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7 Steps to Winning Federal Contracts
For New and Experienced Government Contractors
We Help CEOs
Win More Customers Keep the Customers they Have Have the People Capacity to Delivery Quality Access to Capital at Favorable Terms Achieve Top Percentile Financial Performance
We Do this Through
Growth CFO and Accounting Services
Kirk. W. McLaren, MBA, CPA, IFM
Chief Executive Officer
Georgetown University Lecturer
Kirk@foresightCFO.com
Let’s Figure Out Who is In the Room
Poll Question
What was your Topline Revenue in the prior year?
Are you currently Earning GovCon revenue?
What is Your Top Federal Challenge?
Seven Steps To Winning Federal Business: Roadmap To Success
Summit Insight ©2019
32 years’ Federal contracting expertise Guiding over 5,000 clients to millions in wins Proven Strategies That Drive Revenue Author, “Government Contracts Made Easier”
Welcome! Judy Bradt, CEO
© Summit Insight 2020
Logo
Welcome! Judy Bradt, CEO
© Summit Insight 2020
Our Mission Today:
Identify the next milestone on the road to your next win.
What We’ll Cover Strategy Focus Process Competitive Analysis Teaming Relationships Marketing and Sales Your NEXT WINS Q&A
Poll: Your Top Federal Challenge for 2020?
Decide if we’re going to pursue Federal work Get in front of the right Federal buyers Win enough to keep our GSA Schedule Write better proposals Find more work we can win
1. Strategy DOES FEDERAL CONTRACTING FIT YOUR BUSINESS?
Summit Insight ©2019 10
Why are you in the federal market?
10
They have to buy from small business
I’m a veteran.
Government has lots of money
Business set aside for us
Smooth out the cash flow
11
WINNERS REASONS: We do something federal buyers need. Aligns with our plans to grow the company
11
Financing Federal Business
Reality
2. Focus WHERE’S THE WORK YOU CAN WIN?
Then, Follow The Money!
What drives today’s purchasing and tomorrow’s budget & plans?
Dateline: Washington DC, 1972 What clue let Bob Woodward crack the Watergate story?
6/25/2020
Qualitative Approach to Focus
Some Elements • Past Performance • Mirror Prospects • Opportunistic Relationship-Building
Advantages • Speed • Cost
Speed Utility
Cost
6/25/2020
Data-Driven Approach to Focus
Some Elements • Past, Present & Forecast Contracts • Past Performance • Systematic Relationship-Building
Advantages • Detail • Skills & Plan
Cost
Speed Utility
3. Process ESSENTIALS YOU MUST KNOW TO PARTICIPATE
There’s No Such Thing As “Selling To Government.”
You’re selling to PEOPLE first. (Who also have a LOT of process.)
6/25/2020
Federal Contracting: Rules of the Game Federal Acquisition Regulations & Agency Supplements www.Acquisition.gov
Contracting Officers & Specialists Contracting Officer’s Technical Representative
Who Does The FAR Protect?
6/25/2020
Federal Contracting: Small Business Programs Overall Goal: 23% of contract dollars awarded to small business
Small Business Programs & Goals ◦ Small Disadvantaged (including 8(a)): 5% ◦ Woman-Owned: 5% ◦ Service-Disabled Veteran-Owned: 3% ◦ HUBZone: 3%
Roles ◦ Small Business Administration (SBA) staff ◦ Agency Small Business Specialists
Not buyers
Office of Small Business Programs Department of the Navy
http://SmallBusiness.Navy.mil 21
DISTRIBUTION STATEMENT A.
Approved for public release. Distribution is
unlimited.
21
National Defense
Strategy
Three Lines of Effort
1. Lethality
2. Strengthen Alliances
3. Greater
Performance and
Affordability
Office of Small Business Programs Department of the Navy
http://SmallBusiness.Navy.mil 22
Priorities
22
6/25/2020
Know How Your Buyer Does Business
• Micro-purchase • Simplified Acquisition • Invitation for Bid • Reverse Auction • Request for Proposal • Definitive Contract • GSA Schedules • Other Contract Vehicles
GWACs, IDIQ, BPA’s What bridges does your buyer use?
“Bridge” Concept Credit: Eileen Kent, The Federal Sales Sherpa
4. Competitive Analysis
HOW TO STAND OUT AND FROM WHOM
6/25/2020
Understand What Buyers Want
•Who’s buying? •How much? •What? •How? •When? •From whom?
Focus Or Go Broke.
6/25/2020
The Federal Market Intelligence Cycle
Who buys what you do? To go forward, look back.
The Federal Market Intelligence Cycle
Competitive Intelligence Sources
Free, including: • Federal Procurement Data System (transitioning to beta.SAM.gov) • USASpending.gov • GSA • FOIA • LinkedIn • Google
Paid, including: • GovWin • BGov • GovPurchase • EZGOVOPPS • GovTribe • ePipeline • FedMine • Onvia
© Summit Insight 2020
You’ve Got Competition. Now What?
Competitor… Or Competi-Mate?
5. Teaming WHEN AND HOW TO TAP THE POWER OF TWO (OR MORE)
Understand the Buyer’s Perspective
6/25/2020
Incumbent = Predictability
Partners Look For… What business you bring Where can you take them? Buyer contacts Core capabilities & differentiation Past performance & reputation Price, financial strength Personnel experience & low turnover Location Dependable, responsive team player
Why Partners Don’t Seem Excited By What Kind Of Small Business You Are
Compliance. Meeting Their Goals. Good Faith Efforts.
6. Relationships WHO ARE THE PLAYERS AT EVERY LAYER?
6/25/2020
What They Say…
Sound familiar?
“It’s all online.”
“Just keep bidding.”
“You need a GSA
Schedule.”
6/25/2020
What They’re Really Thinking
“Do I know you?”
“Do I like you?”
“Do I trust you?”
“How can I get to you?”
The Five People You Need To Meet
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Small Business Specialist
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Contracting Officer
6/25/2020
End User
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Stakeholder
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Prime Contractor
7. Marketing and Sales HOW TO GET IN FRONT OF BUYERS
6/25/2020
What’s A Lead?
Person whose role, activity & visibility points to potential opportunity.
© Summit Insight 2020
6/25/2020
Many Leads Build A Story!
© Summit Insight 2020
6/25/2020
Five Federal Lead Sources You Need To Know (Plus One)
Clients
Agency Directories
Contracts Contacts
Who Loves You?
Start with who you know. Discover who you need to know. Ask for help to make friends.
Start Small. Be Persistent.
What Could You Do To Woo Someone New?
Micro-Purchase
< $10,000
Simplified Acquisition
$10,000 - $250,000 Small Business And OVER $250,000! ALL Business
© Summit Insight 2020
Two Great Options
6/25/2020
Just Remember Three Things You Are Not Alone. Relationships Create Opportunity. Momentum Builds Success.
We Covered a LOT Strategy Focus Process Competitive Analysis Teaming Relationships Marketing and Sales Your NEXT WINS Q&A
Summit Insight ©2020
• Federal Sales Game
• FOCUS: Competitive Analysis
• Systematic Sales Plan • ENGAGEMENT:
Use The Plan!
FOUR BIG
ESSENTIALS
Summit Insight ©2020
55
What ONE thing do you commit to trying today?
Summit Insight ©2020
Judy.Bradt@GrowFedBiz.com (703) 627 1074
Questions and Answers
I would love to work with you and your team
Judy Bradt, CEO
Summit Insight ©2020 57
Resources That Can Help
Summit Insight ©2020
Your Next Wins: 1. Grab Free Chapter One: https://growfedbiz.com/book
2. Get the PDF of Today’s presentation
Judy.Bradt@GrowFedBiz.com or message me via LinkedIn
Summit Insight ©2020
Complimentary
6/24 Come Together w/special guest Kevin Hoey
7/16 Google Is At It Again: w/Ocean5 Strategies
7/29 “GSA Schedule Rescue Camp” w/Courtney Fairchild
Summit Insight ©2020
We Help CEOs
Win More Customers Keep the Customers they Have Have the People Capacity to Delivery Quality Access to Capital at Favorable Terms Achieve Top Percentile Financial Performance We Do this Through
Growth CFO and Accounting Services Plan, implement, and calibrate With the Numbers!
Summit Insight ©2020
Our Growth CFO Team Beats Full-Time CFOs Everytime
People ➢ 234 Years of Experience ➢ 2 Person Teams ➢ Capacity to Surge
Expertise ➢ Growth Guide ➢ IFM Certified ➢ Technology Enabled
Impact ➢ Focused on Priorities ➢ Deliver in 90-Day Sprints ➢ Measurable Impact
Summit Insight ©2020
Growth CFOs Deliver Measurable Impact
Summit Insight ©2020
Kirk. W. McLaren, MBA, CPA, IFM
Chief Executive Officer
Georgetown University Lecturer
Kirk@foresightCFO.com
202.262.1231
Clarity
Confidence
Impact
Impacting CEOs Globally
DC - NYC - Chicago - Maryland - Virginia - Connecticut -
Florida - Pune - New Zealand - Australia
Learn About How Growth CFOs Help Grow the Topline Email Me to Schedule a 25-Minute Collaboration
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