When Experience Matters, BDW-L Delivers! BDW-L Investments LLC 99% of all small business owners will...
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Transcript of When Experience Matters, BDW-L Delivers! BDW-L Investments LLC 99% of all small business owners will...
When Experience Matters, BDW-L Delivers!
BDW-L Investments LLC
99% of all small business owners will never land a single subcontract, while 1% of small business owners will repeatedly win
them! Why?
“Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work.”
Finding Government Business…
Finding Government Business (1 Day)
When Experience Matters, BDW-L Delivers!
• FACT: The Government purchases almost every product or service imaginable.
• FACT: 2009, Government issued 6.6 million contracts worth $626 billion PLUS 33 million credit card purchases worth $300 billion
• • FACT: Contracts between $2,500 and $100,000 are reserved for
small, small disadvantaged, small women-owned and small veteran-owned businesses: therefore, almost 10 million contracts were issued to small businesses = $96.834 BILLION dollars
• • FACT: The Government Pays its bills!
Opportunities Are Plentiful
“Copyright © 2010 BDW-L Investments, LLCAll rights reserved – unpublished work.”
When Experience Matters, BDW-L Delivers!
• Easy– FedBizOps
– Commercial
• Winning Opportunities is a completely different case…
Finding Those Opportunities
“Copyright © 2010 BDW-L Investments, LLCAll rights reserved – unpublished work.”
When Experience Matters, BDW-L Delivers!“Copyright © 2010 BDW-L Investments, LLC All
rights reserved – unpublished work”
1% Winners Understand & Work the Government Procurement Process
Step 1: Acquisition Planning & Market Research
Step 2: Solicitation Advertised then Issued ElectronicallyStep 3: Submit Bids/Proposals ElectronicallyStep 4: Bids/Proposals Evaluated
Step 5: Oral Presentations and/or Negotiations (if required)
Step 6: Subcontracting Plan Final Approval (Large business only, if required)
Step 7: Award
Step 8: Debriefing (Negotiated acquisitions, if requested)
Final: Performance & Successful Completion!
When Experience Matters, BDW-L Delivers!
The Big Boys Win Because
“Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work.”
When Experience Matters, BDW-L Delivers!
How Are You Seen By The Government?Government issued 6 million contracts last year…they know more about this than you do!
• Don’t Fully Leverage Corporate Assets• Whole Is Not Greater Than Sum/Internal Conflicts
• Lack of Teaming and Alliances• NAICS Codes Too Many Poor Bid/Win Ratios• Market Intelligence
• Internal Differentiators Not Developed/External Differentiators Misunderstood• Building a “Gut Feeling” by Gathering Data then Focusing
• Proposal And Communications• Pre-Proposal Time Wasted• Priming or Teaming or Any Decisions Too Late• Offer Elements Not Considered as a Whole and Continually Throughout Development
• Standardized Proposal Tools Weaken Submissions and Defuse Differentiators• Ex-Government Employees Need Training in the Business Development Process• Not Utilizing Post Mortems Effectively or at All
Yes You Look Like “You're Running Around with Your Hair on Fire!
Not to look that way could be a Real Differentiator…
“Copyright © 2010 BDW-L Investments, LLCAll rights reserved – unpublished work.”
When Experience Matters, BDW-L Delivers!
Win Ratios
OpportunityChasing
Allocation
Planning
“Copyright © 2010 BDW-L Investments, LLCAll rights reserved – unpublished work.”
When Experience Matters, BDW-L Delivers!
Effective Use of Your ResourcesFinance Issues
A serious roadblock issuePossible Resolutions
Pay Careful Attention to Revenue Metrics – DON’T QUIT
You will need a formal Business PlanPersonnel Issues
May be you and you aloneResolution Go Local
Use Government Small Business Advocates Effectively
IT IssuesWeb Site
A must have…. Quick & PointedMove from Focused to Sustained
Attention SpanSocial NetworkingThe “Cloud”Electronic Commerce
Quality IssuesA Program
“Copyright © 2010 BDW-L Investments, LLCAll rights reserved – unpublished work.”
When Experience Matters, BDW-L Delivers!“Copyright © 2010 BDW-L Investments, LLC
All rights reserved – unpublished work.”
Social Networking
http://www.youtube.com/watch?v=lFZ0z5Fm-Ng&feature=player_detailpage
When Experience Matters, BDW-L Delivers!
Changing Your Topic to Finding and Winning
Your Choice:
You can take on the Entire Government System• Throw Poorly Developed
Unfocused Proposals All Over It and Win a Few at a High Cost and Low Margin
Go To:
Or You Can Focus:
Plan an Effective Campaign• Local
• USG Small Business Advocates• Municipal• County• State
“Copyright © 2010 BDW-L Investments, LLCAll rights reserved – unpublished work.”
When Experience Matters, BDW-L Delivers!
http://airforcesmallbiz.org
“Copyright © 2010 BDW-L Investments, LLCAll rights reserved – unpublished work.”
When Experience Matters, BDW-L Delivers!
Go See Alice
“Copyright © 2010 BDW-L Investments, LLCAll rights reserved – unpublished work.”
When Experience Matters, BDW-L Delivers!
Much More Manageable and Free
“Copyright © 2010 BDW-L Investments, LLCAll rights reserved – unpublished work.”
When Experience Matters, BDW-L Delivers!
Hitting Government’s “Easy” Button
Marketing “Stuff”
Contracting “Stuff”
….Performance….“Copyright © 2010 BDW-L Investments, LLC
All rights reserved – unpublished work.”
When Experience Matters, BDW-L Delivers!
Risk Mitigation
• All the Time in Every Aspect:• Introductions• Knowing the “Lingo”• Marketing Materials• Qualification Statements• RFIs• Proposals• Performance
“Copyright © 2010 BDW-L Investments, LLCAll rights reserved – unpublished work.”
When Experience Matters, BDW-L Delivers!“Copyright © 2010 BDW-L Investments, LLC
All rights reserved – unpublished work.”
Yes
No
Yes
No
Yes
No
Low
Med
HighLow
MedHigh
Unacceptable
Minor
Major
BlueBlue10
9
876
5
4
3
2
1
0
GreenGreen
YellowYellow
RedRed
Revision Requirements
Re-Design Requirements
Non Responsive
Not Acceptable
Minor Problems
RiskLevel
Meets Requirements
Exceeds Requirements
RiskLevel
Correctable?
Color Rating
When Experience Matters, BDW-L Delivers!
Campaign Essential Items
“Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work.”
• Elevator (telephone, supermarket) Pitch Focused Attention (8 Sec)
Sustained Attention (20 Min)• Business Cards
• Qualification Statement• RFI Response• Proposal• Pricing Models
• Certifications• Registrations
When Experience Matters, BDW-L Delivers!“Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work.”
Elevator Pitch 8 Seconds
Stranger to Affiliation to Attention Attention to Familiarity
Familiarity to Information
Information to Experience
Experience to the Selling Process
When Experience Matters, BDW-L Delivers!
Business Cards
When Experience Matters, BDW-L Delivers!“Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work.”
Qualifications/Credentials
Track key information for each project your company works:
• Project Name• Contract Number• Contract Period• Value• Client Name & Number• Technical Contact's Name &
Number
When Experience Matters, BDW-L Delivers!“Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work.”
Government Contracting Success
ResponsibleCompetitive
When Experience Matters, BDW-L Delivers!
Finding Win Win CustomersOur Advice:• Get Local, Real Local. Why?
• Your Leverage/Risk Mitigation• Personal Relationships Still Win and Continue to Win Contracts…• KISS is Very Important
• You Should Know:• How Your Town, County, and State Buys and From Whom• The Federal Small Business Advocates from all Agencies in Your State
Personally. http://themilitaryzone.com/military_bases.html• There is a plethora of help:
• There is a plethora of information:
“Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work.”
When Experience Matters, BDW-L Delivers!
An integral part of our commitment is not only to provide the information and training but to make sure it works!
FIND US:Our Website: http://www.bdw-l.com
OUR PARTNERS:
“Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work.”
The BDW-L Solution Bridging Your “Real World” Gap
Government Cost Accounting
Florida Design is a Fort Lauderdale based Website Design & Search Engine Optimization company.
When Experience Matters, BDW-L Delivers!
Contact UsWe appreciate your time and consideration
“Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work.”
Senior Partners:
Lisa [email protected]
Dick [email protected]
Willie [email protected]
Social Media:
Event Planner:
Linda [email protected]