1. Competing Successfully for Public Sector Work
James M. Bourey
City Manager
City of Newport News

2. Talk about Positioning the firm Preparing the staff
Finding the appropriate opportunities
Making proposals
Interviewing for work
Executing the work

3. Positioning the firm Be visible in the community
Participate in community events
Contribute to the community
Participate in professional conferences
Participate in conferences for governmental organizations
Do seminars for government people
Reach out to government staff

4. Finding Appropriate Opportunities
Get on every governmental list
Continuously monitor community activities
Discuss ideas for work with government staff
Respond to only what is appropriate and where you are well positioned
Be strategic in making proposals

5. Making Proposals Be responsive to request
Make the case for why you are best suited for the work
Show initiative in suggesting approaches to doing the work

6. Interviewing for the Work
Be prepared
Know your material
Know your audience
Do NOT talk to long
Listen well and be responsive
Leave time for questions

7. Executing the Work Great performance will get you a return engagement
Lousy performance will shut you out
Most important to successfully competing is to perform