May 3, Bendix Road Suite 215 Columbia, MD (410) (phone) (866) (toll-free) Presented by: Gloria Larkin President, TargetGov ©

President Nationally recognized federal contracting business development expert Interviewed on MSNBC, in Wall Street Journal, USAToday, TheStreet.com Author, Consultant & Trainer Clients have won billions in federal contracts 2 ©

 $500 Billion Market; $100 Billion to SB  Critical differences in government vs. private sector  Identifying targets  Layers of decision-makers  Effective marketing tactics  Tools required to get noticed  How to get noticed—positively!  Mistakes to avoid 3 ©

 Rules and regulations  Funding: Congress, White House  Barriers to market entry  Contract vehicles  Sales cycle length  Contract size  Set-asides  Credit card usage  Repeat business  Specific marketing opportunities 4 ©

Your Company Possible Targets  You as a Prime contractor  AGENCY  You as a Subcontractor  PRIMES  You as a Team member  Other VENDORS 5 ©

 Small business representatives OSDBU, SADBU, SBLO  Contracting and acquisition staff CO, KO, COTR  Program and technical managers PM, end-user 6 ©

 Consistently reach out to decision-makers  Focus on their needs, not yours  Be innovative in your approach  Use relationships  Social media is your friend  Networking is critical  Events focus  White papers  Press releases and public relations  Advertising 7 ©

 Update Your CCR Record at ◦ NAICS ◦ Points of Contact (all three!)  Update Your ORCA Record every year!  Update Your SBA Profile ◦ Capability Narrative ◦ Ownership ◦ Special Equipment ◦ Bonding ◦ Keywords ◦ Past Performance  What is YOUR score? me for your company’s score—what you look like to the decision-makers 8 ©

 1 page Capability Statement to identify your: Core Competencies Past Performance Differentiators Company Data  Government targeted web page  An effective 30 second matchmaking pitch  Calendar of events  Teaming plan 9 ©

 Quickly identify the decision-maker, her/his responsibility & level of interest in your business  Know how you appear to the decision-makers!  Contract vehicle  CRM system 10 ©

Your Targets:  Agency  Prime Contractor  Teaming Partner  Joint Venture  Why? To obtain decision-maker meetings! 11 ©

 Create a strong niche statement  Practice a 20 second matchmaking pitch tailored to the specific person  Use a powerful Capability Statement  Past performance is king!  Financial stability  Capacity  Partners 12 ©

 File cabinet; shoebox and 3 x 5 cards  Outlook,  Excel spreadsheet  ACT!, Goldmine and other PC-based systems  Salesforce.com, Basecamp and other web-based systems  Don’t drown in data! 13 ©

 Be professional ◦ Ex: , web site, dress the part  Know your niche!  Do not try to be all things  Lead with your expertise  Prove it!  Mitigate risk  Use a combined strategy ◦ , phone, in-person, virtual 14 ©

 Person to person ◦ Agency Annual Conferences ◦ Vendor outreach sessions ◦ Agency and base events ◦ Matchmaking ◦ Associations, social events  Referral ◦ From decision-makers  Virtual ◦ , public relations, blog, LinkedIn, Facebook, Twitter 15 ©

 Old data in CCR, ORCA and SBDS  Web site issues  Don’t use a generic Capability Statement  Do not try to be all things to all people ◦ Maximum NAICS  Don’t ignore social media  Conferences: booth vs. attendee?  Don’t reject vendor outreach sessions  No “get to know you meetings”  Plan for a realistic level of effort: 1 FTE for every ___ agencies? 16 ©

 Critical differences in government vs. private sector  Identifying targets  Layers of decision-makers  Effective marketing tactics  Tools required to get noticed  How to get noticed—positively!  Mistakes to avoid 17 ©

18 me for complimentary documents! Gloria Larkin President, TargetGov ©