These classes will provide you with the tools needed to assist you in doing business with the Federal Government and pursuing contracting opportunities. How to present your maximum potential to this Billion Dollar customer and the ways to tap into this revenue stream.

The course consists of 8 Lessons. We offer virtual or in-person classes, we also offer custom made arrangement for organizations and closed groups. For more information, please write us an email to

1. Becoming a Government Contractor: this course will provide the student with the knowledge and resources needed to position a company to do business with the government. Students will learn how to register your company and understand Set-a-sides, certifications and other small business advantages, the difference between Sub and Prime contracting, Understanding Joint ventures, how to work with Prime contractors, understanding Teaming agreements and NDA’s, Operational Programs needed (security clearances, government-owned equipment, etc.), Contractor Cybersecurity requirements (CMMC), Why, when and how to get a GSA contract, Being “Contract Ready”, Building powerful Networks,  as well as where to find Federal resources (SBA, SCORE, PTAP, OSDB).

2. Strategic Planning for Federal Government Pursuits: This course provides students the resources and knowledge to strategize and structure their companies to define a focus area within the federal government to pursue opportunities. As students’ progress, the plan will transform into a living document.  At the end of the course, Students will have the knowledge to build a well-vetted strategic plan to follow, in pursuit of their goals.

3. How to market to the Government: students will learn Value Propositions and to highlight the problem that their product or service will solve. Additionally, students will analyze the market to determine their product’s competitive advantages. Students will know what sets them apart from the competition, which is a key selling point for the government. They will learn how to build marketing materials that meet the requirements of the government contracting officers.

4. Understanding the Federal Contracting World: students will learn about Federal Contracting Acquisition (contract schedules, vehicles, credit card purchases, etc.), the rules that govern how it is done (FAR/ DFAR), what is needed for DCAA Accounting practices and the resources needed to make sound decisions.

5. Procurement opportunities, where and how to find them: students will learn how to research government, commercial websites, and paid prescription services to find opportunities.

6. How to respond to an RFP, RFQ, RFI, or Sources Sought: students will learn how to read the documents related to Procurement opportunities and how to write responses to them. Students will learn best practices for writing proposals to include technical responses, past performance and Price proposal (Indirect rates and rate competitiveness).

7. How to use a Business Development Process: students will learn how to use a Business Development Process to maximize a company’s potential to win and maintain contracts with the federal government. This process will cover four (4) major functions within Business Development (Sales management, Capture Management, Proposal Management & Account/Program Management). The student will learn the stages of the process, responsibilities & involvement of people in each function, best practices for each functional area, and documents and forms that will allow for a repeatable process and the ability to build a proposal library and templates.

8. How to do Oral Presentations: students will learn how to do oral Presentations to Federal contracting officers. Students will learn what to do when the government requests offerors to orally present solutions to sample tasks. (This practice is popular in acquisitions of information systems because technology is changing so quickly. Many government officials apparently believe that oral proposals save time and make it easier to acquire the latest technology.)

Mode and Date

  1. Virtual live course (Zoom) or
  2. In-person class
5/18/2022 (if minimum 15 persons apply)
Option: custom made course for organizations


Duration: 16 hours
Time structure: 2 weeks
Time: Mon – Fri, 3pm – 5pm


Price for 1 person: 599.00 USD
Included: Final test with a Certificate of completion