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Are You Ready for Prime Time?. Are You Ready for Prime Time?. 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. - PowerPoint PPT Presentation
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Are You Readyfor
Prime Time?
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Are You Readyfor
Prime Time?Jim Randle
Prime Contractor Supplier Diversity SpecialistVeteran Advocate, Small Business Coach
Email: [email protected](O)817-776-5489 (M)817-559-0010
Website: http://www.uta.edu/crosstimbers
Cross Timbers Procurement Center
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Cross Timbers Procurement CenterWho 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
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Cross Timbers Procurement CenterWho 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
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Cross Timbers Procurement CenterWho We Are, What We Do, How We Do It!
What We Do:
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‘Bridge the Gap’from where you are
…
To where you want to be!
Cross Timbers Procurement CenterHow 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
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SAVE THE DATE: August 6, 2014
18th 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!
Cross Timbers Procurement CenterHow We Do It!
How Do We Help?• Help with your SAM registration, other Certifications• Help you develop Capability Statements • Mentor-Protégé Programs • Federal Market Research Reports • Help with Bids and Proposals • Strategic Planning • Bid-Match service • Business Improvement• Teaming• Contract Compliance
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Cross Timbers Procurement CenterHow 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 Protégé 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 Briefings10
Cross Timbers Procurement CenterHow We Do It
How We’re 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
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 CenterWebsite: 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-Protégé
Programs• Education and
Training
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 CounselorGovernment Contracting, Bid-Match Specialist(O) 469-682-9020 Email: [email protected]
Henry Vinson, Procurement Counselor Government Contracting, Construction SpecialistTechnical Proposals, SAM Specialist(O) 214-682-2945 Email: [email protected]
Jim Randle, Prime Contractor Supplier Diversity SpecialistVeteran Advocate, Small Business CoachSelling to Prime Contractors, Capability Statements Supplier Diversity Program Management(O) 817-776-5489 Email: [email protected]
The Cross Timbers Team
Cross Timbers Procurement CenterWebsite: http://www.uta.edu/crosstimbers
Cross Timbers Procurement CenterNeed Our Help?
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Go to our website http://www.uta.edu/crosstimbers
Click on Request Our Services
Tell us how we can help you!
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Cross Timbers Procurement CenterNeed Our Help?
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Cross Timbers Procurement Center
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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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Federal, State, Local Governments
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Federal Government Primes
Aastra Intecom Ericsson Inc. Oak Farms DairyAbscoa, Inc. FACSERVICES INCORPORATED Oil States IndustriesAdecco Employment Services First Support Services, Inc. Parker Hannifin CorporationAlcatel North America Fresse & Nichols, Inc. Parkhill Smith & Cooper, Inc.Alcon Laboratories, Inc. Galderma Laboratories L.P. Practitioners Publishing CompanyAlon USA, LP General Dynamics Professional Development InstituteAmerican Airlines Geo-Marine, Inc. Raytheon American Eurocopter Corporation Gilbert Southern Corporation Safety Kleen Systems Inc.Austin Commercial Contractors, LP GUYCO, Inc. Siemens Logistics & Assembly Systems, Inc.Aviall Services, Inc. Halff Associates, Inc. Southwest AirlinesAVW Telav Incorporated Healthcare Service Corporation TAC AmericasBell Aerospace Services, Inc Healthpoint, Ltd. Technical Diagnostic Services, Inc.Bell Helicopter Textron Inc. Huitt-Zollars, Inc. Templeton Construction CompanyBrandywine Realty Trust IEX TESCOBWXT Jones Bros Dirt & Pavnig Contractors Inc. Tetra Tech EM Inc.CAE SimuFlite Training International, Inc. Jordan BE&K Federal Group LLC Texas A&M Carter & Burgess, Inc. Kalyn/Siebert LP Texas Agricultural Experiment StationCentreport Properties, Inc. Kowakaki Texas Tech UniversityCF Jordan, L.P. L3 Communications Trailblazer Health Enterprises, LLCCompUSA, Inc. Lerch, Bates, & Associates TriQuint Semiconductor Texas LPComputer Sciences Corporation (CSC) Litton Electo-Optical Systems Turbomeca USACrescent Fountain Place LP Lockheed Martin Aeronautics Company Unicco Government Services, Inc.Crescent Real Estate Equities, Ltd. Lockheed Martin Missiles and Fire Control University of North Texas, Health Science CenterDRS Infrared Technologies L.P. Lockwood Andrews & Newnam Inc. University of Texas, Southwestern Medical DRS Unmanned Technologies M.A. Block Investments Co. Utech, Inc. dba BMS Catastrophe, Inc.DynCorp International LLC Masterfoods USA, Waco Vertex RSIEADS Telecom North America Matheson Tri Gas Vought Aircraft Industries, Inc.EFW, Inc. MW Builders of Texas, Inc. Walton Construction Company LLCEmerson Construction Company, Inc. NEC America, Inc. Xcel EnergyEntrust Limited Northrop Grumman Zachry Construction Company
These Primes Are in Your Backyard
Aastra Intecom Ericsson Inc. Oak Farms DairyAbscoa, Inc. FACSERVICES INCORPORATED Oil States IndustriesAdecco Employment Services First Support Services, Inc. Parker Hannifin CorporationAlcatel North America Fresse & Nichols, Inc. Parkhill Smith & Cooper, Inc.Alcon Laboratories, Inc. Galderma Laboratories L.P. Practitioners Publishing CompanyAlon USA, LP General Dynamics Professional Development InstituteAmerican Airlines Geo-Marine, Inc. Raytheon American Eurocopter Corporation Gilbert Southern Corporation Safety Kleen Systems Inc.Austin Commercial Contractors, LP GUYCO, Inc. Siemens Logistics & Assembly Systems, Inc.Aviall Services, Inc. Halff Associates, Inc. Southwest AirlinesAVW Telav Incorporated Healthcare Service Corporation TAC AmericasBell Aerospace Services, Inc Healthpoint, Ltd. Technical Diagnostic Services, Inc.Bell Helicopter Textron Inc. Huitt-Zollars, Inc. Templeton Construction CompanyBrandywine Realty Trust IEX TESCOBWXT Jones Bros Dirt & Pavnig Contractors Inc. Tetra Tech EM Inc.CAE SimuFlite Training International, Inc. Jordan BE&K Federal Group LLC Texas A&M Carter & Burgess, Inc. Kalyn/Siebert LP Texas Agricultural Experiment StationCentreport Properties, Inc. Kowakaki Texas Tech UniversityCF Jordan, L.P. L3 Communications Trailblazer Health Enterprises, LLCCompUSA, Inc. Lerch, Bates, & Associates TriQuint Semiconductor Texas LPComputer Sciences Corporation (CSC) Litton Electo-Optical Systems Turbomeca USACrescent Fountain Place LP Lockheed Martin Aeronautics Company Unicco Government Services, Inc.Crescent Real Estate Equities, Ltd. Lockheed Martin Missiles and Fire Control University of North Texas, Health Science CenterDRS Infrared Technologies L.P. Lockwood Andrews & Newnam Inc. University of Texas, Southwestern Medical DRS Unmanned Technologies M.A. Block Investments Co. Utech, Inc. dba BMS Catastrophe, Inc.DynCorp International LLC Masterfoods USA, Waco Vertex RSIEADS Telecom North America Matheson Tri Gas Vought Aircraft Industries, Inc.EFW, Inc. MW Builders of Texas, Inc. Walton Construction Company LLCEmerson Construction Company, Inc. NEC America, Inc. Xcel EnergyEntrust Limited Northrop Grumman Zachry Construction Company
These Primes Are in Your Backyard
THE LIST
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Veterans?
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Longevity Start-Up – Less than 2 Years 2-5 Years 6-10 Years 11-15 Years 15+
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Small Business ClassificationsSB, SDB, WOSB, EDWOSB,
SBA Certified HUBZone, VOSB, SDVOSB
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+ Experience With Primes?
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Page 25+ Experience & Success With Primes?
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Winning Awards
From
Government Prime
Contractors
3 Hour Workshop
Are You Readyfor
Prime Time?
Overview
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Are You Readyfor
Prime Time?
Overview
Ask Questions Anytime!
WARNING!
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How Do I Get My Foot in the Door?
How to Get Your Foot in the Door …. with your toes still attached!
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PreparePursue
THE KEYS:
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PreparePursue
THE WRONG WAY:
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Agenda
• Keys, Imperatives, Facts, Rules
• The Process: ‘21 Steps’• O’Tool’s Theorem
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How Do I Get My Foot in the Door?Workshop Objectives
1. ROADMAP
2. ACTION PLAN
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PrepareProcessPlanPassionProfessional
Successfully Selling to the Primes Requires …..
PursuePositiveProactivePersistencePatience
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Small Business Coach
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21 Steps to Prime Time
‘Your Roadmap & Action Plan
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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
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How Do I Get My Foot in the Door?
It is a Processa ‘21 Step’ Process
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Facts: You MAY Encounter a ROADBLOCK
Step-By-Step Guide to Work Through Roadblocks
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How Do I Get My Foot in the Door?
Government Prime ContractorsAll Have ….
Small Business GoalsVeteran and SDVOSB GoalsSDB, WOSB, EDWOSB, HubZone Goals
Audit Review!
Great News!
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How Do I Get My Foot in the Door?Supplier Diversity Program Ratings
OutstandingHighly SuccessfulSatisfactoryMarginalUnsatisfactory
Audit Review!
Their Rating Can Affect
Future Business
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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!
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How Do I Get My Foot in the Door?
You Have To ….
Get to the Right
People
At the Right Time
Timing is Everything
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How Do I Get My Foot in the Door?
Government Prime ContractorsAll Have ….
Small Business Liaison Officers (SBLOs) or
Supplier Diversity Professionals orSmall Business Specialists and …..They Are Looking for You!
More Great News!
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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
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How Do I Get My Foot in the Door?
How to Get Your Foot in the Door?5 Imperatives!
1. Preparation2. Passion3. Execution4. Persistence5. Patience
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How Do I Get My Foot in the Door?FACTS:
Understand that Selling to the Primes is a PROCESS!
It’s 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
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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!
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How Do I Get My Foot in the Door?SECRETS:
How Do I Get On Their
RADAR SCREEN?
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How Do I Get My Foot in the Door?SECRETS:
1. Know the PROCESS2. Know your PRODUCT3. 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
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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
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PREPARATION
CONTACT
READY! 12 Steps
AIM! 6 Steps
FIRE! MAKE CONTACT
3 Steps
Step-By-Step Guide
MAKE CONTACT FIRST?FATAL MISTAKE
Page 56 $tep-By-$tep Guide
READY!1. Don’t Go It Alone2. SB Class, NAICS, DUNS, CAGE, SAM, SBA DSBS 3. Evaluate Your Website4. Know Your Company5. Know Your Team6. Know Your Customers7. Know Your Competitors8. Manage Supply Chain 9. Identify & Mitigate their Worst Fear10. Review, Update Business Cards11. Develop & Practice your Elevator Pitch12. Capability Statement
AIM!1. Evaluate your Marketing Materials2. Network; Join Organizations3. Strategic Growth Plan, Marketing Plan,4. Identify 5-10 Key Prospects 5. Do Your Research6. Identify Key Prospect’s 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!
PREPARATION
CONTACT
Bingo!
DoubleBingo!
Next Steps
21 STEPS TO PRIME TIMEThe Process, Roadmap & Action Plan
Page 57 $tep-By-$tep Guide
READY!1. Don’t Go It Alone2. SB Class, NAICS, DUNS, CAGE, SAM, SBA DSBS 3. Evaluate Your Website4. Know Your Company5. Know Your Team6. Know Your Customers7. Know Your Competitors8. Manage Supply Chain 9. Identify & Mitigate their Worst Fear10. Review, Update Business Cards11. Develop & Practice your Elevator Pitch12. Capability Statement
AIM!1. Evaluate your Marketing Materials2. Network; Join Organizations3. Strategic Growth Plan, Marketing Plan,4. Identify 5-10 Key Prospects 5. Do Your Research6. Identify Key Prospect’s SBLOs
PREPARATION
Next Steps
21 STEPS TO PRIME TIMEThe Process, Roadmap & Action Plan
Page 58 $tep-By-$tep Guide
READY!1. Don’t Go It Alone2. SB Class, NAICS, DUNS, CAGE, SAM, SBA DSBS 3. Evaluate Your Website4. Know Your Company5. Know Your Team6. Know Your Customers7. Know Your Competitors8. Manage Supply Chain 9. Identify & Mitigate their Worst Fear10. Review, Update Business Cards11. Develop & Practice your Elevator Pitch12. Capability Statement
PREPARATION
21 STEPS TO PRIME TIMEThe Process, Roadmap & Action Plan
Page 59 $tep-By-$tep Guide
READY!1. Don’t Go It Alone2. SB Class, NAICS, DUNS, CAGE, SAM, SBA DSBS 3. Evaluate Your Website4. Know Your Company5. Know Your Team6. Know Your Customers7. Know Your Competitors8. Manage Supply Chain 9. Identify & Mitigate their Worst Fear10. Review, Update Business Cards11. Develop & Practice your Elevator Pitch12. Capability Statement
PREPARATION
21 STEPS TO PRIME TIMEThe Process, Roadmap & Action Plan
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READY!1. Seek help from PTACS and SBDCs, TMAC, SBA, SCORE
PREPARATION
READY 1. Don’t Do it Alone
PTAC Website: aptac-us.org/
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PREPARATION
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
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PREPARATION
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!
READY!2. Review NAICS
READY 2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS
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PREPARATION
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
• Was Central Contractor Registration (CCR)
READY!2. DUNS, SAM
READY 2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS
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PREPARATION
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!
READY!2. SAM
READY 2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS
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PREPARATION
Need Help? Call Us!
WORKSHOP:How to Navigate the System for Award Management - Henry Vinson, Cross Timbers [email protected]
READY!2. SAM
READY 2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS
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PREPARATION
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
READY!2. Review DSBS
READY 2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS
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PREPARATION
A Busy Buyer Will Go the Next!
READY!2. Review DSBS
•http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm
Table Listing, wherethe 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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PREPARATION
A Busy Buyer Will Go the Next!
READY!2. Review DSBS
•http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm
View Name and Trade Name of Firm Contact Address and City, State
Zip Capabilities Narrative
1 INC.
SAM J ONES
Fort Worth, TX 76107-7520
READY 2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS
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PREPARATION
Send Me an Email and Ask How to Check!
READY!2. How Do I Make Sure This is NOT ME?
View Name and Trade Name of Firm Contact Address and City, State
Zip Capabilities Narrative
1 INC.
SAM J ONES
Fort Worth, TX 76107-7520
READY 2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS
Table Listing, wherethe 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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PREPARATION
READY 3. Website
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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• Make sure Your CONTACT US is working • Look at you’re the websites of your Competitors
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PREPARATION
READY 3. Website & Cyber Security
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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
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PREPARATION
READY 4. Know Your Company
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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
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READY!4. Know Your Company SBA Dynamic Small Business Search (DSBS) I have a DSBS Guide – Ask me to send it to you!
PREPARATION
The First 12
You need to review the Dynamic Small Business Search
http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm
CHECK YOUR BUSINESS OUTPrime Contractors Will ……
READY 4. Know Your Company
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READY!4. Know Your Company Perform a SWOT Analysis
PREPARATION
SWOT ANALYSIS STRENGTHS WEAKNESSESI N T E R N A L OPPORTUNITIES THREATSE X T E R N A L
POSITIVE NEGATIVE
Capitalize on Strengths Mitigate WeaknessesSeize Opportunities Eliminate Threats
CRITICAL
Google SWOT
READY 4. Know Your Company - SWOT Analysis
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READY!4. Know Your Company Perform a SWOT Analysis
PREPARATION
Answer the Question:
WHY US?
READY 4. Know Your Company - SWOT Analysis
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READY!5. Know Your Team Develop a Training Plan
PREPARATION
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
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READY!6. Know Your Market & Your CustomersP
REPARATION
The First 12
KNOW YOUR MARKET
Market Research
Major Customer Groups
Your Target Market
Identify Potential Customers
CRITICAL
READY 6. Know Your Market & Your Customers
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READY!6. Know Your Market & Your CustomersP
REPARATION
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
CRITICAL
READY 6. Know Your Market & Your Customers
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READY!6. Know Your Market & Your Customers
The First 12
KEY CUSTOMER LIST
Company
Name DivisionSupplier Number
Supplier Rating
Buyer's Name Phone
Email Address
Products Services $$$$$ Other
1
2
3
4
5
6
READY 6. Know Your Market & Your Customers
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READY!6. Know Your Market & Your CustomersP
REPARATION
The First 12
Why Do Your Customers Buy From
You?
CRITICAL
READY 6. Know Your Market & Your Customers
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READY!6. Know Your Market & Your CustomersP
REPARATION
The First 12
CUSTOMER SATISFACTION SURVEYS?CRITICAL
READY 6. Do You Know What Your Customers Are Thinking?
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READY!6. Know Your Market & Your CustomersP
REPARATION
The First 12
CUSTOMER SATISFACTION SURVEYS?
Have you Lost Customers?
What did you do to get the back?
CRITICAL
READY 6. Know Your Market & Your Customers
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READY!7. Know Your Competitors, How Are You Different?
PREPARATION
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
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PREPARATION
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
CRITICAL
READY!7. Know Your Competitors, How Are You Different?
Ask me for my Dynamic Small Business Search Guide
READY 7. Know Your Competitors
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PREPARATION
WHY US?
• Why You?
What is your Competitive Advantage?
How are you Different?
This are THE questions you must answer!
CRITICAL
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
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READY!8. Manage Your Supply Chain - Engage P
REPARATION
The First 12
You know your company You know your employees You know your market & customers You know your competitors You must Know Your Supply
Chain
WHY? You Are Joined at the Hip!
READY 8. Manage Your Supply Chain
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READY!8. Manage Your Supply Chain - ENGAGE P
REPARATION
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
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PREPARATION
The First 12
READY 9. What is a Buyer’s Fear?
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READY!9. Mitigate RISKP
REPARATION
7 or Craps?
RISK, a Prime Contractor’s Biggest Concern
A buyer is ROLLING THE DICE and taking a chance on a new supplier
READY 9. Mitigate RISKREADY 9. Mitigate Risk
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READY!9. Mitigate RISKP
REPARATION
Integrity!
CRITICAL
RISK, a Prime Contractor’s Biggest Concern
Begins and Ends with ETHICS & INTEGRITY
READY 9. Mitigate Risk
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READY!9. Mitigate RISKP
REPARATION
How Do You Mitigate Risk?
RISK, a Prime Contractor’s Biggest Concern
You Can Do 5 Things to Mitigate RISK!1. Know Your D&B Rating 2. Develop a Trade References
Document3. Key Customer List - Proven Track
Record4. Create a Succession Plan5. Develop a Strategic Growth Plan
READY 9. Mitigate Risk
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READY!10. Evaluate Business Cards
I have a Business Card GuidePREPARATION
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
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READY!10. Evaluate Business Cards
The First 12
READY 10. Business Cards
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READY!11. Develop your Elevator Pitch – 6 Rules I have an Elevator Pitch Guide
PREPARATION
The First 12
Rule # 1 – Assume Short Buildings ()Rule # 2 – Show the PassionRule # 3 – Define What You Do, Hook ()
Rule # 4 - How You Can HelpRule # 5 – Establish Credibility
Rule # 6 - Practice and practice againRule # 7 - End with an Action
READY 11. Elevator Pitch
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PREPARATION
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
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PREPARATION
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
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STATEMENT ABOUT YOUR OPPORTUNITY FIT (5%)
CUSTOMERSEstablished:Revenue / Sales: Employees: Shifts:Facilities:Clearances:Duns / Cage:NAICS Codes: Top 3
Classification:Certifications::SAM / DSBS: Hot Links directly to your profileD&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) 817-559-0010Email:
Address:City State Zip(O) (F) Website:
CompanyNameLOGO
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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
PREPARATION
READY!12. Create Capability Profile I have a Capability Profile Guide
READY 12. Capability Profile – Tips Before You Send
Page 102 AIM – The Next 6!
AIM!1. Evaluate your Marketing Materials2. Network; Join Organizations3. Strategic Growth Plan, Marketing Plan,4. Identify 5-10 Key Prospects 5. Do Your Research6. Identify Key Prospect’s SBLOs
PREPARATION
21 STEPS TO PRIME TIMEThe Process, Roadmap & Action Plan
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AIM!1. Evaluate Marketing MaterialsP
REPARATION
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 Professiona
l Image
AIM 1. Evaluate Your Marketing Materials
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AIM!1. Evaluate Marketing MaterialsP
REPARATION
AIM - The Next 6!
DO YOU HAVE THE RIGHT MARKETING MATERIALS?
ARE THEY PROFESSIONAL?
Your Professiona
l Image
AIM 1. Evaluate Your Marketing Materials
105
SAVE THE DATE: August 6, 2014
18th 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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AIM!2. Network – Join Organizations P
REPARATION
Your Network is Your Net Worth!
AIM 2. Network
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AIM!2. Network – Join Organizations P
REPARATION
Your Network is Your Net Worth!
2. 3. Organizations
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AIM!3. Refine your Marketing Plan & Budget
PREPARATION
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
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AIM!3. Refine your Marketing Plan & Budget
PREPARATION
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!
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AIM!3. Refine your Marketing Plan & Budget
PREPARATION
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
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AIM!4. Develop List of 5-10 Prospects P
REPARATION
Have you identified your prospects? SBA Commercial Marketing Representatives
Determine your OPPORTUNITY FIT
The List!
AIM 4. Develop a List o Prospects
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AIM!4. Develop List of 5-10 Prospects P
REPARATION
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 Representativeshttp://www.sba.gov/content/government-contracting-field-staff-directory
AIM4. Prospects
Your PTAC can help you get the list from SBA I have a list of 215 North Texas primes
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AIM!4. Develop List of 5-10 Prospects P
REPARATION
The List!
AIM4. Prospects
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AIM!4. Develop List of 5-10 Prospects P
REPARATION
Have you identified your prospects? • Ask me for ‘THE LIST’
The List!
AIM4. Prospects
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AIM!5. Research, Rules of Engagement
PREPARATION
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
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AIM!5. What Are Their Rules of Engagement?
PREPARATION
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
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AIM!6. Identify Your Key Prospect’s SBLOs P
REPARATION
AIM - The Next 6!
Primes all have small business goals
They employ Small Business Liaison Officers (SBLO’s)
Supplier Diversity Professionals, Small Business Officers
SBLO’s ensure that the company is compliant
SBLO’s are Advocates who work with hundreds of small
businesses
SBLO’s are Brokers – they bring buyers & sellers together
AIM6. SBLOs - GatekeepersAIM 6. ID and Learn All About the Gatekeepers
119
AIM!6. Learn all about SBLOs P
REPARATION
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
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!
CONTACT
Bingo!
DoubleBingo!
21 STEPS TO PRIME TIMEThe Process, Roadmap & Action Plan
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FIRE! MAKE CONTACT
1. Email Prospects
CONTACT
Be Concise!
Send a concise email
3-4 paragraphs225 Word countAsk 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 Campaign1. The Email – Tips Before Your Send
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FIRE! MAKE CONTACT
1. Email Prospects
CONTACT
Send a concise email
3-4 paragraphs225 Word countAsk for my Email
Guide
Do not use a Yahoo or Gmail address
Get a domain name [email protected] is not
professional [email protected]
The Signature Line• Your Name, Title• Company Name• Website• Phone Number• Email Address
FIRE 1. Email Tips
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FIRE! MAKE CONTACT
1. Email Prospects
CONTACT
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 paragraphs225 Word countAsk for my Email
GuideThe Signature Line• Your Name, Title• Company Name• Website• Phone Number• Email Address
Establish a Time to Call!
FIRE 1. Email Tips
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FIRE! MAKE CONTACT
1. Email Prospects
CONTACT
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 paragraphs225 Word countAsk for my Email
GuideThe Signature Line• Your Name, Title• Company Name• Website• Phone Number• Email Address
FIRE 1. Your Email Message
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FIRE! MAKE CONTACT
1. Email Prospects
CONTACT
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 paragraphs225 Word countAsk for my Email
GuideThe Signature Line• Your Name, Title• Company Name• Website• Phone Number• Email Address
FIRE 1. Email Mistakes
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FIRE! MAKE CONTACT
1. Email Prospects
CONTACT
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 paragraphs225 Word countAsk for my Email
GuideThe Signature Line• Your Name, Title• Company Name• Website• Phone Number• Email Address
FIRE 1. Email Timing
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FIRE! MAKE CONTACT
1. Email Prospects
CONTACT
Do Not Assume!
DO NOT ASSUME That your email was
Received If received, that is was Read If read, that it was Digested
Send a concise email
3-4 paragraphs225 Word countAsk for my Email
GuideThe 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
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Email Spam Filters 1. Prime’s Have Filters2. Cyber Security
CONTACT
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
Primes DO NOT check
their JUNK MAIL
FIRE 1. Email Spam Filters
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CONTACT
Always Check Your Junk Email !
Email Spam Filters 1. Do you have a Spam Filters2. Cyber Security
SPAM FILTERS • ALWAYS check your
JUNK MAIL
• ALWAYS check your JUNK MAIL
Always check your JUNK MAIL
Call to make sure your email was
received
FIRE 1. Small Business Spam Filters
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FIRE! MAKE CONTACT
2. Make the Phone Call
CONTACT
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
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FIRE! MAKE CONTACT
2. Make the Phone Call
CONTACT
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 it’s 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
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CONTACT
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, We’re 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
FIRE 1. The Telephone Call – Live Person
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CONTACT
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
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CONTACT
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 emailVital 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
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CONTACT
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
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CONTACT
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
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CONTACT
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
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FIRE! MAKE CONTACT
3. Email Follow-Up
CONTACT
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
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FIRE! MAKE CONTACT
3. Email Follow-Up
CONTACT
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
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CONTACT
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
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CONTACT
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
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You Are Invited to Give a Capability Briefing
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1. Subscribe to O’Tool’s 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 …..
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CONTACT
Topics: Why Us? Who We Are What We You Do How Long We’ve 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 #1Contingency Plan
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CONTACT
Capability Briefing
O'Tool's Theorem?
RULE #1Contingency Plan
• Send email with presentation to the SBLO, just in case
• Take it on a Thumb Drive
• Take a Hard Copy
FIRE 2. The Capability Briefing
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CONTACT
When You Meet With Them: Turn you cell phone off
FIRE 2. The Capability Briefing
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Winning proposals are the result of: Teamwork Coordination with the customer Good planning
Your PTAC can help with Bids and Proposals
FIRE 3. Develop a Proposal that will ‘Win the Business’
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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
FIRE 3. Develop a Proposal that will ‘Win the Business’
150
RFP Customer Contact informationReceived Address DUE COB
COMPLIANCE MATRIX
# TopicRequirements / Statements /
QuestionsRec'
dComplet
e Comments / Notes / Action
Supply Chain Management ID and negotiate with Key suppliers
FIRE 3. Develop a Proposal that will ‘Win the Business’
Sample Compliance Matrix
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RULES FOR SUCCESS:
• If you don’t 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!
FIRE 3. Develop a Proposal that will ‘Win the Business’
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Doing Many Little Things
Right
In the Right Order
At the Right Time
First Time
Knowing What to Do,
When
21 Steps
SUMMARYSelling to the Primes is a PROCESS
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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
Page 154 Remember the ‘21 Step’ Process
READY!1. Don’t Go It Alone2. SB Class, NAICS, DUNS, CAGE, SAM, SBA DSBS 3. Evaluate Your Website4. Know Your Company5. Know Your Team6. Know Your Customers7. Know Your Competitors8. Manage Supply Chain 9. Identify & Mitigate their Worst Fear10. Review, Update Business Cards11. Develop & Practice your Elevator Pitch12. Capability Statement
AIM!1. Evaluate your Marketing Materials2. Network; Join Organizations3. Strategic Growth Plan, Marketing Plan,4. Identify 5-10 Key Prospects 5. Do Your Research6. Identify Key Prospect’s 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!
PREPARATION
CONTACT
Bingo!
DoubleBingo!
Next Steps
21 STEPS TO PRIME TIMEThe Process, Roadmap & Action Plan
Page 155 18 Steps BEFORE CONTACT
READY!1. Don’t Go It Alone2. SB Class, NAICS, DUNS, CAGE, SAM, SBA DSBS 3. Evaluate Your Website4. Know Your Company5. Know Your Team6. Know Your Customers7. Know Your Competitors8. Manage Supply Chain 9. Identify & Mitigate their Worst Fear10. Review, Update Business Cards11. Develop & Practice your Elevator Pitch12. Capability Statement
AIM!1. Evaluate your Marketing Materials2. Network; Join Organizations3. Strategic Growth Plan, Marketing Plan,4. Identify 5-10 Key Prospects 5. Do Your Research6. Identify Key Prospect’s SBLOs
PREPARATION
Next Steps
21 STEPS TO PRIME TIMEThe Process, Roadmap & Action Plan
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Preparation
PassionExecutionPersistenc
ePatience
Summary 5 Imperatives
157
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ACTION WHO ECD STATUS1 Don't Do it Alone Contact Cross Timbers, ID Resources
Contact TMAC, ID ResourcesContact SBA, SCOREAttend 'Winning Awards' workshop
2 Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS Review NAICS CodesCheck SAM and SBA DSBS
3 Evaluate Website; Ensure Cyber Security Evaluate Website 'Contact Us' function
4 Know Your Company - Perform a SWOT Analysis Perform SWOT AnalysisAnswer 'Why Us'
5 Know Your Team ID Key People - Establish GoalsDevelop Training BudgetID Training Courses
6 Know Your Customers Customer Satisfaction SurveyDevelop Key Customer List
7 Know Your Competitors ID Competitors SBA DSBSHow Are We Different? Differentiator
8 Manage Your Supply Chain ID Key SuppliersNegotiate 'Win-Win'
9 Mitigate Your Customer's Worst Fear Strategic Growth PlanD&B, Open Ratings ScoresTrade ReferencesSuccession Plan
10 Review, Update Business Cards Review Business Card11 Develop a 12-15 Second 'Elevator Pitch' Develop Pitch - Jim's Guide12 Develop Capability Statement 1 Page/5%/Why US? Attend Jim's Workshop
ACTION WHO ECD STATUS1 Develop, Refine Marketing Materials Review Materials2 Network, Join Organizations ID Key Organizations3 Develop, Refine Marketing Plan ID Target Market
Develop BudgetDeal or No Deal - Jim's workshopSign Up for Bid Match
4 Develop a List of your Top 5 -10 Prospects Get 'The List' from JimID Top 5ID, Contact Local CMRs
5 Research Each; Rules of Engagement Get Jim's 'Rules of Engagement' GuideLearn Your Top 5 ROE
6 Learn About SBLOs; Where They Will Be ID Key SBLOs
ACTION WHO ECD STATUS1 Develop, Execute Email & Telephone Campaign Develop Email
Track EmailsFollow-Up with Telephone Calls
2 Develop, Present a 'Knock Their Socks Off' Briefing Attend Jim's WorkshopDevelop Capability Briefing
3 Develop a Proposal that will 'Win the Business' Attend Henry's WorkshopGet Jim's Guide
READY
AIM
FIRE
ACTION PLAN
158
Are You Readyfor
Prime Time?
QUESTIONS?
Jim RandlePrime 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
