1. Five Ways to Win A Government Contract Fausto Molinet Matrix Internationale www.matrix-consult.com NOT

2. February 28, 2007Matrix Internationale www.matrix-consult.com2 Inflate Your Price The Government is the ultimate Flush CustomerThe Government is the ultimate Flush Customer –They manage money poorly –They have an unlimited supply of the stuff –They buy $600 toilet seats for goodness sake Not really trueNot really true –For every spectacular FEMA debacle there are 100 tightly managed efforts –An inflated price may mean they cant fully fund your proposal and put you off until a future round –The toilet seat example did not mean they were willing to pay Kohler $600.

3. February 28, 2007Matrix Internationale www.matrix-consult.com3 What Due Date? That date on the solicitation is only approximateThat date on the solicitation is only approximate –None of my other customers care if I am late. –FedEx always gets there in time –Ill just whip it up at the last minute Absolutely WrongAbsolutely Wrong –Philosophy comes from the military side –Think Castaway – Have a backup –An example:

4. February 28, 2007Matrix Internationale www.matrix-consult.com4 Theyll Never Understand it Anyway It doesnt matter what we sayIt doesnt matter what we say –The evaluators are hacks with little education –They won't put any time into reading it. They do go to a great deal of trouble to be thoroughThey do go to a great deal of trouble to be thorough –Most DoD acquisitions people have an MS and are backed up by PhD FCRCs –Even the low level support stuff gets considerable thought –Evaluation teams have high priority and tools

5. February 28, 2007Matrix Internationale www.matrix-consult.com5 Why Bother with Marketing? Ill just wait until it shows up on FedBizOpsIll just wait until it shows up on FedBizOps –No one else will bother to talk to them in advance –Government rules prohibit favoritism TOO LATE!!!TOO LATE!!! –FedBizOps is a history lesson –The government will write a solicitation to a new idea if they hear about it (not wired)

6. February 28, 2007Matrix Internationale www.matrix-consult.com6 Forget the Competition This Proposal is Wired for MeThis Proposal is Wired for Me –I have the only solution –My price is so good they wont care about anything else Can you afford to be the next headline?Can you afford to be the next headline? –Most entrepreneurs think they have the best idea –There are other factors than price (VALUE?)

7. February 28, 2007Matrix Internationale www.matrix-consult.com7 Summary Government business is a good way to earn money, but its not a give-awayGovernment business is a good way to earn money, but its not a give-away Lean and Mean will win bidsLean and Mean will win bids Great performance will open up additional opportunityGreat performance will open up additional opportunity