Class

Description

Hours

eVa – State Procurement

This class is a one-on-one, hands-on training on the eVa system. Participants will work with representatives from the Virginia Department of Business Assistance (VDBA) and purchasing representatives from NOVA to learn the right commodity codes for their business, learn to navigate the eVa system, run the necessary reports to get competitors’ pricing on commodity, etc.  

3

SWaM Certification

This class will teach students how to become SWaM certified according to the rules and regulations of the Department of Minority Business Enterprise (DMBE).

3

Legal Issues for Government Contractors

This class focuses on the following topics related to the legal environment of government contracting: Setting Up the Entity, Employer – Employee Relationships, Protecting Intellectual Property, Financing, Bidding, Sub/Prime Contractor Relationships – Getting Paid, and Joint Ventures.

4

Finance

Students will learn how to write a business plan that will be approved for financing from a bank; discuss SBA financing options; and, explore alternative financing. Students will also learn about cash flow management; progressive invoicing; other methods of payment as it relates to their government contract.

4

Sales & Marketing

This class is a hands-on, discussion oriented sales and marketing 101.  This class will discuss goals and attitudes of selling and tracking tools among other sales topics and techniques. Seminar discusses (1) The 3 A’s of success in business, sales and life; (2) Goal setting for every aspect of the sales process; (3) Tracking your activity; (4) Referrals; and, (5) Everyday sales tips.

3

Responding to RFPs

Proposal Writing Basics is an introductory overview of the process for proposal writers. If you are new to proposal writing, you may be wondering: What are the key components of a proposal to a foundation or corporation? Who should sign a grant request? How should the proposal be packaged? Should you contact a funder if your proposal is turned down? Where can you find more information on proposal writing, including sample proposals?

3

Contract Management

Winning a contract is the first step. How well you perform and manage the contract determines whether you get that contract renewed. This class teaches students how to manage a contract; inventory planning; human resources planning; financial management of the contract such as billing times and cycles; and up selling to get more contract work on an existing contract.

3

Leadership and Business Strategy

Technical expertise is not enough to run a successful business. 
You need the vision and leadership of a CEO and the order and systems of a manager. This class teaches participants to be a leader, to manage and lead their business; to develop a business strategy and become a strategic business leader to take their business to the next level. 

3

Business Insurance

The class also covers insurance issues because having the right kind of insurance is an essential part of building your business.  The class will discuss the different kinds of insurance a business needs, the audit process, the factors used to determine the business rate, how to prevent your rate from increasing and how losses affect business insurance.  Not having adequate insurance coverage has terrible financial loss potential.

2

Prime Vendor Sub Contracting

With Governor Kaine’s mandate to enhance opportunities for
small, women and minority owned businesses; prime vendors are struggling to find qualified SWaMs. Come learn about the
Supplier Diversity Program from prime vendors such as Lockheed Martin, CSC, and Fluor-Lane, LLC. Learn about their process to become a subcontractor and subcontracting opportunities.

3

Federal Procurement

The next step for businesses after they have conquered the local and state procurement process is to go into federal procurement. This class will teach you the basics of the Government contracting world; how to strategically promote your organization to the Government buyers that need your products or services; and help you with federal certifications.

This is an introductory class to the federal procurement process
and is a pre-requisite for the 8(a) Certification class.

3

8(a) Certification

This class will address the preparation and submission of the 8(a) application; teach participants to create Sandoval and Keng, PLLC’s proprietary "Statement of 8(a) Eligibility" document; take the participant step-by-step through the application form; address the exhibits required for the participant’s individual application; and address the traps and pitfalls of the application process and how to avoid them.  Participants will have access to the Small Business Development Forum for follow-up.

Pre-requisite: 

• Federal Procurement Class;
• Company should have operating for at least one year;
• Company should have annual revenues or projected annual revenues based upon proposals submitted or pending transactions of at least $75,000; and,
• Management experience with contracting with the federal government.

10