Wednesday, October 17, 2018

SEWP tops $5 billion in FY18; Rob Coen moves to OASIS

I attended the 25th anniversary for the SEWP program last week at their offices in Greenbelt.

 
The weather not great, but it did not stop most from attending. I drove 2 hours from Tysons, where I was speaking at the APMP NCA annual conference. Rush hour plus rain, I knew it was going to take a while. I just wanted to arrive before the party was over.

SEWP was the first GWAC awarded back in 1993 and is the longest running GWAC. SEWP V is the fifth iteration of the program, and is considered by many to be the best managed contract in the federal market.

I made it to the party with an hour to spare, including the cake cutting.
 
I was able to spend a little time with SEWP program manager Joanne Woytek and deputy program manager Darlene Coen.

During my conversation with Joanne it came out that SEWP V produced $5.3 billion in booked business in FY 2018. They had close to 32,000 new orders processed with committed funds of $4.21B and approximately 8,000 mods to existing orders processed with newly committed funds of $1.14B. So total new spend through SEWP in FY18 is $5.35 Billion, a 20% increase over FY17.

Many have predicted the growing use of GWACs and selected IDIQs was palpable, and SEWPs performance is a great example of that.


Congratulations to the SEWP staff for a great year!


*** PS: I say above that SEWP is widely considered to be the best run contract in the government. I am among those who think so. Note however that Rob Coen, former PM of the NITAAC GWACs (CIO-SP3, CIO-SP3 Small Biz, and CIO-CS, was just named to run the OASIS program. At NITAAC Rob took the program from pocket change (roughly $300 million) to almost $5 billion during his tenure. I expect no less from him at OASIS.



Sunday, October 14, 2018

2019 (and Beyond) Small Contractor Marketing & BD Program



Amtower Small Biz GovCon Advisory Program 



Do you want deeper and better connections with your government clients and prospects?

Do you need better relationships with system integrators (SIs)?

Do you want more traction from your contracts?

Does your limited networking time pay dividends?

Do you want better traction in FY 2019 and going into FY 2020?

If you answered yes to one or more of these, read on.

FY 2018 is going to be a hot one with lots of budget money coming into play early. SmartPay micro-purchase is now $10,000. IDIQs, GWACs and MACs will play a bigger role.

FY 2019 will be another challenging year, especially for small contractors, with further changes in agency programs and policies, senior personnel, additional changes in procurement policy, and more.

All these will impact small businesses  more than larger businesses, so you must be prepared.

Leveraging your current contracts, especially direct or indirect access to MACs, IDIQs and GWACs can help you weather this storm. Many predict agency use of IDIQs and GWACs to continue to grow into FY 2019 and beyond. Your access as a prime or partner on these contracts can be critical. Look for significant growth on SEWP ($5,3 billion in FY 2018), Alliant, OASIS, and other MACs and GWACs, as well as portions of the GSA Schedule. 

If your company is not performing up to your expectations, or if you feel that your strategy is not paying adequate dividends, we should talk.

Reserve time on my calendar NOW:   https://calendly.com/markamtower 

My guidance has helped hundreds of companies grow and earn billions. My advice can save you time and money, lead to new opportunities, identify key differentiators leading to significant market share, create media coverage, and generally help companies establish a more viable and visible presence in the government market. For over thirty years I have helped my clients to dramatically increase the dollar value of their contracts, often spending less on marketing.

If your marketing and business development efforts are not paying significant dividends, we should talk now.

I offer a year-long Small Biz GovCon Advisory Program. Rather than charge an hourly fee to companies tapping into my expertise on a semi-regular basis, I have created an advisory program that small companies can afford.

This program is only for businesses recognized as small by SBA standards: SDB, WOSB, VOSB, SDVOSB, 8(a), HubZone, etc.

The Amtower GovCon Advisory Program includes

                -   An initial planning session to define realistic goals for our engagement. This will provide the overall program guidance for the year, including development of a targeted visibility plan that makes the most sense for you and your company. We can make alterations along the way as necessary; 

           - A detailed web site review with recommendations;

              -  A LinkedIn company profile review with recommendations and edits;

               -  Monthly training sessions (30-45 minute sessions), content to be determined in the planning session. Training modules offered include LinkedIn training; content development; developing a subject matter expert platform; social selling; PR/media training; market research and more. Each session tailored to the client and all sessions pre-scheduled;

              - Email alerts with news about your niche, competitors and other topics addressed in the planning session. I will monitor Google Alerts and selected trade publications for each participant;

            - Bi-weekly calls to track your progress, address problem areas, discuss opportunities and more;

             - Strategic introductions to primes, OEMs, various market experts, media and government managers;

              - Unlimited email and short call Q&A;

             - Advice on selecting outside services (events, associations, bidding services, proposal assistance, etc).

       - Access to me for an entire FY.

Please call 301 854 9493 or email markamtower@gmail.com with any questions or to sign up. 


I can only accept twelve participants.


The investment for this program is $2,495 down, and $995 per month for an annual total of $13,040.

  

Mark Amtower     Amtower & Company     www.FederalDirect.net

Friday, October 5, 2018

It's Q1 FY 2019- Where's Mark Amtower? Where to find me this fall


While I don't get out as much as I should, unlike Waldo, I don't hide in crowds or in seas of colors. In public I am easy to spot- all black attire, all the time. And I will be out this fall.



Look for me at these events over the next two months. Several are speaking engagements, and all offer great networking.

October 9, 7:30-9:00am: Bloomberg Government Army Opportunity briefing:  https://www.bgov.com/core/contracting/home

October 10, 4:30pm- 8:00pm- SDVOSB monthly Bootcamp  and Dinner (90 minute bootcamp is free), Key Bridge Marriott: https://www.eventbrite.com/e/national-veteran-small-business-coalition-wednesday-10-october-2018-dc-metro-chapter-dinner-meeting-tickets-50503551482 

October 11, (all day)- APMP Mid-Atlantic Conference, McLean:
https://www.eventbrite.com/e/2018-apmp-nca-mid-atlantic-conference-and-expo-mac-tickets-46864551134

October 11, 4:00pm - 8:00pm: SEWP 25th anniversary party, Greenbelt.

October 26, &;30am- 11:00am Washington Technology's 2019 Outlook and Beyond, Tysons: https://www.eiseverywhere.com/ereg/newreg.php?eventid=371766&reference=EM1

November 1: Government Marketing University GAIN Conference, Reston:
https://thegainconference.com/ 

November 8, 8:30am-11:30am: Market Connections 10th annual Federal Media and Marketing Study, McLen: https://www.marketconnectionsinc.com/fmms2018event/

November 15: 5th annual Government IT Sales Summit, Reston:
https://www.govitsalessummit.com/ehome/321447

December 4: LinkedIn for GovCon, Maple Lawn (Howard County):  https://events.r20.constantcontact.com/register/eventReg?oeidk=a07efq17tmc9e7f67d7&oseq=&c=&ch=

December 5: LinkedIn for GovCon, Bethesda:
https://events.r20.constantcontact.com/register/eventReg?oeidk=a07efq17txn4b40e1db&oseq=&c=&ch=

December 6: LinkedIn for GovCon, Tysons:
https://events.r20.constantcontact.com/register/eventReg?oeidk=a07efq18xkbcd3bcf9b&oseq=&c=&ch=

Monday, October 1, 2018

Successful Self-Promotion: GovExec's Market Preview


I attended Government Executive Media Group's Market Preview on September 20 to see what was coming next from the GovCon media property.

I attend in part because the networking is always good. I tend to arrive early because I am driving from Columbia to Wolf Trap and I want to beat the traffic. This works in my favor as well, as I get one-on-one time with Tim Hartman, (CEO), Connie Sayers (President) and a few of the staff that I know.

Then, as people arrive, I see many of their clients and prospects, and several of my GovCon marketing friends.

It is always interesting to see the market from the perspective of a major media property. For Market Preview, they had five areas identified as trends.


Market Trends and New Offerings




(Sorry for the cell phone pics. These are from Market Preview.)


As you can see, the five trends identified are flux, podcasts, social, lead gen and events. Citing Market Connections as well as their own research, they see a significant rise in these areas.

To address these areas, Government Executive Media Group is adding to their portfolio of services programs for podcasts, social, lead generation and events. Well, they already have events and they help their clients with lead gen activity. Which leaves two new areas where they feel they can add value to their client base.

The Ultimate Podcast Network




and Social/content/targeted delivery



I will preface this by saying I am a fan of the GovExec team and what they have done. It is great to see a former print publication morph in the ways it has, and become even more successful.

That being said, podcasts and leveraging social media have been with us for quite some time. About the time (2009) I started coaching people and companies on LinkedIn Matt Langan of L&R Communications was helping companies develop and deploy podcasts.

And as you may know, I have been on Federal News Radio for almost 12 years, and my shows (and all other WFED broadcasts) are and have been available for download - podcasts. They are also available on iTunes and PodcastOne.



(This photo is from my first big public presentation on LinkedIn, to the American Marketing Assn chapter in Virginia Beach. Note the date on the picture, that I only have one chin, and the lack of silver in my hair...)

On the "Social" side of this equation, I am happy to see the endorsement from a major media company that "social" has arrived. However, the arrival is long past- this baby has matured. As I announced earlier this year, there are more than 2 million Feds on LinkedIn. This was my third Fed census on LinkedIn, the first being in September, 2014 when I found 1.4 million Feds on LinkedIn.

Again, while podcasts and leveraging social media, especially LinkedIn, are not new to the market, GovExec's entry into these areas is interesting. They bring a powerful database to the broadcast side of the equation, but as a whole, Government Executive does not leverage LinkedIn particularly well for itself.

This is not meant to be a slam, simply my opinion predicated on over 14 years on LinkedIn and coaching trams and individuals for 10 of those 14 years. Most individuals and companies in our market don't use LinkedIn well.

All that being said, media companies look for pockets of profitability, and Government Executive Media Group has identified some fertile ground.

For me it also begs the question: if I were a GovCon media exec, what would I be offering my clients?

Will I attend Market Preview next year? If invited, most certainly

Tuesday, September 25, 2018

LinkedIn for GovCon live seminar returns Dec 4 (Howard County), Dec 5 (Bethesda), Dec 6 (Tysons)




Can LinkedIn help you win more government business?


Yes, in more ways that you might think.

It can also hurt those that don't use it well.

LinkedIn remains the most under-utilized marketing tool for many government contractors despite a federal population of over 2,000,000 LinkedIn members.


"Mark provided LinkedIn training for our firm and I was thrilled with the results. We have some pretty sophisticated LinkedIn users on staff and I thought they would tell me they knew everything there was to know about how to use this tool, but even our expert users learned a lot from Mark. We spent a full day together learning how to fully use the features and capabilities of LinkedIn. Mark provided a comprehensive training program and one on one coaching. He did a great job and I am proud to recommend him as an expert LinkedIn trainer and coach." 

Robert Lohfeld, CEO, Lohfeld Consulting Group


Are you a business leader, sales manager or small business owner who wants your sales, marketing and BD staff to-

• Grow their professional network of customer, prospects, and partners?

• Connect with more decision makers through introductions and referrals?

• Increase their visibility and value by sharing valuable information?

 WIN MORE BUSINESS!

Then LinkedIn for Government Contractors is what you need - and seating is limited!



I have been coaching people and companies on using LinkedIn since 2009 – 10 years- over 60 public sessions and nearly 100 in-house sessions, plus hundreds with 1:1 coaching.



"The LinkedIn class was excellent and I learned a great deal." 
Federal marketing manager, SAS Institute


When was the last time you asked yourself if you are using LinkedIn to your full advantage?


Contractors that “get” LinkedIn will do much better than those that don’t “get” it. Why?
  
Who is on LinkedIn?

ALL Federal agencies- 2,000,000+ Feds;
ALL major government contractors;
ALL the people you need to know!


Do you need to grow and better manage a network of clients, prospects, partners, GovCon influencers, media and others in your market?

Do you need to generate qualified leads, do some great marketing and get some PR for your company without breaking the bank?

Rather than spend thousands on lead generation, marketing and PR with minimal results, why not invest 3 hours learning how to use the biggest and most valuable business network in the universe – LinkedIn!


This workshop is for those who sell to the government AND those who sell to government contractors.

You must register in advance to attend-



"Mark Amtower is a "mile wide and a mile deep" with his experience and expertise of "All Things LinkedIn" ...He has transformed from one of the first key LinkedIn adopters 14 years ago to one of the world's leading subject matter experts today in leveraging the capabilities and technologies of LinkedIn -- now the world's most important social media platform for businesses of all sizes and scopes … Mark's seminars on LinkedIn are entertaining, insightful and -- most important -- a key value differentiator for any business in any industry."  

Kevin P Young

Attend the LinkedIn for Government Contractors and you will learn how to

-       Design a LinkedIn strategy that fits your business goals

-       Create a powerful LinkedIn profile that attracts targeted prospects and encourages people to connect with you

-       Drive traffic to your company profile and company web site

-       Find and connect with those who can help your business grow- prospects, partners, media and more- including key agency decision makers

-       Select the LinkedIn groups that can pay major dividends for you

-       Find and develop content to share in those groups

-       Get more recommendations and endorsements

-       Get on the radar of decision-makers who buy what you sell

-       Develop and defend a “subject matter expert” platform

-       Create and manage a company profile that attracts the right people

-       Start your own group

-       Stand out in your market niche

-       and much more!


"His 2013 presentation before the APMP NCA Chapter, How Proposal and Capture Professionals Can Leverage LinkedIn, was our most popular event of the year."

(from the Association of Proposal Management Professionals National Capitol Chapter web site.)


Due to the constant changes on LinkedIn, the workbook and slides are updated before EVERY Session.

My LinkedIn training is the best in the government market and it is a game-changer for those who attend our public sessions and for those that choose to bring our training in-house.

Early bird pricing until Friday, November 16: $195. On 11/17 the price goes to $245.


Only 15 seats per session- and you must register in advance.


8171 Maple Lawn Boulevard
Suite 200
Maple Lawn, MD 20759

4800 Montgomery Lane
9th Floor
Bethesda, MD 20814

8000 Towers Crescent Drive
Suite 1500
Tysons Corner, Virginia 22182

Reserve your seat today!


Who should attend? Everyone!

Beverages, snacks and a 100 page workbook are supplied.

Tuesday, September 11, 2018

Arrow/immixGroup Government IT Sales Summit Returns Nov 15 for Year 5!



One of my favorite annual events, and my absolute favorite fall event, the Government IT Sales Summit, turns 5 on November 15.

If you are one of the unfortunate few who has not attended prior Summits, let me explain.

There are two major reasons to attend GovCon events, and they are not food and free pens. The big reasons have always been education and networking, somewhere you can pick up market intel AND meet key players in the GovCon community- manufacturers, systems integrators and the channel.

Since the first Summit back on November 20, 2014 both the education and networking have been first rate.



There are  very few events that bring together executives, BD, sales and marketing in a networking friendly environment. This is the main event that accomplishes that, hosting 1,000 or so manufacturers, channel players, SIs and key Feds.

I have attended each of the four previous Summits and every year I have  made great new connections and renewed many old acquaintances. Seeing those I have known and worked with previously and catching up on what they are doing now, face-to-face, and sharing what new things I am up to, has enormous value for me.

Register today and come find me there on November 15 at the Hyatt Regency in Reston, VA.

Let's catch up if we've met, and meet if we have not!

And by the way, there will also be food, and probably pens.

Wednesday, August 1, 2018

930Gov and the End of FY 2018


The 6th annual 930Gov Conference is coming August 28 at the Washington DC Convention Center.

930Gov has five technology-focused tracks, each important to every federal agency:

- Cyber and IT Security
- Records Management
- Government Customer Experience
- Knowledge, Information and Data Management
- IT Modernization

Mike Smoyer, President of the Digital Government Institute, which produces 930Gov, has a history of being involved with successful GovCon events going back to his days at National Trade Productions, producers of FOSE, and later, FedMicro, the mid-summer end-of-FY event that ran in the early and mid 1990s.

When Mike took over the Digital Government Institute in 2007, DGI was producing some very focused IT events for the GovCon market.

While DGI still does the single-tech focused events, each of which evolves as the technology evolves, he saw the need for that end-of-FY, DC-based multi-track tech focused event.

930Gov will attract somewhere around 1,200 federal technologists, most of whom are in charge of managing and deploying technologies in their respective agencies.

I have been recommending this event to my clients for four of the past five years, and I do so again this year. I could not recommend the event in year one because it had no track record. I told Mike that at the time, but I also told him I felt his instincts were correct in starting an end-of-FY event.

There is a simple reason for my annual recommendation: end-of-FY has always represented a significant spending spike and not all of the money available is queued into a pre-determined slot. While this is not the only reason for my recommendation, it is a major factor.

An equally important reason would be the networking and the ability to begin relationships with key feds and perhaps other contractors.

Since year two, my clients have been pleased with the results. While there are not tens of thousands of attenders, neither are there hundreds of exhibitors. The exhibitors are all tabletop, with no mega-booth dominating the show floor. This makes it a level playing field for the smaller companies in the exhibit hall.

With 1,200 or so attenders and fewer exhibitors, the likelihood of exhibitors getting face time with attenders is very real.

Two former and two current clients will be exhibiting and two other clients will be attending and I am looking forward to their feedback. One of these companies is back for at least their third year in a row.

I will be speaking at 930Gov, although not in one of the tech tracks. I will be addressing the importance of building and leveraging a subject matter expert position in the market, this in a conference where the speakers are subject matter experts and front line managers of  some key technologies.

I am very much looking forward to the 2018 version of 930Gov.

I hope to see you there and I welcome your feedback on the event.


Tuesday, July 24, 2018

What were they thinking?!?!?!


Let me start by picking a 16 year old scab. In 2002, PwC tried (briefly) to rename itself Monday.

This is not, repeat NOT, a joke.

The response was swift, merciless and came from all fronts: the business media, Wall Street, comedians, shareholders, employees and industry.

One of my favorite responses was this:

“The day of the week formerly known as Monday would like to announce its name change to distance itself from PWC Consulting. Forthwith it will be known as Tuesday Eve.”

They reverted to PwC before the following Monday... but it begs the question: What were they thinking?

Now comes the news that PwCs spinoff is named Guidehouse. (This actually happened in May, so I am a little behind.)

Wait- what? You mean Lighthouse?

No Guidehouse.

Maybe Brickhouse?

No Guidehouse.

Not outhouse?

No Guidehouse.

Safe House?

No Guidehouse.

Dog house?

No Guidehouse.

Doll house?

No Guidehouse.

OK, so what's a guidehouse?

I crack open my OED and look:

Guidebook- check.

Guided Imagery- check (ooo- I like that one).

Guidepost- check (I like that one, too).

Guide rope- check.

Guideway - check.

Guidehouse? Nothing.

In PwCs defense, it does not own Guidehouse. Veritas Capital owns Guidehouse. The new website explains the name as "leading the way forward" and "looking into tomorrow through an innovative lens that challenges the now."

OK, a sherpa with a crystal ball. I'm beginning to see it.

The Washington Technology article quotes the CEO of Guidehouse as saying the name is a "metaphor for Guidehouse staffers being a trusted partner to help agencies navigate their changing landscapes regarding budget, technology and strategy."

A metaphor? Guidehouse means all that? Really?

But what's in a name? Perhaps another name that launched a thousand jokes...



Sunday, July 22, 2018

Why the 2018 Federal Government Contractor Study is Essential for Small Contractors

This past Tuesday I attended the briefing for Market Connection's latest study, 2018 The Federal Government Contractor Study. The study was co-sponsored by the Professional Services Council and the Merritt Group .

The goals of the study included

- identifying best practices of winning government contractors
- identifying the challenges of marketing and business development professionals
- determining how marketing and BD are organized and how they work together
- measure the effectiveness of marketing materials, activities and tools
- determine strategies used when targeting and responding to RFPs
- and to quantify changes in personnel, budget, tools, teaming partners and communications.

I am not going to do a deep dive here. Instead I will highlight what I consider to be some key points for small contractors, the areas you must pay attention to in order to succeed. I strongly urge you to download the study overview and review it with your staff.

On page nine (9), the first page of the findings, there is the list of Organization Capability Ratings, which include:

- demonstrating thought leadership and subject matter expertise
- government customer relationship management
- readiness to adjust to changing government acquisition strategies
- differentiating from the competition
- capturing and managing customer, prospect and contract data
- overall marketing investment
- providing the sales organization with marketing support
- lead generation
- tactical business development/sales efforts
- and moving leads and prospects through the sales funnel.

I have highlighted three areas above as critical for small contractors. Small contractors have fewer resources than larger firms, and while each of the above is important, the three I highlighted can provide the most traction for smaller firms in a shorter period of time.

Thought leadership/subject matter expertise (SME): I have been preaching this sermon for years, and it remains perhaps the most critical issue for small biz: highlight your main area of expertise and develop it it fully. Work hard to be at or near the top of whatever that niche is.

Defining and defending that area of expertise should be job one. Job two is making certain you share this SME status in the major places people will vet you: your company web site and your social media profiles, especially LinkedIn.

Differentiation: is part of the SME platform development. There are many ways to differentiate your company from the competition, including:

- unique process or technology
- staff has higher level certifications/training
- company possesses cert levels not held by many (CMMI Level 3, etc)
- higher level of service (aside from lip service)
- specialization in a horizontal area (finance, transportation, supply chain, etc)
- specializing is one agency
- and many more.

You can further differentiate by combining two or more of these. Defined and used well, your differentiators can help you win more business sooner.

"Differentiation beyond price" is a recurrent theme in this study

Tactical business development and sales efforts: contractors with fewer resources need to focus on activities that get traction quickly. These efforts need to focus on your core talent, the SME areas where you have the best chance for near-term growth.

I address these and other areas in my small contractor advisory program for 2018-2019.

There are many facets of this study I have not addressed that are equally important. I will be writing and speaking about over the next few months.

If you'd like to discuss my Small Business Advisory Program email me at mark@federaldirect.net or reserve time on my calendar:  https://calendly.com/markamtower

I'd also be interested in your take-aways after you read the study preview. What stood out for you?




Saturday, July 7, 2018

Small Contractor Alert: Networking and Education July 26 at the AFCEA Small Business Innovation Summit



The upcoming July 26 AFCEA Small Business Innovation Summit follows on the heels of the AFCEA Innovation Shark Tank, where small contractors competed for the right to present at the Innovation Summit. The three winners from these events are on the agenda of the Summit.

The Small Business Innovation Summit will address cutting edge technologies where small contractors can play a big role: AI, Zero Trust Networks, Agile DevOps, Blockchain, the Space Revolution, and 5G. The presenters on these panels are among the most experienced techies from industry and government.

There will also be panels on OTAs (contracts for Research and Development) and a panel for communicating your company’s unique value. The communication panel is moderated by my friend, the wise and wonderful Sarah Djamshidi, a true veteran of the small business IT trenches. I have been invited to participate on this panel.

This Small Business Innovation Summit can help a small business identify growth areas and map out a go-to-market strategy. It affords you the opportunity to network with peers and to meet market influencers.

I look forward to each speaking engagement and try to prepare my remarks based on the expected audience.

There are many issues facing small businesses in this market and any time I get to help companies make small (or large) strategy adjustments, I feel like I am doing my part.

AFCEA conferences are my favorites, especially those focused on small business. They always have an engaged audience, eager to brain-pick, network and absorb info from some great presenters.




I will also be attending the Market Connections Federal Contractor Study overview on July 17; speaking at the Government Blockchain Association event July 19; and on August 28 I will be speaking at 930Gov, the best end-of-FY conference now in year 6!

Each of these events affords opportunities for any contractor, especially for small contractors.


Tuesday, June 26, 2018

Recognition for GovCon marketing professionals: The GAINER awards

In the government market there have been lots of awards for as long as I can remember.

But there has never been anything specific for the B2G marketing professional.

Until now.

Government Marketing University has launched the GAINER Awards to recognize excellence in public sector marketing.

This is long past due and I am honored to be among those reviewing the nominees. Joining me on the Selection Committee are GovCon veterans Steve Cooper, Martha Dorris, Kimberly Hancher and Ann-Marie Clark.

Know a marketing program that should be considered, or have you created one yourself? Nominate it!

http://info.governmentmarketinguniversity.com/awards 


There are five categories: ABM, Events, Partner Marketing, Protege (yes, one for newbies!) and Innovation.


Rules:

  • Must have executed the marketing program between April 1, 2017 thru June 1, 2018
  • Applicants (individual, companies or agencies) may enter multiple submissions in one or more award categories.
  • Award winners must be willing to share marketing case study at GAIN conference on November 1, 2018.
  • Entries are for those projects which are targeting US federal, state and local governments along with public and private educational institutions.
  • Entries close August 1, 2018.
For more information, contact Ann-Marie Clark at amclark@gmarku.com or 703-625-5224.
And just like the lottery- you gotta play (nominate) to win!
The awards will be presented at GMarkU's annual GAIN Conference November 1 at the Hyatt Regency, Reston.
I hope to see you at the conference and I'd like to see your nomination very soon!

Friday, June 22, 2018

FY 2019 Small GovCon Advisory Program



Amtower Small Biz GovCon Advisory Program 



Do you want deeper and better connections with your government clients and prospects?

Do you need better relationships with system integrators (SIs)?

Do you want more traction from your contracts?

Does your limited networking time pay dividends?

Do you want better traction in FY 2019 and going into FY 2020?

If you answered yes to one or more of these, read on.

FY 2018 is going to be a hot one with lots of budget money coming into play early. SmartPay micro-purchase is now $10,000. IDIQs, GWACs and MACs will play a bigger role.

FY 2019 will be another challenging year, especially for small contractors, with further changes in agency programs and policies, senior personnel, additional changes in procurement policy, and more.

All these will impact small businesses  more than larger businesses, so you must be prepared.

Leveraging your current contracts, especially direct or indirect access to MACs, IDIQs and GWACs can help you weather this storm. Many predict agency use of IDIQs and GWACs to continue to grow into FY 2019 and beyond. Your access as a prime or partner on these contracts can be critical. Look for significant growth on SEWP ($5,3 billion in FY 2018), Alliant, OASIS, and other MACs and GWACs, as well as portions of the GSA Schedule. 

If your company is not performing up to your expectations, or if you feel that your strategy is not paying adequate dividends, we should talk.


Reserve time on my calendar NOW:   https://calendly.com/markamtower 

My guidance has helped hundreds of companies grow and earn billions. My advice can save you time and money, lead to new opportunities, identify key differentiators leading to significant market share, create media coverage, and generally help companies establish a more viable and visible presence in the government market. For over thirty years I have helped my clients to dramatically increase the dollar value of their contracts, often spending less on marketing.

If your marketing and business development efforts are not paying significant dividends, we should talk now.

I offer a year-long Small Biz GovCon Advisory Program. Rather than charge an hourly fee to companies tapping into my expertise on a semi-regular basis, I have created an advisory program that small companies can afford.

This program is only for businesses recognized as small by SBA standards: SDB, WOSB, VOSB, SDVOSB, 8(a), HubZone, etc.

The Amtower GovCon Advisory Program includes

                 An initial planning session to define realistic goals for our engagement. This will provide the overall program guidance for the year, including development of a targeted visibility plan that makes the most sense for you and your company. We can make alterations along the way as necessary; 

           - A detailed web site review with recommendations;

              -  A LinkedIn company profile review with recommendations and edits;

               -  Monthly training sessions (30-45 minute sessions), content to be determined in the planning session. Training modules offered include LinkedIn training; content development; developing a subject matter expert platform; social selling; PR/media training; market research and more. Each session tailored to the client and all sessions pre-scheduled;

              - Email alerts with news about your niche, competitors and other topics addressed in the planning session. I will monitor Google Alerts and selected trade publications for each participant;

            - Bi-weekly calls to track your progress, address problem areas, discuss opportunities and more;

             - Strategic introductions to primes, OEMs, various market experts, media and government managers;

              - Unlimited email and short call Q&A;

             - Advice on selecting outside services (events, associations, bidding services, proposal assistance, etc).

       - Access to me for an entire FY.

Please call 301 854 9493 or email markamtower@gmail.com with any questions or to sign up. 


I can only accept twelve participants.


The investment for this program is $2,495 down, and $995 per month for an annual total of $13,040.

  

Mark Amtower     Amtower & Company     www.FederalDirect.net

Monday, April 2, 2018

2018 Federal Census for LinkedIn- Over 2 million DOD and Civilian members


These are the results of my 2018 Federal Census for federal membership on LinkedIn: 2,023,430 civilian and DOD (including uniformed services) members on LinkedIn.

A couple of caveats: 

1) I have probably overlooked some sub-agency level activities, often because I could not find them; 
2) I have included some non-executive branch activities (LOC and GAO);
3) There is liable to be some contractors in these counts. 
4) I will update this list as I identify omissions.
5) Sorry about the alignment. This is cut and paste from Word.

DOD and Military Agency counts on LinkedIn



DOD & Military
US Army HQ                                                 384,866
          Army Natl Guard                                    41,957
          US Army Reserve                                   17,172
          Network Enterprise Tech Cmmd              7,658
          Corps of Engineers                                 20,699
          Army Research Lab                                    516
          USA Natick Soldier Research                 1,965
          USA ERDC                                                365
          USA CERDEC                                            47
          Army Rapid Capabilities                             24
          USA Acq Support Ctr                                 77
          USA Contracting Command                  3,525
          USA Cyber Command                              285
          Army Special Forces (Airborne)               830
Total for US Army:                                     479,986

US Air Force HQ                                        216,304
          Air Natl Guard                                       6,299
          USAF Reserve                                     14,650
          Air National Guard Recruiting`             6,301
          USAF Research Lab                              2,009
          USAF Space Command                        1,272
          USAF Special Ops Cmmd                      372
          AF Ofc of Special Investigations            383
Total for USAF:                                        241,291

US Navy HQ                                             191,654
          USN Reserve                                     12,285
          NAVSEA                                             3,526
          NAVAIR                                              2,691
          SPAWAR                                            4,315
          Ofc of Naval Research                          426
          Ofc of Naval Intel                                   85
          Naval Surface Warfare Ctr                1,517
          Naval Surface Warfare Ctr (MD)         603
          Naval Surface Warfare Ctr (Phil)         224
          NAWCAD                                            649
Total for USN:                                        217,981

Marine Corps                                           25,039

US DoD HQ                                              48,814
          USSOCOM                                       1,696
          JSOC                                                      64
          DTRA                                                1,225 
          DLA                                                  6,543
          DCMA                                              5,460
          DIA                                                   2,750
          DCAA                                               2,363                   
          DAU                                                    755
          DFAS                                                6,813         
          Missile Def Agency                         1,357
          National Guard Bureau                    1,863         
          DHA                                                   622
          Tricare                                                460
          Wash HQ Svcs                                   328
          Natl Geospatial-Intelligence Agcy  2,250
          NSA                                                  1,040
          DARPA                                              458
          Am Battle Monuments Comm           105
          Ofc of Chairman, JCS                        240
          JCS Staff                                              76
          DoDEA                                             2,149
Total for DOD:                                        84,996

DOD AND UNIFORMED SERVICES TOTAL                 1,055,993

USDA HQ                                                  17,933
          NRCS                                                4,243
          FS                                                     17,103       
          ARS                                                  5,153
          APHIS                                              1,681
          FSIS                                                  2,288         
          FAS                                                     322
          Natl Inst of Food & Ag                       200
          AMS                                                   102
          NAL                                                     25
USDA total:                                              49,050

CIA                                                             90

Commerce HQ                                           2,577
          NOAA                                               5,834
          Census                                               6,668
          BEA                                                     358
          ITA                                                   1,379
          NTIS                                                      11
          NTIA                                                   186
          EDA                                                     251
          MBDA                                                   82
          NIST                                                 3,591
Total for Commerce:                               20,937

Corp for Natl & Community Svc              680
CPSC                                                          336
Consumer Financial Protection Bureau    1,388

Education                                                  10,995

EEOC                                                         1,406

Energy HQ                                               5,073
          Bonneville                                        2,192         
          Sandia                                               7,605
          Berkeley                                           3,728
          Oak Ridge                                        3,636
          Argonne                                            3,613
          Los Alamos                                      7,563
          Pacific NW                                       3,653
          Idaho National Lab                          1,623
          National Renewable Energy Lab     2,157         
          Western Area Power Admin            827
          National Nuclear Security Admin   671
          Oak Ridge National Laboratory      3,640
Total for Energy:                                     45,981

EPA                                                            11,108
Exec Office of the President                          245
          EOP/White House                               120
          Natl Security Council                           96
          US Digital Service                              148
Ex-Im Bank                                                   522
Farm Credit Admin                                       255
FDIC                                                          5,210
FEC                                                               288
FERC                                                         1,241
FLRA                                                           115
Fed Mine Safety                                            49
FRB                                                            2,060
GAO*                                                         21,898
GSA                                                           11,431
                                                                                               
HHS HQ                                                   10,802
          NIH                                                    21,600
          NCI                                                   3,684
          CDC                                                 14,879
         FDA                                                  13,772       
          CMS                                                 3,194
          HRSA                                               1,068
          SAMHSA                                         315
          Ag for Healthcare Research             395
          NIMH                                               651
          NIDA                                                255
          Admin for Community Living           45
          IHS                                                   4,797
Total for HHS:                                         75,389

Homeland Security HQ                           32,636
          ICE                                                     1,660
          FEMA                                              11,802
          US Coast Guard                               24,206
          CBP                                                   6 ,917
          TSA                                                  11,171
          US Secret Service                              1,314
          FLETC                                                  105
Total for DHS:                                          89,811

HUD                                                          6,333

Interior HQ                                              3,075
          FWS                                                  5,046
          NPS                                                   10,674
          BLM                                                 5,478
          USGS                                                6,372
          BIA                                                   1,530
          Reclamation                                     2,933
          Ocean Energy Mgmt                        344
Total for Interior:                                    35,452

International Trade Commission              345
         
Justice HQ                                               15,984
          BOP                                                  1,017
          Criminal Div                                    1,103
          US Attorneys Ofc                             4,951
          US Marshall’s Service                     177
          DEA                                                  1,902
          FBI                                                    7,702
          ATF                                                   1,664          
Total for Justice:                                     34,500

Labor HQ                                                 7,151
          BLS                                                  1,792
Total for Labor:                                       8,943

Library of Congress*                                 3,169
NARA                                                        797

NASA HQ                                                 31,891
          Ames                                                2,439
          Goddard                                            4,002
          Glenn                                                1,539
          JPL                                                   6,172
          Langley                                            1,565
Total for NASA:                                       47,608

National Gallery of Art                             838
NEA                                                            174
NEH                                                           128
NRC                                                           2,355
NTSB                                                         334
Office of Govt Ethics                                43
OMB                                                          501
OPIC                                                          559
OPM                                                           3,403
Peace Corps                                               9,210
PBGC                                                         962
US Postal Service                                      142,150
USPS OIG                                                  5,381
Railroad Retirement Board                       558
SBA                                                            3,665
SEC                                                            3,625
Smithsonian                                               4,146
SSA                                                            37,267

State Department                                     28,336

TVA                                                           8,697
US Trade Rep                                            117

Transportation HQ                                 3,950
          FAA                                                  27,340       
          FHA                                                  1,880
          FTA                                                  361
          FRA                                                  526
          FHWA National Highway Inst        179
Total for Transportation:                       34,236

Treasury HQ                                            8,898
          BEP                                                  730
          IRS                                                    25,416
          OCC                                                  3,030
          Mint                                                  541
Total for Treasury:                                  38,615

USAID                                                       12,378

Veterans Affairs                                       102,149

VOA                                                           1,728
CIVILIAN AGENCY TOTAL                929,314

Misc listed as “US Government”  (1)      33,023

Misc listed as "US Govt"                            5,100
Estimated total             2,023,340

  1. The miscellaneous "US government" listing has been used by government employees for well over 10 years.  It was used prior to 2010 because there was no Federal endorsement or policy for using social media, so employees did not want to name their respective agencies. It is also used by those in the IC to mask their agencies.
Copyright 2018, Mark Amtower