doing business with a large prime contractor page 1 marty bartlett sr. mngr of business development...

Doing Business with a Large Prime Contractor

Marty BartlettSr. Mngr of Business

DevelopmentLockheed Martin

Veterans ConferenceOct 30, 2014

Background

Degree in Engineering / Astrophysics

Have Been Working 25 Years as DoD

Contractor

Worked for 23 Yrs with Small / Med

Companies

Have Worked Last 2 Years with Lockheed

Martin

Also Own a SB That Funds SBs with LOCs

How Do I Get My Foot in the Door?

As a SB, I Was a Subcontractor to Lockheed Martin for Years

X


How Do I Get My Foot in the Door…. with my toes still attached?


It is a Process- ‘18 Step’ Process

Facts: You MAYMAY Encounter a ROADBLOCK

Facts: You MAYMAY Encounter a ROADBLOCK

Step-By-Step Guide to Work Through Roadblocks



1. Seek Help & Advice

2. Right Tools, Strategies &

Tactics

3. Do your Research

4. Know their ‘Rules of

Engagement’

5. Get the Facts, Learn the

Secrets


Government Prime ContractorsAll Have ….

SB, Veteran, and SDVOSB Goals

SDB, WOSB, EDWOSB, HubZone Goals

Small Business Liaison Officers

(SBLOs) or Supplier Diversity

Specialist looking for YOU

Audit Review!

Great News!

How Do I Get My Foot in the Door?FACTS:

Understand that Selling to the Primes is a

PROCESS!PROCESS!

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

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!

How Do I Get My Foot in the Door?SECRETS:

How Do I Get On How Do I Get On TheirTheir

RADAR SCREENRADAR SCREEN??

How Do I Get My Foot in the Door?SECRETS:

1. Know Their RULES of ENGAGEMENT

2. Know What They Are Looking for in a Supplier

3. Have the ‘Right Stuff’

4. Track Record of 100% Quality, Service, Delivery

5. Do Everything Right, in The Right Order

6. Follow Directions

7. Listen more than you talk

8. Be Persistent , not a pest

9. Be All-In


18 StepsThe Process

READY! 12 Steps

AIM! 3 Steps

FIRE! MAKE CONTACT

3 Steps

PREPARATION

CONTACT

Step-By-Step Guide

Step-By-Step Guide

21 Steps to Prime Time – The ‘Process’READY!1. Don’t Do It Alone2. Register, Update SAM 3. Evaluate Website; Ensure Cyber Security4. Know Your Company5. Know Your Team6. Know Your Customers7. Know Your Competitors8. Manage Supply Chain 9. Know how to Mitigate a buyer’s Worst Fear10. Evaluate Business Cards11. Develop your Elevator & Telephone Pitch12. Create a one page Capability Profile

AIM!1. Evaluate Marketing Materials2. Refine Marketing Plan & Budget3. Learn all about the Gatekeepers

PREPARATION

CONTACT

18 Steps to Prime Time The Process: READY, AIM, FIRE

FIRE! MAKE CONTACT

1.Email Your Prospects

2.Make the Phone Call

3.Follow-Up, Follow-up

Follow-Up the Right Way

READY!1. Seek help from PTACS and SBDCs, SBA, SCORE

PREPARATION

No Cost

READY 1. Don’t Do it Alone

PTAC Website: aptac-us.org/

http://www.ntsbdc.org/

PREPARATION

READY 2. Register, Update SAM; Review NAICS

READY!2. Register, Update, SAM; Review NAICS

• SAM – System for Award Management

https://www.sam.gov

• To sell to the primes, you Must be To sell to the primes, you Must be

registeredregistered

• Was Central Contractor Registration (CCR)

• Dynamic Small Business Search

• http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm• NAICS Codes: http://www.census.gov/cgi-bin/sssd/naics/naicsrch

https://www.sam.gov/

PREPARATION

READY 3. Website

Page 18

READY 3. Evaluate Your Website; Ensure Cyber Security

Professional Website is a Must

• Professional, User friendly

• The Right Information

• Capability Profile

• Modest, well-designed graphics

• Clear, crisp message

• Consistent style and fonts throughout the site

• Make sure Your CONTACT US CONTACT US is working

• Look at the websites of your competitors

PREPARATION

READY 4. Know Your Company

Page 19

READY!4. Know Your Company

What Do You Do Best?

What Do You Do?

What Do You Do Best?

Identify Top 5 Priorities

Are they posted and visible?

Check Your Company Out On

Dynamic SB Search

READY!5. Know Your Team Develop a Training Plan

PREPARATION

Train Your Team Right!

Be sure your Team is Focused

Their Top 5 Priorities align with Your Top 5

Priorities should be Posted and Visible

ID important positions within your company

Train your employees well, especially Customer Service

Train employees on Telephone Etiquette

READY 5. Know Your Team

READY!6. Know Your Market & Your CustomersP

REPARATION

KNOW YOUR MARKET

Market Research

Major Customer Groups

Your Target Market

Identify Potential Customers

CRITICAL

READY 6. Know Your Market & Your Customers

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

PREPARATION

Get Intel on Your Competitors - DSBS

Identify your top 2-4 competitors

Look them up in Dynamic Small Business

Search

http://dsbs.sba.gov/dsbs/search/

dsp_dsbs.cfm

Quick Market Search

Key Word Search or Name Search

Many List Their Customers, Buyer Names

What is your Competitive

Advantage?

CRITICAL

READY!7. Know Your Competitors, How Are You Different?

READY 7. Know Your Competitors

READY!8. Manage Your Supply Chain 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

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

Begins and Ends with ETHICS & INTEGRITY

READY 9. Mitigate RISKREADY 9. You Are Risky

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, Monitor

2.Develop a Trade References Document

3.Key Customer List - Proven Track

Record

4.Create a Succession Plan

5.Develop a Strategic Growth Plan

READY 9. Mitigate Risk

READY!10. Evaluate Business CardsP

REPARATION

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

READY!10. Evaluate Business Cards

The First 12

READY 10. Business Cards

READY!11. Develop your Elevator Pitch – 7 Rules

PREPARATION

The First 12

Rule # 1 – Assume Short Buildings ()

Rule # 2 – Show the Passion

Rule # 3 – Define What You Do, Hook

Rule # 4 - How You Can Help

Rule # 5 – Establish credibility

Rule # 6 - Practice and practice

again

Rule # 7 - End with an action

READY 11. Elevator Pitch

READY!11. Develop your Elevator Pitch

PREPARATION

I own a company called Pivotal Funding Group that provides funding for small and growing businesses. We provide funding based on invoices since most SBs don’t have the assets to get a bank LOC.

We have been in business for 9 yrs & currently fund many small businesses here in town.

Here is my card. If you call Teresa in my office that runs the company she can get you set up in our system. That way, when you win a contract you will be ready to go with the money you need

What I Do

Credibility

Action

READY 11. Elevator Pitch

PREPARATION

Rule 1 - One Page

READY!12. Create Capability Profile

Rule 2 - One Page

Rule 3 - One Page

READY 12. Capability Profile - 3 RULES

Company Name & LogoSlogan, Address, Telephone, Fax, Website

COMPETITIVE ADVANTAGE HOW YOU ARE UNIQUILY DIFFERENTVALUE PROPOSITIONWHY YOU?

CONTACT INFORMATION:

CAPABILITIES / PRODUCTS & SERVICES / NICHE

CUISTOMERS, PAST PERFORMANCE

Established:Sales:Employees: Shifts:Facilities:Clearances:Duns/Cage:Classification:Certifications:SAM: Hot Link

Capabilities:

Opportunity Fit:

Equipment:

NAICS:

Name: Title:(O) (M) (F)Email:

Other:

Customers:

Satisfaction:RecognitionTestimonials:

CREDIT & TRADE REFERENCES

COMPANY INFORMATION

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

READY 12. Capability Profile – Tips Before You Send

AIM!1. Evaluate Marketing MaterialsP

REPARATION

AIM - The Next 3!

Review and Evaluate •Brochures•Flyers•Tri-Folds•Logo•Post cards•Letterheads•Advertising•Newsletters •Press Releases

Your Professiona

l Image

AIM 1. Evaluate Your Marketing Materials

AIM!2. Refine your Marketing Plan & Budget

PREPARATION

AIM - The Next 3!

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 RoadblocksDo you evaluate where you are at least quarterly?Do you communicate to your Team?

AIM 2. Marketing Plan & Budget

http://www.royalcaribbean.com/findacruise/cruiseDetails/itinerary.do?hasSenior=&hasMilitary=&hasFireandPolice=&cruiseType=CO&state=&packageCode=VY16T013&date=

PREPARATION

AIM - The Next 3!

Primes all have small business goals

They employ Small Business Liaison Officers (SBLO’s)

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

Check you out from TOP to BOTTOM BEFORE recommending

you to a buyer, engineer or end-user

AIM!3. Learn all about the GATEKEEPERS, the SBLOs

AIM 3. ID and Learn All About the Gatekeepers

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

FIRE! MAKE CONTACT

1. Email Prospects

CONTACT



Guide

Do not use a Yahoo or Gmail address

Get a domain name [email protected] is not professional as

[email protected]

The Signature Line• Your Name, Title• Company Name• Website• Phone Number• Email Address

[email protected]

FIRE 1. Email Tips

mailto:[email protected]

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



GuideThe Signature Line• Your Name, Title• Company Name• Website• Phone Number• Email Address

Establish a Time to Call!

FIRE 1. Email Tips

FIRE! MAKE CONTACT

1. Email Prospects

CONTACT

18 Steps to a Contract

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 Follow up with a phone call to

make sure that the email was received

•




FIRE 1. Your Email Message

FIRE! MAKE CONTACT

1. Email Prospects

CONTACT

18 Steps to a contract

• 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 Materials

Tell them that you can help them make

their goals




FIRE 1. Email Mistakes

FIRE! MAKE CONTACT

2. Make the Phone Call

CONTACT


Phone calls are Cold Calls

If You Reach a Live Person,

ALWAYS ASK IF IT IS A GOOD TIME TO TALK

Land Line

FIRE 2. The Telephone Call

FIRE! MAKE CONTACT


CONTACT

Be Prepared!


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 2. The Telephone Call

CONTACT

18 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



FIRE! MAKE CONTACT


FIRE 2. The Telephone Call – Live Person

CONTACT

Do Not Over Sell!

Listen to the SBLO



FIRE! MAKE CONTACT


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 2. The Telephone Call – Live Person

CONTACT

18 Steps to Obtaining Work

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 email

Vital Information:Name, Company, Phone, Your Brief Message, Name, Company

Phone



FIRE! MAKE CONTACT


FIRE 2. The Telephone Call - Voice Message

CONTACT

One Voice Message, One Time!

THE KEYKeep 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!



FIRE! MAKE CONTACT


FIRE 2. The Telephone Call - Voice Message

FIRE! MAKE CONTACT

3. Email Follow-Up

CONTACT


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 3. Your Follow-Up is the Key

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

18 Steps to Prime Time!

FIRE 3. Follow-Up – Telephone Mistakes

Your Hard Work and Persistence Paid Off …… You Are Invited to Give a Capability Briefing

1. You may have a very limited amount of time – make sure to make the most of it

2. Develop and present a Capability Briefing that will ‘Knock Their Socks Off

Send email with presentation to the

SBLO, just in case

• Understand the Secrets of developing a dynamic Proposal that will

‘Win the Business’

To Seize the opportunity you must …..

Step-By-Step Guide

READY!1. Don’t Do It Alone2. Register, Update SAM 3. Evaluate Website; Ensure Cyber Security4. Know Your Company5. Know Your Team6. Know Your Customers7. Know Your Competitors8. Manage Supply Chain 9. Know how to Mitigate a buyer’s Worst Fear10. Evaluate Business Cards11. Develop your Elevator & Telephone Pitch12. Create a one page Capability Profile

AIM!1. Evaluate Marketing Materials2. Refine Marketing Plan & Budget3. Learn all about the Gatekeepers

PREPARATION

CONTACT

18 Steps to Prime Time The Process: READY, AIM, FIRE – The Keys to Success!

FIRE! MAKE CONTACT

1.Email Your Prospects

2.Make the Phone Call

3.Follow-Up, Follow-up

Follow-Up the Right Way

Doing Many Things

Right

In the Right Order

At the Right Time

First Time

Knowing What to Do,

When

18 Steps

SUMMARYSelling to the Primes is a PROCESS

Transitioning the business from military to a blend of military and commercial

Many new pursuits, new customers worldwide Positioning for growth in 2015 and 2016 But we must be competitive now and in the

future to secure these opportunities Seeking partners to prepare to meet the

demands of growth

55

Copyright 2014 Lockheed Martin Corp

Custodial Landscaping Painting Construction Plumbing Electrical Diner Pest Control

56Copyright 2014 Lockheed Martin CorpCopyright 2014 Lockheed Martin Corp


For Local Work CallEdward J. “Butch” Hart

210-926-5078

57


For Work Outside of These Areas or Employment Call

Joe Wilson 210-928-5000

58

Your Company Will Need Money to Start a New Contract Government Is Typically a Slow

Paying Customer (30-60 Days)

Your Employees May Not Want to Wait 60 Days to Be Paid

Your Company Might Need to Purchase Materials At the Start of a New Contract

Pivotal Funding Group Can Assist You With Your Funding Needs


With Factoring, A Financial Institution Provides Funding Based on Invoices Instead of Assets The Factoring Company Holds the Invoice and

Immediately Pays the Small Business 80-90% The Small Business Receives The Remainder of

the Money Except 2-3% Held Back When the Government or Prime Company Pays the Invoice

The Invoice or Purchase Order Must Be Assignable Your Next Speaker, Ron Edinger, Will

Discuss Our Strategic Partner – Liquid Capital


Questions? Contact Teresa Cathcart, (210) [email protected]


doing business with a large prime contractor page 1 marty bartlett sr. mngr of business development...

Documents

step process page

background page

roadblocks page

large prime contractor

business cards11

page capability profile

prime time

update sam review naics