Tuesday, September 18, 2012

Government Market Master November seminars

We have six Government Market Master (tm) seminars scheduled for November and more coming soon for December through Spring 2013.

Until we get the real registration site up, email me for the details and to register- markamtower@gmail.com or call 301 924 0058 or 301 854 9493.

And don't forget to use the code GMM when you register to get a 20% discount.

All sessions are on campus at Capitol College, 11301 Springfield Rd, Laurel, MD 20708.  All sessions have limited seating (max 30) so get the full info now or contact me to register ASAP.

All courses include: Capitol College and Government Market Master™ Endorsed Certificate representing four (4) hours or eight (8) hours of Professional Development; all related materials, snack break, lunch (for full day events) and complimentary parking.

We offer certificate programs in sales, marketing, business development, social media and managing a government contracting company- all taught by front-line professionals.

Thursday, November 1, 8 AM-noon: LinkedIn for Government Contractors (speaker: Mark Amtower)

Thursday November 8, 8:00 AM- 5:00 PM: 8th Annual Amtower Summit on Selling Products to the Government (multiple speakers, including Larry Allen, Mark Amtower, Richard mackey and others)

Saturday, November 10, 8:00 AM-noon: B2G “Go-to-Market” Strategy, Planning and Execution (GMM-201) (speaker: Kevin P Young)
Saturday, November 10, 8:00AM-noon: Business Development: Strategy, Planning and Execution, Part 1 (must register for both part 1 & 2)

Wednesday, November 14, 1:00 - 5:00 PM: Simplified Acquisitions: A $15B Missed Opportunity for Small Government Contractors (Guy Timberlake)

Saturday, November 17, 8:00 AM- noon: Business Development: Strategy, Planning and Execution, Part 2 (must register for both part 1 & 2)

Details and schedules available upon request. Reserve your seat(s) now!

Discounts are available for 2 or more people from the same company.

We also welcome you suggestions for seminar topics.

Monday, September 10, 2012

More on Strategic Sourcing

Federal News Radio reports that OMB's Acting Director Jeffrey Zients is "hinting" that strategic sourcing (FSSI) may become mandatory throughout the GSA Schedules.


This would probably be the most unfriendly move for small business imaginable. FSSI is designed to drive margins down to a bare minimum, an area where only the largest players would be able to effectively compete.

This is not a Democrat/Republican issue, as several past administrations have paid lip service to small business issues, especially around the ability of small business to compete for government contracts.

Strategic sourcing would make it impossible for hundreds, perhaps thousands of small businesses to do business with the government, and would lead to both job loss and businesses closing.

The economic impact would be immediate and nationwide.

We all understand the need for the government to spend money in a responsible way, but making it harder for small businesses to sell to the government is not the way to go.

Thursday, September 6, 2012

GSA, FSSI & "Savings"

The GSA Blog reports a savings of $10.2 million in the first year since Schedule 75 became the poster child for FSSI. Here is the link:


 In the words of Steve Kempf, Commissioner of FAS:

GSA’s Federal Acquisition Service recently celebrated the one year anniversary of a strategic sourcing program for office supplies, which we call OS2. In the first year of the program we saw $10.2 million in savings, which is 9 percent less than what federal agencies would have paid without OS2. 

I am uncertain where the 9% figure comes from, but in FY 2011 606 contractors on Schedule 75 accounted for $722,584,165. Now there are 15 companies on the FSSI BPA, which by my calculations leaves 591 companies and thousands of employees out in the cold.

Historically the GSA Schedules have been touted as the main entry for small businesses into the government market. That, it seems, may be history.

With the impending closing of 5 Schedules to new vendors in early 2013, including Schedule 70, GSA is making it more difficult for small business to successfully enter the government market.

GSA is attempting to become more efficient, and for this it should be applauded, but efficient at what price?

As the economy struggles to recover, more businesses try to do business with Federal, state and local governments.

Many successful Schedule 75 contractors have suffered severe setbacks as a result of the FSSI BPA award, and most of those are small businesses.
efficient at what price?