pinpoint focus: finding your best government prospects judy bradt, ceo
TRANSCRIPT
Pinpoint Focus: Finding Your Best
Government Prospects
Judy Bradt, CEO
Pinpoint Focus: Finding Your Best
Government Prospects
Opening Challenge: Introductions
• Your name• Your company• FIVE WORDS to describe what you do.
EG:“Moving, moving, moving, moving, moving.”“Oracle. Nothing but Oracle.”“Medical record management done right.”“Help desks that really help.”“Government contracts made easier….”
INTRODUCING…YOU!Name, Firm5 Words - Describe What You Do
Exchange Cards!
What You’ll Learn
What Your Sweet Spot Reveals and Why
3 Ways To Increase Your Win Rate 3 Places To Look Beyond FedBizOpps
And time! Average: 20 monthsTo win the first federal contract
Registrations, Certifications, GSA, Other Contract
Vehicles…
…Are just tools.
SHARPEN YOUR FOCUSTo Increase Your Win Rate
7
Neeld Wilson, President
Win Rates
How often do client proposals on government business / teaming succeed?
Under 10% 10-25%? 25-50% 50-75% Over 75%
What Your Sweet Spot Reveals:Your Top Government
Prospect… Size Client Mission Location Duration Value
…Looks Like Today’s Sweet Spot Client
1. What problem do you solve?2. What are the symptoms?3. What drives people to fix it?
QUICK WORKING GROUPSDiverse Experience, Industries
YOUR SWEET SPOT IDENTIFICATION
Worth $________________Runs how long? _________Located in ______________
Sweet Spot Focuses Marketing
Direct Marketing
Media & Event Marketing
Beyond Process Marketing
Relationship MarketingRelate
Marketing To Goals
3 Paths to Forecasts
Procurement Forecasts
To the DHSForecast
To The DHS Forecast – Step 1
To The DHS Forecast – Step 2
To The CBP Forecast – Step 3
Another Example:Veterans Affairs
Where’s HHS?
2. Try Direct.
http://osdbuforecast.hhs.gov/
Scroll down to link to…
3. Link Via OSDBU Councilwww.osdbu.gov/offices.html
Small Business SpecialistsCentral Coordination PointsFor Each Agency
Military Services Listed Separately
Beyond FedBizOpps
Reverse Auctions
Backcasting
Agency Sites
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
Where Is Your Competitor?www.USASpending.gov
Scroll Down
& Search By NAICS.
Which Agencies Are Your Top Buyers?
Agency Small Business Sites 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– Commucations & Electronics Command (CECOM) Life Cycle
Management Command (LCMC) 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/
REVERSE AUCTIONSBut wait…there’s more…
Reverse Auctions On FedBid.Com
Buyers/Sellers comply with FARS Products & Services Micro-purchase through multi-
millions Buyers can invite a seller Sellers can auto-bid
Reverse Auctions On FedBid.Com
Over 250 Federal Buying Centers– Includes 82 Army; 18 Navy; 49 DHS– Over 100 other federal buyers– Over 50 local, university & commercial
buyers Top buyers: Army, DHS, State, Justice Top items: IT, furniture, office
supplies, lab equipment About 25% of buys are GSA Schedule
only
WHAT’S NEXT?Success Secrets & Action Steps You Can Take Today
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What You Learned 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. – Reverse Auctions.
Tools For Each Steps
Strategy Focus Process Competition Teaming Relationships Marketing
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Advice on Government Contracting
Free Good Enough
Pick any two.
Win More Sooner. Spend Less.
Judy Bradt, CEO (703) 627 1074 [email protected]
Onsite Package Today Only: $97New Book, Strategy Workbook, Software
Plannerwww.GovernmentContractsMadeEasier.com
Get Un-Stuck.
Define Your Sweet SpotLook Forward & Backward
Investments That Pay Off:
Strategy In A Day
Mastermind I:Strategy IntensiveStarts November
2011
Find Out More &Get Judy’s Online Resource
Guide.
Leave Your Card.