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WELCOME TO

WELCOME TO. Federal Certifications & Next Level Marketing to Federal Agencies. Small Business Liaisons Your first contact at each agency. MARKETING: THE 5 PILLARS. ADVERTISING PROMOTION PUBLICITY PUBLIC RELATIONS SALES BUDGET, TIME & METRICS. CONTRACTING TIPS & TRICKS.

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WELCOME TO

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  1. WELCOME TO Federal Certifications & Next Level Marketing to Federal Agencies

  2. Small Business Liaisons Your first contact at each agency

  3. MARKETING: THE 5 PILLARS • ADVERTISING • PROMOTION • PUBLICITY • PUBLIC RELATIONS • SALES BUDGET, TIME & METRICS

  4. 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!) • Entitlement • Strategic positioning – skills, location, suppliers? • Proactive firms =

  5. NETWORKING • GOAL SETTING • THE PURPOSE OF THE EVENT • TIME MANAGEMENT @ THE EVENT • UNDERSTAND NETWORKING METHODOLGY • MAKE IT RELEVANT • FOLLOW-UP

  6. RECORD KEEPING • START A WORKING RECORD • EVALUATE 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 PRIORITY • UPDATE THE RECORD & INCLUDE FOLLOW-UP NOTES • A SYSTEM THAT WORKS FOR YOU

  7. CAPABILITIES STATEMENTSShow how you are the Best Value • Written summary of firm’s skills, abilities, deliverables • Hardcopy or electronic – customer preference • Levels of detail (NAICS, specialty skills, past customers) & current information • Info relevant to customer • Style & image presented

  8. 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.

  9. 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.

  10. 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

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