Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

SBA / Pinpoint Focus: Finding Your Best Government Prospects

677 views

Published on

  • Be the first to comment

  • Be the first to like this

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.

×