May
17
Thu
2018
How To Differentiate and Communicate Value – Communicating Quantifiable and Qualifiable Metrics @ Online Live Webinar
May 17 @ 12:00 pm – 1:30 pm
How To Differentiate and Communicate Value – Communicating Quantifiable and Qualifiable Metrics @ Online Live Webinar

Anyone can say, “We are a technology company” or a “general contractor” or a company that sells “electrical equipment” or “engineering services.” But that’s what EVERYONE does and provides little differentiation or separation from their competition. In this webinar, we will start with how to brand yourself, your products and/or services, and your company. Then we discuss the categories for differentiation and walk through multiple exercises on how to “bridge” capabilities for perceived differentiation, a very important process for smaller businesses. We then finish up with consolidating these lessons and discuss how to market them.

Unlike most webinars, this is more than a general or abstract discussion. We will focus on metrics you can use to improve how you describe your company and the solutions you provide. This webinar provides award-winning techniques and strategies that have directly helped companies win more than $1.8 Billion in government contracts.

May
31
Thu
2018
Reporting Executive Compensation and First-Tier Subcontract Awards @ Online Live Webinar
May 31 @ 12:00 pm – 1:30 pm
Reporting Executive Compensation and First-Tier Subcontract Awards @ Online Live Webinar

The Federal Funding Accountability and Transparency Act (FFATA) requires information on federal awards (federal financial assistance and expenditures) be made available to the public. The FFATA Subaward Reporting System (FSRS) is the reporting tool Federal prime awardees (i.e. prime contractors and prime grants recipients) use to capture and report sub-award and executive compensation data regarding their first-tier sub-awards to meet the FFATA reporting requirements.

In this course, you will learn how to identify when reporting is required, which subcontracts are required to be reported, what information is to be reported, when executive compensation must be reported and how the system works.

Jun
5
Tue
2018
Proposal Development for Government Contractors (3-Part Series) @ Online Live Webinar
Jun 5 @ 12:00 pm – Jun 7 @ 1:30 pm
Proposal Development for Government Contractors (3-Part Series) @ Online Live Webinar

Developing proposals in response to government RFPs can be a confusing, time-consuming and stressful process. This 3-part training is designed to dissect the proposal process, establish fundamental practices and procedures and deliver a real-world-based presentation of the ins and outs of proposal development.

Topics Include:

– Understanding the Federal Acquisition Process and Proposal Response Requirements
– Proposal Trends Today and Critical Success Factors
– Understanding and Ensuring Proposal Compliance
– The Effective Proposal Process to Focus on the Win
– Evaluator Focused Proposal Writing Techniques and Best Practices
– Conducting Color Reviews for Optimal Results
– Resourcing Your Proposal – Putting the Right Men and Women on the Job

Jun
14
Thu
2018
Simplifying Cybersecurity Compliance for Federal Contractors @ Online Live Webinar
Jun 14 @ 12:00 pm – 1:30 pm
Simplifying Cybersecurity Compliance for Federal Contractors @ Online Live Webinar

Protect it or lose it! Cybersecurity compliance for protecting government data within a federal contractor’s facility continues to be a hot topic. Both the government and federal contractors continue to produce, ingest, and share non-classified data in support of contracts of all types.

You do not have to burn cycles or a lot of money to meet these new mandates. It is clear that some of the security controls are complex and hard to implement, but you have options. In this presentation, Public Sector Leader Keith Doucette will discuss the why, how, and what for getting your organization compliant with FAR provision 52.204-21 and DFAR 252-204-7012 for safeguarding information as well as insight into the following:

  • Why safeguard information
  • What is CUI/CDI
  • Why NIST
  • What are electronic and physical barriers
  • What are the options to compliance
  • Time & Cost considerations
    Resources available

Target Audience: Small business owners looking to conduct federal business and small businesses already doing work as a prime or subcontractor under a federal contract.

Jun
21
Thu
2018
Essential Considerations in Federal Subcontracting @ Online Live Webinar
Jun 21 @ 12:00 pm – 1:30 pm
Essential Considerations in Federal Subcontracting @ Online Live Webinar

In this webinar, experienced Federal Contracting attorney, Maria Panichelli, will cover the essential issues that prime contractors and subcontractors must keep in mind when negotiating and drafting subcontracts for use on Federal projects.

You’ll learn the unique challenges and special protections offered to construction subcontractors in particular, as we walk you through the procedures – and common pitfalls – relating to Miller Act claims.

Jun
28
Thu
2018
Creating a Step-by-Step Government Sales Strategy @ Online Live Webinar
Jun 28 @ 12:00 pm – 1:30 pm
Creating a Step-by-Step Government Sales Strategy @ Online Live Webinar

An educational, fast-paced, and high-energy webinar – We are going to walk-through various techniques and strategies you need to build a viable sales strategy and win government contracts.

Unlike most webinars, this is more than a general or abstract discussion. This webinar is designed to connect the dots, from who buys what you sell to how you collect intelligence and win. We will provide the necessary techniques, strategies, and recommendations you need to keep your sales strategy on track.

We will cover the following strategies:

  1. Researching who buys what you sell;
  2. Why communicating quantifiable value is critical to prime and subcontracting efforts;
  3. Fine-tuning your positioning within the market;
  4. Engaging the market;
  5. Teaming to win;
  6. Building and managing your pipeline; and
  7. Your Bid – No Bid process.

We’ll finish with an honest and frank discussion on bid-matching / contract management tools.

This webinar provides award-winning techniques and strategies that have directly helped companies win more than $1.8 Billion in government contracts.

Jul
12
Thu
2018
How to Win More Federal Contracts with Competitive Pricing @ Online Live Webinar
Jul 12 @ 12:00 pm – 1:30 pm
How to Win More Federal Contracts with Competitive Pricing @ Online Live Webinar

Here is what you will learn:

How grouping employees and new hires for labor categories can affect your pricing
How fringe, overhead and G&A rates are used in proposal pricing
How to use multipliers for billing rates, employee pay rates, and total contract estimates
What are the “typical” rates for fringe, overhead, and G&A in various markets
How to create “what if” calculations of your indirect rates and fee for future projections

Specific tools and resources you will learn how to use: 

  • Solvability’s Simple Rate & Pricing Spreadsheet

After completing this training, you will have sample spreadsheets showing how to create top line proposal estimates, labor multipliers, wrap rate calculators, indirect rate estimate and labor category billing rates.

Requirements/ Prerequisites: None

Target Audience: Business owners, finance, business development and contracting professionals who want to create more competitive pricing and win more federal contracts.

FREE WEBINAR!!!  REGISTER HERE FOR YOUR ACCESS CODE

Jul
26
Thu
2018
How To Engage and Position During Government Prospect Meetings @ Online Live Webinar
Jul 26 @ 12:00 pm – 1:30 pm
How To Engage and Position During Government Prospect Meetings @ Online Live Webinar

This webinar is designed to be impactful and for many, will realign your expectations on what to actually focus on during an initial prospect meeting because it’s NOT about making a sale or discussing your socio-economic status.

We will discuss pre-meeting activities, including:

  • research and planning
  • how to facilitate the onsite meeting with your prospect
  • how to control the direction of the meeting, prioritizing your meeting objectives
  • and how to successfully follow-up

Everyone tells you to bring a copy of your capability statement or marketing slick – don’t. Everyone tells you to introduce your company by including your socio-economic status – that you’re a small business or woman-owned or veteran-owned or minority-owned – don’t. We’ll explain why during this webinar.

This webinar provides award-winning techniques and strategies that have directly helped companies win more than $1.8 Billion in government contracts. As a result of these strategies, the presenter, Mr. Joshua Frank, managing partner of RSM Federal, received the SBA’s Veteran Business of the Year award and the Society of American Military Engineers’ (SAME) Small Business Advocate of the Year award.

Target Audience: Novice and experienced business professionals and executives who operate or plan to operate in the federal space.

FREE WEBINAR! REGISTER HERE FOR ACCESS CODE

Aug
8
Wed
2018
Accounting System Compliance for Non-Accountants @ Online Live Webinar
Aug 8 @ 12:00 pm – 1:30 pm

Many business owners admit accounting is about as foreign to them as any non-English language. Some have learned enough to survive a rudimentary conversation, while others have delegated responsibility to someone else who may not be adequately trained in accounting or well-versed in the nuances of government contract accounting.

In government contracting, accounting is as important as the contract itself. In fact, the contract type dictates certain accounting requirements, including invoice formats and status reports. If you’re performing work on a cost-reimbursable contract (any cost-type or time-and-material contract), you must have an approved accounting system.

Obtaining an approved accounting system means understanding the 14 items addressed in the SF 1408 Preaward Survey of Prospective Contractor Accounting System. The survey covers segregation of costs, job costing, and timekeeping, among other topics. We walk through the SF 1408 providing practical guidance and insight into each requirement. You don’t have to be an accountant to understand this, but you need to understand this to be successful in government contracting.

Target Audience: Novice and experienced business professionals and executives who operate or plan to operate in the federal space

REGISTER HERE TO RECEIVE ACCESS CODE

Aug
23
Thu
2018
Mighty Micro-Purchase: The Sole-Source Super-Power @ Online Live Webinar
Aug 23 @ 12:00 pm – 1:30 pm

In this webinar, you will learn how a Federal buyer can purchase up to $10,000 from you immediately.
Not just products, but services, too!

You’ll learn how to create new low-risk offerings that can help you get ahead of the competition. What an advantage – not just at fiscal year-end, but even when buying is slow!

You’ll come away with an understanding of the federal regulations that contracting officers must follow when making contract awards to companies like yours, and how to avoid common mistakes and misunderstandings that can stop a simple purchase from happening.

This knowledge will help you ask the right questions and start conversations when you’re building relationships with people who might be doing business with you for the first time.

Finally, you will also get ideas for how to create options for offering your products and services to fit the micro-purchase threshold and open up opportunities for wins that your competitors might easily miss.

Here Is What You Will Learn:

  • Common “First Win” Obstacles (& Solutions)
  • Why sole-source awards are so hard to win
  • Where micro-purchases are publicized
  • The three things contracting officers always want
  • How federal buyers make micro-purchases
  • When micro-purchases give you a significant advantage
  • Ideas to adapt your products/services to micro-purchase

REGISTER HERE TO RECEIVE ACCESS CODE