1. Government Contracts:Government Contracts:
A Jumpstart IntroductionA Jumpstart Introduction
Judy Bradt, CEO

2. MEETMEET
YOURYOUR
NEIGHBORNEIGHBOR
-- NAMENAME
- COMPANY- COMPANY
- 5 WORDS- 5 WORDS TO DESCRIBE WHAT YOUTO DESCRIBE WHAT YOU
DODO
22

3. Four Big MythsFour Big Myths
 ““You just register on SAM.”You just register on SAM.”
 ““It’s all on FedBizOpps.”It’s all on FedBizOpps.”
 ““You have to get a GSA Schedule.”You have to get a GSA Schedule.”
 ““First, you need to get certified.”First, you need to get certified.”

4. What You’ll LearnWhat You’ll Learn
 What Your Sweet Spot Reveals and WhyWhat Your Sweet Spot Reveals and Why
 Seven Steps To SuccessSeven Steps To Success
 Business Beyond FedBizOppsBusiness Beyond FedBizOpps

5. STEP 1:STEP 1: STRATEGYSTRATEGY
How Government Business Fits Your CompanyHow Government Business Fits Your Company
55
Marissa Levin, CEO

6. Top Reason To PursueTop Reason To Pursue
Government Business?Government Business?
 Set AsidesSet Asides
 GrowthGrowth
 Balanced Business MixBalanced Business Mix
 Filling A NeedFilling A Need
 Cash FlowCash Flow
The Right Stuff

7. Winning Company DriversWinning Company Drivers
Over 70% either:Over 70% either:
 Aligned With Growth Plans (39%)Aligned With Growth Plans (39%)
 Fit A Specific Buyer’s Needs (34%)Fit A Specific Buyer’s Needs (34%)
 Buffer Business Cycle (only 16%)Buffer Business Cycle (only 16%)

8. Readiness ChecklistReadiness Checklist
 Established, Strong BusinessEstablished, Strong Business
 Strategy Fit & FocusStrategy Fit & Focus
 Realistic GoalsRealistic Goals
 Working CapitalWorking Capital
 CapacityCapacity
 GritGrit

9. Steps To SuccessSteps To Success
1.1. StrategyStrategy
2.2. FocusFocus
3.3. ProcessProcess
4.4. CompetitionCompetition
5.5. TeamingTeaming
6.6. RelationshipsRelationships
7.7. MarketingMarketing
99

11. Federal Contract Spending:Federal Contract Spending:
Under Pressure, Down SomeUnder Pressure, Down Some
““Nice To Have” is over.Nice To Have” is over.
 SequestrationSequestration
 Deficit ReductionDeficit Reduction
 Military DrawdownMilitary Drawdown
2009 2010 2011 2012
$ 541.2 B $ 537.7 B $ 533.5 B $ 515.7 B

12. 2011 VIP® Survey: Trends in Federal Contracting for Small Businesses

13. Four* TriesFour* Tries
To Your First Prime WinTo Your First Prime Win
* Average of Active Small Business. Minority: 6.1; Caucasian: 3.7

14. Persistence Pays:Persistence Pays:
Win Rates Rise WithWin Rates Rise With
ExperienceExperience
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses

15. Be Selective. Win More.Be Selective. Win More.
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses

16. SHARPEN YOUR FOCUSSHARPEN YOUR FOCUS
To Increase Your Win RateTo Increase Your Win Rate
1616
Neeld Wilson, President

17. The Next Win: Within A YearThe Next Win: Within A Year
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses

18. Where’s The Next Ripple Out?Where’s The Next Ripple Out?
Which government prospects are most like the ideal?
Profit by focus on selected
• Buyers
• Products / Services
• Regions

19. Your Sweet Spot ClientYour Sweet Spot Client
What areWhat are
the signs?the signs?

21. PAIR & SHARE:PAIR & SHARE:
WHAT’SWHAT’S YOURYOUR SWEETSWEET
RIGHT NOW, what’s your most common:RIGHT NOW, what’s your most common:
- Contract ValueContract Value
- Contract DurationContract Duration
- Client LocationClient Location

22. 1.1. What problem do you solve?What problem do you solve?
2.2. What are the symptoms?What are the symptoms?
3.3. Which government agenciesWhich government agencies
have those mission-criticalhave those mission-critical
problems?problems?

23. USA.GOVUSA.GOV
2323

24. 2011 3-Year Bidding:2011 3-Year Bidding:
Down 50% From 2007Down 50% From 2007
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses

25. 3-Year Win Rates Down3-Year Win Rates Down
(Prime(Prime andand Subcontracts)Subcontracts)
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses

26. Who Are Buyers & Vendors?Who Are Buyers & Vendors?
www.USASpending.govwww.USASpending.gov

28. FedBizOpps www.fbo.gov
BEFORE YOU
BID…
Look for:
RFI’s
Sources Sought
Draft RFP’s…

29. Beyond FedBizOppsBeyond FedBizOpps
 ForecastsForecasts
 BackcastsBackcasts
 Agency SitesAgency Sites

30. Beating FedBiz OppsBeating FedBiz Opps
 Past Contract DataPast Contract Data
 Relationships & CallsRelationships & Calls
 Government/Agency forecasts, reportsGovernment/Agency forecasts, reports
 Company web sitesCompany web sites
 Trade press & supplier newsTrade press & supplier news
 Industry associations & conferencesIndustry associations & conferences
 Data Services, shoe leather & hired helpData Services, shoe leather & hired help

31. Finding Forecasts:Finding Forecasts:
ExamplesExamples
3131

32. FedBizOpps www.fbo.gov
BEFORE YOU
EVER BID:
AGENCY
FORECASTS
3232

33. 3333

34. GSA Small Business AssistanceGSA Small Business Assistance
3434

35. http://bit.ly/aIcvf5
3535

36. To The DHS Forecast – A TourTo The DHS Forecast – A Tour
3636

37. 3737

38. 3838

39. 3939

40. Scroll down to link to…
4040

41. http://osdbuforecast.hhs.gov/hhs_services/procurement/operatingAdmin.cfmhttp://osdbuforecast.hhs.gov/hhs_services/procurement/operatingAdmin.cfm
4141

42. AnotherAnother
Example:Example:
VeteransVeterans
AffairsAffairs
4242

43. Link Via OSDBU CouncilLink Via OSDBU Council
www.osdbu.gov/members.html
Small Business Specialists
Central Coordination Points
For Each Agency
Military Services Listed
Separately
4343

44. Prospecting?Prospecting?Classic Backcasting!Classic Backcasting!

45. USASpending.gov / FFATA.orgUSASpending.gov / FFATA.org
Database FeaturesDatabase Features
 Drill DownDrill Down
 SortSort
 GraphGraph
 Output / ExportOutput / Export
 Contract DescriptionContract Description
 Start/ExpiryStart/Expiry
 Vehicle / typeVehicle / type
 # Offerors# Offerors
 Value so farValue so far
 # Task Orders# Task Orders
 Point of ContactPoint of Contact

46. Where Is Your Competitor?Where Is Your Competitor?
www.USASpending.govwww.USASpending.gov

47. Scroll Down
& Search By
NAICS.
Which
Agencies Are
Your Top
Buyers?

48. Details Via DropdownsDetails Via Dropdowns

49. Competitor SearchCompetitor Search
ExampleExample

51. Other Agency Small Business SitesOther Agency Small Business Sites
 Defense Information Systems AgencyDefense Information Systems Agency
http://disa.mil/about/offices/osbp.htmlhttp://disa.mil/about/offices/osbp.html
http://disa.mil/conferences/cif/index.htmlhttp://disa.mil/conferences/cif/index.html
 Defense Logistics Agency: www.dla.mil/DB/Defense Logistics Agency: www.dla.mil/DB/
 National Security Agency: www.nsaarc.netNational Security Agency: www.nsaarc.net
 Defense Intelligence Agency: www.dia.mil/contracting/small-businessDefense Intelligence Agency: www.dia.mil/contracting/small-business
 ArmyArmy
– Single Face To Industry (ASFI): https://acquisition.army.mil/asfiSingle Face To Industry (ASFI): https://acquisition.army.mil/asfi
– Aberdeen Proving Ground, including Communications & ElectronicsAberdeen Proving Ground, including Communications & Electronics
Command (CECOM) Interactive Business Opportunities Page (IBOP)Command (CECOM) Interactive Business Opportunities Page (IBOP)
https://abop.monmouth.army.mil/https://abop.monmouth.army.mil/
– Army Materiel Command Small Business:Army Materiel Command Small Business:
http://www.amc.army.mil/pa/SMALLBUSINESS.asphttp://www.amc.army.mil/pa/SMALLBUSINESS.asp
– Army Corps of Engineers Small Business: http://www.mvn.usace.army.mil/sb/Army Corps of Engineers Small Business: http://www.mvn.usace.army.mil/sb/
 Navy: Electronic Commerce Online (NECO) https://www.neco.navy.mil/Navy: Electronic Commerce Online (NECO) https://www.neco.navy.mil/
 HERBB (HERBB (HHanscom AFBanscom AFB EElectroniclectronic RFPRFP BBulletinulletin BBoard: Air Force Electronic Systems Center)oard: Air Force Electronic Systems Center)
http://herbb.hanscom.af.mil/http://herbb.hanscom.af.mil/ 5151

52. STEP 3:STEP 3: PROCESSPROCESS
How Government Buys What You’ve GotHow Government Buys What You’ve Got
5252
Untangling:
Registrations
Certifications
GSA Schedules

53. Registrations, Certifications,Registrations, Certifications,
GSA, Other Contract Vehicles…GSA, Other Contract Vehicles…
…Are just tools.

54. Key ElementsKey Elements
 Budget CycleBudget Cycle
 Rules of the Game (FARS/DFARS/++)Rules of the Game (FARS/DFARS/++)
 Acquisition StagesAcquisition Stages
 Buying Options & Contract TypesBuying Options & Contract Types
 GSA SchedulesGSA Schedules
 Set AsidesSet Asides

55. Federal Fiscal Year Begins: ___________________Federal Fiscal Year Begins: ___________________
State Fiscal Years Begin: ___________________State Fiscal Years Begin: ___________________
 Q1Q1 Funding may not be completeFunding may not be complete
 Q2Q2 Funding flows beginFunding flows begin
 Q3Q3 Purchasing acceleratesPurchasing accelerates
 Q4Q4 Big Use-or-Lose Buying SurgeBig Use-or-Lose Buying Surge
Happy New Year!Happy New Year!
Funding AffectsFunding Affects
Contract TimingContract Timing
5555

56. 5656
Rules of The GameRules of The Game
Federal Acquisition Regulations (FAR)Federal Acquisition Regulations (FAR)
www.arnet.gov/far/www.arnet.gov/far/
 Competition requirements: Part 6Competition requirements: Part 6
 Acquisition of Commercial Items: Part 12Acquisition of Commercial Items: Part 12
 Contracting by Negotiation: Part 15Contracting by Negotiation: Part 15
 Small Business: Part 19Small Business: Part 19
 Defense Federal Acquisition RegulationsDefense Federal Acquisition Regulations
((DFAR) http://farsite.hill.af.mil/DFAR) http://farsite.hill.af.mil/
 ALWAYS CHANGING.ALWAYS CHANGING.
– E.g. WOSB caps; set-aside partnership work sharesE.g. WOSB caps; set-aside partnership work shares

57. Register
Get
Sourced
System For Award ManagementSystem For Award Management
SAM.govSAM.gov

58. Buyer Options Include:Buyer Options Include:
 Micro-Purchase (<$3,000)Micro-Purchase (<$3,000)
 GSA SmartPay CardGSA SmartPay Card
 Simplified Acquisition (<$150,000)Simplified Acquisition (<$150,000)
 Invitation for Bid (low price wins)Invitation for Bid (low price wins)
 Reverse Auction (FedBid.com)Reverse Auction (FedBid.com)
 Negotiated Contracting (best value / score wins)Negotiated Contracting (best value / score wins)
– Unsolicited ProposalsUnsolicited Proposals
– Request for Proposal (RFP):Request for Proposal (RFP): large/complex projects,large/complex projects,
Government-Wide Acquisition (GWAC),Government-Wide Acquisition (GWAC), GSA SchedulesGSA Schedules

59. 5959
Small Business Certifications: ParitySmall Business Certifications: Parity
For socioeconomically-disadvantaged American owners of small businessesFor socioeconomically-disadvantaged American owners of small businesses
 Women-Owned Small Business (WOSB) http://bit.ly/SBAWOSBWomen-Owned Small Business (WOSB) http://bit.ly/SBAWOSB
 HUBZoneHUBZone
– Small business located in HUBZone (seeSmall business located in HUBZone (see www.sba.gov/hubzone/)www.sba.gov/hubzone/)
– 35% or more of employees must reside in HUBZone35% or more of employees must reside in HUBZone
 8(a) / SDB (Small Disadvantaged Business)8(a) / SDB (Small Disadvantaged Business)
– Qualifications: See http://bit.ly/8aInfoQualifications: See http://bit.ly/8aInfo
 Service-Disabled / Veteran-Owned Small Business:Service-Disabled / Veteran-Owned Small Business: www.vetbiz.govwww.vetbiz.gov

60. And Then: State & Local SmallAnd Then: State & Local Small
Business Preferences…Business Preferences…
Win TRUE Preference.Win TRUE Preference.
 CapacityCapacity
 ConnectionsConnections
 CommitmentCommitment
 Know-howKnow-how
 Know-whoKnow-who
 Buyers: Meet the need.Buyers: Meet the need.
 Primes: Show them the money.Primes: Show them the money.

61. The General ServicesThe General Services
AdministrationAdministration
(GSA)(GSA)
Schedule ContractSchedule Contract
““How do I get a GSAHow do I get a GSA
Schedule?”Schedule?”

62. A GSA Schedule Is…A GSA Schedule Is…
 A negotiated federal contractA negotiated federal contract
 Used for commercial Goods & servicesUsed for commercial Goods & services
 Indefinite Delivery, Indefinite QuantityIndefinite Delivery, Indefinite Quantity
 Open up to 20 yearsOpen up to 20 years
 Central terms, conditions, pricingCentral terms, conditions, pricing
 State and Local Government OptionsState and Local Government Options
– Information technologyInformation technology
– Disaster response & securityDisaster response & security

63. Indefinite Delivery, Indefinite Quantity.Indefinite Delivery, Indefinite Quantity.
Happy Hunting.
2012 Schedule 70: By The Numbers2012 Schedule 70: By The Numbers
5690 Contractors: $15.4 B5690 Contractors: $15.4 B
Top 100…67% of the dollars…$10.4 BTop 100…67% of the dollars…$10.4 B
3,185 firms...34% of the dollars …$ 5 B3,185 firms...34% of the dollars …$ 5 B
2,399 firms… 42%... $ 02,399 firms… 42%... $ 0

64. REVERSE AUCTIONSREVERSE AUCTIONS
But wait…there’s more…But wait…there’s more…

65. Reverse Auctions OnReverse Auctions On
FedBid.ComFedBid.Com
 Buyers/Sellers comply with FARSBuyers/Sellers comply with FARS
 Products & ServicesProducts & Services
 Micro-purchase through multi-millionsMicro-purchase through multi-millions
 Buyers can invite a sellerBuyers can invite a seller
 Sellers can auto-bidSellers can auto-bid

66. Reverse Auctions OnReverse Auctions On
FedBid.ComFedBid.Com
 Over 250 Federal Buying CentersOver 250 Federal Buying Centers
– Heavy Army, Navy, DHS useHeavy Army, Navy, DHS use
– Over 100 other federal buyersOver 100 other federal buyers
– Over 50 local, university & commercial buyersOver 50 local, university & commercial buyers
 Top buyers: Army, DHS, State, JusticeTop buyers: Army, DHS, State, Justice
 Top items: IT, furniture, office supplies, labTop items: IT, furniture, office supplies, lab
equipmentequipment
 About 25% of buys are GSA ScheduleAbout 25% of buys are GSA Schedule
onlyonly

67. STEP 4. COMPETITIONSTEP 4. COMPETITION
Who’s Winning, And How You Will Stand OutWho’s Winning, And How You Will Stand Out
6767
Mike Osredker, Founder

68. The Competition ToolkitThe Competition Toolkit
 Unique ValueUnique Value
PropositionProposition
 Capability StatementCapability Statement
 Capability BriefingCapability Briefing
 Agency & PrimeAgency & Prime
Portal RegistrationPortal Registration

69. Unique Value PropositionUnique Value Proposition
 Concise appealConcise appeal
 In your audience’s language,In your audience’s language,
 Focused on their needs, problems, issues.Focused on their needs, problems, issues.
"Our interactive 3D maintenance training aids allow
people who maintain and repair military equipment
to accelerate learning in complex equipment, thus
enabling first-time-right repairs and
optimizing operational readiness
at a lower cost."
What solution
Helps who
Do what
To solve what
problems?

70. Capability StatementCapability Statement
 Core CompetenciesCore Competencies
 Past PerformancePast Performance
– Prime, Sub, or CommercialPrime, Sub, or Commercial
– Relevant Projects, Value, POCRelevant Projects, Value, POC
– Contract VehiclesContract Vehicles
 DifferentiatorsDifferentiators
 Company DataCompany Data
– Revenue, Employees, Locations, DUNS, Certifications, NAICSRevenue, Employees, Locations, DUNS, Certifications, NAICS
 Contact InformationContact Information
7070

71. Capability Briefing:Capability Briefing:
Six Simple SlidesSix Simple Slides
Who You Are
Basic Company Info
Core Capabilities
1.
2.
3.
4.
The Opportunity
Specific
agency, project
Unique Value
Proposition
Past Performance
Show where you’ve
done it before
Meeting Objectives
GCME p. 128

72. STEP 5:STEP 5: TEAMINGTEAMING
How Partners Speed Your WinHow Partners Speed Your Win
7272

73. When Does TheWhen Does The
Winning Team Begin?Winning Team Begin?
You Teamed HOW Long Before RFP?
Competitor: ___ to ____ months
Incumbent: ___ to ____ months!

74. Want Primes To Return YourWant Primes To Return Your
Call?Call?

75. Rivet Primes’ AttentionRivet Primes’ Attention
What Primes Tell Subs: Do Your Homework.What Primes Tell Subs: Do Your Homework.
 ““Know What We Do.”Know What We Do.”
 ““Define Your Core Strength.”Define Your Core Strength.”
 ““Tell Us Specifically Where You Fit.”Tell Us Specifically Where You Fit.”
 ““Bring Business ready-to-win.”Bring Business ready-to-win.”
 ““Show Your Unique Value.”Show Your Unique Value.”
(“I’m a ….small business” isn’t “Unique”.)(“I’m a ….small business” isn’t “Unique”.)

76. Supplier Portal RegistrationSupplier Portal Registration

77. Search
for
Partners
System for Award ManagementSystem for Award Management
SAM.govSAM.gov

78. Search
for
Partner
s
System for Award ManagementSystem for Award Management
SAM.govSAM.gov

79. Where can I find a small partner?
Dynamic Small Business Search @ http://web.sba.gov/dsbs
7979

80. Potential Partners Matching Your Criteria
http://web.sba.gov/dsbs
High Priority:
Veteran-Owned
8080

81. STEP 6:STEP 6: RELATIONSHIPSRELATIONSHIPS
The Five People You Need To MeetThe Five People You Need To Meet
8181
Deborah Stallings, President & CEO

82. The Five PeopleThe Five People
You Need To MeetYou Need To Meet
 The Small Business SpecialistThe Small Business Specialist
 The Contracting OfficerThe Contracting Officer
 The Program ManagerThe Program Manager
 The InfluencerThe Influencer
 The End UserThe End User

83. The Small Business SpecialistThe Small Business Specialist
Cares About:Cares About:
 Guiding small companiesGuiding small companies
 Whether you’ve done yourWhether you’ve done your
homeworkhomework
Can Help You With:Can Help You With:
 Detail on Agency plans andDetail on Agency plans and
processprocess
 Introductions within AgencyIntroductions within Agency

84. Help Small Business SpecialistsHelp Small Business Specialists
Help YouHelp You
If you:If you:
 Tailor capability statementTailor capability statement
 Focus on business that fitsFocus on business that fits
 Keep in touchKeep in touch
Then you:Then you:
 Increase credibilityIncrease credibility
 Open more doorsOpen more doors
 Stay top of mindStay top of mind

86. The Contracting Officer (CO)The Contracting Officer (CO)
Cares About:Cares About:
 Legal, Fair & Proper ProcessLegal, Fair & Proper Process
 Supplier Base KnowledgeSupplier Base Knowledge
 Right Vendors for Buyer’s NeedsRight Vendors for Buyer’s Needs
 Your Readiness To Do BusinessYour Readiness To Do Business
Can Help You With:Can Help You With:
 Acquisition PlansAcquisition Plans
 Program Manager IntroductionsProgram Manager Introductions

87. The Program Manager (PM)The Program Manager (PM)
Cares About:Cares About:
 How best to deliver Agency MissionHow best to deliver Agency Mission
 Defining requirementsDefining requirements
 Your research into their needsYour research into their needs
 Unique value & past performanceUnique value & past performance
Can Help You With:Can Help You With:
 Funding for pilot programsFunding for pilot programs
 Referral to End UserReferral to End User

88. The InfluencerThe Influencer
(Colleague, Reporter, Analyst)(Colleague, Reporter, Analyst)
Cares About:Cares About:
 Leading edge suppliers/expertsLeading edge suppliers/experts
 Hot stories – good and badHot stories – good and bad
 Supporting friendsSupporting friends
Can Help You With:Can Help You With:
 Visibility & CredibilityVisibility & Credibility
 IntroductionsIntroductions

89. The End UserThe End User
Cares About:Cares About:
 Getting the job done.Getting the job done.
 Having the best Stuff to do it.Having the best Stuff to do it.
 Your Unique Value Proposition.Your Unique Value Proposition.
Can Help You With:Can Help You With:
 Incumbent insightIncumbent insight
 Receptivity to better ideasReceptivity to better ideas

90. wwww.carrollpublishing.com
www.leadershipdirectories.com
Contact Sources

91. STEP 7:STEP 7:
ROI-BASED MARKETINGROI-BASED MARKETING
Most Effective Ways To Reach ProspectsMost Effective Ways To Reach Prospects
9191
Linda Lazarowich,
President

92. Marketing StreamsMarketing Streams
 Direct To Buyer/PartnerDirect To Buyer/Partner
 Media & Event MarketingMedia & Event Marketing
 Process MarketingProcess Marketing
 Relationship MarketingRelationship Marketing

93. ““Direct” MarketingDirect” Marketing
Includes:Includes:
 Actual Calls On Buyers!Actual Calls On Buyers!
 Channels / ResellersChannels / Resellers
 Web SitesWeb Sites
 Direct MailDirect Mail
 Email MarketingEmail Marketing
 White PapersWhite Papers
 TelemarketingTelemarketing
 LobbyingLobbying

94. Easy Web Site Cred Boosters
 ““Government” TabGovernment” Tab
 Government ClientsGovernment Clients
– List / LogosList / Logos
– Case StudiesCase Studies
 Teaming PartnersTeaming Partners
 Contract VehiclesContract Vehicles
– GSA Schedule, GWACSGSA Schedule, GWACS
– NAICSNAICS
 Downloadable Capability StatementDownloadable Capability Statement

95. Calls On Government AgenciesCalls On Government Agencies
 Small Business Specialist: IntroSmall Business Specialist: Intro
 Contracting Officer: Intro, strong focusContracting Officer: Intro, strong focus
 Buyers:Buyers:
– Capability PresentationCapability Presentation
– Pre-Bid ConferencePre-Bid Conference
– Proposal PresentationProposal Presentation
– Post-Bid DebriefPost-Bid Debrief

96. Media & Event MarketingMedia & Event Marketing
 ConferencesConferences
– Visit / exhibitVisit / exhibit
– You / your client speakYou / your client speak
 OnlineOnline
– Blogging & Social mediaBlogging & Social media
 Print, Video, RadioPrint, Video, Radio
– Editorial coverageEditorial coverage
– AdvertisingAdvertising

97. News RadioNews Radio
 EditorialEditorial
 Focus GroupsFocus Groups
 AdvertisingAdvertising
www.federalnewsradio.com
Tom Temin --
http://washington.cbslocal.com/station/wnew-99-1-fm/
Amy Morris -- @amorriswnew or amorris@wnew.com

98. Process MarketingProcess Marketing
 Pre-SolicitationPre-Solicitation
– Capability StatementCapability Statement
– Online Registration SitesOnline Registration Sites
– Industry Outreach DaysIndustry Outreach Days
– Agency BriefingsAgency Briefings
– RFI, Sources SoughtRFI, Sources Sought
– Pre-Bid ConferencesPre-Bid Conferences
 Proposal & NegotiationProposal & Negotiation
 GSA Schedule PromotionGSA Schedule Promotion
 DebriefingDebriefing
 Performance & Administration!Performance & Administration!

99. Contact RelationshipContact Relationship
Management SystemManagement System
 Intake into system – What’s yours?Intake into system – What’s yours?
 CategorizationCategorization
 Initial follow-upInitial follow-up
 Value assessmentValue assessment
 Ongoing contact planOngoing contact plan
 Bringing valueBringing value
 VerificationVerification

100. Principles of Social Media
Social Media is…SOCIAL. Results takeSocial Media is…SOCIAL. Results take
time.time.
Build relationshipsBuild relationships
– People you knowPeople you know
– People you want to meetPeople you want to meet
Strengthen visibility / credibilityStrengthen visibility / credibility
– When you speak, what you’re doingWhen you speak, what you’re doing
Create / build communityCreate / build community

101. WHAT’S NEXT?WHAT’S NEXT?
Success Secrets & Action Steps You Can Take TodaySuccess Secrets & Action Steps You Can Take Today
101101

102. Advice on GovernmentAdvice on Government
ContractingContracting
 FreeFree
 GoodGood
 EnoughEnough
Pick any two.Pick any two.

103. Tools For Each StepTools For Each Step
1.1. StrategyStrategy
2.2. FocusFocus
3.3. ProcessProcess
4.4. CompetitionCompetition
5.5. TeamingTeaming
6.6. RelationshipsRelationships
7.7. MarketingMarketing
103103

104. Seven Steps To SuccessSeven Steps To Success
 StrategyStrategy
 FocusFocus
 ProcessProcess
 CompetitionCompetition
 TeamingTeaming
 RelationshipsRelationships
 MarketingMarketing

105. Follow Up OpportunitiesFollow Up Opportunities
Judy Bradt, CEO (703) 627 1074
Judy.Bradt@SummitInsight.com
105105