1. 11.21.14 Pinpoint Your Best Federal Prospects 2014 Mid-Atlantic Conference & Expo Sheraton Premiere Tysons Corner Judy Bradt CEO Summit Insight

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3. WHERE MOST PEOPLE LOOK “What can I bid today?” WHERE MOST PEOPLE LOOK “What can I bid today?” FedBizOpps www.fbo.gov 11.21.142014 Mid-Atlantic Conference & Expo3 © Summit Insight 2013

4. Be Selective. Win More. 2011 VIP ® Survey: Trends in Federal Contracting for Small Businesses 411.21.142014 Mid-Atlantic Conference & Expo

5. Challenge #1: The Most Important Question 511.21.142014 Mid-Atlantic Conference & Expo

6. Homework: Your Big Three Which Three Agencies Have That Problem? 611.21.142014 Mid-Atlantic Conference & Expo

7. Resource: Government Accountability Office GAO.gov 711.21.142014 Mid-Atlantic Conference & Expo

8.  Right now, What’s your most profitable: –Contract Value / Size –Contract Duration –Client Location –E.g. “A $70,000 annual base contract with three one-year options in the US Northeast.” Challenge Question: Past Performance Sweet Spot 11.21.142014 Mid-Atlantic Conference & Expo8

9. Best Prospect Clues: Capacity & Track Record  Value / Size  Location  Duration  Problem Solved 11.21.142014 Mid-Atlantic Conference & Expo9

10. Forecast Pre- RFP Backcast The Market Intelligence Cycle: The First Insider Secret: 11.21.142014 Mid-Atlantic Conference & Expo10 FedBizOpps.Gov

11. BEFORE YOU BID… Look for: RFI’s Sources Sought Draft RFP’s… BEFORE YOU BID… Look for: RFI’s Sources Sought Draft RFP’s… FedBizOpps www.fbo.gov 11.21.142014 Mid-Atlantic Conference & Expo11

12. Fore cast Pre-RFP Back cast The Market Intelligence Cycle: The Other Two Insider Secrets Agency Sites SAM.gov + USASpending.gov &/or FPDS.gov 1211.21.142014 Mid-Atlantic Conference & Expo

13. Thank You Judy Bradt CEO Summit Insight (703) 627 1074 Judy.Bradt@SummitInsight.com Twitter: JudyBradt 11.21.142014 Mid-Atlantic Conference & Expo13