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Are You Ready for Prime Time?

Are You Ready for Prime Time?. Are You Ready for Prime Time?. Jim Randle Prime Contractor Supplier Diversity Specialist Veteran Advocate, Small Business Coach Email: jrandle@uta.edu (O)817-776-5489 (M)817-559-0010 Website: http://www.uta.edu/crosstimbers.

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Are You Ready for Prime Time?

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  1. Are You Ready for Prime Time?

  2. Are You Ready for Prime Time? Jim Randle Prime Contractor Supplier Diversity Specialist Veteran Advocate, Small Business Coach Email: jrandle@uta.edu (O)817-776-5489 (M)817-559-0010 Website: http://www.uta.edu/crosstimbers

  3. Cross Timbers Procurement Center

  4. Cross Timbers Procurement Center Who We Are, What We Do, How We Do It! • Who We Are: • One of 98Procurement Technical Assistance Centers • 300 locations, one of 9 PTACS in Texas • Affiliated with the University of Texas at Arlington • Provide services to 61 counties in North Texas Page 4

  5. Cross Timbers Procurement Center Who We Are, What We Do, How We Do It! • What We Do: • Help all kinds of businesses • Sell to federal, state and local governments • Sell to government prime contractors • Develop & sustain Supplier Diversity Programs Page 5

  6. Cross Timbers Procurement Center Who We Are, What We Do, How We Do It! • What We Do: To where you want to be! ‘Bridge the Gap’ from where you are … Page 6

  7. Cross Timbers Procurement Center How We Do It! • How Do We Help? • One-On-One Counseling, No Cost • How to sell to the government and to the primes • Sponsor Outreach Events

  8. SAVE THE DATE: August 6, 2014 • 18th Annual • 2014 Government Procurement Conference • When: Wednesday, August 6, 2014 • Where: Arlington Convention Center • Theme: • "Understanding the Process" • Hundreds of Networking Opportunities with your top prospects! • Learn more about the PROCESS of selling to the government and to their prime contractors!

  9. Cross Timbers Procurement Center How We Do It! • How Do We Help? • Help with your SAM registration, other Certifications • Help you develop Capability Statements • Mentor-Protégé Programs • Federal Market Research Reports • Help with Bids and Proposals • Strategic Planning • Bid-Match service • Business Improvement • Teaming • Contract Compliance

  10. Cross Timbers Procurement Center How We Do It! • Workshops: • Government Contracting • Winning Awards from Government Prime Contractors • Joint Ventures and Teaming Arrangements • How to create a Robust Capability Statement • Federal Mentor Protégé Programs • Bid Matching – How to Find Opportunities within the Government • Deal or No Deal – How to Get the Results You Want from a Trade Show • Technical Proposals • Marketing Plan • \Certifications • Understanding Codes: • NAICS (Products & Services), FSC (Products) and PSC (Services) • Capability Briefings

  11. Cross Timbers Procurement Center How We Do It • How We’re Funded: • Generous Donations from: • Large BusinessSmall BusinessSBANon-Profits • Matching Funds from: • The Defense Logistics Agency through a Cost sharing agreementbetween the University of Texas at Arlington and the Department of Defense

  12. Cross Timbers Procurement Center Website: http://www.uta.edu/crosstimbers Jim Randle • Senior management professional with over 43 years of experience in corporate, entrepreneurial and educational environments • Worked for Lockheed Martin for 23 years in Supplier Diversity • Jim is an ‘Insider’ and will tell you everything he knows • Knows the buyers engineers, end users and what they are looking for • Counsels customers how to sell to government prime contractors • Works with primes to help them achieve small business goals Relevant Assignments: • Prime Contractor Supplier Diversity Specialist, Veteran Advocate Education and Training: • BS degree, Marketing Management, University of Alabama • Master of Education, Educational Administration, West Georgia • Education Specialist degree, Georgia State University • Georgia Teacher Certification, University of Georgia • Various Lockheed Martin corporate management training courses • 43 years of experience in: • Selling to the Primes • Small Business Coaching • Capability Statements • Certifications • Business Development • Business Improvement • Supplier Diversity Program Management • Small Business Plans • Strategic Planning • Capability Briefings • Mentor-Protégé Programs • Education and Training

  13. Cross Timbers Procurement Center Website: http://www.uta.edu/crosstimbers The Cross Timbers Team Gregory James, Program Director Government Contracting, Teaming, Joint Ventures Federal Marketing Research, Marketing Plans (O) 817-272-5978 Email: gjames@uta.edu Natalie Burden, Administrative Assistant (O) 817- 272-0543 Email: nburden@uta.edu Roger Flores, Procurement Counselor Government Contracting, Bid-Match Specialist (O) 469-682-9020 Email: rflores@uta.edu Henry Vinson, Procurement Counselor Government Contracting, Construction Specialist Technical Proposals, SAM Specialist (O) 214-682-2945 Email: hvinson@uta.edu Jim Randle, Prime Contractor Supplier Diversity Specialist Veteran Advocate, Small Business Coach Selling to Prime Contractors, Capability Statements Supplier Diversity Program Management (O) 817-776-5489 Email: jrandle@uta.edu

  14. Cross Timbers Procurement Center Need Our Help? • Go to our website • http://www.uta.edu/crosstimbers Click on Request Our Services Tell us how we can help you!

  15. Cross Timbers Procurement Center Need Our Help? Page 15

  16. Cross Timbers Procurement Center We know that you ‘Hit the Ground Running’ Every Day Our job is to make sure your are ‘Running in the Right Direction’

  17. Federal, State, Local Governments

  18. Federal Government Primes

  19. These Primes Are in Your Backyard

  20. These Primes Are in Your Backyard THE LIST

  21. Veterans? Page 21

  22. Longevity • Start-Up – Less than 2 Years • 2-5 Years • 6-10 Years • 11-15 Years • 15+ Page 22

  23. Small Business Classifications SB, SDB, WOSB, EDWOSB, SBA Certified HUBZone, VOSB, SDVOSB Page 23

  24. + Experience With Primes? Page 24

  25. + Experience & Success With Primes? Page 25

  26. Are You Ready for Prime Time? Overview Winning Awards From Government Prime Contractors 3 Hour Workshop  Page 26

  27. Are You Ready for Prime Time? Overview  Page 27

  28. Ask QuestionsAnytime!

  29. WARNING!

  30. How to Get Your Foot in the Door …. with your toes still attached! How Do I Get My Foot in the Door? Page 30

  31. THE KEYS: • Prepare • Pursue Page 33

  32. THE WRONG WAY: • Prepare • Pursue Page 34

  33. Agenda • Keys, Imperatives, ​Facts, Rules • The Process: ‘21 Steps’ • O’Tool’s Theorem

  34. Workshop Objectives How Do I Get My Foot in the Door? ROADMAP ACTION PLAN Page 36

  35. Successfully Selling to the Primes Requires ….. • Prepare • Process • Plan • Passion • Professional • Pursue • Positive • Proactive • Persistence • Patience Page 37

  36. Small Business Coach Page 38

  37. 21 Steps to Prime Time ‘Your Roadmap & Action Plan Page 39

  38. To Sell to the Primes You Have to Get to How Do I Get My Foot in the Door? RIGHT PERSON! RIGHT PLACE! RIGHT TIME! RIGHT STUFF! Page 40

  39. It is a Process a ‘21 Step’ Process How Do I Get My Foot in the Door? Page 41

  40. Facts: You MAY Encounter a ROADBLOCK Step-By-Step Guide to Work Through Roadblocks Page 42

  41. Government Prime Contractors All Have …. How Do I Get My Foot in the Door? • Small Business Goals • Veteran and SDVOSB Goals • SDB, WOSB, EDWOSB, HubZone Goals Great News! Audit Review! Page 43

  42. Supplier Diversity Program Ratings How Do I Get My Foot in the Door? • Outstanding • Highly Successful • Satisfactory • Marginal • Unsatisfactory Their Rating Can Affect Future Business Audit Review! Page 44

  43. BUT …. How Do I Get My Foot in the Door? The Last Thing You Want to Say is ….. “I am a WOMAM-OWNED BUSINESS and I can help you make your goals”! Make You Case on: Quality, Service, Delivery, Performance, Track Record, Best Value Not Your Business Classification! Page 45

  44. You Have To …. How Do I Get My Foot in the Door? • Get to the Right People • At the Right Time Timing is Everything Page 46

  45. Government Prime Contractors All Have …. How Do I Get My Foot in the Door? • Small Business Liaison Officers (SBLOs) or • Supplier Diversity Professionals or • Small Business Specialists and ….. • They Are Looking for You! More Great News! Page 47

  46. and You Must How Do I Get My Foot in the Door? • Have the ‘Right Stuff’ • Answer the question …. Why You? • Show how you are Uniquely Different • Convince them that you are No Risk • Discuss your Opportunity Fit • Offer Solutions Page 48

  47. How to Get Your Foot in the Door? 5 Imperatives! How Do I Get My Foot in the Door? • Preparation • Passion • Execution • Persistence • Patience Page 49

  48. FACTS: How Do I Get My Foot in the Door? • It’s Not ! • To WIN your opportunity, you must TAKE IT AWAY • DIFFERENTIATEyour business from your Competitors • Must do it BETTER ,FASTER, SMARTER • Must be the BEST VALUEsupplier Understand that Selling to the Primes is a PROCESS! Page 50

  49. FACTS: How Do I Get My Foot in the Door? • To Sell to the Primes You Must • Get On Their Radar Screen • and • STAY THERE! Page 51

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