Post on 20-Jan-2016
Mid
Pinpoint Focus: Finding Your Best
Government Prospects
Judy Bradt, CEO
INTRODUCING…YOU!Name, Firm5 Words - Describe What You Do
Exchange Cards!
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
Federal Contract Spending: Under Pressure, Down Some“Nice To Have” is over.
Deficit Reduction Military Drawdown
2008 2009 2010 2011
$ 541.8 B $ 541.2 B $ 537.7 B $ 533.5 B
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
Procurement Leaders Invest More
Four* Tries To Your First Prime Win
* Average of Active Small Business. Minority: 6.1; Caucasian: 3.7
Persistence Pays:Win Rates Rise With
Experience
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
Be Selective. Win More.
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
Registrations, Certifications, GSA, Other Contract
Vehicles…
…Are just tools.
SHARPEN YOUR FOCUSTo Increase Your Win Rate
11
Neeld Wilson, President
The Next Win: Within A Year
For All Active Small Business Contractors –
Regardless of Experience, Size, or Own-ership
11.5 MonthsOver a year
67%
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
PAIR & SHARE: WHAT’S YOUR SWEET SPOT?
RIGHT NOW, what’s your most common:
- Contract Value- Contract Duration- Client Location
What Your Sweet Spot Reveals:Your Top Government
Prospect… Size Agency Location Duration Value Problem You
Solve
…Looks Like Today’s Sweet Spot Client
NEW PAIR & SHARE: WHAT PROBLEM DO YOU SOLVE?
Homework: Your Big Three
Which TopThree Agencies
HaveThatProblem?
Client’s Top
Problem
Your Top Skill
Sweet Spot
$
1. What problem do you solve?2. What are the symptoms?3. What drives people to fix it?
3 WAYS TO INCREASE YOUR WIN RATE
2011 3-Year Bidding: Down 50% From 2007
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
Sweet Spot Focuses Marketing
Direct Marketing
Media & Event Marketing
Beyond Process Marketing
Relationship MarketingRelate
Marketing To Goals
24
To The DHS Forecast – A Tour
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27
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Link Via OSDBU Councilwww.osdbu.gov/members.html
Small Business SpecialistsCentral Coordination PointsFor Each Agency
Military Services Listed Separately
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Prospecting?Classic Backcasting!
USASpending.gov / FFATA.org
Database Features Drill Down Sort Graph Output / Export
Contract Description
Start/Expiry Vehicle / type # Offerors Value so far # Task Orders Point of Contact
Scroll Down
& Search By NAICS.
Which Agencies Are Your Top Buyers?
Where Is Your Competitor?
Details Via Dropdowns
Competitor Search Example
Agency Small Business Portals Defense Information Systems Agency
http://disa.mil/about/offices/osbp.htmlhttp://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/ 36
Agency Vendor Registration
WHAT’S NEXT?Success Secrets & Action Steps You Can Take Today
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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– Agency Portal Registration
Tools For Each Steps
Strategy Focus Process Competition Teaming Relationships Marketing
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Advice on Government Contracting
Free Good Enough
Pick any two.
Win More Sooner. Spend Less.
Judy Bradt, CEO (703) 627 1074 Judy.Bradt@SummitInsight.com
Book, Strategy Workbook & Software Planner
www.GovernmentContractsMadeEasier.com