Veterans Business Resources

a portal for all Veterans and SDV Small Business Owners

Central Contractor Registration; How Important is it Anyway?

I have had the great pleasure to sit down with some truly outstanding business owners and discuss their equally impressive and outstanding businesses.  I am always inspired by their stories of overcoming seemingly insurmountable obstacles to finally attain a measure of success.  I particularly enjoy learning about the economic impact their contract wins have had on the Veteran community.    

As you might have guessed, if a business owner is sitting down with me, chances are things are not or are no longer going well in their company.  All too often, when we dig a bit deeper, start asking pointed questions and start reviewing the company documents, certifications and registrations, we find the business owner has forgotten “The Basics”. 

One of the first things to fall by the wayside is keeping the Central Contractor Registration (CCR) updated.  It is almost plausible to imagine that with all the daily activity of running a thriving and successful business, one could easily overlook a minor detail like keeping the CCR updated, right?  WRONG!  The CCR is one of the main arteries keeping your Veteran-Owned Small Business alive and it is also part of “The Basics”! 

 

See you on the high ground!

 

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Filed under: Getting Started, Registrations & Certifications, ,

Ready, Fire, Aim

There have been many blog posts dedicated to “the process.”  At this point, it is probably safe to say that everyone reading these posts understand that we believe “the process” is a big deal and critically important to success in most endeavors.  Inherent in the process is the sequence of actions performed that make up “the process.” 

The proper sequencing of events is equally important when establishing “the process,” whatever that may be.  The title to this post is not sequenced properly, although it contains all the steps/actions of “the process.”  Anyone that has ever fired a weapon will certainly tell you that Ready, Fire, Aim is not the proper sequence and not the right thing to do under any circumstances. 

Being so excited about an SDVOSB contract opportunity and the potential positive impact winning it can have on the rest of our lives is no reason to prematurely and naively make permanent life changing decisions in our personal and professional lives that WILL impact the rest of our lives.  Proper sequencing is especially critical here!  I cannot over emphasize that point.  

Believe me; I understand that SDVOSB contract opportunities can be quite appealing, especially when we’re trying to break into the Government Contracting arena.  Take your time, catch your breath, and think about what you’re doing, there will be other opportunities that look just as appealing.

See you on the high ground!    

Filed under: Uncategorized

Intelligence Preparation of the Battlefield (IPB)

All good warfighters know that you want to gather as much intelligence as possible before heading into battle.  In order to win a contract away from another company, you are waging a form of battle.  The battlefield on which this drama plays itself out is virtually invisible to the human eye, but real all the same.  

Many, if not most of the contracts you pursue will already have someone performing them.  This person or company in many cases is doing a good job and has every intention to hold onto those contracts.  It now becomes your mission to determine how best to win that contract away from the incumbent.  Regardless of the strategy or the process you develop and implement, you are not going to do anything that is illegal, immoral or unethical to win.  

I believe there are some key pieces of information you want to gather to help make your win possible.  There are 6 questions you want to answer.  These 6 questions form the 5 “Ws” and the “How” question.  They are; 

Who:  who currently has the contract I’m going after?

What:  what is their Unique Value Proposition (UVP) that helped them win the contract?

When:  when is the contract I’m going after up for re-bid, when is it going to be re-competed?

Where:  where is the parent company headquarters located? 

Why:  why do we feel we can win this contract away from the incumbent, why should the project owner choose us as the new winner?

How:  how do we actually win the contract away? 

These are examples of the kinds of questions you might want to ask and answers before heading onto the procurement battlefield.  Remember our “Three Simple Truths” #1 and #2, Government Contracting is HARD WORK and Government Contracting TAKES TIME.  

See you on the high ground!   

Filed under: Uncategorized

“Rules of Engagement”

Each branch of the armed forces has its specific “Rules of Engagement.”  All the Veterans reading this post understand and remember their service’s “Rules of Engagement.”  By taking a few creative liberties, I am going to give you a slightly different version of the “Rules of Engagement” so that all of us can understand, remember, relate to and use them in our quest to build our Government Contracting businesses. 

Many of you that have read previous blog posts will recognize these 6 questions as I like to use them often, not just here in this format, but in virtually every aspect of my life when I need to make a decision.  Yep, you guessed it, I’m talking about the 5 “Ws” and the “How” question.  They are; 

Who:  who in or outside the government buys what I sell?

What:  what is their problem that I can help them solve?

When:  when does the agency or entity I’m targeting buy?

Where:  where is the agency or entity that buys what I sell located?

Why:  why should the agency or entity buy from me?

How:  how does the agency or entity buy? 

These are examples of the kinds of questions you might want to ask and answer to help focus your marketing efforts and increase your return on investment.  Keep in mind it takes extensive Research to fill in the answers to these key questions.  Remember also, our “Three Simple Truths” #1 and #2, Government Contracting is HARD WORK and Government Contracting TAKES TIME. 

See you on the high ground!

Filed under: Uncategorized