2. 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

3. Please take note of the exits in case of an emergency.
SAFETY FIRST!
Please take note of the exits in case of an emergency.

4. Thank You to Our Sponsors!
SILENCE PLEASE! Please silence your mobile phones.

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

6. 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.

7. 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

8. 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

9. 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: $ million
was $528
Source data sheet available to attendees: me

10. FY 2018 Federal Construction: $50+ Billion Market

11. 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?

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

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

14. 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

15. 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.

16. What Really Works in FY 2018

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

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

19. 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: ______________

20. 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!

21. 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

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

23. 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

24. 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!

25. 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

26. Sample Marketing Program Planning Schedule

27. 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

28. 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 –

29. 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.

30. Additional Questions? Gloria Larkin Contact:
President and CEO: TargetGov
Author: The Basic Guide to Government Contracting
Contact:
Toll-free: