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    • 28 May 2024
    • 6:00 PM - 7:30 PM
    • Online
    Register


    The Art Of Capturing Government Contracts

    And Certified Capture Manager Graduation



    REGISTER HERE


    There is beauty and symmetry in all things. Even in what appears to be a confusing government contracting world, there is an art form to how things look and how things are done.  Did you know that winning government contracts is like a sculptor crafting his artistic skills and meticulously shaping the end figurine from the vision pre-defined in his mind?  If you have felt that capturing government contracts has been elusive or that the federal market is a chaotic and mysterious world, then you should attend this event.

    In this class, you’ll learn how business development in the government market is different from the commercial market. Why it is an art form and not an exact science. You’ll discover some key tips on building winning relationships and some pitfalls to avoid. You’ll learn about capture management and why the sales cycle in the government market requires a different sales strategy.

    Come join us for this upcoming class on Capture Management: The Art of Capturing Government Contracts and Certified Capture Manager graduation

    Where:                Online  (link will be provided after registration)

    When:                Tuesday, 28 May, 2024

    Time:                   6:00pm – 7:30pm (EST) /  3:00pm-4:30pm (PST)

    Cost:                    FREE


    REGISTER HERE


    Here’s a sneak peek of what you’ll learn:

    1. How winning government contract is like developing your artistic skills
    2. Why your current sales methodologies will fail you in the government market
    3. What is the difference between Business Development and Capture Management
    4. How to develop a winning capture management process
    5. The 12 Proven Steps that every capture manager must know
    6. Discover the 6 key relationships that can unlock unlimited contracting opportunities
    7. Lessons from an alley kitten purring to get milk and how you can purr to get micro contracts
    8. In Retail, it is about location, location, location and why in the government sector it is about relationship, relationship, relationship
    9. How to sell your product or service to government agencies using relationships
    10. Find out how cultural differences requires a new marketing paradigm
    11. How to get yourself or your BD person certified as a capture manager
    12. What are the benefits of being a Certified Capture Manager

    Plus, much more…

    Bonus Session:

    During this class, we will be graduating our latest students from the Certified Capture Manager Program.

    If you’re a graduating students, feel free to invite your friends to attend with you.

    1.        How to use your CCM designation to help you win more contracts
    2.         How to become a CCM professional business coach or consultant
    3.        Where to find companies hiring Capture Managers
    4.        Using LinkedIn to network for opportunities
    5.        How to join GCA’s CCM Business Coaching Program


    Who Should Attend:

    1. Sales professionals
    2. Graduates of CCM program
    3. CEO, Executives and key decision makers of large companies
    4. Entrepreneurs and small business owners
    5. Business Development Managers
    6. Consultants looking to grow professionally
    7. Capture managers looking to gain a competitive edge
    8. Contracting professionals and government employees
    9. All members of Government Contractors Association
    10. Primes, subcontractors, & potential teaming partners
    11. New & existing business owners interested in expanding into the government market
    • 29 May 2024
    • 11:30 AM - 12:30 PM
    • Podcast


    Win Government Contracts-Podcast

    Viewer Registration Link: (share with your community) -

    Note: this link changes every week

    https://streamyard.com/watch/7evfgJpSwWQS

    Come learn how to win government contracts with us. Join GovAssociation each week in our live-streaming coaching sessions where we address real-world scenarios about strategies and techniques to win more government contracts. If you want to build wealth in the government market, if you’re looking to get an edge on your competitors, if you’re searching for practical solutions to grow your business, then, join us each week as we dive into the lives of real entrepreneurs.

    When: 29 May 2024

    Time: 11:30am - 12:30pm EST/  8:30am - 9:30am PST

    Location: Podcast

    Registration: https://streamyard.com/watch/7evfgJpSwWQS

    Go on a journey with us as we work in real-time with small business owners. Watch us coach them live and guide them toward their goals of contract riches in the B2G marketplace. We’ll address real problems with real solutions. Learn from what these contractors are going through, avoid the mistakes they’re making, and apply the lessons learned to your own business.

    Best of all, stay until the “Open Door” segment where YOU can ask our experts for advice on your specific needs.

    What you will learn in these live podcasts: (each week, we cover a new topic)

    • How to get "Procurement Ready"
    • How to build wealth through government contracts
    • What are advanced acquisition techniques you can use to scale your business
    • How to start a government contracting business with little or no money

    Plus, so much more

    • 29 May 2024
    • 1:00 PM - 2:00 PM
    • Online
    Register


    Pricing, Cost Estimates, Research Competitors-To Make Your

    Proposals Stand Out In Government Contracting

    REGISTER HERE


    This week’s lab is set up to help you understand the pricing component of the proposal process. We’ll review some pricing templates and benchmarks after your competitors’ pricing. This is part one of a two-part proposal lab series.

    LAB TOPIC:

    • Benchmarking after your competitors' prices
    • Pricing strategies to help you win
    • Developing your cost estimation
    • Blended rate techniques
    • Reviewing your company’s pricing competitiveness

    SUBMIT DOCUMENTS:

    If you want your instructor to review your content during lab, use this link to submit your content: https://forms.gle/zai6Qpgb8oTJEsnX8


    CLASS TIME: Wednesday from 1pm to 2pm EST/ 10am to 11am PST

    LOCATION: Online (Remote access will be emailed to confirmed registrants)

    REGISTER HERE


    COST:

    Members-Free

    Guests/Non-members: $50

    Join GCA: https://www.govassociation.org/join



    ABOUT LAB SESSIONS

    Classes are awesome, but Labs are even better. Come join us weekly as we train and prepare you to capture government contracts. These Lab sessions are designed to prepare CCM students with the hands-on support through your government contracting journey.

    Also, these labs sessions are open to all GCA members, partner members and the public. You're welcome to attend the labs with the CCM students. Join the official CCM program when you're ready to receive all the course material and software.

    Learn more or enroll in the CCM Program: www.capturemanagement.org


    LAB SESSIONS:

    I. Branding Labs: Get help with your business infrastructure, branding, business name, capability statement, capability brief, capability website, capability video, business card, etc.

    II. Marketing Labs: Learn about networking, relationship building, creating your Dream 100, email marketing, competitor research, etc.

    III. Proposal Labs: Used to dive deeper into proposal writing, cost estimation, competitor research, go-or-no go decisions, creating a requirement matrix, reviewing your proposals, compliance, etc.

    IV. Open Labs: These labs are set up as open office hours for you to attend to get extra help. It's designed to help you get caught up, ask questions, review homework, AMA: ask-me-anything, or other items you may need support with.


    LABS AGENDA:

    Each Lab will follow this general agenda outlined here:

    - 5 minutes of intro, chat, status update

    - 15 minutes of PPT training on a specific topic for the week

    - 10 minutes of Q&A about the week’s lesson or any other items

    - 25 minutes of reviewing specific students work (students should submit content for review prior to class)

    - 5 minutes of announcements, final comments

    - Submit content for review prior to class: link: https://forms.gle/zai6Qpgb8oTJEsnX8


    We cover a new topic each session. We will guide you through our 12 Steps to Winning Government Contract Methodology.

    1) ASSESSMENT: Do you have resources? finances, credit, hr/strong staff, talents, mobilization capital

    2) STRATEGY: Do you have a strategic plan? short/long term, jv, teaming, mentor protégé, sub, prime

    3) EDUCATION: Do you speak governese? Understand contracting language, regulations, policies, standards, etc

    4) REGISTRATION: How to get registered for opportunities. What certifications will you need, etc.

    5) IMAGE: How's your brand? strong, recognizable, broad, reputation, past performance

    6) MARKETING: Capability statement, biz card, website, marketing collateral, brand that speaks to gov't buyers?

    7) RELATIONSHIP: Do you have the proper types of relationships in the gov't market. Triangle of relationships

    8) OPPORTUNITY: Do you know where to find oppty’s, FBO, bid match, past awards, prospecting, etc?

    9) PROPOSAL: Can you write proposals? Can you learn or hire one? technical experts, estimators

    10) PERFORMANCE: Can you deliver and perform or do you need subs?

    11) COMPLIANCE: Are you DCAA compliant? accounting system, cyber ready, QA program, insurance, bonding?

    12) CLOSURE: Successful completion of project? Proper close out? Paid yet? ACO happy?


    Who Should Attend:

    • CCM students
    • BD/Sales professionals
    • CEO, Executives and key decision makers of companies
    • Entrepreneurs and small business owners
    • Business Development Managers
    • Consultants looking to grow professionally
    • Capture managers looking to gain a competitive edge
    • Contracting professionals and government employees
    • All members of Government Contractors Association
    • Primes, subcontractors, & potential teaming partners
    • New & existing business owners interested in expanding into the government market


    • 30 May 2024
    • 6:00 PM - 8:00 PM
    • Online
    Register


    Learn The Importance Of Certifications And Small Business Programs

    In Government Contracting

    REGISTER HERE

    Come join us weekly as we train and prepare you to capture government contracts. These sessions are designed to prepare those enrolled in the Certified Capture Manager (CCM) Program to prepare their businesses for success and to prepare them to become certified capture manager professionals.

    Certifications And Small Business Programs

    1. The History of Small Business Certifications
    2. Why do I need to get certified
    3. What are set-aside contracts
    4. How to use Sole Source contracts to win contracts with no competition
    5. What are the Best Certifications for my business
    6. All Certifications are Not created equal
    7. How to obtain Federal Certifications – 8(a), SDVOSB, HUBZone, ED/WOSB, etc.
    8. Which State Certifications are Ideal – DBE
    9. Should I get certified with Local Cities and Counties
    10. Accessing Commercial Certifications for Supplier Diversity Vendor Opportunities
    11. If I don’t qualify for certification, is my business dead in the waters
    12. Strategies to win contracts without any certifications

    Also, these classes are OPEN to all GCA members, partner members and the public. You're welcome to attend and audit the classes with the CCM students. Join the official CCM program when you're ready to receive all the course material and software.

    Learn more or enroll in the CCM Program: www.capturemanagement.org


    CLASS TIME: Every Thursday evening from 6pm to 8pm EST/ 3pm to 5pm PST

    LOCATION: Online (Remote access will be emailed to confirmed registrants)

    REGISTER HERE


    COST:

    Members-Free

    Guests/Non-members: $50

    Join GCA: https://www.govassociation.org/join


    CLASS AGENDA

    This is a general agenda guide to the weekly class sessions:

    - 15 minutes of intro, chat, status update, homework review

    - 30 min - 45 min of PowerPoint training on key topics for the week

    - 30 min - 45 min of live training or GovFastTrack training

    - 15 minutes of homework assignments


    We cover a new topic each session. We will guide you through our 12 Steps to Winning Government Contract Methodology.

    1) ASSESSMENT: Do you have resources? finances, credit, hr/strong staff, talents, mobilization capital

    2) STRATEGY: Do you have a strategic plan? short/long term, jv, teaming, mentor protégé, sub, prime

    3) EDUCATION: Do you speak governese? Understand contracting language, regulations, policies, standards, etc

    4) REGISTRATION: How to get registered for opportunities. What certifications will you need, etc.

    5) IMAGE: How's your brand? strong, recognizable, broad, reputation, past performance

    6) MARKETING: Capability statement, biz card, website, marketing collateral, brand that speaks to gov't buyers?

    7) RELATIONSHIP: Do you have the proper types of relationships in the gov't market. Triangle of relationships

    8) OPPORTUNITY: Do you know where to find oppty’s, FBO, bid match, past awards, prospecting, etc?

    9) PROPOSAL: Can you write proposals? Can you learn or hire one? technical experts, estimators

    10) PERFORMANCE: Can you deliver and perform or do you need subs?

    11) COMPLIANCE: Are you DCAA compliant? accounting system, cyber ready, QA program, insurance, bonding?

    12) CLOSURE: Successful completion of project? Proper close out? Paid yet? ACO happy?


    Who Should Attend:

    1. Sales professionals
    2. CEO, Executives and key decision makers of companies
    3. Entrepreneurs and small business owners
    4. Business Development Managers
    5. Consultants looking to grow professionally
    6. Capture managers looking to gain a competitive edge
    7. Contracting professionals and government employees
    8. All members of Government Contractors Association
    9. Primes, subcontractors, & potential teaming partners
    10. New & existing business owners interested in expanding into the government market


    • 05 Jun 2024
    • 11:30 AM - 12:30 PM
    • Podcast


    Win Government Contracts-Podcast

    Viewer Registration Link: (share with your community) -

    Note: this link changes every week

    https://streamyard.com/watch/fdcqnwf6dtXs

    Come learn how to win government contracts with us. Join GovAssociation each week in our live-streaming coaching sessions where we address real-world scenarios about strategies and techniques to win more government contracts. If you want to build wealth in the government market, if you’re looking to get an edge on your competitors, if you’re searching for practical solutions to grow your business, then, join us each week as we dive into the lives of real entrepreneurs.

    When: 5 June 2024

    Time: 11:30am - 12:30pm EST/  8:30am - 9:30am PST

    Location: Podcast

    Registration: https://streamyard.com/watch/fdcqnwf6dtXs

    Go on a journey with us as we work in real-time with small business owners. Watch us coach them live and guide them toward their goals of contract riches in the B2G marketplace. We’ll address real problems with real solutions. Learn from what these contractors are going through, avoid the mistakes they’re making, and apply the lessons learned to your own business.

    Best of all, stay until the “Open Door” segment where YOU can ask our experts for advice on your specific needs.

    What you will learn in these live podcasts: (each week, we cover a new topic)

    • How to get "Procurement Ready"
    • How to build wealth through government contracts
    • What are advanced acquisition techniques you can use to scale your business
    • How to start a government contracting business with little or no money

    Plus, so much more

    • 05 Jun 2024
    • 1:00 PM - 2:00 PM
    • Online
    Register


    Proposal Writing And Requirement Matrix-To Make Your Proposal Stand Out In Government Contracting

    REGISTER HERE

    This week’s lab is set up to help you dive deeper into the proposal process. We’ll review some key proposal techniques and break down a winning proposal. This is part two of a two-part proposal lab series.

    LAB TOPIC:

    • Go or no-go decision process
    • Establishing your past performance, even if you’re a new company
    • 5 types of agreements every contractor must have
    • Using Unsolicited Proposals to win unpublished opportunities
    • Breaking down a $20 billion dollar winning proposal
    • Reviewing verbiage to use for sole source opportunities
    • Reviewing your company’s proposals

    SUBMIT DOCUMENTS:

    If you want your instructor to review your content during lab, use this link to submit your content: https://forms.gle/zai6Qpgb8oTJEsnX8

    CLASS TIME: Wednesday, 1pm to 2pm EST/ 10am-11am PST

    LOCATION: Online (Remote access will be emailed to confirmed registrants)

    REGISTER HERE

    COST:

    Members-Free

    Guests/Non-members-$50

    Join GCA: https://www.govassociation.org/join



    LAB SESSIONS:

    • Branding Labs: Get help with your business infrastructure, branding, business name, capability statement, capability brief, capability website, capability video, business card, etc.
    • Marketing Labs: Learn about networking, relationship building, creating your Dream 100, email marketing, competitor research, etc.
    • Proposal Labs: Used to dive deeper into proposal writing, cost estimation, competitor research, go-or-no go decisions, creating a requirement matrix, reviewing your proposals, compliance, etc.
    • Open Labs: These labs are set up as open office hours for you to attend to get extra help. It's designed to help you get caught up, ask questions, review homework, AMA: ask-me-anything, or other items you may need support with.


    LABS AGENDA:

    • Each Lab will follow this general agenda outlined here:
    • 5 minutes of intro, chat, status update
    • 15 minutes of PPT training on a specific topic for the week
    • 10 minutes of Q&A about the week’s lesson or any other items
    • 25 minutes of reviewing specific students work (students should submit content for review prior to class)
    • 5 minutes of announcements, final comments
    • Submit content for review prior to class: link:https://forms.gle/zai6Qpgb8oTJEsnX8 


    We cover a new topic each session. We will guide you through our 12 Steps to Winning Government Contract Methodology.

    1) ASSESSMENT: Do you have resources? finances, credit, hr/strong staff, talents, mobilization capital

    2) STRATEGY: Do you have a strategic plan? short/long term, jv, teaming, mentor protégé, sub, prime

    3) EDUCATION: Do you speak governese? Understand contracting language, regulations, policies, standards, etc

    4) REGISTRATION: How to get registered for opportunities. What certifications will you need, etc.

    5) IMAGE: How's your brand? strong, recognizable, broad, reputation, past performance

    6) MARKETING: Capability statement, biz card, website, marketing collateral, brand that speaks to gov't buyers?

    7) RELATIONSHIP: Do you have the proper types of relationships in the gov't market. Triangle of relationships

    8) OPPORTUNITY: Do you know where to find oppty’s, FBO, bid match, past awards, prospecting, etc?

    9) PROPOSAL: Can you write proposals? Can you learn or hire one? technical experts, estimators

    10) PERFORMANCE: Can you deliver and perform or do you need subs?

    11) COMPLIANCE: Are you DCAA compliant? accounting system, cyber ready, QA program, insurance, bonding?

    12) CLOSURE: Successful completion of project? Proper close out? Paid yet? ACO happy?


    Who Should Attend:

    • CCM students
    • BD/Sales professionals
    • CEO, Executives and key decision makers of companies
    • Entrepreneurs and small business owners
    • Business Development Managers
    • Consultants looking to grow professionally
    • Capture managers looking to gain a competitive edge
    • Contracting professionals and government employees
    • All members of Government Contractors Association
    • Primes, subcontractors, & potential teaming partners
    • New & existing business owners interested in expanding into the government market
    • 06 Jun 2024
    • 11:00 AM - 12:30 PM
    • Online
    Register


    How The Procurement Cycle Works In Government Contracting

    REGISTER HERE

    If you own a business that you want to expand from the commercial market to the government market, then this training session is for you. The government is the largest customer in the world and you should be selling your product or service to your country. Find out how you can expand your business by working with Uncle Sam.

    When: Thursday,  June 6, 2024

    NOTE: Unable to attend this session, we have an encore presentation  June 17th  at 5pm EST/ 2pm PST 


    Time: 11am to 12:30pm EST/8am to 9:30am PST


    Where: Online (Link will be emailed to registrants)


    Cost: Free

    REGISTER HERE

    Who Should Attend:

    • Existing business owners interested in expanding in the government market,
    • Any business interested in doing work for the federal/state/local government
    • Entrepreneurs and Businesses interested in learning what successful companies are doing and how they’re doing it

    What You Will Learn:

    • Find out how BIG the government market is
    • Learn how you can expand your business to government buyers
    • Find out what your competitors are doing and how you can do the same
    • Learn one of the best secrets to winning government contracts
    • How the procurement cycle works
    • What are the 6 types of relationships which you must have
    • Learn about set-aside contract opportunities for small businesses
    • What are certifications and how to qualify for them
    • How teaming with another company can accelerate your win cycle
    • Find out how to qualify for government contracts
    • Plus… much more
    • 09 Jun 2024
    • Captain Mike Charters 5550 N Lagoon Dr, Panama City Beach, FL 32408


    FISHING TRIP FOR GOVERNMENT CONTRACTORS

    (Deep Sea Fishing in Panama City Beach)


    RESERVATION:

    https://govassociation.org/Sys/Store/Products/357640

    ***Final Day To Register May 30, 2024***

    We know how hard you work at fishing for government contracts... but you also need a little rest and relaxation. Work Hard and Play Hard is our motto. Join us on a deep sea fishing trip off the beautiful coast of Panama City Beach.

    Come and mingle with other fellow government contractors. Yes, you can bring friends and family along with you on this fishing trip. No, you do not have to be in the government marketplace to join us. However, a good number of folks will be entrepreneurs active in the B2G marketplace.


    ***Make your reservation now. We only have space on the boat for about 20 to 25 people***

    RESERVATION:  https://govassociation.org/Sys/Store/Products/357640

    ***Final Day To Register May 30, 2024***

    WHAT: Deep sea fishing (10 hours) - private chartered boat

    WHO: Everyone is invited, especially government contractors

    WHERE: Panama City Beach, Florida

    WHEN: Weekend of June 8th - 9th

    Fishing Day - June 9th (Sunday)

    • Arrive Saturday or before
    • Leave on Monday or after since fishing will be on Sunday


    TIME: 5:30 am at the Marina (don’t come late) (10 hour trip)

    LOCATION: Captain Mike Charters

    5550 N Lagoon Dr, Panama City Beach, FL 32408

    ACCOMMODATION: Make your own reservations (hotels/AirBnB/VRBO/condos)

    COST: $300/person to be on the boat to fish or just to enjoy the trip

    • Full payment is required to confirm your spot on the boat
    • You can pay for multiple party members
    • No refund unless the trip is canceled


    NOTE:

    1. Sea / Motion Sickness:

    --If you’re not used to being on a boat, we suggest that you take Dramamine or a similar product 12 hours prior to the fishing trip and on the day of the trip.

    2. Bait, tackle, rod, reel, license and tax provided by the captain.

    3. Deckhand tip, fish cleaning and filet services are included in the price.

    4. Bring your own food, snacks and beverages.

    5. We will bring a big cooler for your snacks and drink on the boat.

    6. Bring an empty cooler to take your fish home (leave it in your car).

    7. Wear appropriate clothing: hat, sunglasses, shorts, sunscreen, shoes, etc.

    8. This is not a sponsored trip by the Government Contractors Association, Inc.

    9. It’s a trip of friends, family and fellow government contractors coming together to hang out, have fun, and do some fishing.

    10. We will be doing some additional pier fishing on Russell-Fields Pier (#53). Let us know if you want to join us.


    If you have any questions, reach out to us:

    Info@govcontractors.org

    404-955-8080

    ***Final Day To Register May 30, 2024***

    • 13 Jun 2024
    • 4:00 PM - 5:00 PM
    • Online
    Register

    Mentor-Protege Training:

    How To Find The Perfect Mentor For Government Contracting

    REGISTER HERE

    Date: Thursday, 13 June 2024

    Time: 4:00pm - 5:00pm EST

    Location: Online

    FREE


    REGISTER HERE

    This training will help businesses understand:

    - What is ‘co-opetition’ and how to utilize it

    - What types of relationships you’ll need

    - Difference between: Prime/Sub/Teaming/JV/MP

    - Why large primes need your small business

    - Finding the perfect Mentor or Teaming Partner

    - What documents do you need

    - How to prepare your business to be attractive to a large prime

    - How to build a list of large primes

    - How to engage and create trust with a large prime

    - How to set up a Mentor Protege Agreement

    - How to set up Joint Venture Partnership

    Plus much more

    • 17 Jun 2024
    • 5:00 PM - 6:30 PM
    • Online
    Register


    How The Procurement Cycle Works In

    Government Contracting


    Register Here

    https://streamyard.com/watch/i4P2GUctWDm3


    If you own a business that you want to expand from the commercial market to the government market, then this training session is for you. The government is the largest customer in the world and you should be selling your product or service to your country. Find out how you can expand your business by working with Uncle Sam.

    When: Monday,  June 17, 2024

    Time: 5pm to 6:30pm EST/ 2pm to 3:30am PST

    Where: Podcast

    Cost: Free

    Register Here

    https://streamyard.com/watch/i4P2GUctWDm3


    Who Should Attend:

    • Existing business owners interested in expanding in the government market,
    • Any business interested in doing work for the federal/state/local government
    • Entrepreneurs and Businesses interested in learning what successful companies are doing and how they’re doing it

    What You Will Learn:

    • Find out how BIG the government market is
    • Learn how you can expand your business to government buyers
    • Find out what your competitors are doing and how you can do the same
    • Learn one of the best secrets to winning government contracts
    • How the procurement cycle works
    • What are the 6 types of relationships which you must have
    • Learn about set-aside contract opportunities for small businesses
    • What are certifications and how to qualify for them
    • How teaming with another company can accelerate your win cycle
    • Find out how to qualify for government contracts
    • Plus… much more
    • 18 Jun 2024
    • 6:00 PM - 8:00 PM
    • Online
    Register



    What Is A Capture Manager And Its Vital Role In Government Contracting

    (Class 1 Certified Capture Manager Training)


    Official Enrollment: www.CaptureManagement.org


    TO ATTEND CLASS ONE: 



    Come join us weekly as we train and prepare you to capture government contracts.

    These sessions are designed to prepare those enrolled in the Certified Capture Manager (CCM) Program to pass the CCM Exam and to become certified professionals.

    Also, these classes are open to all GCA members, partner members and the public. You're welcome to attend and audit the classes with the CCM students.

    Join the official CCM program when you're ready to receive all the course material and software.

    Learn more or enroll in the CCM Program: https://www.capturemanagement.org

    When:      Tuesday, 18 June, 2024

    Where:    Online (Remote access will be emailed to confirmed registrants)

    Time:       6pm-8pm EST/ 3pm-5pm PST


    TO ATTEND CLASS ONE: 



    Cost:

    • CCM students-all access
    • GCA members can attend class-all access (This is not official enrollment into the FULL CCM course. To officially enroll  http://www.CaptureManagement.org)
    • Guests/Non-Members: $50.00 per class (This is not official enrollment into the FULL CCM course. To officially enroll http://www.CaptureManagement.org )

    Financing to enroll in the full course:

    https://flexxbuy.com/government-contractors-association/


    Not yet a member, Join Here: https://www.govassociation.org/join


    To learn more about the Government Contractors Association Certified Capture Manager program, please contact:

    Guy Burns, CSP, CFCP
    Executive Vice President of Training and Business Development

    To set up a time to chat please use this link. 
    https://calendar.app.google/u2MhrnU5AW7ac89HA
    guy@govcontractors.org


    CLASS ONE:

    Discover the 5-P’s Success Formula and 12 Step Methodology

    1. What is Capture Management
    2. Why your current commercial sales model will fail you in the government market
    3. What is the difference between Business Development and Capture Management
    4. How to develop a winning capture management process
    5. What is the Certified Capture Manager (CCM) Program
    6. Learn how to speak Governese, the language of public procurement
    7. Discover the 5 P's Success Formula: P+P+P+P = P
    8. Learn the 12 Step Methodology to unlocking government contracts
    9. What are the best government contracting tools, software and resources to use
    10. How to get you or your BD or sales person certified as a capture manager
    11. What are the benefits of being a Certified Capture Manager
    12. How to enroll in the CCM Program


    WHAT IS CAPTURE MANAGEMENT?

    Capture management is the process of creating a plan, managing a team of professionals, and executing winning strategies to capture opportunities with long sales cycles. This is often associated with government contracting or large enterprise sales.

    WHAT IS A CAPTURE MANAGER?

    The role of the Capture Manager is to lead the sales and capture management plans of the company to grow revenue, capture new clients, and close deals in the government sector. The capture manager creates a capture plan, sources out the opportunities, qualifies the opportunities, evaluates the likelihood of success, develops a winning strategy, supports the marketing team, engages key teaming partners, fosters winning relationships, facilitates the proposal strategy, guides the development of the pricing strategy, closes the deal, and turns the win to the fulfillment team to perform on the contract.

    What is the CCM™ Certification?

    The Certified Capture Manager (CCM™) Program is a professional designation assigned to individuals who have successfully completed a rigorous training curriculum, have certain years of experience and can proficiently pass the CMBOK exam.


    We cover a new topic each session. We will guide you through our 12 Steps to Winning Government Contract Methodology.

    1) ASSESSMENT: Do you have resources? finances, credit, hr/strong staff, talents, mobilization capital

    2) STRATEGY: Do you have a strategic plan? short/long term, jv, teaming, mentor protégé, sub, prime

    3) EDUCATION: Do you speak governese? Understand contracting language, regulations, policies, standards, etc

    4) REGISTRATION: How to get registered for opportunities. What certifications will you need, etc.

    5) IMAGE: How's your brand? strong, recognizable, broad, reputation, past performance

    6) MARKETING: Capability statement, biz card, website, marketing collateral, brand that speaks to gov't buyers?

    7) RELATIONSHIP: Do you have the proper types of relationships in the gov't market. Triangle of relationships

    8) OPPORTUNITY: Do you know where to find oppty’s, FBO, bid match, past awards, prospecting, etc?

    9) PROPOSAL: Can you write proposals? Can you learn or hire one? technical experts, estimators

    10) PERFORMANCE: Can you deliver and perform or do you need subs?

    11) COMPLIANCE: Are you DCAA compliant? accounting system, cyber ready, QA program, insurance, bonding?

    12) CLOSURE: Successful completion of project? Proper close out? Paid yet? ACO happy?


    Who Should Attend:

    1. Sales professionals
    2. CEO, Executives and key decision makers of companies
    3. Entrepreneurs and small business owners
    4. Business Development Managers
    5. Consultants looking to grow professionally
    6. Capture managers looking to gain a competitive edge
    7. Contracting professionals and government employees
    8. All members of Government Contractors Association
    9. Primes, subcontractors, & potential teaming partners
    10. New & existing business owners interested in expanding into the government market



    • 27 Jun 2024
    • 1:00 PM - 3:00 PM (CDT)
    • The Lansing Library (lower level meeting room) 2750 Indiana Ave Lansing IL 60438


    REGISTRATION

    https://chamberoflansing.chambermaster.com/eventregistration/register/431


    Educational Session - Maximizing Growth Potential & Expanding Your Business

    Want to be certified but don't know where to begin?

    Would your business like to do business with the Government?

    As a business owner it is imperative that you attend this FREE Educational Session!


    Date and Time

    Thursday Jun 27, 2024

    1:00 PM - 3:00 PM CDT/ 2:00 PM - 4 PM EST

    Location

    The Lansing Library (lower level meeting room)

    2750 Indiana Ave

    Lansing IL 60438

    Speaker: Abraham Xiong - National President, Government Contractors Association, Inc.


    Please join us as Abraham Xiong will be presenting to us about:

    - "Maximizing Growth Potential: The Power of Small Business Certifications"

    (focus on what are small business certifications, benefits, and how to obtain them)

    - "Expanding Your Business Through Government Contracts"

    (focus on opportunities in the government market, high level of small business certifications, strategies, and getting started in the B2G market)


    What You Will Learn:

    -Find out how much the government spending

    -Learn how you can expand your business to government buyers

    -Discover the POWER of Small Business Certifications

    -How to qualify for certifications

    -Learn one of the best secrets to winning government contracts

    -How to obtain Federal Certifications – 8(a), SDVOSB, HUBZone, ED/WOSB, etc.

    -Which State Certifications are Ideal – DBE

    -Should you get certified with Local Cities and Counties

    -Accessing Commercial Certifications for Supplier Diversity Vendor Opportunities

    -If you don’t qualify for certification, is your business dead in the waters

    -How to win “NO Bid” contracts

    -Strategies to win contracts without any certifications

    -Learn about set-aside contract opportunities

    -How teaming with another company can accelerate your win cycle

    -Find out how to qualify for government contracts

    Plus… much more

    **The Lansing Chamber of Commerce currently offers all of our members a Complimentary Passport Membership Program with: Government Contractors Association. To get your complimentary membership there is a link on our website (main page - left side)

    **No Food is being served - there will be water and some snacks

    **Seating is Limited



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