Presentation is loading. Please wait.

Presentation is loading. Please wait.

Wins Federal Contracts

Published byMadlyn Norris Modified over 6 years ago

Similar presentations

Presentation on theme: "Wins Federal Contracts"— Presentation transcript:

1 Wins Federal Contracts
Marketing that Wins Federal Contracts

2 Introductions

3 www.isiFederal.com 888-9-GET-isi

4 www.isiFederal.com 888-9-GET-isi
cropp-Logo GSA.bid GET-isi

5 Core Capabilities Federal Contracting Success Sales & Marketing
Project Management Compliance Funding Core Capabilities

6 Core Capabilities Federal Contracting Success Sales & Marketing
Project Management Compliance Funding Core Capabilities

7 Session Objectives... Help You Decide if Federal is Right for You
Get REAL About How Federal Works Understand Decision Makers Help You Different Yourself to Decision Makers How to Identify & Develop Winnable Opportunities Give you real tools you can use today Show off isiFederal

8 Disclaimer This event is not affiliated with or endorsed by GSA or any other agency and is provided to the audience for informational purposed only. All participation in this briefing is voluntary and any engagement by government personnel is not an indication of endorsement of, or commitment to purchase from, any vendor.

9 The Numbers That Matters Most...
199 Days Left FY 2018

10 The Numbers That Matters Most...
564 Days Left FY 2019

11 202 The Number That Matters Most... Contracts Spike 200-800% in
Almost ALL Industries

12 202 The Number That Matters Most... Contracts Spike 200-800% in
Almost ALL Industries September

13 202 The Number That Matters Most... Contracts Spike 200-800% in
Almost ALL Industries September September

14 202 The Number That Matters Most... Contracts Spike 200-800% in
Almost ALL Industries September September September

15 202 The Number That Matters Most... Contracts Spike 200-800% in
Almost ALL Industries September September September September

16 202 The Number That Matters Most... Contracts Spike 200-800% in
Almost ALL Industries September September September September September

17 $383 Billion in the next 199 Days

18 $973 Billion in the next 564 Days
If you are not in front of key DM’s now, you are behind your competition

19 RECAP: Winnable Opportunity Matrix
© isiFederal 2010

20 Disrupting Incumbents

21 First – Adjust Your Mindset
Winnable Opportunities First – Adjust Your Mindset

22 First – Adjust Your Mindset
Winnable Opportunities First – Adjust Your Mindset __________ vs. ________

23 First – Adjust Your Mindset
Winnable Opportunities First – Adjust Your Mindset Opportunity vs. People

24 Opportunities Come From:
________________. People

25 Opportunities Come From:
________________. People Buy From People They Like Have Buying Patterns Have Preferences

26 People Opportunities Come From: ________________.
Winnable Opportunities Come From: _________________________. People

27 People People who like us Opportunities Come From: ________________.
Winnable Opportunities Come From: _________________________. People People who like us

28 How Do We Get People to Like Us?

29 isiFederal Secret Sauce Engaging Your Federal Buyers isiFederal

30 How Do We Get People to Like Us?
People like us when... ______________________

31 How Do We Get People to Like Us?
People like us when... ______________________ We understand them

32 How Do We Get People to Like Us?
People like us when... ______________________ We understand them We connect with them

33 How Do We Get People to Like Us?
People like us when... ______________________ We understand them We connect with them We help them

34 How Do We Get People to Like Us?
People like us when... ______________________ notice anything? We understand them We connect with them We help them

35 How Do We Get People to Like Us?
People like us when... ______________________ notice anything? We understand them We connect with them We help them

36 Administrators Understanding Key Decision Makers Ed Your (PM) Project
Don (CO) Jill (COTR)

37 Administrators Understanding Key Decision Makers Different... Ed Your
(PM) Your Project _______________ Don (CO) Jill (COTR)

38 Administrators Roles Understanding Key Decision Makers Different... Ed
(PM) Your Project Roles _______________ Don (CO) Jill (COTR)

39 Administrators Roles Needs Understanding Key Decision Makers
Different... Administrators Ed (PM) Your Project Roles _______________ Needs Don (CO) Jill (COTR)

40 Administrators Roles Needs Reasons Understanding Key Decision Makers
Different... Administrators Ed (PM) Your Project Roles _______________ Needs Don (CO) Jill (COTR) Reasons

41 Administrators Roles Needs Reasons Motives
Understanding Key Decision Makers Different... Administrators Ed (PM) Your Project Roles _______________ Needs Don (CO) Jill (COTR) Reasons Motives

42 Administrators Understanding Key Decision Makers Secretary Director
Drive _____________ _________ motivated ___________ level __________ to Initiatives Be _________. Secretary Director C-Level SES VITO (Very Important Top Officer)

43 Administrators Understanding Key Decision Makers Initiatives Secretary
Drive _____________ _________ motivated ___________ level __________ to Initiatives Be _________. Secretary Director C-Level SES VITO (Very Important Top Officer)

44 Administrators Understanding Key Decision Makers Initiatives Secretary
Drive _____________ _________ motivated ___________ level __________ to Initiatives Be _________. Secretary Director C-Level SES VITO (Very Important Top Officer) Politically

45 Administrators Understanding Key Decision Makers Initiatives Secretary
Drive _____________ _________ motivated ___________ level __________ to Initiatives Be _________. Secretary Director C-Level SES VITO (Very Important Top Officer) Politically Enterprise

46 Administrators Understanding Key Decision Makers Initiatives Secretary
Drive _____________ _________ motivated ___________ level __________ to Initiatives Be _________. Secretary Director C-Level SES VITO (Very Important Top Officer) Politically Enterprise Connect

47 Administrators Understanding Key Decision Makers Initiatives Secretary
Drive _____________ _________ motivated ___________ level __________ to Initiatives Be _________. Secretary Director C-Level SES VITO (Very Important Top Officer) Politically Enterprise Connect Concise

48 Administrators Connecting to... Find Keynote Speeches
Stalk them at events Leverage high power relationships Senators/Representatives

49 Project/Program Manager
Follow _______________ Look for new ideas and new technology Influence able _________________ Get job done right Tie in with ___________ Help Them _____________ Ed (PM) Your Project

50 Project/Program Manager
Initiatives Follow _______________ Look for new ideas and new technology Influence able _________________ Get job done right Tie in with ___________ Help Them _____________ Ed (PM) Your Project

51 Project/Program Manager
Initiatives Follow _______________ Look for new ideas and new technology Influence able _________________ Get job done right Tie in with ___________ Help Them _____________ Ed (PM) Your Project Scope

52 Project/Program Manager
Initiatives Follow _______________ Look for new ideas and new technology Influence able _________________ Get job done right Tie in with ___________ Help Them _____________ Ed (PM) Your Project Scope Requirements

53 Project/Program Manager
Initiatives Follow _______________ Look for new ideas and new technology Influence able _________________ Get job done right Tie in with ___________ Help Them _____________ Ed (PM) Your Project Scope Requirements Capabilities

54 Project/Program Manager
Initiatives Follow _______________ Look for new ideas and new technology Influence able _________________ Get job done right Tie in with ___________ Help Them _____________ Ed (PM) Your Project Scope Requirements Capabilities Initiatives

55 Project/Program Manager
Initiatives Follow _______________ Look for new ideas and new technology Influence able _________________ Get job done right Tie in with ___________ Help Them _____________ Ed (PM) Your Project Scope Requirements Capabilities Initiatives Look Good

56 Technical Representative
________________ Reports to _____ Assist in assembling ____________ Government standards Similar purchases Certifications Mandatory requirements Help with _________________ Help Them ________________ Your Project Jill (COTR)

57 Technical Representative
Risk Averse ________________ Reports to _____ Assist in assembling ____________ Government standards Similar purchases Certifications Mandatory requirements Help with _________________ Help Them ________________ Your Project Jill (COTR)

58 Technical Representative
Risk Averse ________________ Reports to _____ Assist in assembling ____________ Government standards Similar purchases Certifications Mandatory requirements Help with _________________ Help Them ________________ PM Your Project Jill (COTR)

59 Technical Representative
Risk Averse ________________ Reports to _____ Assist in assembling ____________ Government standards Similar purchases Certifications Mandatory requirements Help with _________________ Help Them ________________ PM Your Project Requirements Jill (COTR)

60 Technical Representative
Risk Averse ________________ Reports to _____ Assist in assembling ____________ Government standards Similar purchases Certifications Mandatory requirements Help with _________________ Help Them ________________ PM Your Project Requirements Jill (COTR) Requirements

61 Technical Representative
Risk Averse ________________ Reports to _____ Assist in assembling ____________ Government standards Similar purchases Certifications Mandatory requirements Help with _________________ Help Them ________________ PM Your Project Requirements Jill (COTR) Requirements Look Good

62 Contracting Officers Your Project Don (CO) Make it _______!
Will not ___________ you _______________ Experts in moving __________ Select _____________________ Develop contract ___________ Want the ____________ way to purchase Easy is ____________ Make it _______! _________ them Your Project Don (CO)

63 Contracting Officers Your Project Don (CO) Teach Make it _______!
Will not ___________ you _______________ Experts in moving __________ Select _____________________ Develop contract ___________ Want the ____________ way to purchase Easy is ____________ Make it _______! _________ them Your Project Don (CO)

64 Contracting Officers Your Project Don (CO) Teach Risk Averse
Will not ___________ you _______________ Experts in moving __________ Select _____________________ Develop contract ___________ Want the ____________ way to purchase Easy is ____________ Make it _______! _________ them Risk Averse Your Project Don (CO)

65 Contracting Officers Your Project Don (CO) Teach Risk Averse Paper
Will not ___________ you _______________ Experts in moving __________ Select _____________________ Develop contract ___________ Want the ____________ way to purchase Easy is ____________ Make it _______! _________ them Risk Averse Your Project Paper Don (CO)

66 Contracting Officers Your Project Don (CO) Teach Risk Averse Paper
Will not ___________ you _______________ Experts in moving __________ Select _____________________ Develop contract ___________ Want the ____________ way to purchase Easy is ____________ Make it _______! _________ them Risk Averse Your Project Paper Purchase Mechanism Don (CO)

67 Contracting Officers Your Project Don (CO) Teach Risk Averse Paper
Will not ___________ you _______________ Experts in moving __________ Select _____________________ Develop contract ___________ Want the ____________ way to purchase Easy is ____________ Make it _______! _________ them Risk Averse Your Project Paper Purchase Mechanism Ts & Cs Don (CO)

68 Contracting Officers Your Project Don (CO) Teach Make it _______!
Will not ___________ you _______________ Experts in moving __________ Select _____________________ Develop contract ___________ Want the ____________ way to purchase Easy is ____________ Make it _______! _________ them Risk Averse Your Project Paper Purchase Mechanism Ts & Cs Fastest Don (CO)

69 Contracting Officers Your Project Don (CO) Teach Make it _______!
Will not ___________ you _______________ Experts in moving __________ Select _____________________ Develop contract ___________ Want the ____________ way to purchase Easy is ____________ Make it _______! _________ them Risk Averse Your Project Paper Purchase Mechanism Ts & Cs Fastest Don (CO) Good

70 Contracting Officers Your Project Don (CO) Easy Teach Make it _______!
Will not ___________ you _______________ Experts in moving __________ Select _____________________ Develop contract ___________ Want the ____________ way to purchase Easy is ____________ Make it _______! _________ them Risk Averse Your Project Paper Purchase Mechanism Ts & Cs Fastest Don (CO) Good Easy

71 Contracting Officers Your Project Don (CO) Easy Value Teach
Will not ___________ you _______________ Experts in moving __________ Select _____________________ Develop contract ___________ Want the ____________ way to purchase Easy is ____________ Make it _______! _________ them Risk Averse Your Project Paper Purchase Mechanism Ts & Cs Fastest Don (CO) Good Easy Value

72 GovBrief.us You Are The SME We Research Initiatives We Interview You
We Drive the Invites We Help Drive the Message Home We Follow-up & Schedule Meetings You Get Meetings You Get Remembered

73 Executive and Procurement Briefings
Process provides 4-12 touches Gives you a reason to call and invite them Most people like to receive an invitation Makes them feel important Most people like to learn new things isiFederal

74 Executive Briefing Essentials
Understand your audience Hit key buying motives Tie to initiatives Leverage known pain points Typical market offerings Your Key differentiators Build your value as an expert

75 4-12 Touches Initial invite Second Invite
Personal phone invite/message Personal invite Reminder Tomorrow Event Event follow-up Event follow-up call

76 Understand your audience
Key buying motives Provide high level overview What they are facing Practical examples they can understand What to watch out for (CYA) Procurement Vehicles Contact information Documents & Links

77 250 Them Educational 3 Key Resources
Have at ______ least 250 (1,500 or more is best) people to invite Pick a topic of interest to _________them Make your message __________________ Pick __________ takeaway points Dedicate _______________ Personal invites Phone invites and reminders (messages are OK) Follow-up after the event – CRITICAL If you need help, call isiFederal 250 Them Educational 3 Key Resources

78 The BEST part is... isiFederal

79 The BEST part is... Doesn’t Matter It __________________
if they show up for the briefing. Doesn’t Matter isiFederal

80 Strategy for The Next 6 Months... Get the buyers Shake the Tree
See What Falls Out isiFederal

81 Briefings Work Because...
You ___________________ You get ____________________ You are the ________ You are ______________ You show you _______ You make it _____ for them You ____________ of the RFP Control the Message Insider information Expert Remembered Value Easy Get Ahead

82 isi Briefing Statistics
8,820 invites sent 107 Registrants 48 Attendees 12 immediate opportunities 5 FY2017 Opportunities 17 follow-up phone meetings 2 Face to Face Meetings in DC Briefing on YouTube (hits everyday) 3 Un-competed Wins

83 $383 Billion in the next 199 Days

84 $973 Billion in the next 564 Days
If you are not in front of key DM’s now, you are behind your competition

85 GovBrief.us You Are The SME We Research Initiatives We Interview You
We Drive the Invites We Help Drive the Message Home We Follow-up & Schedule Meetings You Get Meetings You Get Remembered

86 Thanks for Joining Us! David Lowe 202-568-6398
Professional Representation Business Development Federal Marketing Introduction Campaigns Briefings GSA Schedule Development GSA Schedule Monitoring GSA Advantage Marketing David Lowe

87 Federal Business Opporunities
FBO aka FedBizOps Federal Business Opporunities

88 The Problems with FBO Reactive 80% are a virtual lock for competition
10% will never be awarded 10% - That are winnable will likely have more than 5 competitors 7,500 Winnable Opportunities

89 What Doesn’t Hit FBO... • Less than $25k. • GSA eBuy
• IDIQ task orders • BPA calls • “choice of two” • Simplified acquisition (up to $150k) • Sole source manufacturing contracts up to $7M • Sole source contracts other than manufacturing up to $4M • “Shortlisted” between 2 or more small businesses • Emergency acquisitions

90 The FBO RFP Process is... Inclusionary Exclusionary

91 The FBO RFP Process is... Inclusionary Exclusionary X

Download ppt "Wins Federal Contracts"

Similar presentations

ICT Services Suppliers Briefing Thursday, 17 September 2009.

ICT Services Suppliers Briefing Thursday, 17 September 2009.
WONDERFUL COMPANY, LLC SAMPLE Corporate Capability Statement Principal Name Address City, State, Zip Code Phone: Fax: If applicable – list.

WONDERFUL COMPANY, LLC SAMPLE Corporate Capability Statement Principal Name Address City, State, Zip Code Phone: Fax: If applicable – list.
MARC Presentaiton Presented by CREATING VALUE-DELIVERING RESULTS.

MARC Presentaiton Presented by CREATING VALUE-DELIVERING RESULTS.
Level 2: Course 1 The Strategy Give Me 5: Federal Contracting for Women Business Centers Women’s Business Center Trainer Training Washington DC, April.

Level 2: Course 1 The Strategy Give Me 5: Federal Contracting for Women Business Centers Women’s Business Center Trainer Training Washington DC, April.
Conservation District Supervisor Accreditation Module 11: Building Legislative Relationships.

Conservation District Supervisor Accreditation Module 11: Building Legislative Relationships.
ACQUIRE THE ADVANTAGE © Acquisition Solutions, Inc. April 25, 2007 National Contract Management Association The Power of Market Research Chip Mather Partner.

ACQUIRE THE ADVANTAGE © Acquisition Solutions, Inc. April 25, 2007 National Contract Management Association The Power of Market Research Chip Mather Partner.
© 2015 TargetGov Using Marketing to Increase Revenues in 2015: What Works, What is a Waste and Proven Tactics For Success Presented by: Gloria Larkin President,

© 2015 TargetGov Using Marketing to Increase Revenues in 2015: What Works, What is a Waste and Proven Tactics For Success Presented by: Gloria Larkin President,
Thank You for Joining Us, The Webinar Will Begin Shortly. Is the Federal Market Right for My Business By Gloria Larkin, President, TargetGov While you.

Thank You for Joining Us, The Webinar Will Begin Shortly. Is the Federal Market Right for My Business By Gloria Larkin, President, TargetGov While you.
Marketing Strategies and Techniques for Small Business National Capital Region Small Business Utilization Office For Training purposes only - GSA - NCR.

Marketing Strategies and Techniques for Small Business National Capital Region Small Business Utilization Office For Training purposes only - GSA - NCR.
Successful Marketing Tactics for Government Contracts Presented By: Gloria Larkin President, TargetGov.

Successful Marketing Tactics for Government Contracts Presented By: Gloria Larkin President, TargetGov.
David Lowe CEO isiFederal, Inc. Jamey Zell Director of Sales and Marketing Jamey Zell Director of Sales and Marketing.

David Lowe CEO isiFederal, Inc. Jamey Zell Director of Sales and Marketing Jamey Zell Director of Sales and Marketing.
Expense Reduction: the timing has never been better! Lycia Rettig, Director Expense Reduction Analysts 804-517-9863.

Expense Reduction: the timing has never been better! Lycia Rettig, Director Expense Reduction Analysts
ENERGY ENVIRONMENT NATIONAL SECURITY HEALTH CRITICAL INFRASTRUCTURE © SAIC. All rights reserved. Babak Nouri, Vice President, Business Development April.

ENERGY ENVIRONMENT NATIONAL SECURITY HEALTH CRITICAL INFRASTRUCTURE © SAIC. All rights reserved. Babak Nouri, Vice President, Business Development April.
7 steps to successful marketing Go To Market Pty Ltd David Paddon, Director

7 steps to successful marketing Go To Market Pty Ltd David Paddon, Director
Partnering in Federal Procurement Presented by: Joe Grabenstein September 21, 2012 MBDA Federal Procurement Center Operated by the Metropolitan Economic.

Partnering in Federal Procurement Presented by: Joe Grabenstein September 21, 2012 MBDA Federal Procurement Center Operated by the Metropolitan Economic.
1 Insert Physical & E-mail Addresses, Phone and Fax Numbers of your Ethics Counselors Insert Names of your Ethics Counselor Insert Name of your Office.

1 Insert Physical & Addresses, Phone and Fax Numbers of your Ethics Counselors Insert Names of your Ethics Counselor Insert Name of your Office.
LOGO Business to Business Forum December 5, 2006 Paul Slack CEO www.webdex.biz 469-568-4200.

LOGO Business to Business Forum December 5, 2006 Paul Slack CEO
© TargetGov 2015 Is the Federal Market Right for My Business? Presented By: Gloria Larkin President, TargetGov.

© TargetGov 2015 Is the Federal Market Right for My Business? Presented By: Gloria Larkin President, TargetGov.
Unit 3: Promoting Your Program CERT Program Manager.

Unit 3: Promoting Your Program CERT Program Manager.
The SBTDC is a business advisory service of The University of North Carolina System operated in partnership with the U.S. Small Business Administration.

The SBTDC is a business advisory service of The University of North Carolina System operated in partnership with the U.S. Small Business Administration.

Similar presentations

Ads by Google