SBA / Pinpoint Focus: Finding Your Best Government Prospects

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  • 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

    1. 1. Pinpoint Focus: Finding Your BestGovernment ProspectsFor Metro Washington DC District Judy Bradt, CEO
    2. 2. Exchange Cards!INTRODUCING…YOU!Name, Firm5 Words - Describe What You Do
    3. 3. 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
    4. 4. 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
    5. 5. 2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
    6. 6. Four* Tries To Your First Prime Win* Average of Active Small Business. Minority: 6.1; Caucasian: 3.7
    7. 7. Persistence Pays: Win Rates Rise With Experience2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
    8. 8. Registrations, Certifications,GSA, Other Contract Vehicles… …Are just tools.
    9. 9. Be Selective. Win More.2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
    10. 10. Neeld Wilson, PresidentTo Increase Your Win RateSHARPEN YOUR FOCUS 10
    11. 11. 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
    12. 12. What Your Sweet Spot Reveals:Your Top Government Prospect…  Size  Agency  Location  Duration  Value  Problem You Solve …Looks Like Today’s Sweet Spot Client
    13. 13. Diverse Experience, IndustriesQUICK WORKING GROUPS
    14. 14. 1. What problem do you solve?2. What are the symptoms?3. What drives people to fix it?
    15. 15. 5 Minute Exercise & Report OutYOUR SWEET SPOTIDENTIFICATION
    16. 16. $
    17. 17. 2011 3-Year Bidding: Down 50% From 20072011 VIP® Survey: Trends in Federal Contracting for Small Businesses
    18. 18. 3-Year Win Rates Down (Prime and Subcontracts)2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
    19. 19. Sweet Spot Focuses Marketing Direct Marketing Media & Event Marketing Beyond Process Marketing Relate Relationship Marketing Marketing To Goals
    20. 20. FedBizOpps www.fbo.govBEFORE YOU BID…Look for:RFI’sSources SoughtDraft RFP’s…
    21. 21. Finding Forecasts:Examples 22
    22. 22. FedBizOpps www.fbo.govBEFORE YOUEVER BID:AGENCYFORECASTS 23
    23. 23. 24
    24. 24. GSA Small Business Assistance 25
    25. 25. http://bit.ly/aIcvf5 26
    26. 26. To The DHS Forecast – Step 1 27
    27. 27. 28
    28. 28. 29
    29. 29. 30
    30. 30. Scroll down to link to… 31
    31. 31. http://osdbuforecast.hhs.gov/hhs_services/procurement/operatingAdmin.cfm 32
    32. 32. AnotherExample:Veterans Affairs 33
    33. 33. www.osdbu.gov/members.html Link Via OSDBU Council Small Business Specialists Central Coordination Points For Each Agency Military Services Listed Separately 34
    34. 34. Beyond FedBizOpps Backcasting Agency Sites
    35. 35. Classic Backcasting! Prospecting?
    36. 36. USASpending.gov / FFATA.org Database Features Drill Down  Contract Description Sort  Start/Expiry Graph  Vehicle / type Output / Export  # Offerors  Value so far  # Task Orders  Point of Contact
    37. 37. Where Is Your Competitor? www.USASpending.gov
    38. 38. Scroll Down& Search ByNAICS.WhichAgencies AreYour TopBuyers?
    39. 39. Details Via Dropdowns
    40. 40. Competitor Search Example
    41. 41. 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
    42. 42. Success Secrets & Action Steps You Can Take TodayWHAT’S NEXT? 44
    43. 43. 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
    44. 44. Tools For Each Steps Strategy Focus Process Competition Teaming Relationships Marketing 46
    45. 45. Advice on Government Contracting Free Good Enough Pick any two.
    46. 46. Win More Sooner. Spend Less.New Book and Companion Strategy Workbook www.GovernmentContractsMadeEasier.com Judy Bradt, CEO (703) 627 1074 Judy.Bradt@SummitInsight.com
    47. 47. 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.

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