Succeeding in the Federal Market Strategies to be Competitive SAME and SMPS Orange County Joint Breakfast Event 27 August 2009 Presented by: Massie Hatch, P.E.

2 Agenda  Working for the Federal Government  Recipe for Success  Positioning for a Win

3 Working for the Federal Government  Long-term contracts, steady work  Opportunity for follow-on contracts  Good performance is key  Chance to develop lasting working and personal relationships  Contract types:  ID/IQs, EMACs, MACCs, MATOC, JOCs, HERC, WERC, GSA  Fixed price and cost plus  Unrestricted and set-asides  Direct source awards

4 Challenges  Must have contract vehicle(s)  Must have relevant experience for the client to win work – chicken and egg dilemma  Administrative challenges  Audited rates and accounting system  Status reporting

5 Profile of a Successful Federal Contractor  Honest and ethical  Strategic  Persistent  Responsive  Client-focused  Quality and schedule focused  Cost effective  Flexible

6 Recipe for Success  Develop comprehensive plan for your most important accounts  Position for and win strategic pursuits  Perform well; look for follow-on work  For long-term success, focus on:  Match your product/services to client’s need/want  Make it a win/win proposition

7 Remember…. Customers don’t want to know what you can DO. They want to know what you can DO FOR THEM.

8 Keep the Focus on the Client  Get to know your clients’ concerns  Always ask your client two questions:  “How can we help you?”  “Would it help if…”  LISTEN!!! Find out what they want or need Sustained business growth is the result of developing and nurturing client relationships, not the pursuit of projects alone.

9 Break Bad Habits  Putting off communicating with a customer  Not responding to a call/request right away  Not prioritizing tasks correctly  Assuming the customer knows everything  Talking too much (and not listening)

10 Positioning for a win  Identify a lead – months in advance of RFP  Gather information  Evaluate your strengths and weaknesses  Evaluate the competition  Identify and analyze the decision makers  Develop teaming strategy/finalize teaming  Develop Win Strategy – things change, be flexible  Write a winning proposal  Take advantage of debriefs – win or lose Know the Law: Procurement Integrity Act

11 How to Identify Leads  Know your client’s business trends and significant actions  Examples: design/build, Recovery (a.k.a. Stimulus Package),  Meet with your client regularly – listen to them  Network with other contractors  Research lists of contracts and expiration dates

12 Information Gathering  What are the client’s main concerns/issues?  Who are the stakeholders?  Client, regulatory agencies, community  Is there an incumbent?  What are the potential risks?  What is the timing?  What is the budget?  What is the schedule?

13 Evaluate Your Strengths & Weaknesses  What is the client’s perception of your firm?  How much similar experience do you have?  Do you need to hire/train staff?  Do you have the right PM?  How can you truly differentiate your team?

14 Evaluate the competition  What are their strengths?  What are their weaknesses?  How are you better?  How are you weaker?  Who is their PM?

15 Analyze the Decision Makers  What is a win for each?  What are their Hot Buttons?  Price and pricing structure  Innovation  Safety  Flexibility / Efficiency  Location  Experience  Value  Better Service  What are their individual likes and dislikes?  Where do you stand with them?

16 Teaming Strategies  Many different options are available:  Prime/sub  Joint ventures  One size does not fit all  Teaming must be specific to the opportunity  Be honest and flexible  Aim for win/win  Deliver on promises

17 Teaming with a Large Business  LBs have aggressive SB subcontracting requirements  Opportunity to build your resume  Opportunity to get in front of ultimate client  Chance to position for future tasks/contracts  Offer expertise and value not just SB status  Be persistent

18 Winning Proposals  Your proposals should:  Be tailored to the client and specific opportunity  Always be the best product possible  Be good enough to make a new client take a closer look  Validate your position with a current customer

19 Debriefs  Another opportunity to talk to the client  The quality varies by client and selection board  Recommended for the winning team as well as for the unsuccessful bidders  Substantive, honest feed back will help to:  Adjust your proposal and teaming strategy  Strengthen, or better present, your qualifications  Make better “go/no-go” decisions  Make better use of resources on future pursuits

20 Resources     