Welcome to “Master Class: Accelerate Growth & Increase Business Opportunities” Gloria Larkin, President and CEO, TargetGov Creator of the FAST™ Process Clients have won $4+ billion in federal contracts in just the last six years Quoted in Wall Street Journal, Washington Post, INC Magazine, Bloomberg Author of The Basic Guide to Government Contracting Educational Foundation Board Chair Emeritus for WIPP.org GloriaLarkin@TargetGov.com 866-579-1346

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CREDITS & PRESENTATIONS Earn 1 PDH credit for attending this session. Where are the forms ? www.samesbc.org Presentations? www.samesbc.org

Q&A & FEEDBACK Please walk up to the mic for questions. Questions will be addressed during the allotted time. Rate our session in the SBC App.

Agenda: MASTER CLASS Accelerate Growth & Increase Business Opportunities Leverage expertise, experience & past performance Fast-track aggressive federal market growth Learn a trackable, repeatable, measurable and scalable process Proven process in the federal A/E/C marketplace

Resources Used – Over 900 Pages 2018 Budget Fact Sheet Infrastructure Initiative Trends In Federal IT Spending AGC Federal Construction Accounts FY 18 Budget Request AGC Summary President Trump’s FY 2018 Budget Proposal Federal FY 2018 Budget A New Foundation for American Greatness FY18 Green Book National Defense Budget Estimates FY2018 Budget Summary AGC Navy Design & Construction Programs Final NAVFAC Mid-Atlantic MilCon Forecast FY18 NAVFAC PRIME-CONTRACTORS LIST SAME FY2018 DOD and Federal Agency Program Briefings

FY 2018 President’s Budget Highlights - AEC Military Construction: $7.965 billion an increase of $2b over 2017 Army Corps Civil Works Program: $5.02 billion $1b decrease General Services Administration: $790 million was $205m Department of Veterans Affairs: $512.43 million was $528 Source data sheet available to attendees: email me glorialarkin@targetgov.com

FY 2018 Federal Construction: $50+ Billion Market

What Are Your Increased Revenue Goals? Would you like to add a zero to your revenue? Starting Point Next One Year Goal $500,000  $5,000,000 $2,500,000  $25,000,000 $5,000,000  $50,000,000 $10,000,000  $100,000,000…… More?

What Are Your Increased Revenue Goals? Fast-track aggressive federal market growth New federal contracts/revenue goals Year 1 Year 3 Year 5 ________ ________ ________

What is YOUR Score? Today, how does your firm score In the eyes of your federal targets and decision makers?

Scoring System – To Get Through The First Gate A = clearly set yourself apart from competitors, not risky, memorable, government sees benefits of working with you B = possible chance C = average = failure D = life support F = dead in the water

SAME DC Meeting: Mix Large and Small Businesses My offer to you, with a deadline of 11/22/17 but you must mention you attended this conference.

What Really Works in FY 2018

The Impact of Customer- Based Research Source: “Inside the Buyers Brain” (email me for entire book as PDF) Published by Hinge Research Institute

Pragmatic, Bottom Line Business Growth Approach with High ROI Leverage expertise, experience & past performance Institute a trackable, repeatable, measurable and scalable process

Case Study: ___ Engineering (AEC) Situation: Experienced in federal market, but flat federal revenues Proposed Solution Create a plan or roadmap to reach goals Actionable, results-oriented, measurable, Repeatable, scalable, adaptable Executable by internal team Results ROI: ______________

Case Study: ___ Engineering New Federal Business GOALS: 1 YR-$3M; 3rd YR $10M; 5th YR $30 M Plan: Market Research Position: How to get noticed—positively! Pursue: Marketing, business development, capture Win!

Results in Awarded Contracts GOALS in New Contracts Year 1 $3M Year 3 $10M Year 5 $30M Results in New Contracts Year 1 $10M 18 months $30M 24 months $40M Year 3 Year 5 ROI over 1,333 : 1

How to Get Noticed Be professional Know your niche! Ex: DUNS, CAGE, email, registrations, web site Know your niche! Do not try to be all things Lead with your expertise Prove it! Mitigate risk Relentless, appropriate marketing!

Marketing Tools Used Government registrations Business card SAM, SBDS, Agencies Business card Capability statement Web site White papers, case studies Public relations CRM system Contract vehicle Not recommended: Advertising Telemarketing Buying lists

Trackable, Measurable, Saleable, Repeatable Process Plan: Market Research Identifying targets Position: How to get noticed—positively! Relationship-based market Pursue: Layers of decision-makers Mitigating risk Tools required to get noticed Mistakes to avoid Win!

FAST™ Process Action Item Checklist(s) Specific Steps/Timeline As a prime As a teaming partner or sub Using a contract vehicle Agency relationship building process Sources Sought Notice / RFI process

Sample Marketing Program Planning Schedule

TargetGov Rule of Three℠ Never reach out to any decision-makers for a meeting This includes all targets! Agencies, Primes, Teaming Partners, Subs Until: You have identified at least three solid opportunities to discuss Be prepared, no matter with whom you are meeting, to discuss at least 3 upcoming opportunities Use: Forecast, sources sought, recompetes, FPDS, EZGovOpps, USASpending, other data resources

Promised Documents Session Slides All 900+ Pages of Resources! Source Sheets Inside the Buyer’s Brain eBook Put Your Business Card in Envelope or Give it to Gloria Larkin or Send Email – Info@TargetGov.com

Q&A & FEEDBACK Please walk up to the mic for questions. Questions will be addressed during the allotted time. Rate our session in the SBC App.

Additional Questions? Gloria Larkin Contact: President and CEO: TargetGov Author: The Basic Guide to Government Contracting Contact: GloriaLarkin@TargetGov.com Toll-free: 866-579-1346 www.TargetGov.com