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 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.

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!

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