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FEDERAL MATCHMAKING 101

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Brought to you by Rafael Marrero

About Us

¡ Perspective- A Hispanic Business Enterprise (HBE) Leader▪ Former Fortune 500 Procurement Executive (NYSE:MTZ)▪ Two-time Inc. 500 Honoree - Entrepreneur▪ Successful Small Business Growth Coach▪ Successful Government Contractor – By Light Professional IT Services

(SDVOSB)

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FEDERAL MATCHMAKING 101AGENDA

Federal Matchmaking 101- 7 Key Ingredients of the “Secret Sauce” for Success (La Salsa Secreta)

¡ #1 SAM Registration – Vendor Prequalification

¡ #2 KYC- Know your customer: Situational awareness

is everything

¡ #3 What to bring to your USHCC Matchmaking Appt.

¡ #4 How to look

¡ #5 How to Act

¡ #6 After the Event: The Government Relationship

Management (GRM) Process

¡ #7 After the Event: Face-to-Face capabilities briefing with

Procurement Decision Makers (PDMs)

¡ Bonus | HBE Matchmaking Case Study§ How a Hispanic Business Enterprise (HBE) won his first Multi-Year

Federal Contract < 12 Months after attending the USHCC Legislative

Summit4

#1 SAM Registration – Vendor Prequalification

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¡ SAM.GOV- Official free, government-operated website – there is NO charge to register or maintain your entity registration record in SAM.

¡ What do I need to get started? § DUNS Number§ Taxpayer Identification Number § Mail an original, signed notarized letter to the

Federal Service Desk within 60 days of activation.

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SAM.GOV: Mandatory Entity Registration

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SAM.GOV: Con’t

¡ 10 Major Steps Involved in Registration

¡ Email us for copy of the Quick Start Guide after today’s Federal Matchmaking 101 Webinar

¡ Allow up to 15 days after you submit your notarized letter before your registration is active in SAM

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SAM.GOV: Con’t

#2 KYC- Know Your Customer: Situational Awareness

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¡ $3.9 TRILLION - Annual Budget¡ 2.1 Million Employees¡ $500 Billion in Contracts Awarded Annually

§ 2.5 Million Contracts¡ $500 Billion à Grants Issued ¡ FEDGOV Expenditures: 25% of US GDP¡ US: 28 Million Businesses, only 600K registered

to do business with Uncle Sam!¡ $47 Billion awarded under this category: “Everyone

could compete, but only ONE bid or offer was received.”

¡ $20 Billion spent à Credit cards

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UNCLE SAM: WORLD’S RICHEST CLIENT

¡ Visit Federal Agency Websites¡ Familiarize yourself with Procurement Forecasts

§ Visit Small Business Programs section of websites¡ Visit FBO.GOV to monitor opportunities

§ Begin compiling list of key agency personnel▪ Name + Telephone Number + email address▪ Use LinkedIn to research federal agency personnel▪ Connect with agency personnel on LinkedIn

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Know Your Customer: KYC

#3 What to bring to your USHCC Matchmaking Appt.

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Contractor Business Cards

§ Double Sided§ Include Pertinent Codes§ Matte Card Stock!

Contractor Business Cards

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Contractor Business Cards / Con’t.

Contractor Business Cards

Example #2

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CAPABILITY STATEMENT – 6 C’S!

§ Letter Size§ Double Sided§ Capture 6 C’s

§ Capabilities Narrative§ Codes§ Customers§ Contracts§ Core Competencies§ Contact info

Capability Statement: Your Contractor Resume

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CAPABILITY STATEMENT – 6 C’S!

Your Capabilities Narrative

Your Codes

Point(s) of Contacts

Small Business Certifications

Header: Capability Statement

ContractingVehicles

Your Customers and Past Performance

Core Competencies

CompanyProfile

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CONTRACTOR WEBSITE- AT THE READY!

§ 7 Tabs§ Include:

§ Capabilities Narrative (“About Us”)

§ Codes§ Customers§ Contracts§ Core

Competencies§ Contact info

§ MUST have SSL Certificate!

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§ 150 Word Script § 1.5 - 2 Minutes§ Cover 6 C’s and ‘CTA’

CAPABILITIES VIDEO- AT THE READY!

Contractor Capabilities Video

#4 How to Look – Matchmaking 101

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Business Attire- Mandatory!

§ Business Attire- Mandatory§ Suit and four-pass tie (gentlemen)§ Matching socks§ Conceal tattoos and piercings§ Appropriate manicure. Ladies: avoid chipped nail polish

#5 How to Act during the Matchmaking

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How to Act- the Rules of Engagement

§ Arrive 15 min prior, check in and wait in designated area.

§ Maintain professional demeanor at all times.

§ Be Present§ Cell Phones OFF and stored during

meeting- SHOW RESPECT!§ No food or beverages during interview.§ No gum chewing.§ Be prepared with ball point pen and pad. § Have BLANK Business Cards! Agency reps

run out of business cards all the time…

#6 After the Event: The Government Relationship Management Process

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GRM – GOVERNMENT RELATIONSHIP MARKETING

§ Track your Progress§ “You cannot manage what you do not measure”§ Relationships with key CONTACTS will yield CONTRACTS

#7 After the Event: Face-to-Face Capabilities Briefing with PDMs

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The Capabilities Briefing (Post Matchmaking)

§ What is a Capability Briefing? A meeting with a government agency's buyers.

§ Usually set up by the agency's small business specialist with the buyers and program managers of the agency which you're interested in selling your product/service to. It will comprise of multiple key agency's personnel.

§ 20 to 30 minutes long.

§ Use a Power Point presentation.

§ Send ADVON courtesy copy of Capabilities Briefing to the agency personnel coordinating your meeting for review and security check prior to the meeting. Also, let them know that you will need a projector, etc....

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The Capabilities Briefing (Post Matchmaking)

Your Introduction Pitch:Be prepared to share the following:

1) What are your core capabilities?2) What is your industry reputation?3) Can you demonstrate past performance?4) What is your geographic reach?5) What are your certifications?6) What access to resources/contacts do you have?

What to take with you:1) Business Card2) Capability Statement3) Capability Brief (power point) printed out, enough to each participant4) other marketing collateral as deemed fit

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The Capabilities Briefing (Post Matchmaking)

During the Meeting Pointers:Be Prepared:- Know the agency- Mentioned specific opportunities which you are interested in.

After the meeting Pointers:1) Follow up...follow up....follow up2) Send a “Thank You” email3) If given advice, do it if you can4) Keep in touch via email / phone calls as needed5) It’s all about building relationship6) Be persistent7) CONTACTS bring CONTRACTS

HBE Matchmaking Case Study:Abel Herrera, CEO, IT DATA SOLUTIONS

¡ Established: 2005, Miami FL¡ Hispanic-Owned Small Business¡ Core Offerings: IT Data

§ Data analytics§ Business Intelligence

¡ Great Customer Relationships¡ Talented, Hard Working Principal¡ 8(a) and MBE Certified Firm¡ Contacted Marrero firm Feb 2018¡ Joined USHCC HBE Program Mar 2018¡ Attended 2018 USHCC Events:

§ Legislative 2018 Matchmaking in DC§ USHCC Annual Convention in Philly

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HBE Matchmaking Case Study: Abel Herrera, CEO, IT DATA SOLUTIONS

¡ Rebranded firm à Federal Market§ Website

§ Business Cards

§ Capability Statement

§ Roll Up Banners

§ Executive Photographs

¡ Developed correct approach for Federal Market

¡ Developed and cultivated relationships with Matchmaking agencies: Federal Reserve Board, NASA, US Navy, others

¡ Won 1st major Multi-Year Federal Contract in < 1 year (Jan 2019) 30

www.rafaelmarrero.com31

rafael@rafaelmarrero.comToll Free: 888-595-6221