7 Steps to Winning Federal Contracts · 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

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

[email protected]

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


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?

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Qualitative Approach to Focus

Some Elements • Past Performance • Mirror Prospects • Opportunistic Relationship-Building

Advantages • Speed • Cost

Speed Utility

Cost

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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.)

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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?

http://www.acquisition.gov/

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

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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

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Understand What Buyers Want

•Who’s buying? •How much? •What? •How? •When? •From whom?

Focus Or Go Broke.

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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


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

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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?

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What They Say…

Sound familiar?

“It’s all online.”

“Just keep bidding.”

“You need a GSA

Schedule.”

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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

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End User

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Stakeholder

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Prime Contractor

7. Marketing and Sales HOW TO GET IN FRONT OF BUYERS

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What’s A Lead?

Person whose role, activity & visibility points to potential opportunity.


6/25/2020

Many Leads Build A Story!


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


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


• Federal Sales Game

• FOCUS: Competitive Analysis

• Systematic Sales Plan • ENGAGEMENT:

Use The Plan!

FOUR BIG

ESSENTIALS


55

What ONE thing do you commit to trying today?


[email protected] (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


Your Next Wins: 1. Grab Free Chapter One: https://growfedbiz.com/book

2. Get the PDF of Today’s presentation

[email protected] or message me via LinkedIn

https://growfedbiz.com/book/

mailto:[email protected]


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


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!


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


Growth CFOs Deliver Measurable Impact


Kirk. W. McLaren, MBA, CPA, IFM

Chief Executive Officer

Georgetown University Lecturer

[email protected]

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

Documents

7 Steps to Winning Federal Contracts · 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