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"Driving GSA Sales" Webinar Slides (January 2014)

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isiFederal
isiFederal

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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David Lowe CEO isiFederal, Inc.
Jamey Zell Director of Sales and Marketing
Pete Chesner Managing Director McQuade Consulting Healthcare Reform Employee Benefits
The Numbers That Matters Most... 252
The Numbers That Matters Most... 617
Questions??? Chat
Questions??? Chat
Questions??? Chat Enter Audio Pin so We can unmute you
Driving GSA Sales Webinar Series
Driving GSA Sales Webinar Series GSA Schedule Holders
Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success
Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success Gaining Exposure
Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success Gaining Exposure Insider Information
Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success Gaining Exposure Insider Information Access to Resources
About the Sponsors isiFederal- Business Development Specialists. We bridge the gap for small businesses so they can compete for Federal Opportunities.
About the Sponsors isiFederal- Business Development Specialists. We bridge the gap for small businesses so they can compete for Federal Opportunities. Intelligence
About the Sponsors isiFederal- Business Development Specialists. We bridge the gap for small businesses so they can compete for Federal Opportunities. Intelligence Marketing Services
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
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
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
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
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
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.
Understands Government Level 3 Compliance Large Ticket Rates Below 1.5% Lower Fees Across the Board
Upcoming Webinar Federal Contracting and the ACA
Pete Chesner Managing Director McQuade Consulting Healthcare Reform Employee Benefits
1) How Benefits affect your competitive bids 2) ACA’s affect on Cash Benefits 3) Are Government Contractors Exempt from ACA?
Why Are We Here Today?
This webinar would be the best I have ever attended if...
This webinar would be the best I have ever attended if... Jared Gallini - Team Housing Solutions - I knew how to leverage MY GSA Schedule
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
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
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
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
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...
Common Theme: Get More Business
The Numbers That Matters Most... 252 & 617
The Numbers That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries
The Numbers That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries
The Numbers That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries
The Numbers That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries
The Numbers That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries
The Numbers That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries
The Enormous Federal Market...
The Enormous Federal Market...
The Enormous Federal Market... $500 Billion
The Enormous Federal Market... $500 Billion 2.5 Million Contracts
The Enormous Federal Market... $500 Billion 2.5 Million Contracts 23% Set Aside for Small Business
The Enormous Federal Market... $500 Billion 2.5 Million Contracts 23% Set Aside for Small Business Feds Buy Everything
The Enormous Federal Market... $500 Billion 2.5 Million Contracts 23% Set Aside for Small Business Feds Buy Everything Local, Regional, National, International
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
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
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
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
Does the Government Buy What You Sell?
Does the Government Buy What You Sell? Yes
How Come It Is So Darn Hard???
This is Typical for GSA Schedule Holders...
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
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
Why?
Why? GSA Schedules DO NOT Make Money Fall From the Sky
Why? GSA Schedules DO NOT Make Money Fall From the Sky YOU GOTTA GO GET IT!!!
What’s in the Way?
What’s in the Way? Most Entrepreneurs:
What’s in the Way? Most Entrepreneurs: Apply arbitrary timelines
What’s in the Way? Most Entrepreneurs: Apply arbitrary timelines Apply arbitrary $ (or don’t budget at all)
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
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
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
What’s in the Way?
What’s in the Way? Federal government is wired against newcomers
What’s in the Way? Federal government is wired against newcomers It’s complicated
What’s in the Way? Federal government is wired against newcomers It’s complicated Different kind of market
What’s in the Way? Federal government is wired against newcomers It’s complicated Different kind of market System is counterintuitive
What’s in the Way? Federal government is wired against newcomers It’s complicated Different kind of market System is counterintuitive SBA
What’s in the Way? Federal government is wired against newcomers It’s complicated Different kind of market System is counterintuitive SBA OSDBU
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
What’s in the Way? That leaves 1.2% of the total market for your products and services
What’s in the Way? That leaves 1.2% of the total market for your products and services Default:
What’s in the Way? That leaves 1.2% of the total market for your products and services Default: Price
Cold Hard Truth
Cold Hard Truth Federal Business Development: Is hard work Takes a long time Is expensive
FACT
FACT If It Were Fast Easy and Cheap, Everyone Could Do It
FACT If It Were Fast Easy and Cheap, Everyone Could Do It 80% Will Fail
FACT If It Were Fast Easy and Cheap, Everyone Could Do It 80% Will Fail Most Willingly
Is It Worth It?
Let’s Talk About the RISK
“Risk comes from not knowing what you're doing.”
“Risk comes from not knowing what you're doing.” Warren Buffet
Excerpts from New Book: 12 Steps to Winning Federal Business
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
Key Decision Clusters Your Project Ed (PM) Don (CO) Jill (COTR) • Different Roles • Different Needs • Different Buying Motives • Different Reasons for Making Decisions
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
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
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
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
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
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
Critical Points
Critical Points Make it EASY
Critical Points Make it EASY • Have your contact and contract information easy to find on your capabilities.
Critical Points Make it EASY • Have your contact and contract information easy to find on your capabilities. • Have the vehicle they like to use.
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.
Critical Points
Critical Points Appreciate them!
Critical Points Appreciate them! • Be aware of stereotypes
Critical Points Appreciate them! • Be aware of stereotypes • Reframe what you believe about federal employees
Excerpts from New Book: 12 Steps to Winning Federal Business (Steps 7-12)
Step 7 Learn How To Win
Step 7 Learn How To Win Become Relevant
Step 7 Learn How To Win Become Relevant Executive & Procurement Briefings
Step 7 Learn How To Win Become Relevant Executive & Procurement Briefings Stay Relevant
Step 7 Learn How To Win Become Relevant Executive & Procurement Briefings Stay Relevant Be Responsive
Step 7 Learn How To Win Become Relevant Executive & Procurement Briefings Stay Relevant Be Responsive Ask For Formal Debriefs
7 Ways to Stay Relevant
7 Ways to Stay Relevant Updated Capabilities Statement
7 Ways to Stay Relevant Updated Capabilities Statement New Contract Vehicles New certifications
7 Ways to Stay Relevant Updated Capabilities Statement New Contract Vehicles New certifications New Product Offerings
7 Ways to Stay Relevant Updated Capabilities Statement New Contract Vehicles New certifications New Product Offerings Contract Wins
7 Ways to Stay Relevant Updated Capabilities Statement New Contract Vehicles New certifications New Product Offerings Contract Wins Personal Interest
7 Ways to Stay Relevant Updated Capabilities Statement New Contract Vehicles New certifications New Product Offerings Contract Wins Personal Interest Referral to Another Company
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
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
Step 8 Leverage Relationships
Step 8 Leverage Relationships People Buy from People They Like
Step 8 Leverage Relationships People Buy from People They Like Contact, meet with, follow‐up and ping targets
Step 8 Leverage Relationships People Buy from People They Like Contact, meet with, follow‐up and ping targets Leverage existing relationships for connections
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)
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
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)
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
Step 9 Influence the Scope
Step 9 Influence the Scope
Step 9 Influence the Scope If You Didn’t Influence the Scope – Your Competition Did.
Step 9 Influence the Scope
Step 9 Influence the Scope Get Familiar with Their Procurement Process
Step 9 Influence the Scope Get Familiar with Their Procurement Process Insert Yourself as the Expert
Step 9 Influence the Scope Get Familiar with Their Procurement Process Insert Yourself as the Expert Provide Good Market Information
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)
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
Step 10 Monitor for Opportunities
Step 10 Monitor for Opportunities The Truth About FBO.GOV
Step 10 Monitor for Opportunities The Truth About FBO.GOV What Hits FBO? $25k +
Step 10 Monitor for Opportunities The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5%
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
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
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)
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
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
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
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
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
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
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
Step 10 Monitor for Opportunities
Step 10 Monitor for Opportunities Where is Your Sweet Spot?
Step 10 Monitor for Opportunities Where is Your Sweet Spot? What Agencies Hit Your Sweet Spot?
Step 10 Monitor for Opportunities Where is Your Sweet Spot? What Agencies Hit Your Sweet Spot? Who Within Those Agencies Hit Your Sweet Spot?
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...
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
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
Step 11 Improve Your Positioning
Step 11 Improve Your Positioning POET Analysis
Step 11 Improve Your Positioning POET Analysis Political
Step 11 Improve Your Positioning POET Analysis Political Operational
Step 11 Improve Your Positioning POET Analysis Political Operational Economical
Step 11 Improve Your Positioning POET Analysis Political Operational Economical Technical
Step 11 Improve Your Positioning POET Analysis Political Operational Economical Technical Ask Qualifying Questions
Step 11 Improve Your Positioning POET Analysis Political Operational Economical Technical Ask Qualifying Questions Ask for Formal Debriefs
Step 12 WIN
Step 12 WIN Do This Right And...
Step 12 WIN Do This Right And... Capture Wins
Step 12 WIN Do This Right And... Capture Wins Develop Past Performance
Step 12 WIN Do This Right And... Capture Wins Develop Past Performance Infiltrate the Agency from the Inside
Step 12 WIN Do This Right And... Capture Wins Develop Past Performance Infiltrate the Agency from the Inside Watch for what’s Coming Next
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
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
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
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
What Can You Do Right Now???
Are You In?
Are You In? Have You Started?
Are You In? Have You Started? (If Not, You Are 4 Months Behind...)
Step 1 Get Smart Identify Your Market Identify Your Competition Identify Key Contacts The Who that Matters to You
Identifying Your Market
Identifying Your Market
Identifying Your Market
Identifying Your Market
Identifying Your Market Sorry... You can’t have this market.
Identifying Your Market Sorry... You can’t have this market. Stacked with $Billion Corps
Identifying Your Market Sorry... You can’t have this market. Stacked with $Billion Corps Formidable Competition
Identifying Your Market Sorry... You can’t have this market. Stacked with $Billion Corps Formidable Competition Deep and Wide Relationships
Identifying Your Market So Where is MY Sweet Spot???
Identifying Your Sweet Spot
Identifying Your Sweet Spot
Identifying Your Sweet Spot
Identifying Your Sweet Spot
Identifying Your Sweet Spot Getting Closer???
Identifying Your Sweet Spot
Identifying Your Sweet Spot
Identifying Your Sweet Spot
Identifying Your Sweet Spot
Identifying Your Sweet Spot
Identifying Your Sweet Spot
Identifying Your Sweet Spot AVG: $33,970 AVG: $15,329
Identifying Your Sweet Spot Have you heard of these folks? No?
Identifying Your Sweet Spot Well they just booked 324 federal contracts and put $8.2 Million In the bank.
Identifying Your Sweet Spot Well they just booked 324 federal contracts and put $8.2 Million In the bank. (Your Tax Dollars At Work)
Identifying Your Sweet Spot Agencies that fit your sweet spot...
Identifying Your Sweet Spot
Identifying Your Sweet Spot
Identifying Your Sweet Spot 24 Agencies Over $100M
Identifying Your Sweet Spot 24 Agencies Over $100M 70 Agencies Over $10M
Identifying Your Sweet Spot 24 Agencies Over $100M 70 Agencies Over $10M 118 Agencies Over $1M
Identifying Your Sweet Spot What About the Competition?
Are You With Me? This Will Blow Your Mind
Number of Competitors
Number of Competitors
Number of Competitors $7.75B 82%
Number of Competitors $7.75B 82%
Number of Competitors $7.75B 82% 36,580 84%
Where Are They???
Where Are They??? Don’t Hit FBO
Where Are They??? Don’t Hit FBO Don’t Hit GSA eBuy
Where Are They??? Don’t Hit FBO Don’t Hit GSA eBuy Not Bought on GSA Advantage
Where Are They??? Don’t Hit FBO Don’t Hit GSA eBuy Not Bought on GSA Advantage Not Publically Made Available
Where Are They??? Under the Radar Winnable Business is NOT Opportunity Driven
People Buy from People they Like You Job: Find them and get them to like you.
Who Are They? The WHO that Matters to YOU.
Who Are They? The WHO that Matters to YOU.
The Who that Matters to YOU...
The Who that Matters to YOU...
The Who that Matters to YOU...
What About This... Your Competition’s Best Customers?
What Would You Do If you Knew... ...
What Would You Do If you Knew...
What Would You Do If you Knew...
What Would You Do If you Knew...
What Would You Do If you Knew...
What Would You Do if You Knew? The WHO that Matters to YOU
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
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
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
Questions??? Chat Make sure your Audio PIN is Entered so We can unmute you
GSA Webinar Special Federal Marketing Essentials Step 1
GSA Webinar Special Federal Marketing Essentials Key Contacts who BUY your stuff Step 1
GSA Webinar Special Federal Marketing Essentials Key Contacts who BUY your stuff Your Competitors Contacts Step 1
GSA Webinar Special Federal Marketing Essentials Key Contacts who BUY your stuff Your Competitors Contacts Under the Radar Contracts Step 1
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
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
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
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
isiFederal
isiFederal
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.”
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
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
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
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
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
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
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
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”
$390+ Billion in the next 252 Days
$890+ Billion in the next 617 Days
Get In! Get Moving! Start Winning!
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.”
GSA Schedule Development http://www.gsaproposal.com Fast Track Your GSA Submission 100% Success Track Record GSAproposal.com jamey@gsaproposal.com 937-602-8930
If you are not willing to invest the appropriate time and resources...
If you are not willing to invest the appropriate time and resources...
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
If you are willing to invest the appropriate time and resources
If you are willing to invest the appropriate time and resources Let’s Go!
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
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
The Numbers That Matters Most... 252 Days Until September 30, 2014
The Numbers That Matters Most... 617 Days Until September 30, 2015
GSA Schedule Development http://www.gsaproposal.com Fast Track Your GSA Submission 100% Success Track Record GSAproposal.com jamey@gsaproposal.com 937-602-8930
Understands Government Level 3 Compliance Large Ticket Rates Below 1.5% Lower Fees Across the Board
Next Webinar February 18, 2014 11AM EST GSA By the Numbers Where are the “Under The Radar Contracts”?
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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"Driving GSA Sales" Webinar Slides (January 2014)

  • 1.
  • 3.
  • 4. Jamey Zell Director of Sales and Marketing
  • 5. Pete Chesner Managing Director McQuade Consulting Healthcare Reform Employee Benefits
  • 6. The Numbers That Matters Most... 252
  • 7. The Numbers That Matters Most... 617
  • 10. Questions??? Chat Enter Audio Pin so We can unmute you
  • 11. Driving GSA Sales Webinar Series
  • 12. Driving GSA Sales Webinar Series GSA Schedule Holders
  • 13. Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success
  • 14. Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success Gaining Exposure
  • 15. Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success Gaining Exposure Insider Information
  • 16. Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success Gaining Exposure Insider Information Access to Resources
  • 17. About the Sponsors isiFederal- Business Development Specialists. We bridge the gap for small businesses so they can compete for Federal Opportunities.
  • 18. About the Sponsors isiFederal- Business Development Specialists. We bridge the gap for small businesses so they can compete for Federal Opportunities. Intelligence
  • 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
  • 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
  • 21. 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
  • 22. 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
  • 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
  • 24. 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
  • 25. 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.
  • 26. Understands Government Level 3 Compliance Large Ticket Rates Below 1.5% Lower Fees Across the Board
  • 28. Pete Chesner Managing Director McQuade Consulting Healthcare Reform Employee Benefits
  • 29. 1) How Benefits affect your competitive bids 2) ACA’s affect on Cash Benefits 3) Are Government Contractors Exempt from ACA?
  • 30. Why Are We Here Today?
  • 31. This webinar would be the best I have ever attended if...
  • 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
  • 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
  • 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
  • 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
  • 36. 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
  • 37. 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...
  • 39. The Numbers That Matters Most... 252 & 617
  • 40. The Numbers That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries
  • 41. The Numbers That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries
  • 42. The Numbers That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries
  • 43. The Numbers That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries
  • 44. The Numbers That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries
  • 45. The Numbers That Matters Most... 202 Contracts Spike 200-800% in Almost ALL Industries
  • 46. The Enormous Federal Market...
  • 47. The Enormous Federal Market...
  • 48. The Enormous Federal Market... $500 Billion
  • 49. The Enormous Federal Market... $500 Billion 2.5 Million Contracts
  • 50. The Enormous Federal Market... $500 Billion 2.5 Million Contracts 23% Set Aside for Small Business
  • 51. The Enormous Federal Market... $500 Billion 2.5 Million Contracts 23% Set Aside for Small Business Feds Buy Everything
  • 52. The Enormous Federal Market... $500 Billion 2.5 Million Contracts 23% Set Aside for Small Business Feds Buy Everything Local, Regional, National, International
  • 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
  • 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
  • 55. 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
  • 56. 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
  • 57. Does the Government Buy What You Sell?
  • 58. Does the Government Buy What You Sell? Yes
  • 59. How Come It Is So Darn Hard???
  • 60. This is Typical for GSA Schedule Holders...
  • 61. 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
  • 62. 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
  • 63. Why?
  • 64. Why? GSA Schedules DO NOT Make Money Fall From the Sky
  • 65. Why? GSA Schedules DO NOT Make Money Fall From the Sky YOU GOTTA GO GET IT!!!
  • 67. What’s in the Way? Most Entrepreneurs:
  • 68. What’s in the Way? Most Entrepreneurs: Apply arbitrary timelines
  • 69. What’s in the Way? Most Entrepreneurs: Apply arbitrary timelines Apply arbitrary $ (or don’t budget at all)
  • 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
  • 71. 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
  • 72. 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
  • 74. What’s in the Way? Federal government is wired against newcomers
  • 75. What’s in the Way? Federal government is wired against newcomers It’s complicated
  • 76. What’s in the Way? Federal government is wired against newcomers It’s complicated Different kind of market
  • 77. What’s in the Way? Federal government is wired against newcomers It’s complicated Different kind of market System is counterintuitive
  • 78. What’s in the Way? Federal government is wired against newcomers It’s complicated Different kind of market System is counterintuitive SBA
  • 79. What’s in the Way? Federal government is wired against newcomers It’s complicated Different kind of market System is counterintuitive SBA OSDBU
  • 80. 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
  • 81. What’s in the Way? That leaves 1.2% of the total market for your products and services
  • 82. What’s in the Way? That leaves 1.2% of the total market for your products and services Default:
  • 83. What’s in the Way? That leaves 1.2% of the total market for your products and services Default: Price
  • 85. Cold Hard Truth Federal Business Development: Is hard work Takes a long time Is expensive
  • 86. FACT
  • 87. FACT If It Were Fast Easy and Cheap, Everyone Could Do It
  • 88. FACT If It Were Fast Easy and Cheap, Everyone Could Do It 80% Will Fail
  • 89. FACT If It Were Fast Easy and Cheap, Everyone Could Do It 80% Will Fail Most Willingly
  • 90. Is It Worth It?
  • 91. Let’s Talk About the RISK
  • 92. “Risk comes from not knowing what you're doing.”
  • 93. “Risk comes from not knowing what you're doing.” Warren Buffet
  • 94. Excerpts from New Book: 12 Steps to Winning Federal Business
  • 95. 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
  • 96. Key Decision Clusters Your Project Ed (PM) Don (CO) Jill (COTR) • Different Roles • Different Needs • Different Buying Motives • Different Reasons for Making Decisions
  • 97. 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
  • 98. 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
  • 99. 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
  • 100. 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
  • 101. 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
  • 102. 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
  • 105. Critical Points Make it EASY • Have your contact and contract information easy to find on your capabilities.
  • 106. Critical Points Make it EASY • Have your contact and contract information easy to find on your capabilities. • Have the vehicle they like to use.
  • 107. 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.
  • 110. Critical Points Appreciate them! • Be aware of stereotypes
  • 111. Critical Points Appreciate them! • Be aware of stereotypes • Reframe what you believe about federal employees
  • 112. Excerpts from New Book: 12 Steps to Winning Federal Business (Steps 7-12)
  • 113. Step 7 Learn How To Win
  • 114. Step 7 Learn How To Win Become Relevant
  • 115. Step 7 Learn How To Win Become Relevant Executive & Procurement Briefings
  • 116. Step 7 Learn How To Win Become Relevant Executive & Procurement Briefings Stay Relevant
  • 117. Step 7 Learn How To Win Become Relevant Executive & Procurement Briefings Stay Relevant Be Responsive
  • 118. Step 7 Learn How To Win Become Relevant Executive & Procurement Briefings Stay Relevant Be Responsive Ask For Formal Debriefs
  • 119. 7 Ways to Stay Relevant
  • 120. 7 Ways to Stay Relevant Updated Capabilities Statement
  • 121. 7 Ways to Stay Relevant Updated Capabilities Statement New Contract Vehicles New certifications
  • 122. 7 Ways to Stay Relevant Updated Capabilities Statement New Contract Vehicles New certifications New Product Offerings
  • 123. 7 Ways to Stay Relevant Updated Capabilities Statement New Contract Vehicles New certifications New Product Offerings Contract Wins
  • 124. 7 Ways to Stay Relevant Updated Capabilities Statement New Contract Vehicles New certifications New Product Offerings Contract Wins Personal Interest
  • 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
  • 126. 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
  • 127. 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
  • 129. Step 8 Leverage Relationships People Buy from People They Like
  • 130. Step 8 Leverage Relationships People Buy from People They Like Contact, meet with, follow‐up and ping targets
  • 131. Step 8 Leverage Relationships People Buy from People They Like Contact, meet with, follow‐up and ping targets Leverage existing relationships for connections
  • 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)
  • 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
  • 134. 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)
  • 135. 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
  • 138. Step 9 Influence the Scope If You Didn’t Influence the Scope – Your Competition Did.
  • 140. Step 9 Influence the Scope Get Familiar with Their Procurement Process
  • 141. Step 9 Influence the Scope Get Familiar with Their Procurement Process Insert Yourself as the Expert
  • 142. Step 9 Influence the Scope Get Familiar with Their Procurement Process Insert Yourself as the Expert Provide Good Market Information
  • 143. 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)
  • 144. 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
  • 145. Step 10 Monitor for Opportunities
  • 146. Step 10 Monitor for Opportunities The Truth About FBO.GOV
  • 147. Step 10 Monitor for Opportunities The Truth About FBO.GOV What Hits FBO? $25k +
  • 148. Step 10 Monitor for Opportunities The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5%
  • 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
  • 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
  • 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)
  • 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
  • 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
  • 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
  • 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
  • 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
  • 157. 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
  • 158. 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
  • 159. Step 10 Monitor for Opportunities
  • 160. Step 10 Monitor for Opportunities Where is Your Sweet Spot?
  • 161. Step 10 Monitor for Opportunities Where is Your Sweet Spot? What Agencies Hit Your Sweet Spot?
  • 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?
  • 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...
  • 164. 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
  • 165. 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
  • 166. Step 11 Improve Your Positioning
  • 167. Step 11 Improve Your Positioning POET Analysis
  • 168. Step 11 Improve Your Positioning POET Analysis Political
  • 169. Step 11 Improve Your Positioning POET Analysis Political Operational
  • 170. Step 11 Improve Your Positioning POET Analysis Political Operational Economical
  • 171. Step 11 Improve Your Positioning POET Analysis Political Operational Economical Technical
  • 172. Step 11 Improve Your Positioning POET Analysis Political Operational Economical Technical Ask Qualifying Questions
  • 173. Step 11 Improve Your Positioning POET Analysis Political Operational Economical Technical Ask Qualifying Questions Ask for Formal Debriefs
  • 175. Step 12 WIN Do This Right And...
  • 176. Step 12 WIN Do This Right And... Capture Wins
  • 177. Step 12 WIN Do This Right And... Capture Wins Develop Past Performance
  • 178. Step 12 WIN Do This Right And... Capture Wins Develop Past Performance Infiltrate the Agency from the Inside
  • 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
  • 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
  • 181. 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
  • 182. 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
  • 183. 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
  • 184. What Can You Do Right Now???
  • 186. Are You In? Have You Started?
  • 187. Are You In? Have You Started? (If Not, You Are 4 Months Behind...)
  • 188. Step 1 Get Smart Identify Your Market Identify Your Competition Identify Key Contacts The Who that Matters to You
  • 193. Identifying Your Market Sorry... You can’t have this market.
  • 194. Identifying Your Market Sorry... You can’t have this market. Stacked with $Billion Corps
  • 195. Identifying Your Market Sorry... You can’t have this market. Stacked with $Billion Corps Formidable Competition
  • 196. Identifying Your Market Sorry... You can’t have this market. Stacked with $Billion Corps Formidable Competition Deep and Wide Relationships
  • 197. Identifying Your Market So Where is MY Sweet Spot???
  • 202. Identifying Your Sweet Spot Getting Closer???
  • 209. Identifying Your Sweet Spot AVG: $33,970 AVG: $15,329
  • 210. Identifying Your Sweet Spot Have you heard of these folks? No?
  • 211. Identifying Your Sweet Spot Well they just booked 324 federal contracts and put $8.2 Million In the bank.
  • 212. Identifying Your Sweet Spot Well they just booked 324 federal contracts and put $8.2 Million In the bank. (Your Tax Dollars At Work)
  • 213. Identifying Your Sweet Spot Agencies that fit your sweet spot...
  • 216. Identifying Your Sweet Spot 24 Agencies Over $100M
  • 217. Identifying Your Sweet Spot 24 Agencies Over $100M 70 Agencies Over $10M
  • 218. Identifying Your Sweet Spot 24 Agencies Over $100M 70 Agencies Over $10M 118 Agencies Over $1M
  • 219. Identifying Your Sweet Spot What About the Competition?
  • 220. Are You With Me? This Will Blow Your Mind
  • 228. Where Are They??? Don’t Hit FBO Don’t Hit GSA eBuy
  • 229. Where Are They??? Don’t Hit FBO Don’t Hit GSA eBuy Not Bought on GSA Advantage
  • 230. Where Are They??? Don’t Hit FBO Don’t Hit GSA eBuy Not Bought on GSA Advantage Not Publically Made Available
  • 231. Where Are They??? Under the Radar Winnable Business is NOT Opportunity Driven
  • 232. People Buy from People they Like You Job: Find them and get them to like you.
  • 233. Who Are They? The WHO that Matters to YOU.
  • 234. Who Are They? The WHO that Matters to YOU.
  • 235. The Who that Matters to YOU...
  • 236. The Who that Matters to YOU...
  • 237. The Who that Matters to YOU...
  • 238. What About This... Your Competition’s Best Customers?
  • 239. What Would You Do If you Knew... ...
  • 240. What Would You Do If you Knew...
  • 241. What Would You Do If you Knew...
  • 242. What Would You Do If you Knew...
  • 243. What Would You Do If you Knew...
  • 244. What Would You Do if You Knew? The WHO that Matters to YOU
  • 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
  • 246. 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
  • 247. 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
  • 248. Questions??? Chat Make sure your Audio PIN is Entered so We can unmute you
  • 249. GSA Webinar Special Federal Marketing Essentials Step 1
  • 250. GSA Webinar Special Federal Marketing Essentials Key Contacts who BUY your stuff Step 1
  • 251. GSA Webinar Special Federal Marketing Essentials Key Contacts who BUY your stuff Your Competitors Contacts Step 1
  • 252. GSA Webinar Special Federal Marketing Essentials Key Contacts who BUY your stuff Your Competitors Contacts Under the Radar Contracts Step 1
  • 253. 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
  • 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 Step 1
  • 255. 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
  • 256. 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
  • 259. 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.”
  • 260. 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
  • 261. 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
  • 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. 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
  • 264. 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
  • 265. 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
  • 266. 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
  • 267. 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”
  • 268. $390+ Billion in the next 252 Days
  • 269. $890+ Billion in the next 617 Days
  • 271. 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.”
  • 272. GSA Schedule Development http://www.gsaproposal.com Fast Track Your GSA Submission 100% Success Track Record GSAproposal.com jamey@gsaproposal.com 937-602-8930
  • 273. If you are not willing to invest the appropriate time and resources...
  • 274. If you are not willing to invest the appropriate time and resources...
  • 275. 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
  • 276. If you are willing to invest the appropriate time and resources
  • 277. If you are willing to invest the appropriate time and resources Let’s Go!
  • 278. 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
  • 279. 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
  • 280. The Numbers That Matters Most... 252 Days Until September 30, 2014
  • 281. The Numbers That Matters Most... 617 Days Until September 30, 2015
  • 282. GSA Schedule Development http://www.gsaproposal.com Fast Track Your GSA Submission 100% Success Track Record GSAproposal.com jamey@gsaproposal.com 937-602-8930
  • 283. Understands Government Level 3 Compliance Large Ticket Rates Below 1.5% Lower Fees Across the Board
  • 284. Next Webinar February 18, 2014 11AM EST GSA By the Numbers Where are the “Under The Radar Contracts”?
  • 285.
  • 286.
  • 287. 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