Step 3: Marketing & Strategy

Give Me 5 Training 133: Mapping the Road to Federal Dollars This session will help you develop a winning strategy to pursue Federal Contracts. Learn how to analyze existing marketplace for competition, define key market characteristics for your message, link your strategy with market characteristics Course Instructor:Jennifer Bisceglie, President, InTEROS Solutions, Inc.

Listen to the Podcast | View the Presentation

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Give Me 5 Training 303 - Pitfalls to Growth – What’s Keeping you from Winning ContractsThis session will assist you with discovering the most common strategies that business owners overlook when trying to win a government contract. In Part A of this series, the focus will be on Customer Relationship Management. You learn: how the government is different from your other customers, what to keep in mind when connecting with the government, and tips and success strategies for building a successful Customer Relationship. Course Instructor: Catherine Giordano, President & CEO, Knowledge Information Solutions, Inc. and WIPP National Partner.

Register for the Live Webinar on Wednesday, February 1, 2012 - 3 PM ET/12 PM PT

Give Me 5 Training 107: Four Easy Lessons in Free Market Research This training will show you how to find competitive intelligence and prospects from four free courses that will make your marketing and research budget go further when you're just getting started. Course Instructor: Judy Bradt, Principal, Summit Insight, LLC. Listen to the recorded podcast and download the PowerPoint.

Give Me 5 Training 125: Identifying Federal Government Contracting Opportunities
This session will give you step by step instructions on how to find federal government contracting opportunities, including how to register for federal government opportunities, how to receive notices of contract opportunities, and how to find subcontracting opportunities. Course Instructor: Barbara English, President/CEO, English Solutions, Inc. Download the PowerPoint.

Give Me 5 Training 104: Introduction to the GSA Schedule
Overview of the General Services Administration Schedule and what it can mean for your business. Topics to be discussed include: what it is, why should you have it or not, the fine print and details you should know, as well as expectations and time frames. There will be time allotted for questions and answer. Course instructor: Courtney Fairchild, President, Global Services. Listen to the Podcast | View the Presentation

Give Me 5 Training 212: GSA Schedules Part II
May 24, 2010 at 3pm EDT/12pm PDT An in-depth guide to GSA Schedules and the way the Government spends. Topics include: How to manage the ordering process, How to maintain your schedule and keep compliant, GSA Advantage and e-Buy, and state, local, and disaster recovery spendingCourse instructor: Courtney Fairchild, President, Global Services.

• GSA Schedules I: Download PDF

• GSA Schedules II: Download PDF

Give Me 5 141: Intro to Teaming Teaming is a great option for small businesses looking to win government contracts and expand their business. Finding companies with complementary skills and capabilities helps you compete for Schedule orders for which you wouldn’t otherwise qualify. Teaming also helps eliminate geographic and resource barriers an individual business owner may face, while reducing risk by sharing responsibilities. Join this informative webinar to learn help your business achieve further success through teaming. Course Instructors: Michelle Thompson-Dolberry, President, EMDO Enterprises and WIPP Director of Strategic Initiatives and Denise Rodriguez-Lopez, Esq. President & CEO, The KMJ Company.

Register for the Live Webinar on Wednesday, February 29, 2012 - 3 PM ET/12 PM PT

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Give Me 5 140: Getting Prepared for Subcontracting Small businesses are a valuable tool for large companies seeking federal contracts. This session will teach you what you must do to be prepared to subcontract, how to market yourself to primes, and the opportunities for building past performance for federal contracting. Course Instructor: Catherine Giordano, President/CEO, Knowledge Information Systems, Inc.

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Give Me 5 232: Ready for Prime Time - How to Leverage Teaming Arrangements to Win Contracts Lourdes Martin-Rosa works with Mary Scheetz, CEO of Consulting Concepts & Innovations, to put together an effective strategy for teaming and finding the right partners for bidding on contracting opportunities. Course instructor: Lourdes Martin-Rosa, President of Government Business Solutions, American Express OPEN Advisor on Government Contracts, and WIPP National Partner

Subcontracting Resources:

• SBA SubNet
• Listing of DoD Prime Contractors

• Team to Win Government Contracts: Download PDF

Give Me 5 128: The Top Five Marketing Strategies You Must Do To Win Government Contracts This session will outline key strategies for breaking in to the Federal Procurement arena and making sure your company gets noticed, including overviews of how to do market research, how GSA Schedules work, and the importance of certification. Course Instructor: Barbara English, President/CEO, English Solutions, Inc.

Give Me 5 203: What You Must Have Ready Before You Apply For Government Contracts How to fine-tune your business' presentation for federal contracting, including your website, capability statement, and other written materials. Course Instructor: Gloria Larkin, Co-Chair of WIPP's Procurement Committee & President, TargetGov.

• How to Thrive in Government Contracting: Download PDF

Give Me 5 110 : Pitching your company to the Federal Government Your capability statement is your most powerful tool in marketing yourself to the Federal Government and can help you open doors to expand your business through government contracting. This session will help you learn more about how to market yourself best to these agencies. Course Instructor:Lourdes Martin-Rosa, President, Government Business Solutions and American Express OPEN Advisor on Government Contracts Listen to the recorded podcast and download the PowerPoint.

p>Give Me 5 231: Ready for Prime Time - How to Make your Capability Statement Stand OutThis Course provides a first hand look at the consultation process between CEO of Colt Safety Christine Bierman and federal procurement expert Gloria Larkin as they take a look at Colt Safety’s capability statement and hone it into an effective document for capturing the interest of agency contracting personnel. Course instructor: Gloria Larkin, President, TargetGov

Give Me 5 Training 301 - Planning and Executing a Memorable Agency Capability Briefing Set you and your company head and shoulders above your competition from the very first meeting you have with the Small Business Representative, Contracting Officer or Program Manager. We'll cover how to request an in-person meeting, the recommended pre-meeting research, documentation to take with you, discussion points, and post-meeting follow-up. Course Instructor: Gloria Berthold Larkin, Co-Chair WIPP's Procurement Committee & President, TargetGov.

Give Me 5 350: The Importance of Debriefings Every time you invest your time and energy in responding to a proposal, you should always request a debriefing - whether you win or lose. Learn how to plan for, execute and learn from a strong debriefing. Course Instructor: Gloria Berthold Larkin, President, TargetGov

Give Me 5 219: How to Respond to Sources Sought Notices and Requests for Information (RFIs) Requests For Information (RFIs) and Sources Sought Notices are being used more often as part of the mandated Market Research process. We will discuss the purpose of these notices, the value of responding, how to respond, how to position your firm before and after responding and what the next steps are after responding. Course Instructor: Gloria Larkin, President, TargetGov