Understand your nearby buyers.
Who nearby uses what you sell? Let’s find the department, understand its buying process and check what it expects from a supplier.
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BUILD ON WHAT YOU BRING
Government
Contracting 101.
Understand the systems. Know where you fit.
Build a plan you can put to work.
LIVE ONLINE75 MINUTESONE COMPLETE SESSION
CLARITY BEFORE THE CHASE
Let’s make the pieces
make sense.
Let’s start with one complete conversation about how government purchasing works. You should understand the routes and the responsibilities before putting your time and money into a pursuit.
We’ll work in order: know what you sell, check your readiness, understand registration, find buyers, read the opportunity, count the costs and plan how the work gets delivered and paid for.
What you’ll work on
- A draft business-readiness assessment
- A starter buyer map across relevant markets
- A worked cost-and-cash exercise
- Three prioritized next actions
ONE OFFER. DIFFERENT ROUTES.
Closer to home—or
a wider market?
I’ll walk you through the benefits and demands of each route. Then we’ll ask which one makes sense for your product, your service area and the business you are running today.
Match wider reach to real capacity.
Which state agencies might be a fit? Before reaching farther, let’s account for the people, transport and cash that distance requires.
Choose how you enter.
Will you sell to the agency or support a prime contractor? We’ll place SAM.gov, qualifications and response requirements into that decision.
THE PROPOSED 75-MINUTE SESSION
A clear route.
One step at a time.
5 MIN
Business Readiness & Operational Capacity
Begin with Win Your War: reflect on a current challenge and choose one action you can influence. Connect Character, Grit and Ingenuity to a clear offer, realistic capacity and responsible commitments.
10 MIN
Government Market Research & Business Development
See the need, find your fit and mark your position. Compare buyer priorities, demand geography and prime or subcontract routes, then explain a delivery approach your business can support.
10 MIN
SAM.gov Registration & Contractor Qualifications
Put proof behind the promise: examine real capacity, supplier coverage, insurance, licenses, experience and a concise capability statement.
Character: put evidence behind your claims. Grit: finish the missing steps.
5 MIN
Map your enrollment steps
Follow the registration steps for the market you choose. We’ll explain local portals, state systems and where SAM.gov fits in federal business.
Character: keep your information accurate. Grit: follow the process through.
10 MIN
Contract Opportunity Research & Solicitation Review
Follow the demand, choose play or pass and rescue with intent. Read the request, verify the fit and funding, then explain the problem your business can responsibly solve.
Grit: learn from rejection. Ingenuity: investigate a better route. Respect contact boundaries.
15 MIN
Government Bid Preparation & Contract Pricing
Count the cost, question Money or Mirage, fund the fulfillment and price the promise. Work through physical delivery requirements, markup and margin, owner time and the cash gap.
Character: quote work you can support. Ingenuity: improve the method without hiding costs.
5 MIN
Build your next-action plan
Choose the buyers worth understanding and three actions worth finishing after class.
Grit: give the next action a finish line. Ingenuity: verify the alternative when the first route stalls.
15 MIN
Contract Administration, Delivery & Payment · questions and next steps
Introduce the handoff from award to performance: coordinate the people, communicate through hardship, document the result and learn from feedback. Then clarify your remaining questions and choose your next step.
IS THIS YOUR NEXT STEP?
Bring a real offer.
Build from there.
If you have a product or service and a realistic way to deliver it, we have a place to start. You do not need to arrive knowing government contracting. That is what we’re here to learn.
Still shaping the business? Use the free roadmap to get clear about your offer. Already comfortable with the basics? Go to the workshop that addresses the question in front of you.
Read the free supplier roadmapYOUR INSTRUCTOR
Terry A. Lucas
I’m an avid entrepreneur, strategic management specialist and operating engineer by trade. Since opening my first brick-and-mortar business in 2003, my passion for the creative business process has only swelled.
My approach is practical: understand the system, understand your business and learn how the two fit together. I want you to leave knowing what to do next—and why.
More about my storyKEEP LEARNING, BY CHOICE
Choose a focused class.
Develop a specific skill.
First class: Wednesday, November 11, 2026, 5–6:15 p.m. Pacific (8–9:15 p.m. Eastern). Each $199 ticket covers one complete 75-minute class. Joining instructions will be supplied before purchase. Checkout is not yet open.
Before you enroll.
Will this class register my business for me?
I’ll explain the steps and help you understand what each part does. You remain responsible for your information and official submissions. Keep passwords, bank details and sensitive identifiers out of the group session.
Does this include a contract or certification?
This is independent education, and I want that clear before you invest. The class does not issue government certification or promise eligibility, a contract or revenue.
What should I bring?
Bring a short explanation of what you sell, where you can deliver, how much you can handle and what you want to understand. Have something ready for notes and exercises.
What happens after the class?
Put your plan to work. If you want more practice, choose a workshop. If you need individual help, we’ll discuss the question, scope and price. Continuing with me is your choice.
Are a recording and refund policy available?
The $199 live class includes 60 minutes of teaching, 15 minutes of shared Q&A, worksheets and instructor-reviewed notes. No video replay or subscription is included. Dates and delivery terms are confirmed before purchase.
INCLUDED WITH YOUR LIVE CLASS
Your class.
A practical reference to keep.
Your $199 live class includes an AI Class Playbook: a detailed written account of the actual teaching, cleaned up and organized for use after class. It includes the explanations, worked examples, practical steps and reviewed answers to useful questions—not just a short summary.
- Filler words, repeated starts and interruptions are edited for readability while preserving meaning.
- Key terms, examples, checklists and next actions are organized by topic.
- AI flags sensitive material, uncertain transcription and claims needing verification for instructor review before release.
- Instructor-reviewed class notes will be provided with the class. Their delivery deadline and access arrangements will be confirmed before purchase.
Included at no additional charge with the individual $199 class you purchase. It is an edited class reference, not a word-for-word transcript. Participant identities and private discussions are not automatically included.
Production and delivery are being prepared. No class has been recorded and no recording-based AI Class Playbook is available yet. Recording arrangements and delivery details will be disclosed before enrollment opens.