Table of Contents - Marketing to DoD and to Military Bases
Table of Contents:
SECTION 1: Getting Started with Marketing and Selling to DoD
- Learning How to Do Business with DoD is Time Well-Spent
- How to Successfully Begin Doing Business with DoD
- The Language of Defense Contracting
- How DoD Small Business Offices Can Help You
- Tips for Building a Good Relationship with DoD Small Business Specialists
- Procurement Technical Assistance Centers and How They Can Help You
SECTION 2: Where to Focus Your Efforts
- What do the various types of Military Bases and DoD Organizations purchase on a routine Basis?
- How to identify which DoD Organizations / Military Bases are your best prospects
SECTION 3: Methods to Sell to DoD and Military Bases
- Small Commercially Sourced Purchases
- Simplified Acquisition Procedures (SAP)
- Micro-Purchases
- Blanket Purchase Agreements
- Government Sealed Bidding Procedures
- Government Contracting by Negotiation Procedures
- Selling through the General Services Administration (GSA) Schedule
- Selling through the Defense Logistics Agency (DLA)
- Subcontracting with Prime DoD Contractors
SECTION 4: Marketing to DoD and Military Bases
- DoD Sponsored “Industry Day” Outreach Events
- Who Should You Meet with at Military Bases and DoD Organizations?
- How to Set up and Make Office Visits with DoD Decision Makers
- How to Give Effective Product Demos and Sales Presentations to DoD
- How to Network within Defense Industry Associations
- Defense Industry Associations (Master List and Contact Information)
- Defense Industry Trade Shows
- E-mail Marketing Tips for Defense Contractors
- Marketing via your Company’s Profile in Government Databases
SECTION 5: Prohibited Business Activities
- What are the Boundaries?
- Prohibitions for Military and Federal Employees
- Conflicts of Interest
- Receipt of Gifts and Promotional Items
- Constraints on Employing Former DoD Personnel
- Disclosure of Contractor Bid or Proposal Information
- Improper Business Practices
SECTION 6: Government Contracting - Success Strategies that Work
- How Contract Award Debriefings Can Help You Win Government Contracts
- The Most Important Factor Affecting Your Long-Term Success as a Defense Contractor
- The Five Cardinal Rules for Defense Contractors
SECTION 7: DoD Contracting Reference Information
- Important Online Resources for DoD Contractors
- Glossary of Terms (DoD Contracting)
- Acronyms (DoD Contracting)
- DoD Small Business Resources
- Federal Supply Classification (FSC) Codes
- North American Industry Classification System (NAICS) Codes
- Bibliography
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