Level 2: Course 1 The Strategy Give Me 5: Federal Contracting for Women Business Centers Women’s...
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Transcript of Level 2: Course 1 The Strategy Give Me 5: Federal Contracting for Women Business Centers Women’s...
Level 2: Course 1The Strategy
Give Me 5: Federal Contracting for Women Business Centers
Women’s Business Center Trainer Training Washington DC, April 22 – 23, 2010
©2010 WIPP All Rights Reserved www.WIPP.org www.GiveMe5.com
1-888-488-WIPP
You will need to click the page to advance the slides as you listen to the podcast. Press ESC to exit the presentation at any time.
Course OutlinePreparing to Submit proposals
Developing your Marketing Strategy
Bidding – When to bid, How to bid
Preparing to Submit Proposals
Your Core Competencies
Your Past Performance
Your Differentiators
Your Capability Statement
Why Should The Government Buy From You?
Identify Your Targets
Federal Agencies
Prime Contractors
Teaming Partners
Build Relationships!
Build trust
Build recognition
Strengthen professional reputation
Create personal connections
Develop your Marketing Strategy
Market Aggressively Get in front of the decision-makers Website Email Vendor Outreach Sessions Procurement Conferences Match-making sessions
Top 5 Mistakes to Avoid
Don’t market to the entire federal government Don’t bid on every contract Don’t try to be all things to all people Don’t pick up the phone until you have your strategy in
place Don’t be impatient
Market Research Policy
Federal Acquisition Regulation (FAR) Part 10“Agencies must:
Conduct market research appropriate to the circumstances –Before developing new requirements documents for an acquisition by that agency”
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Why Should Industry Help Government Do Market Research
Helps Government avoid mistakes
Helps industry understand Government requirements better
Allows communication with Government before formal acquisition rules apply (marketing opportunity!)
When to Bid, How to Bid
Know Targeted Opportunities
Secure a Competitive Advantage
Protect and Grow Your Market Share
Sources Sought
Request for Information (RFI)
Request for Quote (RFQ)
Request for Proposal (RFP)
Small Business Sources SoughtThe purpose of a Small Business Sources Sought notice is to identify:
the availability and capability of qualified small business sources; and their size classification relative to the appropriate North American Industry Classification System (NAICs) code.
This will assist the Government in determining the appropriate acquisition method, including whether a set-aside is possible.
Follow-up Email the POC
Call the POC
Email the Small Business Rep
Call the Small Business Rep
Repeat!
Questions?
13
Women’s Business Center Trainer Training Washington DC, April 22 – 23, 2010
©2010 WIPP All Rights Reserved www.WIPP.org www.GiveMe5.com
1-888-488-WIPP
G. LaVern JacksonWIPP National Partner and Procurement Committee Co-Chair
President/CEOJoint Logistics Managers, Inc. www.jlmiva.com