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Give Me 5 Federal Contracting Training Curriculum

Level 1 – Getting Started


  • Milestone 1: Getting Started

  • Making the decision to become a government contractor takes considerable thought and preparation. Milestone 1 answers the question of whether or not your business is suited for government contracting, and how to get initially set up.

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    Give Me 5: Is the Federal Market Right for My Business?

    Are you thinking about entering the U.S. Federal Contracting Market? The federal contracting market is a $500 billion market. But is it the right market for your business? This webinar is designed for the newcomer to government contracting and will provide an overview of how and what the government buys, registrations, certifications, purchase vehicles, capability statements, marketing processes and effective strategies to enter the government market.

    Course Instructor: Gloria Larkin, President, TargetGov

    Listen to podcast | View the Presentation


    Give Me 5: Does the Government Buy What I Sell?

    Discover how to determine whether the Federal Government buys the product or service your business offers. Learn the who, what, when, where and how of the buy-sell cycle of the federal government. This information will be key in your "go to market strategy" to land the world’s biggest customer.

    Course Instructor: Doña Storey, President, GOVtips,LLC.

    Listen to the Podcast | View the Presentation


    Give Me 5: Becoming an Advocate for Your Business

    From the stop sign in front of your business to the taxes that your business pays, public policy is your silent business partner. As a business owner, your time and energy is best spent running and growing your business. However, you know the negative or positive impact that a new regulation, a tax increase or deduction, and a government program can have on your bottom line. This webinar outlines what it means to your business to become a strong advocate– but more importantly, it provides you with different tools to help you share your story with policymakers on the issues impacting your business and industry.

    Course Instructor: Kristie Arslan, Executive Directory, Women Impacting Public Policy

    Listen to podcast | View the Presentation


    Give Me 5: Government Resources

    Small Business is incredibly important to the U.S. Government; it makes up 54% of all U.S. Sales and creates 55% of all jobs. Small Business contracting with the federal government is naturally an important component of procuring goods and services; but this is a complicated process and Small Business is not alone. This webinar talks about the resources that are available to small business for learning how to do business with the government.

    Course Instructor: Mike Schremmer, Program Manager, NorCal Procurement Technical Assistance Center (PTAC)

    Listen to podcast View the Presentation


    Give Me 5: Working with Procurement Technical Assistance Centers (PTAC)

    Procurement Technical Assistance Centers (PTACs) cover most of the United States and its territories with local procurement centers. These PTACs exist to help businesses understand federal, state, and local contracting requirements and build their capacity to compete on solicitations and provide effective service to government agencies. This webinar will provide a basic overview of the first steps to becoming a government contractor, how to locate free resources available to you, and explains the little to no-cost services available to you when you become a PTAC client.

    Course Instructor: Mike Schremmer, Program Manager, Norcal PTAC

    Click to watch the podcast


    Give Me 5: Building a Support Team of “Specialty Coaches”

    As government contractors you are all very familiar with ‘Teaming Strategies’ in response to a RFP. You may spend many hours networking and vetting teaming partners to ensure your company’s success on a single opportunity. You select your team members for a number of reasons. It is usually with the knowledge that collectively your team brings a competitive advantage to the opportunity. I will share with you Intel on the teaming partners that participate on winning proposals and are never listed in the RFP, but they bring a competitive advantage to the opportunity and your business success overall. These teaming partners are ‘specialty coaches’ or ‘professional advisors’. Who are your coaches? Are they experts in your industry and work with companies your size? Learn how the right coaches can help you to compete at the highest level of procurement, which is federal contracting.

    Course Instructor: Barbara Ashe, Exec Vice President, Montgomery County Chamber of Commerce

    Click to watch the podcast


    Give Me 5: Introduction to Federal Procurement and a guide to the System for Award Management (SAM)

    Federal Contracting can be a tremendous opportunity for women business owners to expand their business. Find out if federal contracts are right for your business and get an overview of how to register your business in SAM, the new registration system required for all federal contractors.

    Course Instructor: Gloria Larkin, President, TargetGov

    Listen to the Podcast | View the Presentation


    Give Me 5: Navigating the System for Award Management (SAM)

    In July, 2012, the GSA launched the System for Award Management (SAM), consolidating and replacing several federal contracting registration systems, including the CCR. Whether you are an experienced contractor or new to federal procurement, this course will guide you through the steps necessary to update and manage your SAM profile and help you navigate the other features of SAM, including how to access data and search records within the system.

    Course Instructor: Angela Dingle, President, Ex Nihilo Management LLC

    Listen to the Podcast | View the Presentation


    Give Me 5: Setting Up Your SBA Profile

    The Dynamic Small Business Search (DSBS) is an SBA tool that captures information from SAM on small businesses and creates a public search tool used by government and business procurement offices searching for small businesses. How you set up your profile makes all the difference in increasing your visibility. Gloria walks you through the steps of creating the right profile for success.

    Course Instructor: Gloria Larkin, President, TargetGov

    Listen to the Podcast |


    Give Me 5: Navigating the SAM Registration Process by Understanding Key FAR Provisions

    Your journey as a federal contractor begins when you set up your business in the System for Award Management (SAM). You take a deep breath and jump in. As you get into the meat of setting up your profile, you encounter complex questions based on the Federal Acquisition Regulation (FAR). These questions require current, accurate, and complete responses. You appreciate how important it is to answer each question correctly. However, successfully completing the SAM registration process requires a sound understanding of the referenced FAR provisions. Your responses to these provisions will comprise your company profile. To assist you with providing accurate representations and certifications, this webinar addresses each of the FAR provisions you will encounter. Participants will take away practical information about SAM’s registration process, including comprehensive and user-friendly guidance on SAM’s FAR-based questions.

    Course Instructor: Pat Meagher, Shareholder, Rogers Joseph O’Donnell PC and Oliya Zamaray, Associate, Rogers Joseph O’Donnell PC

    Listen to the Podcast | View the Presentation


    Give Me 5: WIPP’s Ask the Expert – Getting Started in Government Contracting

    Have you been listening to Give Me 5 webinars, but still have questions about getting started in the Federal space? Don’t miss this opportunity to join contracting specialist Gloria Larkin as she makes herself available for your individual questions discussing how to get started in government contracting. We encourage you to listen to Gloria’s archived webinars at www.giveme5.com, then bring your questions to Gloria on this live chat! This webinar is not designed to be a “how-to”; rather it is your opportunity to have a top expert answer your specific questions.

    Course Instructor: Gloria Larkin, President, TargetGov

    Listen to podcast | View the Presentation



  • Milestone 2: Certifications

  • Being a part of special set aside groups provides certain advantages to winning contracts. Milestone 2 educates you on the WOSB program, along with other certifications, and assists you using these set asides to win a contract.

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    GM5: The Perks, Procedure, and Common Pitfalls Relating to WOSB Certification

    We’ve spent considerable time learning about the value of the WOSB program and the considerable benefits it offers with competitive set-aside contracts. But … there are legal pitfalls that you must be aware of in order to be successful. This training is Part 1 that sets the parameters to properly set up your business so it is in compliance with the WOSB program. You will discover the Perks of being in the program and the Procedures for getting set up. As you continue with Part 2, you discover the legal Pitfalls of not following the program correctly.

    By: Maria Panichelli, Attorney at Law, Cohen Seglias Pallas Greenhall & Furman

    Click to watch the podcast


    GM5: Building a Compliant WOSB/EDWOSB

    You spent considerable time and resources getting your business set up as a WOSB and were successful at winning a contract based on WOSB set aside … but now your competitor has challenged your WOSB status. This training helps you to properly set up your business correctly from the beginning to help you survive a protest.

    By: Maria Panichelli, Attorney at Law, Cohen Seglias Pallas Greenhall & Furman

    Click to watch the podcast



  • Milestone 3: Capability Statements

  • You must position your marketing documents so you are speaking the same language as contracting officials. Milestone 3 walks you through the process of creating your Capability Statement so it presents your business according to the needs of the contracts you seek.

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    Give Me 5: How to Make Your Capability Statement Stand Out

    Your Capability Statement is the single most important document that represents your business to a procurement officer. It is the first opportunity for opening doors – and learning to get it right using ‘government language’ is imperative. This webinar provides you with tips on how to hone your Capability Statement into an effective document for capturing the interest of agency contracting personnel.

    Course Instructor: Gloria Larkin, President, TargetGov

    Listen to the Podcast | View the Presentation


    Give Me 5: How to Make the Most of a Decision Maker Meeting

    Decision makers want to know that you understand the federal contracting system, that you know the language, and that you understand their needs. There are very specific rules that you MUST follow if you want to be successful. This includes what to say, what to take with you to a meeting, how to follow up, and who to talk to. This webinar is quick and to the point in answering those questions so your time in front of the Decision Maker is profitable

    Course Instructor: Gloria Larkin, President, TargetGov

    Listen to the Podcast | View the Presentation



  • Milestone 4: Target Agencies

  • It is a waste of precious resources to spend time going after customers that do not buy what you sell. Milestone 4 teaches you how to target agencies that purchase goods and services that you sell.


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    Give Me 5: Follow the Money

    Understanding your customer and how to do business with them is a key element to success. Unlike commercial work, federal government contracting information is public knowledge and is accessible to everyone – but you have to know where to look. • How much of your product/service does the government consume? • Who in the government buys what you sell? • How and when do they buy it? This webinar provides you with very specific information on how to find the information you need to build a government strategy including a concise checklist for success.

    Course Instructor: Ann Sullivan, WIPP Chief Advocate

    Listen to the Podcast | View the Presentation


    Give Me 5: Doing Your Homework! Utilizing FPDS to Generate Meaningful Marketing Data

    The Federal Procurement Data System is a public resource that helps to tell the story of federal procurement through data. Gaining an understanding of this system is the first step in assembling actionable information that can assist in developing and executing tailored business strategies. Whether your question is general in nature or specific, FPDS queries can be generated to provide data that can help define the answer. Some searches will only need to use the ezSearch feature. Other questions may be best answered by using a Standard Report and for other questions, creating an Adhoc Query may be the perfect solution. Raw data may tell part of the story and in some cases this data will answer the question. Often though, greater insight and understanding of the data can be obtained with further processing using a common tool such as Excel Pivot Tables. This webinar will provide an overview of the three search tools available in FPDS as well as the basics of turning the data into information by using Excel Pivot Tables.

    Course Instructor: Marc Violante, Director of Federal Market Strategies for the Wisconsin Procurement Institute (WPI)

    Click to watch the podcast | View the Presentation | Addendum 1 | Addendum 2 | Addendum 3


    Give Me 5: Focus on Performance Metrics - Why it matters in the Federal Space

    The U.S. Government charges its agencies with developing best methods to measure performance, and to tie program effectiveness to the budget formulation and execution. . In the current fiscally-constrained environment, meaningful performance measurement is important not only for actual program management, but also for convincing outside stakeholders (including the White House/OMB and Congress) to champion agency initiatives and programs. Federal contractors will not only be required to prove their own effectiveness in a Return on Investment (ROI) metric, but may also support their clients in measuring government program effectiveness. This webinar provides a brief history of performance measuremen, a review of "best practices" and difficulties in developing outcome-based performance metrics, and will discuss the considerations of both agencies and Federal contractors surrounding the current performance measurement initiative.

    Course Instructor: Lauren Weiner, President/CEO, Wittenberg Weiner Consulting, LLC

    Click to watch the podcast


    Give Me 5: Sizing Your Market: The How and Why of Market Analysis

    Understanding your customer and how to do business with them is a key element to success. Unlike commercial work, federal government contracting information is public knowledge and is accessible to everyone – but you have to know where to look. • How much of your product/service does the government consume? • Who in the government buys what you sell? • How and when do they buy it? This webinar provides you with very specific information on how to find the information you need to build a government strategy including a concise checklist for success.

    Course instructor: : John Stanford, WIPP Government Relations

    Listen to the Podcast | View the Presentation


    Give Me 5: Doing Business with GSA

    Discover the GSA in 2015! GSA Regional Administrator Ann Kalayil engages in an open conversation with Ann Sullivan to outline new programs from the GSA and information on existing programs. If you are a GSA contract holder … or would like to be … it is important to stay on top of programs and policy that affect your business. Join the conversation where you can ask your questions and receive up to date information on doing business with the GSA.

    Guest Speaker: Ann Kalayil, Regional Administrator, GSA

    Host: Ann Sullivan, WIPP Government Relations

    Listen to the Podcast | View the Presentation


    Give Me 5: Considering the GSA Schedule? What you need to know

    Unravel the mysteries of the GSA Schedule Program. Learn the benefits and limitations of getting on a GSA Schedule as well as the minimum requirements to learn if you can prime the contract. This session will be helpful to any business owners, chief executives or business development personnel that are thinking about pursuing the GSA Schedule.

    Course Instructor: Courtney Fairchild, President and CEO, Global Services

    Listen to the Podcast | View the Presentation


    Give Me 5: GSA Schedules, Reality vs. Myth

    In government FY11, GSA Schedule sales totaled almost $40 Billion. These contracts continue to be the go-to source for federal buying and are a common point of entry for commercial and emerging companies new to federal contracting. However, many myths still exist and the reality of getting a GSA Schedule contract has changed over the last couple of years. Pursuing any government contract is an investment of resources, so make sure you are armed with the knowledge you need to be successful.

    Hope Lane, CPA, Partner, Aronson LLC

    Listen to the Podcast | View the Presentation



  • Milestone 5: Marketing Strategy

  • Developing a marketing strategy for government customers is quite different from private sector marketing. Milestone 5 show you how to map your strategy, establish your brand, and successfully position your messaging so a contracting officer understands you are the right business for the opportunity


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    Give Me 5: Give Me 5: Building a Complaint Team: Teaming, Joint Ventures, and Mentor Protégé Relationships In Federal Government Contracting – Part 1, 2, 3

    Course Instructor: Maria Panichelli, Partner, Cohen Seglias

    Part 1:

    Back to Basics: Eligibility and Affiliation

    Though teaming and joint venturing are a frequently discussed topic in federal contracting circles, the concepts and requirements relating to teams and joint ventures are often very misunderstood. In this beginners-level webinar, we will discuss the fundamental building blocks necessary to understanding the why and how of small business partnerships. We will explain what set aside contracts are, how to determine if you are eligible for the federal government’s small business

    Listen to the Podcast | View the Presentation

    Part 2:

    Teaming, Joint Venturing, or Mentor Protégé Relationship: How to Know Which Is Right for You.

    Many contractors confuse teaming, joint venturing, and mentor protégé relationships. However, these types of partnerships have some major differences, and raise different types of compliance concerns. In this webinar, we will focus on the differences between teaming arrangements and joint ventures, and provide strategies on determining which type of partnership is right for you and your business.

    Listen to the Podcast | View the Presentation

    Part 3:

    How to Draft Enforceable and Compliant Teaming or Joint Venture Agreements

    There is no hotter topic in federal contracting than teaming and joint venturing. While many contractors know the terms, not as many fully understand the requirements necessary to draft enforceable agreements. In this session, we will cover the right way to use teaming and joint ventures to your advantage. We will discuss how to form an eligible JV, the proper procedures for entering into an enforceable teaming agreement, important clauses you should include in these types of agreements, as well as common pitfalls you should avoid. We will consider the practical implications of negotiating terms of a teaming or JV agreement from the both the prime and subcontractor perspectives. We will also discuss other partnering strategies, including mentor-protégé relationships. Recent developments in this area of law will also be covered.

    REGISTER HERE (10/18/2017)


    Give Me 5: How to Work With Your PCR

    One of the best kept secrets for small businesses is the SBA’s Procurement Center Representative, or PCR. As a part of the Office of Government Contracting, the PCR is your best advocate to insure that agencies and prime vendors meet their goal of promoting and awarding purchases, contracts & subcontracts with small businesses. This webinar explains the Office of Government Contracting, what a PCR does, and how you can interact with the PCR as a normal part of your marketing.

    Course Instructors: Valerie Coleman, Program Manager, Prime Contracts Program, U.S. Small Business Administration

    Listen to the Podcast | View the Presentation


    Give Me 5: Using Your Capability Statement to Open Doors

    Your Capability Statement is the single most important document that represents your business to a procurement officer. It is the first opportunity for opening doors – and learning to get it right using ‘government language’ is imperative. This webinar provides you with tips on how to hone your Capability Statement into an effective document for capturing the interest of agency contracting personnel.

    Course Instructor: Gloria Larkin, President, TargetGov

    Listen to the Podcast | View the Presentation


    Give Me 5: Safety In The Pack

    The WOSB Set-Aside program is an excellent tool - IF you can get the contracting officers to use it! This webinar shows you how to increase your chances of getting a set aside by creating a Pack of 'Frenemies' and utilizing proper marketing techniques.

    Course Instructor: John Stanford, WIPP Government Relations Team

    Listen to the Podcast | View the Presentation


    Give Me 5: The 5 People You Need to Meet to Succeed in Federal Contracting

    Being a successful contractor requires that you understand the key positions and contacts within your targeted agency; and knowing when to connect with them. This webinar will help you target who those people are and how to best develop a relationship with them.

    Course Instructor: Jennifer Bisceglie, CEO/President, Interos Solutions

    Listen to the Podcast | View the Presentation


    Give Me 5: You Don't Call ... You Never Write: An Experienced Contractor's Guide to Disappearing Decision Makers

    Experienced contractors are increasingly perplexed at not being able to get a meeting on a timely basis with appropriate decision-makers. In the past, it has been much easier to get appointments; but for a variety of reasons, this is dramatically changing. This webinar (or chat) is for federal contractors with a proven track record to talk about why this is changing, the killer mistakes to avoid and discover ways to ask for and receive timely meetings with the multiple layers of decision-makers involved.

    Course Instructor: Gloria Larkin, President, TargetGov/b>

    Listen to the Podcast | View the Presentation


    Give Me 5: Yes You Can! Ten Best-Value Winning Strategies and Tactics

    It’s time to expand your Federal business. You’ve got past performance. Maybe you want to go deeper into your current Agencies, maybe broaden out into new ones, or both. Why will they choose YOU, and at YOUR price, without even thinking twice about your competition? Join us to learn ten powerful, field-tested strategies and tactics to become first choice for your Federal buyers and partners this year.

    Course Instructor: Judy Bradt, CEO, Summit Insight

    Listen to the Podcast | View the Presentation


    Give Me 5: 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 and link strategy with market characteristics.

    Course Instructor: Jennifer Bisceglie, President, Interos Solutions, Inc.

    Listen to the Podcast | View the Presentation


    Give Me 5: Strategies for Winning Contracts from a Contract Officer Perspective

    The course provides best practices for marketing strategies to win contracts from the perspective of a Contracting Officer. This course will cover: - The most effective federal officials to engage with that are not well known but powerful. - How to determine the best agencies to contact based on your NAICS codes. - Strategies to ensure you land your second contract after the first one. - Tips on how to price government contracts. - How the "internal” source selection process works for Contracting Officers. - The best small business programs and certifications available for small businesses.

    Course Instructor: Barbara English, President, English Solutions

    Listen to the Podcast | View the Presentation


    Give Me 5: The Hottest Topic in Federal Government Contracting – Teaming!

    There is no hotter topic in Federal Government Contracting than teaming. However, though teaming is a concept often discussed, it is just as often misunderstood. When done correctly teaming can greatly expand your federal contracting opportunities. When done incorrectly, however, teaming can have disastrous consequences. Before you enter into your next teaming agreement, make sure that you understand the proper procedures for forming an enforceable teaming agreement, important clauses you should include in your agreement, as well as common pitfalls you should avoid. In this webinar, we will explore these topics and consider the practical implications of negotiating terms of a teaming agreement from the both the prime and subcontractor perspectives. Recent developments in this area of law will also be covered.

    Course Instructor: Maria Panichelli, Associate, Cohen seglias Pallas Greenhall & Furman

    Listen to the Podcast | View the Presentation


    Give Me 5: There’s no “I” in Team: Understanding How to Effectively Team on a Federal Project

    Teaming is a concept much discussed in the world of federal contracting, yet it is often misunderstood. Before you enter into your next teaming agreement, make it a point to understand the rules and what must be contained in your teaming agreement to make it an effective, enforceable document. We will explore the importance of well-crafted scopes of work, exclusivity, indemnity and other key parts of a teaming agreement, as well as how the murky world of teaming agreements is viewed by courts of various jurisdictions. Also, while there is, in fact, no “I” in team, that does not mean that a teaming agreement should not be negotiated. As part of our discussion, we will consider the practical implications of negotiating terms of a teaming agreement from the both the prime and subcontractor perspectives.

    Course Instructor: Maria Panichelli, Attorney at Law, Cohen Seglias Pallas Greenhall & Furman

    Listen to the Podcast | View the Presentation


    Give Me 5: The Ins and Outs of Joint Venture

    Joint Ventures can be a great way to land a contract, but a having a solid legal agreement in place is crucial. Find out the advantages and disadvantages of Joint Ventures, tips on structuring a Joint Venture Agreement and how a Joint Venture differs from a Teaming Agreement.

    Course Instructor: Pamela J. Mazza, Managing Partner, PilieroMazza PLLC

    Listen to the Podcast | View the Presentation


    Give Me 5: Joint Ventures

    This session will focus on the use of joint ventures to grow your government contract business. Topics include: What is a Joint Venture? What are the risks and rewards of entering into a Joint Venture Agreement? How does the Small Business Administration regulate Joint Ventures? Will a Joint Venture affect my size status? The SBA's mentor-protégé program will also be discussed.

    Course Instructor: Patricia Meagher, Attorney, Rossi & Meagher LLP and WIPP National Partner

    Listen to the Podcast | View the Presentation


    Give Me 5: Becoming a Federal Sub-Contractor

    For small firms ready to break into government contracting, one good option is to start as a sub-contractor. This webinar teaches you how to meet primes in your industry and identify their needs, build partnership relationships and cultivate a niche for a competitive advantage, and market your firm or partnership to Primes instead of waiting for them to call you.

    Course Instructor: Naomi Fink, Founder and CEO, Europacifica Consulting

    Listen to the Podcast | View the Presentation



  • Milestone 6: Meet with Target Agencies

  • Now is the time for action and face-to-face connection with contracting officials. Milestone 6 shows you the proper way to conduct an Agency meeting and how to speak the language.


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    Give Me 5: Perfecting your WOSB Elevator Pitch

    You have certified as a Woman Owned Small Business, and you have determined the agencies or prime contractors you are targeting for contracts. How do you pitch your company’s WOSB certification as a benefit to your customer? Join us for a special joint presentation to help you effectively and accurately define the advantages you bring to the table as a WOSB.

    Course Instructor: Gloria Larkin, President, TargetGov

    Listen to the Podcast | View the Presentation


    Give Me 5: Accelerating Growth - What it Takes to Add a Zero to Your Income

    Is your company ready for aggressive growth in the federal marketplace? This webinar will address how to break out of the rut of slow growth and move into the FAST™ lane! It will address a multi-prong strategy of prime, subcontract, and teaming opportunities while discussing two case studies. We will examine the mistakes, hurdles, challenges, and finally, the steps to success in aggressive growth.

    Course Instructor: Gloria Larkin, President, TargetGov

    Listen to the Podcast | View the Presentation


    Give Me 5: 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 Podcast | View the Presentation



  • Milestone 7: Identify Contract Opportunities

  • Thousands of contract opportunities are available for bid throughout the year. Milestone 7 helps you to sort through the opportunities and identify that appropriate for your business.


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    Give Me 5: I Have No Time and Now You Want Me To Do This Too? Responding to Sources Sought Part 1

    You are taught that if you want to win more contracts, you need to respond to Sources Sought – but why? Is the contracting officer really doing market research, or is it just window dressing? This webinar will help you to determine who the real players are and what authority they have. This will also address the differences between RFIs and Sources Sought notices, what happens with the responses, and the time tables. This information will help you to quickly decide if responding is worth your time.

    Course Instructor: Gloria Larkin, President, TargetGov

    Listen to the Podcast | View the Presentation


    Give Me 5: What’s In It For Me? Responding to Sources Sought: Part 2

    What are realistic expectations for responding to Sources Sought? What results are you after? In order to turn Sources Sought into revenue you must: • Learn the ‘magic phrases’ that lift results • Know who should always be copied on the response • Understand who your secret weapon is • Determine the reason for responding: Set-aside? Sole Source? • Define your next steps

    Course Instructor: Gloria Larkin, President, TargetGov

    Listen to the Podcast | View the Presentation


    Give Me 5: How to Create WOSB Set-Asides to Grow Your Business!

    WOSB Set-Asides in general are not going to simply fall into your lap – informed business women take the Development of set-asides into their own hands! This webinar will provide you with information on the research you can do, how to identify the layers of decision-maker, learn how to get competition to help you, and leveraging the Rule of Two in your favor. Gloria lays out the 3 steps needed to plan, position and pursue set asides while also addressing options for sole source.

    Course Instructor: Gloria Larkin, President, TargetGov

    Listen to the Podcast | View the Presentation


    Give Me 5: Responding to Sources Sought

    Bid protests are a valuable opportunity to insure the federal procurement system works properly. But when and how should you protest? And what if you are the target of a protest? This webinar covers topics such as understanding the protest process, the importance of intervention, knowing the common protest grounds.

    Course Instructor: Darlene Bullock, Senior Procurement Analyst (DHS) and hosted by John Stanford, WIPP Government Relations

    Listen to the Podcast | View the Presentation


    Give Me 5: Wired! To Bid or Not To Bid

    You’ve just found the “perfect” opportunity on www.fbo.gov and THIS time it’s gonna happen! Time to roll up your sleeves and crash on that proposal … or … not. The telltale signs are there if you know how to read them. Get the whole story! Join us along with our special guest, Anne Chambers, CEO, Red212, to learn how to increase your federal win rate, and why the right decision can save you money.

    Course Instructor: Judy Bradt, CEO, Summit Insight

    Listen to the Podcast | View the Presentation


    Give Me 5: Deep Dive into FPDS (Plus, a Look at the 3 Newest Federal Intelligence Tools)

    Have you’ve ever wondered how to better use the Federal Procurement Data System (FPDS) as a sales tool? Now is the time to register and find out what successful federal contractors already know: Success starts with better competitive analysis! This webinar will dive deep into the FPDS system as well as providing you with the 3 newest federal competitive intelligence tools. Bring your questions and get live answers on the best federal sales tools available to you for FREE!

    Course Instructor: Judy Bradt, CEO, Summit Insight

    Listen to the Podcast | View the Presentation


    Give Me 5: Sorting Out the Alphabet Soup of Contract Vehicles

    Do you ever get lost in the alphabet soup of contract vehicle language? There is definitely no shortage of acronyms and understanding which platforms you may qualify for is an important first step in going after viable contracts. What is an IDIQ, BPA, Sole Source, MAS, MAC, GWAC, GSA FSS and more? The purpose of these vehicles is to accelerate the acquisition process and use is on the rise. Can you influence a set aside? Can you limit competition? What is your strategy for long-term business versus one-offs? Who are the players and what are their motivations?

    Course Instructor: Erica Courtney, CEO, 2020vet

    Listen to the Podcast | View the Presentation | RFP Help | Sole Source | 2020vet CS | Build CapStmt | GSA Help


    Give Me 5: How to Respond to Sources Sought and RF

    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

    Listen to the Podcast | View the Presentation


    Give Me 5: The Importance of Past Performance

    Past performance is crucial during the periods of deciding whether or not to bid on an opportunity as well as the actual source selection process for award. Listen to this podcast to understand the size, scope and complexity of Past Performance key words, how to research teaming partners to avoid surprises during debriefings, and when not to provide past performance. Jennifer Bisceglie and LaVern Jackson provide first-hand knowledge of lessons they have learned in their federal contracting journey.

    Course Instructors: Jennifer Bisceglie , Chair, WIPP Board of Directors and President, Interos Solutions, Inc. & LaVern Jackson, WIPP Board of Directors and President and CEO, Joint Logistics Managers, Inc

    Listen to the Podcast | View the Presentation


    Give Me 5: The Fast Track to a Facility Clearance

    There are several ways a Government contractor can be granted a facility clearance. This webinar will discuss the key steps, best practices, and pitfalls to avoid in order to navigate the Government bureaucracy in order to secure a facility clearance quickly and cost-effectively.

    Course Instructor: Cindy Brook, Binary Group

    Listen to the Podcast | View the Presentation



  • Milestone 8: Bid on Contracts

  • You’ve done all the things right and have selected a contract in which to bid. Milestone 8 helps you to understand how to properly respond to Sources Sought and how to write a successful proposal.


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    Give Me 5: Writing Successful Proposals – Part 1, 2, 3

    This is a very special 3- part series that will prepare you for writing a successful proposal on federal government solicitations, and provide you with step instructions on the Do’s and Don’ts on how to write winning proposals. You will learn in detail the contents of an RFP, understanding pricing tools, and how to decide whether "to bid or not to bid."

    Course Instructor: Barbara English, President, English Solutions

    Part 1:

    Listen to the Podcast | View the Presentation

    TEMPLATES

    Part 2:

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    Part 3:

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    Give Me 5: Service Contract Act Basics and Pricing Implications

    Service Contract Act Basics and Pricing Implications This session will provide basic knowledge about the Service Contract Act and an understanding of the related impact on pricing and the compliance risks. Highlights Include: • When does SCA apply? • Who does it cover? • How does it impact pricing? • What benefits satisfy health and welfare? • How to implement a compliance program?

    Course Instructor: Hope Lane, CPA, Partner, Aronson LLC

    Listen to the Podcast | View the Presentation


    Give Me 5: Reverse Auctions: When Could They Drive Revenue For You!

    Federal reverse auctions are here to stay: Federal buyers like the sound of saving time and money. Now that high-profile federal reverse auction provider, FedBid, is back in full operation, it's a better time than ever to see where reverse auctions might fit in your strategy. Need to drive IDIQ or GSA Schedule revenue? Looking to build past performance? Targeting certain agencies?

    Course Instructor: Judy Bradt, CEO, Summit Insights.

    Listen to the Podcast | View the Presentation



  • Milestone 9: Secure Federal Contract

  • Should you bid on a contract as a joint venture, sub-contractor or Prime are just a few of the questions you must know before securing a federal contract. Milestone 9 teaches you about past performance, subcontracting, joint ventures, cyber security, and setting up your accounting as just a few of the topics in securing a federal contract.


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    Give Me 5: Taking Advantage of a Post Award Debriefing

    A Post Award debriefing can be a valuable opportunity that all contractors should take advantage of regardless if they won or lost. Contractors can use this insider process to gain valuable knowledge to help build more business, save business and build relationships with the selection committees. Join Gloria Larkin, President of TargetGov, as she gives a thorough preparation process including instructions how to request a meeting with evaluators, how the agency scored the responses, and how to improve responses to future opportunities. Topics covered during the webinar include: • Purpose and process of a debrief • When and how to request a meeting • How to prepare for a debrief and who should attend • If and when to seek legal advice • Recommended best practices

    Course Instructors: Gloria Larkin, President, TargetGov

    Listen to the Podcast | View the Presentation


    Give Me 5: Understanding Project Accounting and its Impact on Government Contracting

    Government contracting requires very specific accounting practices that require project based reporting. This webinar will discuss some of the key software solutions for properly documenting and reporting for proper audit compliance.

    Guest Speakers: Katherine DenBoer, Issue Manager, Intuit; Ikhlaq Bhat, President, BQE, Inc.; Chris Farrell, CEO, SpringAhead

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    Give Me 5: Attributes of an Acceptable Accounting System

    Contractor business systems and internal controls are the government’s first line of defense against waste, fraud and abuse. As a contractor, you will be under considerable requirements to maintain your accounting systems according to the FAR and the contract, or face costly consequences. This webinar addresses the acceptable accounting systems required by the FAR; the concerns, costs, and steps surrounding ‘significant deficiencies’; and how you can self-assess to insure you are in compliance.

    Course Instructor: Hope Lane

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    Give Me 5: Maintaining Compliant Controls for a DCAA Audit

    Winning a Government contract is a combination of many things. One of the most important parts of the bidding process is the audit performed by the Defense Contract Audit Agency (DCAA). In this webinar, you will learn how to develop and maintain compliant internal controls including the accounting system. This is the first thing that DCAA reviews in their audits. You will also learn what DCAA looks for in an audit and how to prepare for the audit. Much of the audit is comprised of verifying that you have compliant and adequate internal controls and accounting system to accumulate, allocate, and report Government costs. It also is comprised of you verifying your basis for your pricing. In addition, you will learn how to maintain compliance for other DCAA audits after winning a contract.

    Course Instructor: JeFreda Brown, CEO, Brown Accounting Solutions, LLC.

    Listen to podcast


    Give Me 5: Government Reporting: It Can 'Make or Break' Your Customer Experience

    All government contracts require an initial submittal and then follow on monthly reports for the duration of the contract. Too many times companies either are not prepared or do not understand the importance of these project management submittals. Additionally, too many companies use these reports as simply a required submittal rather than a tool to help them proactively manage their project. This perceived lack of responsiveness can quickly lead to customer dissatisfaction regardless of the technical performance. In this webinar you will learn the following: ·What reports may be required for an initial submittal (this will be different with each contract). ·What a typical monthly report looks like. ·How you can use these reports/metrics to better manage your projects.

    Course Instructors: Misty Mayes, President/Founder, Management Solutions, LLC

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    Give Me 5: Executive Orders That Affect Government Contracts

    Presidential Executive Orders can suddenly impose restrictions on federal contractors across a host of areas, requiring costly implementation changes. Learn about the noteworthy Executive Orders of the past few years that have shaped labor and wage approaches to sexual orientation protections to discrimination policies. This webinar will walk you through the significance of these Executive Orders and teach you how to implement them in your business.

    Course Instructors: Pat Meagher, Partner, Rogers Joseph O’Donnell and Lauren B. Kramer, Associate, Rogers Joseph O’Donnell

    Listen to the Podcast | View the Presentation


    Give Me 5: GSA Schedules Part II

    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 spending.

    Course instructor: Courtney Fairchild, President, Global Services

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    GM5: GSA Ordering and Contract Compliance for New Schedule Holders

    Many contractors enter the GSA Schedule process tantalized by the prospect of growing their business in the federal marketplace and pursue their contract with gusto. Of course, after a grueling submission and review process, most are just relieved to have gotten through the system, happy they are now finally able to set out on their new road to riches. The trouble is that most contractors aren’t fully aware of what they have gotten themselves into. This webinar will help companies understand and effectively manage the GSA Schedule ordering process as well as highlight issues regarding contract compliance and maintenance. It will be helpful to any business owners, chief executives and business development personnel that have recently been awarded a GSA Schedule, or those that just want to understand what will be involved if they decide to pursue a GSA Schedule Contract.

    Course Instructor: Courtney Fairchild, President and CEO, Global Services

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    Give Me 5: Unraveling Important Aspects of Bonding and Liens

    As a federal contractor in many industries, it is imperative that you obtain proper bonding – but this is a highly complicated subject that could end up costing you an incredible amount of money if you don’t fully understand the nuances and ramifications. This webinar unravels the most important aspects of bonding and liens, including the latest updates on regulations, providing you with important guidelines for success.

    Speaker: Maria Panichelli, Associate, Cohen Seglias Pallas Greenhaw & Furman PC, with Special Guest: Ellen Neylan, Founder, Surety Bonds Associates

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    Give Me 5: The OASIS on the Horizon

    In 2013, the GSA will begin the official procurement process for the One Acquisition Solution for Integrated Services (OASIS) contract. This much anticipated multiple-award, indefinite delivery indefinite quantity (IDIQ) contract vehicle is designed to help agencies meet complex professional services requirements. The webinar will provide an overview of the contract and RFP in an effort to assist you in developing a winning bid strategy.

    Course Instructor: Martin Hicks, Vice President, Global Services

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  • Milestone 10:Defending Your Incumbency

  • Holding on to what you’ve spent countless hours and resources to obtain should never be overlooked or underestimated. Milestone 10 teaches you how to protect your assets, fight for what is right, and protest lost opportunities.


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    Give Me 5: Navigating Bid Protests

    Bid protests are a valuable opportunity to insure the federal procurement system works properly. But when and how should you protest? And what if you are the target of a protest? This webinar covers topics such as understanding the protest process, the importance of intervention, knowing the common protest grounds.

    Course Instructor: Pamela J. Mazza, Managing Partner, PilieroMazza, PLLC

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    Give Me 5: Everything You Need to Know about REAs, Claims, Protests and Terminations

    As any Federal contractor will tell you, the contract award is only the beginning! You need to understand how to protect your award, make adjustments when needed, and how to file a claim or protest. This is a very special 5- part series that will prepare you for all aspects of defending your contract and adjusting it when needed.

    Course Instructor: Maria Panichelli, Partner, Cohen Seglias

    Part 1: Strategies for Seeking Compensation: The Fundamentals of REAs and Claims

    In this webinar, you will learn about two key strategies for seeking compensation when something goes wrong post-award: namely, requests for equitable adjustments (or “REAs”) and claims. Maria will go over the basics of both REAs and claims, discuss the differences between the two, and provide you strategies on when to use each.

    Listen to the Podcast | View the Presentation

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    Part 2: Strategic Approaches for Success During the CDA Claim & Appeal (4/12/2017)

    So you have filed your claim, but what comes next? In this webinar, we will explain the Contract Disputes Act (“CDA”) claims appeal process before both the Boards of Contract Appeals, and the Court of Federal Claims. Maria will also go over the most common defenses advanced by the government in response to contractor claims, and explain how to maximize your chance of success when making claims against the Federal government.

    Listen to the Podcast | View the Presentation

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    Part 3: Dealing with Terminations for Default, Terminations for Convenience, and Reprocurement Claims (5/10/2017)

    This webinar will cover what happens at the end of a contract, when that contract is terminated by the government either for convenience or default. We start with explaining the critical differences between terminations for convenience (T4Cs) and terminations for default (T4Ds). Next, you will learn all about T4Cs, the response process and seeking compensation in connection with work performed prior to termination. Finally, we will cover how to challenge T4Ds, including how to convert them to T4Cs, and how to deal with reprocurement claims.

    Listen to the Podcast | View the Presentation

    *********************************
    Part 4: Asserting and Defending Bid Protests (6/7/2017)

    In this webinar we will walk you through the who, what, when, where, why and how of filing a bid protest. You will learn how to use debriefings and protests as an affirmative tool to get the contracts you want, as well as strategies for maximizing your chances for a positive outcome. We will also cover how to defend against bid protests brought by their competitors.

    Listen to the Podcast | View the Presentation

    *********************************
    Part 5: Size and Status Protests, and Size/Eligibility Investigations (7/12/2017)

    In this webinar we will walk you through the who, what, when, where, why and how of filing a bid protest. You will learn how to use debriefings and protests as an affirmative tool to get the contracts you want, as well as strategies for maximizing your chances for a positive outcome. We will also cover how to defend against bid protests brought by their competitors.

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    Give Me 5: Doing Work Outside the Scope of the Contract

    Have you ever thought about what you would do if a government agency directs you to do work that you believe is outside the scope of your contract? This can be devastating to your financial bottom line if the agency refuses to pay because it does not agree the work is additional scope. This webinar addresses what steps you can take to protect your business and your legal remedies, and how to pursue payment for the extra work.

    Course Instructors: Pat Meagher, Partner, Rogers Joseph O’Donnell and Lauren B. Kramer, Associate, Rogers Joseph O’Donnell

    Listen to the Podcast | View the Presentation


    Give Me 5: Covering Your Assets

    You’ve spent considerable resources acquiring your assets, and it only takes a very short amount of time to lose it all! Learn how to protect your company’s asset in dealing with your employees and business partners by introducing confidentiality agreements and non-compete agreements.

    Course Instructor: Pamela J. Mazza, Managing Partner, PilieroMazza, PLLC

    Listen to the Podcast | View the Presentation


    Give Me 5: Where Human Resources and Government Contracts Intersect

    Federal contractors are subject to a unique set of rules, laws and regulations. Many of these laws and regulations also apply to subcontractors. This session covers the more complicated areas where HR and government contracts intersect. Topics include: • OFCCP – latest news on increased HR compliance requirements • Executive Order actions and recent regulatory changes • Common challenges to complying with the Service Contract Labor Standards/Service Contract Act • Tips for handling whistleblower and relator complaints • Handling mandatory disclosures • Changes to implement now

    Course Instructors: Barbara Kinosky, President and Managing Partner, Centre Law & Consulting and Marina Blickley, Associate, Centre Law & Consulting

    Listen to the Podcast | View the Presentation


    Give Me 5: Managing and Incentivizing Employees - Sharing in the Upside While Protecting the Company's Downside

    Attracting and retaining key employees is a challenge every business faces, and government contractors know that a valuable contract can hinge on making the right staffing choices. In addition to creating a great work environment, companies can attract top quality employees through cash, equity and other equity-linked compensation methods. This webinar covers various ways government contracting firms can compensate employees as well as steps firms can implement to avoid common labor and employment pitfalls.

    Course Instructor: Dean Nordlinger, Managing Partner, PilieroMazza, PLLC and Nichole Atallah, Associate, PilieroMazza, PLLC

    Listen to the Podcast | View the Presentation


    Give Me 5: Win Strategies- Questions, Clarifications & Protests

    Federal agencies are increasingly emphasizing technical and pricing detail when evaluating response to Requests for Proposals amidst increased competition due to budgetary constraints. Companies who know what questions to ask to gain a better understanding of requirements, submit responsive bids and know when to protest an agency’s pre-award requirements or a competitor’s award will have an advantage. This discussion will untangle misconceptions associated with pre-award exchanges with federal agencies and will provide strategic pre- and post-award protest insight.

    Course Instructor: Jerry Alfonso Miles, Esq. Deale Services, LLC

    Listen to the Podcast | View the Presentation


    Give Me 5: Regulatory Fairness for Small Business

    Doing business with the government is a complex process sometimes filled with expensive consequences. But you are not alone! Most small companies have no idea that they have a strong advocate in Washington that helps them fight excessive fines, penalties or other unfair regulatory enforcement by federal agencies. Join us for a discussion with WIPP National Partner Dona Storey and Ombudsman Brian Castro as you learn about the Office of the National Ombudman (ONO). This is the office that can assist a small business with problems such as excessive fines, audits, and penalties.

    Presented By: Brian Castro, Ombudsman, Office of National Ombudsman

    Hosted by: Doña A. P. Storey, President, GovTips.biz

    Listen to the Podcast | View the Presentation



  • Chats Unit: Chats with Experts in Federal Contracting

  • Many times, a casual conversation with women business owners or acquisition professionals brings out the right idea or answer that you've been looking for. This unit provides that opportunity to pick up helpful hints or better explain lingering questions.


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    Give Me 5 Chat: The Good, The Bad of GSA Schedules

    Are you interested in holding a GSA contract but still have a few questions? Are you interested in talking to other GSA schedule holders to find out how they became so successful using this valuable tool? This LIVE CHAT where you can visit directly with expert GSA contract holders to ask questions and receive real-life answers on the best practices.

    Webinar Moderator: Courtney Fairchild, President and CEO, Global Services; Guest Panelists: Denita Conway, President/ CEO, PROVEN Management, Angela Dingle, President / CEO, Ex Nihilo Management, Misty Mayes, President / CEO, Management Solutions LLC

    Listen to the Podcast | View the Presentation



  • Construction Unit: Federal Contracting in the Construction Industry

  • Contracting with the Federal Government on Construction work has a unique set of rules and regulations; but can be extremely rewarding. This Special Unit addresses many of the roadblocks and distinctive requirements you need to know in order to bid on a contract and execute it according to those requirements.


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    Give Me 5: Construction Unit - Best Practices in Construction

    Whether you a contractor working on federal, state or private projects, certain construction practices should be followed to insure that you and your company is protected on the project. Following certain business practices can mean the difference between a profitable construction project and one that exposes your company to financial risk. This Webinar will focus on best construction practices before, during and at the conclusion of a construction project. It seeks to outline best contracting, accounting, insurance, documentation and claims prevention strategies for beginner and experienced practitioners alike.

    Course Instructors: Jennifer Horn, Partner, Cohen Seglias Pallas Greenhall & Furman PC

    & Maria Panichelli, Associate, Cohen Seglias Pallas Greenhall & Furman PC

    Listen to the Podcast | View the Presentation


    Give Me 5: Construction Unit - FAR 101 – Part 1 The Fundamentals of the Federal Acquisition Regulations and Federal Procurement: The Bidding Process.

    Whether you are new to federal contracting, or have been contracting with the government for years, the Federal Acquisition Regulations, or “FAR”, can be rather confusing. This is especially true in the construction context, where concepts originally intended for use in supply or other service contracts are applied to yield unanticipated consequences. This Webinar will focus on improving your understanding of the FAR (and agency supplements thereto) and its application in the construction context, with a focus on the bidding process for both sealed bidding and negotiated procurement. A great introduction for a beginner wishing to break into the construction market, and a useful refresher for experienced federal contractors, this webinar seeks to teach all attendees how successfully navigate the federal procurement process to secure more federal contract awards.

    Course Instructors: Jennifer Horn, Partner, Cohen Seglias Pallas Greenhall & Furman PC

    & Maria Panichelli, Associate, Cohen Seglias Pallas Greenhall & Furman PC

    Listen to the Podcast | View the Presentation


    Give Me 5: Construction Unit - The Fundamentals of the FAR Part 2: Source Selection Process

    Now that you have put your bid or proposal together, what comes next? This webinar teaches you about how the Government goes about selecting the ultimate awardee of the contract. Learn about “best value” and “trade off”. Familiarize yourself with the source selection process, so that you can use the process to your advantage in winning more contracts!

    Course Instructors: Jennifer Horn, Partner, Cohen Seglias Pallas Greenhall & Furman PC

    & Maria Panichelli, Associate, Cohen Seglias Pallas Greenhall & Furman PC

    Listen to the Podcast | View the Presentation


    Give Me 5: Construction Unit - The Fundamentals of the FAR Part 3: Debriefing and Protests

    Part of your rights as a federal contractor - and potential federal contractor - is to request a Debriefing and Protest. Whether you are the contract awardee or not, participating in a Debriefing will assist you in expanding your federal contracting business. If you are not the contract awardee, don't lose your opportunity to file a protest because you don't understand the rules. This webinar assist you in knowing when and how to request a Debriefing and Protest.

    Course Instructors: Jennifer Horn, Partner, Cohen Seglias Pallas Greenhall & Furman PC

    & Maria Panichelli, Associate, Cohen Seglias Pallas Greenhall & Furman PC

    Listen to the Podcast | View the Presentation


    Give Me 5: Construction Unit - Bonding and Liens

    As a federal contractor in the construction industry, it is imperative that you obtain proper bonding – but this is a highly complicated subject that could end up costing you an incredible amount of money if you don’t fully understand the nuances and ramifications. This webinar unravels the most important aspects of bonding and liens providing you with important guidelines for success.

    Course Instructors: Jennifer Horn, Partner, Cohen Seglias Pallas Greenhall & Furman PC

    & Maria Panichelli, Associate, Cohen Seglias Pallas Greenhall & Furman PC

    Special Guest: Ellen Neylan, Founder, Surety Bonds Associates

    Listen to the Podcast | View the Presentation


    Give Me 5: Construction Unit - Defending Against Protests

    This webinar offers in-depth understanding of the different types of protests, which courts determine the protests, and the applicable laws and regulations. In short, this webinar is the who, what, when, where, and why of defending against protests.

    Course Instructors: Jennifer Horn, Partner, Cohen Seglias Pallas Greenhall & Furman PC

    & Maria Panichelli, Associate, Cohen Seglias Pallas Greenhall & Furman PC

    Special Guest: Ellen Neylan, Founder, Surety Bonds Associates

    Listen to the Podcast | View the Presentation


    Give Me 5: Construction Unit - Negotiation Tactics for Women Business Owners

    The Construction Industry offers tremendous opportunities and challenges for any business owner; but when you are in the construction industry, there is an extra layer of requirements that can either make or break your business. Whether you are dealing with a federal construction contract, teaming agreement, subcontract, commercial construction contract or navigating your everyday lives, your ability to negotiate effectively could be the difference between achieving desired results or getting less. This webinar will give construction professionals valuable tips on how to prepare for and become more confident in negotiations.

    Course Instructors: Jennifer Horn, Partner, Cohen Seglias Pallas Greenhall & Furman PC

    & Maria Panichelli, Associate, Cohen Seglias Pallas Greenhall & Furman PC

    Special Guest: Judy Weintraub, Founder, Weintraub Legal Services

    Listen to the Podcast | View the Presentation



  • GSA Unit: Guide to the Essentials of GSA Multiple Award Schedule Contracting

  • The GSA Multiple Award Schedule Program provides a fast, flexible, cost-effective procurement solution for both contractor and agencies that allows participants to meet acquisition challenges while achieving their missions. The wide variety and large number of Schedule contractors allow ordering activities to access an extensive range of supplies and services to satisfy their requirements. Currently, more than 17,000 Schedule contractors offer more than 25 million supplies and services. Navigating this world can be an overwhelming experience for even the most experience federal contractor. This series will help you better understand the world of the GSA Multiple Award Schedule Program and how to avoid the pitfalls on your way to becoming a successful GSA contractor.


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    Give Me 5: Part 1: A Beginner's Guide to GSA Schedules
    In this session you will learn how this program works, what it takes to be a part of it and if pursuit is right for you.

    Course Instructor: Courtney Fairchild, President & CEO, Global Services

    Listen to the Podcast | View the Presentation


    Give Me 5: Part 2: Modifying Your GSA Schedule
    In this session you will learn to adjust your prices in accordance with the terms and conditions of your contract; maintain the overall health of your contract by removing obsolete items or labor categories and adding new ones; and update your contact information so that you can be reached.

    Course Instructor: Jody Franklin, Accounts Director, Global Services

    Listen to the Podcast | View the Presentation


    Give Me 5: Part 3: Demystifying the Price Reduction Clause
    In this session you will learn the requirements of the Price Reduction Clause and how to establish systems and procedures that are adequate to ensure compliance.

    Course Instructor: Jody Franklin, Accounts Director, Global Services

    Listen to the Podcast | View the Presentation


    Give Me 5: Part 4: Understanding the GSA Schedule Ordering Process
    In this session you will learn the specific ordering procedures as applicable to all agencies throughout the federal government when purchasing off of the GSA Schedule.

    Course Instructor: Courtney Fairchild, President / CEO, Global Services

    Listen to the Podcast | View the Presentation


    Give Me 5: Part 5: When GSA Comes Knocking - How to Prepare for a CAV
    In this session learn how and what to prepare for your Assessment and properly assert your firm's ability to meet the important terms and conditions of your contract.

    Course Instructor: Jody Franklin, Accounts Director, Global Services

    Listen to the Podcast | View the Presentation


    Give Me 5: Part 6: Increasing Your GSA Schedule Sales
    In this session you will learn where and how to find the people who use the GSA Schedule to buy your services and products, how to plan a proactive year-round marketing strategy so that your business will be well-known to the decision-makers before the RFQ is advertised, and how to create GSA Schedule opportunities outside of eBuy

    Course Instructor: Gloria Larkin, President & CEO, TargetGov

    Listen to the Podcast | View the Presentation



  • Agencies Unit: Agencies

  • Working with the Federal Government means you have to 'Do Your Homework' before you approach an agency ... but what does do your homework really mean? These webinars will guide you through the process of learning directly from the agencies themselves on the best procedures for winning contracts.


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    Give Me 5: Doing Business with the US Dept of Agriculture

    Course Instructors: Lance Petteway, Director, Contract Management Division, Food and Nutrition Services - USDA

    Listen to the Podcast | View the Presentation


    Give Me 5: Doing Business with the US Department of Homeland Security

    Course Instructors: Sharon Phillips, Senior Procurement Analyst, Department of Homeland Security

    Listen to the Podcast | View the Presentation


    Give Me 5: Webinars from the SBA:

    Give Me 5: ONBOARD: Open Network for Board Diversity (SBA)

    Course Instructors: Michele Schimpp, Deputy Associate Administrator, Office of Investment & Innovation, SBA

    Listen to the Podcast | View the Presentation

    Give Me 5: The SBA's New All Small Business Mentor-Protege Program

    Course Instructors: Megan C. Connor, Associate, PilieroMazza PLLC and Katie Floor, Associate, PilieroMazza PLLC

    Listen to the Podcast | View the Presentation

    Give Me 5: At Long Last, a Mentor Protege Program for All Small Businesses

    Course Instructors: Debbie Kobrin, WIPP Government Relations

    Listen to the Podcast | View the Presentation | Rule Update



  • Working with Prime Vendors Unit: Primes

  • Learn directly from Prime Vendors themselves on the best practices for becoming a Sub-contractor


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    Give Me 5: Special Unit - Working with Prime Vendors: LOCKHEED MARTIN

    Lockheed Martin is one of the largest federal contractors in the U.S. providing security and advancing scientific discovery through a variety of federal departments and intelligence communities. This webinar provides you with an understanding of the business structure and environment, and how you can be a part of their commitment to small business through their supply chain.

    Course Instructor: Suzanne Raheb, Corporate Supplier Diversity Leader, Lockheed Martin

    Listen to the Podcast | View the Presentation



  • Learning to be your own advocate Advocacy

  • Policy and regulations are a part of your business whether you like it or not. Learn to become your own advocate for the best small business policies


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    Give Me 5: Do Not Enter! Women Shut Out of US Government's Largest Contracts

    With a shrinking federal buyer's workforce, the government is looking for more ways to quickly execute contracts - but at what expense to women owned small businesses? Learn how you can help shape the regulations that allow women business owners to continue to participate in parity with other small business programs in the government's larges contract vehicles

    Course Instructor: John Stanford, WIPP Government Relations

    Listen to the Podcast | View the Presentation



  • CyberSecurity Unit: Cyber Security

  • Cyber security doesn’t just affect IT companies anymore. If you are doing business with the federal government, you need to know what cyber security is and your responsibility to protect against cyber threats.


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    Give Me 5: Give Me 5: Understanding Cyber Security: Part 1 – How Cyber Security is Impacting Your Business

    Cyber security doesn’t just affect IT companies anymore. If you are doing business with the federal government, you need to know what cyber security is and your responsibility to protect against cyber threats. In the first of four sessions, we will discuss recent cyber security incidents and how they have changed the way the federal government procures products and services. We will examine what cyber security Is, how it impacts government contractors, and what you need to know to protect your business. In our remaining sessions, we will examine recent changes to the Federal Acquisition Regulation (FAR) and Defense Federal Acquisition Regulation (DFAR) and provide practical tips on how to protect your business.

    Course Instructor: Angela Dingle, President / CEO, Ex Nihilo Management, LLC

    Listen to the Podcast | View the Presentation | Handout


    Give Me 5: Understanding Cyber Security: Part 2 – Protecting Unclassified Information

    An effort has been underway for several years to put a system of guidelines in place requiring companies of all sizes to safeguard unclassified information stored in their systems. Well, that time has come. In part two of our series on cyber security, we’ll examine Executive Order 13556 and National Institute of Standards and Technology (NIST) 800-171 governing Controlled Unclassified Information (CUI). We will discuss what you need to know about unclassified information, when the regulations go into effect, which agency has cognizance, what to look for in solicitations and/or contract provisions, how long you have to comply, penalties for non-compliance and what you need to know to protect your business.

    Course Instructor: Angela Dingle, President / CEO, Ex Nihilo Management, LLC

    Listen to the Podcast | View the Presentation | Worksheet | Clauses


    Give Me 5: Understanding Cyber Security: Part 3 – Protecting Classified Information

    Increasingly, senior management is being held accountable for establishing and monitoring adequate cyber security measures. In part three of our series, we will discuss what you need to know about protecting classified information and the associated Defense Federal Acquisition Regulations (DFARS). We will examine recent updates to the DFAR, when it goes into effect, which agency has cognizance, what to look for in solicitations and/or contract provisions, how long you have to comply, penalties for non-compliance, and what you need to know to implement the necessary components of the regulation.

    Course Instructor: Angela Dingle, President / CEO, Ex Nihilo Management, LLC

    Listen to the Podcast | View the Presentation | Worksheet | Handout


    Give Me 5: Understanding Cyber Security: Part 4 – Privacy Act and Insider Threats

    Federal contractors, especially Defense contractors are at a higher risk of being targeted by adversaries seeking information about US military and security systems. In part four of our series, we will examine the Privacy Act and changes to the National Industrial Security Program Operations Manual (NISPOM) Conforming Change 2 Insider Threat Program that affect how you do business. We will examine when it goes into effect, which agency has cognizance, what to look for in solicitations and/or contract provisions, how long you have to comply, penalties for non-compliance, and what you need to know to protect your business.

    Course Instructor: Angela Dingle, President / CEO, Ex Nihilo Management, LLC

    Listen to the Podcast | View the Presentation | Handout 1 | Handout 2



  • 8a Unit: Transitioning Out of 8a

  • The 8a program creates opportunities for small and disadvantaged businesses as they attempt to compete in the federal market place; however, an alarming number of businesses fail within 2 years after leaving the benefits and protections of 8a. This series of webinars is designed to address the steps necessary for a Transitioning 8a Firm in order to position and prepare itself for continued success through government contracting.


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    Give Me 5: Transitioning Out of 8a - Introduction

    This introductory webinar provides you with the foundation so you understand the need to position your business early for federal contracting after leaving the 8a program.

    Course Instructors: Barbara English, President, English Solutions

    Listen to the Podcast | View the Presentation


    Give Me 5: Transitioning Out of 8a - Fine Tune Your Pricing

    In the 8a program, pricing has much more flexibility than when you're in a competitive situation. This webinar assists in defining a different pricing strategy for winning a Lowest Price Technically Acceptable Bid.

    Course Instructors: Barbara English, President, English Solutions

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    Give Me 5: Transitioning Out of 8a - Optimize Your Marketing Strategy

    Winning a contract under a competitive bid is considerably harder than direct 8a. Sign up for this webinar and learn how to narrow the playing field with other small business certification, teaming opportunities, and by fine-tuning your contact system.

    Course Instructors: Barbara English, President, English Solutions

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    Give Me 5: Transitioning Out of 8a - Get Your Financials in Order

    Outside of 8a you will have more stringent financial and cash flow requirements. Register for this webinar to learn how to seek a financial partner, increasing your line of credit, as well as being prepared for DCAA audits.

    Course Instructors: Barbara English, President, English Solutions

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    Give Me 5: Transitioning Out of 8a - Establish Excellent Recruiting System

    The majority of your contracts that you win will require hiring new people. Register for this webinar to learn whether or not to recruit staff internally, or utilize external staffing organization ... or a combination of both.

    Course Instructors: Tracy Balazs, President & CEO, Federal Staffing Solutions (FSR)

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    Give Me 5: Transitioning Out of 8a - Make Teaming Your Business Culture

    As a small business, your level of success is greatly dependent on your ability to team with other businesses. Register for this webinar to learn how to a recruit other businesses, both small and large, as a teaming partner

    Course Instructors: Barbara English, President, English Solutions, Inc.

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    Give Me 5: Transitioning Out of 8a - The Most Essential Ingredient of All - Relationships!

    The majority of federal contracts are won based on relationships with other vendors and federal buyers. This webinar outlines how to research and recruit crucial relationships for success.

    Course Instructors: Connie Davis, Vice President of Operations, English El Enterprises LLC.

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