© Summit Insight 2015 Selling to the U.S. Government: Your Next Big Win? Moderator / Presenter: Judy Bradt, CEO, Summit Insight Panelists: Chris Wiegand,

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Presentation transcript:

© Summit Insight 2015 Selling to the U.S. Government: Your Next Big Win? Moderator / Presenter: Judy Bradt, CEO, Summit Insight Panelists: Chris Wiegand, CEO, Jibestream Ryan Murphy, President, Wade Antenna Inc.

© Summit Insight 2015 What You’ll Learn Who’s your buyer and how to tell Is it worth the time, effort and cost? Common roadblocks: See & solve Life In The Real World: Key success factors Practical Essentials: Next steps © Summit Insight

© Summit Insight 2015 Who’s Your Buyer? Size of the market Determining demand Understanding the process Targeting your best prospects © Summit Insight

© Summit Insight 2015 U.S. Government Contract Awards Federal: $445 B State & Local: $3,000 B Over 80,000 buying entities. Approximately 25% of all U.S. domestic spending Buys everything! Aerospace, defence, security, ICT Construction, R&D, energy “Green” products/services Food, clothing, health IT, medical supplies Vehicles, parts & service Professional & labour services 4

© Summit Insight 2015

Federal, State, Local, Tribal: Who’s your buyer? Which Governments Need…? TransportationHealth IT Energy & EnvironmentConsulting UtilitiesStaffing Correction Facilities SupportJanitorial ConstructionSecurity / Law Enforcement FurnitureIT / Telecom / Cyber Security Marketing CommunicationsLogistics Education / TrainingMedical Services / Products Today’s Focus: Federal Government Contracting

© Summit Insight 2015 Know Your Target Government: Structure, Rules, Players © Summit Insight

© Summit Insight 2015 Federal FY 2014 Contract Spending Top Spend in: Virginia California Texas Maryland Pennsylvania DC Massachusetts Florida

© Summit Insight Rules of The Federal Game Federal Acquisition Regulations (FAR) Competition requirements: Part 6 Acquisition of Commercial Items: Part 12 Contracting by Negotiation: Part 15 Small Business: Part 19 Individual Agency Supplements Defense Federal Acquisition Regulation Supplement ( DFARS) ALWAYS CHANGING

© Summit Insight 2015 Is This Market Worth It? Are the contracts financially rewarding? How long does it take to win the first contract? How much will it really cost? What do you spend money on? –Let’s ask Chris & Ryan! Does it get easier after the first sale? © Summit Insight

© Summit Insight 2015 How Long Does it Take to Win Business? Immediate is UNLIKELY 12 months average based on experience 18 to 24 months not unusual Micro-Purchase (<$3K), urgent need, or teaming may get you started. RELATIONSHIPS ARE EVERYTHING.

© Summit Insight 2015 First Wins Are Happening Faster! 2013 OPEN For Government Contracts Survey: Trends in Federal Contracting for Small Businesses Mean average first contract value: $370,000

© Summit Insight 2015

2011 VIP® Survey: Trends in Federal Contracting for Small Businesses New To Market: $34,301 = 20% Win Rate Leaders $233,457 = 53% Win Rate 14 Procurement Leaders Invest Over Twice the Average.

© Summit Insight 2015 Financing Federal Business: Reality 2. Win Federal Contract 3. Generate Profit 1. Invest New Resources

© Summit Insight 2015 Experience Pays Off: More Wins Within A Year 2011 VIP ® Survey: Trends in Federal Contracting for Small Businesses

© Summit Insight 2015 Forecast Pre- RFP Backcast 3 Insider Secrets: The Market Intelligence Cycle FedBizOpps.Gov 17

© Summit Insight 2015 Data Mining FedBizOpps BEFORE YOU BID… Look for: PAST AWARD POC’s RFI’s Sources Sought Draft RFP’s… 18

© Summit Insight 2015 Common Roadblocks: See & Solve © Summit Insight Inadequate market intelligence Buy American Act & Free Trade Coverage Gaps Small business set-asides Security & export controls

© Summit Insight 2015 Federal Vendors’ Top Challenges 20 In sum: Know more, earlier Find the right people Find the right partners Source: Summit Insight 2012

© Summit Insight 2015 Clues That You Need Better Data “It’s all on FedBizOpps.” “We’re not allowed to buy that right now.” “I can only buy off GSA.” “We only buy that from… –8(a)’s.” –Alaskan Native Corporations.” –Service-Disabled Veterans.” –HUBZone.” –WOSB.” 21

© Summit Insight 2015 FedBizOpps “It’s all on FedBizOpps”. 22

© Summit Insight 2015 Forecast Pre-RFP Backcast 3 Insider Secrets: The Market Intelligence Cycle Federal Agency Sites 23 SAM.gov USASpending.gov FPDS.gov

© Summit Insight 2015 An All-Too-Common Example WOSB HVAC repair company in IL GSA PBS manager: “I use GSA Schedules.” WOSB spends 2 years, lots of money… No sales. Data: GSA PBS Region 5 uses another IDIQ STRAIGHT FACTS MEAN DOLLARS & TIME SPENT WISELY 24

© Summit Insight 2015 Where Are The Real Opportunities? © Summit Insight Hidden in plain sight.

© Summit Insight 2015 Some Essential Federal Competitive Intelligence Tools 26

© Summit Insight 2015 Set up your free account to access full suite of reports & tools Federal Procurement Data System (FPDS.Gov) Comprehensive federal contract data mining & analysis tool Free accounts access: Advanced structured query Standard reports Adhoc custom queries 27

© Summit Insight 2015 Options For Cracking FPDS.gov Procurement Technical Assistance Centers Download the manual: Class on FPDS: July 17th $895 full day (not-yet-member rate) Paid subscription services Or…get custom professional analysis. 28

© Summit Insight Example: Custom Professional Analysis

© Summit Insight 2015 Example: Custom Professional Analysis 30

© Summit Insight 2015 Buy American Act & Trade Agreement Coverage © Summit Insight Read the rules bit.ly/sell2USGOV-CA-BAA 2.Seek professional help - Trade commissioner - Consultant - Lawyer

© Summit Insight 2015 Common Roadblocks: See & Avoid © Summit Insight Buy American Act & Free Trade Coverage Gaps Small business set-asides –What are they? –When are they an advantage? –Can my company qualify? –How can I team? Security & export controls

© Summit Insight 2015 Small Business Set-asides & Preferences What are they? –Federal vs. state vs local –Commercial When are they an advantage? –Initial screener (“Go away…”) –Set-aside (Limit competition & meet goals) –Sole source (Pick the supplier they want) –Subcontracting (Meet large federal prime goals) –Supplier diversity (Corporate screener) © Summit Insight

© Summit Insight 2015 U.S. Federal Small Business Contracting Preferences (Set-Asides) FAR Part 19: Defines US small business Federal agencies: 23% goal Large primes: small business subcontracting plans (on awards > $650 K) Access options for Canadian companies Qualifying U.S. subsidiary –Be aware of affiliation rules Teaming with U.S. small business Reference: bit.ly/FAR_Part19 What you heard: “Are you a small business?” What they asked: “Is your company established in the United States for more than two years, contributing to the U.S. economy through purchases of direct material or labor or payment of taxes, and whose number of employees, if you’re a manufacturer, or level of revenue if you provide service, of your company and all those with whom you are or appear to be affiliated, falls below the value defined as small based on the North American Industrial Classification System code corresponding with the item being procured?”

© Summit Insight 2015 Teaming With U.S. Large & Small Business: Avoid Top Teaming Traps Bring relationships & business Lead or contribute to proposal effort Understand “Affiliation” –Parent + subs (employee or $) determine size –Ownership, real or apparent control, reliance Prevent “Ostensible Subcontracting” –Think “work share”, not “pass through” 35 © Summit Insight 2013

© Summit Insight 2015 Beyond Buy American & Set Asides: Anticipate Common Concerns Security Issues –Export Controls [ITAR (USA) & CGP (Canada)] –Security Clearances: PWGSC –Directly Arranged Visit Clearances & unclass data Joint Certification Office ( Visas: get help

© Summit Insight 2015 Some Decision Criteria  U.S. export experience  “Barrier-Aware”  Data substantiates 2-3 top prospects  Relevant past performance  Capacity to deliver  Acceptable ROI: E.g. 2-3 years  Working capital for market development

© Summit Insight 2015 Entry & Growth Strategies For The U.S. Federal Market Chris Wiegand CEO Ryan Murphy President

© Summit Insight 2015 Selling to the U.S. Government: What’s On Your Mind? Moderator / Presenter: Judy Bradt, CEO, Summit Insight Panelists: Chris Wiegand, CEO, Jibestream Ryan Murphy, President, Wade Antenna Inc.

© Summit Insight 2015 Five Steps To U.S. Federal Sales Complete your competitive analysis –Who’s buying. How. From whom. How much. Learn the Federal Sales Game –What to say, ask, do; how to close. Create fact-based Federal Sales Action Plan –3-5 agency focus. Relationships, leads, links. Complete your “paperwork” –Prospect-variant collateral, registrations, certs Get bid & proposal training –Go-NoGo, process, templates, debriefs 40

© Summit Insight 2015 Selling to the U.S. Government: Uncover Your Federal Competitive Intelligence Essentials Judy Bradt, CEO, Summit Insight (703) When You’re Ready To Achieve Peak Federal Results.

© Summit Insight 2015 Selling to the U.S. Government: Your Next Big Win? Moderator / Presenter: Judy Bradt, CEO, Summit Insight Panelists: Chris Wiegand, CEO, Jibestream Ryan Murphy, President, Wade Antenna Inc.