Federal Contracting: Proposal Writing Tips & Tricks

This session will present some common sense tips on how to write an effective state or federal contract proposal.

Topics covered include:

  • Understand Uniform Contract Format – RFP
  • Things to consider before writing
  • Proposal writing tips
  • Typical evaluation criteria
  • Win Theme development
  • Keys to proposal success
  • Typical elements of successful proposals
  • Why proposals lose points

Instructor Lisa Wood is the current statewide director of Virginia APEX Accelerator. She previously was the Statewide Director of the Procurement Technical Assistance Centers (PTAC) for the Connecticut PTAC and prior to that was Statewide Director with the Ohio Department of Development after serving as PTAC Director for the Northwest Commission of Pennsylvania. Before joining the PTAC (now APEX Accelerator) community, Lisa was a Contracting Officer for Bechtel Plant Machinery, Inc. in the Greater Pittsburgh Area.

 

Webinar information will be sent to registrants prior to the class and will be conducted via GoToWebinar. After registration is complete, your email confirmation will contain the link. You MUST register your name and email and receive the login information and calendar invite before you can join the webinar. You may attend without downloading the software, but please understand your webinar functions may be limited.

IMPORTANT NOTICE: Please note that this GoToWebinar event will be recorded for future publication/distribution by the Virginia APEX Accelerator. By joining this session, you automatically consent to be recorded during the Q&A period if you choose to speak. If you do not consent to being recorded, you may constrain your questions to written submissions. If you have questions or concerns, please email apex@gmu.edu to discuss with the host organization or do not join the session.

Decoding the SBIR/STTR Program

Overview of the SBIR/STTR Program’s ownership, size, and affiliation rules, work performance requirements, and data rights provisions to maximize value and ensure compliance.• Called “America’s Seed Fund,” the Small Business Innovation Research and Small Business Technology Transfer (SBIR and STTR respectively) programs carry enormous benefit providing non-dilutive funding to innovative small businesses. However, the program has come under scrutiny in recent years shedding light on the program’s unique eligibility and compliance obligations.
• This webinar will provide an overview of the SBIR/STTR Program’s eligibility rules (including its ownership, size, and affiliation requirements that have certain differences from other SBA programs), work performance and other key compliance considerations, review of the program’s three-phased approach including maximizing strategies for Phase III contracts, and explanation of the program’s unique and beneficial data rights provisions.

About the instructor:

Paul Hawkins is a Virginia-based attorney specializing in representing government contractors. His business and commercial law practice focuses on helping government contractors successfully navigate the various legal and compliance issues they face on a daily basis. Paul advises clients across a wide range of corporate, commercial, and regulatory matters with specific emphasis on small business and Federal Acquisition Regulation compliance, forming government contracting teaming relationships and strategic partnerships (including joint ventures and the SBA’s mentor protégé program), protests and contract claims, intellectual property issues, and mergers and acquisitions. https://www.reavesgovcon.com/

Webinar information will be sent to registrants prior to the class and will be conducted via GoToWebinar. After registration is complete, your email confirmation will contain the link. You MUST register your name and email and receive the login information and calendar invite before you can join the webinar. You may attend without downloading the software, but please understand your webinar functions may be limited.

By registering for this training event, you consent to having your name and contact information, along with your registration and attendance status shared with the instructor. Instructors do not have access to other confidential client information and often simply use it to send follow-up class materials. As in-kind donors, each instructor has agreed not to use information in any way contrary to the interests of Virginia APEX Accelerator, its sponsors, grantors, or clients (you), including but not limited to unauthorized marketing and sales. If you have questions or concerns, please email apex@gmu.edu to discuss with the host of this training or do not register for this session.

Digitize Your Government Contracting Business Development (BD) Process

Target Audience: New entrants and small businesses (revenue under $15M ARR)
  • GovCon Sales Process
  • Data, Processes, & Tools
  • Your Technology Stack: What is that?
    • BD – Tools across the sales process:
      • Business Management
      • Market Intelligence
      • CRM
      • Pipeline Management
      • Proposal Support/Management (including the rise of large language models and assistive AI)
  • Bringing it all together
    • GovCon Basic Knowledge
    • Business Strategy
    • Process Improvement
    • Cost Effective Low-to-No-Code Platform Integration
    • Tracking and Visualizing Performance

Instructor Tasha Jones is a U.S. Navy Veteran and the Founder of Twenty39, an operations enablement firm that provides transformation services and low to no code solutions for businesses and government clients. She has over twenty years’ experience in the U.S. Federal, Defense, and Intelligence market space; and is a recognized problem solver and data champion, adept at translating complex business and technical concepts into simple, mission focused messages and implementations. Ms. Jones is an industry-recognized leader in developing data informed solutions, turning around “off the rail” projects and “just getting the job done right”!

Outside of business hours, Tasha supports entrepreneurs and social impact organizations and serves on the board for Citrine Angels; a membership group providing early-stage investment opportunities and education to female investors in the Washington DC Metro area.

Webinar information will be sent to registrants prior to the class and will be conducted via GoToWebinar. After registration is complete, your email confirmation will contain the link. You MUST register your name and email and receive the login information and calendar invite before you can join the webinar. You may attend without downloading the software, but please understand your webinar functions may be limited.

By registering for this training event, you consent to having your name and contact information, along with your registration and attendance status shared with the instructor. Instructors do not have access to other confidential client information and often simply use it to send follow-up class materials. As in-kind donors, each instructor has agreed not to use information in any way contrary to the interests of Virginia APEX Accelerator, its sponsors, grantors, or clients (you), including but not limited to unauthorized marketing and sales. If you have questions or concerns, please email apex@gmu.edu to discuss with the host of this training or do not register for this session.

Federal Proposal Writing 101

This course will help you gain an understanding of why proposals do or do not win, and show you how to make an educated decision to bid or not to bid, analyze and “shred” the RFP, and develop a proposal schedule to deliver the proposal on time. This module provides an overview of the proposal development process and key tasks that a proposal manager in charge of the government proposal needs to accomplish.

Topics Covered:

  • Walking through the proposal process, including Pink Team, Red Team, and Gold Team reviews
  • Understanding how RFP structure and form differs significantly across agencies
  • How to read a Government RFP
  • Understanding which RFP sections are important for the proposal
  • A system for making a bid-no-bid decision
  • How to dissect requirements – the basics to outlining your proposal and understanding what is really being asked for
  • How to change requirements into an annotated outline
  • How to develop a compliant proposal outline and structure
  • How to create a compliant outline/status tracking matrix in a table
  • Being able to tell a story while remaining compliant – the art of developing great proposals
  • Naming and numbering your sections for easy evaluation
  • Developing and using a compliance matrix
  • Developing and using a compliance checklist
  • Developing your proposal plan
  • How to build a proposal schedule
  • Sample 30-day proposal calendar
  • Creating a proposal organization chart with roles and responsibilities
  • Conducting a great proposal kickoff

David Huff is the CEO of OST Global Solutions, Inc. (www.ostglobalsolutions.com – home of the GovCon Incubator and Bid & Proposal Academy). He has more than 19 years of Government Business Development and military experience. He is a dynamic leader who develops pipelines and implements growth strategies for OST’s client companies. He is a skilled facilitator and has captured, managed, and written proposals up to $1.5B in value. He is an instructor at OST’s Bid & Proposal Academy, teaching thousands of attendees from businesses and Government organizations, such as General Dynamics Information Technology (GDIT) EXCEL Training Program, NASA Langley Research Center, and the Department of Treasury. He has presented at the National Contracts Management Association (NCMA) World Congress, the National 8(a) Association, and the Association of Proposal Management Professionals (APMP). David is an army veteran who served with the 2nd Battalion, 4th Brigade Combat Team, 82nd Airborne Division during two tours to Afghanistan.

Webinar information will be sent to registrants prior to the class and will be conducted via GoToWebinar. After registration is complete, your email confirmation will contain the link. You MUST register your name and email and receive the login information and calendar invite before you can join the webinar. You may attend without downloading the software, but please understand your webinar functions may be limited.

By registering for this training event, you consent to having your name and contact information, along with your registration and attendance status shared with the instructor. Instructors do not have access to other confidential client information and often simply use it to send follow-up class materials. As in-kind donors, each instructor has agreed not to use information in any way contrary to the interests of Virginia APEX Accelerator, its sponsors, grantors, or clients (you), including but not limited to unauthorized marketing and sales. If you have questions or concerns, please email apex@gmu.edu to discuss with the host of this training or do not register for this session.

Summer Hiring – Compliance Considerations and Tips for Success

Experiencing an increase in demand during the summer can be exciting for small business owners, but finding the right hire to meet that demand can be challenging.

In this webinar, we’ll dive into the fundamentals of hiring a seasonal worker and the strategies you can use to hire the right employee fast while staying compliant with regulations. From posting job listings to on the job training, we’ll cover everything you need to know about the hiring process.

Learning objectives:

  • How and where to put your job postings
  • What new hire paperwork do you need
  • What to consider when determining Wages
  • The different types of employee classification
  • What to consider when training your employee

Live attendees will receive free business resources and a link to this webinar recording

A Basic QuickBooks Guide for Small Business Owners

If you’re a small business owner, chances are you’ve heard about QuickBooks. That’s because QuickBooks is the most popular accounting software on the market.

In this webinar, our expert presenter will walk you through the basic features of QuickBooks and explain how to use it to streamline your financial management. Whether you’re new to QuickBooks or looking to enhance your existing skills, this webinar provided practical strategies to manage your business finances with QuickBooks effectively.

Learning objectives:

  • How to get started with QuickBooks
  • How to track your sales and expenses
  • How to pull reports
  • How to create invoices

Live attendees will receive free business resources and a link to this webinar recording.

Building a Cyber-Resilient Business

Arm yourself with strategies for long-term security!

In an era marked by relentless cyber threats, building a cyber-resilient business is not just a goal—it’s a necessity. This comprehensive guide explores the key components of cyber resilience, equipping business owners and leaders with the knowledge and tools needed to fortify their organizations against cyber-attacks.

From implementing robust security measures and leveraging cutting-edge tools with proactive planning and strategic investments, businesses can thrive in an increasingly digital world while safeguarding their assets, reputation, and customer trust.

Speaker: Quiana Gainey, Virginia SBDC Cyber Industry Expert

A confirmation email with the Zoom login information will be sent after registration – a day before before the event – please be on the lookout for it.

SBA Veteran Owned Small Business Certifications

Every year, the federal government awards a portion of contracting dollars specifically to businesses owned by veterans. Also, small businesses owned by veterans may be eligible to purchase surplus property from the federal government.

Certification with SBA allows service-disabled veteran-owned small businesses (SDVOSBs) to compete for federal sole-source and set-aside contracts across the federal government. Certified veteran-owned small businesses (VOSBs) have additional opportunities to pursue sole-source and set-aside contracts at the U.S. Department of Veterans Affairs (VA) under the VA’s Vets First program.

Presentator: William Pocan, Economic Development Specialist – U.S. Small Business Administration/Richmond District Office

GovCon 101: Creating a Capabilities Statement

The Federal Government buys over $600 billion per year on goods and services, 5% of that spend is allocated for Small Business. This is a huge opportunity for firms, who qualify, to grow their business and become part of the challenging world of Government Contracting through set-aside opportunities. In order to get noticed by small business offices, you must first create a winning capability statement. This is the most importing marketing piece you will create for your business. A properly formatted capability statement will help you get noticed and differentiate you from your competition.

Key Takeaways:

  • Proper formatting of the statement
  • Information to include and not include
  • Differentiators, Core competencies and past performance content
  • You will be provided an editable template to use for your own capability statement
  • How to use the statement

Speaker(s): Lisa Wood is the Statewide Director of the Virginia PTAC, hosted by George Mason University where she is also an Adjunct Professor of Management. Prior to that, she served as the Statewide Director with the Connecticut and Ohio PTAC programs and was also Director for the Northwest Commission PTAC in Pennsylvania. Before joining the PTAC community, Lisa was a Procurement Specialist for Bechtel Plant Machinery, Inc. in the Greater Pittsburgh Area. In this role, Wood performed contract administration and negotiation duties. She also recommended bidders, handled issue inquiries, negotiated bids, performed cost and price analysis, and prepared comprehensive letters to justify recommended contract actions. Ms. Wood holds an MBA from the University of New Haven and a BSBA through Robert Morris University of Pittsburgh where she is also pursuing her PhD in Instructional Management and Leadership.

If you need further assistance or have a question, please contact us at (540) 654-1383

Craft Compliance: Non-Traditional Production

To effectively regulate alcohol manufacturers, State and Federal agencies assign producers into discrete categories and apply different provisions to each group. However, given the variety of bev-alc companies operating today, it’s not always clear what compliance looks like for all producers.

In this webinar, regulatory expert Kevin Anderson will provide insights into the evolving world of compliance for non-traditional production. The discussion will cover such arrangements as contract production, rotating proprietorship, non-alcoholic beer, wine, and spirits, and more.

SPEAKER: As a Virginia Alcoholic Beverage Control Authority special agent, Kevin Anderson was on the lookout for regulatory violations, underage drinking and other vices. Today, he has switched to the business side of the alcohol industry— navigating state and federal alcohol regulations for his winery, brewery, distillery, wholesale and retail clients. After leaving the Virginia ABC Authority in 2015 Kevin became a consultant with ABC Consulting and BreweryCompliance.com, a national consulting firm based in Virginia that offers state and federal licensing assistance along with compliance and consulting services. Kevin was named 100 People to Meet in 2020 by Virginia Business.

A confirmation email with the Zoom login information will be sent after registration – a day before before the event – please be on the lookout for it.