Track 1 - Business Development
Business development is an ever increasingly important mechanism not only for growth but to remain competitive in today’s marketplace. Participants that attend these sessions will learn that establishing strong core business development practices can help them grow their small business and reach their business goals. These sessions will provide insight from leading business developers and focusing on the development: sales and marketing strategies and developing strategic partnerships.Read More...
Insiders Perspectives on Pursuing and Winning IT Business at VA
This presentation provides attendees with some unique perspectives, from both former VA insiders and successful industry representatives, on marketing and selling their products and services to VA, with an emphasis on the Office of Information and Technology (OIT). Attendees will gain an appreciation for how VA buys, who does the buying, the VA budget and acquisition cycle, how to best market into the Department, how best to engage VA "customers" and what they are expecting from their industry partners, what small businesses should consider when preparing to market to VA, and other key tenets for success.
Networking: The Skill You Must Have to Win Contracts
Networking is a Skill. In this interactive and exciting session, we will examine the strategies and techniques that can be used to effectively build a "network" of key points of contact in organizations you are pursuing as a small business. In a sometimes humorous manner, we will explore what works and what does not work when building your network. From a government perspective, we will look at ways you can effectively determine whether this small business is a good fit for future requirements by presenting some key points of observation when having a conversation with a small business.
Advanced Teaming Strategies to Accelerate Small Business Government Revenue
This session was delivered as a keynote for the State of Utah’s annual government symposium in Salt Lake City and was rated the most valuable training event at the National APTAC training conference out of more than 500 training sessions. This session is designed for the entrepreneur, novice, and experienced business professionals who operate or plan to operate in the federal space. Unlike most sessions, this is more than a general or abstract discussion. Accelerate your teaming strategies by three to five years, providing basic to advanced real-world techniques to differentiate and build competitive advantage with small and large businesses. A strong teaming strategy differentiates the capabilities of your company and helps you integrate them into two or more of another company's markets or territories. This facilitates qualified opportunities, both tactical and strategic. Focusing on techniques proven to strengthen your company's position, we discuss the most common teaming mistakes small businesses make with larger companies: being on a winning team and receiving no work; first versus second-tier subcontracting; a detailed discussion of the five functional areas larger companies use to evaluate and select small business, and the techniques and strategies you can use to differentiate from your competition (not price or features). Every attendee will receive business templates outlined in the session inclusive of marketing collateral for effectively positioning and differentiating with partners, and a copy of the slides presented during the session.
Teaming Agreements and Joint Ventures–Making 1+1=3 in Government Contracting
To succeed in the government contracting market, a small business has to have an edge over its competitors. To get that edge often requires leveraging the resources, skills, and abilities of strategic partners. Teaming Agreements and Joint Ventures are three (3) methods that small businesses can use to form those crucial strategic partnerships that will lead to subcontracts and to the award of prime government contracts. By forming and using these strategic partnerships properly, small business government contractors can win, keep, and profit from government contracts they would be unable to qualify for by themselves. This session will ensure that you know how to structure these arrangements while maintaining actual ownership and control of your small business and compliance with governing laws and regulations. Teaming Agreements and Joint Ventures are easy to get wrong. If you pick the wrong partner, use the wrong agreement, operate or manage your Teaming Agreement or Joint Venture haphazardly. Any of those errors can cost you a contract, your company's valuable preferential status, money, time and lost opportunities. This session will keep you from making those kinds of mistakes in your Teaming Agreements and Joint Ventures.
Navigating Federal Background Investigation Requirements in Veterans Affairs
This session will provide Contractors /Vendors with the process, definitions, and points of contact to expedite completion of the Federal Background Investigation Requirements immediately after a contract is awarded with the Department of Veterans Affairs. This presentation will present an overview of the Office of Operations, Security, Preparedness, Hspd-12 and the PIV Badge; Security Vs. Suitability and other topics useful in understanding the issues of successfully obtaining eligibility to work within the federal government as a contractor or employee.
Federal Government Resources to Help You Pursue and Win International Contracts
Join the Export-Import Bank (EXIM) and the Department of Commerce's Vets Go Global team to learn how to finance exports and grow your business internationally. During this session, we will discuss how your business can: find foreign buyers and international partners, access capital to finance your export sales, and reduce risk with export credit insurance.
Strategies and the Best way to Work with a Large Business
This session is a discussion and presentation on how to effectively work with a large business, learning to leverage your contracts and relationships to help grow your portfolio of skills and capabilities.
How to Build a Capability Statement that Showcases Your Ability
A capability statement is your roadmap and resume of what your business is capable of doing along with your experience. It is important to have a strong capability statement that reflects you without your resume.
Most Procurement Technical Assistance Counselors sponsor regular “matchmaking” events, providing critical opportunities to connect with agency buying officers, prime contractors and other businesses that may offer teaming or subcontracting opportunities.
International Expansion Blueprint – A Strategy for International Business Success
This learning session is affiliated with two other sessions entitled Practical Advice and Strategies on International Business Growth, and Federal Resources to Grow Your Business Globally. Participants are encouraged to attend these related learning sessions. With 95% of global consumers holding 75% of global purchasing power, it makes smart business sense to proactively grow your business in international markets. This discussion explains how to create a roadmap and strategic plan for your business taking into account website globalization and marketing, compliance programs, international finance options, developing international sales kits, strategic analysis of trade shows, how to find and evaluate partners, and enhancing your brand to drive new avenues of revenue and growth. You will walk away with an outline and strong next steps that enable you to create actionable international expansion plans and experience international business growth.
Practical Advice and Strategies on International Business Growth
This learning session is affiliated with two other sessions entitled International Expansion Blueprint – A Strategy for International Business Success, and Federal Resources to Grow Your Business Globally. Participants are encouraged to attend these related learning sessions. With 95% of global consumers holding 75% of global purchasing power, it makes smart business sense to proactively grow your business in international markets. In this session you will hear from international trade and export finance experts, in addition to successful exporters, about how to grow a global business. Gain practical advice on how to grow a prosperous global business that increases revenues aligned to your strategic objectives. Realize the full potential of your business by doing quality market research, internationalizing your website, leveraging export and finance resources and securing a competitive advantage in global markets! Use these practical tips to increase export sales, expand your business, and enhance your ability to sell in markets like Canada and Mexico.
Federal Resources to Grow Your Business Globally
This learning session is affiliated with two other sessions entitled Practical Advice and Strategies on International Business Growth, and International Expansion Blueprint – A Strategy for International Business Success. Participants are encouraged to attend these related learning sessions. With 95% of global consumers holding 75% of global purchasing power, it makes smart business sense to proactively grow your business in international markets. This session will show you how to create a roadmap and strategic plan for your business that takes into account website globalization and marketing, compliance programs, international finance options, developing international sales kits, understanding how to strategically analyze trade shows, how to find and evaluate partners, and how to enhance your brand to drive new avenues of revenue and growth. At the end of this session you will have a clear outline and strong next steps to create an international expansion plan that will grow your international business.
Business Insurance 101
Veterans are often exceptionally talented entrepreneurs and business owners. Today, more and more Veterans are employing their entrepreneurial spirit to provide products and services that serve our Nation. Yet, owning a business is not without risk. In this engaging presentation, Lori Simmons, Vice President and Chief Marketing Officer at Armed Forces Insurance, will take you step-by-step through various business insurance policies to help you determine the coverage your business needs. Learn how to protect your business and your peace of mind.
SBA Government Contracting Rules & Policy Updates/One Year of All Small Mentor-Protégé Program
Attend this session for the latest updates on SBA and federal contracting rules and policies. Year one of the All Small Mentor-Protégé Program-what are the results? Followed by a robust Q&A session. Arrive early for seating as this session has always been well attended. Presenter: Ken Dodds, Director, SBA Office of Policy, Planning & Liaison, in the Office of Government Contracting & Business Development.
SBA Resources for Veteran-Owned Small Businesses
There are many resources available for VOSBs in the form of training , counseling, loans and lines of credit-all designed to help you succeed and de-risk your financial position. Arrive early for seating as this learning session is always well attended. Presenters: Maureen Brinkley, SBA District Director, Saint Louis and Barbara Ashe, National Director, Veteran Institute for Procurement