Federal Business Intensive Competitive Analysis © Summit Insight 2019

Extraordinary, Results-Driven, Learning Experiences Diana Halstead Client Experience Manager Judy Bradt CEO © Summit Insight 2019

Our Top Federal Sales Expert & Trainer Eileen Kent, The Federal Sales Sherpa Eileen has “Lightning Launched” Over 60 Summit Insight clients between 2015-2019! She’s known as The Federal Sales Sherpa, and has provided her unique training to over 10,000 since 2003. eileenkentstevens@gmail.com 312-636-5381 © Summit Insight 2019

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

Federal Business Intensive: Bird’s Eye View We Are HERE Week 2 Play The Federal Sales Game To Win Week 3 Choose Your Focus Week 4 Launch Your Federal Sales Plan Week 1 Become The Trusted Vendor Weeks 5-8 Turn Conversations To Commitments

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

Federal Business Intensive: Bird’s Eye View Now we’re HERE! Week 2 Play The Federal Sales Game To Win Week 3 Choose Your Focus Week 4 Launch Your Federal Sales Plan Week 1 Become The Trusted Vendor Weeks 5-8 Turn Conversations To Commitments

Marketing Material Your Next Wins Review & add NAICS / PSC to SAM.gov Chart Your Past Performance (internal, & external as appropriate) Confirm Best Values Revise Capabilities Statement Enhance Web Site: Add Government Landing Page GSA Schedule You’re Already On the PSS 00CORP Schedule and you may want to consider adding a few Categories/SINs © Summit Insight 2019

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