1. Level 2: Course 1 The Strategy Give Me 5: Federal Contracting for Women Business Centers Women’s Business Center Trainer Training Washington DC, April 22 – 23, 2010 ©2010 WIPP All Rights Reserved www.WIPP.org www.GiveMe5.comwww.WIPP.orgwww.GiveMe5.com 1-888-488-WIPP You will need to click the page to advance the slides as you listen to the podcast. Press ESC to exit the presentation at any time.

2. Course Outline  Preparing to Submit proposals  Developing your Marketing Strategy  Bidding – When to bid, How to bid

3. Preparing to Submit Proposals  Your Core Competencies  Your Past Performance  Your Differentiators  Your Capability Statement Why Should The Government Buy From You?

4. Identify Your Targets  Federal Agencies  Prime Contractors  Teaming Partners

5. Build Relationships!  Build trust  Build recognition  Strengthen professional reputation  Create personal connections

6. Develop your Marketing Strategy Market Aggressively  Get in front of the decision-makers  Website  Email  Vendor Outreach Sessions  Procurement Conferences  Match-making sessions

7. Top 5 Mistakes to Avoid  Don’t market to the entire federal government  Don’t bid on every contract  Don’t try to be all things to all people  Don’t pick up the phone until you have your strategy in place  Don’t be impatient

8. Market Research Policy Federal Acquisition Regulation (FAR) Part 10 “Agencies must: Conduct market research appropriate to the circumstances –Before developing new requirements documents for an acquisition by that agency” 8

9. Why Should Industry Help Government Do Market Research  Helps Government avoid mistakes  Helps industry understand Government requirements better  Allows communication with Government before formal acquisition rules apply (marketing opportunity!)

10. When to Bid, How to Bid  Know Targeted Opportunities  Secure a Competitive Advantage  Protect and Grow Your Market Share  Sources Sought  Request for Information (RFI)  Request for Quote (RFQ)  Request for Proposal (RFP)

11. Small Business Sources Sought The purpose of a Small Business Sources Sought notice is to identify:  the availability and capability of qualified small business sources; and  their size classification relative to the appropriate North American Industry Classification System (NAICs) code. This will assist the Government in determining the appropriate acquisition method, including whether a set- aside is possible.

12. Follow-up  Email the POC  Call the POC  Email the Small Business Rep  Call the Small Business Rep  Repeat!

13. Questions? 13 Women’s Business Center Trainer Training Washington DC, April 22 – 23, 2010 ©2010 WIPP All Rights Reserved www.WIPP.org www.GiveMe5.comwww.WIPP.orgwww.GiveMe5.com 1-888-488-WIPP G. LaVern Jackson WIPP National Partner and Procurement Committee Co-Chair President/CEO Joint Logistics Managers, Inc. www.jlmiva.com