The Northeastern Pennsylvania Alliance (NEPA) Procurement Technical Assistance Center (PTAC) is sponsoring an Office of Economic Adjustment/Defense Transition Partnership funded workshop with The Greater Scranton Chamber of Commerce and the Pocono Mountains Economic Development Corporation in March 2016. The workshop topic is: “Why Selling to the Private Sector is Very Different Than Selling to the Government”.

The government differs from the private sector in numerous ways. Tax dollars fund the government in supporting contracts while private sector contracts are usually privately funded by an individual or business. The risks are different as well, so one must be able to accurately and confidently market and execute strategic game plans. This workshop will explain the various differences between the two and how to efficiently navigate the private sector marketplace.

We have invited back Ms. Gloria Larkin, President of TargetGov, to run the workshop. Ms. Larkin is a nationally-recognized government contracting, marketing, and business development subject matter expert. She has been interviewed on MSNBC, and quoted in the Wall Street Journal, Forbes, USA Today, INC Magazine, Entrepreneur Start-ups Magazine, and Government Executive Magazine.

The workshop will benefit contractors currently doing business in the federal marketplace who need to diversify and sell to the private sector. It is ideal for business owners, marketing and sales teams, and business development executives.

Workshop topics include Fiscal or Calendar Year End Budgeting Timeline; Market Research, Business and Financial Plan; Decision Makers Identified; Being Prepared, Patient, and Persistent; Address Capacity; Mitigating Risk; Contracts with Different Roles and Concerns; Networking – Pre-Bid Meetings; and Capability Statements, Past Performance, and Differentiators.

March 21, 2016

Greater Scranton
Chamber of Commerce

222 Mulberry Street
Scranton, PA 18501
1:00 PM to 4:00 PM


March 22, 2016

East Stroudsburg University
Innovation Center

562 Independence Road
East Stroudsburg, PA 18301
8:00 AM to 11:00 AM


If you have any questions on the above workshops, please do not hesitate to contact Frank Migneco at 570-655-5581 or 866-758-1929.