- On-Demand Webinar
The Domino Effect: Aligning Pricing, Compliance, and Capture for Sustainable Growth
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In this webinar we will discuss
The Risks of Buying In on Bids
Panelists addressed the dangers of bidding at a loss or net zero profit which often leads to immediate cash flow strains and long term failure. While occasionally used as a market entry investment this strategy requires a holistic plan to ensure other profitable projects can subsidize the initial lack of margin.
Assessing IDIQ Vehicles and Strategic Access
Experts debated whether Indefinite Delivery/Indefinite Quantity contracts serve as strategic necessities or expensive vanity metrics for companies. Lenders look for vehicles that convert into funded task orders rather than just a collection of logos that drive up indirect costs without producing predictable cash flow.
Aligning Business Development with Operational Discipline
A fragmented engine where sales efforts are siloed from finance can lead to chasing wins that are impossible to execute profitably. Building a disciplined estimating system and involving all stakeholders early helps prevent emergency bridge funding requests when growth outpaces capital access.
Prioritizing Profit and Financial Capability
Profit is essential for sustaining infrastructure and absorbing government payment delays or unexpected contract humps. Demonstrating financial stability through healthy balance sheets and clear lines of credit can also serve as a competitive narrative in proposals to prove long term reliability to the government.
Speakers
Tan Wilson
President
Entellect, LLC
Tan Wilson
President
Entellect, LLC
Tan Wilson is the President of Entellect LLC. She provides full-lifecycle business support to primarily small businesses. Tan is an experienced and successful entrepreneur with over 20 years of experience in business development and program management across federal and commercial IT business sectors. She supports the small business community, aiding businesses in their strategic planning, business development, capture management, proposal management, partnership development, operations support, and leadership coaching.
Jeff Shapiro
Government Contracting Advisory and Regulatory Assurance Partner
CohnReznick LLC
Jeff Shapiro
Government Contracting Advisory and Regulatory Assurance Partner
CohnReznick LLC
Jeff is a Partner at CohnReznick, where he specializes in serving the Government Contracting industry, providing comprehensive contract audit and advisory services. With over 20 years of experience as a CPA and MBA, Jeff has a distinguished career in financial management, Federal Government contract auditing and compliance. His extensive background includes significant roles at a Big 5 firm, within the Federal Government, and across a diverse range of commercial enterprises. Jeff has expertise in performing financial statement audits, federal contract/systems audits, internal audits, and compliance audits on both domestic and international fronts.
Teresa Moon
VP of Communications and Marketing
Parabilis - Government Contract Financing
Teresa Moon
VP of Communications and Marketing
Parabilis - Government Contract Financing
After transitioning from a stay-at-home mom to a powerhouse in federal contracting, Teresa leveraged her deep networking roots to secure high-level engineering and cybersecurity subcontracts. Now a driving force at Parabilis, she uses multimedia thought leadership and strategic branding to expand the firm’s national visibility. Teresa is passionate about small business growth, building vital ecosystems that connect entrepreneurs with the capital and partnerships necessary for lasting success.
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