How to do and not do business with the government November 22, 2004 Presented to the WSA Business to...
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Transcript of How to do and not do business with the government November 22, 2004 Presented to the WSA Business to...
How to do and not do business with the government
November 22, 2004
Presented to the WSA Business to Government Special Interest Group
Michael [email protected]
© 2006 Celerity Works
See the Business Development Guide to Selling to the Governmentfor much more detailed guidance and templates.
Helping executives accelerate government business growth 2
When in doubt, tell the truth. You will gratify some of the people and astound the rest.
- Mark Twain
Helping executives accelerate government business growth 3
Agenda
• Be willing to change • Learn to listen• Plan • Focus• Build a sales process • Don’t over expand
Helping executives accelerate government business growth 4
Agenda
• No bid! • Delegate, motivate & measure• Team to win• Subcontract carefully• Work Smart – Play Nice
Helping executives accelerate government business growth 6
Leader Orientation
• Out– Personality driven– Detail obsessed– Emotional decisions– Pet projects – Taboo subjects
• In– Delegation– Vision oriented – ROI based decisions– Investments – Open dialogue
Helping executives accelerate government business growth 8
Plan
Simply pushing harder within the old boundaries will not do.
- Karl Weick
Helping executives accelerate government business growth 9
Focus
I always wanted to be somebody, but I should have been more specific.
- Lily Tomlin
Helping executives accelerate government business growth 11
Capture Planning
Procu rem entB ackgrou nd
B D
Procu rem entO verview
B D
Sco pe ofW o rk
C M
T echn icalO verview
C M
M arke tin g -C lient
B D
M arke tin g -C o m p etition
B D
Procu rem entR isks
B D /C M
W in S tra teg y -T h em esB D /C M
W in S tra teg y -T ech Ap proach
C M
W in S tra teg y -T eam ingC M w /B D
W in S tra teg y -M gm t A pp roach
C M
W in S tra teg y -C o n tac t P lan
B D w /C M
W in S tra teg y -P ric ing
A ll
R isk M g m tP lanC M
Pro po salT eam
C M /PM
A ctionP lan
C M /PM
C aptu reP lan
BD = Sales CM = Capture Manager PD = Proposal Manager
Helping executives accelerate government business growth 12
Don’t Over expand
International?Commercial?
Hardware
Software
Helping executives accelerate government business growth 13
I don’t know the key to success. But, the key to failure is trying to please everybody.
- Bill Cosby
No bid!
Helping executives accelerate government business growth 15
Manage to your budget
Lost
My
Profit
Work to your objectives but...
Helping executives accelerate government business growth 16
Team to win!
“Hey…let’s get on that team!
They look like nice people.”
Helping executives accelerate government business growth 17
Subcontract Carefully
How dare you question my subcontract clauses! Why I oughta’…
I’m sorry.
No role - no deal!
But, I already have 32 IDIQ contracts.