Summit Insight 2015 Selling to the U.S. Government: Your Next
Big Win? Moderator / Presenter: Judy Bradt, CEO, Summit Insight
Panelists: Chris Wiegand, CEO, Jibestream Ryan Murphy, President,
Wade Antenna Inc.
Slide 2
Summit Insight 2015 What Youll Learn Whos your buyer and how to
tell Is it worth the time, effort and cost? Common roadblocks: See
& solve Life In The Real World: Key success factors Practical
Essentials: Next steps Summit Insight 2015 2
Slide 3
Summit Insight 2015 Whos Your Buyer? Size of the market
Determining demand Understanding the process Targeting your best
prospects Summit Insight 2015 3
Slide 4
Summit Insight 2015 U.S. Government Contract Awards Federal:
$445 B State & Local: $3,000 B Over 80,000 buying entities.
Approximately 25% of all U.S. domestic spending Buys everything!
Aerospace, defence, security, ICT Construction, R&D, energy
Green products/services Food, clothing, health IT, medical supplies
Vehicles, parts & service Professional & labour services
4
Slide 5
Summit Insight 2015
Slide 6
Federal, State, Local, Tribal: Whos your buyer? Which
Governments Need? TransportationHealth IT Energy &
EnvironmentConsulting UtilitiesStaffing Correction Facilities
SupportJanitorial ConstructionSecurity / Law Enforcement
FurnitureIT / Telecom / Cyber Security Marketing
CommunicationsLogistics Education / TrainingMedical Services /
Products Todays Focus: Federal Government Contracting
Summit Insight 2015 Federal FY 2014 Contract Spending Top Spend
in: Virginia California Texas Maryland Pennsylvania DC
Massachusetts Florida
Slide 9
Summit Insight 2015 9 Rules of The Federal Game Federal
Acquisition Regulations (FAR) www.acquisition.gov/far/
www.acquisition.gov/far/ Competition requirements: Part 6
Acquisition of Commercial Items: Part 12 Contracting by
Negotiation: Part 15 Small Business: Part 19 Individual Agency
Supplements Defense Federal Acquisition Regulation Supplement (
DFARS) http://farsite.hill.af.mil/http://farsite.hill.af.mil/
ALWAYS CHANGING
Slide 10
Summit Insight 2015 Is This Market Worth It? Are the contracts
financially rewarding? How long does it take to win the first
contract? How much will it really cost? What do you spend money on?
Lets ask Chris & Ryan! Does it get easier after the first sale?
Summit Insight 2015 10
Slide 11
Summit Insight 2015 How Long Does it Take to Win Business?
Immediate is UNLIKELY 12 months average based on experience 18 to
24 months not unusual Micro-Purchase (
Summit Insight 2015 U.S. Federal Small Business Contracting
Preferences (Set-Asides) FAR Part 19: Defines US small business
Federal agencies: 23% goal Large primes: small business
subcontracting plans (on awards > $650 K) Access options for
Canadian companies Qualifying U.S. subsidiary Be aware of
affiliation rules Teaming with U.S. small business Reference:
bit.ly/FAR_Part19 What you heard: Are you a small business? What
they asked: Is your company established in the United States for
more than two years, contributing to the U.S. economy through
purchases of direct material or labor or payment of taxes, and
whose number of employees, if youre a manufacturer, or level of
revenue if you provide service, of your company and all those with
whom you are or appear to be affiliated, falls below the value
defined as small based on the North American Industrial
Classification System code corresponding with the item being
procured?
Slide 35
Summit Insight 2015 Teaming With U.S. Large & Small
Business: Avoid Top Teaming Traps Bring relationships &
business Lead or contribute to proposal effort Understand
Affiliation Parent + subs (employee or $) determine size Ownership,
real or apparent control, reliance Prevent Ostensible
Subcontracting Think work share, not pass through 35 Summit Insight
2013
Slide 36
Summit Insight 2015 Beyond Buy American & Set Asides:
Anticipate Common Concerns Security Issues Export Controls [ITAR
(USA) & CGP (Canada)] Security Clearances: PWGSC Directly
Arranged Visit Clearances & unclass data Joint Certification
Office (www.dlis.dla.mil/jcp)www.dlis.dla.mil/jcp Visas: get
help
Slide 37
Summit Insight 2015 Some Decision Criteria U.S. export
experience Barrier-Aware Data substantiates 2-3 top prospects
Relevant past performance Capacity to deliver Acceptable ROI: E.g.
2-3 years Working capital for market development
Slide 38
Summit Insight 2015 Entry & Growth Strategies For The U.S.
Federal Market Chris Wiegand CEO Ryan Murphy President
Slide 39
Summit Insight 2015 Selling to the U.S. Government: Whats On
Your Mind? Moderator / Presenter: Judy Bradt, CEO, Summit Insight
Panelists: Chris Wiegand, CEO, Jibestream Ryan Murphy, President,
Wade Antenna Inc.
Slide 40
Summit Insight 2015 Five Steps To U.S. Federal Sales Complete
your competitive analysis Whos buying. How. From whom. How much.
Learn the Federal Sales Game What to say, ask, do; how to close.
Create fact-based Federal Sales Action Plan 3-5 agency focus.
Relationships, leads, links. Complete your paperwork
Prospect-variant collateral, registrations, certs Get bid &
proposal training Go-NoGo, process, templates, debriefs 40
Slide 41
Summit Insight 2015 Selling to the U.S. Government: Uncover
Your Federal Competitive Intelligence Essentials Judy Bradt, CEO,
Summit Insight (703) 627 1074
[email protected]@SummitInsight.com When Youre
Ready To Achieve Peak Federal Results.
Slide 42
Summit Insight 2015 Selling to the U.S. Government: Your Next
Big Win? Moderator / Presenter: Judy Bradt, CEO, Summit Insight
Panelists: Chris Wiegand, CEO, Jibestream Ryan Murphy, President,
Wade Antenna Inc.