FPC Webinar Series - Discover How to Turn Federal Forecasts into Opportunities

Chapters & Topics:

Discussion on Building a Federal Pipeline and Agency Forecasts
Oscar Frazier initiated the discussion on the significance of developing a federal pipeline and agency forecasts, addressing the struggles participants face in securing opportunities and engaging with decision-makers. Shirita Turner expressed challenges in accessing simplified acquisitions, while Gaylord Neal noted feelings of overwhelm in identifying viable opportunities. The conversation aimed to provide insights and strategies to navigate these challenges effectively.
* Best practices for effective outreach and communication with government agencies.
* Tools and resources available through the MBDA Federal Procurement Center.

Upcoming Webinars and Resources
Oscar Frazier discussed the schedule for upcoming live webinars, noting that they will alternate between Fridays and Thursdays to accommodate attendees' availability. He mentioned a specific webinar on proposal basics set for January 30th, which Miranda will lead. Frazier also encouraged participants to utilize the "Ask an Expert" feature on the platform for any questions related to proposals or business development.

Understanding FY25 Forecasts and Effective Capture Strategies
Oscar Frazier highlighted the critical nature of the FY25 forecast in identifying potential government contracting opportunities. He described the forecast as the government's "wish list" and stressed the importance of capture management, targeting, and building relationships with program managers. Frazier advised participants to research opportunities using tools like FPDS-NG and USA Spend to understand the history and scope of contracts.
* Strategies for identifying and pursuing federal contracting opportunities.

Overview of GovWin and Networking Strategies
Miranda Bouldin highlighted the value of GovWin in helping small businesses connect with program managers and government contacts. She showcased the platform's capabilities, such as browsing org charts to find key personnel and their contact details. This information is crucial for building relationships and understanding the challenges faced by decision-makers.

Accessing Opportunities through MBDA
The discussion highlighted the importance of using the MBDA fpcenter.com platform to identify and pursue opportunities relevant to participants' companies. Keith emphasized the need for focused research and the importance of engaging with the MBDA FPC for guidance. Oscar Frazier sought clarification on accessing government resources, which Keith addressed by explaining the support available through ticket submissions.

Effective Strategies for Building a Government Contracting Pipeline
Oscar Frazier outlined strategies for effectively building a pipeline in government contracting, including the importance of identifying key contacts and using a structured email template for outreach. He advised sending personalized emails rather than mass communications and suggested engaging OSDBU or small business specialists if initial outreach does not yield responses. Frazier emphasized the need for specificity in requests to these specialists to facilitate better support.

Understanding Agency Relationships and Business Opportunities
The conversation highlighted the necessity of knowing the specific needs and operations of agencies like NASA to foster successful business relationships. Attendees were urged to differentiate their companies by finding unique identifiers that add value. It was noted that having a subject matter expert or a partner with relevant experience is crucial for navigating these opportunities.

Best Practices for Engaging with OSDBU
Oscar Frazier emphasized the need to utilize the OSDBU selectively in email communications to avoid diluting its impact. Cedric Fillmore inquired about the practice of copying the OSDBU on initial messages, and Oscar explained that it is more effective to involve them when seeking specific assistance. Keith added that having a relationship with the OSDBU can influence how and when to include them in communications.
* Importance of building relationships with key decision-makers in government contracting.

Strategies for Effective Agency Engagement in FY25 Forecast
Oscar Frazier outlined strategies for engaging with agencies regarding the FY25 forecast, highlighting the significance of establishing rapport and conducting brief, focused meetings. He suggested asking targeted questions to uncover the underlying issues driving opportunities and recommended seeking warm introductions to program managers for deeper insights. Frazier also stressed the importance of monitoring opportunities as they progress from forecast to RFI and RFQ stages.

Strategies for Engaging with Intel and DOD Agencies
Robert L. Bailey highlighted the challenges of communicating with agencies in the Intel community, DOD, and DOJ, stating that they typically do not engage in discussions at the contract level. He advised focusing on research to shape opportunities effectively. Oscar Frazier responded by offering to share his experience in business development within the Intel space and suggested that there are methodologies to improve engagement with these agencies.

Project Spectrum and Collaboration Opportunities
Robert L. Bailey shared insights about his IDIQ contract and his role as chairperson for the SBA Veteran Entrepreneurship Council. The discussion included the need for collaboration with the MBDA and other organizations to leverage opportunities for small businesses. Keith inquired about an MOU with the DOD, indicating a desire for further dialogue on the subject.