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Summit Insight 2015 Selling to the U.S. Government: Your Next Big Win? Moderator / Presenter: Judy Bradt, CEO, Summit Insight Panelists: Chris Wiegand, CEO, Jibestream Ryan Murphy, President, Wade Antenna Inc.

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Summit Insight 2015 What Youll Learn Whos your buyer and how to tell Is it worth the time, effort and cost? Common roadblocks: See & solve Life In The Real World: Key success factors Practical Essentials: Next steps Summit Insight 2015 2

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Summit Insight 2015 Whos Your Buyer? Size of the market Determining demand Understanding the process Targeting your best prospects Summit Insight 2015 3

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Summit Insight 2015 U.S. Government Contract Awards Federal: $445 B State & Local: $3,000 B Over 80,000 buying entities. Approximately 25% of all U.S. domestic spending Buys everything! Aerospace, defence, security, ICT Construction, R&D, energy Green products/services Food, clothing, health IT, medical supplies Vehicles, parts & service Professional & labour services 4

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Summit Insight 2015

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Federal, State, Local, Tribal: Whos your buyer? Which Governments Need? TransportationHealth IT Energy & EnvironmentConsulting UtilitiesStaffing Correction Facilities SupportJanitorial ConstructionSecurity / Law Enforcement FurnitureIT / Telecom / Cyber Security Marketing CommunicationsLogistics Education / TrainingMedical Services / Products Todays Focus: Federal Government Contracting

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Summit Insight 2015 Know Your Target Government: Structure, Rules, Players Summit Insight 2015 7

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Summit Insight 2015 Federal FY 2014 Contract Spending Top Spend in: Virginia California Texas Maryland Pennsylvania DC Massachusetts Florida

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Summit Insight 2015 9 Rules of The Federal Game Federal Acquisition Regulations (FAR) www.acquisition.gov/far/ www.acquisition.gov/far/ Competition requirements: Part 6 Acquisition of Commercial Items: Part 12 Contracting by Negotiation: Part 15 Small Business: Part 19 Individual Agency Supplements Defense Federal Acquisition Regulation Supplement ( DFARS) http://farsite.hill.af.mil/http://farsite.hill.af.mil/ ALWAYS CHANGING

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Summit Insight 2015 Is This Market Worth It? Are the contracts financially rewarding? How long does it take to win the first contract? How much will it really cost? What do you spend money on? Lets ask Chris & Ryan! Does it get easier after the first sale? Summit Insight 2015 10

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Summit Insight 2015 How Long Does it Take to Win Business? Immediate is UNLIKELY 12 months average based on experience 18 to 24 months not unusual Micro-Purchase (

Summit Insight 2015 U.S. Federal Small Business Contracting Preferences (Set-Asides) FAR Part 19: Defines US small business Federal agencies: 23% goal Large primes: small business subcontracting plans (on awards > $650 K) Access options for Canadian companies Qualifying U.S. subsidiary Be aware of affiliation rules Teaming with U.S. small business Reference: bit.ly/FAR_Part19 What you heard: Are you a small business? What they asked: Is your company established in the United States for more than two years, contributing to the U.S. economy through purchases of direct material or labor or payment of taxes, and whose number of employees, if youre a manufacturer, or level of revenue if you provide service, of your company and all those with whom you are or appear to be affiliated, falls below the value defined as small based on the North American Industrial Classification System code corresponding with the item being procured?

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Summit Insight 2015 Teaming With U.S. Large & Small Business: Avoid Top Teaming Traps Bring relationships & business Lead or contribute to proposal effort Understand Affiliation Parent + subs (employee or $) determine size Ownership, real or apparent control, reliance Prevent Ostensible Subcontracting Think work share, not pass through 35 Summit Insight 2013

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Summit Insight 2015 Beyond Buy American & Set Asides: Anticipate Common Concerns Security Issues Export Controls [ITAR (USA) & CGP (Canada)] Security Clearances: PWGSC Directly Arranged Visit Clearances & unclass data Joint Certification Office (www.dlis.dla.mil/jcp)www.dlis.dla.mil/jcp Visas: get help

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Summit Insight 2015 Some Decision Criteria U.S. export experience Barrier-Aware Data substantiates 2-3 top prospects Relevant past performance Capacity to deliver Acceptable ROI: E.g. 2-3 years Working capital for market development

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Summit Insight 2015 Entry & Growth Strategies For The U.S. Federal Market Chris Wiegand CEO Ryan Murphy President

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Summit Insight 2015 Selling to the U.S. Government: Whats On Your Mind? Moderator / Presenter: Judy Bradt, CEO, Summit Insight Panelists: Chris Wiegand, CEO, Jibestream Ryan Murphy, President, Wade Antenna Inc.

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Summit Insight 2015 Five Steps To U.S. Federal Sales Complete your competitive analysis Whos buying. How. From whom. How much. Learn the Federal Sales Game What to say, ask, do; how to close. Create fact-based Federal Sales Action Plan 3-5 agency focus. Relationships, leads, links. Complete your paperwork Prospect-variant collateral, registrations, certs Get bid & proposal training Go-NoGo, process, templates, debriefs 40

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Summit Insight 2015 Selling to the U.S. Government: Uncover Your Federal Competitive Intelligence Essentials Judy Bradt, CEO, Summit Insight (703) 627 1074 Judy.Bradt@SummitInsight.comJudy.Bradt@SummitInsight.com When Youre Ready To Achieve Peak Federal Results.

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Summit Insight 2015 Selling to the U.S. Government: Your Next Big Win? Moderator / Presenter: Judy Bradt, CEO, Summit Insight Panelists: Chris Wiegand, CEO, Jibestream Ryan Murphy, President, Wade Antenna Inc.