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"Driving GSA Sales" Webinar Slides (January 2014)

CEO David Lowe, Jamey Zell and Pete Chesner get together to discuss government business strategies, hurdles and the impact of healthcare reform on business owners--especially federal contractors.

You can watch the webinar recording right here--or tune into the discussion on Youtube!
http://youtu.be/g5Rl8mrx1lw

(If you'd rather watch the video at another time, use the arrow buttons to skip straight to the slides.)

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"Driving GSA Sales" Webinar Slides (January 2014)

  1. 1. David Lowe CEO isiFederal, Inc.
  2. 2. Jamey Zell Director of Sales and Marketing
  3. 3. Pete Chesner Managing Director McQuade Consulting Healthcare Reform Employee Benefits
  4. 4. The Numbers That Matters Most... 252
  5. 5. The Numbers That Matters Most... 617
  6. 6. Questions??? Chat
  7. 7. Questions??? Chat
  8. 8. Questions??? Chat Enter Audio Pin so We can unmute you
  9. 9. Driving GSA Sales Webinar Series
  10. 10. Driving GSA Sales Webinar Series GSA Schedule Holders
  11. 11. Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success
  12. 12. Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success Gaining Exposure
  13. 13. Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success Gaining Exposure Insider Information
  14. 14. Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success Gaining Exposure Insider Information Access to Resources
  15. 15. About the Sponsors isiFederal- Business Development Specialists. We bridge the gap for small businesses so they can compete for Federal Opportunities.
  16. 16. About the Sponsors isiFederal- Business Development Specialists. We bridge the gap for small businesses so they can compete for Federal Opportunities. Intelligence
  17. 17. About the Sponsors isiFederal- Business Development Specialists. We bridge the gap for small businesses so they can compete for Federal Opportunities. Intelligence Marketing Services
  18. 18. About the Sponsors isiFederal- Business Development Specialists. We bridge the gap for small businesses so they can compete for Federal Opportunities. Intelligence Marketing Services Assistance & Management
  19. 19. About the Sponsors isiFederal- Business Development Specialists. We bridge the gap for small businesses so they can compete for Federal Opportunities. Intelligence Marketing Services Assistance & Management Dedicated Representation
  20. 20. About the Sponsors isiFederal- Business Development Specialists. We bridge the gap for small businesses so they can compete for Federal Opportunities. Intelligence Marketing Services Assistance & Management Dedicated Representation Feet-on-the-Street
  21. 21. About the Sponsors isiFederal- Business Development Specialists. We bridge the gap for small businesses so they can compete for Federal Opportunities. GSAproposal.com- Proposal development and management
  22. 22. GSA Schedule Development & Management http://www.gsaproposal.com Fast Track Your GSA Submission 100% Success Track Record GSAproposal.com jamey@gsaproposal.com 937-602-8930
  23. 23. About the Sponsors isiFederal- Business Development Specialists. We bridge the gap for small businesses so they can compete for Federal Opportunities. GSAproposal.com- Proposal development and management Revolution Payments- Merchant Card Services with Level 3 Payment Compliance.
  24. 24. Understands Government Level 3 Compliance Large Ticket Rates Below 1.5% Lower Fees Across the Board
  25. 25. Upcoming Webinar Federal Contracting and the ACA
  26. 26. Pete Chesner Managing Director McQuade Consulting Healthcare Reform Employee Benefits
  27. 27. 1) How Benefits affect your competitive bids 2) ACA’s affect on Cash Benefits 3) Are Government Contractors Exempt from ACA?
  28. 28. Why Are We Here Today?
  29. 29. This webinar would be the best I have ever attended if...
  30. 30. This webinar would be the best I have ever attended if... Jared Gallini - Team Housing Solutions - I knew how to leverage MY GSA Schedule
  31. 31. This webinar would be the best I have ever attended if... Jared Gallini - Team Housing Solutions - I knew how to leverage MY GSA Schedule Mandy Brokaw - TRUE Fitness - It helped to increase sales
  32. 32. This webinar would be the best I have ever attended if... Jared Gallini - Team Housing Solutions - I knew how to leverage MY GSA Schedule Mandy Brokaw - TRUE Fitness - It helped to increase sales Patricia Connole - US Communications - we have leads for a teaming partner
  33. 33. This webinar would be the best I have ever attended if... Jared Gallini - Team Housing Solutions - I knew how to leverage MY GSA Schedule Mandy Brokaw - TRUE Fitness - It helped to increase sales Patricia Connole - US Communications - we have leads for a teaming partner Sid Allen - The Shipley Group - I get sales
  34. 34. This webinar would be the best I have ever attended if... Jared Gallini - Team Housing Solutions - I knew how to leverage MY GSA Schedule Mandy Brokaw - TRUE Fitness - It helped to increase sales Patricia Connole - US Communications - we have leads for a teaming partner Sid Allen - The Shipley Group - I get sales David Wentzel - Gexpro - if it led to successful opportunities, not just theory
  35. 35. This webinar would be the best I have ever attended if... Jared Gallini - Team Housing Solutions - I knew how to leverage MY GSA Schedule Mandy Brokaw - TRUE Fitness - It helped to increase sales Patricia Connole - US Communications - we have leads for a teaming partner Sid Allen - The Shipley Group - I get sales David Wentzel - Gexpro - if it led to successful opportunities, not just theory Chris Byrne - Summit Security - I could get insight into how to identify/contact Purchasing Officers who don’t advertise their opportunities...
  36. 36. Common Theme: Get More Business
  37. 37. The Numbers That Matters Most... 252 & 617
  38. 38. The Numbers That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries
  39. 39. The Numbers That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries
  40. 40. The Numbers That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries
  41. 41. The Numbers That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries
  42. 42. The Numbers That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries
  43. 43. The Numbers That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries
  44. 44. The Enormous Federal Market...
  45. 45. The Enormous Federal Market...
  46. 46. The Enormous Federal Market... $500 Billion
  47. 47. The Enormous Federal Market... $500 Billion 2.5 Million Contracts
  48. 48. The Enormous Federal Market... $500 Billion 2.5 Million Contracts 23% Set Aside for Small Business
  49. 49. The Enormous Federal Market... $500 Billion 2.5 Million Contracts 23% Set Aside for Small Business Feds Buy Everything
  50. 50. The Enormous Federal Market... $500 Billion 2.5 Million Contracts 23% Set Aside for Small Business Feds Buy Everything Local, Regional, National, International
  51. 51. The Enormous Federal Market... $500 Billion 2.5 Million Contracts 23% Set Aside for Small Business Feds Buy Everything Local, Regional, National, International 85,000 buyers
  52. 52. The Enormous Federal Market... $500 Billion 2.5 Million Contracts 23% Set Aside for Small Business Feds Buy Everything Local, Regional, National, International 85,000 buyers 470 Agencies
  53. 53. The Enormous Federal Market... $500 Billion 2.5 Million Contracts 23% Set Aside for Small Business Feds Buy Everything Local, Regional, National, International 85,000 buyers 470 Agencies #1 Customer in the World
  54. 54. The Enormous Federal Market... $500 Billion 2.5 Million Contracts 23% Set Aside for Small Business Feds Buy Everything Local, Regional, National, International 85,000 buyers 470 Agencies #1 Customer in the World
  55. 55. Does the Government Buy What You Sell?
  56. 56. Does the Government Buy What You Sell? Yes
  57. 57. How Come It Is So Darn Hard???
  58. 58. This is Typical for GSA Schedule Holders...
  59. 59. This is Typical for GSA Schedule Holders... 20,000 – 22,000 Active GSA Schedules 7,000 – 9,000 have $0 Sales 1,500 – 2,500 don’t meet $25k 10,000 – 12,000 split $35B - $40B
  60. 60. This is Typical for GSA Schedule Holders... 20,000 – 22,000 Active GSA Schedules 7,000 – 9,000 have $0 Sales 1,500 – 2,500 don’t meet $25k 10,000 – 12,000 split $35B - $40B 80% of new schedule holders will lose their contracts
  61. 61. Why?
  62. 62. Why? GSA Schedules DO NOT Make Money Fall From the Sky
  63. 63. Why? GSA Schedules DO NOT Make Money Fall From the Sky YOU GOTTA GO GET IT!!!
  64. 64. What’s in the Way?
  65. 65. What’s in the Way? Most Entrepreneurs:
  66. 66. What’s in the Way? Most Entrepreneurs: Apply arbitrary timelines
  67. 67. What’s in the Way? Most Entrepreneurs: Apply arbitrary timelines Apply arbitrary $ (or don’t budget at all)
  68. 68. What’s in the Way? Most Entrepreneurs: Apply arbitrary timelines Apply arbitrary $ (or don’t budget at all) Do not know how to measure success
  69. 69. What’s in the Way? Most Entrepreneurs: Apply arbitrary timelines Apply arbitrary $ (or don’t budget at all) Do not know how to measure success Try and use inexperienced or underperforming resources
  70. 70. What’s in the Way? Most Entrepreneurs: Apply arbitrary timelines Apply arbitrary $ (or don’t budget at all) Do not know how to measure success Try and use inexperienced or underperforming resources Do not have the intestinal fortitude to persevere
  71. 71. What’s in the Way?
  72. 72. What’s in the Way? Federal government is wired against newcomers
  73. 73. What’s in the Way? Federal government is wired against newcomers It’s complicated
  74. 74. What’s in the Way? Federal government is wired against newcomers It’s complicated Different kind of market
  75. 75. What’s in the Way? Federal government is wired against newcomers It’s complicated Different kind of market System is counterintuitive
  76. 76. What’s in the Way? Federal government is wired against newcomers It’s complicated Different kind of market System is counterintuitive SBA
  77. 77. What’s in the Way? Federal government is wired against newcomers It’s complicated Different kind of market System is counterintuitive SBA OSDBU
  78. 78. What’s in the Way? Federal government is wired against newcomers It’s complicated Different kind of market System is counterintuitive SBA OSDBU FBO – only 4%-6% of total opportunities & 75% of those are baked before they land
  79. 79. What’s in the Way? That leaves 1.2% of the total market for your products and services
  80. 80. What’s in the Way? That leaves 1.2% of the total market for your products and services Default:
  81. 81. What’s in the Way? That leaves 1.2% of the total market for your products and services Default: Price
  82. 82. Cold Hard Truth
  83. 83. Cold Hard Truth Federal Business Development: Is hard work Takes a long time Is expensive
  84. 84. FACT
  85. 85. FACT If It Were Fast Easy and Cheap, Everyone Could Do It
  86. 86. FACT If It Were Fast Easy and Cheap, Everyone Could Do It 80% Will Fail
  87. 87. FACT If It Were Fast Easy and Cheap, Everyone Could Do It 80% Will Fail Most Willingly
  88. 88. Is It Worth It?
  89. 89. Let’s Talk About the RISK
  90. 90. “Risk comes from not knowing what you're doing.”
  91. 91. “Risk comes from not knowing what you're doing.” Warren Buffet
  92. 92. Excerpts from New Book: 12 Steps to Winning Federal Business
  93. 93. Steps 1 – 6 Review Step 1 - Get smart Step 2- Develop a Federal Strategy Step 3 – Establish a Budget Step 4 – Prepare Step 5 – Dedicate (the right) Resources Step 6 - Build Relationships with all of the stake holders
  94. 94. Key Decision Clusters Your Project Ed (PM) Don (CO) Jill (COTR) • Different Roles • Different Needs • Different Buying Motives • Different Reasons for Making Decisions
  95. 95. Project/Program Manager • Your Project Ed (PM) • • • • • Drive initiatives • Green, Cloud, Security • Cost Cutting/Saving • Political Look for new ideas and new technology Influence able • Scope • Requirements • Capabilities Get it done right Tie in with initiatives Help Them Look Good
  96. 96. Project/Program Manager • Your Project Ed (PM) • • • • • Drive initiatives • Green, Cloud, Security • Cost Cutting/Saving • Political Look for new ideas and new technology Influence able • Scope • Requirements • Capabilities Get it done right Tie in with initiatives Help Them Look Good
  97. 97. Technical Representative • • • • • Your Project Jill (COTR) • • They are busy Usually reports to PM Bridge the Gap between PM and CO Risk Adverse Assist in assembling technical requirements • Government standards • Identify Similar purchases • Certifications (can be scope driven) • Assist in mandatory requirements Help with Requirements Help Them Look Good
  98. 98. Technical Representative • • • • • Your Project Jill (COTR) • • They are busy Usually reports to PM Bridge the Gap between PM and CO Risk Adverse Assist in assembling technical requirements • Government standards • Identify Similar purchases • Certifications (can be scope driven) • Assist in mandatory requirements Help with Requirements Help Them Look Good
  99. 99. Contracting Officers Your Project Don (CO) • • • • • • • • • • • They are busy Will not teach you Risk Adverse Don’t like new things Experts in moving paper Select purchasing mechanism Develop contract documents Administer the contract post award Want the fastest way to purchase Easy is Good Make Them Feed Valued
  100. 100. Contracting Officers Your Project Don (CO) • • • • • • • • • • • They are busy Will not teach you Risk Adverse Don’t like new things Experts in moving paper Select purchasing mechanism Develop contract documents Administer the contract post award Want the fastest way to purchase Easy is Good Make Them Feel Valued
  101. 101. Critical Points
  102. 102. Critical Points Make it EASY
  103. 103. Critical Points Make it EASY • Have your contact and contract information easy to find on your capabilities.
  104. 104. Critical Points Make it EASY • Have your contact and contract information easy to find on your capabilities. • Have the vehicle they like to use.
  105. 105. Critical Points Make it EASY • Have your contact and contract information easy to find on your capabilities. • Have the vehicle they like to use. • Provide filled out forms.
  106. 106. Critical Points
  107. 107. Critical Points Appreciate them!
  108. 108. Critical Points Appreciate them! • Be aware of stereotypes
  109. 109. Critical Points Appreciate them! • Be aware of stereotypes • Reframe what you believe about federal employees
  110. 110. Excerpts from New Book: 12 Steps to Winning Federal Business (Steps 7-12)
  111. 111. Step 7 Learn How To Win
  112. 112. Step 7 Learn How To Win Become Relevant
  113. 113. Step 7 Learn How To Win Become Relevant Executive & Procurement Briefings
  114. 114. Step 7 Learn How To Win Become Relevant Executive & Procurement Briefings Stay Relevant
  115. 115. Step 7 Learn How To Win Become Relevant Executive & Procurement Briefings Stay Relevant Be Responsive
  116. 116. Step 7 Learn How To Win Become Relevant Executive & Procurement Briefings Stay Relevant Be Responsive Ask For Formal Debriefs
  117. 117. 7 Ways to Stay Relevant
  118. 118. 7 Ways to Stay Relevant Updated Capabilities Statement
  119. 119. 7 Ways to Stay Relevant Updated Capabilities Statement New Contract Vehicles New certifications
  120. 120. 7 Ways to Stay Relevant Updated Capabilities Statement New Contract Vehicles New certifications New Product Offerings
  121. 121. 7 Ways to Stay Relevant Updated Capabilities Statement New Contract Vehicles New certifications New Product Offerings Contract Wins
  122. 122. 7 Ways to Stay Relevant Updated Capabilities Statement New Contract Vehicles New certifications New Product Offerings Contract Wins Personal Interest
  123. 123. 7 Ways to Stay Relevant Updated Capabilities Statement New Contract Vehicles New certifications New Product Offerings Contract Wins Personal Interest Referral to Another Company
  124. 124. 7 Ways to Stay Relevant Updated Capabilities Statement New Contract Vehicles New certifications New Product Offerings Contract Wins Personal Interest Referral to Another Company Referral to a Colleague
  125. 125. 7 Ways to Stay Relevant Updated Capabilities Statement New Contract Vehicles New certifications New Product Offerings Contract Wins Personal Interest Referral to Another Company Referral to a Colleague Get Them Good Exposure
  126. 126. Step 8 Leverage Relationships
  127. 127. Step 8 Leverage Relationships People Buy from People They Like
  128. 128. Step 8 Leverage Relationships People Buy from People They Like Contact, meet with, follow‐up and ping targets
  129. 129. Step 8 Leverage Relationships People Buy from People They Like Contact, meet with, follow‐up and ping targets Leverage existing relationships for connections
  130. 130. Step 8 Leverage Relationships People Buy from People They Like Contact, meet with, follow‐up and ping targets Leverage existing relationships for connections Find and stalk key‐level decision makers (Top‐down does work)
  131. 131. Step 8 Leverage Relationships People Buy from People They Like Contact, meet with, follow‐up and ping targets Leverage existing relationships for connections Find and stalk key‐level decision makers (Top‐down does work) Identify resources to discover and pursue leads
  132. 132. Step 8 Leverage Relationships People Buy from People They Like Contact, meet with, follow‐up and ping targets Leverage existing relationships for connections Find and stalk key‐level decision makers (Top‐down does work) Identify resources to discover and pursue leads Uncover opportunities (especially the ‘hidden’, ‘under the radar’ ones)
  133. 133. Step 8 Leverage Relationships People Buy from People They Like Contact, meet with, follow‐up and ping targets Leverage existing relationships for connections Find and stalk key‐level decision makers (Top‐down does work) Identify resources to discover and pursue leads Uncover opportunities (especially the ‘hidden’, ‘under the radar’ ones) * Winnable Opportunities Come From People Not Monitoring
  134. 134. Step 9 Influence the Scope
  135. 135. Step 9 Influence the Scope
  136. 136. Step 9 Influence the Scope If You Didn’t Influence the Scope – Your Competition Did.
  137. 137. Step 9 Influence the Scope
  138. 138. Step 9 Influence the Scope Get Familiar with Their Procurement Process
  139. 139. Step 9 Influence the Scope Get Familiar with Their Procurement Process Insert Yourself as the Expert
  140. 140. Step 9 Influence the Scope Get Familiar with Their Procurement Process Insert Yourself as the Expert Provide Good Market Information
  141. 141. Step 9 Influence the Scope Get Familiar with Their Procurement Process Insert Yourself as the Expert Provide Good Market Information Provide Good Ways To Find Good Companies (Like Yours)
  142. 142. Step 9 Influence the Scope Get Familiar with Their Procurement Process Insert Yourself as the Expert Provide Good Market Information Provide Good Ways To Find Good Companies (Like Yours) *Most RFP’s are NOT Just Price
  143. 143. Step 10 Monitor for Opportunities
  144. 144. Step 10 Monitor for Opportunities The Truth About FBO.GOV
  145. 145. Step 10 Monitor for Opportunities The Truth About FBO.GOV What Hits FBO? $25k +
  146. 146. Step 10 Monitor for Opportunities The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5%
  147. 147. Step 10 Monitor for Opportunities The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5% Micro purchases for less than $3,000
  148. 148. Step 10 Monitor for Opportunities The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5% Micro purchases for less than $3,000 Most contracts under $25k
  149. 149. Step 10 Monitor for Opportunities The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5% Micro purchases for less than $3,000 Most contracts under $25k Sole source contracts with 8(a)
  150. 150. Step 10 Monitor for Opportunities The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5% Micro purchases for less than $3,000 Most contracts under $25k Sole source contracts with 8(a) GSA competed opportunities
  151. 151. Step 10 Monitor for Opportunities The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5% Micro purchases for less than $3,000 Most contracts under $25k Sole source contracts with 8(a) GSA competed opportunities GSA ebuy opportunities
  152. 152. Step 10 Monitor for Opportunities The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5% Micro purchases for less than $3,000 Most contracts under $25k Sole source contracts with 8(a) GSA competed opportunities GSA ebuy opportunities FedBid opportunities
  153. 153. Step 10 Monitor for Opportunities The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5% Micro purchases for less than $3,000 Most contracts under $25k Sole source contracts with 8(a) GSA competed opportunities GSA ebuy opportunities FedBid opportunities BPA calls
  154. 154. Step 10 Monitor for Opportunities The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5% Micro purchases for less than $3,000 Most contracts under $25k Sole source contracts with 8(a) GSA competed opportunities GSA ebuy opportunities FedBid opportunities BPA calls IDIQ task orders
  155. 155. Step 10 Monitor for Opportunities The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5% Micro purchases for less than $3,000 Most contracts under $25k Sole source contracts with 8(a) GSA competed opportunities GSA ebuy opportunities FedBid opportunities BPA calls IDIQ task orders Under the Radar contracts
  156. 156. Step 10 Monitor for Opportunities The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5% Micro purchases for less than $3,000 Most contracts under $25k Sole source contracts with 8(a) GSA competed opportunities GSA ebuy opportunities FedBid opportunities BPA calls IDIQ task orders Under the Radar contracts Short fuse year‐end opportunities
  157. 157. Step 10 Monitor for Opportunities
  158. 158. Step 10 Monitor for Opportunities Where is Your Sweet Spot?
  159. 159. Step 10 Monitor for Opportunities Where is Your Sweet Spot? What Agencies Hit Your Sweet Spot?
  160. 160. Step 10 Monitor for Opportunities Where is Your Sweet Spot? What Agencies Hit Your Sweet Spot? Who Within Those Agencies Hit Your Sweet Spot?
  161. 161. Step 10 Monitor for Opportunities Where is Your Sweet Spot? What Agencies Hit Your Sweet Spot? Who Within Those Agencies Hit Your Sweet Spot? Under The Radar Contracts...
  162. 162. Step 10 Monitor for Opportunities Where is Your Sweet Spot? What Agencies Hit Your Sweet Spot? Who Within Those Agencies Hit Your Sweet Spot? Under The Radar Contracts... Bid Response and Proposal Development
  163. 163. Step 10 Monitor for Opportunities Where is Your Sweet Spot? What Agencies Hit Your Sweet Spot? Who Within Those Agencies Hit Your Sweet Spot? Under The Radar Contracts... Bid Response and Proposal Development Maximize Your Influence Minimize Your Investment
  164. 164. Step 11 Improve Your Positioning
  165. 165. Step 11 Improve Your Positioning POET Analysis
  166. 166. Step 11 Improve Your Positioning POET Analysis Political
  167. 167. Step 11 Improve Your Positioning POET Analysis Political Operational
  168. 168. Step 11 Improve Your Positioning POET Analysis Political Operational Economical
  169. 169. Step 11 Improve Your Positioning POET Analysis Political Operational Economical Technical
  170. 170. Step 11 Improve Your Positioning POET Analysis Political Operational Economical Technical Ask Qualifying Questions
  171. 171. Step 11 Improve Your Positioning POET Analysis Political Operational Economical Technical Ask Qualifying Questions Ask for Formal Debriefs
  172. 172. Step 12 WIN
  173. 173. Step 12 WIN Do This Right And...
  174. 174. Step 12 WIN Do This Right And... Capture Wins
  175. 175. Step 12 WIN Do This Right And... Capture Wins Develop Past Performance
  176. 176. Step 12 WIN Do This Right And... Capture Wins Develop Past Performance Infiltrate the Agency from the Inside
  177. 177. Step 12 WIN Do This Right And... Capture Wins Develop Past Performance Infiltrate the Agency from the Inside Watch for what’s Coming Next
  178. 178. Step 12 WIN Do This Right And... Capture Wins Develop Past Performance Infiltrate the Agency from the Inside Watch for what’s Coming Next Grow Your influence
  179. 179. Step 12 WIN Do This Right And... Capture Wins Develop Past Performance Infiltrate the Agency from the Inside Watch for what’s Coming Next Grow Your influence Grow Your contract
  180. 180. Step 12 WIN Do This Right And... Capture Wins Develop Past Performance Infiltrate the Agency from the Inside Watch for what’s Coming Next Grow Your influence Grow Your contract Become the Insider Protecting Your Federal Turf
  181. 181. Steps 1 – 6 Review Step Step Step Step Step Step Step Step Step Step Step Step 1 - Get smart 2- Develop a Federal Strategy 3 – Establish a Budget 4 – Prepare 5 – Dedicate (the right) Resources 6 - Build Relationships with all of the stake holders 7 - Learn How To Win 8 - Leverage Relationships 9 - Influence the Scope 10 - Monitor for Opportunities 11 - Improve Your Positioning 12 - WIN
  182. 182. What Can You Do Right Now???
  183. 183. Are You In?
  184. 184. Are You In? Have You Started?
  185. 185. Are You In? Have You Started? (If Not, You Are 4 Months Behind...)
  186. 186. Step 1 Get Smart Identify Your Market Identify Your Competition Identify Key Contacts The Who that Matters to You
  187. 187. Identifying Your Market
  188. 188. Identifying Your Market
  189. 189. Identifying Your Market
  190. 190. Identifying Your Market
  191. 191. Identifying Your Market Sorry... You can’t have this market.
  192. 192. Identifying Your Market Sorry... You can’t have this market. Stacked with $Billion Corps
  193. 193. Identifying Your Market Sorry... You can’t have this market. Stacked with $Billion Corps Formidable Competition
  194. 194. Identifying Your Market Sorry... You can’t have this market. Stacked with $Billion Corps Formidable Competition Deep and Wide Relationships
  195. 195. Identifying Your Market So Where is MY Sweet Spot???
  196. 196. Identifying Your Sweet Spot
  197. 197. Identifying Your Sweet Spot
  198. 198. Identifying Your Sweet Spot
  199. 199. Identifying Your Sweet Spot
  200. 200. Identifying Your Sweet Spot Getting Closer???
  201. 201. Identifying Your Sweet Spot
  202. 202. Identifying Your Sweet Spot
  203. 203. Identifying Your Sweet Spot
  204. 204. Identifying Your Sweet Spot
  205. 205. Identifying Your Sweet Spot
  206. 206. Identifying Your Sweet Spot
  207. 207. Identifying Your Sweet Spot AVG: $33,970 AVG: $15,329
  208. 208. Identifying Your Sweet Spot Have you heard of these folks? No?
  209. 209. Identifying Your Sweet Spot Well they just booked 324 federal contracts and put $8.2 Million In the bank.
  210. 210. Identifying Your Sweet Spot Well they just booked 324 federal contracts and put $8.2 Million In the bank. (Your Tax Dollars At Work)
  211. 211. Identifying Your Sweet Spot Agencies that fit your sweet spot...
  212. 212. Identifying Your Sweet Spot
  213. 213. Identifying Your Sweet Spot
  214. 214. Identifying Your Sweet Spot 24 Agencies Over $100M
  215. 215. Identifying Your Sweet Spot 24 Agencies Over $100M 70 Agencies Over $10M
  216. 216. Identifying Your Sweet Spot 24 Agencies Over $100M 70 Agencies Over $10M 118 Agencies Over $1M
  217. 217. Identifying Your Sweet Spot What About the Competition?
  218. 218. Are You With Me? This Will Blow Your Mind
  219. 219. Number of Competitors
  220. 220. Number of Competitors
  221. 221. Number of Competitors $7.75B 82%
  222. 222. Number of Competitors $7.75B 82%
  223. 223. Number of Competitors $7.75B 82% 36,580 84%
  224. 224. Where Are They???
  225. 225. Where Are They??? Don’t Hit FBO
  226. 226. Where Are They??? Don’t Hit FBO Don’t Hit GSA eBuy
  227. 227. Where Are They??? Don’t Hit FBO Don’t Hit GSA eBuy Not Bought on GSA Advantage
  228. 228. Where Are They??? Don’t Hit FBO Don’t Hit GSA eBuy Not Bought on GSA Advantage Not Publically Made Available
  229. 229. Where Are They??? Under the Radar Winnable Business is NOT Opportunity Driven
  230. 230. People Buy from People they Like You Job: Find them and get them to like you.
  231. 231. Who Are They? The WHO that Matters to YOU.
  232. 232. Who Are They? The WHO that Matters to YOU.
  233. 233. The Who that Matters to YOU...
  234. 234. The Who that Matters to YOU...
  235. 235. The Who that Matters to YOU...
  236. 236. What About This... Your Competition’s Best Customers?
  237. 237. What Would You Do If you Knew... ...
  238. 238. What Would You Do If you Knew...
  239. 239. What Would You Do If you Knew...
  240. 240. What Would You Do If you Knew...
  241. 241. What Would You Do If you Knew...
  242. 242. What Would You Do if You Knew? The WHO that Matters to YOU
  243. 243. What Would You Do if You Knew? The WHO that Matters to YOU  Let them keep putting your tax Dollars in your competitor’s bank
  244. 244. What Would You Do if You Knew? The WHO that Matters to YOU  Let them keep putting your tax Dollars in your competitor’s bank  Go Get Them
  245. 245. What Would You Do if You Knew? The WHO that Matters to YOU  Let them keep putting your tax Dollars in your competitor’s bank P  Go Get Them
  246. 246. Questions??? Chat Make sure your Audio PIN is Entered so We can unmute you
  247. 247. GSA Webinar Special Federal Marketing Essentials Step 1
  248. 248. GSA Webinar Special Federal Marketing Essentials Key Contacts who BUY your stuff Step 1
  249. 249. GSA Webinar Special Federal Marketing Essentials Key Contacts who BUY your stuff Your Competitors Contacts Step 1
  250. 250. GSA Webinar Special Federal Marketing Essentials Key Contacts who BUY your stuff Your Competitors Contacts Under the Radar Contracts Step 1
  251. 251. GSA Webinar Special Federal Marketing Essentials Key Contacts who BUY your stuff Your Competitors Contacts Under the Radar Contracts Breakdown of Agency Spending Step 1
  252. 252. GSA Webinar Special Federal Marketing Essentials Key Contacts who BUY your stuff Your Competitors Contacts Under the Radar Contracts Breakdown of Agency Spending Primes & Their Contacts Step 1
  253. 253. GSA Webinar Special Federal Marketing Essentials Key Contacts who BUY your stuff Your Competitors Contacts Under the Radar Contracts Breakdown of Agency Spending Primes & Their Contacts Recommended Action Steps Step 1
  254. 254. GSA Webinar Special Federal Marketing Essentials Key Contacts who BUY your stuff Your Competitors Contacts Under the Radar Contracts Breakdown of Agency Spending Primes & Their Contacts Recommended Action Steps $3,995 (Save $505) (Mention this Webinar) Step 1
  255. 255. isiFederal
  256. 256. isiFederal
  257. 257. isiFederal Market Essentials “...This is the best intelligence we have seen. 100% clarity into our market.” “...isiFederal finds things that we simply can’t find on our own.”
  258. 258. GSA Webinar Special Federal Marketing Essentials Your Competitors Contacts Key Contacts who BUY your stuff Under the Radar Contracts Breakdown of Agency Spending Primes & Their Contacts Recommended Action Steps $3,995 (Save $505) (Mention this Webinar) Step 1
  259. 259. GSA Webinar Special Federal Marketing Essentials Your Competitors Contacts  Key Contacts who BUY your stuff Under the Radar Contracts Breakdown of Agency Spending Primes & Their Contacts Recommended Action Steps $3,995 (Save $505) (Mention this Webinar) Step 1
  260. 260. GSA Webinar Special Federal Marketing Essentials Your Competitors Contacts  Breakdown of Agency Spending Key Contacts who BUY your stuff Under the Radar Contracts Primes & Their Contacts Recommended Action Steps $3,995 (Save $505) (Mention this Webinar) Step 1
  261. 261. GSA Webinar Special Federal Marketing Essentials Your Competitors Contacts  Breakdown of Agency Spending Key Contacts who BUY your stuff Under the Radar Contracts Primes & Their Contacts Recommended Action Steps $3,995 (Save $505) (Mention this Webinar) Step 1
  262. 262. GSA Webinar Special Federal Marketing Essentials Your Competitors Contacts  Breakdown of Agency Spending  Key Contacts who BUY your stuff Under the Radar Contracts Primes & Their Contacts Recommended Action Steps $3,995 (Save $505) (Mention this Webinar) Step 1
  263. 263. GSA Webinar Special Federal Marketing Essentials Your Competitors Contacts  Breakdown of Agency Spending  Recommended Action Steps Key Contacts who BUY your stuff Under the Radar Contracts Primes & Their Contacts $3,995 (Save $505) (Mention this Webinar) Step 1
  264. 264. GSA Webinar Special Federal Marketing Essentials Your Competitors Contacts  Breakdown of Agency Spending  Recommended Action Steps  Key Contacts who BUY your stuff Under the Radar Contracts Primes & Their Contacts $3,995 (Save $505) (Mention this Webinar) Step 1
  265. 265. isiFederal Market Essentials “We really didn’t know what the market looked like or how we would be able to develop it. isiFederal Market Essentials gave us exactly what we needed so we could go after the market that hits our sweet spot”
  266. 266. $390+ Billion in the next 252 Days
  267. 267. $890+ Billion in the next 617 Days
  268. 268. Get In! Get Moving! Start Winning!
  269. 269. isiFederal Business Development “isiFederal’s process is exactly what we needed. Organized, effective and now we have federal relationships that would have taken us years to develop.” “We wanted in the federal market and it is clear that isiFederal was the best path to success with minimal risk.”
  270. 270. GSA Schedule Development http://www.gsaproposal.com Fast Track Your GSA Submission 100% Success Track Record GSAproposal.com jamey@gsaproposal.com 937-602-8930
  271. 271. If you are not willing to invest the appropriate time and resources...
  272. 272. If you are not willing to invest the appropriate time and resources...
  273. 273. Average Successful Federal Contractors that sell more than $2.5 Million annually invested approx. $150,000 per year the first two years http://isifederal.com/wpcontent/uploads/2013/06/Budget-ResourcesWorksheet.xlsx
  274. 274. If you are willing to invest the appropriate time and resources
  275. 275. If you are willing to invest the appropriate time and resources Let’s Go!
  276. 276. You CAN Grow Your Business! $500 Billion 2.5 Million Contracts 23% Set Aside for Small Business Feds Buy Everything Local, Regional, National, International 85,000 buyers 470 Agencies #1 Customer in the World
  277. 277. You CAN Grow Your Business! $500 Billion 2.5 Million Contracts 23% Set Aside for Small Business Feds Buy Everything Local, Regional, National, International 85,000 buyers 470 Agencies #1 Customer in the World
  278. 278. The Numbers That Matters Most... 252 Days Until September 30, 2014
  279. 279. The Numbers That Matters Most... 617 Days Until September 30, 2015
  280. 280. GSA Schedule Development http://www.gsaproposal.com Fast Track Your GSA Submission 100% Success Track Record GSAproposal.com jamey@gsaproposal.com 937-602-8930
  281. 281. Understands Government Level 3 Compliance Large Ticket Rates Below 1.5% Lower Fees Across the Board
  282. 282. Next Webinar February 18, 2014 11AM EST GSA By the Numbers Where are the “Under The Radar Contracts”?
  283. 283. Thanks for Joining Us! Business Development David Lowe dlowe@isiFederal.com www.isiFederal.com 888-9-GET-isi GSA Schedule Development Level 3 Compliance & Processing Jamey Zell Sean Jones jamey@gsaproposal.com www.GSAproposal.com sean@revolution-payments.com Revolution-Payments.com 937-602-8930 888-790-3450 Next Session: February 18, 2014 at 11am

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