Recap: GovConNet Member Meeting - Effective Marketing to the Federal Government - Thursday, May 29, 2014

Posted Date: 
May 29, 2014

Recap: May 29, 2014

Guest Speakers: Tabisa Kalisa, Program Manager, Office of Small Business Programs National Aeronautics and Space Administration (NASA) and Min Kim, Co-Founder and President, Genex Systems

Topic: Effective Marketing to the Federal Government

The Vice-Chair of the GovConNet Committee, Kwesi Rogers, welcomed MCCC members and introduced the guest speakers, Tabisa Kalisa, Program Manager, Office of Small Business Programs National Aeronautics and Space Administration (NASA) and Min Kim, Co-Founder and President, Genex Systems. The presentation focused on effective marketing to the Federal Government and the pitfalls to avoid.

Kalisa discussed how to differentiate your small business and how to write an effective capability statement. It is important to know the customer. All agencies are not equal. Create a strategy that targets agencies that strive to meet specific goals that your company would fill.

Kalisa discussed resources including the NASA Vendor Database, Sources Sought Notices, and the Mentor-Protégé Program. Companies can upload their capability statement to the NASA Vendor Database, which NASA uses when Prime Contractors request suggestions for subcontractors. She recommended strategically completing sources sought notices so that the application and capability statement is worthy of winning the contract.

A relevant capability statement is:

  • Simple
  • Edited and spell-checked
  • Fits the length requirement
  • Emphasizes company technical capabilities etc.
  • Addresses each point in the order in which they were asked

Click here to view Tabisa Kalisa’s full presentation.

Kim discussed his experience as a Protégé in the Mentor-Protégé program. He provided advice for getting the most out of partnering with a Large Prime Contractor and avoiding pitfalls. Genex Systems’ goals for participating in the program include learning to grow the business through business development, proposal writing, pricing, and managing contracts. Their mentor opened the door to resources, information, and teaming opportunities. Kim attributes a great deal of Genex Systems’ success to the Mentor-Protégé program.

Click here to view Min Kim’s full presentation.  

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