Pinpoint Your Best Federal Prospects 2014 Mid-Atlantic Conference & Expo Sheraton Premiere Tysons Corner Judy Bradt CEO Summit Insight

Mid-Atlantic Conference & Expo2

WHERE MOST PEOPLE LOOK “What can I bid today?” WHERE MOST PEOPLE LOOK “What can I bid today?” FedBizOpps Mid-Atlantic Conference & Expo3 © Summit Insight 2013

Be Selective. Win More VIP ® Survey: Trends in Federal Contracting for Small Businesses Mid-Atlantic Conference & Expo

Challenge #1: The Most Important Question Mid-Atlantic Conference & Expo

Homework: Your Big Three Which Three Agencies Have That Problem? Mid-Atlantic Conference & Expo

Resource: Government Accountability Office GAO.gov Mid-Atlantic Conference & Expo

 Right now, What’s your most profitable: –Contract Value / Size –Contract Duration –Client Location –E.g. “A $70,000 annual base contract with three one-year options in the US Northeast.” Challenge Question: Past Performance Sweet Spot Mid-Atlantic Conference & Expo8

Best Prospect Clues: Capacity & Track Record  Value / Size  Location  Duration  Problem Solved Mid-Atlantic Conference & Expo9

Forecast Pre- RFP Backcast The Market Intelligence Cycle: The First Insider Secret: Mid-Atlantic Conference & Expo10 FedBizOpps.Gov

BEFORE YOU BID… Look for: RFI’s Sources Sought Draft RFP’s… BEFORE YOU BID… Look for: RFI’s Sources Sought Draft RFP’s… FedBizOpps Mid-Atlantic Conference & Expo11

Fore cast Pre-RFP Back cast The Market Intelligence Cycle: The Other Two Insider Secrets Agency Sites SAM.gov + USASpending.gov &/or FPDS.gov Mid-Atlantic Conference & Expo

Thank You Judy Bradt CEO Summit Insight (703) Twitter: JudyBradt Mid-Atlantic Conference & Expo13