Federal Business Intensive Competitive Analysis A private consulting program for D.Cooperworks © Summit Insight 2019

Checking In – How Are You Doing? Questions / Feedback about The Federal Sales Game Your Federal Business Intensive experience so far

Federal Business Intensive: Journey To Mission Accomplished We Are HERE Week 1: Program Introduction Week 2: Federal Sales Game Week 3: Competitive Analysis Week 4: Federal Sales Action Plan Week 5: Lower The Risk Week 6: Become The Trusted Vendor Week 7: Make More Conversations Happen Week 8: Mission Accomplished! Next Step

Competitive Analysis: Choose Your Focus judy bradt, CEO, Summit Insight Eileen kent, federal sales sherpa © Summit Insight 2019

What We’ll Cover Overview Introduction To This Competitive Analysis Introduction To Your Analysis Look In: All About You Look Out: The Competitive Landscape Look Ahead: Recommendations & Decisions

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What We’ll Cover (1) Look Inside Introduction To This Competitive Analysis Looking In: All About You Capability Statement Web Site Best Values SAM.gov Profile Past Performance Management

What We’ll Cover (2) Look Out The Competitive Datascape GSA Schedules How They Work As Competitive Intelligence Federal Procurement Data: What’s In A Record Your Hands-On Intensive Experience

What We’ll Cover (3): Look Out Your Unique Competitive Landscape Federal Procurement Data: What’s ON The Record How To Unpack Clues And Stories From Data

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What We’ll Cover (4): Looking Ahead Recommendations For Focus YOUR DECISION POINT © Summit Insight 2019

Questions? © Summit Insight 2019

We Covered A Lot! Introduction To This Competitive Analysis Introduction To Your Analysis Look In: All About You Look Out: The Competitive Landscape Look Ahead: Recommendations & Decisions

Competitive Analysis Is Complete! Now, You Can… Strengthen Your Online Presence & Collateral Make Easy Changes To Stand Out More Let Buyers See You At Your Best See The “Bridges” Your Buyers Uses Focus on Your Best Prospects Agencies, Vehicles, Partners © Summit Insight 2019

Marketing Material Your Next Wins Review & add NAICS / PSC to SAM.gov Chart Your Past Performance Confirm Best Values Revise Capabilities Statement Enhance Web Site: Add Government Landing Page © Summit Insight 2019

Week-By-Week Session Your Next Wins Your Transformation 10/3 Orientation & Engagement Define Your “Why” You’ve got the mindset for success 10/10 Federal Sales Game Confirm Your Best Values You stand out from competitors 10/17 Competitive Analysis Draft Capability Statement Complete one Past Performance You’ve focused your federal effort 10/24 Federal Sales Action Plan Contact entry You can leverage your relationships 11/1 Lower The Risk Web site assessment Online profiles update You become the lower-risk choice 11/7 Become The Trusted Vendor Initial prospect selection Draft talking points You are relationship-centric 11/19 Start The Conversations Calls to current and new prospects You move ahead of competitors 11/29 Micro-Engagement Strategy Create micro-engagement plan You’ve got federal market momentum!

Coming Up: Federal Sales Action Plan Built Around And Filled With Intelligence On The Agencies Who Buy What You Sell Open It Up And Learn How To Use It Hands-On © Summit Insight 2019

When These 3 Steps are Done Sales will be making calls following the action plan asking, “I need help, I don’t know if you’re the right person, but maybe you can point me in the right direction.” You will use the plan to pull the pieces together, but your field conversations & relationships will uncover “under the radar opportunities.” © Summit Insight 2019

When These 3 Steps are Done Proposal Leads will be watching procurement forecasts, postings at FBO and eBUY, will be dipping for data in FPDS while sales gives them a “heads up.” Project Managers will talk to end users about specifications in the field through intros from sales or from already- established relationships. © Summit Insight 2019

When These 3 Steps are Done Management will be watching out for the primes who may become compe-ti-mates. You’ll see the patterns in the intel and the players in your market… – then build relationships with strong teaming partners.

Closing Thoughts – Top Takeaways? Questions / Feedback about Competitive Analysis Today’s Experience Your Next Wins

Thanks To Our Trainer Eileen Kent Federal Sales Sherpa eileenkentstevens@gmail.com 312-636-5381 © Summit Insight 2019

Thank you! Judy Bradt, CEO (703) 627 1074 Judy.Bradt@SummitInsight.com © Summit Insight 2019