THE BLUEPRINT TO

GOVERNMENT

CONTRACTING

Contents

The Blueprint to Government Contracting2

3

4

5

7

9

10

12

15

Using Government

Recognized Criteria

How Many Contracts were

Awarded the Previous Year

Understanding Agency Buying

Patterns

The Competitive Landscape

What’s Your Piece of the

Government Pie

Review Active Solicitations

Advanced Market Research

Summary/Blueprint Checklist

3

Using Government

Recognized Criteria.

The road to government contracts seems complicated, even to the seasoned

professional government contractor. It does not have to be that way.

GovPurchase has simplified government contracting business development in

this new E-Book, “The Blueprint to Government Contracting”. This is government

contracting business development explained honestly and simply.

Capabilities statements are necessary in

government contracting, but understanding

NAICS codes and properly identifying your

company’s capabilities in this fashion is

critical. Learn more about the NAICS codes

you are using and understand the differences

and the value having the right NAICS codes

can deliver. Reminder: For sales and marketing

purposes, do not use too many NAICS codes

that represent various industries unless these

are core capabilities of your company. Once you

have identified your perspective NAICS codes, review

the description of each code to better understand the

subtleties and slight differences between NAICS codes.

GovPurchase helps you identify your company’s online profileto perfectly define your firm and attract the bestopportunities that match your capabilities.

Step 1

NAICS Description of Key IT NAICS Codes

541511 Custom Computer Programming Services

541512 Computer Systems Design Services

541513 Computer Facilities Management Services

541519 Other Computer Related Services

The Blueprint to Government Contracting

4

Government spending is budgeted on an annual basis. The fiscal year ends on

September 30th. Knowing how many contracts were awarded the previous fiscal

year, in a particular NAICS code, is the next step in the Blueprint to

Government Contracting. This number will be proportionate to the budget

approved by congress. From a contractor’s perspective these budgets do not vary

much from year to year. Therefore knowing the number of contracts awarded in the

previous fiscal year is the clearest sign of the number of contracts that will be

awarded during this current fiscal year.

Step 2

Know how many

contracts were awarded

the previous fiscal year

NAICS NameAwards

2014

541511 Custom Computer Programming Services 9254

541512 Computer Systems Design Services 9574

541513 Computer Facilities Management Services 2884

541519 Other Computer Related Services 33978

Many contractors often ignore or underestimate the

value of historical data.

GovPurchase provides you with the number of contracts,

in the previous fiscal year, per NAICS code, making it

possible for you to begin the forecasting process.

The Blueprint to Government Contracting

5

The next step in the Blueprint to Government Contracting is knowing the

number of agencies, the sub-agencies, and which departments inside of the

agencies awarded contracts in your industry in the last fiscal year. This

information helps you identify which agencies you should target, during the

current and future fiscal years. Also this information assists you in creating or

enhancing your “Agency Profiles”.

Step 3

Understanding Agency

Buying Patterns

GovPurchase provides you with the number of contracts,

in the previous fiscal year, per NAICS code, making it

possible for you to begin the forecasting process.

NAICS NameAwards

2014Contracting Agencies

541511 Custom Computer Programming Services 9254 146

541512 Computer Systems Design Services 9574 145

541513 Computer Facilities Management Services 2884 120

541519 Other Computer Related Services 33978 157

The Blueprint to Government Contracting

Knowing which agencies, and sub-agencies, spent

money in the past gives you the best indication of which

ones will spend money in the future.

View next page for Top 15 Contracting Agencies in NAICS 541511 for 2014

6

Step 3

Understanding Agency

Buying Patterns

2014 Top Contracting Agencies in 541511

Rank Agency Sub-Agency# of Contracts

Awarded in 2014

1 DEPT OF DEFENSE Army 812

2 DEPT OF DEFENSE Navy 585

3 DEPT OF DEFENSE Air Force 513

4VETERANS AFFAIRS, DEPARTMENT

OF

VETERANS AFFAIRS,

DEPARTMENT OF507

5HEALTH AND HUMAN SERVICES,

DEPARTMENT OF

NATIONAL

INSTITUTES OF

HEALTH

267

6NATIONAL AERONAUTICS AND

SPACE ADMINISTRATION

NATIONAL

AERONAUTICS AND

SPACE

ADMINISTRATION

203

7 INTERIOR, DEPARTMENT OF THEBUREAU OF LAND

MANAGEMENT188

8 TREASURY, DEPARTMENT OF THEINTERNAL REVENUE

SERVICE181

9TRANSPORTATION, DEPARTMENT

OF

FEDERAL AVIATION

ADMINISTRATION175

10 COMMERCE, DEPARTMENT OF

NATIONAL OCEANIC

AND ATMOSPHERIC

ADMINISTRATION

144

11HEALTH AND HUMAN SERVICES,

DEPARTMENT OF

CENTERS FOR

DISEASE CONTROL141

12 JUSTICE, DEPARTMENT OFFEDERAL BUREAU

OF INVESTIGATION134

13 STATE, DEPARTMENT OFSTATE,

DEPARTMENT OF132

14 AGRICULTURE, DEPARTMENT OF FOREST SERVICE 120

15HOMELAND SECURITY,

DEPARTMENT OFCoast Guard 111

The Blueprint to Government Contracting

7

Step three of The Blueprint to Government Contracting is understanding the

incumbent contractors and the competitive landscape. This includes knowing who

already does business in any given NAICS code, and other details regarding the companies.

90% of government contracts already exist (we’ll talk more about this later), so you want to

know who holds the current contract. Having complete information on the incumbents helps

you identify potential competitors, but amazingly, the same information assists you in

identifying potential teaming partners and commercial customers.

Step 4

The Competitive

Landscape

Depending on the situation, understanding who is really a

competitor, teaming partner or potential commercial customer, what

they do, and how they do it, makes the seemingly blurry government

contracting business development picture much clearer.

NAICS NameAwards

2014Contracting Agencies Current Vendors

541511 Custom Computer Programming Services 9254 146 3701

541512 Computer Systems Design Services 9574 145 2339

541513 Computer Facilities Management Services 2884 120 882

541519 Other Computer Related Services 33978 157 4157

The Blueprint to Government Contracting

View next page for top 20 Contractors in NAICS 541512 for 2014

With GovPurchase, you can research every government prime and subcontractor instantly to determine every government contract they’ve had, dollar amounts, with which agencies, and the buyers’ contact information. Set aside status, including entry and exit dates. Annual revenue, number of employees and much more.

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Step 4

The Competitive

Landscape

The Blueprint to Government Contracting

2014 Top 20 Contractors in NAICS 541512

Rank Cage Company 2014 Award Total

1 17038 BOOZ ALLEN HAMILTON INC. $599,957,923.18

2 1U305 HP ENTERPRISE SERVICES, LLC $584,833,148.90

3 6R517 SRA INTERNATIONAL, INC. $542,772,267.19

4 1ZD18 ACCENTURE FEDERAL SERVICES LLC $368,731,384.71

5 1U3R1 SYSTEMS MADE SIMPLE, INC. $313,624,443.26

6 4X260 LOCKHEED MARTIN INTEGRATED SYSTEMS, INC. $286,374,263.06

7 1TTG5 DELOITTE CONSULTING LLP $280,240,525.95

8 4W798 UNISYS CORPORATION $261,230,516.02

9 6XWA8SCIENCE APPLICATIONS INTERNATIONAL

CORPORATION$215,061,959.37

10 3BXY7 INTERNATIONAL BUSINESS MACHINES CORPORATION $210,586,528.82

11 77609 LOCKHEED MARTIN SERVICES, INC. $208,882,149.04

12 32143 NORTHROP GRUMMAN SYSTEMS CORPORATION $202,711,116.18

13 5UTE0 LEIDOS, INC. $192,175,988.36

14 1VXZ9NORTHROP GRUMMAN INFORMATION TECHNOLOGY

INC$183,352,175.67

15 1E7A5 ACTIONET, INC. $180,216,666.64

16 0T5L1 LEIDOS, INC. $176,205,602.88

17 3BDL8 DIGITAL MANAGEMENT INC. $171,783,995.27

18 2AA68 HARRIS CORPORATION $171,616,658.50

19 3YVK7 CGI FEDERAL INC. $171,511,461.93

20 1TPV6 QUALITY SOFTWARE SERVICES, INC. $165,490,694.62

9

Knowing how big your market is will determine

how many resources you will need to capture

potential opportunities, and what you should

expect as far as potential returns on your

investment of time, money, and resources. Step

four in the Blueprint to Government

Contracting is knowing the volume, or dollar

amounts, the government spends in your

NAICS codes.

Step 5

What’s Your Piece of the

Government Pie

The Blueprint to Government Contracting

This is relevant to the previous steps:

• Identifying your government

criteria

• Knowing the number of

contracts,

• Number of agencies, and

• Most importantly, the current

vendors.

Knowing the actual dollars spent is the best indication of the

competitiveness of the NAICS. This step is where you may begin

to notice gaps, potential pain points, and other niches your

company is capable of filling.

NAICS NameAwards

2014

Contracting

Agencies

Current

Vendors

Awarded

Dollars

541511 Custom Computer Programming Services 9254 146 3701 $5,153,170,302.30

541512 Computer Systems Design Services 9574 145 2339 $14,384,222,331.07

541513 Computer Facilities Management Services 2884 120 882 $3,279,679,072.86

541519 Other Computer Related Services 33978 157 4157 $12,506,210,884.68

GovPurchase gives you all dollar amounts by: Task order, NAICS, keyword,

agency, vendor, state, zip, set aside status and more. This allows you to

further pinpoint where your best opportunities for business reside.

10

Now that we have built a solid foundation

on where we should invest our time

regarding government contracting business

development, this is the time to review

active solicitations. You need to know

what the government is actively looking for

right now.

Step 6

Review Active

Solicitations

The Blueprint to Government Contracting

How many potential opportunities are

there in the market for you to bid on,

based on your unique company

profile? While there are literally tens of

thousands of open solicitations

available, your focus should be on only

those opportunities that fit your

company’s unique capabilities.

NAICS NameAwards

2014

Contracting

Agencies

Current

Vendors

Awarded

Dollars

Active

Solicitations

541511Custom Computer Programming

Services9254 146 3701 $5,153,170,302.30

76

541512Computer Systems Design

Services9574 145 2339 $14,384,222,331.07

82

541513Computer Facilities Management

Services2884 120 882 $3,279,679,072.86

35

541519 Other Computer Related Services 33978 157 4157 $12,506,210,884.68119

GovPurchase has more open solicitations than any other single source.

Every federal open solicitation (not just FedBizOpps), every open

solicitation from all fifty states, as well as open solicitation from over

5,000 cities and counties. We ensure that you do not miss opportunities

because of lack of awareness. Our daily emails work together with your

well-crafted profile to provide your company with accurate

opportunities every day.

11

becoming overwhelmed by the number ofopen solicitations available and notunderstanding where or how to begin.

At this point, you have enough intelligence to quickly

review active solicitations and better understand the real time

landscape, while making accurate bid/no bid decisions. You now

have more assurance that you will not become a victim of the

most common mistake in government contracting business

development;

You are now in a position

to review current

government needs and

perhaps respond to the

appropriate RFP’s, but

the next step in the

Blueprint to Government

Contracting gives you

the real key to

government contracting

business development,

Advanced Market

Research.

11 The Blueprint to Government Contracting

Step 6

Review Active

Solicitations

12

Here is the key in the Blueprint to Government Contracting: 90% of all

government contracts that appear on government contracting bid sites

(FedBizOpps, TACOM, MICOM, NECO, ASFI, DIBBS, etc…) are based upon

work currently being done by another company, and are renewed, reissued, re-

competed, or otherwise re-advertised.

Step 7

Advanced Market

Research

The Blueprint to Government Contracting

This is the origin of what most people think of as open solicitations. The ability to

obtain enough information about Expiring Contracts, far enough in advance, to

determine opportunities that are coming out before they are released is the

key to Government Contracting. Key information required is:

1. What is the contract?

2. What is the contract number?

3. Is the contract on GSA Schedule?

4. What are the individual tasks orders?

5. What agency awarded the contract?

6. Which facility is the point of performance location?

7. Who is the current vendor?

a. Do they have any set aside status? Is it expiring?

8. What is the dollar amount of the contract and the

individual task orders?

9. When was the contract awarded?

10. Most importantly, on what date does the contract end?

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Step 7

Advanced Market

Research

The Blueprint to Government Contracting

Armed with this, and the information from the previous steps, we can develop our

pipeline and determine how far in advance we should begin to plan for certain

Expiring Contracts.

Expiring Contracts

NAICS NameAwards

2014

Contracting

Agencies

Current

Vendors

Awarded

Dollars2015 2016 2017 2018 2019

541511

Custom

Computer

Programming

Services

9254 146 3701 $5,153,170,302.303378

$4,867,559,180

889

$2,315,140,553

541

$891,840,128

379

$527,574,651

287

$293,193,821

541512

Computer

Systems

Design

Services

9574 145 2339 $14,384,222,331.073341

$11,158,973,187

1070

$5,138,972,029

803

$5,344,885,385

527

$3,519,977,058

401

$2,468,205,767

541513

Computer

Facilities

Management

Services

2884 120 882 $3,279,679,072.86977

$4,316,569,138

231

$1,161,003,964

261

$645,691,332

129

$876,529,707

121

$273,011,172

541519

Other

Computer

Related

Services

33978 157 4157 $12,506,210,884.6812815

$8,883,623,802

3005

$3,806,102,484

1807

$3,391,156,159

1220

$1,173,867,248

821

$745,530,192

GovPurchase is the only company that provides you with all Expiring Contract information on

one page. This makes GovPurchase the most easy to use, and efficient method to determine

what people in which agencies have money to spend now and in the future.

14

Once you complete yourresearch and begin to determinewhich opportunities you shouldpursue, long before they are madepublic, there is one more vitalpiece of information required:

GovPurchase has the most accurate

contact information for all government

buyers including: names, phone

numbers, fax numbers, email

addresses, physical addresses, previous

purchases and more…

Up to 65% of government

purchases are not

advertised online.

Savvy Contractors know how to use this information to consistently beat their

competition. GovPurchase is the only company that has this and more, all in one location.

Also, with our unprecedented training and ongoing support, we show companies how to

use this vital information to get in front of the buyers well in advance of an opportunity

being published, if it is ever published at all.

Also, this information helps you determine if you should be prime or a subcontractor in

any given situation. If you determine you should be a subcontractor, you are already familiar

with the prime contractor because of your previous research.

Every contractor’s goal is to win government contracts, and you should be constantly

reviewing open solicitations for opportunities that fit your company’s capabilities. However,

to truly get the edge in government contracting, you need to develop a pipeline of

opportunities, so that you know which contracts are coming up before they’re active. Having

a pipeline of contracts lined up years in advance will help you:

• Forecast future sales• Focus on specific opportunities by agency, dollar amount, etc.• Build necessary relationships with contracting and end-user staff up front• Develop internal capabilities and resources to be prepared in advance• Cultivate the necessary relationships with potential partners, primes, and subs in advance• Create an action plan for pursuing upcoming opportunities, so you are prepared when they hit the street

The Blueprint to Government Contracting

The names, phone numbers, email addresses, physical addresses, and possibly recent purchases of the buyer.

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Identify the correct NAICS codes for your core

capabilities,

See how many contracts were awarded in your

NAICS code,

Get to know agencies who awarded those

contracts,

Research the competition in your industry,

Know how much money was spent,

Review active solicitations that fit your capabilities,

and

Perform the advanced market research that is your

ultimate key to The Blueprint of Government

Contracting.

In the past, only large prime contractors understood these steps

and had the resources required to perform this valuable research

and business development activity.

Now, with GovPurchase, you have the same capability to perform

the research and business development activity as a billion dollar

company. This is because GovPurchase is the world’s largest

database on government contracting. Thousands of small, medium

and large businesses leverage GovPurchase to win billions of

dollars in prime contracts, subcontracts, teaming opportunities and

commercial business development.

The Blueprint to Government Contracting

In summary, when pursuing government contracts, prior research

is mandatory to ensure your success. Here is your Blueprint

Checklist:

16

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