four easy lessons in free market research

Four Easy Lessons in Four Easy Lessons in Free Market ResearchFree Market Research

Win Faster. Team Sooner. Spend Less.Win Faster. Team Sooner. Spend Less.

Judy Bradt, Principal 2009

AgendaAgendaWhy Market Research MattersWhy Market Research MattersWhat’s FreeWhat’s FreeWhat’s NotWhat’s NotWhen The Choice MattersWhen The Choice Matters

PLUS: PLUS: DoD Mystery – Need Your HelpDoD Mystery – Need Your Help#1 Rule Of Government Business Development#1 Rule Of Government Business Development

Why Market Research Why Market Research MattersMatters

Massively Increase Cost EffectivenessMassively Increase Cost Effectiveness

Help Small Business Specialists Help YouHelp Small Business Specialists Help You

Rivet Prime Contractor AttentionRivet Prime Contractor Attention

WIN FASTER. TEAM SOONER. SPEND LESS.WIN FASTER. TEAM SOONER. SPEND LESS.

Help Small Business Specialists Help Small Business Specialists Help YouHelp You

If you:If you: Tailor capability statementTailor capability statement Focus on business that fitsFocus on business that fits Keep in touchKeep in touchThen you:Then you: Increase credibilityIncrease credibility Open more doorsOpen more doors Stay top of mindStay top of mind

Rivet Primes’ AttentionRivet Primes’ AttentionWhat Primes Tell Subs: Do Your Homework.What Primes Tell Subs: Do Your Homework.

““Know What We Do.”Know What We Do.” ““Define Your Core Strength.”Define Your Core Strength.” ““Tell Us Specifically Where You Fit.”Tell Us Specifically Where You Fit.” ““Bring Business ready-to-win.”Bring Business ready-to-win.” ““Show Your Unique Value.”Show Your Unique Value.”

(Hint: “I’m a small business” isn’t “Unique”.)(Hint: “I’m a small business” isn’t “Unique”.)

Key Research QuestionsKey Research Questions What is your target agency’s mission?What is your target agency’s mission? What funding is forecast?What funding is forecast? Which primes have contracts?Which primes have contracts? For what and which agencies?For what and which agencies? Do they use GSA Schedules?Do they use GSA Schedules? What are competitors offering on GSA?What are competitors offering on GSA? Who could be my GSA Schedule partner?Who could be my GSA Schedule partner? Who are “small” partners / competitors?Who are “small” partners / competitors?

U.S. Government BuyersU.S. Government BuyersWho They Are, What They Do & BuyWho They Are, What They Do & Buy

Federal: Federal: www.usa.gov Stimulus: Stimulus: www.recovery.gov Opportunities & MORE: Opportunities & MORE: www.fbo.gov

State / Local: State / Local: www.naspo.org/directors Grants: Grants: www.grants.gov

Prospecting?Prospecting?Follow the Money.

Federal Buyers: Federal Buyers: Funding & ProgramsFunding & Programs

Agency Forecasts:Agency Forecasts:www.acquisition.gov/comp/procurement_forecasts/index.html

Current/Future Military Programs Current/Future Military Programs www.defenselink.mil/comptroller/defbudget

Agency Budget Overviews Agency Budget Overviews www.whitehouse.gov/omb/budget/fy2009/defense.html

U.S. Congress: Bills, Hearings, LawsU.S. Congress: Bills, Hearings, Lawshttp://thomas.loc.gov (Library of Congress)

Attending AnAttending AnOSDBU Conference?OSDBU Conference?

Target your agenciesTarget your agencies Review their forecastsReview their forecasts Look up their primesLook up their primes Focus on best fit programsFocus on best fit programs Set your priority list to visitSet your priority list to visit Register for business matchingRegister for business matching

See See www.fbcinc.com for details!Tips: www.summitinsight.com/tools.htmTips: www.summitinsight.com/tools.htm

““It’s All On It’s All On FedBizOpps”FedBizOpps”

Myth-Busting 101….

FedBizOpps www.fbo.govMost Alluring & Dangerous for Novices: RFP’s

Winners’ Best Kept Secrets:

RFI’sSources SoughtDraft RFP’s…and…

Easy To Miss:

User Guides

FedBizOpps www.fbo.gov

Winners’ Best Kept Secrets:

RFI’sSources SoughtDraft RFP’s…and…

AGENCY FORECASTS

Please help me rescue this link.

FedBizOpps www.fbo.gov

FedBizOpps www.fbo.gov

THE BIG FOURTHE BIG FOUR

FPDS, GSAAdvantage, SSQ, CCRFPDS, GSAAdvantage, SSQ, CCR

Free Research SourcesFree Research Sources

Free Tools Help You…Free Tools Help You… Get federal buying forecastsGet federal buying forecasts

Learn what contracts a Prime hasLearn what contracts a Prime has

Find competitors’ GSA pricingFind competitors’ GSA pricing

Assess potential partners – on & off Assess potential partners – on & off GSAGSA

Federal Procurement Data System fpds.gov

Give me an overview of the market. fpds.gov

Standard Reports fpds.gov

What contract vehicles does the Prime have?

What contract vehicles does the Prime have?

Who’s got the biggest prime contracts for what I do?

I want to know something else. fpds.gov

GSA Advantage www.gsaadvantage.gov

GSA Schedules E-Library www.gsa.gov/elibrary

Scroll down…

What are others offering on GSA? www.gsa.gov/elibrary

See other vendors’ pricing & contracts. www.gsa.gov/elibrary

Researching GSA Schedule Positioning: ssq.gsa.gov• Should I get a GSA Schedule?

• How much is government buying via GSA?

• Which Schedule to Pursue (Where do I stand out)?

• How many vendors share total awards?

• Who are potential Schedule Partners (who wins most?)

GSA Schedule Sales Query ssq.gsa.gov

GSA Schedule Sales Query ssq.gsa.gov

Central Contractor RegistryWhere can I find a partner? www.ccr.gov

Where can I find a small partner? www.ccr.gov

Potential Partners Matching Your Criteria www.ccr.gov

High Priority: Veteran-Owned

#1 Rule of Government Business Development

Free, Good, Enough: Pick Any Two.

Other Research SourcesOther Research SourcesExamples of Specialized Consultancies:Examples of Specialized Consultancies:Research, Tools, Reports, Tools, News, EventsResearch, Tools, Reports, Tools, News, Events Eagle EyeEagle Eye Federal SourcesFederal Sources OnviaOnvia E-PipelineE-Pipeline INPUTINPUT FedxccelFedxccel

SummarySummaryUse free tools to:Use free tools to: Get federal buying forecasts -- FBOGet federal buying forecasts -- FBO Learn what contracts a Prime has -- FPDSLearn what contracts a Prime has -- FPDS Find competitors’ GSA pricing -- Find competitors’ GSA pricing --

GSAAdvantageGSAAdvantage Assess potential GSA Schedule partners -- SSQAssess potential GSA Schedule partners -- SSQ Search for partners with preferred status – Search for partners with preferred status –

CCRCCR

WIN FASTER. TEAM SOONER. SPEND LESS.

Judy BradtJudy BradtGovernment Contracts : Government Contracts : Win Sooner, More Profit, Less Pain.Win Sooner, More Profit, Less Pain.

Support for government contract missionsSupport for government contract missionsStrategy, webinars, coaching & toolsStrategy, webinars, coaching & tools

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