National HUBZone Contractors National Conference

Gloria Larkin President, CEO TargetGov Perfect Your Matchmaking Pitch and Maximize Your Time with Decision Makers Gloria Larkin President, CEO TargetGov

Gloria Larkin President, CEO Creator of the FAST™ Process and KickStart Program™ Clients have won $4+ billion in federal contracts Nationally recognized federal contracting business development expert Quoted in Wall Street Journal, Washington Post, INC Magazine, Bloomberg Author of The Basic Guide to Government Contracting Educational Foundation Board Chair Emeritus for WIPP.org GloriaLarkinTG@targetgov.com 866-579-1346 © TargetGov 2018

Agenda Matchmaking pitch Critical six sentences Common mistakes Proven strategies

Perfect Matchmaking Pitch Develop a focused “Matchmaking Pitch” to communicate specific offerings matching their current needs No company does “Everything” Use this example of “Reverse Pyramid” Matchmaking Pitch @TargetGov © TargetGov 2018

Critical Six Sentences “Reverse Pyramid” Matchmaking Pitch I am __[your name]__, with __[your company name]__ We provide __________________ Our core competencies are ____________ We are the absolute best at ___________ We are different because _______________ We can help your agency/office/company by _________

Avoid These Common Mistakes Research yourself! Familiarize yourself with the agency you are targeting Don’t walk in cold Instead do your research Tailor your pitch – identify and speak to specifics opportunities No generics, no one-size fits all Build strong relationships all year long Don’t be a stranger Avoid These Common Mistakes @TargetGov © TargetGov 2018

How to Get Noticed Be professional Ex: email, web site, dress the part Know your niche! Do not try to be all things Lead with your expertise Prove it! Mitigate risk @TargetGov © TargetGov 2018

Key to Great Relationships Consider your audience with every communication Government contacts have different roles, concerns, areas of responsibility Market to your audience’s agenda –not your own DO NOT hire an out-sourced BD rep @TargetGov © TargetGov 2018

Positioning Tools Required Opportunity identifier: Past, present, future 1 page Capability Statement to identify your: Core Competencies Past Performance Differentiators Company Data Bid-no-bid process Quickly identify the decision-maker, her/his responsibility & level of interest in your business Contract vehicle CRM system @TargetGov © TargetGov 2018

Leveraging Connections for Success Use both sides Not coated paper Company Name, Name, Title All contact information: phones, address What do you do? Is it clear? DUNs NAICS Certifications Contract vehicles Action step: Update your business card @TargetGov © TargetGov 2018

Capability Statements Targeted statement for the conference Relates specifically to an agency, prime, mission, opportunity Ready to go for match-making sessions Be sure it is concise and complete Has Five Key Elements It is 1 or 2 pages (maximum 2 pages) Provides a real solution to an existing issue PDF format, small file size, emailed, printed Email me for the free Guide

TargetGov Rule of Three℠ Never reach out to any decision-makers for a meeting This includes all targets! Agencies, Primes, Teaming Partners Until: You have identified at least three solid opportunities to discuss Be prepared, no matter with whom you are meeting, to discuss at least 3 upcoming opportunities Use: Forecast, sources sought, recompetes, FPDS, EZGovOpps, USASpending @TargetGov © TargetGov 2018

Do you want to dramatically increase revenues? FAST™ Process Do you want to dramatically increase revenues? The proprietary, proven TargetGov FAST™ Process is the most cost- effective approach to planning, positioning, pursuing and winning, profitable governme nt contracts. You can take advantage of our 20+ year track record and national reputation for success to build your revenues. The TargetGov FAST™ Process leverages where you are now: your strengths, core competencies, past performance and relationships and propels you to higher revenues.  Large, mid- size and small businesses see dramatic results and high ROI. 14 @TargetGov © TargetGov 2018

15 An intense look into how to successfully market your company to the federal government. This program is specially designed for small companies wanting to make an accelerated entry in the federal marketplace. It is a unique combination of training and consulting – leaving you with the knowledge you need and actual tools for implementing the plan.

Handouts Session Slides TargetGov Rule of Three™ TargetGov Matchmaking and Briefing Pitch TargetGov Sample Capability Statement FAST™ Process and KickStart Program™

Gloria Larkin President, CEO: TargetGov 17 Questions? Gloria Larkin President, CEO: TargetGov Contact: GloriaLarkinTG@TargetGov.com Toll-free: 866-579-1346 x 325 www.TargetGov.com @TargetGov © TargetGov 2018