1. Federal Business Intensive Competitive Analysis
A private consulting program for D.Cooperworks
© Summit Insight 2019

2. Checking In – How Are You Doing?
Questions / Feedback about
The Federal Sales Game
Your Federal Business Intensive experience so far

3. Federal Business Intensive: Journey To Mission Accomplished
We Are HERE
Week 1: Program Introduction
Week 2: Federal Sales Game
Week 3: Competitive Analysis
Week 4: Federal Sales Action Plan
Week 5: Lower The Risk
Week 6: Become The Trusted Vendor
Week 7: Make More Conversations Happen
Week 8: Mission Accomplished! Next Step

4. Competitive Analysis: Choose Your Focus
judy bradt, CEO, Summit Insight
Eileen kent, federal sales sherpa
© Summit Insight 2019

5. What We’ll Cover Overview
Introduction To This Competitive Analysis
Introduction To Your Analysis
Look In: All About You
Look Out: The Competitive Landscape
Look Ahead: Recommendations & Decisions

6. Please Open This File On Your Desktop As Editable

7. Please Open A Browser Window

8. What We’ll Cover (1) Look Inside
Introduction To This Competitive Analysis
Looking In: All About You
Capability Statement
Web Site
Best Values
SAM.gov Profile
Past Performance Management

9. What We’ll Cover (2) Look Out
The Competitive Datascape
GSA Schedules How They Work As Competitive Intelligence
Federal Procurement Data: What’s In A Record
Your Hands-On Intensive Experience

10. What We’ll Cover (3): Look Out
Your Unique Competitive Landscape Federal Procurement Data: What’s ON The Record
How To Unpack Clues And Stories From Data

11. Please Open Excel Files As Noted Excel for PC will work best here.

12. What We’ll Cover (4): Looking Ahead
Recommendations For Focus YOUR DECISION POINT
© Summit Insight 2019

13. Questions?
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14. We Covered A Lot! Introduction To This Competitive Analysis
Introduction To Your Analysis
Look In: All About You
Look Out: The Competitive Landscape
Look Ahead: Recommendations & Decisions

15. Competitive Analysis Is Complete! Now, You Can…
Strengthen Your Online Presence & Collateral Make Easy Changes To Stand Out More Let Buyers See You At Your Best
See The “Bridges” Your Buyers Uses Focus on Your Best Prospects Agencies, Vehicles, Partners
© Summit Insight 2019

16. Marketing Material Your Next Wins Review & add NAICS / PSC to SAM.gov
Chart Your Past Performance
Confirm Best Values
Revise Capabilities Statement
Enhance Web Site: Add Government Landing Page
© Summit Insight 2019

17. Week-By-Week Session Your Next Wins Your Transformation
10/3 Orientation & Engagement
Define Your “Why”
You’ve got the mindset for success
10/10 Federal Sales Game
Confirm Your Best Values
You stand out from competitors
10/17 Competitive Analysis
Draft Capability Statement
Complete one Past Performance
You’ve focused your federal effort
10/24 Federal Sales Action Plan
Contact entry
You can leverage your relationships
11/1 Lower The Risk
Web site assessment Online profiles update
You become the lower-risk choice
11/7 Become The Trusted Vendor
Initial prospect selection
Draft talking points
You are relationship-centric
11/19 Start The Conversations
Calls to current and new prospects
You move ahead of competitors
11/29 Micro-Engagement Strategy
Create micro-engagement plan
You’ve got federal market momentum!

18. Coming Up: Federal Sales Action Plan
Built Around And Filled With Intelligence On The Agencies Who Buy What You Sell
Open It Up And Learn How To Use It Hands-On
© Summit Insight 2019

19. When These 3 Steps are Done
Sales will be making calls following the action plan asking, “I need help, I don’t know if you’re the right person, but maybe you can point me in the right direction.” You will use the plan to pull the pieces together, but your field conversations & relationships will uncover “under the radar opportunities.”
© Summit Insight 2019

20. When These 3 Steps are Done
Proposal Leads will be watching procurement forecasts, postings at FBO and eBUY, will be dipping for data in FPDS while sales gives them a “heads up.”
Project Managers will talk to end users about specifications in the field through intros from sales or from already- established relationships.
© Summit Insight 2019

21. When These 3 Steps are Done
Management will be watching out for the primes who may become compe-ti-mates You’ll see the patterns in the intel and the players in your market… – then build relationships with strong teaming partners.

22. Closing Thoughts – Top Takeaways?
Questions / Feedback about
Competitive Analysis
Today’s Experience
Your Next Wins

23. Thanks To Our Trainer Eileen Kent Federal Sales Sherpa
© Summit Insight 2019

24. Thank you! Judy Bradt, CEO
(703)
© Summit Insight 2019