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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

Pinpoint Focus: Finding Your Best Government Prospects

Judy Bradt, CEO


Pinpoint focus finding your best government prospects1
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….” 


Introducing you name firm 5 words describe what you do

Exchange Cards!

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


What you ll learn
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



Sharpen your focus

Neeld Wilson, President Vehicles…

To Increase Your Win Rate

Sharpen Your Focus


Win rates
Win Rates Vehicles…

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
What Your Sweet Spot Reveals: Vehicles…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
1. What problem do you solve? Vehicles…2. What are the symptoms?3. What drives people to fix it?


Quick working groups

Diverse Experience, Industries Vehicles…

Quick Working Groups


Your sweet spot identification

Worth $________________ Vehicles…

Runs how long? _________

Located in ______________

YOUR Sweet Spot Identification


Sweet spot focuses marketing
Sweet Spot Focuses Marketing Vehicles…

  • Direct Marketing

  • Media & Event Marketing

  • Beyond Process Marketing

  • Relationship Marketing

Relate Marketing To Goals


FedBizOpps Vehicles…www.fbo.gov

BEFORE YOU BID…

Look for:RFI’s

Sources Sought

Draft RFP’s…



1. Via Vehicles…FedBizOppswww.fbo.gov

BEFORE YOU EVER BID:

Agency Forecasts



To the dhs forecast
To the DHS Vehicles…Forecast





Another example veterans affairs
Another Example: Vehicles…Veterans Affairs


Where s hhs 2 try direct
Where’s HHS? Vehicles…2. Try Direct.


Http osdbuforecast hhs gov
http://osdbuforecast.hhs.gov/ Vehicles…

Scroll down to link to…


3 link via osdbu council

www.osdbu.gov/offices.html Vehicles…

3. Link Via OSDBU Council

Small Business Specialists

Central Coordination Points

For Each Agency

Military Services Listed Separately


Beyond fedbizopps
Beyond Vehicles…FedBizOpps

  • Reverse Auctions

  • Backcasting

  • Agency Sites


Prospecting
Prospecting? Vehicles…

Classic Backcasting!


Usaspending gov ffata org database features
USASpending.gov / FFATA.org Vehicles…Database 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? Vehicles…

www.USASpending.gov


Scroll Down Vehicles…

& Search By NAICS.

Which Agencies Are Your Top Buyers?


Agency small business sites
Agency Small Business Sites Vehicles…

  •  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/


Reverse auctions

But wait…there’s more… Vehicles…

Reverse AucTions


Reverse auctions on fedbid com
Reverse Auctions On Vehicles…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 com1
Reverse Auctions On Vehicles…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



What you learned
What You Learned Vehicles…

  • 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
Tools For Each Steps Vehicles…

  • Strategy

  • Focus

  • Process

  • Competition

  • Teaming

  • Relationships

  • Marketing


Advice on government contracting
Advice on Government Contracting Vehicles…

  • Free

  • Good

  • Enough

Pick any two.


Win more sooner spend less

Win More Sooner. Spend Less. Vehicles…

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

www.GovernmentContractsMadeEasier.com

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


Get un stuck
Get Un-Stuck. Vehicles…

Define Your Sweet Spot

Look Forward & Backward

Investments That Pay Off:

Strategy In A Day

Mastermind I: Strategy Intensive Starts November 2011

Find Out More &

Get Judy’s Online Resource Guide.

Leave Your Card.


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