This webinar is designed to help minority-owned companies understand and implement strategies for marketing to federal agencies as a prime contractor. We’ll cover:

• The difference between marketing to state and federal agencies

• Understanding federal certifications and how they apply to small businesses

• Understanding the different types of federal agencies and how they purchase

• Marketing solicitation strategy vs. origination strategy

• Event marketing strategies—differences between procurement fairs, corporate roundtables, town halls and reverse trade fairs

• How to work with Small Business Liaison Officers (SBLO) and Small Business Specialists (SBS)

• Using certifications strategically to market to state and federal agencies and how to avoid the certification merry-go-round

The webinar will end with audience Q&A.

Presented by Andra Hargrave | Director, Denver MBDA Business Center

Andra Hargrave is the director of the Denver MBDA Business Center. Hargrave has more than 15 years of direct national and international sales channel development in the areas of government procurement and Fortune 500 level business development. His marketing channel development experience lies in a variety of industries, including technology-oriented manufacturing, service industries and distribution. Hargrave possesses an in-depth knowledge of state and federal set-aside procurement programs, such as SDB, HUB and the 8a Business Development Program, among others. He has served as the director of certification for the RMMSDC and currently serves as the statewide veteran’s consultant for the Colorado SBDC Network. His comprehension of federally-backed procurements, grants and certification programs, such as advanced technology and SBIR/STTR, is without equal.