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How to Market and Team with Large Businesses

How to Market and Team with Large Businesses. April 19, 2012 Presented by Wayne Pizer. Who and What is STRATIS?. Provider of leading-edge solutions to the DoD and Intelligence Community since 1981 One of the largest L-3 Divisions Employees across the U.S. and around the world

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How to Market and Team with Large Businesses

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  1. How to Market and Team with Large Businesses April 19, 2012 Presented by Wayne Pizer

  2. Who and What is STRATIS? • Provider of leading-edge solutions to the DoD and Intelligence Community since 1981 • One of the largest L-3 Divisions • Employees across the U.S. and around the world • More than 70% employees and eleven facilities are cleared • Dedicated Award Winning Small Business Office (SBO) L-3 PROPRIETARY

  3. Identify/Target a Select Few Agencies • Understand the mission • Research the agency and budget • Develop a marketing and call plan • Network and build relationships • Build relationships with “trusted” teaming partners • Need D&B number, CAGE Code and NAICs • Ensure CCR and ORCA databases are up-to-date and accurate…SB certifications L-3 PROPRIETARY

  4. Market to the Primes at that Agency • Research the Prime and understand how they go-to-market • Contact their Small Business Office to “connect” you to the Business Development Representative or Capture Team • Opportunity-driven approach • Know your audience and tailor your “elevator speech” to the situation • Always bring value to a meeting or conversation • New information regarding an opportunity can set you apart • Be responsive and demonstrate follow-through, remember you are being judged! • Attend “Small Business Outreach” Events L-3 PROPRIETARY

  5. What Primes Look for in a Good Small Business Partner • Customer Intimacy • Ability to Market Aggressively • Know what you bring and market to both prime and federal agency • Ability to shape or influence • Demonstrated past performance • Complimentary skills and “Value Added” Capabilities • Niche Capabilities • Competitive Pricing • Financial Stability • Proven Track Record and References • Quality Processes • Honesty L-3 PROPRIETARY

  6. How Primes Evaluate Opportunities L-3 PROPRIETARY

  7. Keys to Teaming • Understand the opportunity and clearly articulate your value • Team early as possible • Once the RFP hits the street it is probably too late to the game! • Developing a trusting relationship through transparency • Make sure a non-disclosure agreement (NDA) is in place before negotiations • A Teaming Agreement (TA) is required to join the team L-3 PROPRIETARY

  8. Building Strategic Partnerships • To be successful partnerships must be mutually beneficial • The Small Business Advantage • Strong customer relationships • Agencies need to hit Small Business Prime Targets • Large business (LB) primes have small business subcontracting plans • Opportunities to prime via small business set-a-sides • Small businesses can reduce their perceived riskiness by subbing to a large business • Subbing to a LB is the quickest way to get attention from other large businesses! • In a true partnership, both parties benefit L-3 PROPRIETARY

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