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Truths & Myths of Government Contracting

When: Feb. 8, Wed, 6:30-9pm
Where: The City Club at Columbia Sq.
555 13th St, NW DC
Cost in advance: $ 20 members, $ 30 guests
Cost at the door: $ 30 members, $ 40 guests

Whether you are considering working with the U.S. Government, or have already started, this seminar will enable you to understand and pursue the process like a pro. In today’s market, with so much (mis)information out there, it takes more than just a great product or service offering to gain a foothold with the Government. Small businesses need to understand what makes the Government buy; what resources are available to assist you and how to take advantage of them; and how to identify business opportunities as a prime contractor or a teaming partner.  You will learn how to:

  • Formulate a business  and networking strategy for the government sector
  • Understand which agency is the right fit for your products and services and how they buy
  • Conduct market research and gather essential business intelligence
  • Prepare for your meeting with Government contacts
  • Understand and determine your need for the GSA schedule
  • Select the right schedule for the agency and business you’re conducting (GSA and 60+ others!)
  • Avoid teaming and intellectual property problems with your partnering companies

The expert panel includes:

Guy Timberlake is the CEO of The American Small Business Coalition , a member-based organization that provides support services focused on business activities within the federal sector.  He has nearly twenty years of small business sales, business development and program management experience in the federal sector. With a strong record of awards for products, services and solutions purchased by Defense, Intelligence and Civilian Federal agencies, he has a solid understanding of sales from an industry perspective and the contracting process from the government perspective.

Vernon Johnson is the head of the General Litigation and Trial Practice Group at Jackson & Campbell . He specializes in business law and litigation, including contract disputes, and has assisted numerous small businesses with contract drafting, negotiation, and resolving disagreements in matters involving employment contracts, teaming agreements, and government contracts.

Jason Pardo is a member of Jackson & Campbell's Real Property & Asset Management and Business Law Practice Groups. He advises small and midsize clients at all stages of development on business related issues, often at the one-on-one level. His practice focuses on the formation of business entities and corporate governance, commercial and private real estate transactions and sales, shareholder disputes, trademark protections and related litigation.

Courtney Fairchild is President of Services for Global Services, Inc During the past nine years she and her team have successfully prepared, negotiated, and managed over 400 GSA Schedule contracts for her clients and maintain a 100% award rate.  Courtney is an authority on all GSA Schedules within the Multiple Award Schedule program and has spoken on related topics across the country.  

Angela Lores of Concurrent Technologies Corporation (CTC) will discuss some of the ways for small companies to succeed in the world of federal contracting by properly engaging other businesses and knowing critical steps to take. As Contracts Administrator for a $250M civilian, defense and intelligence agency contractor, Angela's background  also includes sixteen years in contracting with the Department of Defense in support of the National Security Agency as part of the Maryland Procurement Office (MPO). Angela supports CTC's Federal Systems Group with “cradle to grave” contract administration, business development activities, and establishing teaming relationships with industry partners, including small businesses. 

This Success Lab is generously sponsored by Jackson & Campbell and the ASBC.  Don’t miss this opportunity to gain valuable insight on winning and conducing business with your biggest client-to-be: the U.S. Government.

Register on-line by February 8th, 4:30pm.


On-line registration is now closed. Seats are still available and we'll be happy to register you at the door.
* Print out and save your receipt as proof of purchase for the events.
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