1. Federal Business Intensive
Competitive Analysis
© Summit Insight 2019

2. Extraordinary, Results-Driven, Learning Experiences
Diana Halstead
Client Experience Manager
Judy Bradt CEO
© Summit Insight 2019

3. Our Top Federal Sales Expert & Trainer
Eileen Kent, The Federal Sales Sherpa
Eileen has “Lightning Launched” Over 60 Summit Insight clients between ! She’s known as The Federal Sales Sherpa, and has provided her unique training to over 10,000 since 2003.
© Summit Insight 2019

4. Checking In – How Are You Doing?
Questions / Feedback about
The Federal Sales Game
“Becoming The Trusted Vendor”
Your Federal Business Intensive experience so far

5. Federal Business Intensive: Bird’s Eye View
We Are HERE
Week 2 Play The Federal Sales Game To Win
Week 3 Choose Your Focus
Week 4 Launch Your Federal Sales Plan
Week 1 Become The Trusted Vendor
Weeks 5-8 Turn Conversations To Commitments

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

7. 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

8. Please Open This File On Your Desktop As Editable

9. Please Open A Browser Window

10. 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

11. 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

12. 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

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

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

15. Questions?
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16. 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

17. 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

18. Federal Business Intensive: Bird’s Eye View
Now we’re HERE!
Week 2 Play The Federal Sales Game To Win
Week 3 Choose Your Focus
Week 4 Launch Your Federal Sales Plan
Week 1 Become The Trusted Vendor
Weeks 5-8 Turn Conversations To Commitments

19. Marketing Material Your Next Wins Review & add NAICS / PSC to SAM.gov
Chart Your Past Performance (internal, & external as appropriate)
Confirm Best Values
Revise Capabilities Statement
Enhance Web Site: Add Government Landing Page
GSA Schedule
You’re Already On the PSS 00CORP Schedule and you may want to consider adding a few Categories/SINs
© Summit Insight 2019

20. 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

21. 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

22. 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

23. 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.

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

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

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