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Five Ways to Win A Government Contract

Five Ways to Win A Government Contract. NOT. Fausto Molinet Matrix Internationale www.matrix-consult.com. Inflate Your Price. The Government is the ultimate “Flush” Customer They manage money poorly They have an unlimited supply of the stuff

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Five Ways to Win A Government Contract

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  1. Five Ways to Win A Government Contract NOT Fausto Molinet Matrix Internationale www.matrix-consult.com

  2. Inflate Your Price • The Government is the ultimate “Flush” Customer • They manage money poorly • They have an unlimited supply of the stuff • They buy $600 toilet seats for goodness sake • Not really true • For every spectacular “FEMA” debacle there are 100 tightly managed efforts • An inflated price may mean they can’t fully fund your proposal and put you off until a future round • The toilet seat example did not mean they were willing to pay Kohler $600. Matrix Internationale www.matrix-consult.com

  3. What Due Date? • That date on the solicitation is only approximate • None of my other customers care if I am late. • FedEx always gets there in time • I’ll just whip it up at the last minute • Absolutely Wrong • Philosophy comes from the military side • Think “Castaway” – Have a backup • An example: Matrix Internationale www.matrix-consult.com

  4. They’ll Never Understand it Anyway • It doesn’t matter what we say • The evaluators are “hacks” with little education • They won't put any time into reading it. • They do go to a great deal of trouble to be thorough • Most DoD acquisitions people have an MS and are backed up by PhD FCRCs • Even the low level support stuff gets considerable thought • Evaluation teams have high priority and tools Matrix Internationale www.matrix-consult.com

  5. Why Bother with Marketing? • I‘ll just wait until it shows up on FedBizOps • No one else will bother to talk to them in advance • Government rules prohibit favoritism • TOO LATE!!! • FedBizOps is a history lesson • The government will write a solicitation to a new idea if they hear about it (not “wired”) Matrix Internationale www.matrix-consult.com

  6. Forget the Competition • This Proposal is “Wired for Me” • I have the only solution • My price is so good they won’t care about anything else • Can you afford to be the next headline? • Most entrepreneurs think they have the best idea • There are other factors than price (VALUE?) Matrix Internationale www.matrix-consult.com

  7. Summary • Government business is a good way to earn money, but it’s not a give-away • “Lean and Mean” will win bids • Great performance will open up additional opportunity Matrix Internationale www.matrix-consult.com

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