16 June , 2023

AUSA Suncoast “Jenkins Military Leadership & Entrepreneurship Academy

Title: Advanced Course Doing Business with the State and Federal Governments. Version 2023

This is an eight hour in-person training.

Class size is limited to 20 persons on a first come, first serve basis.

Participants should bring laptops, notepads and writing materials.

The course is intended for the following audience:

  • Persons who have completed the training “Introduction to Doing Business with the Federal Government
  • Existing Businesses wishing to become a prime or subcontractor
  • Persons wishing to obtain employment in the field of government contracting
  • Companies wishing to train their staff to work in the field of government contracting
  • Small start-up businesses hoping to become government prime or subcontractors

About the course: The instructor, Mr. Lien, has over a decade of experience in federal and state contracting and created a training program titled “Introduction to Doing Business with the Federal Government” in 2016. Those wishing to quickly increase their chances of winning business and effectively competing in the world of government contracting need to take this course. The training is being offered by the Suncoast Chapter of AUSA as part of the “Jenkins Military Leadership & Entrepreneurship Academy”.


What to expect: This is an interactive, holistic training, and for best results, participants should have completed the training, Introduction to Doing Business with the Federal Government, prior to taking this course. The processes related to most common federal set-aside programs (HUBZone, WOSB, VOSB, SDVOSB, EDWOSB and 8a), their pros and cons, how to use these to capture/ retain business, and how to obtain certification in these programs will be introduced. Basic and strategic teaming arrangements, and meeting set-aside goals for small business, mentor-protégé relationships and asking for sole-source contracts will be presented. Participants will be introduced to common systems for state and municipal contracting, obtaining state small business certifications (DBE, SBE, SMBCC and VBC) and their pros and cons as well as significant differences between state and federal contracting. Bonding and insurance will be presented. Expect in-depth discussion of amazingly effective capability statements, and how to approach the ongoing as well as seasonal business networking/ sales process with government agency small business POCs, contracting officers, PTACs and associations focused on federal contracting. Improving technical proposals through using specific individual certifications such as USACE CQM, OSHA, PMP certifications and security clearances will be discussed. Preparation of a holistic, detailed pricing method that can be used effectively with price proposals as well as how to engage in tactical pricing once the cost structure has been established. By the end of the day, engaged participants should feel confident in the subject matter and will have several practical group exercises to test their learning.  Each participant will receive a certificate of completion.

Price List 2023 Spring

Title:  Advanced Course Doing Business with the State and Federal Governments. Version 2023 (in-person training, 8 hours. Minimum class size 15)

    • AUSA Member Price:         $350
    • Non-member price:           $475
      • Price includes a one-year community partner membership in AUSA for two designees- a $175 value.
    • Block of three tickets:       $900

RSVP and Pre-Payment Required