1604 minFedBiz'5Create an Effective Capability Statement | Episode 25A Capability Statement is your government resume representing your business. It is your opportunity to make a good first impression and positively impacts your ability to win awards.In this episode of FedBiz’5 we host Anthony D’Attore from FedBiz Access to discuss what makes a Capability Statement effective.A Capability Statement is usually a one-page government centric resume for your company. Just like in a job interview scenario, it is your opportunity to highlight your strengths and experience.It should be a concise, aesthetically pleasing, document that...2022-05-3108 minFedBiz'5FedBiz Helps Client Grow Her Business FedBiz’5 | Episode 24Tiffanye Paige – Making an impact on the community by driving change.Tiffanye is the founder and president of Sampson, Jefferson and Associates (“SJA”), a consulting firm she launched 2017 to partner with healthcare, educational, and business organizations to drive and sustain cultural changes for effectiveness and efficiency. “Looking at all of the necessary certifications and things needed to be successful within the government space, I started doing research and found FedBiz Access. It truly was a godsend,” said Tiffanye. Tiffanye began working with FedBiz Access in 2019 and was awarded the Women-Owned...2022-05-1606 minFedBiz'58(a) – Helping Minority and Small Disadvantaged Businesses Grow | Episode 23The 8(a) Business Development Program and Certification helps minority and small disadvantaged businesses grow through a program of federal contracting preferences and set asides with the goal of awarding at least 5% of all federal contracting dollars to qualified businesses. Last year the program exceeded its goal and awarded approximately $60 billion or almost 10% of all federal contracting dollars.In this episode of FedBiz’5 we are hosting Amanda Bach from FedBiz Access to discuss the benefits of the 8(a) Business Development Program and Certification (“8(a)”).The goal of the 8(a) program is to...2022-05-0604 minFedBiz'5Benefits of the HUBZone Certification | Episode 22To encourages economic development in Historically Underutilized Business Zones - "HUBZones" – this SBA set-aside certification provides federal contracting opportunities to qualified small businesses located in distressed areas to help empower communities, create jobs, and attract private investment.In this episode of FedBiz’5 we are hosting Amanda Bach from FedBiz Access to discuss the benefits of the HUBZone certification.The goal of the HUBZone program is to fuel small businesses in historically underutilized business zones in urban and rural communities by awarding at least 3% of federal contract dollars to H...2022-04-2205 minFedBiz'5GSA Schedule - Establish a Long-Term Relationship with the Federal Government | Episode 21Government agencies spent approximately $60 billion through the GSA Multiple Award Schedule (“GSA MAS”) program (including the VA). The MAS contract registration procedure streamlines the federal procurement process.In this episode of FedBiz’5 we are hosting Anthony D’Attore from FedBiz Access to discuss the GSA MAS as one of the best ways to establish a long-term relationship with the Federal Government.The GSA MAS is a long-term contract issued by the General Services Administration (“GSA”) and is also referred to as the Federal Supply Schedule. It is a mult...2022-04-1204 minFedBiz'5Multiple Award IDIQ Contracts – Get on the Team | Episode 20A Multiple Award IDIQ (Indefinite Delivery, Indefinite Quantity) Contract is pre-competed and awarded to a select group of companies with an opportunity to participate in that particular contract based on their proposals for specific delivery or task orders within the IDIQ contract.In this episode of FedBiz’5 we are hosting Anthony D’Attore from FedBiz Access to discuss Multiple Award IDIQ Contracts as a way to get in on a pre-competed contract.IDIQ stands for indefinite delivery, indefinite quantity. In other words, contracting officials know they're going to need certain goods or s...2022-04-0804 minFedBiz'5Subcontracting and JV Teaming: A Good Place to Start | Episode 19Very often the quickest way to break into the government contracting market and gain some history with the federal government is as a subcontractor or in a joint venture (“JV”) teaming arrangement with a more experienced contractor.In this episode of FedBiz’5 we are hosting Anthony D’Attore from FedBiz Access to discuss subcontracting and joint venture teaming as a good place to start in government, especially to build a record of successful performance.In a subcontracting arrangement, the prime contractor is the party who gets awarded the contract and may utilize...2022-03-2206 minFedBiz'5Open Solicitations: Go – No Go | Episode 18In this episode of FedBiz’5 we host Anthony D’Attore from FedBiz Access to discuss open solicitations, and what you need to know to move forward (or not). The key is not to spend time chasing open solicitations that you cannot fulfill.Solicitations, sometimes referred to as ‘opportunities’, are requests that solicit bids to initiate the procurement process for goods and/or services. These solicitations can take a multitude of forms or notification types.Open Solicitations Open solicitations are posted in SAM.gov as an RFQ (Request for Quote) or RFP (Request for Propo...2022-03-1107 minFedBiz'5Expiring Contracts – Get the Inside Track | Episode 17Approximately 70% of expiring contracts are recompeted and research can give you the inside track by knowing who issued the award, who won the award, and for how much.In this episode of FedBiz’5 we are hosting Anthony D’Attore from FedBiz Access to discuss expiring contracts, and how this can give you the inside track into developing relationships with contracting officers.Expiring contracts refer to the approximately 70% of all federal contracts that are recompeted. In other words, a business was originally awarded the contract, the contract reaches the end of its contract term, and...2022-02-2107 minFedBiz'5Market Intel – Your Roadmap to Success | Episode 16Database allows contractors to find open solicitations, upcoming opportunities, expiring contracts, and hidden future opportunities that aren't visible to the public. In this episode of FedBiz’5 we host Ryan Sherr from FedBiz Access to discuss the features and benefits of the Market Intel Database and in particular the Roadmap to Success.The Market Intel Database is one of the most advanced databases for business development and research in the government contracting marketplace, including federal, state, and local contract opportunities. The search capabilities in the database provide government cont...2022-02-1006 minFedBiz'5How to do Business with FEMA | Episode 15FEMA seeks local companies within a disaster area for goods and services.In this episode of FedBiz’5 we are hosting Ashley Duwel, Government Contracting Senior Analyst, to discuss how to do business with the Federal Emergency Management Agency (“FEMA”). With the recent disaster events like the tornados that moved across western Kentucky, disaster relief has been a hot topic in the government contracting community.To help our country be better prepared the Department of Homeland Security has established FEMA’s Industry Liaison Program (“ILP”). The ILP creates strategic rela...2022-01-2603 minFedBiz'5FedBiz Partners with Govology for FedBiz-U | Episode 14New collaboration to provide FedBiz clients access to a library of on-demand video training courses and webinars for government contracting.In this episode of FedBiz’5 we are hosting Carroll Bernard, President of Govology, to discuss their new partnership with FedBiz Access for providing training content for government contractors through FedBiz-U. Govology provides government contracting on-demand video training courses and webinars based on relevant topics in the government marketplace. Govology produces approximately 140 training videos and webinars a year on topics related to government contracting. Because of their collaborative approach to the...2022-01-0605 minFedBiz'5Don't Start with Solicitations | Episode 13In this episode of FedBiz’5 we are discussing the importance of knowing your market and not chasing solicitations as your first step. You want to know who buys what you sell, and how they buy. Of course, your initial step is to have your SAM and DSBS registrations complete, compliant, and optimized. It is also important to investigate what set-aside certifications or GSA Schedule categories you may qualify for. However, to immediately thereafter start digging through SAM.gov for open solicitations as your first step is probably not your best recipe for success.The...2021-12-0704 minFedBiz'5R.A.D.A.R.: Test Before You Invest | Episode 12In this episode of FedBiz’5 we are discussing the importance of researching your market before entering the federal government contracting arena. “Test before you invest” or “Learn to earn” are themes those businesses new to government contracting should embrace. You want to know who buys what you sell, how much they buy, and how often they buy. An important first step before entering any market is to learn more about the market opportunity, and who buys what you sell. The RADAR report (Real-Time Advanced Data Analysis Report) is a deep dive into the federal government marketplace...2021-11-1603 minFedBiz'5State & Local Connections Marketing Campaign | Episode 11In this episode of FedBiz’5 we are discussing the importance of having a State & Local Connections Marketing Campaign, and the strategy to create market visibility for your business to state and local government buyers. A great way to get started in government contracting is to start at the state and local level to help build your government-related resume. Many businesses see large dollar signs when they think about federal government contracting, but state and local contracting can be just as lucrative.At the federal level, it is not always as easy as simply get...2021-10-2804 minFedBiz'5Federal Connections Marketing Campaign | Episode 10In this episode of FedBiz’5 we are discussing the importance of having a Federal Connections Marketing Campaign, and the strategy to create market visibility for your business to federal buyers. Federal buyers are busy and take their fiscal responsibility very seriously. As part of this responsibility, they have quotas to meet small business contracting goals, especially for orders under the $250,000 Simplified Acquisition Procedures threshold. The key is to begin forming federal buyer relationships in advance of contracts and solicitations. Many of these awards are for a particular set-aside category and the majority these oppo...2021-09-3004 minFedBiz'5Buyer Engagement – Be Prepared? Part 2 - Episode 9Welcome to our podcast - FedBiz’5, where you get informed, get connected and get results. In our last episode we discussed what is an Engagement Strategy?In this episode we are discussing the importance of Engagement Preparation, and the value of coaching to identify what the buyer’s needs are before speaking with contracting officials. Engagement strategy or “Coaching” is one-on-one consultation with our client to help further their efforts to form relationships with government buyers. It is all about preplanning and preparation. Before contacting a contracting official, you need to have a plan...2021-09-1606 minFedBiz'5What is an Engagement Strategy? Part 1 - Episode 8Welcome to our podcast FedBiz’5, where you get informed, get connected and get results. In our last episode we discussed what goes into a Capability Statement.In this episode we are discussing the importance of an Engagement Strategy, and the value of coaching in preparation for speaking with contracting officials. Engagement strategy or “Coaching” is one-on-one consultation with our client to help further their efforts to form relationships with government buyers. It is all about preplanning and preparation. In an engagement strategy session, clients learn how to get in front of and make...2021-09-0905 minFedBiz'5What is a Capability Statement? Episode 7In this episode we are discussing the importance of your Capability Statement, and what it should include as your ‘government resume’. A Capability Statement should be a concise, aesthetically pleasing, one-page document that speaks to your business's competencies. Its purpose is to provide specific information that will convince potential customers, government agencies, to do business with you. When written well, a Capability Statement will help differentiate your business from others.Below are the 6 key areas to include in a successful and effective capability statement:1. Capability Narrative: A brief ‘About Us’ desc...2021-08-2308 minFedBiz'5DSBS Incomplete – Don’t Get Excluded. Episode 6In this episode we will continue discussing the importance of your DSBS, and why it is important to have it complete and optimized so you do not get excluded from government contracting opportunities. Your DSBS marketing profile can help separate you from other your competitors. The Small Business Administration (the “SBA”) maintains the DSBS database that government agencies use to find small business contractors for upcoming contracts. Small businesses can also use the DSBS to find other small business to work with or to be found by prime contractors.The DSBS is important because federal buyers...2021-08-1605 minFedBiz'5What is the importance of my DSBS? Episode 5In this episode we will learn about the importance of your DSBS (Dynamic Small Business Search) and its relationship with your SAM registration.The Small Business Administration (the “SBA”) maintains the DSBS database that government agencies use to find small business contractors for upcoming contracts. Small businesses can also use the DSBS to find other small business to work with or to be found by prime contractors.The information provided when registering a business in SAM (System for Award Management) is qualified by size standards based on NAICS (North American Industry Class...2021-08-0505 minFedBiz'5What are PSC Codes? Episode 4Welcome to our podcast FedBiz 5, where you get informed, get connected and get results. In our last episode we discussed, “What are NAICS Codes?” – the North American Industry Classification Codes. In this episode we will learn more about PSC (Product and Service) Codes and their importance in your SAM registration.PSC Codes are four-digit numeric or alphanumeric values and are used to describe products, services and research and development (R&D) purchased by the federal government. You can find a full listing and description of the PSC Codes in the PSC Manual online.PSC Codes...2021-07-2005 minFedBiz'5What are NAICS Codes, the North American Industry Classification System codes? Episode 3What are NAICS Codes, the North American Industry Classification System codes? Welcome to our podcast FedBiz 5, where you get informed, get connected and get results. In our last episode we discussed, “What is SAM?” – The System for Award Management. Now we will learn more about NAICS Codes and their importance in your SAM registration.NAICS Codes are the six-digit identification standard used by federal statistical agencies in classifying businesses for the purpose of collecting, analyzing, and publishing statistical data related to the U.S. business economy. For federal contracting, these are the codes the government researches...2021-07-0704 minFedBiz'5What is SAM? Episode 2What is SAM, the System for Award Management? It is your first step toward becoming a federal contractor.Welcome to our podcast FedBiz 5, where you get informed, get connected and get results. In our last episode we discussed some of the fundamentals of federal contracting, evaluating your finances, and preparing your business. Now you are ready for your first step - registration in the System for Award Management, commonly referred to as SAM.SAM is a federal registration that is required if you are going to participate in the federal market. It is som...2021-05-0704 min