Are You Ready for Prime Time? 1. Are You Ready for Prime Time? 2 Jim Randle Prime Contractor...

Are You Ready for Prime Time? 1

Are You Ready for Prime Time? 2 Jim Randle Prime Contractor Supplier Diversity Specialist Veteran Advocate, Small Business Coach Email: [email protected] (O)817-776-5489 (M)817-559-0010 Website: http://www.uta.edu/crosstimbers

Cross Timbers Procurement Center 3

Cross Timbers Procurement Center Who We Are, What We Do, How We Do It! Who We Are: One of 98 Procurement Technical Assistance Centers 300 locations, one of 9 PTACS in Texas Affiliated with the University of Texas at Arlington Provide services to 61 counties in North Texas 4

Cross Timbers Procurement Center Who We Are, What We Do, How We Do It! What We Do: Help all kinds of businesses Sell to federal, state and local governments Sell to government prime contractors Develop & sustain Supplier Diversity Programs 5

Cross Timbers Procurement Center Who We Are, What We Do, How We Do It! What We Do: 6 Bridge the Gap from where you are To where you want to be!

Cross Timbers Procurement Center How We Do It! How Do We Help? One-On-One Counseling, No Cost How to sell to the government and to the primes Sponsor Outreach Events 7

8 SAVE THE DATE: August 6, 2014 18 th Annual 2014 Government Procurement Conference When: Wednesday, August 6, 2014 Where: Arlington Convention Center Theme: "Understanding the Process" Hundreds of Networking Opportunities with your top prospects! Learn more about the PROCESS of selling to the government and to their prime contractors!

Cross Timbers Procurement Center How We Do It! How Do We Help? Help with your SAM registration, other Certifications Help you develop Capability Statements Mentor-Protg Programs Federal Market Research Reports Help with Bids and Proposals Strategic Planning Bid-Match service Business Improvement Teaming Contract Compliance 9

Cross Timbers Procurement Center How We Do It! Workshops: Government Contracting Winning Awards from Government Prime Contractors Joint Ventures and Teaming Arrangements How to create a Robust Capability Statement Federal Mentor Protg Programs Bid Matching How to Find Opportunities within the Government Deal or No Deal How to Get the Results You Want from a Trade Show Technical Proposals Marketing Plan \Certifications Understanding Codes: NAICS (Products & Services), FSC (Products) and PSC (Services) Capability Briefings 10

Cross Timbers Procurement Center How We Do It How Were Funded: Generous Donations from: Large Business Small Business SBA Non-Profits Matching Funds from: The Defense Logistics Agency through a Cost sharing agreement between the University of Texas at Arlington and the Department of Defense 11

Jim Randle Senior management professional with over 43 years of experience in corporate, entrepreneurial and educational environments Worked for Lockheed Martin for 23 years in Supplier Diversity Jim is an Insider and will tell you everything he knows Knows the buyers engineers, end users and what they are looking for Counsels customers how to sell to government prime contractors Works with primes to help them achieve small business goals Relevant Assignments: Prime Contractor Supplier Diversity Specialist, Veteran Advocate Education and Training: BS degree, Marketing Management, University of Alabama Master of Education, Educational Administration, West Georgia Education Specialist degree, Georgia State University Georgia Teacher Certification, University of Georgia Various Lockheed Martin corporate management training courses Cross Timbers Procurement Center Website: http://www.uta.edu/crosstimbers 43 years of experience in: Selling to the Primes Small Business Coaching Capability Statements Certifications Business Development Business Improvement Supplier Diversity Program Management Small Business Plans Strategic Planning Capability Briefings Mentor-Protg Programs Education and Training

Gregory James, Program Director Government Contracting, Teaming, Joint Ventures Federal Marketing Research, Marketing Plans (O) 817-272-5978 Email: [email protected] Natalie Burden, Administrative Assistant (O) 817- 272-0543 Email: [email protected] Roger Flores, Procurement Counselor Government Contracting, Bid-Match Specialist (O) 469-682-9020 Email: [email protected] Henry Vinson, Procurement Counselor Government Contracting, Construction Specialist Technical Proposals, SAM Specialist (O) 214-682-2945 Email: [email protected] Jim Randle, Prime Contractor Supplier Diversity Specialist Veteran Advocate, Small Business Coach Selling to Prime Contractors, Capability Statements Supplier Diversity Program Management (O) 817-776-5489 Email: [email protected] The Cross Timbers Team Cross Timbers Procurement Center Website: http://www.uta.edu/crosstimbers

Cross Timbers Procurement Center Need Our Help? 14 Go to our website http://www.uta.edu/crosstimbers http://www.uta.edu/crosstimbers Click on Request Our ServicesRequest Our Services Tell us how we can help you!

Cross Timbers Procurement Center Need Our Help? 15

Cross Timbers Procurement Center 16 We know that you Hit the Ground Running Every Day Our job is to make sure your are Running in the Right Direction

17 Federal, State, Local Governments

18 Federal Government Primes

Aastra IntecomEricsson Inc.Oak Farms Dairy Abscoa, Inc.FACSERVICES INCORPORATEDOil States Industries Adecco Employment ServicesFirst Support Services, Inc.Parker Hannifin Corporation Alcatel North AmericaFresse & Nichols, Inc.Parkhill Smith & Cooper, Inc. Alcon Laboratories, Inc.Galderma Laboratories L.P.Practitioners Publishing Company Alon USA, LPGeneral DynamicsProfessional Development Institute American AirlinesGeo-Marine, Inc.Raytheon American Eurocopter CorporationGilbert Southern CorporationSafety Kleen Systems Inc. Austin Commercial Contractors, LPGUYCO, Inc.Siemens Logistics & Assembly Systems, Inc. Aviall Services, Inc.Halff Associates, Inc.Southwest Airlines AVW Telav IncorporatedHealthcare Service CorporationTAC Americas Bell Aerospace Services, IncHealthpoint, Ltd.Technical Diagnostic Services, Inc. Bell Helicopter Textron Inc.Huitt-Zollars, Inc.Templeton Construction Company Brandywine Realty TrustIEXTESCO BWXTJones Bros Dirt & Pavnig Contractors Inc.Tetra Tech EM Inc. CAE SimuFlite Training International, Inc.Jordan BE&K Federal Group LLCTexas A&M Carter & Burgess, Inc.Kalyn/Siebert LPTexas Agricultural Experiment Station Centreport Properties, Inc.KowakakiTexas Tech University CF Jordan, L.P.L3 CommunicationsTrailblazer Health Enterprises, LLC CompUSA, Inc.Lerch, Bates, & AssociatesTriQuint Semiconductor Texas LP Computer Sciences Corporation (CSC)Litton Electo-Optical SystemsTurbomeca USA Crescent Fountain Place LPLockheed Martin Aeronautics CompanyUnicco Government Services, Inc. Crescent Real Estate Equities, Ltd.Lockheed Martin Missiles and Fire ControlUniversity of North Texas, Health Science Center DRS Infrared Technologies L.P.Lockwood Andrews & Newnam Inc.University of Texas, Southwestern Medical DRS Unmanned TechnologiesM.A. Block Investments Co.Utech, Inc. dba BMS Catastrophe, Inc. DynCorp International LLCMasterfoods USA, WacoVertex RSI EADS Telecom North AmericaMatheson Tri GasVought Aircraft Industries, Inc. EFW, Inc.MW Builders of Texas, Inc.Walton Construction Company LLC Emerson Construction Company, Inc.NEC America, Inc.Xcel Energy Entrust LimitedNorthrop GrummanZachry Construction Company These Primes Are in Your Backyard

Aastra IntecomEricsson Inc.Oak Farms Dairy Abscoa, Inc.FACSERVICES INCORPORATEDOil States Industries Adecco Employment ServicesFirst Support Services, Inc.Parker Hannifin Corporation Alcatel North AmericaFresse & Nichols, Inc.Parkhill Smith & Cooper, Inc. Alcon Laboratories, Inc.Galderma Laboratories L.P.Practitioners Publishing Company Alon USA, LPGeneral DynamicsProfessional Development Institute American AirlinesGeo-Marine, Inc.Raytheon American Eurocopter CorporationGilbert Southern CorporationSafety Kleen Systems Inc. Austin Commercial Contractors, LPGUYCO, Inc.Siemens Logistics & Assembly Systems, Inc. Aviall Services, Inc.Halff Associates, Inc.Southwest Airlines AVW Telav IncorporatedHealthcare Service CorporationTAC Americas Bell Aerospace Services, IncHealthpoint, Ltd.Technical Diagnostic Services, Inc. Bell Helicopter Textron Inc.Huitt-Zollars, Inc.Templeton Construction Company Brandywine Realty TrustIEXTESCO BWXTJones Bros Dirt & Pavnig Contractors Inc.Tetra Tech EM Inc. CAE SimuFlite Training International, Inc.Jordan BE&K Federal Group LLCTexas A&M Carter & Burgess, Inc.Kalyn/Siebert LPTexas Agricultural Experiment Station Centreport Properties, Inc.KowakakiTexas Tech University CF Jordan, L.P.L3 CommunicationsTrailblazer Health Enterprises, LLC CompUSA, Inc.Lerch, Bates, & AssociatesTriQuint Semiconductor Texas LP Computer Sciences Corporation (CSC)Litton Electo-Optical SystemsTurbomeca USA Crescent Fountain Place LPLockheed Martin Aeronautics CompanyUnicco Government Services, Inc. Crescent Real Estate Equities, Ltd.Lockheed Martin Missiles and Fire ControlUniversity of North Texas, Health Science Center DRS Infrared Technologies L.P.Lockwood Andrews & Newnam Inc.University of Texas, Southwestern Medical DRS Unmanned TechnologiesM.A. Block Investments Co.Utech, Inc. dba BMS Catastrophe, Inc. DynCorp International LLCMasterfoods USA, WacoVertex RSI EADS Telecom North AmericaMatheson Tri GasVought Aircraft Industries, Inc. EFW, Inc.MW Builders of Texas, Inc.Walton Construction Company LLC Emerson Construction Company, Inc.NEC America, Inc.Xcel Energy Entrust LimitedNorthrop GrummanZachry Construction Company These Primes Are in Your Backyard THE LIST

Veterans? Page 21 21

Longevity Start-Up Less than 2 Years 2-5 Years 6-10 Years 11-15 Years 15+ 22

Small Business Classifications SB, SDB, WOSB, EDWOSB, SBA Certified HUBZone, VOSB, SDVOSB 23

+ Experience With Primes? 24

25 + Experience & Success With Primes?

Winning Awards From Government Prime Contractors 3 Hour Workshop Are You Ready for Prime Time? Overview

Are You Ready for Prime Time? Overview

Ask Questions Anytime!

WARNING!

How Do I Get My Foot in the Door? How to Get Your Foot in the Door . with your toes still attached! 30

How Do I Get My Foot in the Door? X 32

Prepare Pursue 33 THE KEYS:

Prepare Pursue 34 THE WRONG WAY:

Agenda 35 Keys, Imperatives, Facts, Rules The Process: 21 Steps OTools Theorem

How Do I Get My Foot in the Door? Workshop Objectives 36 1.ROADMAP 2.ACTION PLAN

Prepare Process Plan Passion Professional 37 Successfully Selling to the Primes Requires .. Pursue Positive Proactive Persistence Patience

Small Business Coach Page 38 38

21 Steps to Prime Time Your Roadmap & Action Plan 39

How Do I Get My Foot in the Door? RIGHT PERSON! RIGHT PLACE! RIGHT TIME! RIGHT STUFF! To Sell to the Primes You Have to Get to 40

How Do I Get My Foot in the Door? It is a Process a 21 Step Process 41

Facts: MAY You MAY Encounter a ROADBLOCK Step-By-Step Guide to Work Through Roadblocks 42

How Do I Get My Foot in the Door? Government Prime Contractors All Have . Small Business Goals Veteran and SDVOSB Goals SDB, WOSB, EDWOSB, HubZone Goals Audit Review! Great News! 43

How Do I Get My Foot in the Door? Supplier Diversity Program Ratings Outstanding Highly Successful Satisfactory Marginal Unsatisfactory Audit Review! Their Rating Can Affect Future Business 44

How Do I Get My Foot in the Door? BUT . The Last Thing You Want to Say is .. I am a WOMAM-OWNED BUSINESS and I can help you make your goals! Make You Case on: Quality, Service, Delivery, Performance, Track Record, Best Value Not Your Business Classification! 45

How Do I Get My Foot in the Door? You Have To . Get to the Right People At the Right Time Timing is Everything 46

How Do I Get My Foot in the Door? Government Prime Contractors All Have . Small Business Liaison Officers (SBLOs) or Supplier Diversity Professionals or Small Business Specialists and .. They Are Looking for You! More Great News! 47

How Do I Get My Foot in the Door? and You Must Have the Right Stuff Answer the question . Why You? Show how you are Uniquely Different Convince them that you are No Risk Discuss your Opportunity Fit Offer Solutions 48

How Do I Get My Foot in the Door? How to Get Your Foot in the Door? 5 Imperatives! 1. Preparation 2. Passion 3. Execution 4. Persistence 5. Patience 49

How Do I Get My Foot in the Door? FACTS: Understand that Selling to the Primes is a PROCESS! Its Not ! To WIN your opportunity, you must TAKE IT AWAY DIFFERENTIATE your business from your Competitors Must do it BETTER,FASTER, SMARTER Must be the BEST VALUE supplier 50

How Do I Get My Foot in the Door? FACTS: To Sell to the Primes You Must Get On Their Radar Screen and STAY THERE! 51

How Do I Get My Foot in the Door? SECRETS: How Do I Get On Their RADAR SCREEN? 52

How Do I Get My Foot in the Door? SECRETS: 1.Know the PROCESS 2.Know your PRODUCT 3.Know your PROSPECT BETTER than they know themselves -Know Their RULES of ENGAGEMENT -Know WHAT THEY ARE LOOKING FOR in a Supplier -Have the RIGHT STUFF 4.PAST PERFORMANCE 5.PERFORM 53

How Do I Get My Foot in the Door? 5 MORE: 1.Do Everything Right, in THE RIGHT ORDER 2.FOLLOW DIRECTIONS to the letter 3.LISTEN more than you talk 4.Be PERSISTENT, NOT a pest 5.Be ALL-IN 54

55 PREPARATIONPREPARATION CONTACTCONTACT READY! 12 Steps AIM! 6 Steps FIRE! MAKE CONTACT 3 Steps Step-By-Step Guide MAKE CONTACT FIRST? FATAL MISTAKE

$tep-By-$tep Guide READY! 1.Dont Go It Alone 2.SB Class, NAICS, DUNS, CAGE, SAM, SBA DSBS 3.Evaluate Your Website 4.Know Your Company 5.Know Your Team 6.Know Your Customers 7.Know Your Competitors 8.Manage Supply Chain 9.Identify & Mitigate their Worst Fear 10.Review, Update Business Cards 11.Develop & Practice your Elevator Pitch 12.Capability Statement AIM! 1.Evaluate your Marketing Materials 2.Network; Join Organizations 3.Strategic Growth Plan, Marketing Plan, 4.Identify 5-10 Key Prospects 5.Do Your Research 6.Identify Key Prospects SBLOs FIRE! 1.Develop & Execute Email & Telephone Campaign that .. Will Get Results! 2.Develop & Present a Knock Their Socks Off Capability Briefing! 3.You Are Asked to Respond to an RFQ. Develop a Proposal That Will .. Win the Business! PREPARATIONPREPARATION CONTACTCONTACT Bingo! Double Bingo! Next Steps 21 STEPS TO PRIME TIME The Process, Roadmap & Action Plan

$tep-By-$tep Guide READY! 1.Dont Go It Alone 2.SB Class, NAICS, DUNS, CAGE, SAM, SBA DSBS 3.Evaluate Your Website 4.Know Your Company 5.Know Your Team 6.Know Your Customers 7.Know Your Competitors 8.Manage Supply Chain 9.Identify & Mitigate their Worst Fear 10.Review, Update Business Cards 11.Develop & Practice your Elevator Pitch 12.Capability Statement AIM! 1.Evaluate your Marketing Materials 2.Network; Join Organizations 3.Strategic Growth Plan, Marketing Plan, 4.Identify 5-10 Key Prospects 5.Do Your Research 6.Identify Key Prospects SBLOs PREPARATIONPREPARATION Next Steps 21 STEPS TO PRIME TIME The Process, Roadmap & Action Plan

$tep-By-$tep Guide READY! 1.Dont Go It Alone 2.SB Class, NAICS, DUNS, CAGE, SAM, SBA DSBS 3.Evaluate Your Website 4.Know Your Company 5.Know Your Team 6.Know Your Customers 7.Know Your Competitors 8.Manage Supply Chain 9.Identify & Mitigate their Worst Fear 10.Review, Update Business Cards 11.Develop & Practice your Elevator Pitch 12.Capability Statement PREPARATIONPREPARATION 21 STEPS TO PRIME TIME The Process, Roadmap & Action Plan

READY! 1. Seek help from PTACS and SBDCs, TMAC, SBA, SCORE PREPARATIONPREPARATION READY 1. Dont Do it Alone PTAC Website: aptac-us.org/ 60

PREPARATIONPREPARATION READY 2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS READY! 2. Small Business Classifications Are You a Small Business? Are you a small business? Check SBA website for Size Standards http://www.sba.gov SBA http://www.sba.govSBA 61

PREPARATIONPREPARATION Your NAICS Are Important NAICS Codes: http://www.census.gov/cgi-bin/sssd/naics/naicsrch List a PRIMARY NAICS Code Be sure your NAICS Codes Are Correct DO NOT list too many! Only What You Do UNDER YOUR ROOF! 62 READY! 2. Review NAICS READY 2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS

PREPARATIONPREPARATION SAM Make Sure it is Complete Get a DUNS number SAM System for Award Management https://www.sam.gov To sell to the primes, you Must be registered To sell to the primes, you Must be registered Was Central Contractor Registration (CCR) 63 READY! 2. DUNS, SAM READY 2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS

PREPARATIONPREPARATION Must Be Registered in SAM SAM System for Award Management https://www.sam.gov You DO NOT have to pay to get registered! You DO NOT have to pay to get registered! 64 READY! 2. SAM READY 2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS

PREPARATIONPREPARATION Need Help? Call Us! WORKSHOP: How to Navigate the System for Award Management How to Navigate the System for Award Management - Henry Vinson, Cross Timbers [email protected]@uta.edu 65 READY! 2. SAM READY 2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS

PREPARATIONPREPARATION SBA DSBS A Great Tool to Use Linked to SAM is the SBA Dynamic Small Business Search http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm One tool a prime will use to check you out Keywords to find you Narrow their search: SDVOSB in Texas 66 READY! 2. Review DSBS READY 2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS

PREPARATIONPREPARATION A Busy Buyer Will Go the Next! 67 READY! 2. Review DSBS http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm Table Listing, where the firm or trade name begins with "QMF STEEL AND FABRICATION"; the profile's status is Active; and randomized by original start time of search: 2014-06-17 11:00:22 AM. Data validation took 0.01 seconds. The count and search queries took 8.37 seconds and 8.57 seconds, respectively. No profiles met your search criteria. No more matches READY 2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS

PREPARATIONPREPARATION A Busy Buyer Will Go the Next! 68 READY! 2. Review DSBS http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm READY 2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS

PREPARATIONPREPARATION Send Me an Email and Ask How to Check! 69 READY! 2. How Do I Make Sure This is NOT ME? READY 2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS Table Listing, where the firm or trade name begins with "QMF STEEL AND FABRICATION"; the profile's status is Active; and randomized by original start time of search: 2014-06-17 11:00:22 AM. Data validation took 0.01 seconds. The count and search queries took 8.37 seconds and 8.57 seconds, respectively. No profiles met your search criteria. No more matches

PREPARATIONPREPARATION READY 3. Website Page 70 READY 3.Evaluate Your Website; Ensure Cyber Security I have a Website Guide Professional Website is a Must Professional, User friendly The Right Information Capability Profile, Press Releases Modest, well-designed graphics Clear, crisp message Consistent style and fonts throughout the site CONTACT US Make sure Your CONTACT US is working Look at youre the websites of your Competitors 70

PREPARATIONPREPARATION READY 3. Website & Cyber Security Page 71 READY 3. Evaluate Your Website; Ensure Cyber Security I have a Cyber Security Guide, Ten Cyber Security Tips for Small Business Ask me to send it to you CYBER SECURITY Is your network secure? Cyber Security is on Their Minds 71

PREPARATIONPREPARATION READY 4. Know Your Company Page 72 READY! 4. Know Your Company What Do You Do Best? What Do You Do? What Do You Do Best? Do You Have a Niche? Identify Top 5 Priorities Top 1 of 5 Are they posted and visible? Keep the company Focused 72

READY! 4. Know Your Company SBA Dynamic Small Business Search (DSBS) I have a DSBS Guide Ask me to send it to you! PREPARATIONPREPARATION The First 12 You need to review the Dynamic Small Business Search http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm CHECK YOUR BUSINESS OUT Prime Contractors Will READY 4. Know Your Company 73

READY! 4. Know Your Company Perform a SWOT Analysis PREPARATIONPREPARATION SWOT ANALYSIS STRENGTHS WEAKNESSES I N T E R N A L OPPORTUNITIES THREATS E X T E R N A L POSITIVE NEGATIVE Capitalize on Strengths Mitigate Weaknesses Seize Opportunities Eliminate Threats CRITICALCRITICAL Google SWOT READY 4. Know Your Company - SWOT Analysis 74

READY! 4. Know Your Company Perform a SWOT Analysis PREPARATIONPREPARATION Answer the Question: WHY US? READY 4. Know Your Company - SWOT Analysis 75

READY! 5. Know Your Team Develop a Training Plan PREPARATIONPREPARATION Train Your Team Right! Engage your Team Invest 3% of Payroll in Employee Training Especially Customer Service & Telephone Etiquette Be sure your Team is Focused Their Top 5 Priorities align with Your Top 5 Their Top 1 Priorities should be Posted and Visible READY 5. Know Your Team 76

READY! 6. Know Your Market & Your Customers PREPARATIONPREPARATION The First 12 KNOW YOUR MARKET Market Research Major Customer Groups Your Target Market Identify Potential Customers CRITICALCRITICAL READY 6. Know Your Market & Your Customers 77

READY! 6. Know Your Market & Your Customers PREPARATIONPREPARATION Customer List KNOW YOUR CUSTOMERS Prime contractors want to know who your customers are Your Track Record of Customer Satisfaction You should develop a list of your Top 5-6 Customers CRITICALCRITICAL READY 6. Know Your Market & Your Customers 78

READY! 6. Know Your Market & Your Customers The First 12 KEY CUSTOMER LIST READY 6. Know Your Market & Your Customers 79

READY! 6. Know Your Market & Your Customers PREPARATIONPREPARATION The First 12 Why Do Your Customers Buy From You? CRITICALCRITICAL READY 6. Know Your Market & Your Customers 80

READY! 6. Know Your Market & Your Customers PREPARATIONPREPARATION The First 12 CUSTOMER SATISFACTION SURVEYS? CRITICALCRITICAL READY 6. Do You Know What Your Customers Are Thinking? 81

READY! 6. Know Your Market & Your Customers PREPARATIONPREPARATION The First 12 CUSTOMER SATISFACTION SURVEYS? Have you Lost Customers? What did you do to get the back? CRITICALCRITICAL READY 6. Know Your Market & Your Customers 82

READY! 7. Know Your Competitors, How Are You Different? PREPARATIONPREPARATION To Win You Must Take it Away Your Competitors are selling to your Top Prospects If you want the business you must TAKE IT AWAY How do you do that? READY 7. Know Your Competitors 83

PREPARATIONPREPARATION Get Intel on Your Competitors - DSBS Identify your top 2-4 competitors Look them up in Dynamic Small Business Search Many List Their Customers, Buyer Names GREAT TOOL TO GET INTEL CRITICALCRITICAL READY! 7. Know Your Competitors, How Are You Different? Ask me for my Dynamic Small Business Search Guide READY 7. Know Your Competitors 84

PREPARATIONPREPARATION WHY US? Why You? What is your Competitive Advantage? How are you Different? THE This are THE questions you must answer! CRITICALCRITICAL READY! 7. Know Your Competitors, How Are You Different? You can get valuable information from the Dynamic Small Business Search Guide READY 7. Know Your Competitors 85

READY! 8. Manage Your Supply Chain - Engage PREPARATIONPREPARATION The First 12 You know your company You know your employees You know your market & customers You know your competitors Supply Chain You must Know Your Supply Chain WHY? You Are Joined at the Hip! READY 8. Manage Your Supply Chain 86

READY! 8. Manage Your Supply Chain - ENGAGE PREPARATIONPREPARATION The First 12 Their prices affect your prices You lose business because you are too high? They lose that future business as well Develop close relationships Negotiate, agree on fair prices You Are Joined at the Hip! READY 8. Manage Your Supply Chain 87

PREPARATIONPREPARATION The First 12 READY 9. What is a Buyers Fear? 88

READY! 9. Mitigate RISK PREPARATIONPREPARATION 7 or Craps? RISK, a Prime Contractors Biggest Concern A buyer is ROLLING THE DICE and taking a chance on a new supplier READY 9. Mitigate RISK READY 9. Mitigate Risk 89

READY! 9. Mitigate RISK PREPARATIONPREPARATION Integrity! CRITICALCRITICAL RISK, a Prime Contractors Biggest Concern Begins and Ends with ETHICS & INTEGRITY READY 9. Mitigate Risk 90

READY! 9. Mitigate RISK PREPARATIONPREPARATION How Do You Mitigate Risk? RISK, a Prime Contractors Biggest Concern You Can Do 5 Things to Mitigate RISK! 1.Know Your D&B Rating 2.Develop a Trade References Document 3.Key Customer List - Proven Track Record 4.Create a Succession Plan 5.Develop a Strategic Growth Plan READY 9. Mitigate Risk 91

READY! 10. Evaluate Business Cards I have a Business Card Guide PREPARATIONPREPARATION Do You Have the Right Information? Lay your business card on the table Does it look professional? Does it tell what you do? Does it include your vital information? Small Business Classification? Do you use the back of your card?` READY 10. Business Cards 92

READY! 10. Evaluate Business Cards The First 12 READY 10. Business Cards 93

READY! 11. Develop your Elevator Pitch 6 Rules I have an Elevator Pitch Guide PREPARATIONPREPARATION The First 12 Rule # 1 Assume Short Buildings () Rule # 2 Show the Passion Rule # 3 Define What You Do, Hook () Rule # 4 - How You Can Help Rule # 5 Establish Credibility Rule # 6 - Practice and practice again Rule # 7 - End with an Action READY 11. Elevator Pitch 94

PREPARATIONPREPARATION Rule 1 - One Page READY! 12. Create Capability Profile I have a Capability Profile Guide Rule 2 - 5% Rule 3 Why Us? READY 12. Capability Profile 95

PREPARATIONPREPARATION Do You Have a One Page Capability Statement? We Can Help! READY! 12. Create Capability Profile I have a Capability Profile Guide READY 12. Capability Profile 96

STATEMENT ABOUT YOUR OPPORTUNITY FIT (5%) CUSTOMERS Established: Revenue / Sales: Employees: Shifts: Facilities: Clearances: Duns / Cage: NAICS Codes: Top 3 Classification: Certifications:: SAM / DSBS: Hot Links directly to your profile D&B Number/Rating: Open Ratings Score: Capabilities Competencies Quality, Service, Delivery Price Products & Services Your Niche Quality Certifications Special Equipment Other: Customers: (Hopefully in the same industry as your prospect) Satisfaction: Report Card: Recognition: Testimonials: COMPANY INFORMATION WHY US? What is your Competitive Advantage? How are you Different? How do you Add Value? How are you Better, Faster, Smarter? How are you the Best Value Supplier Follow Us on Facebook, LinkedIn, Twitter or other Social Media Slogan CAPABILITY STATEMENT Contact: (O) 817-776-5489 (M) 817-559-0010 Email: Address: City State Zip (O) (F) Website: Company Name LOGO

Save it to a PDF file See how it looks on your computer Email your capability profile to yourself Print it out in black & white See how it looks on paper Make adjustments Email NOT Snail Mail not a Fax, UPS, Fed X PREPARATIONPREPARATION READY! 12. Create Capability Profile I have a Capability Profile Guide READY 12. Capability Profile Tips Before You Send 100

PREPARATIONPREPARATION READY! 12. Create Capability Profile I have a Capability Profile Guide We Can Help You Develop Your Capability Profile READY 12. Capability Profile Tips Before You Send 101

AIM The Next 6! AIM! 1.Evaluate your Marketing Materials 2.Network; Join Organizations 3.Strategic Growth Plan, Marketing Plan, 4.Identify 5-10 Key Prospects 5.Do Your Research 6.Identify Key Prospects SBLOs PREPARATIONPREPARATION 21 STEPS TO PRIME TIME The Process, Roadmap & Action Plan

AIM! 1. Evaluate Marketing Materials PREPARATIONPREPARATION AIM - The Next 6! Review and Evaluate Brochures Flyers Tri-Folds Logo Post cards Letterheads Advertising Newsletters Press Releases (Ask me for my Press Release Guide) Your Professional Image AIM 1. Evaluate Your Marketing Materials 103

AIM! 1. Evaluate Marketing Materials PREPARATIONPREPARATION AIM - The Next 6! DO YOU HAVE THE RIGHT MARKETING MATERIALS? ARE THEY PROFESSIONAL? Your Professional Image AIM 1. Evaluate Your Marketing Materials 104

105 SAVE THE DATE: August 6, 2014 18 th Annual 2014 Government Procurement Conference When: Wednesday, August 6, 2014 Where: Arlington Convention Center Theme: "Understanding the Process" Hundreds of Networking Opportunities with your top prospects! Learn more about the PROCESS of selling to the government and to their prime contractors!

AIM! 2.Network Join Organizations PREPARATIONPREPARATION Your Network is Your Net Worth! AIM 2. Network 106

AIM! 2.Network Join Organizations PREPARATIONPREPARATION Your Network is Your Net Worth! 2. 3.Organizations 107

AIM! 3.Refine your Marketing Plan & Budget PREPARATIONPREPARATION AIM - The Next 6! Your GPS or map to Success! Your Action Plan to get you from where you are to where you want to be! Do you have a Marketing Plan? Is it in Writing? Do you set Goals? Responsibilities? Identify Roadblocks Do you evaluate where you are at least quarterly? Do you communicate to your Team? We can help you develop a Marketing Plan! AIM 3. Marketing Plan & Budget 108

AIM! 3.Refine your Marketing Plan & Budget PREPARATIONPREPARATION AIM - The Next 6! Do you go to TRADE SHOWS ? AIM 3. Marketing Plan & Budget Deal or No Deal . The Art of Getting the Results You Want from a Trade Show! 109

AIM! 3.Refine your Marketing Plan & Budget PREPARATIONPREPARATION AIM - The Next 6! Do you establish a Marketing Budget? Is your Budget tied to Revenue / Sales? If so, when sales go down, so do your marketing efforts! AIM 3. Marketing Plan & Budget 110

AIM! 4.Develop List of 5-10 Prospects PREPARATIONPREPARATION Have you identified your prospects? SBA Commercial Marketing Representatives Determine your OPPORTUNITY FIT The List! AIM 4. Develop a List o Prospects 111

AIM! 4.Develop List of 5-10 Prospects PREPARATIONPREPARATION CMRs in every SBA District compile a list of primes they audit They are happy to share with you Prime Contractor Names Who they are, what they do, where they are located Website Programs What they buy SBLO name, phone, email address SBA Commercial Marketing Representatives http://www.sba.gov/content/government-contracting-field-staff-directory AIM 4. Prospects Your PTAC can help you get the list from SBA I have a list of 215 North Texas primes 112

AIM! 4.Develop List of 5-10 Prospects PREPARATIONPREPARATION The List! AIM 4. Prospects 114

AIM! 4.Develop List of 5-10 Prospects PREPARATIONPREPARATION Have you identified your prospects? Ask me for THE LIST The List! AIM 4. Prospects 115

AIM! 5.Research, Rules of Engagement PREPARATIONPREPARATION AIM - The Next 6! Develop and refine your HIT List Top 10 Research their websites Get Prepared What are they looking for in a supplier? Do you have the qualities they are looking for? Do you have The Right Stuff? If so .. Determine your Opportunity Fit Download the Contacts List and identify the SBLO Look at their Events Calendar where will they be AIM 5. Develop a List o Prospects 116

AIM! 5.What Are Their Rules of Engagement? PREPARATIONPREPARATION RULES OF ENGAGEMENT Do your Research know all about us, BEFORE CONTACT Know that we have No Set-A-Sides Know what we are Looking For in a supplier Ensure you have The Right Stuff Determine your Opportunity Fit If so, Register on the website Answer the question, Why Us? Articulate your Competitive Advantage, Differentiator Provide a One Page Capability Statement Discuss your Track Record Be Financially Stable Small Business Classifications are SECONDARY Make your case on Quality, Service, Delivery, Price, Best Value AIM 5. Develop a List o Prospects 117

AIM! 6. Identify Your Key Prospects SBLOs PREPARATIONPREPARATION AIM - The Next 6! Primes all have small business goals They employ Small Business Liaison Officers (SBLOs) Supplier Diversity Professionals, Small Business Officers SBLOs ensure that the company is compliant SBLOs are Advocates who work with hundreds of small businesses SBLOs are Brokers they bring buyers & sellers together AIM 6. SBLOs - Gatekeepers AIM 6. ID and Learn All About the Gatekeepers 118

AIM! 6. Learn all about SBLOs PREPARATIONPREPARATION AIM - The Next 6! Their job? The GATEKEEPER Check you out from TOP to BOTTOM BEFORE recommending you to a buyer, engineer or end-user AIM 6. Small Business Liaison Officers 119

FIRE FIRE! 1.Develop & Execute Email & Telephone Campaign that .. Will Get Results! 2.Develop & Present a Knock Their Socks Off Capability Briefing! 3.You Are Asked to Respond to an RFQ. Develop a Proposal That Will .. Win the Business! CONTACTCONTACT Bingo! Double Bingo! 21 STEPS TO PRIME TIME The Process, Roadmap & Action Plan

FIRE! MAKE CONTACT 1. Email Prospects CONTACTCONTACT Be Concise! Send a concise email 3-4 paragraphs 225 Word count Ask for my Email Guide Subject Line? Your Company Name Be concise 225 words max Do not rely on Spell Checker Attach or embed Capability Profile DO NOT WRITE IN ALL CAPS DO NOT use colors The Signature Line Your Name, Title Company Name Website Phone Number Email Address FIRE Email & Telephone Campaign 1. The Email Tips Before Your Send 121

FIRE! MAKE CONTACT 1. Email Prospects CONTACTCONTACT Send a concise email 3-4 paragraphs 225 Word count Ask for my Email Guide Do not use a Yahoo or Gmail address Get a domain name [email protected] is not professional as [email protected] [email protected] The Signature Line Your Name, Title Company Name Website Phone Number Email Address [email protected] FIRE 1. Email Tips 122

FIRE! MAKE CONTACT 1. Email Prospects CONTACTCONTACT Avoid long sentences Do not ask for a Read Receipt Read twice, send once Use acronyms sparingly Avoid exclamation points!!!!!!!!!!!!!!!! Ask if Tuesday at 9:00 is a good time to call Send a concise email 3-4 paragraphs 225 Word count Ask for my Email Guide The Signature Line Your Name, Title Company Name Website Phone Number Email Address Establish a Time to Call! FIRE 1. Email Tips 123

FIRE! MAKE CONTACT 1. Email Prospects CONTACTCONTACT 21 Steps to Prime Time! Registered on the website Your Opportunity Fit Your Competitive Advantage Why You? Who you are What you do Customers, Satisfaction, Recognition Supplier for another division? Tell them! Supplier #, rating, buyer, email, phone Send a concise email 3-4 paragraphs 225 Word count Ask for my Email Guide The Signature Line Your Name, Title Company Name Website Phone Number Email Address FIRE 1. Your Email Message 124

FIRE! MAKE CONTACT 1. Email Prospects CONTACTCONTACT 21 Steps to Prime Time! SBLOs receive hundreds of emails Spam filters are very sensitive BIG MISTAKES 20M Power Point Presentation, 387 Slides No capability profile 8 page capability profile Sending a tri-fold as a capability profile Pages of Marketing Material Tell them that you can help them make their goals Send a concise email 3-4 paragraphs 225 Word count Ask for my Email Guide The Signature Line Your Name, Title Company Name Website Phone Number Email Address FIRE 1. Email Mistakes 125

FIRE! MAKE CONTACT 1. Email Prospects CONTACTCONTACT 21 Steps to Prime Time! Wait 3-5 days after registering online Send on Tuesday, Wednesday or Thursday Timing is important Send a concise email 3-4 paragraphs 225 Word count Ask for my Email Guide The Signature Line Your Name, Title Company Name Website Phone Number Email Address FIRE 1. Email Timing 126

FIRE! MAKE CONTACT 1. Email Prospects CONTACTCONTACT Do Not Assume! DO NOT ASSUME Received That your email was Received If received, that is was Read If read, that it was Digested Send a concise email 3-4 paragraphs 225 Word count Ask for my Email Guide The Signature Line Your Name, Title Company Name Website Phone Number Email Address Always Make a Follow-Up Call to Make Sure it was received FIRE 1. Email Tips 127

Email Spam Filters 1. Primes Have Filters 2. Cyber Security CONTACTCONTACT Spam Filters Are Set Very High! SPAM FILTERS Call to be sure your email was received Primes DO NOT check their JUNK MAIL Primes DO NOT check their JUNK MAIL FIRE 1. Email Spam Filters 128

CONTACTCONTACT Always Check Your Junk Email ! Email Spam Filters 1. Do you have a Spam Filters 2. Cyber Security SPAM FILTERS ALWAYS check your JUNK MAIL Always check your JUNK MAIL Call to make sure your email was received FIRE 1. Small Business Spam Filters 129

FIRE! MAKE CONTACT 2. Make the Phone Call CONTACTCONTACT 21 Steps to Prime Time! Phone calls are Cold Calls If You Reach a Live Person, ALWAYS ASK IF IT IS A GOOD TIME TO TALK Land Line FIRE 1. The Telephone Call 130

FIRE! MAKE CONTACT 2. Make the Phone Call CONTACTCONTACT Be Prepared! Phone calls are Cold Calls If You Reach a Live Person, ALWAYS ASK IF IT IS A GOOD TIME TO TALK Call on Tuesday at 9:00 like you said Practice your Pitch use a mirror BE READY If you get a live person, BINGO! Always Ask if its a good time to talk Have your Original Email Ready Have your Top 3-5 Customer List Ready Have your Trade References Ready FIRE 1. The Telephone Call 131

CONTACTCONTACT 21 Steps to Prime Time! Registered on the Website What you do, What you do How Long You Have Been Doing It Customers Customer Satisfaction Your Competitive Advantage Why You! Your Opportunity Fit Your Track Record and Past Performance By the Way, Were a Woman Owned Business Phone calls are Cold Calls If You Reach a Live Person, ALWAYS ASK IF IT IS A GOOD TIME TO TALK FIRE! MAKE CONTACT 2. Make the Phone Call 132 FIRE 1. The Telephone Call Live Person

CONTACTCONTACT Do Not Over Sell! Listen to the SBLO Phone calls are Cold Calls If You Reach a Live Person, ALWAYS ASK IF IT IS A GOOD TIME TO TALK FIRE! MAKE CONTACT 2. Make the Phone Call The SBLO Review your information Check you out Registered Review your SAM Send info to appropriate buyer Tell you that the Buyer will contact you Ask for the name of the buyer Ask about your next steps Prepare to Follow-up FIRE 1. The Telephone Call Live Person 133

CONTACTCONTACT 21 Steps to Prime Time! When you leave a voice message Name, Company and Phone Number SHORT message: You have registered online and you are interested in becoming one of their Best Value suppliers (Short & Sweet) Give the Day and Time of your message Name, Company, Phone Number At The End Do not leave your entire sales message Refer to your email Vital Information: Name, Company, Phone, Your Brief Message, Name, Company Phone Phone calls are Cold Calls If You Reach a Live Person, ALWAYS ASK IF IT IS A GOOD TIME TO TALK FIRE! MAKE CONTACT 2. Make the Phone Call FIRE 1. The Telephone Call - Voice Message 134

CONTACTCONTACT One Voice Message, One Time! THE KEY Keep Calling, Keep Calling BUT Do not leave another voice message Put them on your speed dial and keep a record Keep calling, voice message? Hang Up! Call again Somewhere, when you least expect it they will answer the phone. Be Ready! Phone calls are Cold Calls If You Reach a Live Person, ALWAYS ASK IF IT IS A GOOD TIME TO TALK FIRE! MAKE CONTACT 2. Make the Phone Call FIRE 1. The Telephone Call - Voice Message 135

CONTACTCONTACT 21 Steps to Prime Time! AGAIN .. Have the email you sent ready to send again .. Just In-Case Fire it off if they did not receive it! FIRE! MAKE CONTACT 2. Make the Phone Call FIRE 1. The Telephone Call - Voice Message 136

CONTACTCONTACT 21 Steps to Prime Time! Once you have made Telephone Contact FOLLOW UP ONCE A MONTH FIRE! MAKE CONTACT 3. FOLLOW-UP FIRE 1. Follow-Up 137

FIRE! MAKE CONTACT 3. Email Follow-Up CONTACTCONTACT 21 Steps to Prime Time! Follow-Up is the Key to the entire Process To Be There at the Right Time Once a month send a short email Say that you are following up Attach, embed your updated capability profile Attach any press releases Ask to be considered for any requirements that fall within your capabilities You want to become their supplier of choice Short and Sweet FIRE 1. Your Follow-Up is the Key 138

FIRE! MAKE CONTACT 3. Email Follow-Up CONTACTCONTACT 21 Steps to Prime Time! Follow-Up is the Key to the entire Process To Be There at the Right Time Make the follow-up telephone call Land Line FIRE 1. Your Follow-Up is the Key 139

CONTACTCONTACT Follow-Up is the Key to the entire Process To Be There at the Right Time Be Professionally Persistent Not a Professional Pest FIRE! MAKE CONTACT 3. Email Follow-Up 21 Steps to Prime Time! FIRE 1. Follow-Up 140

CONTACTCONTACT 1.Calling your prospect on their cell phone 2.Do Not use a cell phone for an important sales call 3.Cold sales calls 4.When asked what do you do say that you can do anything 5.Tell the SBLO that you can help make their goals What is the difference between San Diego and New York City? 21 Steps to Prime Time! FIRE 1. Follow-Up Telephone Mistakes 141

You Are Invited to Give a Capability Briefing 142

1.Subscribe to OTools Theorem! 2. Develop and present a Capability Briefing that will Knock Their Socks Off 3.Understand the Secrets of developing a dynamic Proposal that will Win the Business To Seize the opportunity you must .. 144

CONTACTCONTACT Topics: Why Us? Who We Are What We You Do How Long Weve Been Doing It What We Do Best Our Opportunity Fit How We Are Different Who Our Customers Are Customer Satisfaction, Recognition Quality, Service, Delivery, Best Value Equipment, Facilities, Quality Assurance, Clearances Why Us? FIRE 2. The Capability Briefing Capability Briefing O'Tool's Theorem? RULE #1 Contingency Plan 145

CONTACTCONTACT Capability Briefing O'Tool's Theorem? RULE #1 Contingency Plan Send email with presentation to the SBLO, just in case Take it on a Thumb Drive Take a Hard Copy 146 FIRE 2. The Capability Briefing

CONTACTCONTACT When You Meet With Them: Turn you cell phone off 147 FIRE 2. The Capability Briefing

Winning proposals are the result of: Teamwork Coordination with the customer Good planning Your PTAC can help with Bids and Proposals 148 FIRE 3. Develop a Proposal that will Win the Business

RULES FOR SUCCESS: Do your Homework, know the Rules No Bid? Send a Thank You Note and Tell Why Invited to a Pre-Proposal Conference? Attend Communicate Only with the POC Use a RED and YELLOW Highlighter; pay close attention to SHALL Develop a Compliance Matrix 149 FIRE 3. Develop a Proposal that will Win the Business

RFPCustomerContact information ReceivedAddress DUE COB COMPLIANCE MATRIX #Topic Requirements / Statements / Questions Rec' d Complet eComments / Notes / Action Supply Chain ManagementID and negotiate with Key suppliers 150 FIRE 3. Develop a Proposal that will Win the Business Sample Compliance Matrix

RULES FOR SUCCESS: If you dont understand a requirement, Ask The POC If you need help, Call Us! Respond before the Due Date If not successful or successful, ask for a Debrief If successful, Keep the Customer Satisfied! Perform! 151 FIRE 3. Develop a Proposal that will Win the Business

Doing Many Little Things Right In the Right Order At the Right Time First Time Knowing What to Do, When 21 Steps SUMMARY Selling to the Primes is a PROCESS 152

You Want to Say is .. By the way, I am a veteran owned small business! Make You Case on: Quality, Service, Delivery, Performance, Your Track Record, Best Value Not Your Business Classification! Summary 153

Remember the 21 Step Process READY! 1.Dont Go It Alone 2.SB Class, NAICS, DUNS, CAGE, SAM, SBA DSBS 3.Evaluate Your Website 4.Know Your Company 5.Know Your Team 6.Know Your Customers 7.Know Your Competitors 8.Manage Supply Chain 9.Identify & Mitigate their Worst Fear 10.Review, Update Business Cards 11.Develop & Practice your Elevator Pitch 12.Capability Statement AIM! 1.Evaluate your Marketing Materials 2.Network; Join Organizations 3.Strategic Growth Plan, Marketing Plan, 4.Identify 5-10 Key Prospects 5.Do Your Research 6.Identify Key Prospects SBLOs FIRE! 1.Develop & Execute Email & Telephone Campaign that .. Will Get Results! 2.Develop & Present a Knock Their Socks Off Capability Briefing! 3.You Are Asked to Respond to an RFQ. Develop a Proposal That Will .. Win the Business! PREPARATIONPREPARATION CONTACTCONTACT Bingo! Double Bingo! Next Steps 21 STEPS TO PRIME TIME The Process, Roadmap & Action Plan

18 Steps BEFORE CONTACT READY! 1.Dont Go It Alone 2.SB Class, NAICS, DUNS, CAGE, SAM, SBA DSBS 3.Evaluate Your Website 4.Know Your Company 5.Know Your Team 6.Know Your Customers 7.Know Your Competitors 8.Manage Supply Chain 9.Identify & Mitigate their Worst Fear 10.Review, Update Business Cards 11.Develop & Practice your Elevator Pitch 12.Capability Statement AIM! 1.Evaluate your Marketing Materials 2.Network; Join Organizations 3.Strategic Growth Plan, Marketing Plan, 4.Identify 5-10 Key Prospects 5.Do Your Research 6.Identify Key Prospects SBLOs PREPARATIONPREPARATION Next Steps 21 STEPS TO PRIME TIME The Process, Roadmap & Action Plan

Preparation Passion Execution Persistence Patience Summary 5 Imperatives 156

157 ACTION PLAN

Are You Ready for Prime Time? QUESTIONS? 158 Jim Randle Prime Contractor Supplier Diversity Specialist Veteran Advocate, Small Business Coach Email: [email protected] (O)817-776-5489 (M)817-559-0010 Website: http://www.uta.edu/crosstimbers

Are You Ready for Prime Time? 1. Are You Ready for Prime Time? 2 Jim Randle Prime Contractor...

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