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Course curriculum

  • 1

    Federal Government Opportunity

    • ScaleUP USA Program Introduction

    • The World's Largest Marketplace

    • Federal Contract Opportunities

    • Federal Grant Opportunities

    • Comparing with the VC Marketplace

    • What is the Competition?

    • Who Should Explore the Federal?

    • What is the Impact of Winning?

    • The Three Steps Process to Win

    • Step 1: Get Involved!

    • Step 2.a: Startup Mechanics

    • Step 2.b: Startup Mechanics

    • Step 2.c: Startup Mechanics

    • What Does it Take to Win?

    • Case Study: How to sell to the Government?

    • Six Areas to Focus on for Winning

    • The Federal Buying Mechanics

    • Case Study 1 - Environmental Analysis
  • 2

    Winning Federal Business Strategy

    • Quiz 1 - Environmental Analysis

    • Step 1: Exploit the Federal Buyer Ecosystem

    • Step 2: Increase the Value from Federal Customers

    • Step 3: Avoid Buyer-Seller Mismatch

    • Step 4: Build a Strong Business Map

    • Step 5: Drive Continuous Federal Innovation

    • Step 6: Deliver Value Added Marketing

    • Step 7: Build a Winning Sales Team

    • Step 8: Develop a Winning Proposal Process

    • Step 9: Deliver Peak Performance Consistently

    • Case Study 2 - SWOT Analysis

    • Quiz 2 - SWOT Analysis
  • 3

    Planning a Strategic Federal Entry

    • General Housekeeping Issues

    • Federal Success Business Map

    • Understanding the Federal Spending Buckets

    • The US DOT Case Study

    • Building a Federal Growth Strategy

    • Case Study 3 - Business Map

    • Quiz 3 - Business Map
  • 4

    Build a Winning Business Team

    • The Winning Co-founders Mix

    • Valued Board of Advisors

    • Types of Board Advisors

    • Acquiring Key Operational Talent

    • Improving Company Competitiveness

    • Employee Incentive Planning

    • Advantage: Cybersecurity

    • Case Study 4 - Winning Team

    • Quiz 4 - Winning Team
  • 5

    Establishing a Federal Business

    • Registering your Federal Business

    • Additional Registration Requirements

    • Small Business Contracting Portal

    • Small Business Set Asides

    • Small Business Dashboard

    • Case Study 5 - Register Organization

    • Quiz 5 - Register Organization
  • 6

    Federal Business Funding Mechanisms

    • Contracts, Grants, and Cooperative Agreements

    • Contracts vs. Grants - Which is Better?

    • SBIR Program

    • STTR Program

    • SBIC Program

    • SBA Loan Programs

    • SBA Surety Bond Programs

    • Case Study 6 - Funding Mechanisms

    • Quiz 6 - Funding Mechanisms
  • 7

    Federal Tools of the Trade

    • FedBizOpps Portal

    • Grants Portal

    • Government Spending Portal

    • Federal Register

    • GAO Portal

    • IG Portal

    • FOIA Program

    • Case Study 7 - Funding Opportunities

    • Quiz 7 - Funding Opportunities
  • 8

    Creating a Winning Sales Program

    • Understanding the Sales Challenge

    • Whom to Pitch the Sales Talk?

    • Targeting the Right Federal Level

    • The Concept of Change Agent

    • Sales on Demand Engine

    • Positioning your Company to Win

    • Case Study 8 - Sales Engine

    • Quiz 8 - Sales Engine
  • 9

    Winning in the FAR World

    • Understanding Federal Acquisitions

    • How does the Federal Government Buy?

    • Federal Acquisition Players

    • Federal Acquisitions Process

    • Types of Federal Contracts

    • Understanding GWACs and IDIQs

    • Strategy to Win GWACs and IDIQs

    • Can Federal Opportunities be Wired?

    • Case Study 9 - GWACs and IDIQs

    • Quiz 9 - GWACs and IDIQs
  • 10

    Winning Product Integration Strategy

    • Vectors of Differentiation

    • Custom vs. COTS vs. Integration

    • Product/Platform Startup Strategy

    • Which Startups Win In Federal?

    • Product Integration Process

    • Productization of Service

    • Case Study 10 - Product Integration

    • Quiz 10 - Product Integration
  • 11

    Winning Proposal Management

    • Brain Storming Proposal Strategy

    • Winning Federal Proposal Process

    • Winning Tips and Tricks

    • What do the Feds Want?

    • Federal Proposal Lifecycle

    • Proposal Capture Pitch

    • Pre-Proposal Strategy

    • During Proposal Strategy

    • Measures of Success

    • Post Proposal Strategy

    • Addressing Key Federal Topics

    • Federal Proposal Guidance

    • Case Study 10 - Winning Proposal

    • Quiz 10 - Winning Proposal
  • 12

    Peak Performance: Program Management

    • Practical Program/Project Management

    • Managing Project Management Components

    • Successful Project Management

    • Case Study 11 - Peak Performance

    • Quiz 11 - Peak Performance
  • 13

    Innovative Growth Strategies

    • Productization of Your Services

    • Building Alternative Revenue Streams

    • Submitting Unsolicited Proposals

    • Business To Business Collaborations

    • M&A Transactions in Federal Contracting

    • Case Study 12 - Innovative Strategies

    • Quiz 12 - Innovative Strategies
  • 14

    All The Best!

    • Words of Wisdom!

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