Level 2: Course 1The Strategy

Give Me 5: Federal Contracting for Women Business Centers

Women’s Business Center Trainer Training Washington DC, April 22 – 23, 2010

©2010 WIPP All Rights Reserved www.WIPP.org www.GiveMe5.com

1-888-488-WIPP

You will need to click the page to advance the slides as you listen to the podcast. Press ESC to exit the presentation at any time.

Course OutlinePreparing to Submit proposals

Developing your Marketing Strategy

Bidding – When to bid, How to bid

Preparing to Submit Proposals

Your Core Competencies

Your Past Performance

Your Differentiators

Your Capability Statement

Why Should The Government Buy From You?

Identify Your Targets

Federal Agencies

Prime Contractors

Teaming Partners

Build Relationships!

Build trust

Build recognition

Strengthen professional reputation

Create personal connections

Develop your Marketing Strategy

Market Aggressively Get in front of the decision-makers Website Email Vendor Outreach Sessions Procurement Conferences Match-making sessions

Top 5 Mistakes to Avoid

Don’t market to the entire federal government Don’t bid on every contract Don’t try to be all things to all people Don’t pick up the phone until you have your strategy in

place Don’t be impatient

Market Research Policy

Federal Acquisition Regulation (FAR) Part 10“Agencies must:

Conduct market research appropriate to the circumstances –Before developing new requirements documents for an acquisition by that agency”

8

Why Should Industry Help Government Do Market Research

Helps Government avoid mistakes

Helps industry understand Government requirements better

Allows communication with Government before formal acquisition rules apply (marketing opportunity!)

When to Bid, How to Bid

Know Targeted Opportunities

Secure a Competitive Advantage

Protect and Grow Your Market Share

Sources Sought

Request for Information (RFI)

Request for Quote (RFQ)

Request for Proposal (RFP)

Small Business Sources SoughtThe purpose of a Small Business Sources Sought notice is to identify:

the availability and capability of qualified small business sources; and their size classification relative to the appropriate North American Industry Classification System (NAICs) code.

This will assist the Government in determining the appropriate acquisition method, including whether a set-aside is possible.

Follow-up Email the POC

Call the POC

Email the Small Business Rep

Call the Small Business Rep

Repeat!

Questions?

13

Women’s Business Center Trainer Training Washington DC, April 22 – 23, 2010

©2010 WIPP All Rights Reserved www.WIPP.org www.GiveMe5.com

1-888-488-WIPP

G. LaVern JacksonWIPP National Partner and Procurement Committee Co-Chair

President/CEOJoint Logistics Managers, Inc. www.jlmiva.com