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20160519 Wired -- How to tell, Bid or NoBid, What Next -- by Judy Bradt of Summit Insight --703 627 1074

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20160519 Wired -- How to tell, Bid or NoBid, What Next -- by Judy Bradt of Summit Insight --703 627 1074

  1. 1. Wired! How to Tell, The $65,000 Ques2on, And What To Do Next Presented By: Judy Bradt, CEO Summit Insight
  2. 2. Presenter Judy Bradt, CEO •  28 years U.S. federal contracts expert •  Author, Advisor, Educator •  Instructor for PTACs, SBDCs & SBA •  2011 SBA Women in Business Champion •  Corporate Professional Services •  Federal compeLLve analysis •  U.S. federal sales training •  Custom data-driven federal sales contact plans •  Strategy implementaLon support NaLonal Partner
  3. 3. Special Guest Kim Plyler, Founder & CEO Navy Veteran Former Contrac>ng Officer Full Service Communica>ons •  Integrated CommunicaLons Planning •  Social Media Management •  Web Design & SEO •  Public & Media RelaLons •  Government RelaLons •  Crisis CommunicaLons •  Event Management Kim@SahlComm.com (484) 353-9859
  4. 4. What We’ll Cover © Summit Insight 2015 •  Why Bid / No-Bid Ma]ers •  What To Ask •  Wired For Someone Else? Ten Ways To Tell •  Case Study: Sahl CommunicaLons •  Bid / No-Bid Checklist Recap •  Next steps
  5. 5. POLL: How much does your average proposal cost you? Direct costs, plus Lme, management, review, producLon? q  Under $5,000 q  $5,000 - $10,000 q  $10,000 – 30,000 q  $30,000 – 65,000 q  Over $65,000
  6. 6. RFPs Require… PerfecLon on every page •  Exact page count, the right font •  Correct desLnaLon •  On Lme, precise format as instructed For exactly what they request – no more, no less: •  The Forms, Past Performance, Technical, Management Plan •  The soluLon exactly as they told you they wanted •  In the format they need… …to jusLfy choosing you. PAINFUL
  7. 7. Why do Bid-NoBid decisions matter? FBO.gov RFP’s average 269 days to award. Your response could take... •  30 - 90 days, 4 people •  $101.56 / hour x 40 hours/week •  x 4 weeks x 4 people = $65,000! Plus opportunity cost!
  8. 8. POLL: What’s your win rate? q  Under 10% q  11 - 25% q  26 – 45% q  46 – 65 % q  65 - 80%
  9. 9. Bid/No Bid Ques>ons Where is the opportunity posted? •  FBO? •  GSA eBUY? ü  Nowhere? Who IdenLfied the Opportunity? Who Developed the Scope of Work? •  Someone We Know at The Customer Site? •  ContracLng Officer, End User, Stakeholder? ü  Our Capture Management Team?
  10. 10. Bid/No Bid Ques>ons ü  What is the Contract Vehicle? ü  Who is the Incumbent? ü  Open Bid or Set-Aside? ü  Who Else Will Be Bidding? ü  Discuss Requirement with Customer Prior to the RFP Release? ü  Last minute call asking us to bid? ü  What is the customer’s fear of going wrong?
  11. 11. Bid/No Bid Ques>ons How did we discuss requirements? ü  Webinar, Training, Site Visits, MeeLngs? ü  Why would the customer choose us? ü  How are we the “safe bet?” ü  What is the value of the opportunity to us?
  12. 12. Bid/No Bid Ques>ons What type of procurement is this? ü  RFP? ü  IDIQ RFQ? ü  IDIQ TASK ORDER? ü  GSA eBUY? ü  What is our investment in this bid? ü  What is the project budget? ü  How will we price? ü  Will we make money?
  13. 13. “Wired” For A CompeLtor? Symptoms To Watch Symptom What to think about Incumbent How happy is agency with their vendor? Set Aside Favor the incumbent? Changed at the last minute? Proprietary Technology Advantage to those who have the technology Poorly wri]en RFP Favors incumbent that knows what the buyer wants Key Personnel Emphasis Can you re-hire incumbent staff if you win? Specific Past Performance Emphasis Does it favor incumbent? Under 30 days to bid Big project? Strong compeLtors have already started. RPF out on a Friday Advantage to those who know it’s coming No pre-solicitaLon Advantage to incumbent if the contract is large RFP/SOW wri]en by incumbent Check the properLes of the document you download “Odd” or changed NAICS code Selected to allow a larger-sized small business? Non-germane requirements Are they relevant to contract performance?
  14. 14. Special Guest Kim Plyler, Founder & CEO Navy Veteran Former Contrac>ng Officer •  Founded in 2009 •  In 2015, WOSB, VOSB •  $300,000 revenue, 5 employees •  Major related past performance: •  Navy CIO Smart Card & Common Access Card Tech (O/CONUS) •  South Dakota •  Northampton County government in Pennsylvania
  15. 15. Case Study: Bid- NoBid? Kim Plyler, Founder & CEO The Story •  The buyer: Department of Defense •  The project: Military voLng •  The history: •  Cyclic contract •  Previous incumbent •  Previous award amount unknown
  16. 16. Case Study: Bid-NoBid? The Opportunity •  New project •  Sources sought •  Firm fixed-price RFP; base plus 2 years opLon •  Ideal awardee “must have prime past performance” •  The strategy •  Buying office relaLonships 9-10 months ahead •  Related past performance as subcontractor •  QUERIED MAJOR CONCERN: “Prime past performance” •  Therefore Researched potenLal teaming partners •  The proposal •  Offer as prime, with another known contractor
  17. 17. POLL: What Would You Do? q  Nobid, but call CO, arrange to meet later q  Submit minimal bid to “get name out there” q  Call CO, trade “file-filler” to get office visit q  Do a full bid without partners q  Team as prime with larger contractor as sub
  18. 18. Case Study: From Losing Bid To Winning Effort Elements to consider •  New prime’s known weaknesses •  Gap & surge capacity opportuniLes •  Other projects •  RelaLonship culLvaLon •  OpLon years might not happen What else?
  19. 19. Case Study: Bid-NoBid? The Result Debriefing: Lessons learned •  Previous incumbent won on price ($1.3M vs $1.9M) •  Misunderstand of past performance requirements led to unnecessary and costly teaming. Now what?
  20. 20. Build A Checklist That Works For You Save Lme & cost! Adapt from others, using: •  Your experience •  Your win rate •  Your agencies
  21. 21. Bid / No-Bid Sample Checklist Recap •  Ability to Respond •  Past Performance •  Technical ability •  Proposed personnel & team •  Pricing •  Customer Knowledge •  CompeLLon & “Wiring” •  Market intelligence •  Proposal resources •  FaciliLes/ staff/ supplies •  Program's strategic advantage
  22. 22. We Covered A Lot! •  Why Bid / No-Bid Ma]ers •  What To Ask •  Wired For Someone Else? How To Tell… •  Case Study: Sahl CommunicaLons •  Bid / No-Bid Checklist Recap
  23. 23. Thank You For Joining Us! Judy Bradt, CEO •  28 years U.S. federal contracts expert •  Author, Advisor, Educator •  Instructor for PTACs, SBDCs & SBA •  2011 SBA Women in Business Champion •  Corporate Professional Services •  Federal compeLLve analysis •  U.S. federal sales training •  Custom data-driven federal sales contact plans •  Strategy implementaLon support NaLonal Partner
  24. 24. What’s Next? Ac>on Steps You Can Take Today ✓ Do your Compe>>ve Analysis ✓ Know if you need a GSA Schedule ✓ Learn the Federal Sales Game ✓ Know your Best Values ✓ Create a targeted Federal Sales Ac>on Plan
  25. 25. Details: hYp://bit.ly/lightninglaunch And one more thing…
  26. 26. Check Your Inbox Today! Post-webinar email includes: •  Survey •  Link to webinar recording & file •  InvitaLon to chat And… registraLon link to our next webinar!
  27. 27. NEXT WEBINAR Teaming & Finance: When Money Talks Special Guests •  Mary Hellem, IBM •  Ka8e Bilek, Republic Capital Thursday, June 2nd 2-3 PM EDT REGISTER via SummitInsight.com
  28. 28. Thank You To Our Special Guest Kim Plyler, Founder & CEO Navy Veteran Former Contrac>ng Officer Full Service Communica>ons •  Integrated CommunicaLons Planning •  Social Media Management •  Web Design & SEO •  Public & Media RelaLons •  Government RelaLons •  Crisis CommunicaLons •  Event Management Kim@SahlComm.com (484) 353-9859
  29. 29. How Summit Insight Can Assist Engage with us! •  Sign up for e-News & webinars •  Visit our blog & free resources •  Learn via our on-demand webinars •  Explore our services & success stories •  Join our LinkedIn group •  Schedule a conversaLon www.SummitInsight.com Private query? Custom tutorial / training? Let’s talk! Judy.Bradt@SummitInsight.com (703) 627-1074

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