Identify Your Target Market for Federal Contracting Point Your Arrow at Your REAL Target!

1. Identify Your Target Market for Federal ContractingPoint Your Arrow at Your REAL Target! June 26, 2012 Royalyn B. Reid President and Co-Owner Consumer & Market Insights (CMI) 2351 W. Northwest Highway, Suite 2200 Dallas, Texas 75220 thecmiteam.com 855-939-9500

2. Agenda • Learn the Culture • Three Common Road Blocks • Use Available Resources • Create a Winning Plan • Fundamentals of Success • Question & Answer

3. Welcome & Introductions • About Me – Royalyn Reid • About You • Why are you here? • What do you want to get out of this session?

4. Learn the Culture • Purpose • Structure • FAR (Federal Acquisition Regulation) • www.acquisition.gov “How Do I Simplify the Process?”

5. Learn the Culture “How Do I Simplify the Process?”

6. Three Common Road Blocks • Failing to use available resources • Failing to create a winning plan • Failing to prepare effectively

7. Use Available Resources • Don’t try to do it alone! • View key resources as an extension to your business • Recommended resources • Minority Business Development Agency (MBDA) Centers • Procurement Technical Assistance Center (PTAC) • Small Business Administration (SBA) • Small Business Development Center (SBDC) “Leveraging Your Resources to Work for You”

8. Create A Winning Plan • Determine who buys what you sell • Identify your target agencies • Narrow the playing field “Identify the RIGHT Agency”

9. Create A Winning Plan • Three Primary Sources • Online • Conferences • Outreach Sessions “Find the RIGHT Opportunities”

10. Create A Winning Plan • Online Sources • FedBiz Opps • CCR • PTAC Bid Matching • Deltek GovWin IQ “Find the RIGHT Opportunities”

11. Create A Winning Plan • Local Conferences • Alliance Texas • American Express Open • Government Procurement Conference • Washington, DC Area Conferences • Office of Small Disadvantaged Business Utilization (OSDBU) Conference (April) • SBA National Small Business Week Conference (May) • MBDA MED Week Conference (September) “Find the RIGHT Opportunities”

12. Create A Winning Plan • Local Outreach Sessions • Agency specific through OSDBU • www.osdbu.gov • Matchmaking Sessions • Conferences • Business Matchmaking • www.businessmatchmaking.com “Find the RIGHT Opportunities”

13. Create A Winning Plan • Go where your future clients are • Identify true small business champions • Be prepared to do your part in the relationship “Build the RIGHT Relationships”

14. Create A Winning Plan • Be open to learn and grow • Be willing to make the necessary adjustments to your business model • Be prepared to follow through • Be prepared to do whatever it takes “Do the RIGHT Things”

15. Key to Government Contract Success • Learn the culture • Build relationships • Team • Bid responsiveness • Persistence!

16. Questions & Answers

17. Dallas Office 2351 W. Northwest Hwy Suite 2200 Dallas, Texas 75220 Washington, DC Office 444 Capitol Street NW Suite 445C Washington, DC 20001 For more information, please contact me at: Royalyn B. Reid President and Co-Owner royalyn@thecmiteam.com 855-939-9500 thecmiteam.com