PROCUREMENT READINESS ACADEMY

Ramp up your knowledge, skills, and abilities to win government market opportunities!

READY, SET, GO!

Registration is now closed!

Enrollment will open on March 1.

Launch Date: January 12, 2026
Enrollment is now open!

Days

Hours

Minutes

Seconds

Questions? Email John Michel at jmichel@iastate.edu

What You'll Get

Training and Activities

Weekly video training and activities to get you 'procurement-ready' faster.

Weekly Live Q&A

Weekly virtual group meetings to help you move forward.

Office Hours

One-on-one meetings with a counselor for personalized support when you need it.

Program Overview

Module 1: An Introduction to Winning Business in the Government Marketplace

Learn how to navigate the government contracting landscape with clarity and confidence. Understand how procurement works, where small businesses fit in, and what it actually means to be procurement-ready.

Learning Outcomes:

Understand how the government procurement system works and where your business fits within it
Identify small business advantages, including set-aside programs and incentives, that may apply to your business
Determine how your business can participate and compete for government contracts
Assess your current level of procurement readiness and identify the steps needed to move forward
Recognize common barriers that may be limiting your business’s ability to pursue government opportunities
Learn about practical strategies to overcome those barriers using proven, real-world approaches
Identify tools, resources, and connections that support your business’s long-term success in government contracting

Module 2: Leveraging Market Research for Government Market Opportunities

Learn how to use market research to compete smarter—not harder—in the government marketplace. This course shows you how to find the right opportunities, understand who buys what, and position your business with data instead of guesswork.

Learning Outcomes:

Understand why market research is a core driver of success in government contracting and how it impacts your ability to pursue and win contracts
Use free government data sources to identify real opportunities relevant to your business
Select and apply the correct NAICS and Product Service Codes to strengthen your registrations and marketing materials
Apply qualitative and quantitative research methods to make informed, data-driven business decisions
Analyze historical government spending data to identify target agencies, likely buyers, potential partners or competitors, and small business set-aside opportunities
Build a practical market research foundation that prepares your business for advanced opportunity identification, competitive analysis, and long-term growth in government contracting

Module 3: Prospecting for Government Market Opportunities

Learn how to find government opportunities beyond a basic SAM.gov search and build a pipeline you can actually work. Discover how to uncover visible and hidden opportunities, forecast future buys, and create a repeatable prospecting system tailored to your business.

Learning Outcomes:

Identify and qualify government opportunities that align with your business’s capabilities and goals
Locate federal, state, and local solicitations using the right tools and sources
Forecast upcoming government purchases before they are publicly posted
Uncover hidden opportunities through direct outreach, relationship-building, and strategic engagement
Build and manage a targeted leads list using LinkedIn and other prospecting tools
Implement daily, weekly, and monthly prospecting routines that support a consistent, sustainable pipeline

Module 4: Elevate Your Success With Adaptive Sales Processes & Advanced Market Research

Government marketing isn’t B2B marketing with extra paperwork—it’s a different game entirely. Success in government contracting requires strict regulatory compliance, sustained relationship-building, and a strategic focus on procurement cycles rather than short-term sales tactics.

Learning Outcomes:

Identify and use advanced market research resources to uncover higher-value opportunities relevant to your business
Apply adaptive marketing and sales strategies aligned with government buying behavior and procurement cycles
Analyze the “big picture” within your NAICS to understand market demand, buyer behavior, and competitive positioning
Identify and evaluate successful competitors and potential teaming partners to strengthen your pursuit strategy
Locate and assess high-value contracting vehicles that align with your business’s offerings and growth goals
Analyze historical government acquisitions to identify patterns and position your business to compete for similar future opportunities

Module 5: Developing a Compelling Capability Statement

In the federal marketplace, your capability statement isn’t just a document – it’s often a government buyer’s first impression of your business. Whether you’re engaging with agencies or prime contractors, having a compelling capability statement is non-negotiable. In this dynamic course, you’ll discover how to create a capability statement that meets and exceeds expectations.

Learning Outcomes:

Understand how to format your capability statement
Know what must-have sections to include and how to articulate your value through your text
Understand when to use your capability statement strategically
Discover best practices for repurposing your capability statement to tailor future versions to your customer

Module 6: Breaking Down Government Solicitations

Part 1: Introduction to Solicitation Terminology and Breaking Down Opportunities

Stop guessing your way through government solicitations. Learn how to decode the language, break down requirements, and make confident go/no-go decisions that align your team and increase your chances of winning.

Learning Outcomes:

Understand common solicitation terminology, including special notice, solicitation, award, presolicitation, sources sought, justification and approval, sole source, and other relevant terms
Identify and differentiate between various solicitation formats, recognizing key areas that demand careful attention for effective interpretation
Know how to capture critical keywords essential for crafting responsive and compliant offers
Understand the concept of being a "responsible contractor," including federal, state, and local criteria, to ensure compliance with regulatory standards
Independently conduct a contractor responsibility self-check, demonstrating the ability to assess your team and subcontractors against federal, state, and local responsible contractor criteria

Part 2: Navigating Government Regulations in Solicitations and Contracts

Navigate procurement regulations without the overwhelm. Learn how to break down the Federal Acquisition Regulation (FAR) and related rules so you can identify what applies to your business, understand key requirements, and efficiently find the guidance you need to stay compliant and move forward with confidence.

Learning Outcomes:

Know how to navigate the FAR to find the information you need
Know how to access and navigate other federal contracting regulations, such as the Defense Federal Acquisition Regulation Supplement (DFARS), Veterans Affairs Acquisition Regulation (VAAR), and Small Business Administration (SBA) regulations
Apply knowledge to identify federal contracting regulations pertinent to your business, discerning those that are applicable and those that can be disregarded
Recognize state and local contracting rules relevant to your business and locate resources to help you understand these rules better

Module 7: Submitting Compliant and Competitive Offers to Government Agencies

Prevent frustration for both your team and government buyers by avoiding minor oversights and missed deadlines that can disqualify an otherwise strong offer. Learn how to develop compliant offers by understanding the core types of government submissions—quotes, bids, and proposals—and the key considerations that drive effective bid/no-bid decisions.

Learning Outcomes:

Implement essential business controls required to qualify for and perform government contracts, including maintaining active registrations, meeting compliance and reporting requirements, managing records, ensuring financial readiness, and addressing ethics, cybersecurity, and security clearance considerations
Calculate the true cost of compliance for your business and any subcontractors, and factor those costs into your pricing and planning to support long-term sustainability
Understand cybersecurity requirements that may apply to your business, including the Cybersecurity Maturity Model Certification (CMMC) for Department of Defense contractors
Identify and effectively use key professional resources—such as attorneys, accountants, and subject matter experts—to strengthen proposal quality and maintain compliance
Establish processes that support timely payment to your business and subcontractors, helping maintain cash flow throughout contract performance
Evaluate financing considerations for proposals and contract performance, and assess available options to support execution while managing financial risk

Module 8: An Introduction to Government Small Business Certifications

Learn how to navigate small business certifications in the government marketplace and determine which programs make sense for your business. Explore federal certifications—including Small Business Self-Certification, SDB & 8(a), SDVOSB, VOSB, HUBZone, WOSB, and EDWOSB—along with an overview of state and local programs, and identify trusted resources to support your certification strategy at every level of government.

Learning Outcomes:

Understand the benefits of certification programs for small businesses
Determine your eligibility for federal small business certifications
Know how to apply for various federal certifications
Explore different types of state and local certification programs
Understand the differences between state, local, and federal small business certification programs
Discover additional training and resources for navigating federal, state, and local certification programs

Module 9: Appropriate Vendor Registrations

Learn how to properly register and manage your SAM.gov and SBA Small Business Search (SBS) profiles to support your pursuit of federal opportunities. Understand additional vendor registrations commonly required for state and local government contracting and how they fit into your overall strategy.

Learning Outcomes:

Know the required components of your SAM.gov profile
Understand the purpose of SAM validation, including required documents and account setup
Know the information needed for SAM registration and what to expect after submission
Understand the critical aspects of maintaining your SBA Small Business Search (SBS) profile and how to manage it effectively
Learn about other vendor registrations commonly required for state and local procurement in your area

Module 10: An Introduction to Teaming

Learn how small businesses strategically use teaming and joint ventures to compete for larger federal contracts. Understand how to identify potential partners, leverage complementary capabilities, and address common limitations such as past performance, capacity, and geographic reach.

Learning Outcomes:

Understand how teaming arrangements work in the federal marketplace and when they make sense for your business
Identify the types of opportunities where teaming can strengthen your competitiveness and reduce risk
Evaluate potential teaming partners based on capabilities, past performance, and strategic fit
Understand common teaming structures and agreements, including key roles and responsibilities
Apply practical considerations to decide when to pursue opportunities independently versus through a teaming approach

GRADUATION!