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Interview with Monica Hayes, Part 2: IDN’s Services

June 29, 2022 | Business Development, Government

In this second excerpt from my conversation with the Indiana Defense Network's Deputy Director Monica Hayes, we discuss IDN's services--and how it serves as an "orchestrator of the aerospace and supply chain ecosystem" in the Hoosier State. [embed]https://www.youtube.com/watch?v=U8rCsrFvxPo[/embed] If you’d like to learn more about IDN, watch for more excerpts to be posted soon, or click here to watch the interview in its entirety.

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Interview with Monica Hayes, Part 1: The Indiana Defense Network’s Origins

June 22, 2022 | Business Development, Government

This is the first in a series of excerpts from my conversation with Monica Hayes, Deputy Director of the Indiana Defense Network. In this segment, Monica discusses the founding of the Indiana Defense Network, how her team is structured, and what her role is in executing IDN's mission. [embed]https://www.youtube.com/watch?v=W14eML4a_wU[/embed] If you'd like to learn more about Monica and IDN, watch for more excerpts to be posted soon, or click here to watch the interview in its entirety.

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Not Ready to Hire A GovBiz Expert? Here’s How To Start On Your Own

June 15, 2022 | Business Development, Government

    Photo by Karolina Grabowska: https://www.pexels.com/photo/man-using-macbook-5882683/ There are many good reasons to sell products and services to the federal government, but getting started can be a little daunting. If you’re not quite ready to begin, you can take some steps in the right direction before you make a significant commitment. Here are a few things you can do now to set your business up for long-term success:   Contact your Procurement Technical Assistance Center (PTAC). Each state has its own--and you can find them here. Their services are free, and they can help you with all the items on this…

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FYI on RFIs, Part 6: Ghosting Socio-Economic Set-Asides

June 8, 2022 | Business Development, Government

Photo by RODNAE Productions on Pexels The final installment in our series on RFIs discusses how savvy contractors ghost socio-economic set-asides, including small business, WOSB, SDVOSB, VOSB, SDB, HUBZone and other designations In the interest of equal opportunity, government agencies actively seek opportunities to partner with small businesses and woman-owned small businesses (WOSBs), veteran-owned and service disabled veteran-owned small businesses (VOSB and SDVOSB), small disadvantaged business (SDB) and historically underutilized business zones or HUBZone small businesses. In the interest of leveraging these socio-economic set-asides, smart contractors use RFIs to communicate whether they fit these descriptions. One way they can make…

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FYI on RFIs, Part 5: Ghosting Certifications and Experience

June 1, 2022 | Business Development, Government

Photo by MART PRODUCTION: https://www.pexels.com/photo/a-person-writing-on-a-planner-7718675/ Part 5 of our series on RFIs details the ghosting of certifications and experience, with an example of a software development client who successfully recommended that specific criteria be included in an RFP If you read our last post in this series, you won't be surprised to hear that smart contractors often ghost*--in other words, suggest that a government agency specify--criteria that give them a competitive advantage. This is the case again with the ghosting of certifications, experience, education, and sometimes even security clearances.  One of our clients used this strategy in a bid for…

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MYTH: Doing business with the government does not rely on relationships and does not require any marketing. All that is required finding opportunities on web sites and responding with quotes/proposals.

FACT: Having great relationships with government end users can provide more opportunities beyond RFQs/RFPs posted to government web sites. Some opportunities do not even require the government put it out for a competitive bid process so knowing someone could present more chances to do business. Furthermore, relationships also help build positive past performance history which is critical to winning future opportunities.

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