Targeting, Engaging, Winning and Sustaining Business with the U.S. Federal Market

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Date(s) - 06/12/2017
9:30 am - 1:00 pm

Mason Enterprise Center


 Jun 12, 2017 9:30 AM- 1:00 PM
 6/12/2017 8:00 AM (EDT)

Attendees must register in advance; space is limited:



Targeting, Engaging, Winning and Sustaining Business with the U.S. Federal Market (Session 1 of 3)

FACT: The U.S. Federal Government spends more than $3.5 trillion per year on people and programs, on products and services. It is by far the LARGEST MARKET IN THE WORLD in terms of spend.

FACT: There are more than 500,000 companies – large and medium; small and set-aside; public and private; for-profit and not-for-profit – registered, via the System for Award Management (SAM), to do business with the U.S. Federal Government.

FACT: Most of these 500,000 Contractors will see an annual gross revenue of $0.00 due to the complexity and competitiveness of Federal procurements — from Government Contracting Fundamentals … to Federal Contract Procurement Cycles, Vehicles and Channels … to Federal Acquisition Regulation (FAR) and Audits … to Federal Cost Accounting Standards (CAS) and Audits … to Timekeeping and Labor Regulations … to Federal Security Clearances, Processes and Audits … to Government Ethical, Legal and Regulatory Compliance. As industry author Mark Amtower writes: “The Government Market is only sexy if you really like money.”

Topics covered:

  • Overview of U.S. Federal Government Market
  • Tips for Surviving and Thriving / Strategy, Gap Analysis and Gap Remediation:
    • Strategy and Infrastructure
    • Go to Market Planning and Execution
    • Pipeline Development, Management and Measurement
    • Opportunity Pursuit and Capture
    • Federal Compliance
  • A Few Comments on Growth Strategies

Kevin P. Young is a long-time, Washington, DC-based resource as a Professional (IBM Federal, Unisys, SAIC); Consultant (Capgemini, CSC / CSRA, Deloitte, Deltek, ITT / Harris, Leidos); Adjunct Professor (George Mason University’s School of Business); and Thought Leader (Government Market Master™ Executive Education Program). Since “Bush #41,” he has helped Federal Contractors of all shapes, sizes and disciplines to survive and thrive in the U.S. Federal Government Contracting marketplace – and win business at the Departments of Defense, Energy, Health and Human Services, Homeland Security, Justice, State, Treasury and Veterans Affairs; plus NASA, Small Business Administration, and U.S. Postal Service. Industry honors have included the IBM Outstanding Achievement in Marketing Award, IBM Award of Excellence, and (as IBM site team) Malcolm Baldrige National Quality Award. Mr. Young has presented and/or provided training to the British Embassy’s Department for International Trade; Eagle Point Funding (Israel); Embassy of Spain’s Economic and Commercial Office; Federal News Radio (WFED 1500 AM); immixGroup’s Government IT Sales Summit; State of Colorado Work-Based Training via U.S. Workforce Innovation and Opportunity Act (WIOA); United Arab Emirates (UAE) Embassy Trade and Commercial Office; U.S. Pan Asian American Chamber of Commerce (USPAACC); and Virginia Procurement Technical Assistance Program (PTAP) via George Mason University (GMU) Enterprise Center.

Visitor parking is located at the Church and Liberty Street lots, both just a short walk away through historic downtown Leesburg.

The closest lot is located on Church street, this lot is $1.50 per hour and visitors can utilize the pay station in the lot, or use the smartphone app ParkMobile. (Intersection of Church Street and Loudoun Street Directions:

Parking at the Liberty Street lot is complimentary, Address: (204 Liberty Street SW, Leesburg VA 20175 Directions: in text link