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Competing Successfully for Public Sector Work

Learn effective strategies and tips for positioning your firm, finding appropriate opportunities, making compelling proposals, acing interviews, and executing the work to successfully compete for public sector contracts.

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Competing Successfully for Public Sector Work

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  1. Competing Successfully for Public Sector Work James M. Bourey City Manager City of Newport News

  2. Talk about • Positioning the firm • Preparing the staff • Finding the appropriate opportunities • Making proposals • Interviewing for work • Executing the work

  3. Positioning the firm • Be visible in the community • Participate in community events • Contribute to the community • Participate in professional conferences • Participate in conferences for governmental organizations • Do seminars for government people • Reach out to government staff

  4. Finding Appropriate Opportunities • Get on every governmental list • Continuously monitor community activities • Discuss ideas for work with government staff • Respond to only what is appropriate and where you are well positioned • Be strategic in making proposals

  5. Making Proposals • Be responsive to request • Make the case for why you are best suited for the work • Show initiative in suggesting approaches to doing the work

  6. Interviewing for the Work • Be prepared • Know your material • Know your audience • Do NOT talk to long • Listen well and be responsive • Leave time for questions

  7. Executing the Work • Great performance will get you a return engagement • Lousy performance will shut you out • Most important to successfully competing is to perform

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