Small Business Industry Day July 20, 2005 Lawrence Gross Associate CIO for Electronic Government

1. Small Business Industry Day July 20, 2005 Lawrence Gross Associate CIO for Electronic Government U.S. Department of the Treasury

2. Agenda • Background – FY05 Small Business Goals • Government Contracting • Keys to Success • Panelists • Questions/Discussion

3. Background:FY05 Small Business Goals

4. Government Contracting:Do your homework! • Understand government contract vehicles • Know where to look for opportunities – Federal Business Ops (http://www.fedbizopps.gov/) • Read industry and government publications to keep abreast of legislative changes, who’s coming and going and general information about government activities

5. Keys to Success:Understand the Client and the Market • Get to know the client and their environment; analyze their business needs and show thought leadership in solving the client’s specific problem. Specifically, understand; • How your offering will benefit them • How you will help them meet their goals • The value of your offering • Study the market and target your core competencies – don’t try to be everything to everybody!

6. Keys to Success:Network, Network, Network • Join and actively participate in industry groups and professional associations; such as IAC and ACT • Leverage existing relationships: • Clients • Business Partners • People at the sports or social club • Friends • Neighbors • Family

7. Keys to Success:Invest in the future… • Support and develop staff • Obtain education and certifications • Develop proposal writing skills and core competencies • Encourage participation in industry association committees • Develop complementary skills to fill the void that exist within larger companies • Strive for solid performance qualifications and customer references

8. Keys to Success:Write Strong Proposals If you have limited experience; strong proposals can help you win business: • Demonstrate how others have benefited from your offerings • Provide examples to help the reader understand how your offerings apply to them • Discuss how your offering can increase the capabilities of your other customers to fulfill their goals and missions Develop your proposal around your value proposition, and make your value proposition add up to a compelling reason for them to want you!

9. Panelists • Harry Lee, Director of Enterprise Solutions (E-Government), Office of the CIO • Greg Jewell, TTS Program Team Lead (Telecommunications Management), Office of the CIO • Mary Jo Labriola, Deputy Director, Office of Information Technology, IRS Office of Procurement • Bonnie Stokely, Procurement Specialist, Information Resources, FMS • LaToshia Madden, Procurement Specialist, Information Resources, FMS • Karen Kibble, Program Specialist- Lead, Office of Information Technology, BPD

10. Keys to Success:Leverage Relationships • Find a Mentor - Never think you can do it alone!  One of the best ways to insulate yourself against business failure is to find and work with a mentor, someone with business experience who can guide and assist you. (Check out SBA’s Mentor-Protégé Program) • Subcontract – Larger businesses are often looking for small businesses to satisfy contract requirements • Partner with companies that have complementary; not competing capabilities