Presentation on theme: "Level 2: Course 1 The Strategy Give Me 5: Federal Contracting for Women Business Centers Women’s Business Center Trainer Training Washington DC, April."— Presentation transcript:
Course Outline Preparing to Submit proposals Developing your Marketing Strategy Bidding – When to bid, How to bid
Preparing to Submit Proposals Your Core Competencies Your Past Performance Your Differentiators Your Capability Statement Why Should The Government Buy From You?
Identify Your Targets Federal Agencies Prime Contractors Teaming Partners
Build Relationships! Build trust Build recognition Strengthen professional reputation Create personal connections
Develop your Marketing Strategy Market Aggressively Get in front of the decision-makers Website Vendor Outreach Sessions Procurement Conferences Match-making sessions
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
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
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!)
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)
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.
Follow-up the POC Call the POC the Small Business Rep Call the Small Business Rep Repeat!