1. Pinpoint Focus: Finding Your Best Government Prospects Judy Bradt, CEO

2. Pinpoint Focus: Finding Your Best Government Prospects Opening Challenge: Introductions Your name Your company FIVE WORDS to describe what you do. EG: “Moving, moving, moving, moving, moving.” “Oracle. Nothing but Oracle.” “Medical record management done right.” “Help desks that really help.” “Government contracts made easier….”

3. INTRODUCING…YOU! INTRODUCING…YOU! Name, Firm 5 Words - Describe What You Do Exchange Cards!

4. What You’ll Learn What Your Sweet Spot Reveals and Why What Your Sweet Spot Reveals and Why 3 Ways To Increase Your Win Rate 3 Ways To Increase Your Win Rate 3 Places To Look Beyond FedBizOpps 3 Places To Look Beyond FedBizOpps

5. And time! Average: 20 months To win the first federal contract

6. Registrations, Certifications, GSA, Other Contract Vehicles… …Are just tools.

7. SHARPEN YOUR FOCUS To Increase Your Win Rate 7 Neeld Wilson, President

8. Win Rates How often do client proposals on government business / teaming succeed? Under 10% Under 10% 10-25%? 10-25%? 25-50% 25-50% 50-75% 50-75% Over 75% Over 75%

9. What Your Sweet Spot Reveals: Your Top Government Prospect… Size Size Client Mission Client Mission Location Location Duration Duration Value Value …Looks Like Today’s Sweet Spot Client

10. 1.What problem do you solve? 2.What are the symptoms? 3.What drives people to fix it?

11. QUICK WORKING GROUPS Diverse Experience, Industries

12. YOUR SWEET SPOT IDENTIFICATION Worth $________________ Runs how long? _________ Located in ______________

13. Sweet Spot Focuses Marketing Direct Marketing Direct Marketing Media & Event Marketing Media & Event Marketing Beyond Process Marketing Beyond Process Marketing Relationship Marketing Relationship Marketing Relate Marketing To Goals

15. FedBizOpps www.fbo.govwww.fbo.gov BEFORE YOU BID… Look for: RFI’s Sources Sought Draft RFP’s…

16. 3 Paths to Forecasts

17. 1. Via FedBizOpps www.fbo.gov www.fbo.gov BEFORE YOU EVER BID: Agency Forecasts

18. Procurement Forecasts

19. To the DHS Forecast

20. To The DHS Forecast – Step 1

21. To The DHS Forecast – Step 2

22. To The CBP Forecast – Step 3

23. Another Example: Veterans Affairs

24. Where’s HHS? 2. Try Direct.

25. http://osdbuforecast.hhs.gov/ Scroll down to link to…

26. 3. Link Via OSDBU Council www.osdbu.gov/offices.html Small Business Specialists Central Coordination Points For Each Agency Military Services Listed Separately

27. Beyond FedBizOpps Reverse Auctions Reverse Auctions Backcasting Backcasting Agency Sites Agency Sites

28. Prospecting? Classic Backcasting!

29. USASpending.gov / FFATA.org Database Features Drill Down Drill Down Sort Sort Graph Graph Output / Export Output / Export Contract Description Contract Description Start/Expiry Start/Expiry Vehicle / type Vehicle / type # Offerors # Offerors Value so far Value so far # Task Orders # Task Orders Point of Contact Point of Contact

30. Where Is Your Competitor? www.USASpending.gov

31. Scroll Down & Search By NAICS. Which Agencies Are Your Top Buyers?

37. Agency Small Business Sites Defense Information Systems Agency http://disa.mil/about/offices/osbp.html http://disa.mil/conferences/cif/index.html Defense Information Systems Agency http://disa.mil/about/offices/osbp.html http://disa.mil/conferences/cif/index.html http://disa.mil/about/offices/osbp.html http://disa.mil/conferences/cif/index.html http://disa.mil/about/offices/osbp.html http://disa.mil/conferences/cif/index.html Defense Logistics Agency: www.dla.mil/DB/ Defense Logistics Agency: www.dla.mil/DB/www.dla.mil/DB/ National Security Agency: www.nsaarc.net National Security Agency: www.nsaarc.netwww.nsaarc.net Defense Intelligence Agency: www.dia.mil/contracting/small-business Defense Intelligence Agency: www.dia.mil/contracting/small-businesswww.dia.mil/contracting/small-business Army Army –Single Face To Industry (ASFI): https://acquisition.army.mil/asfi https://acquisition.army.mil/asfi –Commucations & Electronics Command (CECOM) Life Cycle Management Command (LCMC) Interactive Business Opportunities Page (IBOP) https://abop.monmouth.army.mil/ https://abop.monmouth.army.mil/ –Army Materiel Command Small Business: http://www.amc.army.mil/pa/SMALLBUSINESS.asp http://www.amc.army.mil/pa/SMALLBUSINESS.asp –Army Corps of Engineers Small Business: http://www.mvn.usace.army.mil/sb/ http://www.mvn.usace.army.mil/sb/ Navy: Electronic Commerce Online (NECO) https://www.neco.navy.mil/ Navy: Electronic Commerce Online (NECO) https://www.neco.navy.mil/https://www.neco.navy.mil/

38. REVERSE AUCTIONS But wait…there’s more…

39. Reverse Auctions On FedBid.Com Buyers/Sellers comply with FARS Buyers/Sellers comply with FARS Products & Services Products & Services Micro-purchase through multi-millions Micro-purchase through multi-millions Buyers can invite a seller Buyers can invite a seller Sellers can auto-bid Sellers can auto-bid

40. Reverse Auctions On FedBid.Com Over 250 Federal Buying Centers Over 250 Federal Buying Centers –Includes 82 Army; 18 Navy; 49 DHS –Over 100 other federal buyers –Over 50 local, university & commercial buyers Top buyers: Army, DHS, State, Justice Top buyers: Army, DHS, State, Justice Top items: IT, furniture, office supplies, lab equipment Top items: IT, furniture, office supplies, lab equipment About 25% of buys are GSA Schedule only About 25% of buys are GSA Schedule only

41. WHAT’S NEXT? Success Secrets & Action Steps You Can Take Today 41

42. What You Learned The Power of the Sweet Spot The Power of the Sweet Spot 3 Questions That Increase Your Win Rate 3 Questions That Increase Your Win Rate –What problem do you solve? –What are the symptoms? –What motivates the fix? 3 Places for Business Beyond FedBizOpps 3 Places for Business Beyond FedBizOpps –Forecasts. –Backcasts. –Reverse Auctions.

43. Tools For Each Steps Strategy Strategy Focus Focus Process Process Competition Competition Teaming Teaming Relationships Relationships Marketing Marketing 43

44. Advice on Government Contracting Free Free Good Good Enough Enough Pick any two.

45. Win More Sooner. Spend Less. Judy Bradt, CEO (703) 627 1074 Judy.Bradt@SummitInsight.comJudy.Bradt@SummitInsight.com Onsite Package Today Only: $97 New Book, Strategy Workbook, Software Planner www.GovernmentContractsMadeEasier.com

46. Get Un-Stuck. Define Your Sweet Spot Look Forward & Backward Investments That Pay Off: Strategy In A Day Mastermind I: Strategy Intensive Starts November 2011 Find Out More & Get Judy’s Online Resource Guide. Leave Your Card.