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 **

© 2018 Bounce Back Consulting, LLC – All Rights Reserved

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Michael Schneider President

Frank Chilli Vice President

Info@bouncebackconsulting.com

888-275-8515

www.bouncebackconsulting.com