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KEYS TO SUCCESS IN FEDERAL CONTRACTING. Scott Denniston, Director National Veterans Small Business Coalition. Know the Rules. Federal Acquisition Regulations Part 2: Definitions of Words and Terms Part 6: Competition Part 8: Required Sources of Supply
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KEYS TO SUCCESS IN FEDERAL CONTRACTING Scott Denniston, Director National Veterans Small Business Coalition
Know the Rules • Federal Acquisition Regulations • Part 2: Definitions of Words and Terms • Part 6: Competition • Part 8: Required Sources of Supply • Part 12: Acquisition of Commercial Items • Part 13: Simplified Acquisitions • Part 14: Sealed Bidding • Part 15: Negotiation • Part 19: Small Business Programs
Understand Risk & Culture • Government Position • New Vendors • Relationships & Access
Market Research • Budgets • Agency Forecasts • Commercial Sources • FEDMINE
Marketing • Elevator Speech • Marketing Presentation • Marketing Materials
Contract Vehicles • Small Business Programs • Federal Supply Schedules • GWACS/MACS • Debriefings
Get Involved • NCMA • AFCEA • NDIA • SAME • NVSBC • Local Chambers
Resources • Small Business Offices • PTACs • SBDCs • PCRs
Future Trends • Shrinking Budgets • Insourcing • Reduced Opportunities • More Competition • Increased Protests • More Teaming • Advantage to Known Firms