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Presented by Cheryl W. Chandler March 10, 2010 U. S. Army Corps of Engineers Philadelphia District

Marketing Mishaps. Presented by Cheryl W. Chandler March 10, 2010 U. S. Army Corps of Engineers Philadelphia District. Marketing Mishaps. Agenda Mistakes to avoid Some pointers to help you get work Bloopers and Blunders Q&A. How it Really Works. Door-Opening Tips.

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Presented by Cheryl W. Chandler March 10, 2010 U. S. Army Corps of Engineers Philadelphia District

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  1. Marketing Mishaps Presented by Cheryl W. Chandler March 10, 2010 U. S. Army Corps of Engineers Philadelphia District

  2. Marketing Mishaps Agenda • Mistakes to avoid • Some pointers to help you get work • Bloopers and Blunders • Q&A

  3. How it Really Works

  4. Door-Opening Tips • It doesn’t matter how good you know you are— • It’s how good the PM thinks you are • You get only 1 chance to make a first impression • KOs stick their necks out for you

  5. More Door-Opening Tips • It’s really about relationships! • Unless you are really good, let someone else do your marketing • Be willing to sub or team

  6. Door-Opening Strategies The four P’s of Success: • Be Patient • Be Persistent • Be Prepared • Be able to Perform

  7. Door-Closing Bloopers & Blunders

  8. Big KO Offenders #5 Not paying subcontractors #4 Going over the KO’s head #3 Unannounced visits #2 Misleading comments or lying #1 Poor performance!

  9. The PM’s Pet Peeves: #5 Lack of communication (missed meetings, no calls or infrequent visits) #4 Missed schedules (late submittals) #3 Unwilling to partner or being inflexible #2 Low opinion of government employees (arrogance) #1 Dishonesty (cutting corners)

  10. My Personal Favorites #5 Telling me what you are before who you are and what you do #4 Incomplete or sloppy capability packages #3 Believing that you are “entitled” to work #2 Not leaving your phone number with your message #1 Poor performance!

  11. How it really works—RELATIONSHIPS! • Communication • Trust • Performance

  12. 10 Tips to Improve Your Proposal Marketing Mishaps

  13. Working for the Corps Tip #1 Read the RFP thoroughly! • Ask questions early to ensure there is sufficient time to respond • Pay attention to the criteria order and weights – it indicates what is important to us

  14. Working for the Corps Tip #2 - Understand the Type of RFP • How will source selection be accomplished? • Lowest Price Technically Acceptable • Best Value Trade Off

  15. Working for the Corps Tip #3 - Address all aspects of the Criteria • Create a matrix of the Scope of Work, by paragraph, with each requirement to use as a checklist to ensure your proposal is complete. • Include your checklist with your proposal.

  16. Working for the Corps Tip #4 - Be succinct • Avoid being too wordy • Use bullets, underlines, bolding • When a limited page count is provided – stick to it!

  17. Working for the Corps Tip #5 - Your experience should relate to the project in terms of scope, size, $ value, complexity • Should be recent – within the past 5-10 years or as required by RFP • Be clear – is it experience of firm or people? or, is it experience of subcontractor or mentor?

  18. Working for the Corps Tip #6 - Make sure qualifications of staff match RFP • Ensure each team member’s qualifications address EACH ASPECT of the criteria • List relevant experience of team members • Ensure team members are available

  19. Working for the Corps Tip #7- Organization Chart – Who’s in Charge? • Identify one person to be in charge of entire team • Person should be from YOUR company, not a subcontractor or your mentor • Indicate clear lines of communication • Identify person and company (with location) for each role

  20. Working for the Corps Tip # 8 - Address Quality • Include the quality team on the Organization Chart – even if not required • Quality is important to us – indicate it’s important to you • Show/describe how the quality control team interacts with the execution team

  21. Working for the Corps Tip #9 - Address Performance Problems Head-On • Get copies of your Construction Contractor Appraisal Support System (CCASS) evaluations • Explain any “Marginal” or “Unsatisfactory” items within the evaluation as well as overall ratings • Check out the past performance of your proposed subcontractors

  22. Working for the Corps Tip #10 - QC your Proposal • Have an independent reviewer ensure all items are addressed (someone not involved in putting the proposal together) • If you copy another proposal, make sure you only refer to the current project • Uze spel cheque!

  23. Remember! Marketing • mishaps, • mistakes, • missteps Will lead to • misunderstanding, • misjudgment • Mistrust, missed opportunitiesand MISERY

  24. Working for the Corps • U.S. Army Corps of Engineers Website: www.usace.army.mil • Philadelphia District Website: www.nap.usace.army.mil Contact Information: MY Phone 215-656-6867 My e-mail address: cheryl.w.chandler@usace.army.mil

  25. Questions?

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