Government Contracting Network
(GovConNet)
Pathway to Growth Procurement Conference
Conference Agenda: Breakout Sessions
Track 3: Pathway to Growth
Success=Growth=Trouble for Small Business: How to Avoid a Mid-Life (Mid-Size) Crisis for Your Company
Room 2062 | Time: 11:00am – 11:45am
Session Description:
This panel will explore growth strategies for small companies who are about to become midsize companies. Joining panelists from small and midsize businesses are experts from the public, private and policy sectors to discuss strategies for companies about to become midsize businesses.
Moderator:
Panelists:
Session Description:
This panel will explore growth strategies for small companies who are about to become midsize companies. Joining panelists from small and midsize businesses are experts from the public, private and policy sectors to discuss strategies for companies about to become midsize businesses.
Moderator:
- Ann Sullivan, President, Madison Services Group
Panelists:
- Jackie Robinson Burnette – Government Contracting Expert, Live Oak Bank
- Pam Mazza, Partner, PilieroMazza
- Gail Bassin, Co-CEO/Board Chairperson & owner, JBS International
- Lisa Firestone, President & CEO, Managed Care Advisors
Five Essential Components to a Winning Proposal Effort
Room 2062 | Time: 1:00pm – 1:45pm
Session Description:
Government contractors know that proposal management is an essential part of capturing new business. Good proposal management follows industry standard processes and methodologies established by the Association of Proposal Management Professionals (APMP), known as the APMP Body of Knowledge. During our twenty-year history of executing successful government proposal efforts in excess of $20 Billion for our clients, outside of following the right processes, Global Services has found five common denominators that always accompany a winning proposal effort. These important components separate winners from the “just participators” in a proposal bid.
In this session, we will share the five ingredients that our proposal managers include in a winning proposal effort.
Featured Speaker:
Session Description:
Government contractors know that proposal management is an essential part of capturing new business. Good proposal management follows industry standard processes and methodologies established by the Association of Proposal Management Professionals (APMP), known as the APMP Body of Knowledge. During our twenty-year history of executing successful government proposal efforts in excess of $20 Billion for our clients, outside of following the right processes, Global Services has found five common denominators that always accompany a winning proposal effort. These important components separate winners from the “just participators” in a proposal bid.
In this session, we will share the five ingredients that our proposal managers include in a winning proposal effort.
Featured Speaker:
- Martin Hicks, Vice President, Global Services
Strength in Numbers: Seizing Opportunities and Avoiding Pitfalls in Government Contracts Teaming
Room 2062 | Time: 2:00pm – 2:45pm
Session Description:
Join our panel of government contractor leaders to discuss the pros, the cons, and the best strategies for Government contracts teaming. When should a contractor team? When should it Prime/Sub or JV? How should a contractor leverage the mentor-protégé programs for teaming success? What about GSA CTAs? What are the risks to teaming? What makes a good team? What are the additional compliance risks, and how do contractors navigate them? How do you sell to the Government as a team?
Moderator:
Panelists:
Session Description:
Join our panel of government contractor leaders to discuss the pros, the cons, and the best strategies for Government contracts teaming. When should a contractor team? When should it Prime/Sub or JV? How should a contractor leverage the mentor-protégé programs for teaming success? What about GSA CTAs? What are the risks to teaming? What makes a good team? What are the additional compliance risks, and how do contractors navigate them? How do you sell to the Government as a team?
Moderator:
- Stephen Ramaley, Associate Attorney at Miles & Stockbridge P.C.
Panelists:
- Bruce Brooke, Vice President, EPS
- Mike Carlson, VP Contracts, ITA International
- Paul Wright, Director of Operations, IMPAQ International
Marketing to World’s Largest Customer- The Business Development and Procurement Lifecycle
Room 2062 | Time: 10:00am – 10:45am
Session Description:
Marketing to World’s Largest Customer- The Business Development and Procurement Lifecycle
The federal government is the world’s fortune one customer in that it buys more services and products than any other entity in the world. Successful contractors know that one wins contracts when you know about the opportunity well before the RFP is announced, and more importantly, the decision-makers know, trust and want your business as the awardee. But most businesses hit a brick wall when trying to proactively market to the right decisionmakers before the bid hits the streets. This session is geared to both experienced contractors and those entering the federal marketplace and covers practical steps in identifying the real decision-makers, tips and rules on acceptable marketing tools and tactics, the critical issues of timing, and mistakes that lock you out including eliminating the “chasing the bid” mentality. Speaker Gloria Larkin, president of TargetGov, shares a real-world case study, one of the local awardees propelling TargetGov’s metric to over $4.3 billion in client contract awards in the last six years.
Featured Speaker:
Session Description:
Marketing to World’s Largest Customer- The Business Development and Procurement Lifecycle
The federal government is the world’s fortune one customer in that it buys more services and products than any other entity in the world. Successful contractors know that one wins contracts when you know about the opportunity well before the RFP is announced, and more importantly, the decision-makers know, trust and want your business as the awardee. But most businesses hit a brick wall when trying to proactively market to the right decisionmakers before the bid hits the streets. This session is geared to both experienced contractors and those entering the federal marketplace and covers practical steps in identifying the real decision-makers, tips and rules on acceptable marketing tools and tactics, the critical issues of timing, and mistakes that lock you out including eliminating the “chasing the bid” mentality. Speaker Gloria Larkin, president of TargetGov, shares a real-world case study, one of the local awardees propelling TargetGov’s metric to over $4.3 billion in client contract awards in the last six years.
Featured Speaker:
- Gloria Larkin, President, CEO & Founder, TargetGov
Cybersecurity Compliance: Helping Defense Contractors Comply with Federal Regulations
Room 2052 | Time: 2:00pm – 2:45pm
Session Description:
The interactive presentation will address DoD’s implementation of DFARS Clause 252.204-7012, “Safeguarding Covered Defense Information and Cyber Incident Reporting and will offer practical, actionable steps you can take to comply with the requirements and keep your company secure.
Moderator:
Panelists:
Session Description:
The interactive presentation will address DoD’s implementation of DFARS Clause 252.204-7012, “Safeguarding Covered Defense Information and Cyber Incident Reporting and will offer practical, actionable steps you can take to comply with the requirements and keep your company secure.
Moderator:
- Tina C. Williams-Koroma, Esq., CISSP, PMP, President, TCecure, LLC
Panelists:
- Vicki Michetti, Department of Defense, Chief Information Officer (CIO), Director, DIB Cybersecurity Program
- Mary Thomas, Office of the Under Secretary of Defense for Acquisition, Technology and Logistics (OUSD – AT&L), Defense Procurement and Acquisition Policy
How to Leverage the 8(a) Program to Accelerate Your Success
Room 2032 | Time: 2:00pm – 2:45pm
Session Description:
The 8(a) Business Development Program is a program offered by the U.S. Small Business Administration (SBA). Its purpose is to promote the ability of firms owned and controlled by socially and economically disadvantaged individuals to effectively compete in the free enterprise system. The 8(a) business development program offers a broad scope of support including contracting, technical, management, mentoring, and joint venture assistance. The Washington Metropolitan Area is home to the largest number of firms participating in SBA’s 8(a) Business Development Program.
Please join our breakout session to learn more about this program from business owners who have first-hand knowledge as participants. During the session, we will have an honest and candid discussion about the program and expectations. The panel will speak to the value of being a participant in the 8(a) program along with addressing myths and misunderstandings. Importantly, the panel will talk about planning for graduation from the 8(a) business development program and the preparation needed to sustain business growth momentum gained while being a program participant.
Moderator:
Panelists:
Session Description:
The 8(a) Business Development Program is a program offered by the U.S. Small Business Administration (SBA). Its purpose is to promote the ability of firms owned and controlled by socially and economically disadvantaged individuals to effectively compete in the free enterprise system. The 8(a) business development program offers a broad scope of support including contracting, technical, management, mentoring, and joint venture assistance. The Washington Metropolitan Area is home to the largest number of firms participating in SBA’s 8(a) Business Development Program.
Please join our breakout session to learn more about this program from business owners who have first-hand knowledge as participants. During the session, we will have an honest and candid discussion about the program and expectations. The panel will speak to the value of being a participant in the 8(a) program along with addressing myths and misunderstandings. Importantly, the panel will talk about planning for graduation from the 8(a) business development program and the preparation needed to sustain business growth momentum gained while being a program participant.
Moderator:
- Antonio Doss, District Director, Washington Metropolitan Area District Office
Panelists:
- Jackie Lopez, President, Premier Enterprise Solutions
- Ahmed Ali, President & Chairman, TISTA
- Damien Hammond, President, Windjammer Environmental
- Michael D. Thornton, Sr., Chief Operating Officer/Co-Owner, Visionary Consulting Partners, LLC
GSA Schedule Holders: Transformative MAS Changes – What You Need to Know
Room 1032 | Time: 2:00pm – 2:45pm
Session Description:
GSA continues its push to transform the Multiple Award Schedule / Federal Supply Schedule (MAS/FSS) program, reducing prices and streamlining processes. Hear more about updates to the electronic contracting process; thoughts on the Order Level Materials (OLM) final rule; and the impact of GSA competitive pricing initiatives / market analysis on Schedule price negotiations. How will this affect your current GSA Schedule – your existing prices, products, services; your efforts to add new offerings; and your possible plans for a follow-on contract schedule.
Moderator:
Panelists:
Session Description:
GSA continues its push to transform the Multiple Award Schedule / Federal Supply Schedule (MAS/FSS) program, reducing prices and streamlining processes. Hear more about updates to the electronic contracting process; thoughts on the Order Level Materials (OLM) final rule; and the impact of GSA competitive pricing initiatives / market analysis on Schedule price negotiations. How will this affect your current GSA Schedule – your existing prices, products, services; your efforts to add new offerings; and your possible plans for a follow-on contract schedule.
Moderator:
- Vanessa Payne, Managing Consultant, Aronson LLC
Panelists:
- Warren Blankenship, Division Director, Office of IT Schedule Operations at GSA
- Tonya Pruitt, Branch Chief / Supervisory Contracting Officer at GSA
- Amy Bielski, President and CEO, Ripple Effect Communications, Inc.
