3. 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
4. Federal Contract Spending:
Under Pressure, Down Some
“Nice To Have” is over.
2008 2009 2010 2011
$ 541.8 B $ 541.2 B $ 537.7 B $ 533.5 B
Deficit Reduction
Military Drawdown
11. The Next Win: Within A Year
For All Active Small Business Contractors –
Regardless of Experience, Size, or Ownership
67% 11.5 Months
Over a year
2011 VIP® Survey: Trends in Federal Contracting for Small Businesses
12. What Your Sweet Spot Reveals:
Your Top Government Prospect…
Size
Agency
Location
Duration
Value
Problem You Solve
…Looks Like Today’s Sweet Spot Client
34. www.osdbu.gov/members.html
Link Via OSDBU Council
Small Business Specialists
Central Coordination Points
For Each Agency
Military Services Listed
Separately
34
43. Other Agency Small Business Sites
Defense Information Systems Agency
http://disa.mil/about/offices/osbp.html
http://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
45. What You Learned
Why 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
46. Tools For Each Steps
Strategy
Focus
Process
Competition
Teaming
Relationships
Marketing
46
48. Win More
Sooner.
Spend Less.
New Book and Companion Strategy Workbook
www.GovernmentContractsMadeEasier.com
Judy Bradt, CEO (703) 627 1074 Judy.Bradt@SummitInsight.com
49. Get Un-Stuck.
You don’t have to spend
$ 103,827.
2 Investments That Pay Off:
Find Out More &
Get Judy’s Online Resource Guide. “Strategy In A Day”
“Awesome Market Research”
Leave Your Card.
Notas do Editor
Direct MarketingDirect mailWhite Paper MarketingTelemarketingE-mail marketingWeb site(s)Actual sales calls! Media & Event MarketingConferences & Trade Shows Print Advertising Online: Media web sitesRadioTraditional PR Process MarketingAgency Outreach & Matchmaking eventsPre-Proposal: RFI, Sources Sought, Pre-bid conferencesProposals & debriefings (More) Relationship MarketingContact Relationship ManagementLobbying (Yes, you!): Enlisting Your Members of CongressChannel Partners and Integrators: What (Not) To ExpectSocial Media: A Primer for Government Marketing