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Pinpoint Focus: Finding Your Best Government Prospects. Judy Bradt, CEO. Pinpoint Focus: Finding Your Best Government Prospects. Opening Challenge: Introductions Your name Your company

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Pinpoint Focus: Finding Your Best Government Prospects

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Pinpoint Focus: Finding Your Best Government Prospects

Judy Bradt, CEO


Pinpoint Focus: Finding Your Best Government Prospects

  • Opening Challenge: Introductions

    • Your name

    • Your company

    • FIVE WORDS to describe what you do.EG:“Moving, moving, moving, moving, moving.”“Oracle. Nothing but Oracle.”

    • “Medical record management done right.”“Help desks that really help.”“Government contracts made easier….” 


Exchange Cards!

Introducing…You!Name, Firm5 Words - Describe What You Do


What You’ll Learn

  • What Your Sweet Spot Reveals and Why

  • 3 Ways To Increase Your Win Rate

  • 3 Places To Look Beyond FedBizOpps


And time! Average: 20 months

To win the first federal contract


Registrations, Certifications, GSA, Other Contract Vehicles…

…Are just tools.


Neeld Wilson, President

To Increase Your Win Rate

Sharpen Your Focus


Win Rates

How often do client proposals on government business / teaming succeed?

  • Under 10%

  • 10-25%?

  • 25-50%

  • 50-75%

  • Over 75%


What Your Sweet Spot Reveals:Your Top Government Prospect…

  • Size

  • Client Mission

  • Location

  • Duration

  • Value

…Looks Like Today’s Sweet Spot Client


1.What problem do you solve?2.What are the symptoms?3.What drives people to fix it?


Diverse Experience, Industries

Quick Working Groups


Worth $________________

Runs how long? _________

Located in ______________

YOUR Sweet Spot Identification


Sweet Spot Focuses Marketing

  • Direct Marketing

  • Media & Event Marketing

  • Beyond Process Marketing

  • Relationship Marketing

Relate Marketing To Goals


FedBizOpps www.fbo.gov

BEFORE YOU BID…

Look for:RFI’s

Sources Sought

Draft RFP’s…


3 Paths to Forecasts


1. Via FedBizOppswww.fbo.gov

BEFORE YOU EVER BID:

Agency Forecasts


Procurement Forecasts


To the DHSForecast


To The DHS Forecast – Step 1


To The DHS Forecast – Step 2


To The CBP Forecast – Step 3


Another Example:Veterans Affairs


Where’s HHS?2. Try Direct.


http://osdbuforecast.hhs.gov/

Scroll down to link to…


www.osdbu.gov/offices.html

3. Link Via OSDBU Council

Small Business Specialists

Central Coordination Points

For Each Agency

Military Services Listed Separately


Beyond FedBizOpps

  • Reverse Auctions

  • Backcasting

  • Agency Sites


Prospecting?

Classic Backcasting!


USASpending.gov / FFATA.orgDatabase Features

  • Drill Down

  • Sort

  • Graph

  • Output / Export

  • Contract Description

  • Start/Expiry

  • Vehicle / type

  • # Offerors

  • Value so far

  • # Task Orders

  • Point of Contact


Where Is Your Competitor?

www.USASpending.gov


Scroll Down

& Search By NAICS.

Which Agencies Are Your Top Buyers?


Agency Small Business Sites

  •  Defense Information Systems Agencyhttp://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

    • Commucations & Electronics Command (CECOM) Life Cycle Management Command (LCMC) 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/


But wait…there’s more…

Reverse AucTions


Reverse Auctions On FedBid.Com

  • Buyers/Sellers comply with FARS

  • Products & Services

  • Micro-purchase through multi-millions

  • Buyers can invite a seller

  • Sellers can auto-bid


Reverse Auctions On FedBid.Com

  • Over 250 Federal Buying Centers

    • Includes 82 Army; 18 Navy; 49 DHS

    • Over 100 other federal buyers

    • Over 50 local, university & commercial buyers

  • Top buyers: Army, DHS, State, Justice

  • Top items: IT, furniture, office supplies, lab equipment

  • About 25% of buys are GSA Schedule only


Success Secrets & Action Steps You Can Take Today

What’s Next?


What You Learned

  • 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.

    • Reverse Auctions.


Tools For Each Steps

  • Strategy

  • Focus

  • Process

  • Competition

  • Teaming

  • Relationships

  • Marketing


Advice on Government Contracting

  • Free

  • Good

  • Enough

Pick any two.


Win More Sooner. Spend Less.

Onsite Package Today Only: $97New Book, Strategy Workbook, Software Planner

www.GovernmentContractsMadeEasier.com

Judy Bradt, CEO (703) 627 1074 [email protected]


Get Un-Stuck.

Define Your Sweet Spot

Look Forward & Backward

Investments That Pay Off:

Strategy In A Day

Mastermind I:Strategy IntensiveStarts November 2011

Find Out More &

Get Judy’s Online Resource Guide.

Leave Your Card.


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