Wired!HowtoTell,The$65,000

Ques2on,AndWhatToDoNext

PresentedBy:

JudyBradt,CEOSummitInsight

Presenter

JudyBradt,CEO

•  28yearsU.S.federalcontractsexpert•  Author,Advisor,Educator•  InstructorforPTACs,SBDCs&SBA•  2011SBAWomeninBusinessChampion•  CorporateProfessionalServices

•  FederalcompeLLveanalysis•  U.S.federalsalestraining•  Customdata-drivenfederalsalescontactplans•  StrategyimplementaLonsupport

NaLonalPartner

Special Guest

KimPlyler,Founder&CEONavyVeteranFormerContrac>ngOfficer

FullServiceCommunica>ons•  IntegratedCommunicaLonsPlanning•  SocialMediaManagement•  WebDesign&SEO•  Public&MediaRelaLons•  GovernmentRelaLons•  CrisisCommunicaLons•  EventManagement

Kim@SahlComm.com(484)353-9859

WhatWe’llCover

©SummitInsight2015

•  WhyBid/No-BidMa]ers•  WhatToAsk•  WiredForSomeoneElse?

TenWaysToTell•  CaseStudy:SahlCommunicaLons•  Bid/No-BidChecklistRecap•  Nextsteps

POLL:Howmuchdoesyouraverageproposalcostyou?

Directcosts,plusLme,management,review,producLon?q Under$5,000q $5,000-$10,000q $10,000–30,000q $30,000–65,000q Over$65,000

RFPs Require…

PerfecLononeverypage•  Exactpagecount,therightfont•  CorrectdesLnaLon•  OnLme,preciseformatasinstructed

Forexactlywhattheyrequest–nomore,noless:•  TheForms,PastPerformance,Technical,ManagementPlan•  ThesoluLonexactlyastheytoldyoutheywanted•  Intheformattheyneed…

…tojusLfychoosingyou.

PAINFUL

Why do Bid-NoBid decisions matter?

FBO.govRFP’saverage269daystoaward.Yourresponsecouldtake...•  30-90days,4people•  $101.56/hourx40hours/week•  x4weeksx4people=$65,000!Plusopportunitycost!

POLL:What’syourwinrate?

q Under10%q 11-25%q 26–45%q 46–65%q 65-80%

Bid/NoBidQues>ons

Whereistheopportunityposted?•  FBO?•  GSAeBUY?ü  Nowhere?

WhoIdenLfiedtheOpportunity?WhoDevelopedtheScopeofWork?•  SomeoneWeKnowatTheCustomerSite?•  ContracLngOfficer,EndUser,Stakeholder?ü OurCaptureManagementTeam?

Bid/NoBidQues>ons

ü WhatistheContractVehicle?ü WhoistheIncumbent?ü  OpenBidorSet-Aside?ü WhoElseWillBeBidding?ü  DiscussRequirementwithCustomerPriorto

theRFPRelease?ü  Lastminutecallaskingustobid?ü Whatisthecustomer’sfearofgoingwrong?

Bid/NoBidQues>ons

Howdidwediscussrequirements?ü Webinar,Training,SiteVisits,MeeLngs?

ü Whywouldthecustomerchooseus?ü  Howarewethe“safebet?”

ü Whatisthevalueoftheopportunitytous?

Bid/NoBidQues>ons

Whattypeofprocurementisthis?ü  RFP?ü  IDIQRFQ?ü  IDIQTASKORDER?ü  GSAeBUY?

ü Whatisourinvestmentinthisbid?ü Whatistheprojectbudget?ü  Howwillweprice?ü Willwemakemoney?

“Wired”ForACompeLtor?SymptomsToWatchSymptom Whattothinkabout

Incumbent Howhappyisagencywiththeirvendor?

SetAside Favortheincumbent?Changedatthelastminute?

ProprietaryTechnology Advantagetothosewhohavethetechnology

Poorlywri]enRFP Favorsincumbentthatknowswhatthebuyerwants

KeyPersonnelEmphasis Canyoure-hireincumbentstaffifyouwin?

SpecificPastPerformanceEmphasis

Doesitfavorincumbent?

Under30daystobid Bigproject?StrongcompeLtorshavealreadystarted.

RPFoutonaFriday Advantagetothosewhoknowit’scoming

Nopre-solicitaLon Advantagetoincumbentifthecontractislarge

RFP/SOWwri]enbyincumbent

ChecktheproperLesofthedocumentyoudownload

“Odd”orchangedNAICScode

Selectedtoallowalarger-sizedsmallbusiness?

Non-germanerequirements

Aretheyrelevanttocontractperformance?

Special Guest

KimPlyler,Founder&CEONavyVeteranFormerContrac>ngOfficer

•  Foundedin2009•  In2015,WOSB,VOSB•  $300,000revenue,5employees

•  Majorrelatedpastperformance:•  NavyCIOSmartCard&CommonAccessCardTech(O/CONUS)•  SouthDakota•  NorthamptonCountygovernmentinPennsylvania

Case Study: Bid- NoBid?

KimPlyler,Founder&CEO

TheStory•  Thebuyer:DepartmentofDefense

•  Theproject:MilitaryvoLng

•  Thehistory:•  Cycliccontract•  Previousincumbent•  Previousawardamountunknown

Case Study: Bid-NoBid? TheOpportunity•  Newproject

•  Sourcessought•  Firmfixed-priceRFP;baseplus2yearsopLon•  Idealawardee“musthaveprimepastperformance”

•  Thestrategy•  BuyingofficerelaLonships9-10monthsahead•  Relatedpastperformanceassubcontractor•  QUERIEDMAJORCONCERN:“Primepastperformance”

•  ThereforeResearchedpotenLalteamingpartners

•  Theproposal•  Offerasprime,withanotherknowncontractor

POLL:WhatWouldYouDo?

q Nobid,butcallCO,arrangetomeetlaterq Submitminimalbidto“getnameoutthere”q CallCO,trade“file-filler”togetofficevisitq Doafullbidwithoutpartnersq Teamasprimewithlargercontractorassub

Case Study: From Losing Bid To Winning Effort Elementstoconsider•  Newprime’sknownweaknesses

•  Gap&surgecapacityopportuniLes

•  Otherprojects•  RelaLonshipculLvaLon•  OpLonyearsmightnothappen

Whatelse?

Case Study: Bid-NoBid?

TheResultDebriefing:Lessonslearned•  Previousincumbentwononprice($1.3Mvs$1.9M)

•  Misunderstandofpastperformancerequirementsledtounnecessaryandcostlyteaming.

Nowwhat?

BuildAChecklistThatWorksForYou

SaveLme&cost!Adaptfromothers,using:

•  Yourexperience•  Yourwinrate•  Youragencies

Bid/No-BidSampleChecklistRecap

•  AbilitytoRespond

•  PastPerformance

•  Technicalability

•  Proposedpersonnel&team

•  Pricing

•  CustomerKnowledge

•  CompeLLon&“Wiring”•  Marketintelligence•  Proposalresources•  FaciliLes/staff/supplies•  Program'sstrategicadvantage

WeCoveredALot!

•  WhyBid/No-BidMa]ers•  WhatToAsk•  WiredForSomeoneElse?HowToTell…•  CaseStudy:SahlCommunicaLons•  Bid/No-BidChecklistRecap

Thank You For Joining Us!

JudyBradt,CEO

•  28yearsU.S.federalcontractsexpert•  Author,Advisor,Educator•  InstructorforPTACs,SBDCs&SBA•  2011SBAWomeninBusinessChampion•  CorporateProfessionalServices

•  FederalcompeLLveanalysis•  U.S.federalsalestraining•  Customdata-drivenfederalsalescontactplans•  StrategyimplementaLonsupport

NaLonalPartner

What’sNext?Ac>onStepsYouCanTakeToday

✓ DoyourCompe>>veAnalysis✓ KnowifyouneedaGSASchedule✓ LearntheFederalSalesGame✓ KnowyourBestValues✓ CreateatargetedFederalSalesAc>onPlan

Details:hYp://bit.ly/lightninglaunch

Andonemorething…

CheckYourInboxToday!

Post-webinaremailincludes:•  Survey

•  Linktowebinarrecording&file

•  InvitaLontochat

And…registraLonlinktoournextwebinar!

NEXTWEBINAR

Teaming&Finance:WhenMoneyTalksSpecialGuests•  MaryHellem,IBM•  Ka8eBilek,RepublicCapital

Thursday,June2nd2-3PMEDTREGISTERviaSummitInsight.com

Thank You To Our Special Guest

KimPlyler,Founder&CEONavyVeteranFormerContrac>ngOfficer

FullServiceCommunica>ons•  IntegratedCommunicaLonsPlanning•  SocialMediaManagement•  WebDesign&SEO•  Public&MediaRelaLons•  GovernmentRelaLons•  CrisisCommunicaLons•  EventManagement

Kim@SahlComm.com(484)353-9859

HowSummitInsightCanAssistEngagewithus!•  Signupfore-News&webinars•  Visitourblog&freeresources•  Learnviaouron-demandwebinars•  Exploreourservices&successstories•  JoinourLinkedIngroup•  ScheduleaconversaLon

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Privatequery?Customtutorial/training?Let’stalk!Judy.Bradt@SummitInsight.com(703)627-1074