Direct MarketingDirect mailWhite Paper MarketingTelemarketingE-mail marketingWeb site(s)Actual sales calls! Media & Event MarketingConferences & Trade Shows Print Advertising Online: Media web sitesRadioTraditional PR Process MarketingAgency Outreach & Matchmaking eventsPre-Proposal: RFI, Sources Sought, Pre-bid conferencesProposals & debriefings (More) Relationship MarketingContact Relationship ManagementLobbying (Yes, you!): Enlisting Your Members of CongressChannel Partners and Integrators: What (Not) To ExpectSocial Media: A Primer for Government Marketing
SBA / Pinpoint Focus: Finding Your Best Government Prospects
Pinpoint Focus: Finding Your BestGovernment ProspectsFor Metro Washington DC District Judy Bradt, CEO
Exchange Cards!INTRODUCING…YOU!Name, Firm5 Words - Describe What You Do
What You’ll Learn Why Focus Is Essential What Your Sweet Spot Reveals and Why 3 Ways To Increase Your Win Rate 3 Places To Look Beyond FedBizOpps
Federal Contract Spending: Under Pressure, Down Some“Nice To Have” is over. 2008 2009 2010 2011 $ 541.8 B $ 541.2 B $ 537.7 B $ 533.5 B Deficit Reduction Military Drawdown
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
Four* Tries To Your First Prime Win* Average of Active Small Business. Minority: 6.1; Caucasian: 3.7
Persistence Pays: Win Rates Rise With Experience2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
Registrations, Certifications,GSA, Other Contract Vehicles… …Are just tools.
Be Selective. Win More.2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
Neeld Wilson, PresidentTo Increase Your Win RateSHARPEN YOUR FOCUS 10
The Next Win: Within A Year For All Active Small Business Contractors – Regardless of Experience, Size, or Ownership 67% 11.5 Months Over a year2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
What Your Sweet Spot Reveals:Your Top Government Prospect… Size Agency Location Duration Value Problem You Solve …Looks Like Today’s Sweet Spot Client
Diverse Experience, IndustriesQUICK WORKING GROUPS
1. What problem do you solve?2. What are the symptoms?3. What drives people to fix it?
Other Agency Small Business Sites Defense Information Systems Agency http://disa.mil/about/offices/osbp.html http://disa.mil/conferences/cif/index.html Defense Logistics Agency: www.dla.mil/DB/ National Security Agency: www.nsaarc.net Defense Intelligence Agency: www.dia.mil/contracting/small-business Army – Single Face To Industry (ASFI): https://acquisition.army.mil/asfi – Aberdeen Proving Ground, including Communications & Electronics Command (CECOM) Interactive Business Opportunities Page (IBOP) https://abop.monmouth.army.mil/ – Army Materiel Command Small Business: http://www.amc.army.mil/pa/SMALLBUSINESS.asp – Army Corps of Engineers Small Business: http://www.mvn.usace.army.mil/sb/ Navy: Electronic Commerce Online (NECO) https://www.neco.navy.mil/ HERBB (Hanscom AFB Electronic RFP Bulletin Board: Air Force Electronic Systems Center) http://herbb.hanscom.af.mil/ 43
Success Secrets & Action Steps You Can Take TodayWHAT’S NEXT? 44
What You Learned Why Focus Matters The Power of the Sweet Spot 3 Questions That Increase Your Win Rate – What problem do you solve? – What are the symptoms? – What motivates the fix? 3 Places for Business Beyond FedBizOpps – Forecasts – Backcasts
Tools For Each Steps Strategy Focus Process Competition Teaming Relationships Marketing 46
Advice on Government Contracting Free Good Enough Pick any two.
Win More Sooner. Spend Less.New Book and Companion Strategy Workbook www.GovernmentContractsMadeEasier.com Judy Bradt, CEO (703) 627 1074 Judy.Bradt@SummitInsight.com
Get Un-Stuck. You don’t have to spend $ 103,827. 2 Investments That Pay Off: Find Out More &Get Judy’s Online Resource Guide. “Strategy In A Day” “Awesome Market Research”Leave Your Card.