Federal Government Contracting - Market Research - FISCAL NEW YEAR BEST PRACTICES - Oct 2021

US FEDERAL GOVERNMENT
FISCAL NEW YEAR
BEST PRACTICES FROM INDUSTRY LEADERS
October 1, 2021

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US FEDERAL GOVERNMENT FISCAL NEW YEAR - BEST PRACTICES FROM INDUSTRY LEADERS - October 1, 2021
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1 - MARKET RESEARCH

Archisha Mehan
archisha@fedmine.us
301 279 7575
Fedmine
fedmine.us
SECTION 1 - BEST PRACTICES – MARKET RESEARCH

TOP 5 BEST PRACTICES:
1 – The Federal Spending Cycle starts with the agency which triggers the industry to
respond which is followed by a predictable cycle of activity
2 – Market Research can be defined as interpreting data to build information &
knowledge that can help predict future events
3 – It is fundamental as you create your pipeline and decide which opportunities to
target, and typically consists of Agency Intelligence, Vendor Intelligence & Opportunities
4 – Agency Intelligence includes understanding the agency buying patterns, awards, SAT
purchases, top companies. Understanding the agency forecasts, budgets and ex. 300
&53s is part of this knowledge
5 – Vendor intelligence includes understanding your competition, including vehicles,
pricing and expiration dates of main contracts. Look at the GAO protests and
debarments/exclusions if any
BEST PRACTICES – MARKET RESEARCH

QUESTION
What are the data sources utilized most to perform market research for the
federal marketplace?
Archisha Mehan
archisha@fedmine.us

Eileen Kent
eileenkentstevens@gmail.com
312 636 5381
The Federal Sales - SHERPA
federalsalessherpa.com

1 – Know what you’re looking by defining what you do best
Keywords
NAICS
Competitors
“Step Before they need you” Keywords
2 – Perform a deep dive data analysis
3 – Look for who buys what you sell from whom, with what contract vehicles
and set aside
4 – Utilize public resources like SAM and USASpending or buy the info from a
subscription service
5 – Build a federal sales action plan around the top departments, agencies,
and people within those agencies who buy what you sell and ……… Execute
it.

QUESTION
How good is the data out there, Eileen?
Eileen Kent
eileenkentstevens@gmail.com

Jack Siney
jsiney@govspend.com
561 609 6130 6
GovSpend
govspend.com

1 – Get a “Flagship Agency” that will be your champion within the government
2 – Get some significant “press coverage” for your company/solution
3 – Don’t work-on/submit a RFP response unless you have unique/creative
angle to offer
4 – Focus on qualifying for at least one of the government socio-economic
classifications — it will open MANY doors
5 – Selling to the Government during COVID: Create videos that allow
personnel working from home to fully understand your company & product.

QUESTION
What is the best way to get “press coverage” for my company/solution?
Jack Siney
jsiney@govspend.com

Nicole Tripodi
nicole@fedinform.us
202 810 3158
FEDinform
fedinform.us

1 – Write research questions before beginning market research
2 – Avoid “research rabbit holes”
3 – Learn advanced research techniques
4 – Overcome unfamiliar report findings or unknown language
5 – Leverage traditional and non-traditional sources of information

QUESTION
What is the role of a Business Development Analyst?
Nicole Tripodi
nicole@fedinform.us

US FEDERAL GOVERNMENT
FISCAL NEW YEAR
THANK YOU FOR ATTENDING!
October 1, 2021

Federal Government Contracting - Market Research - FISCAL NEW YEAR BEST PRACTICES - Oct 2021

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