GovCon Strategies & Approaches for Winningmdbizoppssummit.com/wp-content/uploads/2018/10/... ·...
Transcript of GovCon Strategies & Approaches for Winningmdbizoppssummit.com/wp-content/uploads/2018/10/... ·...
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GovCon Strategies & Approaches for Winning
Presented by Bounce Back Consulting, LLC - October 20184th Annual Maryland Business Opportunities & Entrepreneurial Training Summit
© 2018 Bounce Back Consulting, LLC – All Rights Reserved
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Full Service Pursuit ConsultancyFull Lifecycle & Specialty Lines
5 years old / 2.5 B in Client Wins / 20+ team members
© 2018 Bounce Back Consulting, LLC – All Rights Reserved
3GovCon Pursuit is Changing
• Congressional Gridlock
• Sequestration
• The Debt Ceiling
• Threats of Shutdown
• Agency Mission Conflict
• Award Protests (pre/post)
• The News Cycle
• Speed of Technology
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WAYS TO WIN AT
GOVERNMENT
CONTRACTING
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Technology does not replace
Boots on the Ground!
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THE CUSTOMER IS KING
• Get to know them
• Question with purpose
• Uncover wants/needs
• Show them you understand
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SALES PSYCHOLOGY
• Three Core Phases
• Intro
• Presentation(s)
• Close
• Build Relationships & Interest
• Don’t Sell - Help Them Buy
• Use Tech Correctly
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KILLER QUESTION
CAN I WIN?… Not…Can I perform?
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FOCUS ON THE WIN … NOT DELIVERY
• PWin Matters
•What do you know?
•Who do you know?
• How do you know?
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MANAGE THE PIPELINE
• Track and manage
• Quality over quantity
• Strict evaluation criteria
• Quality over quantity
• Cut away fast
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COMPETE IN YOUR WEIGHT CLASS© 2018 Bounce Back Consulting, LLC – All Rights Reserved
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MAINTAIN LASER FOCUS
•Plan work - work the plan
•Brutal honesty & self aware
•Controlled growth
•Accessible GovCon opps
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13DIFFERENTIATE• Uniqueness matters
• Avoid commodity
• What do you offer?
• Lessen the NOISE
• Collaboration
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HAVE A WOLFPACK
• Don’t be a lone wolf
• Team to increase Pwin
• Team with Purpose …
not promise
• Build up PP faster
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PAPER PROTECTS• Get it in writing
• No contract = no leverage
• Contracts require clarity
• Know your thresholds
• Be willing to negotiate
• Seek help if you need it
• Have your own paper© 2018 Bounce Back Consulting, LLC – All Rights Reserved
16UGH…PROPOSALS
• Make the time and commitment
• Read the RFP - multiple times
• Understand the RFP “Ask”
• Evaluation and Compliance
• Seek help if lacking resources
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BALANCE THE HATS/TEAM
• Proposal Dev is a team sport
• Have a strategy & stick to it
• Have a proposal process
(draft, review, final, approval)
• Dedicate time - do not cram
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Other Pursuit Activities
• Build a Reuse Library
•Monitor the pursuit
• Know the impact of
Q&A/Amendments
• Plan for start up
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IT’S AN ENDURANCE TEAM SPORT
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Future Public Bounce Back Consulting Events:
• PTAC Maryland - 2019 - GovCon Series and Bootcamps• Free Small Biz Gov Con Toolkit **
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Michael Schneider President
Frank Chilli Vice President
888-275-8515
www.bouncebackconsulting.com