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Did you know the federal government spends
$450 billion each year contracting with businesses just like YOURS?

How would you feel if you could tap into that $450 billion?

How far could it transform your business?

But does the government buy what you sell?

Yes!

You might be surprised at the range of goods and services that the government buys from businesses like yours. From office supplies to childcare, from professional services to construction: the breadth of what the government needs from you is huge.

So if you’re looking for a way to increase your profits exponentially, grow your business and maintain financial security, contracting with federal government is the way forward.

It’s not easy for you right now. We know that you’re working your heart out trying to attract new clients while still looking after the ones you have. Whatever market you’re in, it’s hard work attracting new clients that stick. Marketing is expensive, and sometimes worthless if you don’t have time to approach it correctly. You need a little breathing space and stability before you can even think of your next step. But breathing space and stability don’t exist when you’re chasing that sale so that you can pay your people.

Why businesses like yours don’t grab these golden opportunities:

  • Too much red tape
  • Hoops to jump through
  • Don’t know the RIGHT people

Perhaps you think that if it were that easy, every business would be doing it.

But wait a minute. It’s actually easier than you think.

The government WANTS to buy from you, and is looking for businesses just like yours.

Businesses ARE contracting with federal government.

YOU NEED TO:

Know Where The Contracts Are

Know How To Get Them

Know The Agencies To Target

Get Access To The Decision Makers

So why not you?

I agree, it’s a challenge.

Federal regulations ARE complex.
Selecting the right agency COULD be guesswork.
Preparing your business to be contract-ready CAN be a hassle.
Crafting a compelling proposal MIGHT be hard work.

It’s not easy if you’re new to it and you don’t know what you’re doing.

But trying is a no-brainer, especially when you have an expert to guide you.

The benefits of contracting with the federal government far outweigh any of the difficulties. You can easily navigate around the barriers. I will show you how!

Successful contractors with the federal government:

      • check12-red Sell to the biggest market in the world
      • check12-red Have a reliable, stable market on tap
      • check12-red Make more money and increase profits
      • check12-red Enhance their reputation
      • check12-red Gain experience and past performance
      • check12-red Grow their business

And I can show you how you can be like them. I can show you how to contract successfully with the federal government.

Who I am

Hello, my name is Rabiah Sutton. I’ve been helping businesses like yours get the government as their biggest client for more than 17 years. But what I’m most proud of is that for over six years I have been successfully running a company that sells to federal government. Everything I am going to share with you I practice in my company, FWDthink, because it works.

I’ve created a process that will help you get those federal government contracts.

I’m not going to tell you that my process just fell out of my head by magic. And they didn’t teach it in my MBA program. I had to figure it out myself. It’s taken me several tries and lots of tweaking to create it. But now that it’s tried, tested and trusted, I’m very proud to offer it to you, so that you can transform your business.

Stick with me, follow the map I’ve drawn and you will have the key that unlocks YOUR share of the $450 billion annual budget the federal government HAS to spend before every fiscal year end on products and services just like yours.

Introducing…

Selling to the Government: 7 Steps to Getting a Government Contract.

This simple-to-follow online program is designed to guide you through the steps you need to take to get that federal government contract. It’s structured to help you:


Sail through the mandatory compliance regulations

Find the agencies that want to buy what you are selling

Understand how those agencies prefer to buy

Access the decision makers within those agencies

Identify opportunities and submit winning proposals

Selling to the Government is divided into seven easy-to-digest modules that take you through a step-by-step process to get where you want to be. Each module explores a different aspect of your journey to federal government contracting success.
And it’s the ultimate in flexibility. Because it’s all online, you can take it at your pace, where you want to and when you want to.

How Selling to the Government: 7 Steps to Getting a Government Contract will help you find the government clients with the biggest budgets and long term contracts.

  • It’s a simple step-by-step approach to accessing the world’s largest buyer.
  • It’ll demystify and simplify the federal contracts process so that you can get traction in the market more quickly.
  • It contains many quick, tested hacks to put you and your product in front of the people with the purchasing power.
  • It will help you quickly find the clients with large budgets and long-term projects that could transform your business.
  • It’s a short cut to the regulatory compliance you’ll need.
  • It simplifies the selling process.

Selling to the Government is your opportunity to take a bite out of a $450 billion market.

Here’s what your journey to Federal Contracting looks like:

Module 1: Determine the size of the market opportunity for your product or service

In this module, you will do the research to find the market for your product or service. How to speak the government’s language so you market what you offer to them?

The reason that most companies miss this opportunity is because they don’t understand how the government “codes” what they are selling. You have to know how the government refers to your product to even do the research to find the opportunities available.

You will discover:

  • How to find the commodity codes that apply to what you offer, so that you can see who is actually buying your products or services.


  • How to search a database using your codes, so that you can easily identify the right opportunities and buyers can find you.
  • How to find the size of the market based on your codes, so you can determine how much of the $450B annual spend is spent on your offer.

You will receive:

  • Course Workbook: A guide with fill in the blanks for you to store information as you are collecting it from module to module, so at the end of the course, you have all of the pertinent information you’ve learned and gathered in one place.
  • The Market Opportunity Research Worksheet: to find out what the government spent last year on your product (and in later modules we will find the active request for proposals you can apply for now

Module 2: Get ready to do business with the government

The government is potentially your biggest client. With that opportunity comes some requirements on how they like to do business. You will need to speak their language and comply with their processes in order to be successful. This can be easy when you know how to do it.

You will discover:

  • How to obtain a DUNS number, CAGE Code, so that you can register to do business with the government and ultimately get paid.
  • How to register in the System for Award Management (SAM) and Online Representations and Certifications Application (ORCA), so you can start to do business with the government. This action is mandatory in order to receive payment from the government.


  • How to determine if you qualify for a small business designation, so you can get access to special small business programs and set-aside contracts with less competition
  • How to determine if you qualify to apply for the 8(a) Business Development Program, so you can qualify to receive non-competitive awards up to $4M for services, and $6M for construction.

You will receive:

  • Resource Guide. This playbook will provide a list of the external resources (websites, applications, forms) you need to complete in order to register to do business with the government.

Module 3: Create a Powerful 1-Page Capability Statement

The US government expects a capabilities statement before your proposal. It is one of the first written items they routinely receive from contractors. Not having a capabilities statement marks you as an amateur. In this module, we will walk through how to develop a proper capabilities statement that highlights your offering and differentiators but also presents the information in the format easiest for the government to take action.

You will discover:

  • How to write a compelling story articulating your company’s capabilities, so that buyers will connect with you and want to buy from you.


  • How to effectively present your company’s capabilities to buyers verbally and in writing, so that buyers can easily discover what you sell and how to buy it from you.

You will receive:

  • Sample Capability Statements
  • Capability Statement Template (fill in the blanks)
  • Value Proposition and Differentiator Prompts

Module 4: The Landscape: Figuring Out Who Has the Money to Buy

As we know, determining which agency buyers have money to spend is a vital part of marketing to the government. In this module, you will learn how to find out who has money and what their preferred contractual vehicle is.

You will discover:

  • How to find out which buyers have money, so you don’t waste your time courting a buyer who is interested but doesn’t have funds to spend.
  • How to determine your target buyers purchasing preferences, so that you can get access to their specific contractual preference making it easy for them to buy from you.
  • How to locate potential partners to team with on bidding opportunities, so that you can leverage each other’s capabilities, contracts and size status making your team more appealing to buyers.


You will receive:

  • The Federal Sales Pipeline Template to capture the information you gather on which agencies are buying what you sell, who has money and how are they buying it.
  • The Partner Matrix Template, which will help you organize information on potential partners (large and small), including their size, codes, contractual vehicles, location and where your capabilities are complimentary.

Module 5: Making the Connection with Potential Buyers

Most of us know people work with people they like, know and trust. In this module, we will implement five (5) strategies for making contact and establishing a connection with your target buyers.

You will discover:

  • How to write an initial outreach email to your target buyers, so that buyers can get familiar with your capabilities and tell you if they have any upcoming opportunities for you to bid on.
  • How to craft a succinct “elevator pitch” so when you meet a potential buyer you can quickly articulate at a networking event
  • How to find the right Organizations/Groups to join, so you can meet and work with potential buyers and build relationships outside of a formal, office setting.


  • How to find the right events to attend, so that you can access networking and sponsorship opportunities to meet and cultivate relationships with potential buyers and teaming partners.

You will receive:

  • Exact email copy to modify in your initial outreach email to prospective decision-makers.
  • Examples of fantastic elevator pitches
  • The Connection Map, which helps you document and organize the people, organizations, agencies, partners you are targeting, interacting with and need to make contact with.

Module 6: Government Purchasing Methods (Contracts, Purchase Orders, Credit Cards)

The Federal Government buys goods and services using a variety of purchasing methods. Being aware of the different methods can help you determine whether to pursue a particular contract by yourself, with a partner or not at all. In this module, you will learn about the different buying options the government utilizes before you identify opportunities and respond to proposals.

You will discover:

  • What the different purchasing methods are, so you can tell buyers which methods they can use to buy from you.
  • How the different purchasing methods benefit buyers, so that you will know which methods to access and the impact those methods have on the buyer.


  • How to find out which purchasing methods you target buyer prefers, so that you can get access to those methods directly or through a partner.

You will receive:

  • Purchasing Methods Guide
  • Target Buyer Matrix

Module 7: Find & Respond to the Right Opportunities

Solicitations come in many shapes and sizes, they can be a few pages to hundreds of pages. We will use all of the information we’ve learned in Modules 1 – 6 to identify the right opportunities for you, and then go over how to respond for the best chance of winning, which includes being compliant. In this lesson, you’ll learn how to get access to current opportunities aka solicitations, which portions of a solicitation are most important and what needs to be included in your response.

You will discover:

  • How to read the different parts of a standard solicitation, so that you know where to find the important items you need to respond to in a winning proposal


  • How to compliantly respond to a solicitation, so you don’t get thrown out of the competition for not crossing a “T” or dotting an “I”.
  • Which members of your team should be included in this process, so that one person isn’t doing all the work and that the right functions are participating. For example, you want to have someone from contracts/legal reviewing those parts of the solicitation and proposal response.
  • How to submit questions about the solicitation, so that you can point out errors, get clarification on items that aren’t clear and ensure you clearly understand what you are being asked to respond to.
  • How to receive feedback from the government, before, during and after the active solicitation period, so you don’t break any rules and so that you can get what you need while obeying the rules.
  • You will receive:

    • Opportunity (solicitation) Identification Guide
    • Proposal Template
    • Compliance Matrix Template
    • Report: Three biggest mistakes and how to avoid them

Wait, there’s more!

When you join Selling to the Government today, you’ll also receive free access to our Market Opportunities Report.

This up-to-date report does the hard work for you.

We’ve identified the biggest selling opportunities for the Top 10 largest industry sectors. And if you’re not in these sectors, don’t worry –there’s loads of information that will help you identify opportunities for your product, too.

You’ll also have information on companies just like yours who are already selling to Federal government: this is an opportunity for profitable partnership!

Here’s what students have said:

“Using Rabiah’s strategies and expert negotiating skills, she helped my company close a $100M deal! Rabiah has been a wonderful asset to Novacoast as we take the leap into adding the Federal government as a client. Rabiah has helped us map out a strategy and ensured we are compliant. She guides us carefully through the complexities of the Federal market, making it all seem simple.”

Teri Brouillard – Novacoast

“Rabiah is a true connector! She has connected me with key leaders in Federal organizations to assist my company with growth and prosperity. Her years of experience have brought new ideas for my business practices and processes, along with relationships that will lead to long term organizational success.”

Christy Sanders – EvoTech

“One of the greatest ways that Rabiah adds value an organization is being able to connect people based on shared interests and leading people to operate in their strengths. Rabiah encouraged people to get involved and brought a team together to deliver the final product. For this final product, Rabiah worked to create a training academy from scratch and delivered 12 courses over 2 years, she worked with content experts, instructors and the administrator to deliver these course to federal government and contractor employees alike.”

Jim Beaupre – ACT-IAC

“I had the good fortune to work with Rabiah at the ACT-IAC to teach government and industry how to work together to solve our nation’s challenges. Since then, I’ve worked with Rabiah on innovative training solutions to meet the client’s needs. If you need a combination of creative problem solving coupled with stellar execution, look no further than Rabiah Sutton.”

Dr. Mary Ann Wangemann – UVA

“As a result of our partnership with Rabiah, our 2013 revenues grew about 40% greater than expected and our current revenues projections and pipeline are unrivaled.”

Joseph E. Parker – iN2STEM Solutions

Let’s get started.


Selling to the Government: 7 Steps to Getting a Government Contract is a seven-week modular course that takes you through each step of the journey to landing profitable contracts with federal government. Because we know that flexibility is important, we’re happy to offer a choice of ways to pay:

Remember – you’re investing in the future of your business and just one federal government contract can cover your course costs over and over again.

30 day money back guarantee

My mission is to help you create results for your business and that means finding opportunities within the federal contracting space that might bring in larger, more consistent revenue for you. If for any reason you’re not thrilled with the content of the course and the potential it will have in your business then we’ll refund your tuition 100% within the first 30 days of your course. Simply send us an email!

Questions? Check the FAQ below, or contact me!

1. How long is the program?

7 weeks. A new module will open each week on Wednesday evening (EST).

2. Will this work for my business? What types of businesses will this program help?

The federal government pretty much buys all types of goods and services. So, this program is for any business who has an interest in diversifying its customer base, getting access to bigger, longer projects and willing to put in the upfront work to identify its best market within the federal government.

3. What if I am not able to complete the modules in 7 weeks during the live sessions?

Don’t fret, you will have access to the course content for a minimum of 6 months after the close of the course.

4. I’m not sure what services and products I should sell to the federal government. Will this program help me figure that out?

Yes, if you are unsure which products/services you’d like to sell. You will take some time in the first three modules to figure out which markets are the largest or most niche depending on how you slice the data. You can then make a decision once you know what is being procured, how often and by whom.

5. How can I get feedback during the program?

We have set up a private Facebook forum for our students where you can post questions, deliverables, etc. for review by the cohort as well as the faculty. You can also post questions directly into the course hosting platform. We have folks monitoring both sites.

6. What if I have a question that hasn't been answered here?

No problem! Fill in the 'Questions' section below and I'll get back to you as soon as I get your message (usually within one business day).

7. When will I receive access to the private Facebook forum?

1 week prior to the launch of the course.

8. I don’t know anything about selling to the government and I’ve heard it can be very intimidating and complicated, will this course be too much information for me?

The government can be very complex and intimidating if you don’t know what you are doing. Fortunately for you, Rabiah Sutton is an expert in this field, and we have designed this course to remove the complexity and simplify the steps into bite-size actions that move you closer to winning government business.

9. Do I have to be doing work with the government already?

We designed this course for companies with little or no experience, so you are in GOOD company. In fact, most of the businesses that take this course have no prior experience with the federal government.

Questions? Ask Me!

6 + 8 =

The federal government is the largest buyer in the world and it wants to buy from you.

Whatever you sell, it’s very likely that the federal government want to buy it. From website design and cyber security testing to construction, office supplies and healthcare products – and this is just a tiny part of the market. The opportunities are huge.

We make it easy for federal government to choose YOU.

If you have any questions, please get in touch with me via the Ask Me form.

Here’s to your government contracting success.

Rabiah Sutton
BOLD Thinker at FWDThink.com