BDWL Investments LLC Finding Government Business 99 of
BDW-L Investments LLC Finding Government Business… 99% of all small business owners will never land a single subcontract, while 1% of small business owners will repeatedly win them! Why? Finding Government Business (1 Day) When Experience Matters, BDW-L Delivers! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work. ”
Opportunities Are Plentiful • 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 veteranowned businesses: therefore, almost 10 million contracts were issued to small businesses = $96. 834 BILLION dollars • • FACT: The Government Pays its bills! When Experience Matters, BDW-L Delivers! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work. ”
Finding Those Opportunities • Easy – Fed. Biz. Ops – Commercial • Winning Opportunities is a completely different case… 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 “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work.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 Electronically Step 3: Submit Bids/Proposals Electronically Step 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! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work”
The Big Boys Win Because When Experience Matters, BDW-L Delivers! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work. ”
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… When Experience Matters, BDW-L Delivers! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work. ”
Win Ratios Opportunity Chasing Allocation Planning When Experience Matters, BDW-L Delivers! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work. ”
Effective Use of Your Resources Finance Issues A serious roadblock issue Possible Resolutions Pay Careful Attention to Revenue Metrics – DON’T QUIT You will need a formal Business Plan Personnel Issues May be you and you alone Resolution Go Local Use Government Small Business Advocates Effectively IT Issues Web Site A must have…. Quick & Pointed Move from Focused to Sustained Attention Span Social Networking The “Cloud” Electronic Commerce Quality Issues A Program 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=l. FZ 0 z 5 Fm. Ng&feature=player_detailpage When Experience Matters, BDW-L Delivers! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work. ”
Changing Your Topic to Finding and Winning Your Choice: Or You Can Focus: 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 Plan an Effective Campaign • Local • USG Small Business Advocates • Municipal • County • State Go To: When Experience Matters, BDW-L Delivers! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work. ”
http: //airforcesmallbiz. org When Experience Matters, BDW-L Delivers! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work. ”
Go See Alice When Experience Matters, BDW-L Delivers! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work. ”
Much More Manageable and Free When Experience Matters, BDW-L Delivers! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work. ”
Hitting Government’s “Easy” Button Marketing “Stuff” Contracting “Stuff” …. Performance…. When Experience Matters, BDW-L Delivers! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work. ”
Risk Mitigation • All the Time in Every Aspect: • Introductions • Knowing the “Lingo” • Marketing Materials • Qualification Statements • RFIs • Proposals • Performance When Experience Matters, BDW-L Delivers! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work. ”
Color Rating When Experience Matters, BDW-L Delivers! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work. ”
Campaign Essential Items • Elevator (telephone, supermarket) Pitch Focused Attention (8 Sec) Sustained Attention (20 Min) • Business Cards • Qualification Statement • RFI Response • Proposal • Pricing Models When Experience Matters, BDW-L Delivers! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work. ” • Certifications • Registrations
Elevator Pitch 8 Seconds Stranger to Affiliation to Attention to Familiarity to Information to Experience to the Selling Process When Experience Matters, BDW-L Delivers! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work. ”
Business Cards When Experience Matters, BDW-L Delivers!
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 Competitive Responsible When Experience Matters, BDW-L Delivers! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work. ”
Finding Win Customers Our 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: When Experience Matters, BDW-L Delivers! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work. ”
The BDW-L Solution Bridging Your “Real World” Gap 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: Florida Design is a Fort Lauderdale based Website Design & Search Engine Optimization company. Government Cost Accounting When Experience Matters, BDW-L Delivers! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work. ”
Contact Us We appreciate your time and consideration Senior Partners: Bob Keener bob@bdw-l. com 321 -544 -4922 Lisa Barr lisa@bdw-l. com 321 -795 -0576 Social Media: Event Planner: Aly Lewis aly@bdw-l. com Linda Keener linda@bdw-l. com Dick Idtensohn dick@bdw-l. com 321 -947 -7299 Willie Weaver willie@bdw-l. com 817 -835 -0307 When Experience Matters, BDW-L Delivers! “Copyright © 2010 BDW-L Investments, LLC All rights reserved – unpublished work. ”
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