Wired! Is that Federal Contract Headed for Your Competitor? How to tell (and what to do next) Part of the Federal Sales Success Series by Judy Bradt of Summit Insight --703 627 1074
A succinct, step–by–step “how to” for finding the right agency. The issue many companies face with this critical decision is not having the required resources in–house. Even those with experience may lack the time that it takes.
I recently completed 2 successful searches for a new pet care products brand and want to share my systematic and effective approach that can be completed in as little as 6 weeks.
Copywriting workshop designed for the Writer's League of Texas. Includes an introduction to copywriting (writing for business), who's hiring, professional qualities, and the most profitable writing projects.
Marketing: How to hire an expert (when you aren't one)Rebecca Caroe
A practical run-through the issues and techniques to get good advice when hiring external marketing advisors. Tips from the frontline of Client Agency relationships
Identifying the Right Software for Your Small BusinessKabbage
As a small business, do you know how to get the most out of the software that’s out there? In this presentation our partner, Fit Small Business, will give actionable tips on how to select a VoIP provider, CRM software, website builder and point-of-sale system.
Mastering the First Page of Google: Here's How the Experts Do ItFlynn Zaiger
Are you where you need to be? Online Optimism's expert staff will guide you through gaining an understanding of the single most important item in your company's marketing potential: the 1st page of Google for a search for your services. Step-by-step, we'll go over how we handle initial assessments for clients as you follow along with your own business' information on a handy-to-reference-later worksheet. Tools covered will include SERPS, Google Trends, Moz, and more. You'll leave with essential knowledge about your place digitally - and how you can get that #1 placement your organization deserves.
A succinct, step–by–step “how to” for finding the right agency. The issue many companies face with this critical decision is not having the required resources in–house. Even those with experience may lack the time that it takes.
I recently completed 2 successful searches for a new pet care products brand and want to share my systematic and effective approach that can be completed in as little as 6 weeks.
Copywriting workshop designed for the Writer's League of Texas. Includes an introduction to copywriting (writing for business), who's hiring, professional qualities, and the most profitable writing projects.
Marketing: How to hire an expert (when you aren't one)Rebecca Caroe
A practical run-through the issues and techniques to get good advice when hiring external marketing advisors. Tips from the frontline of Client Agency relationships
Identifying the Right Software for Your Small BusinessKabbage
As a small business, do you know how to get the most out of the software that’s out there? In this presentation our partner, Fit Small Business, will give actionable tips on how to select a VoIP provider, CRM software, website builder and point-of-sale system.
Mastering the First Page of Google: Here's How the Experts Do ItFlynn Zaiger
Are you where you need to be? Online Optimism's expert staff will guide you through gaining an understanding of the single most important item in your company's marketing potential: the 1st page of Google for a search for your services. Step-by-step, we'll go over how we handle initial assessments for clients as you follow along with your own business' information on a handy-to-reference-later worksheet. Tools covered will include SERPS, Google Trends, Moz, and more. You'll leave with essential knowledge about your place digitally - and how you can get that #1 placement your organization deserves.
In this file, you can ref interview thank you letter materials for direct sales executive position such as direct sales executive interview thank you letter samples, interview thank you letter tips, direct sales executive interview questions, direct sales executive resumes, direct sales executive cover letter …
Law firms can grow in a variety of methods. Law firms can increase caseloads, employees, or efficiency. The best strategies encompass all three. Join this online seminar and learn how to increase growth in all of these specific areas.
This webinar covers:
- Best practices for marketing a law firm to a tailored audience
- Strategies for adding employees on a per-needed basis
- Solutions and tools that increase law firm efficiency & productivity
DESIRE: Training that Sales Reps Want to AttendKeith Stoneman
Having trouble getting your sales reps to attend training? Our DESIRE model has what you need to deliver training reps want to attend. Using our experience with a mid-sized midwestern insurance carrier, we share what we learned to turn our training around.
Kaseya Connect 2013: How to Get IT Clients to Find You, Like You and Hire YouKaseya
This presentation will show attendees how to craft marketing messages that prospects will respond to. You will learn specific steps to configure your website to hook new prospects, then leverage email and other tactics to nurture leads that turn into clients.
For small, community-based service businesses it is often hard to know what business development approaches are best.
Which activities and programs produce the best bang for your buck - word of mouth, direct advertising, e-mail and online marketing, participation in community events, or street-based “guerilla marketing?”
This webinar addresses best practices in the industry and offers practical advice on choosing the right and most cost effective strategy for your venture.
Joining the conversation are three experts with extensive experience in business development.
They discussed the latest and most cost effective strategies for winning over small business and nonprofit customers.
Lead scoring is an important part of any marketing automation campaign. This ensures that only the most qualified leads make it to sales. But, how do you score? Here are do's and don'ts for marketing automation lead scoring.
VAR102: Web Presence - Optimizing for Online Lead GenerationSimon Poulton
Do you want to reach your prospects online? Simon Poulton, Manager of Inbound Marketing at Laserfiche and recently named by IBM & the Economist as one of 2014's top 25 Social Business Leaders shares insights and discusses best practices for online engagement. From quick wins to practical advice for the long term optimization of your organization’s online presence, this session will cover everything you need to know about modern creating a website that is aligned with the needs and concerns of your target audience.
In this file, you can ref interview thank you letter materials for direct sales executive position such as direct sales executive interview thank you letter samples, interview thank you letter tips, direct sales executive interview questions, direct sales executive resumes, direct sales executive cover letter …
Law firms can grow in a variety of methods. Law firms can increase caseloads, employees, or efficiency. The best strategies encompass all three. Join this online seminar and learn how to increase growth in all of these specific areas.
This webinar covers:
- Best practices for marketing a law firm to a tailored audience
- Strategies for adding employees on a per-needed basis
- Solutions and tools that increase law firm efficiency & productivity
DESIRE: Training that Sales Reps Want to AttendKeith Stoneman
Having trouble getting your sales reps to attend training? Our DESIRE model has what you need to deliver training reps want to attend. Using our experience with a mid-sized midwestern insurance carrier, we share what we learned to turn our training around.
Kaseya Connect 2013: How to Get IT Clients to Find You, Like You and Hire YouKaseya
This presentation will show attendees how to craft marketing messages that prospects will respond to. You will learn specific steps to configure your website to hook new prospects, then leverage email and other tactics to nurture leads that turn into clients.
For small, community-based service businesses it is often hard to know what business development approaches are best.
Which activities and programs produce the best bang for your buck - word of mouth, direct advertising, e-mail and online marketing, participation in community events, or street-based “guerilla marketing?”
This webinar addresses best practices in the industry and offers practical advice on choosing the right and most cost effective strategy for your venture.
Joining the conversation are three experts with extensive experience in business development.
They discussed the latest and most cost effective strategies for winning over small business and nonprofit customers.
Lead scoring is an important part of any marketing automation campaign. This ensures that only the most qualified leads make it to sales. But, how do you score? Here are do's and don'ts for marketing automation lead scoring.
VAR102: Web Presence - Optimizing for Online Lead GenerationSimon Poulton
Do you want to reach your prospects online? Simon Poulton, Manager of Inbound Marketing at Laserfiche and recently named by IBM & the Economist as one of 2014's top 25 Social Business Leaders shares insights and discusses best practices for online engagement. From quick wins to practical advice for the long term optimization of your organization’s online presence, this session will cover everything you need to know about modern creating a website that is aligned with the needs and concerns of your target audience.
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It has been designed for businesses/entrepreneurs by making it simple and efficient, so they can easily understand and implement it.
I have tried to make it comprehensive presentation to train employees, staff, companies for them to adopt Lean 6 Sigma or just Lean, what tools to use, reduce the errors in the process whether in the commercial sector, manufacturing sector, service sector or in defence, thus improving the productivity and profitability in today's competitive business environment.
Business Development Tool Kit Presentation for New Media ManitobaJay Powell
Ever notice how some of your greatest business relationships emerge from conversations that started with no expectations to do business at all? There is a science behind this starting with a genuine desire to understand what the other person needs, how you can help them, and by undisputed universal law - help yourself. :) So how do you get started? Go-Go-Gadget Business Development!
On Tuesday, Feb 11th 2014, New Media Manitoba presents a special New Media Business Development evening with expert Jay Powell of The Powell Group from North Carolina. Jay will share his methodology and tools for creating a plan to generate business, maintain great relationships, and how to create a solid plan of attack when attending conferences.
We will discuss:
How to track business relationships
Who should do Business Development and why
Recommended tools for Business Development and Customer Relationships
What tools to avoid, and why
When to start (hint: now)
How to start (hint: attend this presentation)
Social media integration that makes your clients [heart] you
Attendees will Learn:
How to get the most out of a conference when building new business
How to maintain your network post-conference
5 important things to remember when developing your elevator pitch - and when to use it
Tools for all aspects of New Media Business Development
Making Better Decisions Through Data - H/IMA Keith Goode
Given at the April 2019 Houston Interactive Marketing Association Luncheon on April 24, 2019 at 12pm by Keith Goode, Sr. SEO Strategist for IBM, this presentation discusses the reasons to democratize your analytics and how to enable all of your marketers to think critically through the data. Event link here: https://houstonima.org/event/april-luncheon-making-better-decisions-through-data-with-ibms-keith-goode/
This presentation was delivered to a group of 40 Founders/CEO's and a few salespeople who want to know what they should be thinking about before they hire salespeople.
Broad address of the prevailing thought processes, techniques and methodologies for early adopter sales.
Getting funded sometimes seems like a career itself (and indeed it is a big part of the CEO’s responsibilities). In order to succeed, need to understand both the rules of the game and the equipment – without these you may squander some of your most valuable resources - time and relationships. Two keys communication tools are the Executive Summary and the PowerPoint Presentation (Pitch Deck). This forum will help you understand how these tools are used to generate a face-to-face meeting, make a persuasive and memorable presentation, and then follow through with the details needed for investors to begin their due diligence process.
PS business is complicated. Arriving at the right balance of delivering customer success along with commercial success is not easy. This presentation of mine attempts to highlight tried and tested strategies that have worked for me again and again.
Intake Meeting: Is it worth 30,000 of your time? DFWTRN
This is a TalentNetLive presentation I did for recruiters and sourcers at Capital One in Plano. TX.
The basic premise is that you have to 1) get managers invested in meeting with you prior to asking questions, 2) bring materials that show you are prepared and they should follow your lead, and 3) Use the intake to make sure you get buy-in on the process, and 4) Ask at least one push-back question, just to let the know you're there.
10 Ways Search Marketing for B2B is Different...and How to Maximize ResultsStacy Sutton Williams
B2B marketers have unique challenges, ranging from a long sales cycle with multiple "touches" to being in a complex space with rapidly evolving language and keywords. Stacy Williams' presentation to B2BCamp Atlanta shows how B2B marketers can best leverage search engine marketing (both SEO and paid search).
How to teach salespeople to always ask the right questionsSalesScripter
The best salesperson is the one that asks the best questions. But it can be extremely challenging to train your sales resources to what questions to ask at all the different times.
What often happens is learning through trial and error which can be extremely costly in terms of deals lost and long new hire ramp up time.
It does not need to be so difficult and we will show you this on our “How to Train Your Salespeople to Always Ask the Right Questions” webinar where we will:
– Show you a two-step qualifying process
– Outline both pre-qualifying questions and hard qualifying questions
– Closing questions
– Networking questions
– How to build question trees that have all of the best follow-up questions
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In my talk at the 2017 LAUNCH SCALE conference in San Francisco, I discuss how to get inside your buyer's head to increase funnel conversion rates. In the talk, I cover:
- How to design and build a buyer-centric sales funnel that has low CAC and fast sales cycles.
- How to figure out why your sales funnel isn't working as well as it could be, and how to fix it.
- How to understand the way buyers react to your funnel, and how to use that knowledge to increase funnel conversion rates.
Marketers know their role has changed dramatically in the last few years – once upon a time the sales person controlled the sales cycle. Today, because of online research, buyers are much more informed about what they want to buy before that first sales contact. Marketing now educates the buyers in the early sales cycle. Ensure your sales people don’t miss the ‘hidden sales cycle’.
This discussion will help you understand:
- How to get sales and marketing to jointly identify those they’re targeting
- How to develop content that’s compelling to potential customers
- How you track and monitor the content your prospect engage with
Closing it: Ten Q3 Essentials for Federal Q4 WinsJudy Bradt
For Federal contractors who want to win more business, get tips and a success story from #tagence that shows how to turn $10K pilot program into $1 million contract. Hosted by #JudyBradt Worksheet available: pm me at judy.bradt@summitinsight.com
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As a business owner in Delaware, staying on top of your tax obligations is paramount, especially with the annual deadline for Delaware Franchise Tax looming on March 1. One such obligation is the annual Delaware Franchise Tax, which serves as a crucial requirement for maintaining your company’s legal standing within the state. While the prospect of handling tax matters may seem daunting, rest assured that the process can be straightforward with the right guidance. In this comprehensive guide, we’ll walk you through the steps of filing your Delaware Franchise Tax and provide insights to help you navigate the process effectively.
Remote sensing and monitoring are changing the mining industry for the better. These are providing innovative solutions to long-standing challenges. Those related to exploration, extraction, and overall environmental management by mining technology companies Odisha. These technologies make use of satellite imaging, aerial photography and sensors to collect data that might be inaccessible or from hazardous locations. With the use of this technology, mining operations are becoming increasingly efficient. Let us gain more insight into the key aspects associated with remote sensing and monitoring when it comes to mining.
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Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
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Exploring Patterns of Connection with Social Dreaming
Wired! Is that Federal Contract Headed for Your Competitor? How to tell (and what to do next)
1. Wired!
How to Tell, The $65,000 Question,
And What To Do Next
Tthe Federal Sales
Success Series
Presented By:
Judy Bradt, CEO
Summit Insight
2. Presenter
Judy Bradt, CEO
• 28 years U.S. federal contracts expert
• Author, Advisor, Educator
• Instructor for PTACs, SBDCs & SBA
• 2011 SBA Women in Business Champion
• Corporate Professional Services
• Federal competitive analysis
• U.S. federal sales training
• Custom data-driven federal sales contact plans
• Strategy implementation support
National Partner
3. Case Study Special Guest
Anne Chambers, CEO
• Independent, award-winning creative agency
• Measurable marketing campaigns
for socially conscious brands
Partial client list:
• Olay, Microsoft, Chiquita and Walmart
• Freestore Foodbank
Community Involvement
• Social Venture Network
• Committee of 200 National Partner
5. Poll:
How Much Does Your Federal Proposal Cost?
Including Staff Time, Consultants, Review, Production…
o < $5,000
o $5,000 - $10,000
o $10,000 - $30,000
o $30,000 - $65,000
o > $65,000
** Choose one answer ** in your control panel!
6. RFPs Require…
Perfection on every page
• Exact page count, the right font
• Correct destination
• On time, precise format as instructed
For exactly what they request – no more, no less:
• The Forms, Past Performance, Technical, Management Plan
• The solution exactly as they told you they wanted
• In the format they need…
…to justify choosing you.
PAINFUL
7. Why do Bid-NoBid decisions matter?
FBO.gov RFP’s average 269 days to award.
Your response could take...
• 30 - 90 days, 4 people
$101.56 / hour x 40 hours/week
x 4 weeks x 4 people = $65,000!
Plus opportunity cost!
8. Bid/No Bid Questions
Where is the opportunity posted?
• FBO?
• GSA eBUY?
Nowhere?
Who Identified the Opportunity?
Our Capture Management Team?
Someone We Know at The Customer Site?
Contracting Officer, End User, Stakeholder?
Who Developed the Scope of Work?
9. Bid/No Bid Questions
What is the Contract Vehicle?
Who is the Incumbent?
Open Bid or Set-Aside?
Who Else Will Be Bidding?
Discuss Requirement with Customer Prior to
the RFP Release?
Last minute call asking us to bid?
What is the customer’s fear of going wrong?
10. Bid/No Bid Questions
How did we discuss requirements?
Webinar, Training, Site Visits, Meetings?
Why would the customer choose us?
What is the Customer’s fear?
How are we offering as a “safe bet?”
What is the TRUE Value of this Opportunity?
11. Bid/No Bid Questions
What type of procurement is this?
RFP?
IDIQ RFQ?
IDIQ TASK ORDER?
GSA eBUY?
What is our investment in this bid?
What is the Budget? Will we make money?
Is this info accurate? Too hopeful?
12. “Wired” For A Competitor? Symptoms
To WatchSymptom What to think about
Incumbent How happy is agency with their vendor?
Set Aside Favor the incumbent? Changed at the last minute?
Proprietary Technology Advantage to those who have the technology
Poorly written RFP Favors incumbent that knows what the buyer wants
Key Personnel Emphasis Can you re-hire incumbent staff if you win?
Specific Past Performance
Emphasis
Does it favor incumbent
Under 30 days to bid Big project? Strong competitors have already started.
RPF out on a Friday Advantage to those who know it’s coming
No pre-solicitation Advantage to incumbent if the contract is large
RFP/SOW written by
incumbent
Check the properties of the document you download
“Odd” or changed NAICS
code
Selected to allow a larger-sized small business?
Non-germane
requirements
Are they relevant to contract performance?
13.
14. Dateline: Wed 1/27 3:38 am
“I’m working on a response to an RFQ for
the National Women's Business Council…
• “timing is crazy- the RFQ came out Monday and the
response is due at noon on Friday.
• “…never worked with the government…”
• “…expecting an incumbent, trying to determine.”
• “If there is I may choose to pass…”
• “…or…use it as a way to get in front of the organization.
• “…work that I am very passionate about.”
16. Dateline: Wed 1/27 6:30 am
• Review the solicitation:
SBAHQ-16-Q-0016
• Short time frame
• Deliverables 5 days after award
• Purchase order
• 1 year plus options to 5/30/17
• Six-page response limit
• Emphasis on past performance & technical
17.
18. Dateline: Wed 1/27
8:21-9:42 am
“I’m working on a response
to an RFQ for the National
Women's Business Council…
• Our related Past Performance is…
• Our relationship with the buyer is…
• Our knowledge & prep prior to the RFQ was…
• CO said “no incumbent…”
• How I felt about “crash timing”
19. POLL: What Would You Do?
No-bid & walk away
Nobid, but call CO, arrange to meet later
Submit bid to “get our name out there”
Call CO, trade “file-filler” to get office visit
20. Dateline: Wed 1/27
DECISION TIME
“I’m working on a response
to an RFQ for the National
Women's Business Council…
What did Anne decide?
Why?
Now what?
21. Build A Checklist That Works For You
Save time & cost!
Adapt from others, using:
• Your experience
• Your win rate
• Your agencies
23. Special Bonus: Fillable PDF
Government
Contracts
Made
Easier:
Strategy
Workbook
Retail: $69.95
Today: Free,
via post-
webinar
survey only
Calculates
your
weighted
bid – nobid
scores!
24. We Covered A Lot!
• Why Bid / No-Bid Matters
• What To Ask
• Wired For Someone Else? How To Tell…
• Case Study: Red212 and SBA/NWBC
• Bid / No-Bid Checklist Recap
25. Thank You To Our
Case Study Special Guest
Anne Chambers, CEO
• Independent, award-winning creative agency
• Measurable marketing campaigns
for socially conscious brands
Partial client list:
• Olay, Microsoft, Chiquita and Walmart
• Freestore Foodbank
Community Involvement
• Social Venture Network
• Committee of 200 National Partner
513 772 1020
hello@red212.com
26. One More Source For Help
Procurement
Technical Assistance
Centers
www.aptac-us.org
27. What’s Next?
Action Steps You Can Take Today
✓ Do your Competitive Analysis
✓ Know if you need a GSA Schedule
✓ Learn the Federal Sales Game
✓ Complete your certifications
✓ Know your Best Values
✓ Refresh your Capability Statement
✓ Create a targeted
Federal Sales Action Plan
28. How Summit Insight Can Help.
Find out more!
• Signup: Monthly e-News
& free webinar schedule
• Visit: blog & download free
resources
• Chat & Explore:
Answers & Federal Sales
Growth Ideas
• Get: your Book and Workbook
www.SummitInsight.com
30. Check Your Inbox Today!
Post-webinar notes includes
your bonuses:
• Webinar survey
• Link to webinar recording
• 30% discount on
“Government Contracts
Made Easier”
• 30-minute free consultation
(NO sales pitch. Just
answers.)
And… registration links to our next
webinars!
31. The Real Inside Track.
When will they buy from you?
When they trust you.
Learn what to say, what to do,
what to ask. And how to start.
Straight From The Heart:
Building Trust With
Your Federal Buyer
February 17th
32. Join All Our Upcoming Webinars!
• Win Federal LPTA and Profit
Special Guest Marsha Lindquist
February 10th
• Straight From The Heart:
Building Trust With Your Federal
Buyer February 17th
• Federal Webinars That Mean
Business
Special Guest Lisa Dezzutti
February 24th