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Four Easy Lessons in Free Market Research Win Faster. Team Sooner. Spend Less. Judy Bradt, Principal 2009.

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Presentation on theme: "Four Easy Lessons in Free Market Research Win Faster. Team Sooner. Spend Less. Judy Bradt, Principal 2009."— Presentation transcript:

1 Four Easy Lessons in Free Market Research Win Faster. Team Sooner. Spend Less. Judy Bradt, Principal 2009

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3 Agenda Why Market Research Matters What’s Free What’s Not When The Choice Matters PLUS: DoD Mystery – Need Your Help #1 Rule Of Government Business Development

4 Why Market Research Matters Massively Increase Cost Effectiveness Massively Increase Cost Effectiveness Help Small Business Specialists Help You Help Small Business Specialists Help You Rivet Prime Contractor Attention Rivet Prime Contractor Attention WIN FASTER. TEAM SOONER. SPEND LESS.

5 Help Small Business Specialists Help You If you: Tailor capability statement Tailor capability statement Focus on business that fits Focus on business that fits Keep in touch Keep in touch Then you: Increase credibility Increase credibility Open more doors Open more doors Stay top of mind Stay top of mind

6 Rivet Primes’ Attention What Primes Tell Subs: Do Your Homework. “Know What We Do.” “Know What We Do.” “Define Your Core Strength.” “Define Your Core Strength.” “Tell Us Specifically Where You Fit.” “Tell Us Specifically Where You Fit.” “Bring Business ready-to-win.” “Bring Business ready-to-win.” “Show Your Unique Value.” “Show Your Unique Value.” (Hint: “I’m a small business” isn’t “Unique”.)

7 Key Research Questions What is your target agency’s mission? What is your target agency’s mission? What funding is forecast? What funding is forecast? Which primes have contracts? Which primes have contracts? For what and which agencies? For what and which agencies? Do they use GSA Schedules? Do they use GSA Schedules? What are competitors offering on GSA? What are competitors offering on GSA? Who could be my GSA Schedule partner? Who could be my GSA Schedule partner? Who are “small” partners / competitors? Who are “small” partners / competitors?

8 U.S. Government Buyers Who They Are, What They Do & Buy Federal: www.usa.gov Federal: www.usa.govwww.usa.gov Stimulus: www.recovery.gov Stimulus: www.recovery.govwww.recovery.gov Opportunities & MORE: www.fbo.gov Opportunities & MORE: www.fbo.govwww.fbo.gov State / Local: www.naspo.org/directors State / Local: www.naspo.org/directorswww.naspo.org/directors Grants: www.grants.gov Grants: www.grants.govwww.grants.gov

9 Prospecting? Follow the Money.

10 Federal Buyers: Funding & Programs Agency Forecasts: www.acquisition.gov/comp/procurement_forecasts/index.html Agency Forecasts: www.acquisition.gov/comp/procurement_forecasts/index.html www.acquisition.gov/comp/procurement_forecasts/index.html Current/Future Military Programs www.defenselink.mil/comptroller/defbudget Current/Future Military Programs www.defenselink.mil/comptroller/defbudget www.defenselink.mil/comptroller/defbudget Agency Budget Overviews Agency Budget Overviews www.whitehouse.gov/omb/budget/fy2009/defense.html U.S. Congress: Bills, Hearings, Laws http://thomas.loc.gov (Library of Congress) U.S. Congress: Bills, Hearings, Laws http://thomas.loc.gov (Library of Congress) http://thomas.loc.gov

11 Attending An OSDBU Conference? Target your agencies Target your agencies Review their forecasts Review their forecasts Look up their primes Look up their primes Focus on best fit programs Focus on best fit programs Set your priority list to visit Set your priority list to visit Register for business matching Register for business matching See www.fbcinc.com for details! www.fbcinc.com Tips: www.summitinsight.com/tools.htm

12 “It’s All On FedBizOpps” Myth-Busting 101….

13 FedBizOpps www.fbo.govwww.fbo.gov Most Alluring & Dangerous for Novices: RFP’s Winners’ Best Kept Secrets: RFI’s Sources Sought Draft RFP’s…and… Easy To Miss: User Guides

14 FedBizOpps www.fbo.govwww.fbo.gov Winners’ Best Kept Secrets: RFI’s Sources Sought Draft RFP’s…and… AGENCY FORECASTS

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16 Please help me rescue this link.

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19 FedBizOpps www.fbo.govwww.fbo.gov

20 FedBizOpps www.fbo.govwww.fbo.gov

21 THE BIG FOUR FPDS, GSAAdvantage, SSQ, CCR Free Research Sources

22 Free Tools Help You… Get federal buying forecasts Get federal buying forecasts Learn what contracts a Prime has Learn what contracts a Prime has Find competitors’ GSA pricing Find competitors’ GSA pricing Assess potential partners – on & off GSA Assess potential partners – on & off GSA

23 Federal Procurement Data System fpds.govfpds.gov

24 Give me an overview of the market. fpds.govfpds.gov

25 Standard Reports fpds.govfpds.gov

26 What contract vehicles does the Prime have?

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28 Who’s got the biggest prime contracts for what I do?

29 I want to know something else. fpds.govfpds.gov

30 GSA Advantage www.gsaadvantage.govwww.gsaadvantage.gov

31 GSA Schedules E-Library www.gsa.gov/elibrarywww.gsa.gov/elibrary

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33 Scroll down…

34 What are others offering on GSA? www.gsa.gov/elibrarywww.gsa.gov/elibrary

35 See other vendors’ pricing & contracts. www.gsa.gov/elibrarywww.gsa.gov/elibrary

36 Researching GSA Schedule Positioning: ssq.gsa.gov Should I get a GSA Schedule? How much is government buying via GSA? Which Schedule to Pursue (Where do I stand out)? How many vendors share total awards? Who are potential Schedule Partners (who wins most?)

37 GSA Schedule Sales Query ssq.gsa.gov

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39

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41 Central Contractor Registry Where can I find a partner? www.ccr.govwww.ccr.gov

42 Where can I find a small partner? www.ccr.govwww.ccr.gov

43 Potential Partners Matching Your Criteria www.ccr.govwww.ccr.gov High Priority: Veteran-Owned

44 #1 Rule of Government Business Development Free, Good, Enough: Pick Any Two.

45 Other Research Sources Examples of Specialized Consultancies: Research, Tools, Reports, Tools, News, Events Eagle Eye Eagle Eye Federal Sources Federal Sources Onvia Onvia E-Pipeline E-Pipeline INPUT INPUT Fedxccel Fedxccel

46 Summary Use free tools to: Get federal buying forecasts -- FBO Get federal buying forecasts -- FBO Learn what contracts a Prime has -- FPDS Learn what contracts a Prime has -- FPDS Find competitors’ GSA pricing -- GSAAdvantage Find competitors’ GSA pricing -- GSAAdvantage Assess potential GSA Schedule partners -- SSQ Assess potential GSA Schedule partners -- SSQ Search for partners with preferred status – CCR Search for partners with preferred status – CCR WIN FASTER. TEAM SOONER. SPEND LESS.

47 Judy Bradt Government Contracts : Win Sooner, More Profit, Less Pain. Support for government contract missions Strategy, webinars, coaching & tools Visit www.SummitInsight.com for www.SummitInsight.com Free e-news signup Free e-news signup Market Success Checklist Market Success Checklist Online Tools Online Tools info@summitinsight.com 703 627 1074

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