Transcript Grand Central Connector - SAME Orange County Post

Succeeding in the Federal
Market
Strategies to be Competitive
SAME and SMPS Orange County Joint Breakfast Event
27 August 2009
Presented by:
Massie Hatch, P.E.
Agenda
Working for the Federal Government
 Recipe for Success
 Positioning for a Win

2
Working for the Federal
Government
Long-term contracts, steady work
 Opportunity for follow-on contracts

 Good
performance is key
Chance to develop lasting working and personal
relationships
 Contract types:

 ID/IQs,
EMACs, MACCs, MATOC, JOCs, HERC, WERC, GSA
 Fixed price and cost plus
 Unrestricted and set-asides
 Direct source awards
3
Challenges
 Must have contract vehicle(s)
 Must
have relevant experience for the client to win
work – chicken and egg dilemma
 Administrative challenges
 Audited
rates and accounting system
 Status reporting
4
Profile of a Successful Federal
Contractor
 Honest and ethical
 Strategic
 Persistent
 Responsive
 Client-focused
 Quality and schedule focused
 Cost effective
 Flexible
5
Recipe for Success
 Develop comprehensive plan for
your most
important accounts
 Position for and win strategic pursuits
 Perform well; look for follow-on work
 For long-term success, focus on:
 Match
your product/services to client’s need/want
 Make it a win/win proposition
6
RemembeR….
Customers don’t want to know
what you can DO.
They want to know what you can
DO FOR THEM.
7
Keep the Focus on the Client
 Get to
know your clients’ concerns
 Always ask your client two questions:
 “How
can we help you?”
 “Would it help if…”
 LISTEN!!! Find out what they
want or need
Sustained business growth is the result of
developing and nurturing client relationships,
not the pursuit of projects alone.
8
Break Bad Habits
 Putting off
communicating with a customer
 Not responding to a call/request right away
 Not prioritizing tasks correctly
 Assuming the customer knows everything
 Talking too much (and not listening)
9
Positioning for a win
Identify a lead – months in advance of RFP
 Gather information
 Evaluate your strengths and weaknesses
 Evaluate the competition
 Identify and analyze the decision makers
 Develop teaming strategy/finalize teaming
 Develop Win Strategy – things change, be flexible
 Write a winning proposal
 Take advantage of debriefs – win or lose

Know the Law: Procurement Integrity Act
10
How to Identify Leads
 Know your
client’s business trends and
significant actions
 Examples:
design/build, Recovery (a.k.a. Stimulus
Package),
 Meet
with your client regularly – listen to them
 Network with other contractors
 Research lists of contracts and expiration dates
11
Information Gathering
What are the client’s main concerns/issues?
 Who are the stakeholders?

 Client,
regulatory agencies, community
Is there an incumbent?
 What are the potential risks?
 What is the timing?
 What is the budget?
 What is the schedule?

12
Evaluate Your Strengths &
Weaknesses
What is the client’s perception of your firm?
 How much similar experience do you have?
 Do you need to hire/train staff?
 Do you have the right PM?
 How can you truly differentiate your team?

13
Evaluate the competition
What are their strengths?
 What are their weaknesses?
 How are you better?
 How are you weaker?
 Who is their PM?

14
Analyze the Decision Makers


What is a win for each?
What are their Hot Buttons?










Price and pricing structure
Innovation
Safety
Flexibility / Efficiency
Location
Experience
Value
Better Service
What are their individual likes and dislikes?
Where do you stand with them?
15
Teaming Strategies
 Many different options are
available:
 Prime/sub
 Joint
ventures
 One size does not fit
 Teaming
all
must be specific to the opportunity
 Be
honest and flexible
 Aim for win/win
 Deliver on promises
16
Teaming with a Large Business
 LBs
have aggressive SB subcontracting
requirements
 Opportunity to build your resume
 Opportunity to get in front of ultimate client
 Chance to position for future tasks/contracts
 Offer expertise and value not just SB status
 Be persistent
17
Winning Proposals
 Your
proposals should:
 Be
tailored to the client and specific opportunity
 Always be the best product possible
 Be good enough to make a new client take a closer look
 Validate your position with a current customer
18
Debriefs




Another opportunity to talk to the client
The quality varies by client and selection board
Recommended for the winning team as well as for the
unsuccessful bidders
Substantive, honest feed back will help to:
 Adjust
your proposal and teaming strategy
 Strengthen, or better present, your qualifications
 Make better “go/no-go” decisions
 Make better use of resources on future pursuits
19
Resources
www.fedbizopps.gov
 www.esol.navfac.navy.mil
 www.sba.gov
 www.acquisition.navy.mil/aquisition_one_source
 www.neco.navy.mil

20