sba / pinpoint focus: finding your best government prospects
TRANSCRIPT
For Metro WashingtonDC District
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
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
Registrations, Certifications, GSA, Other Contract Vehicles…
…Are just tools.
Be Selective. Win More.
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
SHARPEN YOUR FOCUS
To Increase Your Win Rate
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Neeld Wilson, President
The Next Win: Within A Year
For All Active Small Business Contractors –Regardless of Experience, Size, or Ownership
11.5 Months
Over a year
67%
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
What Your Sweet Spot Reveals:Your Top Government Prospect… Size
Agency
Location
Duration
Value
Problem You Solve
…Looks Like Today’s Sweet Spot Client
QUICK WORKING GROUPS
Diverse Experience, Industries
1. What problem do you solve?2. What are the symptoms?3. What drives people to fix it?
YOUR SWEET SPOT IDENTIFICATION
5 Minute Exercise & Report Out
$
2011 3-Year Bidding: Down 50% From 2007
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
3-Year Win Rates Down(Prime and Subcontracts)
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
Sweet Spot Focuses Marketing
Direct Marketing
Media & Event Marketing
Beyond Process Marketing
Relationship Marketing
Relate Marketing To
Goals
Finding Forecasts:Examples
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GSA Small Business Assistance
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http://bit.ly/aIcvf5
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To The DHS Forecast – Step 1
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Scroll down to link to…
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http://osdbuforecast.hhs.gov/hhs_services/procurement/operatingAdmin.cfm
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Another Example:Veterans Affairs
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Link Via OSDBU Councilwww.osdbu.gov/members.html
Small Business Specialists
Central Coordination Points
For Each Agency
Military Services Listed
Separately
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Beyond FedBizOpps
Backcasting
Agency Sites
Prospecting?Classic Backcasting!
USASpending.gov / FFATA.orgDatabase 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?
Details Via Dropdowns
Competitor Search Example
Other 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
– 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/ 43
WHAT’S NEXT?
Success Secrets & Action Steps You Can Take Today
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What You LearnedWhy 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
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]
New Book and Companion Strategy Workbook
www.GovernmentContractsMadeEasier.com
Get Un-Stuck.
You don’t have to spend
$ 103,827.
2 Investments That Pay Off:
“Strategy In A Day”“Awesome Market Research”
Find Out More &Get Judy’s Online Resource Guide.
Leave Your Card.