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Member You - 4 Step Guide to Contracting Opportunities for the Disaster Relief and Reconstruction Process
I know what you’re thinking: why should I put my money in a place I’ve never even heard of before? Even for those who do know something about Pakistan, courtesy of CNN (and sometimes the BBC) have seen pictures of violence – people burning effigies of President George Bush, rioting, army personnel swarming over so-called terrorist camps and, of course, not to forget, a whole lot of bloodshed. No wonder it is usually confused with other places like Iraq and Afghanistan, which are actually going through very bad times.But trust me, Pakistan is different. I know this sounds clich?d – AND you’ve probably heard it all a million times before – but the media portrays a lot of the Eastern world in a very negative light, and that is why we have had to suffer both socially and economically. But, as usual there IS the other side of the coin to look at too. With all due respect, I think we all are a little too self-indulged and over-influenced with ONE perspective (usually the media) and tend to ignore the fact that all of Mother Earth is inhabited by human beings, first of all, AND then different races, religions and nations. Ok, I know, this is getting too patronising, and you’re curious to know about the business climate i
Step 3: Identify the Specific PEOPLE in Your Targeted Offices
You want to find the specific decision-makers because they are your best connections to getting the business you want. They are THE KEY to your success. Finding the right people and taking the time and effort to building solid relationships will guarantee your long-term success.
Finding the agencies and end-users who buy what you sell is one of the most difficult aspects of government sales. And yet it is one of the most important because finding the people who buy your product or service is the most critical step in a successful targeted marketing and sales program.
Within the agency, thousands of program managers, program professionals, operating supervisors, engineers, and scientists participate in deciding what to purchase and from whom. These are the people you want to take the time find and to whom you want to introduce yourself.
The strategy is to identify both the end-users and the people involved in the actual procurement process. Market your abilities, solutions and products to the end-users so that they recommend your products and service specifications to the procurement personnel, so that yours is the company the bid “was written for.”
Action Items:
A. Use the DHS and USACE websites to identify the following people who
Outsourcing is the process of transferring present business activities to an external provider in order to utilize outside resources to perform activities previously maintained in-house.India is producing millions of educated workforce every year. Most of them speak good English. This young workforce is intelligent, enthusiastic and willing to work hard to succeed. They even do not mind night shifts to keep the working pace with their fellow Americans. The key tip is to know your process and costs prior to considering off shoring any project. By being armed with solid information, it's then possible to select the right outsource partner and make a good decision for the business.Outsourcing is different from contracting in the sense that in contracting there is no transfer of control where as in outsourcing there is transfer of control. So to define outsourcing in the right way one has to compare it with contracting to understand it better. Security is one vital concern before you undertake any outsourcing work. Anybody will be concerned when their personal information and financial data is sent to a far off place. But we all know about remote server administration. This enables only a select number of peopl
The disaster-related services and products needed in the Gulf states will cover every aspect of life, business and government in the affected areas. Savvy companies are working to fill the needs now. However, this is a long-term, multi-layered process. While initial contracts have already been secured, there will be many more contracts worth billions of dollars to come over the next 6-12-18 months and longer. Those firms that employ both short-term and long-term strategies will be the most successful.
Step 1: Identify the Agencies with the Budgets to Buy What You Sell
This is one of the advantages in doing business with the federal government. Unlike the corporate environment, you can find out what agencies have budgets projected for your products and services and when they are planning to spend it.
The Department of Commerce Hurricane Contracting Information Center (HCIC) will help U.S. businesses, especially minority and small businesses, participate in the Gulf Coast rebuilding efforts. The website www.rebuildingthegulfcoast.gov allows companies to register with government agencies that are providing contracts to rebuild the Gulf Coast. The website also provides basic information on doing business with the government, e-mail alerts regarding specific contracting opportunities, links to other government and local agencies, and information about minority business services.
The Department of Homeland Security (DHS) is constantly changing to best serve the nation’s requirements. The 22 agencies that initially made up the DHS originally maintained independent purchasing power. Now, the eight offices listed here are responsible for all procurement functions of the DHS.
DHS Acquisition Offices:
DHS Headquarters
Federal Emergency Management Agency (FEMA) Note: FEMA is the key agency responsible for the majority of disaster-related budgets
Customs and Border Protection (CBP)
Federal Law Enforcement Training Center (FLETC)
Immigration and Customs Enforcement (ICE)
Transportation Security Administration (TSA)
U.S. Secret Service (USSS)
U.S. Coast Guard Office of Procurement Management (USCG)
Check the DHS website for specific information regarding the disaster-related contracting opportunities: www.dhs.gov/openforbusiness
FedBizOpps is a federal government website that provides a central listing of most current federal contracts. Register at www.FedBizOpps.gov to receive the notices of bids and contracts that go through the normal contract advertising process. However, it has been noted on the FedBizOpps web site that many emergency contracts may not make it to this public forum. You may need to contact each agency to determine the specific opportunities available.
For past expenditures, check with the Federal Procurement Data Center (FPDC), part of the U.S. General Services Administration. The FPDC manages the Federal Procurement Data System (FPDS), which is the current central repository of historical information on Federal contracting. The system contains detailed information on contract actions over $2,500. The Executive departments and agencies award over $200 billion annually for goods and services. The system can identify who bought what, from whom, for how much, when and where.
Prime or General Contractors (GC) will be a source of sub-contracts for companies of all sizes. This disaster is of a magnitude that the US has never seen before and many contracting operations will be handled directly by Primes or GCs.
Action Items:
A. Check the agencies that have a history of purchasing your products and services. Go to www.fpdc.gov.
B. Use some sort of contact manager software like ACT! or Goldmine to build your own government procurement database and schedule regular follow-up.
C. New vendors: Get registered in the Central Contractor Registry: www.ccr.gov
Step 2: Find the Specific Offices in Your Targeted Agencies That are Most Likely to Purchase Your Products and Services
The DHS and US Army Corps of Engineers (USACE) have nationwide agencies and offices, as do Primes and GCs. Do you want to target areas that are geographically convenient to you? Do you have service, shipping or delivery issues that demand a local presence to your customers? How will this affect your bottom line? Can you effectively offer regional, national or international support? You will be most effective if you geographically prioritize the specific agencies, primes, GCs and offices to target.
Action Items:
A. Check the DHS open business opportunities that are listed on the Federal Business Opportunities web site: www.fedbizopps.gov/katrina.html. Go to each DHS agency link and click on “Offices” to identify offices geographically.
B. Contact the agencies to participate in their Vendor Outreach and one-on-one sessions.
C. Review the DHS Prime Contractors list on the DHS website for the top five that are your best matches. Contact the small business liaisons to schedule capabilities briefings.
D. Visit the USACE website: http://www.usace.army.mil/ and identify the General Contractors (GCs) that are your best matches.
Step 3: Identify the Specific PEOPLE in Your Targeted Offices
You want to find the specific decision-makers because they are your best connections to getting the business you want. They are THE KEY to your success. Finding the right people and taking the time and effort to building solid relationships will guarantee your long-term success.
Finding the agencies and end-users who buy what you sell is one of the most difficult aspects of government sales. And yet it is one of the most important because finding the people who buy your product or service is the most critical step in a successful targeted marketing and sales program.
Within the agency, thousands of program managers, program professionals, operating supervisors, engineers, and scientists participate in deciding what to purchase and from whom. These are the people you want to take the time find and to whom you want to introduce yourself.
The strategy is to identify both the end-users and the people involved in the actual procurement process. Market your abilities, solutions and products to the end-users so that they recommend your products and service specifications to the procurement personnel, so that yours is the company the bid “was written for.”
Action Items:
A. Use the DHS and USACE websites to identify the following people who
1. A customs broker (agent) is defined as a Russian juridical person included in the Register of Customs Brokers (Proxies). A state entity may not be certified as a customs broker (agent). 2. A customs broker (agent) acts as an agent for a declarant or of another interested person performing a customs operation pursuant to the terms and conditions set forth by Russian Customs Code. 3. A customs broker (agent) has the right to confine the sphere of its activities to customs operations with specific kinds of merchandise as per the Nomenclature of Goods subject to Foreign Trade, or to customs operations with the goods and commodities conveyed across the customs border by specific means of transport, or to individual customs operations, or to the customs operations limited by the framework of a region covered by one (several) customs office (customs offices). 4. The relations between a customs broker (agent), the declarants and other interested persons are established on a contractual basis. A customs broker (agent) is not permitted to refuse to conclude a contract for a service or an operation if it has requisite facilities for providing such service or for carrying out such operation. Terms
The Department of Homeland Security (DHS) is constantly changing to best serve the nation’s requirements. The 22 agencies that initially made up the DHS originally maintained independent purchasing power. Now, the eight offices listed here are responsible for all procurement functions of the DHS.
DHS Acquisition Offices:
DHS Headquarters
Federal Emergency Management Agency (FEMA) Note: FEMA is the key agency responsible for the majority of disaster-related budgets
Customs and Border Protection (CBP)
Federal Law Enforcement Training Center (FLETC)
Immigration and Customs Enforcement (ICE)
Transportation Security Administration (TSA)
U.S. Secret Service (USSS)
U.S. Coast Guard Office of Procurement Management (USCG)
Check the DHS website for specific information regarding the disaster-related contracting opportunities: www.dhs.gov/openforbusiness
FedBizOpps is a federal government website that provides a central listing of most current federal contracts. Register at www.FedBizOpps.gov to receive the notices of bids and contracts that go through the normal contract advertising process. However, it has been noted on the FedBizOpps web site that many emergency contracts may not make it to this public forum. You may need to contact each agency to determine the specific opportunities available.
For past expenditures, check with the Federal Procurement Data Center (FPDC), part of the U.S. General Services Administration. The FPDC manages the Federal Procurement Data System (FPDS), which is the current central repository of historical information on Federal contracting. The system contains detailed information on contract actions over $2,500. The Executive departments and agencies award over $200 billion annually for goods and services. The system can identify who bought what, from whom, for how much, when and where.
Prime or General Contractors (GC) will be a source of sub-contracts for companies of all sizes. This disaster is of a magnitude that the US has never seen before and many contracting operations will be handled directly by Primes or GCs.
Action Items:
A. Check the agencies that have a history of purchasing your products and services. Go to www.fpdc.gov.
B. Use some sort of contact manager software like ACT! or Goldmine to build your own government procurement database and schedule regular follow-up.
C. New vendors: Get registered in the Central Contractor Registry: www.ccr.gov
Step 2: Find the Specific Offices in Your Targeted Agencies That are Most Likely to Purchase Your Products and Services
The DHS and US Army Corps of Engineers (USACE) have nationwide agencies and offices, as do Primes and GCs. Do you want to target areas that are geographically convenient to you? Do you have service, shipping or delivery issues that demand a local presence to your customers? How will this affect your bottom line? Can you effectively offer regional, national or international support? You will be most effective if you geographically prioritize the specific agencies, primes, GCs and offices to target.
Action Items:
A. Check the DHS open business opportunities that are listed on the Federal Business Opportunities web site: www.fedbizopps.gov/katrina.html. Go to each DHS agency link and click on “Offices” to identify offices geographically.
B. Contact the agencies to participate in their Vendor Outreach and one-on-one sessions.
C. Review the DHS Prime Contractors list on the DHS website for the top five that are your best matches. Contact the small business liaisons to schedule capabilities briefings.
D. Visit the USACE website: http://www.usace.army.mil/ and identify the General Contractors (GCs) that are your best matches.
Step 3: Identify the Specific PEOPLE in Your Targeted Offices
You want to find the specific decision-makers because they are your best connections to getting the business you want. They are THE KEY to your success. Finding the right people and taking the time and effort to building solid relationships will guarantee your long-term success.
Finding the agencies and end-users who buy what you sell is one of the most difficult aspects of government sales. And yet it is one of the most important because finding the people who buy your product or service is the most critical step in a successful targeted marketing and sales program.
Within the agency, thousands of program managers, program professionals, operating supervisors, engineers, and scientists participate in deciding what to purchase and from whom. These are the people you want to take the time find and to whom you want to introduce yourself.
The strategy is to identify both the end-users and the people involved in the actual procurement process. Market your abilities, solutions and products to the end-users so that they recommend your products and service specifications to the procurement personnel, so that yours is the company the bid “was written for.”
Action Items:
A. Use the DHS and USACE websites to identify the following people who
If transport industry is a game of soccer, there are sure signs that the goal posts are shifting*. (Note: for better viewing experience with appropriate colour highlights, please refer to original article, url attached)Goalpost #1: Previous goal post (1996): LTA White PaperWe only started MRT operations in 1987. We cannot grow a comprehensive network over the next few years. However we will build up the network incrementally, properly sized to match our city of the future. Over a decade or two, the results will be significant and clearly visible. Our target is to have as high as percentage of trips on a quality public transport system as in Zurich, where 75% of trips into the city centre are by public transport.Current goal post (2006): Speech by Raymond Lim, 23 OctThe aim is to increase the proportion of trips taken on public transport during the morning peak period from 63% today to at least 70% over the next 10 to 15 years. Goalpost #2:Previous goal post (2001): Speech by Mr Yeo Cheow Tong, 23 OctProvided the financial position of the Government remains strong, the plan is to increase the network from 90 km today to
For past expenditures, check with the Federal Procurement Data Center (FPDC), part of the U.S. General Services Administration. The FPDC manages the Federal Procurement Data System (FPDS), which is the current central repository of historical information on Federal contracting. The system contains detailed information on contract actions over $2,500. The Executive departments and agencies award over $200 billion annually for goods and services. The system can identify who bought what, from whom, for how much, when and where.
Prime or General Contractors (GC) will be a source of sub-contracts for companies of all sizes. This disaster is of a magnitude that the US has never seen before and many contracting operations will be handled directly by Primes or GCs.
Action Items:
A. Check the agencies that have a history of purchasing your products and services. Go to www.fpdc.gov.
B. Use some sort of contact manager software like ACT! or Goldmine to build your own government procurement database and schedule regular follow-up.
C. New vendors: Get registered in the Central Contractor Registry: www.ccr.gov
Step 2: Find the Specific Offices in Your Targeted Agencies That are Most Likely to Purchase Your Products and Services
The DHS and US Army Corps of Engineers (USACE) have nationwide agencies and offices, as do Primes and GCs. Do you want to target areas that are geographically convenient to you? Do you have service, shipping or delivery issues that demand a local presence to your customers? How will this affect your bottom line? Can you effectively offer regional, national or international support? You will be most effective if you geographically prioritize the specific agencies, primes, GCs and offices to target.
Action Items:
A. Check the DHS open business opportunities that are listed on the Federal Business Opportunities web site: www.fedbizopps.gov/katrina.html. Go to each DHS agency link and click on “Offices” to identify offices geographically.
B. Contact the agencies to participate in their Vendor Outreach and one-on-one sessions.
C. Review the DHS Prime Contractors list on the DHS website for the top five that are your best matches. Contact the small business liaisons to schedule capabilities briefings.
D. Visit the USACE website: http://www.usace.army.mil/ and identify the General Contractors (GCs) that are your best matches.
Step 3: Identify the Specific PEOPLE in Your Targeted Offices
You want to find the specific decision-makers because they are your best connections to getting the business you want. They are THE KEY to your success. Finding the right people and taking the time and effort to building solid relationships will guarantee your long-term success.
Finding the agencies and end-users who buy what you sell is one of the most difficult aspects of government sales. And yet it is one of the most important because finding the people who buy your product or service is the most critical step in a successful targeted marketing and sales program.
Within the agency, thousands of program managers, program professionals, operating supervisors, engineers, and scientists participate in deciding what to purchase and from whom. These are the people you want to take the time find and to whom you want to introduce yourself.
The strategy is to identify both the end-users and the people involved in the actual procurement process. Market your abilities, solutions and products to the end-users so that they recommend your products and service specifications to the procurement personnel, so that yours is the company the bid “was written for.”
Action Items:
A. Use the DHS and USACE websites to identify the following people who
According to the U.S. Business Administration in 2003 of the 5.7 million American businesses, 99% are considered to be small businesses with less than 500 employees. Small business owners continue to grow at a phenomenal rate. Many business strategies are employed to grow sales including: Search Engine Marketing, Internet Marketing such as online newsletters and traditional marketing such as radio, television and print. Another popular marketing strategy is business to business (B2B) networking through numerous vehicles such as Chambers of Commerce, formal networking organizations and professional associates.However, in 2006 a new trend will emerge. Business networking will undergo a complete transformation through the concept of teleconferencing networking. This type of online networking is very new. The only company that I know who is currently offering this opportunity is Fast Pitch Networking. This is the innovative company that developed those 2 hour networking sessions where you have just 5 minutes to “pitch” what you do to 25 other prospects.Just think about the advantages that this type of networking provides the small bu
C. New vendors: Get registered in the Central Contractor Registry: www.ccr.gov
Step 2: Find the Specific Offices in Your Targeted Agencies That are Most Likely to Purchase Your Products and Services
The DHS and US Army Corps of Engineers (USACE) have nationwide agencies and offices, as do Primes and GCs. Do you want to target areas that are geographically convenient to you? Do you have service, shipping or delivery issues that demand a local presence to your customers? How will this affect your bottom line? Can you effectively offer regional, national or international support? You will be most effective if you geographically prioritize the specific agencies, primes, GCs and offices to target.
Action Items:
A. Check the DHS open business opportunities that are listed on the Federal Business Opportunities web site: www.fedbizopps.gov/katrina.html. Go to each DHS agency link and click on “Offices” to identify offices geographically.
B. Contact the agencies to participate in their Vendor Outreach and one-on-one sessions.
C. Review the DHS Prime Contractors list on the DHS website for the top five that are your best matches. Contact the small business liaisons to schedule capabilities briefings.
D. Visit the USACE website: http://www.usace.army.mil/ and identify the General Contractors (GCs) that are your best matches.
Step 3: Identify the Specific PEOPLE in Your Targeted Offices
You want to find the specific decision-makers because they are your best connections to getting the business you want. They are THE KEY to your success. Finding the right people and taking the time and effort to building solid relationships will guarantee your long-term success.
Finding the agencies and end-users who buy what you sell is one of the most difficult aspects of government sales. And yet it is one of the most important because finding the people who buy your product or service is the most critical step in a successful targeted marketing and sales program.
Within the agency, thousands of program managers, program professionals, operating supervisors, engineers, and scientists participate in deciding what to purchase and from whom. These are the people you want to take the time find and to whom you want to introduce yourself.
The strategy is to identify both the end-users and the people involved in the actual procurement process. Market your abilities, solutions and products to the end-users so that they recommend your products and service specifications to the procurement personnel, so that yours is the company the bid “was written for.”
Action Items:
A. Use the DHS and USACE websites to identify the following people who
Due to the internet, it is very easy for a creative and innovative person to do research on potential business opportunities. Not only are their a variety of websites that offer past market research, there are many that forecast the future of different markets as well as upcoming trends. Looking at trends provides great opportunities because they look at the future. Being one of the first to be involved with a new trend can pay off.Looking back at the last few years their have been a good amount of trends. The internet is one. The people that believed the internet would become a worldwide marketplace got involved with it long before others accepted it. Now a lot of those that were first to market are very successful.An additional trend was the housing boom. Those that got involved early were able to buy houses hold them for a small time and sell them for a huge profit. In the last year people that were reluctant to get involved in the housing boom tried to get in but they did not get the benefits of those that got in early.Those trends say a lot of things. If you are willing to look towards the future for business ideas and take the risk to be the first to develop them then you can achieve success ra
Step 3: Identify the Specific PEOPLE in Your Targeted Offices
You want to find the specific decision-makers because they are your best connections to getting the business you want. They are THE KEY to your success. Finding the right people and taking the time and effort to building solid relationships will guarantee your long-term success.
Finding the agencies and end-users who buy what you sell is one of the most difficult aspects of government sales. And yet it is one of the most important because finding the people who buy your product or service is the most critical step in a successful targeted marketing and sales program.
Within the agency, thousands of program managers, program professionals, operating supervisors, engineers, and scientists participate in deciding what to purchase and from whom. These are the people you want to take the time find and to whom you want to introduce yourself.
The strategy is to identify both the end-users and the people involved in the actual procurement process. Market your abilities, solutions and products to the end-users so that they recommend your products and service specifications to the procurement personnel, so that yours is the company the bid “was written for.”
Action Items:
A. Use the DHS and USACE websites to identify the following people who are keys to your success and put them in your contact manager software:
--The Points of Contact (POC) for the US Army Corps of Engineers, DHS agencies, State agencies, Red Cross, etc.
--The Small Business Specialists
--Prime Contractor Small Business Liaisons
B. Use the information you have researched from the FPDC web site to detail the specific people who have purchased your products or services in the past. Add them to your contact manager.
C. Set up a schedule of contacts with these people. The contacts should include personal phone calls, emails, direct mail, visits during procurement conferences and all out-reach sessions. Try for at least 12 to 18 touches per year. Since active procurement projects are progress, step this up to every few weeks.
D. Long Term Action Item: As you build relationships with the Contracting Officers and Specialists, ask them for the names of the end users who are involved in the projects related to your products and services. Ideally, as you work with them you can begin to really understand the problems they experience and educate them how you can solve those problems. And perhaps become a preferred vendor.
E. Join the International Association of Emergency Managers: www.iaem.com
Step 4: Identify Business Development Processes Appropriate for Your Services and Products
If you want to develop both short and long term business opportunities involved in the disaster reconstruction process you must develop a strategy that utilizes a variety of tactics. These are the most effective:
Web site: Make sure it is specifically addresses the government’s purchasing best practices on your home page. Does your home page also note your GSA schedule and certifications?
Email: Is it professional? Do you use your business domain name? Or are you still using yahoo, hotmail or some non-business related address? It is very important to appear as professional as possible. Your business should be stable, reliable, established. Free or personal email accounts make you appear fly-by-night or non-professional.
Do you accept government purchase cards? This is mandatory in the government contracting environment. And it also works to your advantage by speeding up payments.
Action Items:
A. Take a critical look at your business development tools to determine if they meet the specific needs of your government prospects and clients. Give your website TOP PRIORITY.
B. Identify the companies that could be good teaming partners. Add them to your contact manager and start the relationship building process.
C. Schedule a pro-active contact process with all targeted contacts and assign specific tasks to specific people in your firm.
If you use these specific tactics and strategies you will find that you will have better opportunities for government contracts in both the short and long term.
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