Marketing Strategies for Success

Presented by Jane Curtis, Sr. Vice PresidentWellCon Group, LLC

Service Disabled Veteran Owned Small Business

Objective

• Discuss Our Approach to DHS

• Steps We Took To Obtain Contract

• Challenges with the Resultant Contract

• Problem Resolutions• End Result – Successful

Completion• Steps for Prospective

Contractors

Market Research

• Reviewed HSAR, FAR & Homeland Security Acquisition Manual

• Identified the NAICS Codes DHS purchases

• Identified Contractors • Identified Subcontract-

ing Opportunities

First Things First

• Identified Points of Contact in DHS• Scheduled Meetings • Researched DHS Acquisition Forecast• Reviewed our NAICS Codes• Established ‘Point’ Team for Bus. Dev.• Identified Contractors w/DHS

Contracts• Sought Subcontracting Opportunities

Keys to Success• Repeated Calls to

OSDBU/Program POCs• Reviewed RFI & Submitted

Detailed Capability Statement• Selected Teaming Partner

w/Strong Qualifications• Teaming Partner Participated in

Orals

• Submitted Best Value Solution & Pricing

• Most Importantly – We Delivered!!

Challenges Encountered• Place of Performance

• Period of Performance • Personnel or Facility Security

• Key Personnel Requirements

• Performance Work Statement

• Deliverables (Frequency & Media)

• Key DHSAR/FAR Clauses

Problem Resolutions

• Held Post-Award Conference • Revised Place of Performance• Revised Approach and Timeline• Extended Period of Performance• Waiver for Security Requirements• Revised Media for Deliverables• Held Frequent Status Meetings

Steps You Can Take• Meet with Small Business POCs• Meet with Program/Technical POCs

• Attend Vendor Outreach Sessions• Attend Small Business Conferences

• Partner with 8(a), SDVOSB or HUBZone Businesses

• Be Persistent and Consistent

Next Steps To Take• Identify Your Niche or Core Business• Don’t Bid on Everything – Only on

What You Can Successfully Deliver• Be Price Competitive (Know Your

Market)• Have Strong Past Performance

References• Make Sure You Are Properly

Presented• Start Small – Perform Well – Progress• Be Persistent – Don’t Give up After the

“No’s”• Follow up – Follow up – and Follow up

Understand DHS Acquisition Programs & Processes

• Review “Open for Business”– IT Acquisitions (Eagle, First Source)– Non-IT Acquisition (PACTS)– Science & Technology

• Review Adv. Acquisition Planning Forecast

• Consider Mentor-Protégé Program

• Review DHS Organization (22 Components)

Know The DHS Components• US Customs & Border Protection• US Citizenship & Immigration Services• DHS Office of the Chief Human Capital• DHS Office of the Chief Procurement Officer• DHS Headquarters• DHS Intelligence Analysis• DHS Office of the Chief Information Officer• DHS Resource Management Transformation Office• DHS Science and Technology• Federal Emergency Management Agency• Federal Law Enforcement Training Center• Immigration & Customs Enforcement• Transportation Security Administration• US Coast Guard• US Secret Service• US-VISIT

Benefits of a DHS Contract• Opens Doors for Future

Contracts• Excellent Past Performance

Reference• Expand Customer Base and

Capabilities• May Obtain Security Clearance• Sense of Patriotism • Provides Confidence

Questions?