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PRINCE WILLIAM CHAMBER OF COMMERCE GOVERNMENT CONTRACTING BUSINESS COUNCIL “Strategy and Tactics of Targeting Federal Ag

PRINCE WILLIAM CHAMBER OF COMMERCE GOVERNMENT CONTRACTING BUSINESS COUNCIL “Strategy and Tactics of Targeting Federal Agencies”. PANELIST: Gail Young, KO Solutions LLC. WHO IS YOUR CUSTOMER?. What agencies need what you’re selling?

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PRINCE WILLIAM CHAMBER OF COMMERCE GOVERNMENT CONTRACTING BUSINESS COUNCIL “Strategy and Tactics of Targeting Federal Ag

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  1. PRINCE WILLIAM CHAMBER OF COMMERCEGOVERNMENT CONTRACTING BUSINESS COUNCIL“Strategy and Tactics of Targeting Federal Agencies” PANELIST: Gail Young, KO Solutions LLC

  2. WHO IS YOUR CUSTOMER? • What agencies need what you’re selling? • Have you checked FedBizOpps to review what procurements a target agency has conducted during the past 12-24 months using your NAICS codes? (www.census.gov/naics) • What Prime Contractors are getting most of their business? • How long is the average period of performance for each awarded contract? (i.e. do you know the “recompete cycle”? www.kosolutionsllc.com

  3. WHO IS YOUR CUSTOMER? (cont’d) • How does your customer buy what you’re selling? • Do they show a preference for multiple award schedules (GSA), or existing IDIQ contract vehicles? • Do they like to purchase using government purchase cards? • Do they like to issue their own stand-alone RFPs?? www.kosolutionsllc.com

  4. WHO IS YOUR CUSTOMER? (cont’d) • Preference being given to any type of small business (set-aside)? • What small business subcontracting plan goals are in their RFPs? • What small business subcontracting plan goals are in the contracts of their large business prime contractors? www.kosolutionsllc.com

  5. WHO IS YOUR CUSTOMER? (cont’d) • Where are the answers to these questions? • www.fbo.gov • www.gsaadvantage.gov • www.contractdirectory.gov • http://www.drms.dla.mil/newproc/index.shtml • Freedom of Information Act requests • Agency Small Business Representative www.kosolutionsllc.com

  6. How/where to find a champion • a. Small business liaison, program managers, thought leaders • Government agency • SBA • Small Business POC within large business prime contractor • Networking organizations • b. What questions to ask – that they may be able to answer? • what types of services/supplies do they need? • what are their “most pressing needs”? • how do you get on their bidders’ lists? • Are there any bidders’ conferences coming up? • What are the characteristics of their “best performing” suppliers? www.kosolutionsllc.com

  7. How/where to find a champion (cont’d) • c. What can’t they help you with? They can’t talk about your competition They can’t talk about RFP-specific requirements, evaluation criteria, etc. for an on-going acquisition. They can’t help you submit a “winning proposal”. They can’t award you a contract “just because” you’re a small business, or “just because” you’re the incumbent, or “just because” you’re not an incumbent! www.kosolutionsllc.com

  8. Who is your competition? • How does what they’re selling differ from your offering? What are their/your competitive discriminators? How do you stack up? What is your “value proposition” versus your main competitors’? • What are their prices? • Non proprietary versus proprietary • Current versus future • Do you have/can you get copies of their recent contract wins? www.kosolutionsllc.com

  9. Who is your competition? (cont’d) • d. What do their customers think of their performance? • e. Where can you get answers to the above? • Freedom of Information Act Requests • Trade Shows • Teammates • Networking FACTS: VALIDATE AND VERIFY CONTINUOUSLY www.kosolutionsllc.com

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