2002 Selling to Government

The 2002 Federal Contracting Forum
Selling to Government

December 11-12, 2002
The Performance Institute Training Center- Arlington, VA

Key Reasons to Attend

· Learn Important Rules and Regulations, Including FASA and the Clinger-Cohen Act

· Apply Best Practices in Preparing Winning Proposals

· Understand the FAR System

· Analyze an RFP and Evaluate the Risk vs. Opportunity

· Find Solutions to Common Contracting Problems

Dear Contracting Specialist:

Over the past several years the federal acquisition process has become increasingly complex. This process has consistently moved away from the purchase of individual items to the procurement of an integrated set of goods and services. Many experts believe that it is vital that all stakeholders in the Federal procurement process work together to be as effective as possible. Lawmakers have recognized this fact, the 1990 Defense Acquisition Workforce Improvement Act and the 1996 Clinger-Cohen Act require agencies to better define their procurement workforce and develop training guidelines for them.

Master the Rules Governing Contracting with the Federal Government

Contracting with the Federal Government requires a dedicated focus on developing contracts that define explicit results, proven methods of measurement and performance standards that can be relied upon in the future. Mastering the issues surrounding Performance-based contracting will result in the tendering of more effective contracts and more rewarding vendor relationships.

The best way to improve your organization’s opportunity of effectively securing more performance-based contracts with the Federal government is by acquiring the knowledge that is needed to master the contracting process. The Performance Institute is conducting a training seminar that is dedicated to the issues pertaining to contracting with the Federal government. To help increase your organization’s chances of tendering a government contract, I’d like to invite you to attend the 2002 Autumn Training Seminar, entitled Contracting with the Federal Government. This training seminar will be held here in Arlington, Va. on December 11-12, 2002.

Improve Business Development and Marketing Strategies for Identifying and Winning Federal Contracts

Leaders in performance-based contracting will be presenting best practices information to increase your organization’s level of knowledge and understanding on the subject. Competitive Sourcing and Performance-based contracting experts from several different agencies will lead the instruction on issues such as: FAR, FASA, e-Procurement and changes in the Federal Competitive Sourcing Process. Also a dedicated workshop will be conducted on “Writing a Winning Response to an RFP.”

Because effectively managing the Performance-based contracting process is vital to your organization’s success at tendering government contracts, you cannot afford to miss this program designed to give you a comprehensive understanding to the process. Register today by calling 703-894-0841 or visit us online at www.performanceweb.org. I look forward to seeing you in December.

Jason L. Cooley

Associate Director

Performance Institute

Agenda:

Day One: December 11, 2002
8:30	Registration and Continental Breakfast
9:00	Pre-Conference Workshop
11:45	Break
12:00	Luncheon Keynote Address: Contracting with the Federal Government: The View from U.S. General Services Administration
1:15	Outlook on the FY 2003 Federal Contracting Environment from Key Trade Associations
2:30	Break
2:45	Secrets of Success: Veteran Business Development Experts on Effectively Marketing to Government
4:15	Online Prospecting and Contract Management: An Update on e-Procurement
4:45	Adjourn

Day Two: December 12, 2002
8:30	Continental Breakfast
9:00	New Rules for Outsourcing: Changes in the Federal Competitive Sourcing Process
10:00	Performance-Based Contracting: What Contractors Need to Know to Respond to a Performance-Based Statement of Work
11:00	Break
11:15	Partnership Strategies in Federal Contracting: With Government, With Small Business
12:30	Sharing Best Practices: Facilitated Dialogue Exchange of Best Practices for Managing Contract Opportunities in the Federal Government
2:30	Application Workshop: Writing a Winning Response to an RFP
3:15	Auditing, Accounting and Ethics: Avoiding Liabilities by Knowing the Rules
4:15	Adjourn

Exhibiting and Sponsorship Information:

To learn more about exhibit and sponsorship opportunities at Performance Institute educational seminars and conferences, please call Marco Amaro at 703-894-0481.

Hotel Information:

A limited number of rooms have been reserved at the Hilton Garden Inn at a discounted rate of $142 per day. Please contact the hotel at (703) 528-4444 to make reservations. Be sure to ask for the Performance Institute conference rate. The Hilton Garden Inn will ensure that your conference experience is not only educational but also comfortable and enjoyable in every aspect. For additional information on accommodations and a variety of area attractions, please visit the hotel’s website at http://www.hiltongardeninn.com/.

Tuition:

The fee for attending the 2002 Federal Contracting Forum on Selling to Government is $1295.

Group Discounts:

Contact Marco Amaro at the Performance Institute at 703-894-0481 for more information about group discounts.

Administrative Note:

A 10% cancellation fee on registration will be charges for cancellations received less than three weeks from the date of the conference. As speakers are confirmed 6 months before the event, some speaker changes or topic changes may occur in the program. The Performance Institute is not responsible for speaker changes, but will work to ensure a comparable speaker is located to participate in the program.