Indianapolis MBDA Business Center. Funded by: United States Department of Commerce Minority Business Development Agency (MBDA) Operated by: Indiana Minority

Indianapolis MBDA Business Center


Funded by: Funded by: United States Department of Commerce United States Department of Commerce

Minority Business Development Agency (MBDA)Minority Business Development Agency (MBDA)

Operated by:Operated by:Indiana Minority Supplier Development CouncilIndiana Minority Supplier Development Council

(IMSDC)(IMSDC)

Strategic Partner:Strategic Partner:Indiana Department of AdministrationIndiana Department of Administration

Minority and Women’s Business Enterprises Division

Indianapolis MBDA Business Center “Facilitating Growth and Promoting Excellence”

MBDA Business Center Charter

– Follows the MBDA’s National model of resource and investment partnerships with Corporations and Financial Institutions

– Strengthening the capabilities of Indiana’s Minority Business Enterprises (MBEs) through economic development and job creation

– Provide high quality strategic business consulting services to Indiana MBEs

Indianapolis MBDA Business Center “Our goal is to create the foundation for the next generation of $100 million minority-owned firms,” said David A. Hinson,

MBDA’s National Director. “These Business Centers will be the service delivery providers that will help us reach that goal. The Center operators will be key partners in achieving MBDA’s mission and assisting minority-owned firms as they strive

to grow to size, scale and capacity to compete both domestically and internationally.”

Eligibility To qualify for MBDA Business Center services, a company 1. Must be a Minority Business Enterprise (MBE) as defined by US Department of Commerce MBDA Agency2. Have $1 million or more in annual revenue, or 3. Be considered a Strategic Growth Initiative (SGI) industry company (i.e. Information Technology, Global Imports/

Exports, Renewable Energy, etc.)


The Indianapolis MBDA Business Center takes a strategic approach to designing a customized service plan that meets your needs.

Our FIVE STEP LADDER TO SUCCESS:STEP 1 – Engage and assess your growth needsSTEP 2 – Develop a customized plan of actionSTEP 3 – Deliver services and solutionsSTEP 4 – Monitor progress and adjust plan as neededSTEP 5 – Document your business growth & success!

FIVE STEP LADDER TO SUCCESS


Access to Contracts Access to Financing Feasibility Studies Strategic Process and Planning Accelerated Product/Service Sales Scale Up and Growth

Selected services are subject to client fees

CONSULTATION SERVICES

Indianapolis MBDA Business Center RESPONDING TO AN RFP

Are you ready for

government contracting?

The government contracting environment is more challenging now than ever before.


*Consider these facts first! 1. Government budgetary pressures significantly reduce

opportunities in most areas. Competition is increasing. 2. Small businesses (especially MBEs) are spending more, and

seeing fewer contracts and subcontracting opportunities. 3. Average success rates have declined. Success rates are almost 2

½ times higher for bidders with 10 or more years experience compared to those with three years or less experience.

4. Business acquisition work is critical! Get certified! Set aside time & resources for outreach activities, opportunity fairs, matchmaking sessions, forecast research, develop key B2B relationships.

*Trends in Federal Contracting for Small Businesses, A Research Summary for the American Express OPEN for Government Contracts: Victory in Procurement ® (VIP) for Small Business Program



You’ve decided to Respond to an RFPNow what?


Pre-proposal Tasks

1. Define your area of expertise and how it will benefit the government agency. What are your differentiators?

2. Research your competition, including previous vendors. How do you stack up against them? Why were previous vendors selected? • Indiana Department of Administration Procurement Division • Resource for existing state contracts: “Active Contracts” webpage:

https://hr85.gmis.in.gov/psp/pa91prd/EMPLOYEE/EMPL/h/?tab=PAPP_GUEST

• Pre-bid meetings3. Know your customer. Who is the purchasing agent? What do you

know about them? Do they know you? 4. Be honest about potential objections & have a strategy to address

them




22 THINGS YOU MUST HAVE TO WIN YOUR NEXT PROPOSAL• Must Have to Win Your Next Proposal

Incorporates content obtained from CapturePlanning.com. Copyright 2001. All rights reserved.

Indianapolis MBDA Business Center 22 THINGS YOU MUST HAVE TO WIN YOUR NEXT PROPOSAL

• gsYou Must Have to Win Your Next Proposal RFP compliance The best score against the

evaluation criteria A competitive advantage over your

competition that you can articulate Acceptable contract terms in the

RFP Proposed contract terms that are

acceptable to the customer


• gsYou Must Have to Win Your Next Proposal

A set of compelling win strategies Themes that reflect the win strategies and are properly allocated to the document Clear articulation of the reasons why the customer should select you Narrative that reflects an understanding of the customer beyond what is already in the RFP A superior solution for meeting the customer’s needs


• gsYou Must Have to Win Your Next ProposalRecognition of the client’s issues, problems, and challenges to overcome A credible proposal that mitigates risks and has the right processes to achieve quality Highly relevant references that will sing your praises Sufficient staffing/resources to execute a quality proposal Excellent visual communication/graphics


• Must Have to Win Your Next ProposalA proposal document that is easy to navigate Experience citations and examples throughout the text Proposed approaches that reflect the best cost/benefit tradeoffs and the customer’s preferences


• gsYou Must Have to Win Your Next ProposalPricing data that is compliant, accurate, and properly structured Explanations and assumptions that are acceptable and persuasive Pricing that is competitive and within budget, while meeting your revenue/profit goals A document that is free from disqualifying errors


If you follow these steps, you are on your way to a winning proposal!


What NOT to do!


Now that you know what to do and what not to do, you are on the path to proposal

success!


Questions?

Elizabeth Gibson317.789.8115

[email protected]

Documents

Indianapolis MBDA Business Center. Funded by: United States Department of Commerce Minority Business Development Agency (MBDA) Operated by: Indiana Minority