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Jennifer Schaus &

Associates
GOV CON WEBINAR SERIES - 2017
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC www.JenniferSchaus.com

Join Us for A Series of Complimentary Webinars


on various US Federal Government Contracting Topics.
Presenters are industry experts
sharing knowledge
about the competitive government contracting sector.

Find all of our Govt Contracting webinars (free download) at www.JenniferSchaus.com

Contact Us @ 2 0 2 – 3 6 5 – 0 5 9 8
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC www.JenniferSchaus.com

ABOUT JENNIFER SCHAUS & ASSOCIATES:


- Based in downtown Washington, DC;
- A la carte services for Federal Contractors;
- Proposal Writing to GSA Schedules and Contract Administration, etc.;
- Deep bench of industry experts;
- Educational webinars;
- Networking events and seminars;
WEBSITE: http://www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC www.JenniferSchaus.com

ABOUT JENNIFER SCHAUS:


- Began career with D&B;
- Over 20 years in federal contracting;
- Industry speaker and author;
- Board Member: GovLish; NCMA; and NMIA.
- Volunteer Mentor &/or Instructor: VA PTAP; CBP / VBOC; Capitol Post; 1776; Eastern
Foundry, WIT; WDCEP and the Towson University Incubator.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC www.JenniferSchaus.com

ABOUT OUR SPEAKER

KARL WALINSKAS
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC www.JenniferSchaus.com

ABOUT KARL WALINSKAS


Education: BSME
# Of Years Commercial/Gov BD: 24
Position/Title: CEO/Founder
Phone: 410-303-8104
Email: bizdev@FedTrax.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC www.JenniferSchaus.com

ABOUT FEDTRAX:
- Federal Business Development for Technology
- Works with Startups, Seasoned Contractors, Venture
- Focus on Hi-Technology Innovation
AI Cyber IOT Big Data Analytics BPA Knowledge Mgt
- WEBSITE: http://www.FedTrax.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC www.JenniferSchaus.com

HOW TECH STARTUPS CAN WIN FEDERAL BUSINESS


Get Noticed Get Taken Seriously Win Contracts

MONDAY SEPTEMBER 25, 2017


Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC www.JenniferSchaus.com

BARRIERS FOR STARTUPS IN THE FEDERAL SPACE


• Overwhelming / Complex / Insider
Knowledge
• No way to buy from you
• No Past Performance
• No Socio-economic advantages
• No Govie relationships or beachhead
• Technology lacks ATO

There are NO quick steps to a Plan of Record, Agency-wide contract


Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC www.JenniferSchaus.com

ASSESS YOUR FEDERAL FIT


• Brainstorm – Core Technology Possibilities list
• Assess – tolerance for customization
• Identify – Short list of Agency targets
• Research – Agency Missions
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC www.JenniferSchaus.com

UNIQUE VALUE PROPOSITION (UVP)


Mission Need + Competitive
Advantage
=
Agency-Specific UVP

INNOVATION
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC www.JenniferSchaus.com

FEDERAL TOOLS
• Agency/Sector-Specific Capabilities Briefs
• GSA Schedules
• Company Website Fed Page
• Procurement Databases/Research Tools (FBO, FPDS, SBA,
GovWin, EZGovOpps, etc.)
• Technology Demo
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC www.JenniferSchaus.com

MULTI-FACETED ATTACK STRATEGY


• Prioritize Agency hit list
• Determine Ask/agency
 UVP message
 Differentiators
• Determine Teaming Partners
• Identify People you need to
talk to
• How will you reach them?
Where? When? Who does it?
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC www.JenniferSchaus.com

LEVEL A – INNOVATION TRACK


• Networking Events
 AFCEA, NCMA, APMP, HIMSS NCA, GTSC
 Target Speakers
 Connect on LinkedIn
• Agency Industry Days
• Research S&T divisions, BAAs, OTAs, innovation strategies
• Grants.gov, FederalRegister.gov, Challenge.gov, CitizenScience.gov, GSA
Cyber/Digital strategies, more
• Technology demos
• Whitepaper submissions
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC www.JenniferSchaus.com

INNOVATION INVESTMENT NEEDS (ex.)

FY2015-2019 IC S&T Investment


Landscape(ODNI)
(https://www.dni.gov/files/documents/atf/FY2015-2019IC_S&T_Investment_Landscape.pdf)
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC www.JenniferSchaus.com

LEVEL B – RESPONSIVE TRACK


• Monitor Databases
• RFIs & Sources Sought
• Call Contract Officer early
• Capture activities
• Qualify – Qualify –
Qualify!
• ID requirements & price
to win
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2017 - WASHINGTON DC www.JenniferSchaus.com

LEVEL C – TEAMING TRACK


• Research
 Target agency contract vehicle
awardees (SMB, 8A too!)
 FBO opps incumbents
 Agency awardee history
• Events by agency
• Review contractor list
websites for teaming info
• LinkedIn connect or call direct
• Why do they need you?
Jennifer Schaus & Associates
GOV CON WEBINAR SERIES - 2017

QUESTIONS?
CONTACT OUR SPEAKER KARL WALINSKAS AT 410-303-8104 AND AT BIZDEV@FEDTRAX.COM

THANK YOU FOR ATTENDING!! WWW.JENNIFERSCHAUS.COM