Learn The 10 Knows for Successful Marketing Presented

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Learn The 10 “Knows” for Successful Marketing Presented by: Government Contracting Specialist Laura Subel

Learn The 10 “Knows” for Successful Marketing Presented by: Government Contracting Specialist Laura Subel (850) 474 -2549 Email: Lsubel@uwf. edu 1

FEDERAL GOVERNMENT AND PRIME CONTRACTORS WHO HAVE SUBCONTRACTING PLANS UNDER FEDERAL GOVERNMENT CONTRACTS HAVE

FEDERAL GOVERNMENT AND PRIME CONTRACTORS WHO HAVE SUBCONTRACTING PLANS UNDER FEDERAL GOVERNMENT CONTRACTS HAVE FIVE (5) GOALS MUST MEET: 1. SMALL BUSINESS 2. SMALL DISADVANTAGED BUSINESS 3. SERVICE DISABLED VETERAN OWNED BUSINESS 4. HUBZONE SMALL BUSINESS 5. WOMAN OWNED SMALL BUSINESS 2

LEARN THE 10 “KNOWS” 1. KNOW WHAT YOU WANT TO MARKET 2. KNOW WHO

LEARN THE 10 “KNOWS” 1. KNOW WHAT YOU WANT TO MARKET 2. KNOW WHO YOU WANT TO MARKET 3. KNOW YOUR POINTS OF CONTACT 4. KNOW THE POLICIES 5. KNOW WHAT YOU ARE 6. KNOW THE BASIC RULES 3

LEARN THE 10 “KNOWS” (Continued) 7. KNOW STATE OF FLORIDA AND FEDERAL GOVERNMENT CERTIFICATIONS

LEARN THE 10 “KNOWS” (Continued) 7. KNOW STATE OF FLORIDA AND FEDERAL GOVERNMENT CERTIFICATIONS 8. KNOW HOW TO REGISTER TO DO BUSINESS 9. KNOW WHERE TO FIND PROCUREMENT OPPORTUNITIES 10. KNOW WHERE TO FIND ASSISTANCE 4

1. KNOW WHAT YOU WANT TO MARKET A. CAPABILITIES STATEMENT Who are we …

1. KNOW WHAT YOU WANT TO MARKET A. CAPABILITIES STATEMENT Who are we … and why are we here … and what can we do for you ? B. SEVERAL “ELEVATOR” SPEECHES 1. 10 Second 2. 30 Second 3. 60 Second 4. 5 Minutes or Longer 5

2. KNOW WHO YOU WANT TO MARKET Target Your Market: Who Are These People

2. KNOW WHO YOU WANT TO MARKET Target Your Market: Who Are These People Anyway? Who do I want to sell to? 6

2. KNOW WHO YOU WANT TO MARKET (Continued) RESEARCH YOUR CUSTOMER: • Mission •

2. KNOW WHO YOU WANT TO MARKET (Continued) RESEARCH YOUR CUSTOMER: • Mission • Concern • Location • Buying Authority • Electronic Purchase 7

2. KNOW WHO YOU WANT TO MARKET (Continued) MARKETING STRATEGY: WHAT WHO WHERE WHEN

2. KNOW WHO YOU WANT TO MARKET (Continued) MARKETING STRATEGY: WHAT WHO WHERE WHEN HOW 8

3. KNOW YOUR POINTS OF CONTACT SMALL BUSINESS SPECIALIST PURCHASING REPRESENTATIVE END-USER 9

3. KNOW YOUR POINTS OF CONTACT SMALL BUSINESS SPECIALIST PURCHASING REPRESENTATIVE END-USER 9

4. KNOW THE POLICIES FOLLOW PROCEDURES VISITS DISPLAYS SAMPLES 10

4. KNOW THE POLICIES FOLLOW PROCEDURES VISITS DISPLAYS SAMPLES 10

5. KNOW WHAT YOU ARE A. SMALL BUSINESS B. SMALL DISADVANTAGED BUSINESS C. SERVICE

5. KNOW WHAT YOU ARE A. SMALL BUSINESS B. SMALL DISADVANTAGED BUSINESS C. SERVICE DISABLED VETERAN OWNED SMALL BUSINESS D. HUBZONE SMALL BUSINESS E. WOMAN OWNED SMALL BUSINESS 11

6. KNOW THE BASIC RULES A. 50 -50 OWNERSHIP NOT ACCEPTABLE B. BOARD OF

6. KNOW THE BASIC RULES A. 50 -50 OWNERSHIP NOT ACCEPTABLE B. BOARD OF DIRECTORS MUST BE CONTROLLED BY 51% OWNER C. FOLLOW BY-LAWS D. CONTROL OF MONEY 12

7. KNOW THE STATE OF FLORIDA AND FEDERAL GOVERNMENT CERTIFICATIONS A. STATE CERTIFIED BUSINESS

7. KNOW THE STATE OF FLORIDA AND FEDERAL GOVERNMENT CERTIFICATIONS A. STATE CERTIFIED BUSINESS ENTERPRISE (CBE) 1. Minority Business Enterprise (Minorities and Non-Minority Women) 2. Service Disabled Veteran/Veteran 13

7. KNOW THE STATE OF FLORIDA AND FEDERAL GOVERNMENT CERTIFICATIONS (Continued) B. FEDERAL CERTIFICATION

7. KNOW THE STATE OF FLORIDA AND FEDERAL GOVERNMENT CERTIFICATIONS (Continued) B. FEDERAL CERTIFICATION 1. 8(a) (Formal Certification) 2. HUBZONE (Formal Certification) 3. Woman Owned Small Business (Self Certification) any NAICS 4. Woman Owned Small Business (Formal for Designated NAICS) www. sba. gov/wosb 14

7. KNOW THE STATE OF FLORIDA AND FEDERAL GOVERNMENT CERTIFICATIONS (Continued) 5. Service Disabled

7. KNOW THE STATE OF FLORIDA AND FEDERAL GOVERNMENT CERTIFICATIONS (Continued) 5. Service Disabled Veteran/Veteran Small Business a. DOD - Self Certification b. VA - Verification (VA Form 0877) 15

8. KNOW HOW TO REGISTER TO DO BUSINESS A. STATE OF FLORIDA B. FEDERAL

8. KNOW HOW TO REGISTER TO DO BUSINESS A. STATE OF FLORIDA B. FEDERAL C. VETERANS ADMINISTRATION 16

9. KNOW WHERE TO FIND PROCUREMENT OPPORTUNITIES A. www. fbo. gov For FEDERAL over

9. KNOW WHERE TO FIND PROCUREMENT OPPORTUNITIES A. www. fbo. gov For FEDERAL over $25, 000 B. www. vip. vetbiz. gov For VA over $25, 000 C. http: //www. myflorida. com/apps/vbs_ www. main_menu For STATE over $35, 000 D. Various websites for cities and counties (Thresholds vary) 17

10. KNOW WHERE TO FIND ASSISTANCE A. PROCUREMENT TECHNICAL ASSISTANCE CENTERS – www. fptac.

10. KNOW WHERE TO FIND ASSISTANCE A. PROCUREMENT TECHNICAL ASSISTANCE CENTERS – www. fptac. org B. SMALL BUSINESS DEVELOPMENT CENTERS – www. floridasbdc. com C. SMALL BUSINESS SPECIALISTS – www. acq. osd. mil/OSBP/ D. INTERNET 18

Marketing to the Government YES ME ! 19

Marketing to the Government YES ME ! 19

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