"Driving GSA Sales" Webinar Slides (January 2014)

David Lowe CEO isiFederal, Inc.

Jamey Zell Director of Sales and Marketing

Pete Chesner Managing Director McQuade Consulting Healthcare Reform Employee Benefits

The Numbers That Matters Most...

Questions??? Chat

Questions??? Chat Enter Audio Pin so We can unmute you

Driving GSA Sales Webinar Series

Driving GSA Sales Webinar Series GSA Schedule Holders

Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success

Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success Gaining Exposure

Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success Gaining Exposure Insider Information

Driving GSA Sales Webinar Series GSA Schedule Holders Identifying Obstacles to Success Gaining Exposure Insider Information Access to Resources

About the Sponsors

isiFederal- Business Development Specialists. We bridge the gap for small businesses so they can compete for Federal Opportunities.

About the Sponsors

Intelligence

About the Sponsors

Intelligence Marketing Services

About the Sponsors

Intelligence Marketing Services Assistance & Management

About the Sponsors

Intelligence Marketing Services Assistance & Management Dedicated Representation

About the Sponsors

Intelligence Marketing Services Assistance & Management Dedicated Representation Feet-on-the-Street

About the Sponsors

GSAproposal.com- Proposal development and management

GSA Schedule Development & Management

http://www.gsaproposal.com Fast Track Your GSA Submission 100% Success Track Record GSAproposal.com jamey@gsaproposal.com 937-602-8930

About the Sponsors

GSAproposal.com- Proposal development and management

Revolution Payments- Merchant Card Services with Level 3 Payment Compliance.

Understands Government Level 3 Compliance Large Ticket Rates Below 1.5% Lower Fees Across the Board

Upcoming Webinar Federal Contracting and the ACA

Pete Chesner Managing Director McQuade Consulting Healthcare Reform Employee Benefits

1) How Benefits affect your competitive bids

2) ACA’s affect on Cash Benefits

3) Are Government Contractors Exempt from ACA?

Why Are We Here Today?

This webinar would be the best I have ever attended if...

Jared Gallini - Team Housing Solutions - I knew how to

leverage MY GSA Schedule

Mandy Brokaw - TRUE Fitness - It helped to increase sales

Patricia Connole - US Communications - we have leads for a

teaming partner

Sid Allen - The Shipley Group - I get sales

teaming partner

David Wentzel - Gexpro - if it led to successful opportunities,

not just theory

teaming partner

David Wentzel - Gexpro - if it led to successful opportunities,

not just theory

Chris Byrne - Summit Security - I could get insight into how to

identify/contact Purchasing Officers who don’t advertise their

opportunities...

Common Theme:

Get More Business

252 & 617

202 Contracts Spike 200-800% in

Almost ALL Industries

The Enormous Federal Market...

$500 Billion

$500 Billion 2.5 Million Contracts

$500 Billion 2.5 Million Contracts 23% Set Aside for Small Business

$500 Billion 2.5 Million Contracts 23% Set Aside for Small Business Feds Buy Everything

$500 Billion 2.5 Million Contracts 23% Set Aside for Small Business Feds Buy Everything Local, Regional, National, International

85,000 buyers

85,000 buyers 470 Agencies

85,000 buyers 470 Agencies #1 Customer in the World

Does the Government Buy What You Sell?

How Come It Is So Darn Hard???

This is Typical for GSA Schedule Holders...

20,000 – 22,000 Active GSA Schedules 7,000 – 9,000 have $0 Sales 1,500 – 2,500 don’t meet $25k 10,000 – 12,000 split $35B - $40B

This is Typical for GSA Schedule Holders...

20,000 – 22,000 Active GSA Schedules 7,000 – 9,000 have $0 Sales 1,500 – 2,500 don’t meet $25k 10,000 – 12,000 split $35B - $40B

80% of new schedule holders will lose their contracts

GSA Schedules DO NOT Make Money Fall From the Sky

YOU GOTTA GO GET IT!!!

What’s in the Way?

Most Entrepreneurs:

Most Entrepreneurs: Apply arbitrary timelines

Most Entrepreneurs: Apply arbitrary timelines Apply arbitrary $ (or don’t budget at all)

Do not know how to measure success

Do not know how to measure success Try and use inexperienced or underperforming resources

Do not know how to measure success Try and use inexperienced or underperforming resources Do not have the intestinal fortitude to persevere

Federal government is wired against newcomers

Federal government is wired against newcomers It’s complicated

Federal government is wired against newcomers It’s complicated Different kind of market

Federal government is wired against newcomers It’s complicated Different kind of market System is counterintuitive

Federal government is wired against newcomers It’s complicated Different kind of market System is counterintuitive SBA

Federal government is wired against newcomers It’s complicated Different kind of market System is counterintuitive SBA OSDBU

FBO – only 4%-6% of total opportunities & 75% of those are baked before they land

That leaves 1.2% of the total market for your products and services

That leaves 1.2% of the total market for your products and services Default:

Cold Hard Truth

Federal Business Development: Is hard work Takes a long time Is expensive

If It Were Fast Easy and Cheap, Everyone Could Do It

80% Will Fail

If It Were Fast Easy and Cheap, Everyone Could Do It

80% Will Fail Most Willingly

Is It Worth It?

Let’s Talk About the RISK

“Risk comes from not knowing what you're doing.”

Warren Buffet

Excerpts from New Book:

12 Steps to Winning Federal Business

Steps 1 – 6 Review Step 1 - Get smart Step 2- Develop a Federal Strategy Step 3 – Establish a Budget Step 4 – Prepare Step 5 – Dedicate (the right) Resources Step 6 - Build Relationships with all of the stake holders

Key Decision Clusters

(COTR)

(PM) Your

Project

• Different Roles • Different Needs • Different Buying

Motives • Different Reasons

for Making Decisions

Project/Program Manager

• Drive initiatives • Green, Cloud, Security • Cost Cutting/Saving • Political

• Look for new ideas and new technology

• Influence able • Scope • Requirements • Capabilities

• Get it done right • Tie in with initiatives • Help Them Look Good

(PM) Your

Project

Project/Program Manager

• Drive initiatives • Green, Cloud, Security • Cost Cutting/Saving • Political

• Look for new ideas and new technology

• Influence able • Scope • Requirements • Capabilities

• Get it done right • Tie in with initiatives • Help Them Look Good

(PM) Your

Project

Technical Representative • They are busy

• Usually reports to PM • Bridge the Gap between PM and CO • Risk Adverse • Assist in assembling technical

requirements • Government standards • Identify Similar purchases • Certifications (can be scope

driven) • Assist in mandatory requirements

• Help with Requirements • Help Them Look Good

(COTR)

Project

Technical Representative • They are busy

• Usually reports to PM • Bridge the Gap between PM and CO • Risk Adverse • Assist in assembling technical

requirements • Government standards • Identify Similar purchases • Certifications (can be scope

driven) • Assist in mandatory requirements

• Help with Requirements • Help Them Look Good

(COTR)

Project

Contracting Officers • They are busy

• Will not teach you • Risk Adverse • Don’t like new things • Experts in moving paper • Select purchasing mechanism • Develop contract documents • Administer the contract post

award • Want the fastest way to purchase • Easy is Good • Make Them Feed Valued

Project

Contracting Officers • They are busy

• Will not teach you • Risk Adverse • Don’t like new things • Experts in moving paper • Select purchasing mechanism • Develop contract documents • Administer the contract post

award • Want the fastest way to purchase • Easy is Good • Make Them Feel Valued

Project

Critical Points

Make it EASY

Critical Points

Make it EASY

• Have your contact and contract information easy to find on your capabilities.

Critical Points

Make it EASY

• Have the vehicle they like to use.

Critical Points

Make it EASY

• Have the vehicle they like to use.

• Provide filled out forms.

Critical Points

Appreciate them!

Critical Points

Appreciate them!

• Be aware of stereotypes

Critical Points

Appreciate them!

• Be aware of stereotypes • Reframe what you believe about

federal employees

Excerpts from New Book:

12 Steps to Winning Federal Business

(Steps 7-12)

Step 7

Learn How To Win

Step 7

Learn How To Win

Become Relevant

Step 7

Learn How To Win

Become Relevant Executive & Procurement Briefings

Step 7

Learn How To Win

Become Relevant Executive & Procurement Briefings Stay Relevant

Step 7

Learn How To Win

Become Relevant Executive & Procurement Briefings Stay Relevant Be Responsive

Step 7

Learn How To Win

Become Relevant Executive & Procurement Briefings Stay Relevant Be Responsive Ask For Formal Debriefs

7 Ways to Stay Relevant

Updated Capabilities Statement

Updated Capabilities Statement New Contract Vehicles New certifications

Updated Capabilities Statement New Contract Vehicles New certifications New Product Offerings

Updated Capabilities Statement New Contract Vehicles New certifications New Product Offerings Contract Wins

Updated Capabilities Statement New Contract Vehicles New certifications New Product Offerings Contract Wins Personal Interest

Updated Capabilities Statement New Contract Vehicles New certifications New Product Offerings Contract Wins Personal Interest Referral to Another Company

Updated Capabilities Statement New Contract Vehicles New certifications New Product Offerings Contract Wins Personal Interest Referral to Another Company Referral to a Colleague

Updated Capabilities Statement New Contract Vehicles New certifications New Product Offerings Contract Wins Personal Interest Referral to Another Company Referral to a Colleague Get Them Good Exposure

Step 8

Leverage Relationships

Step 8

People Buy from People They Like

Step 8

People Buy from People They Like Contact, meet with, follow‐up and ping targets

Step 8

People Buy from People They Like Contact, meet with, follow‐up and ping targets Leverage existing relationships for connections

Step 8

People Buy from People They Like Contact, meet with, follow‐up and ping targets Leverage existing relationships for connections Find and stalk key‐level decision makers (Top‐down does work)

Step 8

People Buy from People They Like Contact, meet with, follow‐up and ping targets Leverage existing relationships for connections Find and stalk key‐level decision makers (Top‐down does work) Identify resources to discover and pursue leads

Step 8

People Buy from People They Like Contact, meet with, follow‐up and ping targets Leverage existing relationships for connections Find and stalk key‐level decision makers (Top‐down does work) Identify resources to discover and pursue leads Uncover opportunities (especially the ‘hidden’, ‘under the radar’ ones)

Step 8

People Buy from People They Like Contact, meet with, follow‐up and ping targets Leverage existing relationships for connections Find and stalk key‐level decision makers (Top‐down does work) Identify resources to discover and pursue leads Uncover opportunities (especially the ‘hidden’, ‘under the radar’ ones)

* Winnable Opportunities Come From People Not Monitoring

Step 9

Influence the Scope

Step 9

Influence the Scope

Step 9

Influence the Scope

If You Didn’t Influence the Scope – Your Competition Did.

Step 9

Influence the Scope

Step 9

Influence the Scope

Get Familiar with Their Procurement Process

Step 9

Influence the Scope

Get Familiar with Their Procurement Process Insert Yourself as the Expert

Step 9

Influence the Scope

Get Familiar with Their Procurement Process Insert Yourself as the Expert Provide Good Market Information

Step 9

Influence the Scope

Get Familiar with Their Procurement Process Insert Yourself as the Expert Provide Good Market Information Provide Good Ways To Find Good Companies (Like Yours)

Step 9

Influence the Scope

Get Familiar with Their Procurement Process Insert Yourself as the Expert Provide Good Market Information Provide Good Ways To Find Good Companies (Like Yours)

*Most RFP’s are NOT Just Price

Step 10

Monitor for Opportunities

Step 10

The Truth About FBO.GOV

Step 10

The Truth About FBO.GOV What Hits FBO? $25k +

Step 10

The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5%

Step 10

The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5% Micro purchases for less than $3,000

Step 10

The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5% Micro purchases for less than $3,000 Most contracts under $25k

Step 10

The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5% Micro purchases for less than $3,000 Most contracts under $25k Sole source contracts with 8(a)

Step 10

The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5% Micro purchases for less than $3,000 Most contracts under $25k Sole source contracts with 8(a) GSA competed opportunities

Step 10

The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5% Micro purchases for less than $3,000 Most contracts under $25k Sole source contracts with 8(a) GSA competed opportunities GSA ebuy opportunities

Step 10

The Truth About FBO.GOV What Hits FBO? $25k + What Doesn’t Hit FBO? 95.5% Micro purchases for less than $3,000 Most contracts under $25k Sole source contracts with 8(a) GSA competed opportunities GSA ebuy opportunities FedBid opportunities

Step 10

BPA calls

Step 10

BPA calls IDIQ task orders

Step 10

BPA calls IDIQ task orders Under the Radar contracts

Step 10

BPA calls IDIQ task orders Under the Radar contracts Short fuse year‐end opportunities

Step 10

Where is Your Sweet Spot?

Step 10

Where is Your Sweet Spot? What Agencies Hit Your Sweet Spot?

Step 10

Where is Your Sweet Spot? What Agencies Hit Your Sweet Spot? Who Within Those Agencies Hit Your Sweet Spot?

Step 10

Where is Your Sweet Spot? What Agencies Hit Your Sweet Spot? Who Within Those Agencies Hit Your Sweet Spot? Under The Radar Contracts...

Step 10

Where is Your Sweet Spot? What Agencies Hit Your Sweet Spot? Who Within Those Agencies Hit Your Sweet Spot? Under The Radar Contracts... Bid Response and Proposal Development

Step 10

Where is Your Sweet Spot? What Agencies Hit Your Sweet Spot? Who Within Those Agencies Hit Your Sweet Spot? Under The Radar Contracts... Bid Response and Proposal Development Maximize Your Influence Minimize Your Investment

Step 11

Improve Your Positioning

Step 11

POET Analysis

Step 11

POET Analysis Political

Step 11

POET Analysis Political Operational

Step 11

POET Analysis Political Operational Economical

Step 11

POET Analysis Political Operational Economical Technical

Step 11

POET Analysis Political Operational Economical Technical Ask Qualifying Questions

Step 11

POET Analysis Political Operational Economical Technical Ask Qualifying Questions Ask for Formal Debriefs

Step 12

WIN Do This Right And...

Step 12

Capture Wins

Step 12

Capture Wins Develop Past Performance

Step 12

Capture Wins Develop Past Performance Infiltrate the Agency from the Inside

Step 12

Capture Wins Develop Past Performance Infiltrate the Agency from the Inside Watch for what’s Coming Next

Step 12

Capture Wins Develop Past Performance Infiltrate the Agency from the Inside Watch for what’s Coming Next Grow Your influence

Step 12

Capture Wins Develop Past Performance Infiltrate the Agency from the Inside Watch for what’s Coming Next Grow Your influence Grow Your contract

Step 12

Capture Wins Develop Past Performance Infiltrate the Agency from the Inside Watch for what’s Coming Next Grow Your influence Grow Your contract Become the Insider Protecting Your Federal Turf

Steps 1 – 6 Review Step 1 - Get smart Step 2- Develop a Federal Strategy Step 3 – Establish a Budget Step 4 – Prepare Step 5 – Dedicate (the right) Resources Step 6 - Build Relationships with all of the stake holders Step 7 - Learn How To Win Step 8 - Leverage Relationships Step 9 - Influence the Scope Step 10 - Monitor for Opportunities Step 11 - Improve Your Positioning Step 12 - WIN

What Can You Do Right Now???

Are You In?

Are You In? Have You Started?

Are You In? Have You Started? (If Not, You Are 4 Months Behind...)

Step 1

Get Smart

Identify Your Market Identify Your Competition Identify Key Contacts

The Who that Matters to You

Identifying Your Market

Sorry...

You can’t have this market.

Sorry...

You can’t have this market. Stacked with $Billion Corps

Sorry...

Formidable Competition

Sorry...

Formidable Competition Deep and Wide Relationships

So Where is MY Sweet Spot???

Identifying Your Sweet Spot

Getting Closer???

AVG: $33,970

AVG: $15,329

Have you heard of these folks?

Well they just booked 324 federal contracts and put $8.2 Million

In the bank.

Well they just booked 324 federal contracts and put $8.2 Million

In the bank.

(Your Tax Dollars At Work)

Agencies that fit your sweet spot...

24 Agencies Over $100M

24 Agencies Over $100M 70 Agencies Over $10M

24 Agencies Over $100M 70 Agencies Over $10M 118 Agencies Over $1M

What About the Competition?

Are You With Me?

This Will Blow Your Mind

Number of Competitors

$7.75B 82%

36,580 84%

Where Are They???

Don’t Hit FBO

Where Are They???

Don’t Hit FBO Don’t Hit GSA eBuy

Where Are They???

Don’t Hit FBO Don’t Hit GSA eBuy Not Bought on GSA Advantage

Where Are They???

Don’t Hit FBO Don’t Hit GSA eBuy Not Bought on GSA Advantage Not Publically Made Available

Where Are They???

Under the Radar Winnable Business is

NOT Opportunity Driven

People Buy from People they Like

You Job: Find them and get them to like you.

Who Are They?

The WHO that Matters to YOU.

Who Are They?

The WHO that Matters to YOU.

The Who that Matters to YOU...

What About This...

Your Competition’s Best Customers?

What Would You Do If you Knew... ...

What Would You Do If you Knew...

What Would You Do if You Knew? The WHO that Matters to YOU

Let them keep putting your tax

Dollars in your competitor’s bank

Go Get Them

Questions??? Chat Make sure your Audio PIN is Entered so We can unmute you

GSA Webinar Special

Federal Marketing Essentials

Step 1

GSA Webinar Special

Key Contacts who BUY your stuff

Step 1

GSA Webinar Special

Key Contacts who BUY your stuff Your Competitors Contacts

Step 1

GSA Webinar Special

Key Contacts who BUY your stuff Your Competitors Contacts Under the Radar Contracts Step 1

GSA Webinar Special

Key Contacts who BUY your stuff Your Competitors Contacts Under the Radar Contracts Breakdown of Agency Spending

Step 1

GSA Webinar Special

Key Contacts who BUY your stuff Your Competitors Contacts Under the Radar Contracts Breakdown of Agency Spending Primes & Their Contacts

Step 1

GSA Webinar Special

Key Contacts who BUY your stuff Your Competitors Contacts Under the Radar Contracts Breakdown of Agency Spending Primes & Their Contacts Recommended Action Steps

Step 1

GSA Webinar Special

$3,995 (Save $505) (Mention this Webinar)

Step 1

isiFederal

isiFederal Market Essentials

“...This is the best intelligence we have seen. 100% clarity into our market.”

“...isiFederal finds things that we simply can’t find on our own.”

GSA Webinar Special

Step 1

GSA Webinar Special

Step 1

GSA Webinar Special

Step 1

GSA Webinar Special

Step 1

GSA Webinar Special

Step 1

GSA Webinar Special

Step 1

GSA Webinar Special

Step 1

isiFederal Market Essentials

“We really didn’t know what the market looked like or how we would be able to develop it. isiFederal Market Essentials gave us exactly what we needed so we could go after the market that hits our sweet spot”

$390+ Billion in the next 252 Days

$890+ Billion in the next 617 Days

Get In! Get Moving!

Start Winning!

isiFederal Business Development

“isiFederal’s process is exactly what we needed. Organized, effective and now we have federal relationships that would have taken us years to develop.”

“We wanted in the federal market and it is clear that isiFederal was the best path to success with minimal risk.”

GSA Schedule Development http://www.gsaproposal.com Fast Track Your GSA Submission 100% Success Track Record GSAproposal.com jamey@gsaproposal.com 937-602-8930

If you are not willing to invest the appropriate time and resources...

Average Successful Federal Contractors that sell more than $2.5

Million annually invested approx. $150,000 per year the first two years

http://isifederal.com/wp-content/uploads/2013/06/Budget-Resources-

Worksheet.xlsx

If you are willing to invest the appropriate time and resources

Let’s

You CAN Grow Your Business!

252 Days Until September 30, 2014

617 Days Until September 30, 2015

GSA Schedule Development http://www.gsaproposal.com Fast Track Your GSA Submission 100% Success Track Record GSAproposal.com jamey@gsaproposal.com 937-602-8930

Understands Government Level 3 Compliance Large Ticket Rates Below 1.5% Lower Fees Across the Board

Next Webinar

February 18, 2014 11AM EST

GSA By the Numbers Where are the “Under The Radar Contracts”?

Business Development

David Lowe dlowe@isiFederal.com www.isiFederal.com

888-9-GET-isi

GSA Schedule Development

Thanks for Joining Us!

Jamey Zell jamey@gsaproposal.com www.GSAproposal.com

937-602-8930

Next Session: February 18, 2014 at 11am

Level 3 Compliance & Processing

Sean Jones sean@revolution-payments.com Revolution-Payments.com

888-790-3450

"Driving GSA Sales" Webinar Slides (January 2014)

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