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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 Prospects. Opening Challenge: Introductions Your name Your company

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Pinpoint Focus: Finding Your Best Government Prospects

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  1. Pinpoint Focus: Finding Your Best Government Prospects

    Judy Bradt, CEO
  2. 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….” 
  3. Exchange Cards! Introducing…You!Name, Firm5 Words - Describe What You Do
  4. What You’ll Learn What Your Sweet Spot Reveals and Why 3 Ways To Increase Your Win Rate 3 Places To Look Beyond FedBizOpps
  5. And time! Average: 20 months To win the first federal contract
  6. Registrations, Certifications, GSA, Other Contract Vehicles… …Are just tools.
  7. Neeld Wilson, President To Increase Your Win Rate Sharpen Your Focus
  8. Win Rates How often do client proposals on government business / teaming succeed? Under 10% 10-25%? 25-50% 50-75% Over 75%
  9. What Your Sweet Spot Reveals:Your Top Government Prospect… Size Client Mission Location Duration Value …Looks Like Today’s Sweet Spot Client
  10. 1. What problem do you solve?2. What are the symptoms?3. What drives people to fix it?
  11. Diverse Experience, Industries Quick Working Groups
  12. Worth $________________ Runs how long? _________ Located in ______________ YOUR Sweet Spot Identification
  13. Sweet Spot Focuses Marketing Direct Marketing Media & Event Marketing Beyond Process Marketing Relationship Marketing Relate Marketing To Goals
  14. FedBizOpps www.fbo.gov BEFORE YOU BID… Look for:RFI’s Sources Sought Draft RFP’s…
  15. 3 Paths to Forecasts
  16. 1. Via FedBizOppswww.fbo.gov BEFORE YOU EVER BID: Agency Forecasts
  17. Procurement Forecasts
  18. To the DHSForecast
  19. To The DHS Forecast – Step 1
  20. To The DHS Forecast – Step 2
  21. To The CBP Forecast – Step 3
  22. Another Example:Veterans Affairs
  23. Where’s HHS?2. Try Direct.
  24. http://osdbuforecast.hhs.gov/ Scroll down to link to…
  25. www.osdbu.gov/offices.html 3. Link Via OSDBU Council Small Business Specialists Central Coordination Points For Each Agency Military Services Listed Separately
  26. Beyond FedBizOpps Reverse Auctions Backcasting Agency Sites
  27. Prospecting? Classic Backcasting!
  28. 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
  29. Where Is Your Competitor? www.USASpending.gov
  30. Scroll Down & Search By NAICS. Which Agencies Are Your Top Buyers?
  31. 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/
  32. But wait…there’s more… Reverse AucTions
  33. 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
  34. 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
  35. Success Secrets & Action Steps You Can Take Today What’s Next?
  36. 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.
  37. Tools For Each Steps Strategy Focus Process Competition Teaming Relationships Marketing
  38. Advice on Government Contracting Free Good Enough Pick any two.

  39. Win More Sooner. Spend Less.

    Onsite Package Today Only: $97New Book, Strategy Workbook, Software Planner www.GovernmentContractsMadeEasier.com Judy Bradt, CEO (703) 627 1074 Judy.Bradt@SummitInsight.com
  40. Get Un-Stuck. 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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