Home > Training > Classes > EEI - Federal Government Contracting Overview Training

This overview class is designed for project staff, business development staff, and personnel at any level who are new to government contracting and procurement. Government contracting differs from commercial work in many ways, and understanding the environment and the process are critical success factors in capturing government business.

This class will look at why successful organizations capture 90 percent or more of their bids, while others have a very low success rate; and how to become an entrenched incumbent at an agency. Learn to unlock the keys to marketing your products and services to the Federal Government as well as to prime contractors and subcontractors, expeditiously and profitably. Topics include:

• The marketing and proposal process
  
• Examining the myths and realities of responding to RFP’s
• Pre-proposal activities
  
• Ways to market to the Federal Government
• Post-award marketing activities for subcontracts
  
• Cross-selling existing contracts
  
• Growth matrix
  
• Working with prime contractors
• Protests
  
• Authority of government and contractor personnel
  
• Types of contracts
  
• Managing GSA schedules
  
• Socioeconomic programs and other terms and conditions
  
• Timekeeping for federal contracts
  
• Terminations for convenience and default
  
• Asking the right questions at pre-bid conferences
  
• 13 steps to a competitive advantage
  

Suggested Follow Ups:

• Advanced Writing and Editing for Government Proposals
• Federal Government Contract Administration and Pricing
• Government Proposal Writing Basics