When Experience Matters, BDW-L Delivers! BDW-L Investments LLC 99% of all small business owners will never land a single subcontract, while 1% of small

When Experience Matters, BDW-L Delivers!

BDW-L Investments LLC

99% of all small business owners will never land a single subcontract, while 1% of small business owners will repeatedly win

them! Why?

“Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work.”

Finding Government Business…

Finding Government Business (1 Day)


• FACT: The Government purchases almost every product or service imaginable.

• FACT: 2009, Government issued 6.6 million contracts worth $626 billion PLUS 33 million credit card purchases worth $300 billion

• • FACT: Contracts between $2,500 and $100,000 are reserved for

small, small disadvantaged, small women-owned and small veteran-owned businesses: therefore, almost 10 million contracts were issued to small businesses = $96.834 BILLION dollars

• • FACT: The Government Pays its bills!

Opportunities Are Plentiful

“Copyright © 2010 BDW-L Investments, LLCAll rights reserved – unpublished work.”


• Easy– FedBizOps

– Commercial

• Winning Opportunities is a completely different case…

Finding Those Opportunities


When Experience Matters, BDW-L Delivers!“Copyright © 2010 BDW-L Investments, LLC All

rights reserved – unpublished work”

1% Winners Understand & Work the Government Procurement Process

Step 1: Acquisition Planning & Market Research

Step 2: Solicitation Advertised then Issued ElectronicallyStep 3: Submit Bids/Proposals ElectronicallyStep 4: Bids/Proposals Evaluated

Step 5: Oral Presentations and/or Negotiations (if required)

Step 6: Subcontracting Plan Final Approval (Large business only, if required)

Step 7: Award

Step 8: Debriefing (Negotiated acquisitions, if requested)

Final: Performance & Successful Completion!


The Big Boys Win Because



How Are You Seen By The Government?Government issued 6 million contracts last year…they know more about this than you do!

• Don’t Fully Leverage Corporate Assets• Whole Is Not Greater Than Sum/Internal Conflicts

• Lack of Teaming and Alliances• NAICS Codes Too Many Poor Bid/Win Ratios• Market Intelligence

• Internal Differentiators Not Developed/External Differentiators Misunderstood• Building a “Gut Feeling” by Gathering Data then Focusing

• Proposal And Communications• Pre-Proposal Time Wasted• Priming or Teaming or Any Decisions Too Late• Offer Elements Not Considered as a Whole and Continually Throughout Development

• Standardized Proposal Tools Weaken Submissions and Defuse Differentiators• Ex-Government Employees Need Training in the Business Development Process• Not Utilizing Post Mortems Effectively or at All

Yes You Look Like “You're Running Around with Your Hair on Fire!

Not to look that way could be a Real Differentiator…



Win Ratios

OpportunityChasing

Allocation

Planning



Effective Use of Your ResourcesFinance Issues

A serious roadblock issuePossible Resolutions

Pay Careful Attention to Revenue Metrics – DON’T QUIT

You will need a formal Business PlanPersonnel Issues

May be you and you aloneResolution Go Local

Use Government Small Business Advocates Effectively

IT IssuesWeb Site

A must have…. Quick & PointedMove from Focused to Sustained

Attention SpanSocial NetworkingThe “Cloud”Electronic Commerce

Quality IssuesA Program


When Experience Matters, BDW-L Delivers!“Copyright © 2010 BDW-L Investments, LLC

All rights reserved – unpublished work.”

Social Networking

http://www.youtube.com/watch?v=lFZ0z5Fm-Ng&feature=player_detailpage


Changing Your Topic to Finding and Winning

Your Choice:

You can take on the Entire Government System• Throw Poorly Developed

Unfocused Proposals All Over It and Win a Few at a High Cost and Low Margin

Go To:

Or You Can Focus:

Plan an Effective Campaign• Local

• USG Small Business Advocates• Municipal• County• State



http://airforcesmallbiz.org



Go See Alice



Much More Manageable and Free



Hitting Government’s “Easy” Button

Marketing “Stuff”

Contracting “Stuff”

….Performance….“Copyright © 2010 BDW-L Investments, LLC



Risk Mitigation

• All the Time in Every Aspect:• Introductions• Knowing the “Lingo”• Marketing Materials• Qualification Statements• RFIs• Proposals• Performance


When Experience Matters, BDW-L Delivers!“Copyright © 2010 BDW-L Investments, LLC


Yes

No

Yes

No

Yes

No

Low

Med

HighLow

MedHigh

Unacceptable

Minor

Major

BlueBlue10

9

876

5

4

3

2

1

0

GreenGreen

YellowYellow

RedRed

Revision Requirements

Re-Design Requirements

Non Responsive

Not Acceptable

Minor Problems

RiskLevel

Meets Requirements

Exceeds Requirements

RiskLevel

Correctable?

Color Rating


Campaign Essential Items


• Elevator (telephone, supermarket) Pitch Focused Attention (8 Sec)

Sustained Attention (20 Min)• Business Cards

• Qualification Statement• RFI Response• Proposal• Pricing Models

• Certifications• Registrations

When Experience Matters, BDW-L Delivers!“Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work.”

Elevator Pitch 8 Seconds

Stranger to Affiliation to Attention Attention to Familiarity

Familiarity to Information

Information to Experience

Experience to the Selling Process


Business Cards


Qualifications/Credentials

Track key information for each project your company works:

• Project Name• Contract Number• Contract Period• Value• Client Name & Number• Technical Contact's Name &

Number


Government Contracting Success

ResponsibleCompetitive


Finding Win Win CustomersOur Advice:• Get Local, Real Local. Why?

• Your Leverage/Risk Mitigation• Personal Relationships Still Win and Continue to Win Contracts…• KISS is Very Important

• You Should Know:• How Your Town, County, and State Buys and From Whom• The Federal Small Business Advocates from all Agencies in Your State

Personally. http://themilitaryzone.com/military_bases.html• There is a plethora of help:

• There is a plethora of information:



An integral part of our commitment is not only to provide the information and training but to make sure it works!

FIND US:Our Website: http://www.bdw-l.com

OUR PARTNERS:


The BDW-L Solution Bridging Your “Real World” Gap

Government Cost Accounting

Florida Design is a Fort Lauderdale based Website Design & Search Engine Optimization company.

http://www.bdw-l.com/

http://www.bdw-l.com/


Contact UsWe appreciate your time and consideration


Senior Partners:

Bob [email protected]

Lisa [email protected]

Dick [email protected]

Willie [email protected]

Social Media:

Aly [email protected]

Event Planner:

Linda [email protected]

mailto:[email protected]






Documents

When Experience Matters, BDW-L Delivers! BDW-L Investments LLC 99% of all small business owners will never land a single subcontract, while 1% of small