Are You Ready for Prime Time? 1. Are You Ready for Prime Time? 2 Jim Randle Prime Contractor...
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Are You Ready for Prime Time? 1. Are You Ready for Prime Time? 2 Jim Randle Prime Contractor Supplier Diversity Specialist Veteran Advocate, Small Business
Are You Ready for Prime Time? 2 Jim Randle Prime Contractor
Supplier Diversity Specialist Veteran Advocate, Small Business
Coach Email: [email protected] (O)817-776-5489 (M)817-559-0010
Website: http://www.uta.edu/crosstimbers
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Cross Timbers Procurement Center 3
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Page 4 Cross Timbers Procurement Center Who We Are, What We Do,
How We Do It! Who We Are: One of 98 Procurement Technical
Assistance Centers 300 locations, one of 9 PTACS in Texas
Affiliated with the University of Texas at Arlington Provide
services to 61 counties in North Texas 4
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Page 5 Cross Timbers Procurement Center Who We Are, What We Do,
How We Do It! What We Do: Help all kinds of businesses Sell to
federal, state and local governments Sell to government prime
contractors Develop & sustain Supplier Diversity Programs
5
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Page 6 Cross Timbers Procurement Center Who We Are, What We Do,
How We Do It! What We Do: 6 Bridge the Gap from where you are To
where you want to be!
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Cross Timbers Procurement Center How We Do It! How Do We Help?
One-On-One Counseling, No Cost How to sell to the government and to
the primes Sponsor Outreach Events 7
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8 SAVE THE DATE: August 6, 2014 18 th Annual 2014 Government
Procurement Conference When: Wednesday, August 6, 2014 Where:
Arlington Convention Center Theme: "Understanding the Process"
Hundreds of Networking Opportunities with your top prospects! Learn
more about the PROCESS of selling to the government and to their
prime contractors!
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Cross Timbers Procurement Center How We Do It! How Do We Help?
Help with your SAM registration, other Certifications Help you
develop Capability Statements Mentor-Protg Programs Federal Market
Research Reports Help with Bids and Proposals Strategic Planning
Bid-Match service Business Improvement Teaming Contract Compliance
9
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Cross Timbers Procurement Center How We Do It! Workshops:
Government Contracting Winning Awards from Government Prime
Contractors Joint Ventures and Teaming Arrangements How to create a
Robust Capability Statement Federal Mentor Protg Programs Bid
Matching How to Find Opportunities within the Government Deal or No
Deal How to Get the Results You Want from a Trade Show Technical
Proposals Marketing Plan \Certifications Understanding Codes: NAICS
(Products & Services), FSC (Products) and PSC (Services)
Capability Briefings 10
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Cross Timbers Procurement Center How We Do It How Were Funded:
Generous Donations from: Large Business Small Business SBA
Non-Profits Matching Funds from: The Defense Logistics Agency
through a Cost sharing agreement between the University of Texas at
Arlington and the Department of Defense 11
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Jim Randle Senior management professional with over 43 years of
experience in corporate, entrepreneurial and educational
environments Worked for Lockheed Martin for 23 years in Supplier
Diversity Jim is an Insider and will tell you everything he knows
Knows the buyers engineers, end users and what they are looking for
Counsels customers how to sell to government prime contractors
Works with primes to help them achieve small business goals
Relevant Assignments: Prime Contractor Supplier Diversity
Specialist, Veteran Advocate Education and Training: BS degree,
Marketing Management, University of Alabama Master of Education,
Educational Administration, West Georgia Education Specialist
degree, Georgia State University Georgia Teacher Certification,
University of Georgia Various Lockheed Martin corporate management
training courses Cross Timbers Procurement Center Website:
http://www.uta.edu/crosstimbers 43 years of experience in: Selling
to the Primes Small Business Coaching Capability Statements
Certifications Business Development Business Improvement Supplier
Diversity Program Management Small Business Plans Strategic
Planning Capability Briefings Mentor-Protg Programs Education and
Training
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Gregory James, Program Director Government Contracting,
Teaming, Joint Ventures Federal Marketing Research, Marketing Plans
(O) 817-272-5978 Email: [email protected] Natalie Burden,
Administrative Assistant (O) 817- 272-0543 Email: [email protected]
Roger Flores, Procurement Counselor Government Contracting,
Bid-Match Specialist (O) 469-682-9020 Email: [email protected] Henry
Vinson, Procurement Counselor Government Contracting, Construction
Specialist Technical Proposals, SAM Specialist (O) 214-682-2945
Email: [email protected] Jim Randle, Prime Contractor Supplier
Diversity Specialist Veteran Advocate, Small Business Coach Selling
to Prime Contractors, Capability Statements Supplier Diversity
Program Management (O) 817-776-5489 Email: [email protected] The
Cross Timbers Team Cross Timbers Procurement Center Website:
http://www.uta.edu/crosstimbers
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Cross Timbers Procurement Center Need Our Help? 14 Go to our
website http://www.uta.edu/crosstimbers
http://www.uta.edu/crosstimbers Click on Request Our
ServicesRequest Our Services Tell us how we can help you!
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Page 15 Cross Timbers Procurement Center Need Our Help? 15
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Cross Timbers Procurement Center 16 We know that you Hit the
Ground Running Every Day Our job is to make sure your are Running
in the Right Direction
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17 Federal, State, Local Governments
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18 Federal Government Primes
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Aastra IntecomEricsson Inc.Oak Farms Dairy Abscoa,
Inc.FACSERVICES INCORPORATEDOil States Industries Adecco Employment
ServicesFirst Support Services, Inc.Parker Hannifin Corporation
Alcatel North AmericaFresse & Nichols, Inc.Parkhill Smith &
Cooper, Inc. Alcon Laboratories, Inc.Galderma Laboratories
L.P.Practitioners Publishing Company Alon USA, LPGeneral
DynamicsProfessional Development Institute American
AirlinesGeo-Marine, Inc.Raytheon American Eurocopter
CorporationGilbert Southern CorporationSafety Kleen Systems Inc.
Austin Commercial Contractors, LPGUYCO, Inc.Siemens Logistics &
Assembly Systems, Inc. Aviall Services, Inc.Halff Associates,
Inc.Southwest Airlines AVW Telav IncorporatedHealthcare Service
CorporationTAC Americas Bell Aerospace Services, IncHealthpoint,
Ltd.Technical Diagnostic Services, Inc. Bell Helicopter Textron
Inc.Huitt-Zollars, Inc.Templeton Construction Company Brandywine
Realty TrustIEXTESCO BWXTJones Bros Dirt & Pavnig Contractors
Inc.Tetra Tech EM Inc. CAE SimuFlite Training International,
Inc.Jordan BE&K Federal Group LLCTexas A&M Carter &
Burgess, Inc.Kalyn/Siebert LPTexas Agricultural Experiment Station
Centreport Properties, Inc.KowakakiTexas Tech University CF Jordan,
L.P.L3 CommunicationsTrailblazer Health Enterprises, LLC CompUSA,
Inc.Lerch, Bates, & AssociatesTriQuint Semiconductor Texas LP
Computer Sciences Corporation (CSC)Litton Electo-Optical
SystemsTurbomeca USA Crescent Fountain Place LPLockheed Martin
Aeronautics CompanyUnicco Government Services, Inc. Crescent Real
Estate Equities, Ltd.Lockheed Martin Missiles and Fire
ControlUniversity of North Texas, Health Science Center DRS
Infrared Technologies L.P.Lockwood Andrews & Newnam
Inc.University of Texas, Southwestern Medical DRS Unmanned
TechnologiesM.A. Block Investments Co.Utech, Inc. dba BMS
Catastrophe, Inc. DynCorp International LLCMasterfoods USA,
WacoVertex RSI EADS Telecom North AmericaMatheson Tri GasVought
Aircraft Industries, Inc. EFW, Inc.MW Builders of Texas, Inc.Walton
Construction Company LLC Emerson Construction Company, Inc.NEC
America, Inc.Xcel Energy Entrust LimitedNorthrop GrummanZachry
Construction Company These Primes Are in Your Backyard
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Aastra IntecomEricsson Inc.Oak Farms Dairy Abscoa,
Inc.FACSERVICES INCORPORATEDOil States Industries Adecco Employment
ServicesFirst Support Services, Inc.Parker Hannifin Corporation
Alcatel North AmericaFresse & Nichols, Inc.Parkhill Smith &
Cooper, Inc. Alcon Laboratories, Inc.Galderma Laboratories
L.P.Practitioners Publishing Company Alon USA, LPGeneral
DynamicsProfessional Development Institute American
AirlinesGeo-Marine, Inc.Raytheon American Eurocopter
CorporationGilbert Southern CorporationSafety Kleen Systems Inc.
Austin Commercial Contractors, LPGUYCO, Inc.Siemens Logistics &
Assembly Systems, Inc. Aviall Services, Inc.Halff Associates,
Inc.Southwest Airlines AVW Telav IncorporatedHealthcare Service
CorporationTAC Americas Bell Aerospace Services, IncHealthpoint,
Ltd.Technical Diagnostic Services, Inc. Bell Helicopter Textron
Inc.Huitt-Zollars, Inc.Templeton Construction Company Brandywine
Realty TrustIEXTESCO BWXTJones Bros Dirt & Pavnig Contractors
Inc.Tetra Tech EM Inc. CAE SimuFlite Training International,
Inc.Jordan BE&K Federal Group LLCTexas A&M Carter &
Burgess, Inc.Kalyn/Siebert LPTexas Agricultural Experiment Station
Centreport Properties, Inc.KowakakiTexas Tech University CF Jordan,
L.P.L3 CommunicationsTrailblazer Health Enterprises, LLC CompUSA,
Inc.Lerch, Bates, & AssociatesTriQuint Semiconductor Texas LP
Computer Sciences Corporation (CSC)Litton Electo-Optical
SystemsTurbomeca USA Crescent Fountain Place LPLockheed Martin
Aeronautics CompanyUnicco Government Services, Inc. Crescent Real
Estate Equities, Ltd.Lockheed Martin Missiles and Fire
ControlUniversity of North Texas, Health Science Center DRS
Infrared Technologies L.P.Lockwood Andrews & Newnam
Inc.University of Texas, Southwestern Medical DRS Unmanned
TechnologiesM.A. Block Investments Co.Utech, Inc. dba BMS
Catastrophe, Inc. DynCorp International LLCMasterfoods USA,
WacoVertex RSI EADS Telecom North AmericaMatheson Tri GasVought
Aircraft Industries, Inc. EFW, Inc.MW Builders of Texas, Inc.Walton
Construction Company LLC Emerson Construction Company, Inc.NEC
America, Inc.Xcel Energy Entrust LimitedNorthrop GrummanZachry
Construction Company These Primes Are in Your Backyard THE
LIST
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Veterans? Page 21 21
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Page 22 Longevity Start-Up Less than 2 Years 2-5 Years 6-10
Years 11-15 Years 15+ 22
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Page 23 Small Business Classifications SB, SDB, WOSB, EDWOSB,
SBA Certified HUBZone, VOSB, SDVOSB 23
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Page 24 + Experience With Primes? 24
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Page 25 25 + Experience & Success With Primes?
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Page 26 Winning Awards From Government Prime Contractors 3 Hour
Workshop Are You Ready for Prime Time? Overview
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Page 27 Are You Ready for Prime Time? Overview
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Ask Questions Anytime!
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WARNING!
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Page 30 How Do I Get My Foot in the Door? How to Get Your Foot
in the Door . with your toes still attached! 30
Page 36 How Do I Get My Foot in the Door? Workshop Objectives
36 1.ROADMAP 2.ACTION PLAN
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Page 37 Prepare Process Plan Passion Professional 37
Successfully Selling to the Primes Requires .. Pursue Positive
Proactive Persistence Patience
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Small Business Coach Page 38 38
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Page 39 21 Steps to Prime Time Your Roadmap & Action Plan
39
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Page 40 How Do I Get My Foot in the Door? RIGHT PERSON! RIGHT
PLACE! RIGHT TIME! RIGHT STUFF! To Sell to the Primes You Have to
Get to 40
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Page 41 How Do I Get My Foot in the Door? It is a Process a 21
Step Process 41
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Page 42 Facts: MAY You MAY Encounter a ROADBLOCK Step-By-Step
Guide to Work Through Roadblocks 42
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Page 43 How Do I Get My Foot in the Door? Government Prime
Contractors All Have . Small Business Goals Veteran and SDVOSB
Goals SDB, WOSB, EDWOSB, HubZone Goals Audit Review! Great News!
43
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Page 44 How Do I Get My Foot in the Door? Supplier Diversity
Program Ratings Outstanding Highly Successful Satisfactory Marginal
Unsatisfactory Audit Review! Their Rating Can Affect Future
Business 44
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Page 45 How Do I Get My Foot in the Door? BUT . The Last Thing
You Want to Say is .. I am a WOMAM-OWNED BUSINESS and I can help
you make your goals! Make You Case on: Quality, Service, Delivery,
Performance, Track Record, Best Value Not Your Business
Classification! 45
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Page 46 How Do I Get My Foot in the Door? You Have To . Get to
the Right People At the Right Time Timing is Everything 46
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Page 47 How Do I Get My Foot in the Door? Government Prime
Contractors All Have . Small Business Liaison Officers (SBLOs) or
Supplier Diversity Professionals or Small Business Specialists and
.. They Are Looking for You! More Great News! 47
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Page 48 How Do I Get My Foot in the Door? and You Must Have the
Right Stuff Answer the question . Why You? Show how you are
Uniquely Different Convince them that you are No Risk Discuss your
Opportunity Fit Offer Solutions 48
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Page 49 How Do I Get My Foot in the Door? How to Get Your Foot
in the Door? 5 Imperatives! 1. Preparation 2. Passion 3. Execution
4. Persistence 5. Patience 49
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Page 50 How Do I Get My Foot in the Door? FACTS: Understand
that Selling to the Primes is a PROCESS! Its Not ! To WIN your
opportunity, you must TAKE IT AWAY DIFFERENTIATE your business from
your Competitors Must do it BETTER,FASTER, SMARTER Must be the BEST
VALUE supplier 50
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Page 51 How Do I Get My Foot in the Door? FACTS: To Sell to the
Primes You Must Get On Their Radar Screen and STAY THERE! 51
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Page 52 How Do I Get My Foot in the Door? SECRETS: How Do I Get
On Their RADAR SCREEN? 52
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Page 53 How Do I Get My Foot in the Door? SECRETS: 1.Know the
PROCESS 2.Know your PRODUCT 3.Know your PROSPECT BETTER than they
know themselves -Know Their RULES of ENGAGEMENT -Know WHAT THEY ARE
LOOKING FOR in a Supplier -Have the RIGHT STUFF 4.PAST PERFORMANCE
5.PERFORM 53
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Page 54 How Do I Get My Foot in the Door? 5 MORE: 1.Do
Everything Right, in THE RIGHT ORDER 2.FOLLOW DIRECTIONS to the
letter 3.LISTEN more than you talk 4.Be PERSISTENT, NOT a pest 5.Be
ALL-IN 54
Page 56 $tep-By-$tep Guide READY! 1.Dont Go It Alone 2.SB
Class, NAICS, DUNS, CAGE, SAM, SBA DSBS 3.Evaluate Your Website
4.Know Your Company 5.Know Your Team 6.Know Your Customers 7.Know
Your Competitors 8.Manage Supply Chain 9.Identify & Mitigate
their Worst Fear 10.Review, Update Business Cards 11.Develop &
Practice your Elevator Pitch 12.Capability Statement AIM!
1.Evaluate your Marketing Materials 2.Network; Join Organizations
3.Strategic Growth Plan, Marketing Plan, 4.Identify 5-10 Key
Prospects 5.Do Your Research 6.Identify Key Prospects SBLOs FIRE!
1.Develop & Execute Email & Telephone Campaign that .. Will
Get Results! 2.Develop & Present a Knock Their Socks Off
Capability Briefing! 3.You Are Asked to Respond to an RFQ. Develop
a Proposal That Will .. Win the Business! PREPARATIONPREPARATION
CONTACTCONTACT Bingo! Double Bingo! Next Steps 21 STEPS TO PRIME
TIME The Process, Roadmap & Action Plan
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Page 57 $tep-By-$tep Guide READY! 1.Dont Go It Alone 2.SB
Class, NAICS, DUNS, CAGE, SAM, SBA DSBS 3.Evaluate Your Website
4.Know Your Company 5.Know Your Team 6.Know Your Customers 7.Know
Your Competitors 8.Manage Supply Chain 9.Identify & Mitigate
their Worst Fear 10.Review, Update Business Cards 11.Develop &
Practice your Elevator Pitch 12.Capability Statement AIM!
1.Evaluate your Marketing Materials 2.Network; Join Organizations
3.Strategic Growth Plan, Marketing Plan, 4.Identify 5-10 Key
Prospects 5.Do Your Research 6.Identify Key Prospects SBLOs
PREPARATIONPREPARATION Next Steps 21 STEPS TO PRIME TIME The
Process, Roadmap & Action Plan
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Page 58 $tep-By-$tep Guide READY! 1.Dont Go It Alone 2.SB
Class, NAICS, DUNS, CAGE, SAM, SBA DSBS 3.Evaluate Your Website
4.Know Your Company 5.Know Your Team 6.Know Your Customers 7.Know
Your Competitors 8.Manage Supply Chain 9.Identify & Mitigate
their Worst Fear 10.Review, Update Business Cards 11.Develop &
Practice your Elevator Pitch 12.Capability Statement
PREPARATIONPREPARATION 21 STEPS TO PRIME TIME The Process, Roadmap
& Action Plan
Slide 59
Page 59 $tep-By-$tep Guide READY! 1.Dont Go It Alone 2.SB
Class, NAICS, DUNS, CAGE, SAM, SBA DSBS 3.Evaluate Your Website
4.Know Your Company 5.Know Your Team 6.Know Your Customers 7.Know
Your Competitors 8.Manage Supply Chain 9.Identify & Mitigate
their Worst Fear 10.Review, Update Business Cards 11.Develop &
Practice your Elevator Pitch 12.Capability Statement
PREPARATIONPREPARATION 21 STEPS TO PRIME TIME The Process, Roadmap
& Action Plan
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Page 60 READY! 1. Seek help from PTACS and SBDCs, TMAC, SBA,
SCORE PREPARATIONPREPARATION READY 1. Dont Do it Alone PTAC
Website: aptac-us.org/ 60
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Page 61 PREPARATIONPREPARATION READY 2. Classifications, NAICS,
DUNS, CAGE, SAM, SBA DSBS READY! 2. Small Business Classifications
Are You a Small Business? Are you a small business? Check SBA
website for Size Standards http://www.sba.gov SBA
http://www.sba.govSBA 61
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Page 62 PREPARATIONPREPARATION Your NAICS Are Important NAICS
Codes: http://www.census.gov/cgi-bin/sssd/naics/naicsrch List a
PRIMARY NAICS Code Be sure your NAICS Codes Are Correct DO NOT list
too many! Only What You Do UNDER YOUR ROOF! 62 READY! 2. Review
NAICS READY 2. Classifications, NAICS, DUNS, CAGE, SAM, SBA
DSBS
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Page 63 PREPARATIONPREPARATION SAM Make Sure it is Complete Get
a DUNS number SAM System for Award Management https://www.sam.gov
To sell to the primes, you Must be registered To sell to the
primes, you Must be registered Was Central Contractor Registration
(CCR) 63 READY! 2. DUNS, SAM READY 2. Classifications, NAICS, DUNS,
CAGE, SAM, SBA DSBS
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Page 64 PREPARATIONPREPARATION Must Be Registered in SAM SAM
System for Award Management https://www.sam.gov You DO NOT have to
pay to get registered! You DO NOT have to pay to get registered! 64
READY! 2. SAM READY 2. Classifications, NAICS, DUNS, CAGE, SAM, SBA
DSBS
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Page 65 PREPARATIONPREPARATION Need Help? Call Us! WORKSHOP:
How to Navigate the System for Award Management How to Navigate the
System for Award Management - Henry Vinson, Cross Timbers
[email protected]@uta.edu 65 READY! 2. SAM READY 2.
Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS
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Page 66 PREPARATIONPREPARATION SBA DSBS A Great Tool to Use
Linked to SAM is the SBA Dynamic Small Business Search
http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm One tool a prime will
use to check you out Keywords to find you Narrow their search:
SDVOSB in Texas 66 READY! 2. Review DSBS READY 2. Classifications,
NAICS, DUNS, CAGE, SAM, SBA DSBS
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Page 67 PREPARATIONPREPARATION A Busy Buyer Will Go the Next!
67 READY! 2. Review DSBS
http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm Table Listing, where
the firm or trade name begins with "QMF STEEL AND FABRICATION"; the
profile's status is Active; and randomized by original start time
of search: 2014-06-17 11:00:22 AM. Data validation took 0.01
seconds. The count and search queries took 8.37 seconds and 8.57
seconds, respectively. No profiles met your search criteria. No
more matches READY 2. Classifications, NAICS, DUNS, CAGE, SAM, SBA
DSBS
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Page 68 PREPARATIONPREPARATION A Busy Buyer Will Go the Next!
68 READY! 2. Review DSBS
http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm READY 2.
Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS
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Page 69 PREPARATIONPREPARATION Send Me an Email and Ask How to
Check! 69 READY! 2. How Do I Make Sure This is NOT ME? READY 2.
Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS Table Listing,
where the firm or trade name begins with "QMF STEEL AND
FABRICATION"; the profile's status is Active; and randomized by
original start time of search: 2014-06-17 11:00:22 AM. Data
validation took 0.01 seconds. The count and search queries took
8.37 seconds and 8.57 seconds, respectively. No profiles met your
search criteria. No more matches
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Page 70 PREPARATIONPREPARATION READY 3. Website Page 70 READY
3.Evaluate Your Website; Ensure Cyber Security I have a Website
Guide Professional Website is a Must Professional, User friendly
The Right Information Capability Profile, Press Releases Modest,
well-designed graphics Clear, crisp message Consistent style and
fonts throughout the site CONTACT US Make sure Your CONTACT US is
working Look at youre the websites of your Competitors 70
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Page 71 PREPARATIONPREPARATION READY 3. Website & Cyber
Security Page 71 READY 3. Evaluate Your Website; Ensure Cyber
Security I have a Cyber Security Guide, Ten Cyber Security Tips for
Small Business Ask me to send it to you CYBER SECURITY Is your
network secure? Cyber Security is on Their Minds 71
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PREPARATIONPREPARATION READY 4. Know Your Company Page 72
READY! 4. Know Your Company What Do You Do Best? What Do You Do?
What Do You Do Best? Do You Have a Niche? Identify Top 5 Priorities
Top 1 of 5 Are they posted and visible? Keep the company Focused
72
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Page 73 READY! 4. Know Your Company SBA Dynamic Small Business
Search (DSBS) I have a DSBS Guide Ask me to send it to you!
PREPARATIONPREPARATION The First 12 You need to review the Dynamic
Small Business Search http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm
CHECK YOUR BUSINESS OUT Prime Contractors Will READY 4. Know Your
Company 73
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Page 74 READY! 4. Know Your Company Perform a SWOT Analysis
PREPARATIONPREPARATION SWOT ANALYSIS STRENGTHS WEAKNESSES I N T E R
N A L OPPORTUNITIES THREATS E X T E R N A L POSITIVE NEGATIVE
Capitalize on Strengths Mitigate Weaknesses Seize Opportunities
Eliminate Threats CRITICALCRITICAL Google SWOT READY 4. Know Your
Company - SWOT Analysis 74
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Page 75 READY! 4. Know Your Company Perform a SWOT Analysis
PREPARATIONPREPARATION Answer the Question: WHY US? READY 4. Know
Your Company - SWOT Analysis 75
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Page 76 READY! 5. Know Your Team Develop a Training Plan
PREPARATIONPREPARATION Train Your Team Right! Engage your Team
Invest 3% of Payroll in Employee Training Especially Customer
Service & Telephone Etiquette Be sure your Team is Focused
Their Top 5 Priorities align with Your Top 5 Their Top 1 Priorities
should be Posted and Visible READY 5. Know Your Team 76
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Page 77 READY! 6. Know Your Market & Your Customers
PREPARATIONPREPARATION The First 12 KNOW YOUR MARKET Market
Research Major Customer Groups Your Target Market Identify
Potential Customers CRITICALCRITICAL READY 6. Know Your Market
& Your Customers 77
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Page 78 READY! 6. Know Your Market & Your Customers
PREPARATIONPREPARATION Customer List KNOW YOUR CUSTOMERS Prime
contractors want to know who your customers are Your Track Record
of Customer Satisfaction You should develop a list of your Top 5-6
Customers CRITICALCRITICAL READY 6. Know Your Market & Your
Customers 78
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Page 79 READY! 6. Know Your Market & Your Customers The
First 12 KEY CUSTOMER LIST READY 6. Know Your Market & Your
Customers 79
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Page 80 READY! 6. Know Your Market & Your Customers
PREPARATIONPREPARATION The First 12 Why Do Your Customers Buy From
You? CRITICALCRITICAL READY 6. Know Your Market & Your
Customers 80
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Page 81 READY! 6. Know Your Market & Your Customers
PREPARATIONPREPARATION The First 12 CUSTOMER SATISFACTION SURVEYS?
CRITICALCRITICAL READY 6. Do You Know What Your Customers Are
Thinking? 81
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Page 82 READY! 6. Know Your Market & Your Customers
PREPARATIONPREPARATION The First 12 CUSTOMER SATISFACTION SURVEYS?
Have you Lost Customers? What did you do to get the back?
CRITICALCRITICAL READY 6. Know Your Market & Your Customers
82
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Page 83 READY! 7. Know Your Competitors, How Are You Different?
PREPARATIONPREPARATION To Win You Must Take it Away Your
Competitors are selling to your Top Prospects If you want the
business you must TAKE IT AWAY How do you do that? READY 7. Know
Your Competitors 83
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Page 84 PREPARATIONPREPARATION Get Intel on Your Competitors -
DSBS Identify your top 2-4 competitors Look them up in Dynamic
Small Business Search Many List Their Customers, Buyer Names GREAT
TOOL TO GET INTEL CRITICALCRITICAL READY! 7. Know Your Competitors,
How Are You Different? Ask me for my Dynamic Small Business Search
Guide READY 7. Know Your Competitors 84
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Page 85 PREPARATIONPREPARATION WHY US? Why You? What is your
Competitive Advantage? How are you Different? THE This are THE
questions you must answer! CRITICALCRITICAL READY! 7. Know Your
Competitors, How Are You Different? You can get valuable
information from the Dynamic Small Business Search Guide READY 7.
Know Your Competitors 85
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Page 86 READY! 8. Manage Your Supply Chain - Engage
PREPARATIONPREPARATION The First 12 You know your company You know
your employees You know your market & customers You know your
competitors Supply Chain You must Know Your Supply Chain WHY? You
Are Joined at the Hip! READY 8. Manage Your Supply Chain 86
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Page 87 READY! 8. Manage Your Supply Chain - ENGAGE
PREPARATIONPREPARATION The First 12 Their prices affect your prices
You lose business because you are too high? They lose that future
business as well Develop close relationships Negotiate, agree on
fair prices You Are Joined at the Hip! READY 8. Manage Your Supply
Chain 87
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Page 88 PREPARATIONPREPARATION The First 12 READY 9. What is a
Buyers Fear? 88
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Page 89 READY! 9. Mitigate RISK PREPARATIONPREPARATION 7 or
Craps? RISK, a Prime Contractors Biggest Concern A buyer is ROLLING
THE DICE and taking a chance on a new supplier READY 9. Mitigate
RISK READY 9. Mitigate Risk 89
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Page 90 READY! 9. Mitigate RISK PREPARATIONPREPARATION
Integrity! CRITICALCRITICAL RISK, a Prime Contractors Biggest
Concern Begins and Ends with ETHICS & INTEGRITY READY 9.
Mitigate Risk 90
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Page 91 READY! 9. Mitigate RISK PREPARATIONPREPARATION How Do
You Mitigate Risk? RISK, a Prime Contractors Biggest Concern You
Can Do 5 Things to Mitigate RISK! 1.Know Your D&B Rating
2.Develop a Trade References Document 3.Key Customer List - Proven
Track Record 4.Create a Succession Plan 5.Develop a Strategic
Growth Plan READY 9. Mitigate Risk 91
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Page 92 READY! 10. Evaluate Business Cards I have a Business
Card Guide PREPARATIONPREPARATION Do You Have the Right
Information? Lay your business card on the table Does it look
professional? Does it tell what you do? Does it include your vital
information? Small Business Classification? Do you use the back of
your card?` READY 10. Business Cards 92
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Page 93 READY! 10. Evaluate Business Cards The First 12 READY
10. Business Cards 93
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Page 94 READY! 11. Develop your Elevator Pitch 6 Rules I have
an Elevator Pitch Guide PREPARATIONPREPARATION The First 12 Rule #
1 Assume Short Buildings () Rule # 2 Show the Passion Rule # 3
Define What You Do, Hook () Rule # 4 - How You Can Help Rule # 5
Establish Credibility Rule # 6 - Practice and practice again Rule #
7 - End with an Action READY 11. Elevator Pitch 94
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Page 95 PREPARATIONPREPARATION Rule 1 - One Page READY! 12.
Create Capability Profile I have a Capability Profile Guide Rule 2
- 5% Rule 3 Why Us? READY 12. Capability Profile 95
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Page 96 PREPARATIONPREPARATION Do You Have a One Page
Capability Statement? We Can Help! READY! 12. Create Capability
Profile I have a Capability Profile Guide READY 12. Capability
Profile 96
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STATEMENT ABOUT YOUR OPPORTUNITY FIT (5%) CUSTOMERS
Established: Revenue / Sales: Employees: Shifts: Facilities:
Clearances: Duns / Cage: NAICS Codes: Top 3 Classification:
Certifications:: SAM / DSBS: Hot Links directly to your profile
D&B Number/Rating: Open Ratings Score: Capabilities
Competencies Quality, Service, Delivery Price Products &
Services Your Niche Quality Certifications Special Equipment Other:
Customers: (Hopefully in the same industry as your prospect)
Satisfaction: Report Card: Recognition: Testimonials: COMPANY
INFORMATION WHY US? What is your Competitive Advantage? How are you
Different? How do you Add Value? How are you Better, Faster,
Smarter? How are you the Best Value Supplier Follow Us on Facebook,
LinkedIn, Twitter or other Social Media Slogan CAPABILITY STATEMENT
Contact: (O) 817-776-5489 (M) 817-559-0010 Email: Address: City
State Zip (O) (F) Website: Company Name LOGO
Slide 100
Page 100 Save it to a PDF file See how it looks on your
computer Email your capability profile to yourself Print it out in
black & white See how it looks on paper Make adjustments Email
NOT Snail Mail not a Fax, UPS, Fed X PREPARATIONPREPARATION READY!
12. Create Capability Profile I have a Capability Profile Guide
READY 12. Capability Profile Tips Before You Send 100
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Page 101 PREPARATIONPREPARATION READY! 12. Create Capability
Profile I have a Capability Profile Guide We Can Help You Develop
Your Capability Profile READY 12. Capability Profile Tips Before
You Send 101
Slide 102
Page 102 AIM The Next 6! AIM! 1.Evaluate your Marketing
Materials 2.Network; Join Organizations 3.Strategic Growth Plan,
Marketing Plan, 4.Identify 5-10 Key Prospects 5.Do Your Research
6.Identify Key Prospects SBLOs PREPARATIONPREPARATION 21 STEPS TO
PRIME TIME The Process, Roadmap & Action Plan
Slide 103
Page 103 AIM! 1. Evaluate Marketing Materials
PREPARATIONPREPARATION AIM - The Next 6! Review and Evaluate
Brochures Flyers Tri-Folds Logo Post cards Letterheads Advertising
Newsletters Press Releases (Ask me for my Press Release Guide) Your
Professional Image AIM 1. Evaluate Your Marketing Materials
103
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Page 104 AIM! 1. Evaluate Marketing Materials
PREPARATIONPREPARATION AIM - The Next 6! DO YOU HAVE THE RIGHT
MARKETING MATERIALS? ARE THEY PROFESSIONAL? Your Professional Image
AIM 1. Evaluate Your Marketing Materials 104
Slide 105
105 SAVE THE DATE: August 6, 2014 18 th Annual 2014 Government
Procurement Conference When: Wednesday, August 6, 2014 Where:
Arlington Convention Center Theme: "Understanding the Process"
Hundreds of Networking Opportunities with your top prospects! Learn
more about the PROCESS of selling to the government and to their
prime contractors!
Slide 106
Page 106 AIM! 2.Network Join Organizations
PREPARATIONPREPARATION Your Network is Your Net Worth! AIM 2.
Network 106
Slide 107
Page 107 AIM! 2.Network Join Organizations
PREPARATIONPREPARATION Your Network is Your Net Worth! 2.
3.Organizations 107
Slide 108
Page 108 AIM! 3.Refine your Marketing Plan & Budget
PREPARATIONPREPARATION AIM - The Next 6! Your GPS or map to
Success! Your Action Plan to get you from where you are to where
you want to be! Do you have a Marketing Plan? Is it in Writing? Do
you set Goals? Responsibilities? Identify Roadblocks Do you
evaluate where you are at least quarterly? Do you communicate to
your Team? We can help you develop a Marketing Plan! AIM 3.
Marketing Plan & Budget 108
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Page 109 AIM! 3.Refine your Marketing Plan & Budget
PREPARATIONPREPARATION AIM - The Next 6! Do you go to TRADE SHOWS ?
AIM 3. Marketing Plan & Budget Deal or No Deal . The Art of
Getting the Results You Want from a Trade Show! 109
Slide 110
Page 110 AIM! 3.Refine your Marketing Plan & Budget
PREPARATIONPREPARATION AIM - The Next 6! Do you establish a
Marketing Budget? Is your Budget tied to Revenue / Sales? If so,
when sales go down, so do your marketing efforts! AIM 3. Marketing
Plan & Budget 110
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Page 111 AIM! 4.Develop List of 5-10 Prospects
PREPARATIONPREPARATION Have you identified your prospects? SBA
Commercial Marketing Representatives Determine your OPPORTUNITY FIT
The List! AIM 4. Develop a List o Prospects 111
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Page 112 AIM! 4.Develop List of 5-10 Prospects
PREPARATIONPREPARATION CMRs in every SBA District compile a list of
primes they audit They are happy to share with you Prime Contractor
Names Who they are, what they do, where they are located Website
Programs What they buy SBLO name, phone, email address SBA
Commercial Marketing Representatives
http://www.sba.gov/content/government-contracting-field-staff-directory
AIM 4. Prospects Your PTAC can help you get the list from SBA I
have a list of 215 North Texas primes 112
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Page 113 113
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Page 114 AIM! 4.Develop List of 5-10 Prospects
PREPARATIONPREPARATION The List! AIM 4. Prospects 114
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Page 115 AIM! 4.Develop List of 5-10 Prospects
PREPARATIONPREPARATION Have you identified your prospects? Ask me
for THE LIST The List! AIM 4. Prospects 115
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Page 116 AIM! 5.Research, Rules of Engagement
PREPARATIONPREPARATION AIM - The Next 6! Develop and refine your
HIT List Top 10 Research their websites Get Prepared What are they
looking for in a supplier? Do you have the qualities they are
looking for? Do you have The Right Stuff? If so .. Determine your
Opportunity Fit Download the Contacts List and identify the SBLO
Look at their Events Calendar where will they be AIM 5. Develop a
List o Prospects 116
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Page 117 AIM! 5.What Are Their Rules of Engagement?
PREPARATIONPREPARATION RULES OF ENGAGEMENT Do your Research know
all about us, BEFORE CONTACT Know that we have No Set-A-Sides Know
what we are Looking For in a supplier Ensure you have The Right
Stuff Determine your Opportunity Fit If so, Register on the website
Answer the question, Why Us? Articulate your Competitive Advantage,
Differentiator Provide a One Page Capability Statement Discuss your
Track Record Be Financially Stable Small Business Classifications
are SECONDARY Make your case on Quality, Service, Delivery, Price,
Best Value AIM 5. Develop a List o Prospects 117
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AIM! 6. Identify Your Key Prospects SBLOs
PREPARATIONPREPARATION AIM - The Next 6! Primes all have small
business goals They employ Small Business Liaison Officers (SBLOs)
Supplier Diversity Professionals, Small Business Officers SBLOs
ensure that the company is compliant SBLOs are Advocates who work
with hundreds of small businesses SBLOs are Brokers they bring
buyers & sellers together AIM 6. SBLOs - Gatekeepers AIM 6. ID
and Learn All About the Gatekeepers 118
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AIM! 6. Learn all about SBLOs PREPARATIONPREPARATION AIM - The
Next 6! Their job? The GATEKEEPER Check you out from TOP to BOTTOM
BEFORE recommending you to a buyer, engineer or end-user AIM 6.
Small Business Liaison Officers 119
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Page 120 FIRE FIRE! 1.Develop & Execute Email &
Telephone Campaign that .. Will Get Results! 2.Develop &
Present a Knock Their Socks Off Capability Briefing! 3.You Are
Asked to Respond to an RFQ. Develop a Proposal That Will .. Win the
Business! CONTACTCONTACT Bingo! Double Bingo! 21 STEPS TO PRIME
TIME The Process, Roadmap & Action Plan
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Page 121 FIRE! MAKE CONTACT 1. Email Prospects CONTACTCONTACT
Be Concise! Send a concise email 3-4 paragraphs 225 Word count Ask
for my Email Guide Subject Line? Your Company Name Be concise 225
words max Do not rely on Spell Checker Attach or embed Capability
Profile DO NOT WRITE IN ALL CAPS DO NOT use colors The Signature
Line Your Name, Title Company Name Website Phone Number Email
Address FIRE Email & Telephone Campaign 1. The Email Tips
Before Your Send 121
Slide 122
Page 122 FIRE! MAKE CONTACT 1. Email Prospects CONTACTCONTACT
Send a concise email 3-4 paragraphs 225 Word count Ask for my Email
Guide Do not use a Yahoo or Gmail address Get a domain name
[email protected] is not professional as [email protected][email protected] The Signature Line Your Name, Title Company Name
Website Phone Number Email Address [email protected] FIRE 1. Email
Tips 122
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Page 123 FIRE! MAKE CONTACT 1. Email Prospects CONTACTCONTACT
Avoid long sentences Do not ask for a Read Receipt Read twice, send
once Use acronyms sparingly Avoid exclamation
points!!!!!!!!!!!!!!!! Ask if Tuesday at 9:00 is a good time to
call Send a concise email 3-4 paragraphs 225 Word count Ask for my
Email Guide The Signature Line Your Name, Title Company Name
Website Phone Number Email Address Establish a Time to Call! FIRE
1. Email Tips 123
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Page 124 FIRE! MAKE CONTACT 1. Email Prospects CONTACTCONTACT
21 Steps to Prime Time! Registered on the website Your Opportunity
Fit Your Competitive Advantage Why You? Who you are What you do
Customers, Satisfaction, Recognition Supplier for another division?
Tell them! Supplier #, rating, buyer, email, phone Send a concise
email 3-4 paragraphs 225 Word count Ask for my Email Guide The
Signature Line Your Name, Title Company Name Website Phone Number
Email Address FIRE 1. Your Email Message 124
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Page 125 FIRE! MAKE CONTACT 1. Email Prospects CONTACTCONTACT
21 Steps to Prime Time! SBLOs receive hundreds of emails Spam
filters are very sensitive BIG MISTAKES 20M Power Point
Presentation, 387 Slides No capability profile 8 page capability
profile Sending a tri-fold as a capability profile Pages of
Marketing Material Tell them that you can help them make their
goals Send a concise email 3-4 paragraphs 225 Word count Ask for my
Email Guide The Signature Line Your Name, Title Company Name
Website Phone Number Email Address FIRE 1. Email Mistakes 125
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Page 126 FIRE! MAKE CONTACT 1. Email Prospects CONTACTCONTACT
21 Steps to Prime Time! Wait 3-5 days after registering online Send
on Tuesday, Wednesday or Thursday Timing is important Send a
concise email 3-4 paragraphs 225 Word count Ask for my Email Guide
The Signature Line Your Name, Title Company Name Website Phone
Number Email Address FIRE 1. Email Timing 126
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Page 127 FIRE! MAKE CONTACT 1. Email Prospects CONTACTCONTACT
Do Not Assume! DO NOT ASSUME Received That your email was Received
If received, that is was Read If read, that it was Digested Send a
concise email 3-4 paragraphs 225 Word count Ask for my Email Guide
The Signature Line Your Name, Title Company Name Website Phone
Number Email Address Always Make a Follow-Up Call to Make Sure it
was received FIRE 1. Email Tips 127
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Page 128 Email Spam Filters 1. Primes Have Filters 2. Cyber
Security CONTACTCONTACT Spam Filters Are Set Very High! SPAM
FILTERS Call to be sure your email was received Primes DO NOT check
their JUNK MAIL Primes DO NOT check their JUNK MAIL FIRE 1. Email
Spam Filters 128
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Page 129 CONTACTCONTACT Always Check Your Junk Email ! Email
Spam Filters 1. Do you have a Spam Filters 2. Cyber Security SPAM
FILTERS ALWAYS check your JUNK MAIL Always check your JUNK MAIL
Call to make sure your email was received FIRE 1. Small Business
Spam Filters 129
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Page 130 FIRE! MAKE CONTACT 2. Make the Phone Call
CONTACTCONTACT 21 Steps to Prime Time! Phone calls are Cold Calls
If You Reach a Live Person, ALWAYS ASK IF IT IS A GOOD TIME TO TALK
Land Line FIRE 1. The Telephone Call 130
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Page 131 FIRE! MAKE CONTACT 2. Make the Phone Call
CONTACTCONTACT Be Prepared! Phone calls are Cold Calls If You Reach
a Live Person, ALWAYS ASK IF IT IS A GOOD TIME TO TALK Call on
Tuesday at 9:00 like you said Practice your Pitch use a mirror BE
READY If you get a live person, BINGO! Always Ask if its a good
time to talk Have your Original Email Ready Have your Top 3-5
Customer List Ready Have your Trade References Ready FIRE 1. The
Telephone Call 131
Slide 132
Page 132 CONTACTCONTACT 21 Steps to Prime Time! Registered on
the Website What you do, What you do How Long You Have Been Doing
It Customers Customer Satisfaction Your Competitive Advantage Why
You! Your Opportunity Fit Your Track Record and Past Performance By
the Way, Were a Woman Owned Business Phone calls are Cold Calls If
You Reach a Live Person, ALWAYS ASK IF IT IS A GOOD TIME TO TALK
FIRE! MAKE CONTACT 2. Make the Phone Call 132 FIRE 1. The Telephone
Call Live Person
Slide 133
Page 133 CONTACTCONTACT Do Not Over Sell! Listen to the SBLO
Phone calls are Cold Calls If You Reach a Live Person, ALWAYS ASK
IF IT IS A GOOD TIME TO TALK FIRE! MAKE CONTACT 2. Make the Phone
Call The SBLO Review your information Check you out Registered
Review your SAM Send info to appropriate buyer Tell you that the
Buyer will contact you Ask for the name of the buyer Ask about your
next steps Prepare to Follow-up FIRE 1. The Telephone Call Live
Person 133
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Page 134 CONTACTCONTACT 21 Steps to Prime Time! When you leave
a voice message Name, Company and Phone Number SHORT message: You
have registered online and you are interested in becoming one of
their Best Value suppliers (Short & Sweet) Give the Day and
Time of your message Name, Company, Phone Number At The End Do not
leave your entire sales message Refer to your email Vital
Information: Name, Company, Phone, Your Brief Message, Name,
Company Phone Phone calls are Cold Calls If You Reach a Live
Person, ALWAYS ASK IF IT IS A GOOD TIME TO TALK FIRE! MAKE CONTACT
2. Make the Phone Call FIRE 1. The Telephone Call - Voice Message
134
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Page 135 CONTACTCONTACT One Voice Message, One Time! THE KEY
Keep Calling, Keep Calling BUT Do not leave another voice message
Put them on your speed dial and keep a record Keep calling, voice
message? Hang Up! Call again Somewhere, when you least expect it
they will answer the phone. Be Ready! Phone calls are Cold Calls If
You Reach a Live Person, ALWAYS ASK IF IT IS A GOOD TIME TO TALK
FIRE! MAKE CONTACT 2. Make the Phone Call FIRE 1. The Telephone
Call - Voice Message 135
Slide 136
Page 136 CONTACTCONTACT 21 Steps to Prime Time! AGAIN .. Have
the email you sent ready to send again .. Just In-Case Fire it off
if they did not receive it! FIRE! MAKE CONTACT 2. Make the Phone
Call FIRE 1. The Telephone Call - Voice Message 136
Slide 137
Page 137 CONTACTCONTACT 21 Steps to Prime Time! Once you have
made Telephone Contact FOLLOW UP ONCE A MONTH FIRE! MAKE CONTACT 3.
FOLLOW-UP FIRE 1. Follow-Up 137
Slide 138
Page 138 FIRE! MAKE CONTACT 3. Email Follow-Up CONTACTCONTACT
21 Steps to Prime Time! Follow-Up is the Key to the entire Process
To Be There at the Right Time Once a month send a short email Say
that you are following up Attach, embed your updated capability
profile Attach any press releases Ask to be considered for any
requirements that fall within your capabilities You want to become
their supplier of choice Short and Sweet FIRE 1. Your Follow-Up is
the Key 138
Slide 139
Page 139 FIRE! MAKE CONTACT 3. Email Follow-Up CONTACTCONTACT
21 Steps to Prime Time! Follow-Up is the Key to the entire Process
To Be There at the Right Time Make the follow-up telephone call
Land Line FIRE 1. Your Follow-Up is the Key 139
Slide 140
Page 140 CONTACTCONTACT Follow-Up is the Key to the entire
Process To Be There at the Right Time Be Professionally Persistent
Not a Professional Pest FIRE! MAKE CONTACT 3. Email Follow-Up 21
Steps to Prime Time! FIRE 1. Follow-Up 140
Slide 141
Page 141 CONTACTCONTACT 1.Calling your prospect on their cell
phone 2.Do Not use a cell phone for an important sales call 3.Cold
sales calls 4.When asked what do you do say that you can do
anything 5.Tell the SBLO that you can help make their goals What is
the difference between San Diego and New York City? 21 Steps to
Prime Time! FIRE 1. Follow-Up Telephone Mistakes 141
Slide 142
Page 142 You Are Invited to Give a Capability Briefing 142
Slide 143
Page 143 143
Slide 144
Page 144 1.Subscribe to OTools Theorem! 2. Develop and present
a Capability Briefing that will Knock Their Socks Off 3.Understand
the Secrets of developing a dynamic Proposal that will Win the
Business To Seize the opportunity you must .. 144
Slide 145
Page 145 CONTACTCONTACT Topics: Why Us? Who We Are What We You
Do How Long Weve Been Doing It What We Do Best Our Opportunity Fit
How We Are Different Who Our Customers Are Customer Satisfaction,
Recognition Quality, Service, Delivery, Best Value Equipment,
Facilities, Quality Assurance, Clearances Why Us? FIRE 2. The
Capability Briefing Capability Briefing O'Tool's Theorem? RULE #1
Contingency Plan 145
Slide 146
Page 146 CONTACTCONTACT Capability Briefing O'Tool's Theorem?
RULE #1 Contingency Plan Send email with presentation to the SBLO,
just in case Take it on a Thumb Drive Take a Hard Copy 146 FIRE 2.
The Capability Briefing
Slide 147
Page 147 CONTACTCONTACT When You Meet With Them: Turn you cell
phone off 147 FIRE 2. The Capability Briefing
Slide 148
Page 148 Winning proposals are the result of: Teamwork
Coordination with the customer Good planning Your PTAC can help
with Bids and Proposals 148 FIRE 3. Develop a Proposal that will
Win the Business
Slide 149
Page 149 RULES FOR SUCCESS: Do your Homework, know the Rules No
Bid? Send a Thank You Note and Tell Why Invited to a Pre-Proposal
Conference? Attend Communicate Only with the POC Use a RED and
YELLOW Highlighter; pay close attention to SHALL Develop a
Compliance Matrix 149 FIRE 3. Develop a Proposal that will Win the
Business
Slide 150
RFPCustomerContact information ReceivedAddress DUE COB
COMPLIANCE MATRIX #Topic Requirements / Statements / Questions Rec'
d Complet eComments / Notes / Action Supply Chain ManagementID and
negotiate with Key suppliers 150 FIRE 3. Develop a Proposal that
will Win the Business Sample Compliance Matrix
Slide 151
Page 151 RULES FOR SUCCESS: If you dont understand a
requirement, Ask The POC If you need help, Call Us! Respond before
the Due Date If not successful or successful, ask for a Debrief If
successful, Keep the Customer Satisfied! Perform! 151 FIRE 3.
Develop a Proposal that will Win the Business
Slide 152
Page 152 Doing Many Little Things Right In the Right Order At
the Right Time First Time Knowing What to Do, When 21 Steps SUMMARY
Selling to the Primes is a PROCESS 152
Slide 153
Page 153 You Want to Say is .. By the way, I am a veteran owned
small business! Make You Case on: Quality, Service, Delivery,
Performance, Your Track Record, Best Value Not Your Business
Classification! Summary 153
Slide 154
Page 154 Remember the 21 Step Process READY! 1.Dont Go It Alone
2.SB Class, NAICS, DUNS, CAGE, SAM, SBA DSBS 3.Evaluate Your
Website 4.Know Your Company 5.Know Your Team 6.Know Your Customers
7.Know Your Competitors 8.Manage Supply Chain 9.Identify &
Mitigate their Worst Fear 10.Review, Update Business Cards
11.Develop & Practice your Elevator Pitch 12.Capability
Statement AIM! 1.Evaluate your Marketing Materials 2.Network; Join
Organizations 3.Strategic Growth Plan, Marketing Plan, 4.Identify
5-10 Key Prospects 5.Do Your Research 6.Identify Key Prospects
SBLOs FIRE! 1.Develop & Execute Email & Telephone Campaign
that .. Will Get Results! 2.Develop & Present a Knock Their
Socks Off Capability Briefing! 3.You Are Asked to Respond to an
RFQ. Develop a Proposal That Will .. Win the Business!
PREPARATIONPREPARATION CONTACTCONTACT Bingo! Double Bingo! Next
Steps 21 STEPS TO PRIME TIME The Process, Roadmap & Action
Plan
Slide 155
Page 155 18 Steps BEFORE CONTACT READY! 1.Dont Go It Alone 2.SB
Class, NAICS, DUNS, CAGE, SAM, SBA DSBS 3.Evaluate Your Website
4.Know Your Company 5.Know Your Team 6.Know Your Customers 7.Know
Your Competitors 8.Manage Supply Chain 9.Identify & Mitigate
their Worst Fear 10.Review, Update Business Cards 11.Develop &
Practice your Elevator Pitch 12.Capability Statement AIM!
1.Evaluate your Marketing Materials 2.Network; Join Organizations
3.Strategic Growth Plan, Marketing Plan, 4.Identify 5-10 Key
Prospects 5.Do Your Research 6.Identify Key Prospects SBLOs
PREPARATIONPREPARATION Next Steps 21 STEPS TO PRIME TIME The
Process, Roadmap & Action Plan
Are You Ready for Prime Time? QUESTIONS? 158 Jim Randle Prime
Contractor Supplier Diversity Specialist Veteran Advocate, Small
Business Coach Email: [email protected] (O)817-776-5489
(M)817-559-0010 Website: http://www.uta.edu/crosstimbers