1. National HUBZone Contractors National Conference

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

3. 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
© TargetGov 2018

4. Agenda Matchmaking pitch Critical six sentences Common mistakes
Proven strategies

5. 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

6. 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 _________

7. 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

8. 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

9. 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

10. 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

11. 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

12. 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, ed, printed
me for the free Guide

13. 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

14. 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. 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.

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

17. Gloria Larkin President, CEO: TargetGov17
Questions?
Gloria Larkin President, CEO: TargetGov
Contact:
Toll-free: x 325
@TargetGov
© TargetGov 2018