Federal Business Intensive COMPETITIVE ANALYSIS Summit Insight 2019

Federal Business Intensive COMPETITIVE ANALYSIS © Summit Insight 2019

Extraordinary, Results -Driven, Learning Experiences Diana Halstead Judy Bradt CEO Client Experience Manager © Summit Insight 2019

Our Top Federal Sales Expert & Trainer Eileen Kent, The Federal Sales Sherpa Eileen has “Lightning Launched” Over 60 Summit Insight clients between 2015 -2019! She’s known as The Federal Sales Sherpa, and has provided her unique training to over 10, 000 since 2003. © Summit Insight 2019 eileenkentstevens@gmail. com 312 -636 -5381

Checking In – How Are You Doing? QUESTIONS / FEED BAC K ABOU T - THE F EDER AL SAL ES GAME “BECOMI NG THE TRU STED VENDOR” YOUR F EDER AL BU SI NESS INTEN SIVE EXPERIENCE S O FAR

Federal Business Intensive: Bird’s Eye View We Are HERE Week 1 Become The Trusted Vendor 4/17/2019 Week 2 Play The Federal Sales Game To Win Week 3 Choose Your Focus Week 4 Launch Your Federal Sales Plan Weeks 5 -8 Turn Conversations To Commitments 5

Competitive Analysis: Choose Your Focus JUDY BRADT, CEO, SUMMIT INSIGHT EILEEN KENT, FEDERAL SALES SHERPA © Summit Insight 2019

What We’ll Cover Overview Introduction To This Competitive Analysis üIntroduction To Your Analysis üLook In: All About You üLook Out: The Competitive Landscape üLook Ahead: Recommendations & Decisions

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What We’ll Cover (1) Look Inside Introduction To This Competitive Analysis Looking In: All About You § Capability Statement § Web Site § Best Values § SAM. gov Profile § Past Performance Management

What We’ll Cover (2) Look Out The Competitive Datascape § GSA Schedules How They Work As Competitive Intelligence § Federal Procurement Data: What’s In A Record Your Hands-On Intensive Experience

What We’ll Cover (3): Look Out Your Unique Competitive Landscape Federal Procurement Data: What’s ON The Record How To Unpack Clues And Stories From Data

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What We’ll Cover (4): Looking Ahead Recommendations For Focus YOUR DECISION POINT © Summit Insight 2019

Questions? 4/17/2019 © Summit Insight 2019 15

We Covered A Lot! Introduction To This Competitive Analysis üIntroduction To Your Analysis üLook In: All About You üLook Out: The Competitive Landscape üLook Ahead: Recommendations & Decisions

Competitive Analysis Is Complete! Now, You Can… Strengthen Your Online Presence & Collateral Make Easy Changes To Stand Out More Let Buyers See You At Your Best See The “Bridges” Your Buyers Uses Focus on Your Best Prospects Agencies, Vehicles, Partners 4/17/2019 © Summit Insight 2019 17

Federal Business Intensive: Bird’s Eye View Now we’re HERE! Week 1 Become The Trusted Vendor 4/17/2019 Week 2 Play The Federal Sales Game To Win Week 3 Choose Your Focus Week 4 Launch Your Federal Sales Plan Weeks 5 -8 Turn Conversations To Commitments 18

Your Next Wins Marketing Material ü Review & add NAICS / PSC to SAM. gov ü Chart Your Past Performance (internal, & external as appropriate) ü Confirm Best Values ü Revise Capabilities Statement ü Enhance Web Site: Add Government Landing Page GSA Schedule ü You’re Already On the PSS 00 CORP Schedule and you may want to consider adding a few Categories/SINs © Summit Insight 2019

Coming Up: Federal Sales Action Plan Built Around And Filled With Intelligence On The Agencies Who Buy What You Sell ü Open It Up And Learn How To Use It Hands. On 4/17/2019 © Summit Insight 2019 20

When These 3 Steps are Done § Sales will be making calls following the action plan asking, “I need help, I don’t know if you’re the right person, but maybe you can point me in the right direction. ” You will use the plan to pull the pieces together, but your field conversations & relationships will uncover “under the radar opportunities. ” 4/17/2019 © Summit Insight 2019 21

When These 3 Steps are Done § Proposal Leads will be watching procurement forecasts, postings at FBO and e. BUY, will be dipping for data in FPDS while sales gives them a “heads up. ” § Project Managers will talk to end users about specifications in the field through intros from sales or from alreadyestablished relationships. 4/17/2019 © Summit Insight 2019 22

When These 3 Steps are Done § Management will be watching out for the primes who may become compe-ti-mates. You’ll see the patterns in the intel and the players in your market… – then build relationships with strong teaming partners. 4/17/2019 23

Closing Thoughts – Top Takeaways? QUESTIONS / FEED BAC K ABOU T - COM PE TITI VE ANAL YS IS TODAY ’S EX PER IENC E YOUR N EXT W INS