FED GOV CON - Leveraging FOIA Request for GovCon Sales
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Jennifer Schaus hosts a series of government contracting webinars. Full list: http://JenniferSchaus5.eventbrite.com Anna Urman joins us for a webinar on how to use FOIA Request to propel your government sales forward. Full audio & video avail at: http://youtu.be/un-GQrLSsSM
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FED GOV CON - Leveraging FOIA Request for GovCon Sales
- 1. Using FOIA Requests To Propel Your Government Sales Strategy
- 2. FOIA as Government Sales Tool • Agenda – Introductions – Presentation –Q&A
- 3. FOIA as Government Sales Tool – Introductions: • Fed Bid Speed • Fierce Government • Anna Urman – Tactical Insight, LLC • Jennifer Schaus – JS & Associates
- 4. FOIA as Government Sales Tool • Fed Bid Speed * Software program to manage B2G Opps * Single click integration with FBO.gov * Share notes & project manage RFP’s
- 5. FOIA as Government Sales Tool • Fierce Government * Free Govt IT Newsletter * IT in Govt Agencies / Defense / Cloud / Cyber * White Papers / Events / Analysis * In-depth & Quality = Differentiator
- 6. FOIA as Government Sales Tool Tactical Insight, LLC * Federal & State/Local Market Research * Opportunity Identification * Competitive Analysis
- 7. FOIA as Government Sales Tool • Jennifer Schaus & Associates • B2G Services and Events GSA Schedules Federal Sales / Marketing Full Webinar Series: http://JenniferSchaus5.eventbrite.com
- 8. FOIA as Government Sales Tool
- 9. FOIA as Government Sales Tool 1. What is a FOIA? 2. What Can I get? 3. How Do I Get It? 4. What do I Do with It?
- 10. FOIA as Government Sales Tool 1. What is a FOIA “Freedom of Information Act” allows access to government documents, including contracts • Some restrictions apply – including sensitive / trade secret data • Note: States have FOIA / FOIL laws as well!
- 11. FOIA as Government Sales Tool 2. What Can I Get? – RFPs – Contracts – Task Orders What Can’t I Get? The List - Classified - Trade Secret – including proposals & labor rates - Bidder lists
- 12. FOIA as Gov’t Sales Tool 3. How Do I Get It? - ASK: the “right” office – the one that issued the contract/RFP - Last resort: Departmental FOIA office - Specify what you want – contract with all mods; “all releasable data”, electronic or hard copy - Agree to a nominal sum ($20?) as a commercial requestor
- 13. FOIA as Government Sales Tool 3.5 What to Expect - A letter in 20 days, “we’re working on it” - Your documents, in about 60 days - Rarely, a transfer / non-existent documents
- 14. FOIA as Government Sales Tool 4. What do I Do with It? - If Proposal is incorporated, some insight into past awardee / competitor - Set expectation based on existing work - RFP Sections L&M – evaluation & award criteria – help make bid/no bid decision - Contact info
- 15. Thank You !! Dear Participants, Please submit your questions here…….. The webinar is recorded and available at: http://JenniferSchaus5.eventbrite.com
- 16. FOIA as Government Sales Tool Anna Urman Tactical Insight +1–571–339–9548 anna@tacticalinsight.com Jennifer Schaus & Associates JSchaus@JenniferSchaus.com www.JenniferSchaus.com +1–202–365–0598