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For Metro WashingtonDC District
Pinpoint Focus: Finding Your Best
Government Prospects
Judy Bradt, CEO
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INTRODUCING…YOU!Name, Firm5 Words - Describe What You Do
Exchange Cards!
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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
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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
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2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
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Four* Tries To Your First Prime Win
* Average of Active Small Business. Minority: 6.1; Caucasian: 3.7
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Persistence Pays:Win Rates Rise With Experience
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
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Registrations, Certifications, GSA, Other Contract Vehicles…
…Are just tools.
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Be Selective. Win More.
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
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SHARPEN YOUR FOCUS
To Increase Your Win Rate
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Neeld Wilson, President
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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
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What Your Sweet Spot Reveals:Your Top Government Prospect… Size
Agency
Location
Duration
Value
Problem You Solve
…Looks Like Today’s Sweet Spot Client
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QUICK WORKING GROUPS
Diverse Experience, Industries
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1. What problem do you solve?2. What are the symptoms?3. What drives people to fix it?
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YOUR SWEET SPOT IDENTIFICATION
5 Minute Exercise & Report Out
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$
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2011 3-Year Bidding: Down 50% From 2007
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
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3-Year Win Rates Down(Prime and Subcontracts)
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
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Sweet Spot Focuses Marketing
Direct Marketing
Media & Event Marketing
Beyond Process Marketing
Relationship Marketing
Relate Marketing To
Goals
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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
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Prospecting?Classic Backcasting!
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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
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Where Is Your Competitor?www.USASpending.gov
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Scroll Down
& Search By NAICS.
Which Agencies Are Your Top Buyers?
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Details Via Dropdowns
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Competitor Search Example
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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
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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
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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.
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Win More Sooner.
Spend Less.
Judy Bradt, CEO (703) 627 1074 [email protected]
New Book and Companion Strategy Workbook
www.GovernmentContractsMadeEasier.com
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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.