There is updated information regarding the new System for Award Management (SAM). The General Services Administration (GSA) is moving the implementation date from May 29, 2012 to the end of July 2012. The additional sixty days will allow federal agencies to continue preparing their staff, give agencies and commercial system providers even more time to test their data transfer connections, and will ensure SAM contains the critical, documented capabilities users need from the system.

This first phase of SAM will include the capabilities of Central Contractor Registration (CCR)/Federal Agency Registration (FedReg), Online Representations and Certifications Application (ORCA), and the Excluded Parties List System (EPLS). In preparation for the launch, GSA conducted extensive testing internally and in coordination with federal agencies using the data from these systems in their own contracting, grants, finance, and other departments. The testing was very valuable and will focus the efforts of the next sixty days.

SAM will reduce the burden on those seeking to do business with the government. Vendors will be able to log into one system to manage their entity information in one record, with one expiration date, through one streamlined business process. Federal agencies will be able to look in one place for entity pre-award information. Everyone will have fewer passwords to remember and see the benefits of data reuse as information is entered into SAM once and reused throughout the system.

Please see for more information about the system.

The 10th Annual Alliance Texas Small Business Procurement Fair is returning to the Arlington Convention Center!

Gregory will be a speaker for the 8:45a workshop on Capability Statements.  This event has grown in size and depth each year and we are excited about the prospects for this year.

The networking at this event cannot be compared to any other single marketing medium.



  • YOU pre-schedule your own meetings…no one does it for you.
  • E-GUIDE: MatchMaking Hosts have access to your company information – NAICS, certifications, website and company description.
  • E-GUIDE: You have access to ALL attendees – not just exhibitors!
  • E-GUIDE is available immediatly upon registration and for 6 months after the event.

Event Information:

Where: Arlington Convention Center
1200 Ballpark Way
Arlington, TX 76011 (map)
Phone: 817-459-5000
Event Hours: 7:30 am to 4:00 pm

Tuesday, June 26, 2012 includes the Trade Show, MatchMaking Meetings, Continental Breakfast, Lunch and workshops.

Early Bird: $150.00 per person through May 25.
Standard Registration: $185.00 per person through May 25
Late Registration: $225.00 per person after June 22.
Exhibitor Booths: $525 thru May 25; $595 after May 25; Government/Non-Profit $325($395 after May 25) (includes 2 attendee registrations.)

Schedule – Alliance Texas 2012

June 26, 2012

7:00 am – 11:30 am EXHIBITOR MOVE-IN
We invite exhibitors to move in and be set up early to take advantage of the morning workshops. Exhibit Hall opens at 11:30.
8:00 am – 8:30 am OPENING REMARKS
Let’s get the day started!
How do you get on a buyer’s radar? Don’t waste the opportunity to have a COMPLETE CCR profile and the best Capability Statement possible. Learn how to put your best foot forward by enhancing your CCR Small Business Profile and the checklist for your two page Capability Brief.
Moderator: Julie Suarez, Procurement Specialist, Contract Opportunities Center (PTAC) El Paso Community College
Speaker: Gregory James, Project Director, Dallas-Fort Worth MBDA Business Center
Speaker: Paul Stone, Procurement Center Representative, US Small Business Administration
Points to ponder: How do you make your matchmaking meetings mutually productive? What is the beneficial use of time and money? Are you passionate and persuasive? How do you convince the “matchmaker” you are the right one to provide goods and/or services to their company or agency? Perspectives from ‘both sides of the table’ will be presented during a lively discussion led by a dynamic duo! They will share “Eleven P’s” to help you at the matchmaking table and guarantee to educate, entertain and empower you as a successful entrepreneur!
Speaker: Velina Willis, HUB Program Coordinator, Tarrant County Purchasing
Speaker: Rachel Snell, HUB Coordinator, Texas Comptroller of Public Accounts
This session will provide you with the detailed requirements for completing your offer to GSA for your offer to the GSA Schedule Solicitation. Learn about the newest requirements such as a digital signature, check list of requirements a vendor must meet before starting the process, training requirements, and detailed requirements that must be sent in your offer. This is a good time to ask questions and make your decisions about getting on “the Schedule”.
Speaker: Willie Heath, CEO, Heath International Enterprises, Inc
Learn why, where and how to determine if you want to apply for certification. Presenters will help you make sense of this confusing world of DFW and National Certifications, that can help your business grow. Who are the “players” and how does your business get to the field using the marketing tool called Certification?
Moderator: Emilia Menthe, Brazos Business Strategies
Speaker: Andrew Nash, Director of Operations, D/FW Minority Supplier Development Council
Speaker: Sheena Morgan, Director, North Central Texas Regional Certification Agency
Speaker: Nancy Alvarez-Hernandez, Supervisor, Business Development Speicalist, US Small Business Administration
Speaker: Rachel Snell, HUB Coordinator, Texas Comptroller of Public Accounts
10:15 am – 11:30 am 5. YOUR TARGET MARKET FOR FEDERAL CONTRACTING: Point your arrow at your REAL Target!
Finding your entry point for doing business with the federal government can be overwhelming. Discover where to begin; How to overcome roadblocks; Common challenges such as knowing where to look, adequate resources, narrowing down the playing field. This session will help you with practical strategies THAT WORK for navigating the federal maze!
Speaker: Royalyn Reid, , Consumer and Market Insights LLC
10:15 am – 11:30 am 6. THE POWER OF EMAIL MARKETING
This information-packed seminar will demonstrate how email marketing – the hands-on, low-cost marketing tool – can really help drive business success. Discover how communicating with customers regularly can help a small business stay connected, and generate increased referrals, repeat sales, and unwavering customer loyalty. Build a strong permission-based customer list and get your audience to open, read and act on your email. and use their past results to sharpen their email marketing program as they go along. Learn the latest best practices and proven strategies to get your emails to work for you! Plenty of time to ask questions, share experiences, and network with peers.
Speaker: Dale Berkebile, BRANDWISE/ Inbound Marketer / Brand Strategist, Constant Contact
Cash flow is vital to your business. In addition to traditional loans from your bank, there are options that can provide loans to your business for:

  • Operations
  • Payroll
  • Equipment purchases
  • Vehicle purchases
  • Real Estate purchase
  • Real Estate upgrades (improvements to your existing building)
  • Accounts Receivable

Join us for this information session to help your business GROW!
Speaker: Catherine Pena, ACCION Texas
Speaker: Veronica Wallace, Vice President of Business Development, Bridgeport Capital

11:30 am – 4:00 pm EXHIBITS AND LUNCH
1:00 pm – 4:00 pm MATCHMAKING MEETINGS
3:30 pm – 4:00 pm DESSERT AND DOOR PRIZES
Join us for treats and door prizes donated by our participants. Winners MUST BE PRESENT TO WIN!!
ShoWorks, Inc.
1205 N Napa St
Spokane, WA 99202
Voice: (509) 838-8755
Fax: (509) 838-2838

Thousands of government jobs are available to companies wanting to do business with government. The contract jobs are in Information Technology, Security, and all industries. Dealing with Federal Government can be frustrating. However, your efforts can be rewarded if you plan your work and work your plan. FCIS specializes helping companies market their products and services to get the government jobs by providing target markets reports and developing a Federal Marketing Plan.

Click here to download a free copy of a sample federal marketing plan.

See steps 1-2 below. Steps 3-9 will follow.

Step 1. Become familiar with the following websites for Government Contracting:

SBA Office of Government Contracting (GC): Title 13 of the Code of Federal Regulations (Part 125):Federal Acquisition Regulation (FAR): Contracting News; and Information for Contractors.

The U.S. Small Business Administration is dedicated to providing a wide range of programs and assistance to small businesses wanting to do business with the government.  From the Contracting Section under Contracting Opportunities: ( contain you web links to additional procurement-related programs and assistance such as; Subcontracting, Federal Business Opportunities, GSA Schedules, Green Contracting Opportunities, Federal Procurement Database Systems – Next Generation, USA Spends, Contracting of Manufacturing, Contracting Opportunities for Energy Efficient Businesses. Government Agency Acquisition Forecasts contain upcoming government contract opportunities:

Step 2. Obtain a Data Universal Number System (DUNS) number, register in the Central Contractor Registration (CCR) (System and Online Representations and Certifications Application (ORCA). Contact Dun & Bradstreet (D&B) at  to obtain a number if you do not have one. The DUNS number is free. All companies must be registered in CCR to be awarded a federal contract and to receive payment by the Government. Once you have obtained your DUNS number, your next step is to register in the Central Contractors Registration (CCR) database. The CCR requires the company to match its goods and or services with the  the Federal Supply Classification Codes (FSC) and North American Industry Classification System (NAICS). Be sure to select a primary NAICS and PSC codes. You can add supplementary classification codes but limit them to three each. Many contracting officers look at the CCR and its important noe to confuse them on what the company does.

Once the registration in the CCR is complete, click on  “SBA Register or Update your SBA Profile”. The next registration sysytem is the Small Business Administration?s Dynamic Small Business Search (DSBS). The company should complete information which is accessible by contracting staff under the SBA – Dynamic Small Business Search

The remaining steps 3-9 will be discussed in later posts.

Federal Contract Intelligence Service is a data mining company that specializes in tracking current and historical United States Government (USG) procurement statistics. We provide up-to-the-date marketing list/reports to companies that want to do business with the federal government. Our clients use these list/reports to position itself in front of decision makers before a requirement becomes an open bid solicitation.

Our marketing list/reports are tailored for the company’s products/services and matched with the decision makers within specific targeted agency contracting offices. We use state of the art data mining software and have access to data from fee-based subscription services as well as current data sets from, Federal Procurement Data System, USA Spending and other data provided and updated by the USG. Please see the samples of our reports.

The most common questions we hear from entrepreneurs who want to do business with the federal government are, “Do I really need a federal marketing plan? Is writing a federal marketing plan really the best use of my time?” Our answer to these questions is almost always, “Yes.”

In reality, federal marketing plans do take a long time to write, require that you have a tremendous amount of data at your fingertips, depend in part on projections, and often are responsible for creating a long list of research you still need to conduct and other work you need to complete.

But despite all of that, federal marketing plans are one of the most effective tools for the business owner/operator who is starting or growing their business with the federal government.

Here is what we consider the most important reasons for having a federal marketing plan:

• A Federal Marketing Plan is Simply a Must-Have for Some Businesses
• A Federal Marketing Plan Helps You Make Decisions
• A Federal Marketing Plan Can Be a Reality Check
• A Federal Marketing Plan Can Give You New Ideas
• A Federal Marketing Plan Creates an Action Plan

Your company should have a Federal Marketing Plan (FMP) if your company is doing business or planning to do business with the Federal Government. Our FMP helps companies target market their goods and services to the right agency contracting office location after first answering the basic question of does the federal government even buy your company’s products and/or services. Your Federal Marketing Plan will be a unique and customized resultants-driven solution for your company to make effective and successful communication to profitably market your products/services to the federal government.

Because of our ability to make the complex easy to understand; you’ll have the information you need to make effective, successful and measurable direct government marketing decisions. Your FMP will have current data from disparate data sources like government contract histories and other federal data sets that would identify predetermined groups, logical relationships, associations and anticipated behavior patterns that would determine the type of contracts used to purchase your goods or services. With that information you’d be able to create your own unique key performance indicators of marketing success and execute a profit-driven government marketing campaign. In the end, we deliver current and relevant insights – rather than just producing tables and graphs. We analyze the massive $500BN government contract data specifically for our clients’ to target a market in the government. And because everyone uses their results in different ways, we design our reports specifically for each client’s particular needs.

Click here to download our sample Federal Marketing Plan.

We work with you as a partner and encourage your feedback during every step; from goal setting, through methods selection, to the final reports and marketing plan. We are effective and comfortable working with business owners, senior executives, marketing departments, non-profit committees, advertising, public relations and marketing firms or any other stakeholder in the project/company.

Call us at 469-814–8457 x100 for a free initial consultation and assessment. Please have your company’s NAICS and PSC codes available when you call.

Click here to download our sample Federal Marketing Plan.

The Code of Federal Regulations title 13 part 124.502 requires a contracting officer to submit a written offer letter to the SBA if he or she intends to award a procurement requirement as an 8(a) contract to an 8(a) Contractor. The Contracting Officer must submit the offer letter to the SBA District Office for competitive 8(a) and sole source requirements. The offering letter must contain a description of the work to be performed, the NAICS code that applies to the principal nature of the requirement, estimated period of performance, the estimated dollar value of the requirement, any special restrictions or geographical limitations, any special capabilities or disciplines needed, the contract type, past contractor performance and contact information, a special statement, name of the specific 8(a) contractor being nominated for the award, bonding requirements, and any other information required in Title 13: 124.502. The key words in the statute are requirement and name of 8(a) contractor.

It is incumbent upon the 8(a) contractor to find the requirement in the agency contracting office and the user department in order to start the offering letter process. It’s important for the 8(a) contractor to market its products and or services to targeted contracting offices and their user management. It about building relationships before the requirement becomes a contract.

1. Register company in the Central Contractor Registration database.

2. Register company in the Online Representations and Certifications Application (ORCA) database.

3. Get the company approved for a USG small business certification if applicable.

4. Purchase Federal Contract Intelligence Service products that will answer the following questions:
• How much money did the USG spent on purchasing the company’s products/services from other companies?

• Who (agency contracting office) buys my company’s products/services?

• Does the company have a one page Company Capability Statement

5. Hire Federal Contract Intelligence Service to marketing company to targeted federal contracting agencies via the telephone. See Services.

6. Respond to federal business opportunities on FedBizOpps or other bid notification services.

The purpose of this Federal Marketing Plan: Intelligence Gathering seminar is to help participants gather enough infomration about federal procurement that will lead them to be successful in getting contracts from the United States government. The seminar is divided into two sessions with a workbook.

The key objective of the Federal Marketing Plan: Intelligence Gathering seminar is to help participantsobtain federal contracts before they are put on the street for public viewing.

To attend this class you must bring the following information:

  • Must be registered in Central Contractor Registration (CCR)
  • Know your NAICS codes
  • Class Code, Product Supply Class (PSC)

Session one is a review of procurement intelligence sources, methods used to prepare target marketing documents, agency procurement process and a company readiness assessment. Seminar participants will be given office/home work to prepare for session two. The instructor will review the office/homework and make recommendations on improving the office/homework assignment that.

Participants in this seminar will be able to:

  • Answer the following questions: Does the federal government buy my company’s products/services? Which contracting office buys my company’s products/services? Is the company ready to do federal contracting?
  • Interpret the raw data from the Federal Procurement Data Center and other procurement databases.
  • Develop a one page company capability statement. The eletronic “30 second” elevator speech.
  • Develop an Acquisition Team Contact (ATC) database. The ATC contains contact information on key procurement decision makers within targeted contracting offices, program management and agencies.
  • Develop a Warm Leads Report (WLR). This document is a summary of telephone and personal contacts made with individuals in the ATC.
  • Determine the company’s ability to successfully perform a federal contract.
  • Develop a strategic plan to get the company ready and project sales.

Session 1: April 11, 2012

  • Introduction: Federal Procurement Process, Company readiness assessment and accopanying notes, Key websites
  • Procurement Intelligence data gathering methods
  • Target market data preparation
  • Review office/homework assignment

Session 2: April 17, 2012

  • Review office/homework
  • Target market summary
  • Reivew ATC and WLR
  • Company capability statement
  • Score company readiness assessment
  • Strategic Action Plan

Call us at (972) 843 – 1265 or email: to register for the classes.