Government Contracts
   Practical Jumpstart
             Seven Steps To Success




Judy Bradt, Principal & CEO
Government
Contracting:

   Why?
Government Contractors
           Make A Difference
Lawrie Hollingsworth
                       Neeld Wilson




         ...
Discussion
   How do you find
    government
    business you
    actually WIN?

   Ever win
    something cold
    off ...
How Long Does it Take
           to Win Business?
New business horizons

   Immediate is unusual

   6 - 18 months at th...
Successful Flights Start With Checklists!
Seven Steps To Success
 Government Contracts Made Easier
Seven Steps to Success
   Strategy        And THEN:
   Focus            GSA Schedules
   Process          Proposal Wr...
Marissa Levin, CEO




How Government Business Fits Your Company

1. STRATEGY


                                          ...
Why Don’t More Companies
Win Government Contracts?
Strategy Considerations
 Business Plan / SWOT
 Capabilities & Past Performance
 Business Mix: Today & Forecast
 Financ...
Neeld Wilson, President




Forecasting & Targeting

2. FOCUS


                                                    12
Where’s The Next Ripple Out?
You Understand Me!
Prospecting?
Follow the Money.
Funding Affects Contract Timing

Federal Fiscal Year: Begins October 1
   Q1 (October-December): Funding may not be compl...
Targeting Is Essential…If You
         Don’t Want To Go Broke.
Who and Where are your Customers?
  – Why do people buy the...
USA.GOV




          18
Federal Buyers:
              Funding & Programs
   Agency Forecasts:
    www.acquisition.gov/comp/procurement_forecasts/...
U.S. Government Buyers
Who They Are, What They Do & Buy

 Federal: www.usa.gov
 Agency Briefings: www.fbo.gov


 State ...
Focus Your Offering
   Define Your Core Capabilities

   Describe what you provide

   Tell why it’s relevant to the go...
FedBizOpps      www.fbo.gov
BEFORE YOU
EVER BID:

RFI’s
Sources Sought
Draft RFP’s…
and…


AGENCY
FORECASTS
www.acquisition.gov
Procurement Forecasts
How to Research Opportunities
 Your own contacts
 Company web sites
 Trade press & supplier news
 Industry association...
Kathy Kastner, CEO




How Government Buys What You’ve Got

3. PROCESS


                                                 ...
Three Big Half-Truths
   “It’s all on FedBizOpps.”

   “You have to get a GSA Schedule.”

   “First, you need to get ce...
FedBizOpps        www.fbo.gov

Most Alluring &
Dangerous for
Novices:

RFP’s


Easy To Miss:

User Guides


Winners’ Best
...
Participate Selectively
Who Are Incumbents?
    How will you compete? What makes you
     different?

Maximize Profits: Pr...
Registration Basics
Official Business Identities
–   Tax ID Number / EIN
–   N. American Industrial Classification System ...
Central Contractor Registration
            www.ccr.gov

Register
Get
Sourced,
Search
for
Partners
Rules of The Game
Federal Acquisition Regulations (FAR)
    www.arnet.gov/far/
   Competition requirements: Part 6
   Ac...
Weekly Blog Series   www.sell2usgov.com Get RSS Feed
Small Business Set-Asides
                      Certifications & Teaming
   Small or Woman-Owned Business: Self-Certifyin...
Win TRUE Preference.
 Capacity
 Connections
 Commitment
 Know-how
 Know-who


 Buyers: Meet the need.
 Primes: Show...
Buyer Options Include:
   Micro-Purchase (<$3,000)
   GSA SmartPay Card
   Simplified Acquisition (<$100,000)
   Broad...
The General Services
  Administration
      (GSA)
 Schedule Contract



“How do I get a GSA Schedule?”
What a GSA Schedule is

 A negotiated federal contract
 Used for commercial Goods & services
 Indefinite Delivery, Inde...
Commercially-Available Items Like:
   00corp: consolidated MOBIS, Engineering, Imaging, IT70
   Schedule 36:     Office ...
Indefinite Delivery, Indefinite Quantity.
 GSA Schedule 70, FY08: US $15.7 B
 5,614 firms (+13% over 2004)

    Dell: 5.6...
How You Get A GSA Schedule:
Proposal, Negotiation, Contract
   GSA Solicitation (RFP)
   Prepare Proposal
   Submit Off...
GSA Schedules Are
A Good Investment When:
   Your buyers prefer GSA Schedules.
   Government buyers are high priority fo...
GSA Schedules
    Waste Resources If:
 Yours isn’t a commercially-sold item.
 Buyers will use other vehicles.
 Individu...
Federal Government-Wide
   Federal Business Opportunities – www.fbo.gov

    – Centralized Source for Contracts over $25,...
Mike Osredker
                            VP, Global
                            Business




Who’s Winning, And How You W...
Free Research Sources

THE BIG FOUR
FPDS, GSAAdvantage, SSQ, CCR

Free One-Hour Webinar: www.summitinsight.com/video.asp
Public Funds Mean Public Data
   Research Opportunities Before Competition Opens
    –   Seek Contacts & ask questions BE...
Federal Procurement Data System   fpds.gov
GSA Advantage   www.gsaadvantage.gov
GSA Schedule Sales Query   ssq.gsa.gov
Government Marketing Resources
Specialty Consultants:
-   Government Business Development Plans
-   GSA Schedule & Proposa...
Other Research Sources
Specialized Consultancies:
   Custom Research, Search Tools, Services
    & Conferences
 Federal S...
Dr Kathleen M. Nichols, Founder & CEO




How Partners Speed Your Win

5. TEAMING


                                      ...
Central Contractor Registration
            www.ccr.gov

Register
Get
Sourced,
Search
for
Partners
Network Building
Pre-Bid Conferences

Associations, Conferences, Exhibitions
   Speaking Opportunities
   Leadership Rol...
Deborah Stallings, President & CEO




The Five People You Need To Meet…& Beyond

6. RELATIONSHIPS


                     ...
Finding Government
Government Web Sites typically not detailed
 Internal Agency Directories
 Specialized Consultants
 C...
The Five People You Need To Meet

   The Small Business Specialist
   The Contracting Officer
   The Program Manager
 ...
The OSDBU
    Small Business Specialist*
Cares About:
 Guiding small companies
 Whether you’ve done your
   homework

Ca...
The Contracting Officer (CO)
Cares About:
 Legal, Fair & Proper Process
 Supplier Base Knowledge
 Right Vendors for Buy...
The Program Manager (PM)
Cares About:
 How best to deliver Agency Mission
 Defining requirements
 Your research into th...
The Influencer
(Colleague, Reporter, Analyst)
Cares About:
 Leading edge suppliers/experts
 Hot stories – good and bad
...
The End User
Cares About:
 Getting the job done.
 Having the best Stuff to do it.
 Your Unique Value Proposition.


Can...
Primes Can Be End Users!
Cares About:
 Your advance research!
 Business & relationships you bring
 UVP & track record

...
Linda Lazarowich,
                                         President




Most Effective Ways To Reach Prospects

7. MARKET...
Whose problem do you solve?
Know Your Customer

“Why does the business seem wired?”
“How can I get in to see the General?”

 Become part of your custo...
Capability Statement
 Core Competencies
 Past Performance
    – Prime, Sub, or Commercial
    – Relevant Projects, Value...
The Ultimate
           Relationship Market
Top-Down & Bottom-Up Business
 Development

• Grassroots
  • Make technicians/...
Finding & Meeting Contacts
Identification
 Media Research
 Business Networks
 Directories & Online
Personal Introductio...
Network Building
Join Key Groups & Get Active! Some Ideas:

   American Small Business Coalition   www.theasbc.org

   A...
A Word About The Stimulus
Key Themes
 Construction
                   If Stimulus Doesn’t Seem To Offer
 Transportation ...
The U.S. Government
                    Stimulus Spending
Tax Cuts                            $212 Billion
Other Spending ...
What’s In It For You?

www.recovery.gov

 Weekly federal agency reports
 Links to each state’s projects
 Special Announ...
Who’s Going To Win?
Companies That:
 Know the Game: Rules & Contract Vehicles
 Have Track Record
 Track The Right Proje...
FedBizOpps        www.fbo.gov

Most Alluring &
Dangerous for
Novices:

RFP’s


Easy To Miss:

User Guides


Winners’ Best
...
The U.S. Government
          Everyday Spending
         Federal: over $500 Billion
         State & Local: $3 Trillion

A...
Success Secrets & Action Steps You Can Take Today

WHAT’S NEXT?


                                                    79
Seven Steps To Success
 Strategy: Fit, Goals, Resources
 Focus: Agencies, FBO
 Process: Regs, Skills & Certifications
...
Focus
Buyers:
 Nearby
 Similar to Your Best Clients
Research
 Missions, Budgets, Contacts, Vendors
 Personal Referrals...
Learn More!
   Procurement Technical Assistance Program (PTAP)
    –   Developed by Defense Logistics Agency (DLA) to hel...
www.novaptac.org




              More! Like…

              GSA Schedules
              Proposal Writing
              C...
Get The Basics!
       Technical Webinars on…
 Registrations         www.giveme5.com
 Regulations
 * Certifications *
...
Other Resources
– Small Business Administration: www.SBA.gov
    Additional resources, training
    8(a), Mentor Protégé...
Judy Bradt
Take Your First Step
Or Broaden Your Footprint

Expertise To Win Government Business
With More Success & Less S...
Jumpstart Federal Contracting Gmu   Judy Brandt
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Jumpstart Federal Contracting Gmu Judy Brandt

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Excellent step by step process for understanding and capturing federal contracts

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  • Open door -- next door. Buys lots. Pays its bills. Builds your reputation. Makes global connections. companies where you live, in your industry, are already doing it! Probably buys what you have…are you ready to sell?
  • Who thinks it would be harder to learn to fly an airplane by yourself for the first time than to win a government contract? Let’s find out. What do climbing, flying, and govt contracting have in common? Appear risky! You learn one step at a time. Can be exhilarating &amp; rewarding if you get good guidance.
  • Why do YOU want to sell to USG? – What brings you here? Open door, next door. Make money. Federal: US$396 Billion State &amp; Local US$515 Billion Access public information &amp; process. Build reputation. CHANGE THE WORLD – through shared talent &amp; vision. Most Solutions Antenne participants are strongly positioned with: Export Experience &amp; Market Access Financial Resources for 2-3 year effort Proven Solutions Established Clients (Canada, Global) Potential &amp;/or Contacts with US Government Buyers Relationships with US Partners &amp; Channels You’ve got to have passion. It’s not just any market. Long business cycles Small to mediocre margins, high BD costs + Make a profound difference + Develop high-leverage, long-term growth clientele
  • Dateline: Washington D.C. 1972. FOLLOW THE MONEY&gt; That works here, too. All these sources will help do that…but you also realize quickly that it’s not a game for amateurs, particularly if the answer to your question is buried in 800 pages of the Defense Authorization.
  • Research Sources Your own contacts Company web sites Trade press &amp; supplier news Industry associations Major conferences Data Services Shoe leather &amp; hired help Time &amp; Money. You choose.
  • Research Sources Your own contacts Company web sites Trade press &amp; supplier news Industry associations Major conferences Data Services Shoe leather &amp; hired help Time &amp; Money. You choose.
  • Research Sources Your own contacts Company web sites Trade press &amp; supplier news Industry associations Major conferences Data Services Shoe leather &amp; hired help Time &amp; Money. You choose.
  • Guarantees nothing. PRIMES say they use this. Your source of market intelligence and potential partners
  • Micro-Purchase (&lt;$2,500) GSA SmartPay Card Simplified Acquisition (&lt;$100,000) Broad Agency Announcement Invitation for Bid (low price wins) Negotiated Contracting (best value / score wins) Unsolicited Proposals Request for Proposal (RFP): large/complex projects, Government-Wide Acquisition (GWAC), GSA Schedules
  • GSA Schedules used by Technology firms include:
  • . For IDIQ – expect to market! . hunting license – not an endorsement or seal of approval! . semi-automatic door-opener . powerful 4th Quarter Deal-closer No guarantee of business
  • Yours isn’t a commercially-sold item. Buyers will use other vehicles. Individual orders &lt; $2,500 Forecast sales &lt; $25,000. You expect effortless sales. You have little marketing time / cash. - Can’t meet GSA’s admin requirements. - Won’t adapt marketing materials. - Low priority marketing/sales effort. Even if you use someone else’s Schedule, you must do the marketing !
  • Guarantees nothing. PRIMES say they use this. Your source of market intelligence and potential partners
  • Tax Cuts $212 Billion Other Spending $575 Billion TOTAL $787 Billion Of the $575 billion: Payments to Individuals: 267 Billion Federal, State &amp; Local Projects 254 Billion   State Stabilization Fund 54 billion Of the $254 Billion: Contract Opportunities Federal Construction 33 Billion Federal Other Projects 39 Billion Transportation Grants to S&amp;L 47 Billion Construction Grants to S&amp;L 43 Billion Subtotal 162 billion Loans &amp; Loan Guarantees 92 billion For new, or accelerating under-funded, state and local projects like renewable energy, electric transmission lines, transmission services, rural water and waste disposal facilities, and financing for small business
  • Free, good &amp; enough
  • Free, good &amp; enough
  • Jumpstart Federal Contracting Gmu Judy Brandt

    1. 1. Government Contracts Practical Jumpstart Seven Steps To Success Judy Bradt, Principal & CEO
    2. 2. Government Contracting: Why?
    3. 3. Government Contractors Make A Difference Lawrie Hollingsworth Neeld Wilson Linda Lazarowich
    4. 4. Discussion  How do you find government business you actually WIN?  Ever win something cold off FedBizOpps?
    5. 5. How Long Does it Take to Win Business? New business horizons  Immediate is unusual  6 - 18 months at the very least  Low-value contract or small job to fix problem may get you started.
    6. 6. Successful Flights Start With Checklists!
    7. 7. Seven Steps To Success Government Contracts Made Easier
    8. 8. Seven Steps to Success  Strategy And THEN:  Focus  GSA Schedules  Process  Proposal Writing  Competition  Costing / Pricing  Teaming  Contract Negotiation  Relationships  Teaming  Marketing  Contract Admin  PERFORMANCE! 8
    9. 9. Marissa Levin, CEO How Government Business Fits Your Company 1. STRATEGY 9
    10. 10. Why Don’t More Companies Win Government Contracts?
    11. 11. Strategy Considerations  Business Plan / SWOT  Capabilities & Past Performance  Business Mix: Today & Forecast  Financing  Constraints – Marketing – Financing – Performance – Knowledge
    12. 12. Neeld Wilson, President Forecasting & Targeting 2. FOCUS 12
    13. 13. Where’s The Next Ripple Out?
    14. 14. You Understand Me!
    15. 15. Prospecting? Follow the Money.
    16. 16. Funding Affects Contract Timing Federal Fiscal Year: Begins October 1  Q1 (October-December): Funding may not be complete  Q2 (January-March): Funding flows begin  Q3 (April-June): Purchasing accelerates  Q4 (July-September): Big Use-or-Lose Buying Surge State Fiscal Years Begin July 1 Except: NY (Apr 1) TX (Sep 1) MI, AL (Oct 1) 16
    17. 17. Targeting Is Essential…If You Don’t Want To Go Broke. Who and Where are your Customers? – Why do people buy the product / service? – Why do they buy it from you? – Why should they buy it now?  Which Government Buyers Need You? – Consider state and local as well as federal – Which departments and programs offer best prospects? – How do your services/products align with their needs/objectives? – Who are the buyers and influencers? 17
    18. 18. USA.GOV 18
    19. 19. Federal Buyers: Funding & Programs  Agency Forecasts: www.acquisition.gov/comp/procurement_forecasts/index.html  Current/Future Military Programs www.defenselink.mil/comptroller/defbudget  Agency Budget Overviews www.whitehouse.gov/omb/budget/fy2009/defense.html  U.S. Congress: Bills, Hearings, Laws http://thomas.loc.gov (Library of Congress)
    20. 20. U.S. Government Buyers Who They Are, What They Do & Buy  Federal: www.usa.gov  Agency Briefings: www.fbo.gov  State / Local: www.naspo.org/directors  Grants: www.grants.gov
    21. 21. Focus Your Offering  Define Your Core Capabilities  Describe what you provide  Tell why it’s relevant to the government buyer  Highlight your track record  Related commercial clients  Subcontracting experience  Use your network, find opportunities to perform 21
    22. 22. FedBizOpps www.fbo.gov BEFORE YOU EVER BID: RFI’s Sources Sought Draft RFP’s… and… AGENCY FORECASTS
    23. 23. www.acquisition.gov
    24. 24. Procurement Forecasts
    25. 25. How to Research Opportunities  Your own contacts  Company web sites  Trade press & supplier news  Industry associations  Major conferences  Data Services  Shoe leather & hired help
    26. 26. Kathy Kastner, CEO How Government Buys What You’ve Got 3. PROCESS 26
    27. 27. Three Big Half-Truths  “It’s all on FedBizOpps.”  “You have to get a GSA Schedule.”  “First, you need to get certified.”
    28. 28. FedBizOpps www.fbo.gov Most Alluring & Dangerous for Novices: RFP’s Easy To Miss: User Guides Winners’ Best Kept Secrets: RFI’s Sources Sought Draft RFP’s
    29. 29. Participate Selectively Who Are Incumbents? How will you compete? What makes you different? Maximize Profits: Propose Selectively! - Research Project Details: Ensure Fit - READ THE RFP - Prepare With Care (& Checklists!) - Contracting Officers Remember You - Win Or Lose, Get A Debriefing! - Compete Today, Team Tomorrow 29
    30. 30. Registration Basics Official Business Identities – Tax ID Number / EIN – N. American Industrial Classification System (NAICS) Code  Based on what you sell. www.naics.com – Size Standards – Small or Not?  www.naics.com/sba_sizestandards.htm – Dunn and Bradstreet (D-U-N-S) #  Free registration: www.DnB.com – Central Contractor Registration (CCR)  Free Registration: www.ccr.gov  Required for direct Federal sales & payments  Often required for subcontracting / teaming – Online Reps & Certs (ORCA) https://orca.bpn.gov 30
    31. 31. Central Contractor Registration www.ccr.gov Register Get Sourced, Search for Partners
    32. 32. Rules of The Game Federal Acquisition Regulations (FAR) www.arnet.gov/far/  Competition requirements: Part 6  Acquisition of Commercial Items: Part 12  Contracting by Negotiation: Part 15  Small Business: Part 19  Defense Federal Acquisition Regulations (DFAR) http://farsite.hill.af.mil/  Weekly FARS Series: www.sell2usgov.com 32
    33. 33. Weekly Blog Series www.sell2usgov.com Get RSS Feed
    34. 34. Small Business Set-Asides Certifications & Teaming  Small or Woman-Owned Business: Self-Certifying  HUBZone (historically underutilized business zone, distressed areas) – Goal: To promote economic development/employment – Qualifications:  Small business by SBA standards (NAICS code)  Located in a HUBZone (see www.sba.gov/hubzone/)  Wholly owned and controlled by U.S. Citizen/s  35% or more of employees must reside in HUBZone  8(a) / SDB (Small Disadvantaged Business) – Goal: to assist socioeconomic disadvantaged persons – Qualifications http://www.sba.gov/services/contractingopportunities/certifications/index.html  Service-Disabled / Veteran-Owned Small Business: www.vetbiz.gov 34
    35. 35. Win TRUE Preference.  Capacity  Connections  Commitment  Know-how  Know-who  Buyers: Meet the need.  Primes: Show them the money.
    36. 36. Buyer Options Include:  Micro-Purchase (<$3,000)  GSA SmartPay Card  Simplified Acquisition (<$100,000)  Broad Agency Announcement  Invitation for Bid (low price wins)  Negotiated Contracting (best value / score wins) – Unsolicited Proposals – Request for Proposal (RFP): large/complex projects, Government-Wide Acquisition (GWAC), GSA Schedules
    37. 37. The General Services Administration (GSA) Schedule Contract “How do I get a GSA Schedule?”
    38. 38. What a GSA Schedule is  A negotiated federal contract  Used for commercial Goods & services  Indefinite Delivery, Indefinite Quantity  Can run up to 20 years  Central terms, conditions, pricing  State and Local Government Options – Information technology – Disaster response & security
    39. 39. Commercially-Available Items Like:  00corp: consolidated MOBIS, Engineering, Imaging, IT70  Schedule 36: Office Imaging & document solutions  Schedule 520: Financial and Business Solutions  Schedule 541: Advertising, marketing, web design  Schedule 58: Telecommunications  Schedule 558I: Professional AV telecom services  Schedule 69: Training aids and devices  Schedule 70: IT products & services  Schedule 871: Professional Engineering Services  Schedule 874: Management, Organizational and Business Improvement Services (MOBIS)
    40. 40. Indefinite Delivery, Indefinite Quantity. GSA Schedule 70, FY08: US $15.7 B 5,614 firms (+13% over 2004)  Dell: 5.6% of total dollars  Top 50 firms: 50%  5,564 firms shared US$7.8 B Happy Hunting.  2,582 firms (46%): < $25K sales  2,189 firms (39%): $0
    41. 41. How You Get A GSA Schedule: Proposal, Negotiation, Contract  GSA Solicitation (RFP)  Prepare Proposal  Submit Offer  Negotiate  Contract  Administer  Modify / Update And market, market market!
    42. 42. GSA Schedules Are A Good Investment When:  Your buyers prefer GSA Schedules.  Government buyers are high priority for you.  You have over 2 years’ commercial sales.  Buyers surge in 4th quarter (July-Sept).  Primes require it.  Primes take too much margin from you as subcontractor.
    43. 43. GSA Schedules Waste Resources If:  Yours isn’t a commercially-sold item.  Buyers will use other vehicles.  Individual orders < $2,500  Forecast sales < $25,000.  You expect effortless sales.  You have little marketing time / cash.
    44. 44. Federal Government-Wide  Federal Business Opportunities – www.fbo.gov – Centralized Source for Contracts over $25,000 – Automatic notifications of contracting activity (RFIs, RFQs, RFPs) – Pre-Competition Notices (Draft RFP’s,Sources Sought) – “Industry Days” or Agency Open House Events – Changes to current procurements actions – Links to other related sites – Contract Award Notices NOT A PRIMARY BUSINESS DEVELOPMENT TOOL. 44
    45. 45. Mike Osredker VP, Global Business Who’s Winning, And How You Will Stand Out 4. COMPETITION 45
    46. 46. Free Research Sources THE BIG FOUR FPDS, GSAAdvantage, SSQ, CCR Free One-Hour Webinar: www.summitinsight.com/video.asp
    47. 47. Public Funds Mean Public Data  Research Opportunities Before Competition Opens – Seek Contacts & ask questions BEFORE RFP is published – Remember the “rules of engagement” – Post RFP…doors are shut or dialogue is limited  Each Agency Produces a Procurement Plan – Review budgeted programs – Look for trends and potential teaming prospects – Remember, everyone else has access to this information  Review Past Award Data – Use Free Public Web Sites – Can request data via Freedom of Information Act (FOIA) 48
    48. 48. Federal Procurement Data System fpds.gov
    49. 49. GSA Advantage www.gsaadvantage.gov
    50. 50. GSA Schedule Sales Query ssq.gsa.gov
    51. 51. Government Marketing Resources Specialty Consultants: - Government Business Development Plans - GSA Schedule & Proposals Preparation - Marketing Strategies & Sales Plans - Books, CD’s, Self-Study, Classroom Courses - Individual Executive Strategy Sessions Some Examples: GSA Schedule Specialists  Design to Delivery www.d2dinc.com  Global Services www.globalservicesinc.com Strategy Specialist  Summit Insight www.summitinsight.com 52
    52. 52. Other Research Sources Specialized Consultancies: Custom Research, Search Tools, Services & Conferences  Federal Sources  FedMine  Onvia  E-Pipeline  INPUT  Fedxccel
    53. 53. Dr Kathleen M. Nichols, Founder & CEO How Partners Speed Your Win 5. TEAMING 54
    54. 54. Central Contractor Registration www.ccr.gov Register Get Sourced, Search for Partners
    55. 55. Network Building Pre-Bid Conferences Associations, Conferences, Exhibitions  Speaking Opportunities  Leadership Roles  Sponsorships
    56. 56. Deborah Stallings, President & CEO The Five People You Need To Meet…& Beyond 6. RELATIONSHIPS 57
    57. 57. Finding Government Government Web Sites typically not detailed  Internal Agency Directories  Specialized Consultants  Commercial Publishers One-off, quarterly directory, total online – Leadership Directories www.leadershipdirectories.com – Carroll Publishing www.carrollpub.com
    58. 58. The Five People You Need To Meet  The Small Business Specialist  The Contracting Officer  The Program Manager  The Influencer  The End User
    59. 59. The OSDBU Small Business Specialist* Cares About:  Guiding small companies  Whether you’ve done your homework Can Help You With:  Detail on Agency plans and process  Introductions within Agency
    60. 60. The Contracting Officer (CO) Cares About:  Legal, Fair & Proper Process  Supplier Base Knowledge  Right Vendors for Buyer’s Needs  Your Readiness To Do Business Can Help You With:  Acquisition Plans  Program Manager Introductions
    61. 61. The Program Manager (PM) Cares About:  How best to deliver Agency Mission  Defining requirements  Your research into their needs  Unique value & past performance Can Help You With:  Funding for pilot programs  Referral to End User
    62. 62. The Influencer (Colleague, Reporter, Analyst) Cares About:  Leading edge suppliers/experts  Hot stories – good and bad  Supporting friends Can Help You With:  Referral to PM or End User  Publicity for expertise/offering
    63. 63. The End User Cares About:  Getting the job done.  Having the best Stuff to do it.  Your Unique Value Proposition. Can Help You With:  Incumbent insight  Receptivity to better ideas
    64. 64. Primes Can Be End Users! Cares About:  Your advance research!  Business & relationships you bring  UVP & track record Can Help You With:  Access to contract vehicles
    65. 65. Linda Lazarowich, President Most Effective Ways To Reach Prospects 7. MARKETING 66
    66. 66. Whose problem do you solve?
    67. 67. Know Your Customer “Why does the business seem wired?” “How can I get in to see the General?” Become part of your customer community  Their goals and objectives  How you help them achieve that  How you solve a problem, eliminate pain  Expertise you have that they value  What influences a government buyer’s decision? 68
    68. 68. Capability Statement  Core Competencies  Past Performance – Prime, Sub, or Commercial – Relevant Projects, Value, POC  Differentiators  Company Data (Employees, Locations, DUNS, Certifications, NAICS…)  Contact Information 69
    69. 69. The Ultimate Relationship Market Top-Down & Bottom-Up Business Development • Grassroots • Make technicians/end users comfortable with your company, ideas, products • Management  Focus on contribution to the overall mission  Bring them something they didn’t know 70
    70. 70. Finding & Meeting Contacts Identification  Media Research  Business Networks  Directories & Online Personal Introductions  Past & Current Clients!  Industry Association Colleagues  Board of Advisers
    71. 71. Network Building Join Key Groups & Get Active! Some Ideas:  American Small Business Coalition www.theasbc.org  Armed Forces Communications & Electronics Association www.afcea.org  Society of American Military Engineers www.same.org  National Guard www.ngaus.org 72
    72. 72. A Word About The Stimulus Key Themes  Construction If Stimulus Doesn’t Seem To Offer  Transportation You Much…  Infrastructure Look At Everyday Spending! Federal: $500 B +  Energy State & Local: $ 3 Trillion  Environment  Science  ICT, Health IT 73
    73. 73. The U.S. Government Stimulus Spending Tax Cuts $212 Billion Other Spending $575 Billion TOTAL $787 Billion Of the $575 billion: Payments to Individuals: 267 Billion Federal, State & Local Projects 254 Billion   State Stabilization Fund 54 billion Of the $254 Billion: $72 Billion Contract Opportunities Federal Federal Construction 33 Billion Federal Other Projects 39 Billion Transportation Grants to S&L 47 Billion Construction Grants to S&L 43 Billion Subtotal 162 billion Loans & Loan Guarantees 92 billion Funding projects for energy, water, environment and financing for small business 74
    74. 74. What’s In It For You? www.recovery.gov  Weekly federal agency reports  Links to each state’s projects  Special Announcements 75
    75. 75. Who’s Going To Win? Companies That:  Know the Game: Rules & Contract Vehicles  Have Track Record  Track The Right Projects  Connect With Buyers & Partners  Have Financing 76
    76. 76. FedBizOpps www.fbo.gov Most Alluring & Dangerous for Novices: RFP’s Easy To Miss: User Guides Winners’ Best Kept Secrets: RFI’s Sources Sought Draft RFP’s… and…
    77. 77. The U.S. Government Everyday Spending Federal: over $500 Billion State & Local: $3 Trillion Approximately 25% of all domestic spending Buys everything!  Aerospace, defence, security, ICT  Construction, R&D, energy  “Green” products/services  Food, clothing, health IT, medical supplies  Vehicles, parts & service  Professional & labour services 78
    78. 78. Success Secrets & Action Steps You Can Take Today WHAT’S NEXT? 79
    79. 79. Seven Steps To Success  Strategy: Fit, Goals, Resources  Focus: Agencies, FBO  Process: Regs, Skills & Certifications  Competition: FPDS, GSA, CCR  Teaming  Relationships: OSDBUs, Referrals, Networks  Marketing: Activities & Budget
    80. 80. Focus Buyers:  Nearby  Similar to Your Best Clients Research  Missions, Budgets, Contacts, Vendors  Personal Referrals To Key Contacts  Appointments With OSDBU – Selected Federal Departments – Fort Belvoir – General Services Administration – Regional / Local Government Follow up!
    81. 81. Learn More!  Procurement Technical Assistance Program (PTAP) – Developed by Defense Logistics Agency (DLA) to help small business – Via business schools and historically black colleges & universities – Links government, prime contractors and small businesses – www.vaptap.org  Procurement Technical Assistance Center (PTAC) – Northern Virginia PTAC: www.novaptac.org  Serves firms seeking opportunities with Federal, State and Local government  Training seminars  One-on-one counseling, general business development 82
    82. 82. www.novaptac.org More! Like… GSA Schedules Proposal Writing Costing / Pricing Contract Negotiation Teaming Contract Admin
    83. 83. Get The Basics! Technical Webinars on…  Registrations www.giveme5.com  Regulations  * Certifications *  GSA Schedules  Market Research  Capability Statements  Teaming Free & Member-Only
    84. 84. Other Resources – Small Business Administration: www.SBA.gov  Additional resources, training  8(a), Mentor Protégé program  Service Corps of Retired Executives: www.SCORE.Org – Federal Offices of Small & Disadvantaged Business: www.osdbu.gov  In each Federal Agency  Open doors 85
    85. 85. Judy Bradt Take Your First Step Or Broaden Your Footprint Expertise To Win Government Business With More Success & Less Stress. Free Research Webinar: www.summitinsight.com/video.asp Leave Your Card & Qs! Judy.Bradt@SummitInsight.com 703.627.1074 86
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