By Fedbiz Access
FedBiz’5 is your definitive resource for accelerating government sales. FedBiz’5 is a hard-hitting, 5-minute series of free government contracting podcasts designed to help federal contractors find
... more
The podcast currently has 56 episodes available.
Visibility 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 Officers
Contracting 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 veteran-owned or women-owned businesses. Understanding what contracting officers seek and how they conduct their research is the first step in making your company more visible.
The Art of Making Your Company Visible
Frank Krebs explains that visibility isn't achieved through a one-time effort but through a continuous, strategic process. Here are key areas he highlights:
1. Registration and Presence on SAM.gov
Ensure your company is not only listed on SAM.gov but stands out. Your profile should be comprehensive, including detailed information in the Dynamic Small Business Search (DSBS) and ensuring all relevant NAICS codes and keywords are included.
2. Capability Statement
This document is your government resume. Make it professional and impactful—this is often your first impression.
3. Active Marketing
Reach out to contracting officers directly, attend conferences, network, and respond to Sources Sought announcements. It’s about putting your business where opportunities are.
4. Online and Social Media Presence
Government buyers use all resources at their disposal, including Google and social media like LinkedIn, to research potential vendors. Ensure your online presence is robust and reflects your business positively.
Why Continuous Effort is Necessary
Visibility in government contracting is not a static achievement but an ongoing process. Here's why continuous effort is crucial:
Final Thoughts from Frank Krebs
Perseverance and proactive marketing are key to breaking into and succeeding in government contracting. Continually update your business’s information and work with partners who can elevate your visibility. This approach not only enhances your profile but significantly increases your chances of winning government contracts.
How Can FedBiz Specialists Help?
Remember, enhancing your company's visibility in the government marketplace is crucial, but it doesn’t have to be overwhelming. FedBiz Specialists are just a simple phone call away, ready to assist with every step of the process. Whether it’s refining your SAM profile, crafting an impressive capability statement, or strategizing your market approach, help is available.
Stay Connected:
Welcome 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 Significance
Frank 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 Requirements
The foundation of a strong proposal is understanding the solicitation's specifications, detailed in Sections "L" and "M" of federal contracts. These sections outline submission guidelines and evaluation criteria, respectively. Misunderstandings here can disqualify you prematurely, making precise compliance crucial.
Tailoring and Differentiation
Aligning your proposal to meet the government's specific needs is critical. Demonstrate how your solutions solve their problems uniquely and effectively. Stand out by clearly articulating added value and ensuring your proposal is both concise and memorable, aiding reviewers who navigate numerous submissions.
Common Pitfalls to Avoid
Avoidable mistakes include missing deadlines and failing to substantiate capability claims. Such errors can significantly damage your proposal’s credibility. Ensuring accuracy and punctuality is non-negotiable.
The Importance of Revisions
Frank stresses multiple revisions and external reviews to refine your proposal. This critical feedback can unveil overlooked elements and strengthen your submission.
Conclusion and Support
Creating an effective government proposal is about detailed adherence to guidelines and innovative problem-solving. If you find this process overwhelming, FedBiz Specialists are ready to assist, ensuring you’re supported in navigating the complexities of government contracting,
For further insights and support, visit FedBiz Access at fedbizaccess.com or call 888-299-4498. Thanks for tuning into this episode of FedBiz'5—your guide to transforming opportunities into successful contracts in the federal marketplace.
Stay Connected:
The 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 how your business can contribute is fundamental. Approach these opportunities with a partnership mindset, respecting the buyer's time and clearly understanding their needs. This sets the stage for a fruitful conversation and establishes a base for potential collaboration.
Krebs also highlights the importance of relationship building in this sector. Trust and reliability are paramount, as government buyers prefer to work with familiar and proven vendors. Just like returning to a favored restaurant, government buyers tend to stick with vendors who have made positive impressions in the past.
The discussion extends beyond initial meetings, emphasizing the necessity of maintaining open lines of communication. Being seen as a resource, subject matter expert, and partner is essential for forging lasting relationships.
The episode leaves us with several takeaways:
This journey into government contracting is about learning, adapting, and building connections. While the process can be challenging, the right approach and resources, like coaching from a FedBiz Specialist, can make navigating this landscape much more manageable.
Thank you for joining us on FedBiz'5. Here's to your success in the ever-evolving world of government contracting!
Stay Connected:
If 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 how it ensures fairness and integrity in government buying processes. Frank puts it simply, "The FAR is basically the playbook for all federal procurement."
Making FAR Less Daunting
The beauty of this podcast lies in its straightforward approach. Frank emphasizes that while the FAR may seem vast, not every part applies to every business. It's about focusing on the relevant sections and staying updated with changes. He suggests using resources like the Federal Register and compliance software systems to stay on top of these updates.
Technology to the Rescue
Frank delves into how technology, particularly compliance software, can be a lifesaver for businesses dealing with the dense FAR. These systems not only alert you to regulatory updates but also assist in record-keeping and compliance checks.
Seeking Expert Advice
When things get tricky, Frank advises not to shy away from seeking professional advice. "A misinterpretation can be very costly," he warns. Consulting with a FAR expert or specialized attorney can provide clarity and guidance through the complexities.
Building a Business of Integrity
It's not just about dodging audits or penalties. Frank stresses the importance of understanding the spirit behind FAR regulations. "It's about building a business that's reputable, reliable, and ready for long-term success," he adds.
Final Nuggets of Wisdom
Frank leaves us with a powerful thought - compliance is a path, not a hurdle. He suggests partnering up with firms like FedBiz Access, who can provide a clear route to not just compliance but success in government contracting.
Why FedBiz Access?
FedBiz Access is not just a sponsor of this enlightening podcast; they're the real deal in government business development. With over 23 years of experience, they've been the guiding light for small and medium-sized businesses trying to make their mark in the government marketplace. Their expertise in navigating the FAR and other intricacies of government contracting is unparalleled.
Get Connected!
If this episode of FedBiz'5 sparked your interest, imagine what a consultation with a FedBiz Specialist could do for your business. Remember, FedBiz Access is here to simplify government contracting and help you understand and apply the FAR with ease. Don't hesitate to reach out to them at fedbizaccess.com or call them at 888-299-4498 for a complimentary consultation. Remember, your success in government contracting is just a conversation away!
Stay Connected:
Navigating 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 emphasizes the value of the Market Intel Database, a tool that democratizes information, allowing businesses to make rapid, well-informed decisions. The agility of small businesses, coupled with such powerful intel, can level the playing field against bigger competitors.
The discussion delves into practical applications of the database, illustrating how it can aid businesses in anticipating market demands, understanding policy changes, and preparing strategic bids. Competitive analysis, another feature of the database, provides insights into competitors’ activities, revealing market gaps and helping tailor unique business strategies.
As we approach 2024, Krebs advises businesses to focus on adaptability to technological advancements and policy changes. Forecasting is not a one-off task but a continuous process of learning and adaptation. His parting advice encourages resilience and the use of available tools to refine forecasting skills over time.
For government contractors and small business owners, this podcast episode is a goldmine of strategic insights. It not only underscores the significance of forecasting but also offers a guide to staying informed and competitive in the ever-evolving domain of government contracting.
To those looking to master the art of forecasting, remember that like any skill, it requires practice. Utilize resources like the Market Intel Database, and embrace continuous learning to navigate the future of government contracting with confidence.
_______________________________________________________________________________________________
FedBiz Access (“FedBiz”) has an experienced team that works with small businesses and takes the time to get to know your business and ask questions to ensure you have a solid contracting plan. FedBiz is a leading government contracting business development and marketing firm that provides engagement strategy coaching, SAM & DSBS registration, set-aside certification registrations, GSA Schedules, and targeted market research.
FedBiz has over 22 years of experience working with thousands of companies worldwide to help them win over $35.7 billion in awards. From registration to award, FedBiz helps businesses succeed in the government marketplace.
Stay Connected:
Host 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:
Success in government contracting is about preparation and positioning. As Frank Krebs aptly puts it, it's about seizing current opportunities and establishing a solid foothold in the marketplace.
We'd like to extend our gratitude to Frank for sharing his invaluable insights. For our readers, if you're a small business owner, now's the time to start planning for the fiscal year 2024. If you need help preparing for a prosperous 2024 by updating your capability statement, finding the right buyers, or marketing, schedule a complimentary consultation with a FedBiz Specialist.
Stay Connected:
In 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 Disasters
When 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 FEMA
Frank Krebs explained the importance of businesses ensuring their products or services align with FEMA’s needs. This means:
What Does FEMA Purchase?
FEMA’s requirements cover a vast spectrum, particularly after a declared disaster. They might need water, hygiene kits, mobile homes, temporary labor, janitorial services, debris cleanup and removal, or even power tools. The list is extensive.
Navigating FEMA's Acquisition Process
Unlike other federal agencies, FEMA's acquisition process is characterized by immediacy. Most contracts issued by FEMA are of a direct, immediate nature in response to recent disasters. After identifying a need, FEMA conducts market research, prepares a solicitation, and then either announces the opportunity on SAM.gov or follows the simplified acquisition process. Contractors identify these solicitations, prepare responses, bid, and FEMA evaluates these bids, issuing awards based on established criteria.
Understanding Acquisition Thresholds
Frank cleared up some common terminology for listeners:
Visibility and trust reign supreme. It’s crucial to ensure that FEMA knows about your business and your capabilities. Contracting officials often favor businesses they recognize, making it essential to boost visibility through engagement and marketing. If you need help, FedBiz Access provides various solutions to put contractors in front of the right buyers.
Frank emphasized that partnering with FEMA goes beyond business—it's about supporting communities in their rebuilding endeavors. Working with FEMA is not solely a business transaction. It’s a contribution to rebuilding communities hit by disasters.
_____
Interested in diving deeper into how FEMA collaborates with government contractors? Download our free FEMA Guide to learn more about the ins and outs of this partnership. Visit FedBiz Access at fedbizaccess.com
Stay Connected:
Government 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 Preliminaries
Frank 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. There are stringent requirements potential vendors must meet, especially when dealing with the federal government.
Key Sections of a Federal RFP
For those new to the RFP process, Jesse brought up the lettered sections seen in most RFPs. Frank elucidated on the most crucial sections:
Other Crucial Considerations
Even if there are no apparent impediments, Frank advises businesses to review other factors before preparing their bid:
Continue Reading
Stay Connected:
Ms. 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 additional services including incentive negotiations, workforce development, construction advisory, and training for business and government organizations worldwide.
Tonya began working with FedBiz Access in 2022 for her Women-Owned Small Business and Women Business Enterprise (“WOSB/WBE”) Certifications. In addition, she has worked with FedBiz Access to maintain her SAM & DSBS registrations, and to help grow her business in the government marketplace with a marketing package including, a Professional Website, Capability Statement, Market Intel Database, and both the Federal and Local Connections Package (“FCP” and “LCP”).
In her interview, Tonya shares some of her industry experience, and why she chose to work with FedBiz Access.
Tonya's journey began in Greenville, South Carolina, where she graduated from Clemson University. She subsequently joined Fluor Corporation, an international engineering and construction firm. Her position with Fluor took her around the world working on major site selection and construction projects.
“I received a lot of exposure to things like community development, economic development, site selection, location strategies, workforce development, etc. I started my own company because I have a desire to help communities, businesses, and government organizations spend their money well by making the right investments for growth,” said Tonya.
CONTINUE READING
Stay Connected:
MatchMaker 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 three tools rolled into one designed to give businesses, especially small businesses, the edge they need to succeed.
Total Market Visibility Subscription
With MatchMaker, you get total market visibility. It connects businesses with the right buyers using a proprietary database. It also provides government engagement coaching. This coaching helps businesses communicate effectively and build relationships with government buyers and small business specialists. This sets your business apart from others and gives you an advantage over your competition.
I. Monthly Federal Marketing
MatchMaker follows a four-step process to help connect you to the right government buyers and businesses build relationships with agency offices.
Step 1: Research and identify government buyers who have purchased similar products or services, as well as the small business specialists in the agencies you are targeting.
Step 2: Introduce you to these buyers with personalized emails and provide their contact information, including name, phone number, and email in a downloadable format.
Step 3: Provide you with government engagement coaching and calls scripts for contacting and following up with these buyers. This gives you the confidence to connect directly with your targets to build relationships and win awards.
Step 4: By repeating this process, you will establish your brand and capabilities with government contracting officers and their agencies.
II. Monthly Opportunities and Strategy Coaching
Review open solicitations/RFPs/RFIs/RFQs and engagement coaching. Our goal is to help you find valuable contract opportunities that match your capabilities. You get expert consultation from a contracting veteran with 20+ years in the federal government and 12 years working for prime contractors such as Raytheon and General Dynamics.
During these sessions, you get personalized advice on the best government opportunities that most closely align with your specific products or services. It's like having a personal coach guiding you towards success. Plus, you also receive engagement coaching, which helps you speak confidently in the language of government buyers.
III. Weekly Email with Award Opportunities
You receive a weekly email of government bid opportunities that are customized to your industry and specific competencies based on your NAICS Codes and keywords.
CLICK HERE TO CONTINUE READING
Stay Connected:
The podcast currently has 56 episodes available.