1 / 6

SUCCESS THROUGH TEAMING: MARKETING TO PRIMES CONTRACTORS

SUCCESS THROUGH TEAMING: MARKETING TO PRIMES CONTRACTORS. 2012 OSDBU Procurement Conference April 19, 2012 Ludmilla Parnell Director, Business Development, Small Business Partnerships. A Good Small Business Partner: Considerations. Core capabilities and past performance Price

martine
Download Presentation

SUCCESS THROUGH TEAMING: MARKETING TO PRIMES CONTRACTORS

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. SUCCESS THROUGH TEAMING:MARKETING TO PRIMES CONTRACTORS 2012 OSDBU Procurement Conference April 19, 2012 Ludmilla Parnell Director, Business Development, Small Business Partnerships

  2. A Good Small Business Partner: Considerations • Core capabilities and past performance • Price • Personnel experience • Resource availability and HR stability • Locations • Financial solvency/risk/strength • Reputation • Organizational conflict of interest (OCI) • Dependable, a team player, and responsive • Easy to work with on projects • Follow-through and follow-up!

  3. Understand Your Market Focus • What are your strengths and core capabilities? • What types of past performance do you have? • Where is your current work today? • What areas do you want to grow in? • Is the market growth there to support it?

  4. Understanding the Customer Utilize Market Research Read and Learn about your customer Reports, Performance Plans Articles / Websites Understand their mission, goals, objectives and programs Network through targeted conferences and professional associations Develop a core of trusted teaming partners Develop knowledge of U.S. government contracting Understanding of rules / agreements Government purchase cards Line of credit CAGE Code, Dun and Bradstreet, NAICS, ITAR Certification Databases: CCR, DSBS (Pronet), ORCA, VetBiz, Primes Do Your Homework First! Focus FocusFocus!

  5. Steps to Successful Teaming MATRIX MATRIX MATRIX • Focus on a customer area – narrow it down… • Map out contract opportunities – recompetes, new opportunities, etc. • Do you know the customer? Do you know how to obtain information? • Timing – teaming way ahead of the deal (18-24 months out) • Working on next year and beyond • Know who you are talking to? Understand roles of: • Capture Managers • Program Managers • Be prepared for discussions • Read and understand the opportunity and where you can bring value • RFP requirement and your fit — tell us: • Related niche or capability areas • Related past experience Customer knowledge and experience Why your company? Why are you seeking out this Prime to team? • Make sure you are registered with the Prime (if applicable) • For example: Go to www.gdit.com — Partners page Key to Teaming - Be proactive and selective in your marketing efforts!

  6. Contact Information General Dynamics IT – Fairfax, VA - HQ Small Business Center Small Business Partnerships smallbusiness@gdit.com General Dynamics Sectors Information Systems and Technology: http://www.gd.com/business-groups/information-systems-and-technology/index.cfm Aerospace: http://www.gd.com/business-groups/aerospace/index.cfm Marine Systems: http://www.gd.com/business-groups/marine-systems/index.cfm Combat Systems: http://www.gd.com/business-groups/combat-systems/index.cfm Ludmilla Parnell Director, Business Development Small Business Partnerships (703) 995-5148 Tess Palao Small Business Partnerships (703) 995-2875

More Related