Federal Certifications &

Next Level Marketing to Federal Agencies

WELCOME TO

Small Business Liaisons Your first contact at each agency

MARKETING: THE 5 PILLARS

ADVERTISINGPROMOTIONPUBLICITYPUBLIC RELATIONSSALES

BUDGET, TIME & METRICS

CONTRACTING TIPS & TRICKS

Selecting agencies to work with (relevancy, relationships)

Selecting projects to bid on (Go/No-Go, level of effort to obtain contract, risk factors)

Best Value RFPs – evaluation criteria (read & respond!)EntitlementStrategic positioning – skills, location, suppliers?Proactive firms =

NETWORKING

GOAL SETTINGTHE PURPOSE OF THE EVENTTIME MANAGEMENT @ THE EVENTUNDERSTAND NETWORKING METHODOLGYMAKE IT RELEVANTFOLLOW-UP

RECORD KEEPING

START A WORKING RECORDEVALUATE THE EVENT (SCORE IT 1-10)RECORD & EVALUATE THE PEOPLE YOU MET AT THE

EVENT (COMPLETE IN THE CAR)DETERMINE WHEN TO CLOSE THE LOOP & MAKE A

PRIORITYUPDATE THE RECORD & INCLUDE FOLLOW-UP

NOTESA SYSTEM THAT WORKS FOR YOU

CAPABILITIES STATEMENTSShow how you are the Best Value

Written summary of firm’s skills, abilities, deliverables

Hardcopy or electronic – customer preferenceLevels of detail (NAICS, specialty skills, past

customers) & current informationInfo relevant to customerStyle & image presented

CAPABILITY BRIEFINGSProve you are the Best Value!

Meeting with agency personnel Prepare – research agency websites,

USASpending.gov, etc. Be familiar with types of projects, special requirements, locations.

Personalize it (why should they hire you?)Make a connection with the agency & its

mission.Concise & to the point.

DEBRIEFINGS

Feedback from CO to unsuccessful firms on Best Value proposal – VALUABLE!

Strict rules re: what CO can share/not share“weakness” vs. “significant weakness” Agency decides which firm has the Best Value,

regardless of price. Protests on Best Value awards are not successful if

agency followed the process they outlined in the solicitation to choose awardee.

THANK YOU!

Small Business AdministrationPortland District Office

601 SW Second Ave., Suite 950

Portland, OR 97204(Servicing OR and SW Washington)

Jim Kidd – Business Opportunity Specialist

Ph. 503-326-5222

Email: james.klitzke-kidd@sba.gov

Yuri Dyson – Business Opportunity SpecialistPh. 503-326-6692

Email: yuri.dyson@sba.gov