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Olessia Smotrova-Taylor - How to get government contracts: Have a slice of the $1 trillion pie

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Olessia Smotrova-Taylor How to get government contracts: Have a slice of the $1 trillion pie
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How to Get Government Contracts demystifies the process of how a company can enter the government market, win its first and subsequent contracts, and then grow itself into a multi-million-dollar government contractor within a couple of years. It offers an insiders view into the latest best practices that government contractors use to succeed in an increasingly competitive market, and it shows exactly how your company can apply these techniques to build a strong business.Many companies venture into the government market with a certain naivete and pay a hefty price to find out that there is much more to winning a contract than writing last-minute proposals in response to publicly posted solicitations. To stop the bleeding of precious resources, they need to step back to learn how professionals win business in the federal arena. This book shows you how to find, for example, the best potential customers and opportunities for your company. It also explains the secret to winning consistently by conducting pre-proposal preparation (also called capture) and practicing a disciplined, process-based approach to proposal development.This book provides a recipe for winning government contracts over and over again, the way seasoned government contractors do it. After reading this book, you will know exactly what to do to position your company to win a government proposal before a solicitation becomes public, including building customer relationships, gathering intelligence, developing a win strategy, performing competitive analysis, selecting the best teammates, and developing a solution. As a result, you will apply professional techniques to organizing your proposal effort, outlining a proposal document, and writing RFPs that persuade evaluators to award the contract to you.

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How to Get Government Contracts: Have a Slice of the $1 Trillion Pie

Copyright 2012 by Olessia Smotrova-Taylor

This work is subject to copyright. All rights are reserved by the Publisher, whether the whole or part of the mate-rial is concerned, specifically the rights of translation, reprinting, reuse of illustrations, recitation, broadcasting, re-production on microfilms or in any other physical way, and transmission or information storage and retrieval, elec-tronic adaptation, computer software, or by similar or dissimilar methodology now known or hereafter developed. Exempted from this legal reservation are brief excerpts in connection with reviews or scholarly analysis or material supplied specifically for the purpose of being entered and executed on a computer system, for exclusive use by the purchaser of the work. Duplication of this publication or parts thereof is permitted only under the provisions of the Copyright Law of the Publishers location, in its current version, and permission for use must always be obtained from Springer. Permissions for use may be obtained through RightsLink at the Copyright Clearance Center. Viola-tions are liable to prosecution under the respective Copyright Law.

ISBN-13 (pbk): 978-1-4302-4497-4
ISBN-13 (electronic): 978-1-4302-4498-1

Trademarked names, logos, and images may appear in this book. Rather than use a trademark symbol with every occurrence of a trademarked name, logo, or image we use the names, logos, and images only in an editorial fashion and to the benefit of the trademark owner, with no intention of infringement of the trademark.

The use in this publication of trade names, trademarks, service marks, and similar terms, even if they are not identified as such, is not to be taken as an expression of opinion as to whether or not they are subject to proprietary rights.

While the advice and information in this book are believed to be true and accurate at the date of publication, neither the authors nor the editors nor the publisher can accept any legal responsibility for any errors or omissions that may be made. The publisher makes no warranty, express or implied, with respect to the material contained herein.

President and Publisher: Paul Manning

Acquisitions Editor: Jeff Olson

Developmental Editor: Robert Hutchinson

Editorial Board: Steve Anglin, Mark Beckner, Ewan Buckingham, Gary Cornell, Louise Corrigan, Morgan Ertel, Jonathan Gennick, Jonathan Hassell, Robert Hutchinson, Michelle Lowman, James Markham, Matthew Moodie, Jeff Olson, Jeffrey Pepper, Douglas Pundick, Ben Renow-Clarke, Dominic Shakeshaft, Gwenan Spearing, Matt Wade, Tom Welsh

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Distributed to the book trade worldwide by Springer Science+Business Media New York, 233 Spring Street, 6th Floor, New York, NY 10013. Phone 1-800-SPRINGER, fax (201) 348-4505, e-mail . Apress Media, LLC is a California LLC and the sole member (owner) is Springer Science + Business Media Finance Inc (SSBM Finance Inc). SSBM Finance Inc is a Delaware corporation.

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Any source code or other supplementary materials referenced by the author in this text is available to readers at www.apress.com. For detailed information about how to locate your books source code, go to www.apress.com/source-code/.

To my husband Michael Taylor, my kids Julia and
Caleb, and my mom and dad

Contents
Foreword

I have been fortunate to serve my country in both the public and private sectors, giving me a firsthand perspective of the internal discourse and processes that govern and affect decision making and subsequent action.

In my experience, I have found that the true obstacle to achieving excellence in government contracting and forming effective partnerships between the government and industry lies in the difficulty found following the regulations and processes of the contracting system.

In some respects, the sequence is straightforward. The government needs services that the contracting agency or individual contractor can provide. There exists both a problem and one or more effective solutions. This process, unfortunately, can get complicated when the needs of the government are not well articulated or the responding contractor does not understand or properly assess them. Security concerns can sometimes add yet another layer of complexity.

Initiating a federal government contract competition for an agency represents a step-by-step procedure of following the four layers of regulation that involve the U.S. Code, the Federal Acquisition Regulations, the specific agencys contracting regulations, and the subagencies policies. These four layers are necessary to safeguard the government from impropriety, empower best practices, and customize guidelines for that individual agency. Additionally, the procurement officer has to sort through the complexity of understanding the technical requirements, determine the actual needs of the government, and tackle the challenge of translating all of this into a succinct yet thorough Request for Proposal (RFP).

From the industry perspective, when the opportunity requires extensive resources or sophistication, small businesses and less experienced contractors could be placed at a disadvantage and might not able to compete as effectively.

Building a bridge that explains the government contracting process from an industry perspective in a clear, understandable methodology remains not only desirable, but essential. This book does exactly that, with step-by-step processes, tools, and techniques. In addition, Olessias essential guide will empower you beyond learning the mere mechanics of how to win your first contract or write a persuasive proposal. Instead, you will learn how to successfully grow your business in the government market, whether you are new to contracting or a seasoned enterprise.

From learning the ropes of the government market, preparing in advance for the proposal, communicating with the right government decision makers in legal and ethical ways, to preparing and delivering your compelling proposal and establishing a foundation from which to grow, this book will serve as your effective guide to understanding everything about the government procurement process. Carefully crafted by a successful contractor in her own right who has won nearly $19 billion in government contracts over the last 18 years, Olessia fills her book with insider insight, proven methodologies, and useful actionable lists to empower you to understand the process, win new contracts, and dramatically expand your business.

If winning a government contract to help the government meet its mission stands as your goal, this book is now your most valuable teammate. Having worked on both sides of the fence, I know how satisfying it can be to achieve these results. As Americans, we are an incredibly optimistic society. What we believe, we achieve. This book helps provide the processes and insider perspectives to make that happen.

Now all you have to do is go out and do it.

The Honorable Jay M. Cohen

Rear AdmiralUnited States Navy (retired)
Principal, Chertoff Group (present)

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