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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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