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Pinpoint Focus: Finding Your Best
Government Prospects
Judy Bradt, CEO
INTRODUCING…YOU!Name, Firm5 Words - Describe What You Do
Exchange Cards!
What You’ll Learn
Why Focus Is Essential What Your Sweet Spot Reveals and
Why 3 Ways To Increase Your Win Rate 3 Places To Look Beyond FedBizOpps
Federal Contract Spending: Under Pressure, Down Some“Nice To Have” is over.
Deficit Reduction Military Drawdown
2008 2009 2010 2011
$ 541.8 B $ 541.2 B $ 537.7 B $ 533.5 B
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
Procurement Leaders Invest More
Four* Tries To Your First Prime Win
* Average of Active Small Business. Minority: 6.1; Caucasian: 3.7
Persistence Pays:Win Rates Rise With
Experience
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
Be Selective. Win More.
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
Registrations, Certifications, GSA, Other Contract
Vehicles…
…Are just tools.
SHARPEN YOUR FOCUSTo Increase Your Win Rate
11
Neeld Wilson, President
The Next Win: Within A Year
For All Active Small Business Contractors –
Regardless of Experience, Size, or Own-ership
11.5 MonthsOver a year
67%
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
PAIR & SHARE: WHAT’S YOUR SWEET SPOT?
RIGHT NOW, what’s your most common:
- Contract Value- Contract Duration- Client Location
What Your Sweet Spot Reveals:Your Top Government
Prospect… Size Agency Location Duration Value Problem You
Solve
…Looks Like Today’s Sweet Spot Client
NEW PAIR & SHARE: WHAT PROBLEM DO YOU SOLVE?
Homework: Your Big Three
Which TopThree Agencies
HaveThatProblem?
Client’s Top
Problem
Your Top Skill
Sweet Spot
$
1. What problem do you solve?2. What are the symptoms?3. What drives people to fix it?
3 WAYS TO INCREASE YOUR WIN RATE
2011 3-Year Bidding: Down 50% From 2007
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
Sweet Spot Focuses Marketing
Direct Marketing
Media & Event Marketing
Beyond Process Marketing
Relationship MarketingRelate
Marketing To Goals
24
To The DHS Forecast – A Tour
25
26
27
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Link Via OSDBU Councilwww.osdbu.gov/members.html
Small Business SpecialistsCentral Coordination PointsFor Each Agency
Military Services Listed Separately
29
Prospecting?Classic Backcasting!
USASpending.gov / FFATA.org
Database Features Drill Down Sort Graph Output / Export
Contract Description
Start/Expiry Vehicle / type # Offerors Value so far # Task Orders Point of Contact
Scroll Down
& Search By NAICS.
Which Agencies Are Your Top Buyers?
Where Is Your Competitor?
Details Via Dropdowns
Competitor Search Example
Agency Small Business Portals Defense Information Systems Agency
http://disa.mil/about/offices/osbp.htmlhttp://disa.mil/conferences/cif/index.html
Defense Logistics Agency: www.dla.mil/DB/ National Security Agency: www.nsaarc.net Defense Intelligence Agency: www.dia.mil/contracting/small-business Army
– Single Face To Industry (ASFI): https://acquisition.army.mil/asfi– Aberdeen Proving Ground, including Communications & Electronics
Command (CECOM) Interactive Business Opportunities Page (IBOP) https://abop.monmouth.army.mil/
– Army Materiel Command Small Business: http://www.amc.army.mil/pa/SMALLBUSINESS.asp
– Army Corps of Engineers Small Business: http://www.mvn.usace.army.mil/sb/
Navy: Electronic Commerce Online (NECO) https://www.neco.navy.mil/ HERBB (Hanscom AFB Electronic RFP Bulletin Board: Air Force Electronic Systems Center)
http://herbb.hanscom.af.mil/ 36
Agency Vendor Registration
WHAT’S NEXT?Success Secrets & Action Steps You Can Take Today
38
What You Learned Why Focus Matters The Power of the Sweet Spot 3 Questions That Increase Your Win
Rate– What problem do you solve?– What are the symptoms?– What motivates the fix?
3 Places for Business Beyond FedBizOpps– Forecasts– Backcasts– Agency Portal Registration
Tools For Each Steps
Strategy Focus Process Competition Teaming Relationships Marketing
40
Advice on Government Contracting
Free Good Enough
Pick any two.
Win More Sooner. Spend Less.
Judy Bradt, CEO (703) 627 1074 [email protected]
Book, Strategy Workbook & Software Planner
www.GovernmentContractsMadeEasier.com
