Maximizing Profit & Growth in the Federal Contract Marketplace

Success Strategies: Maximizing Profit & Growth in the Federal Contract Marketplace

The federal contract marketplace is full of opportunity, but in order to scale and win the biggest deals contractors must master federal contracts capture management regulatory entitlements, operational/performance excellence standards, strategic/structured growth considerations, development of a growth-oriented infrastructure, the “rules of the game,” and common methods for risk mitigation.

This masterclass will provide insight into a range of best practices and key considerations used by small, midtier and large business contractors to scale and win the biggest deals in the federal marketplace. Topics will include:

• Strategies for permitted pre-award FAR “exchanges” (i.e., communications, clarifications, Q&A and discussions) with Agencies that are critical to clarifying terms, helping to shape requirements, and assuring that the Agency considers various options for procurement the supplies or services at issue
• Strategies to increase likelihood of winning a contract pursuit by fully understanding your marketing rights, solicitation evaluation factor entitlements and the rules that Agencies must follow when determining which evaluated proposal will be eligible for award.
• Strategies for alternative proposal approaches including submitting unsolicited proposals, pursuing sole/single source awards and considerations applicable to RFP reservations, exceptions and deviations in proposals.
• Strategies for “teaming to win” under partner identification, vetting, and selection metrics; best practices for structuring deals with teammates in order to promote optimal outcomes, maximizing benefits under mentor-prot�g� affiliation exceptions, and best practices for using joint ventures to win large federal contracts.
• Strategies for corporate governance, management procedures, operational excellence, contract administration, cost tracking, crisis management, and compliance to manage SBA/FAR requirements, facilitate early risk identification/mitigation, to promote optimal past performance assessments, manage supply chain risk and to reduce the risk of audits.
• Strategic considerations for managing mergers, acquisitions, restructuring, contract asset purchases (i.e., novations), and/or even being acquired (including exit planning) particularly when approaching and/or managing NAICS code size standard caps.
• Strategies for structuring employee incentives including bonus plans, share grants, options, phantom stock, deferred compensation to encourage loyalty and embedded dedication to the corporate mission to increase the likelihood strategic hires and promote accelerated corporate growth.
• Strategies for reshaping RFPs, getting a “second bite at the apple,” eliminating competitors and defending awards with NAICS Code Appeals, size protests (including “ostensible subcontractors”), status protests, competitive range protests and other bid protests, including a discussion ways to get the most of out of your debriefing and of the often undersung value of early “corrective actions.”
• Strategies for performing federal contracts internationally and in new geographical regions within the United States.
• Strategies for applying 10+ general small business contractor best practices and avoiding 10+ general mistakes commonly made by small business contractors.

This program will assist government contractor executives, corporate counsel, capture management teams, and compliance officers understand how best to proceed with approaches to establishing a platform for scalability and success in federal contracting. If you have ever wondered how to accelerate growth and win larger federal contracts, join us as we discuss key strategies for success in the federal marketplace.