Are You Ready
for
Prime Time?
1
Are You Ready
for
Prime Time?
Jim Randle
Prime Contractor Supplier Diversity Specialist
Veteran Advocate, Small Business Coach
Email: jrandle@uta.edu
(O)817-776-5489 (M)817-559-0010
Website: http://www.uta.edu/crosstimbers
2
Cross Timbers Procurement Center
3
Cross Timbers Procurement Center
Who We Are, What We Do, How We Do It!
Who We Are:
•
One of 98 Procurement Technical Assistance Centers
•
300 locations, one of 9 PTACS in Texas
•
Affiliated with the University of Texas at Arlington
•
Provide services to 61 counties in North Texas
Page 4
4
Cross Timbers Procurement Center
Who We Are, What We Do, How We Do It!
What We Do:
Help all kinds of businesses
•
Sell to federal, state and local governments
•
Sell to government prime contractors
•
Develop & sustain Supplier Diversity Programs
Page 5
5
Cross Timbers Procurement Center
Who We Are, What We Do, How We Do It!
What We Do:
‘Bridge the Gap’
from where you are …
To
where
you
want
to be!
Page 6
6
Cross Timbers Procurement Center
How We Do It!
How Do We Help?
•
One-On-One Counseling, No Cost
 How to sell to the government and to the primes
•
Sponsor Outreach Events
7
SAVE THE DATE: August 6, 2014
18th Annual
2014 Government Procurement Conference
When: Wednesday, August 6, 2014
Where: Arlington Convention Center
Theme:
"Understanding the Process"
Hundreds of Networking Opportunities with your top prospects!
Learn more about the PROCESS of selling to the government and to their prime contractors!
8
Cross Timbers Procurement Center
How We Do It!
How Do We Help?
•
Help with your SAM registration, other Certifications
•
Help you develop Capability Statements
•
Mentor-Protégé Programs
•
Federal Market Research Reports
•
Help with Bids and Proposals
•
Strategic Planning
•
Bid-Match service
•
Business Improvement
•
Teaming
•
Contract Compliance
9
Cross Timbers Procurement Center
How We Do It!
Workshops:
•
Government Contracting
•
Winning Awards from Government Prime Contractors
•
Joint Ventures and Teaming Arrangements
•
How to create a Robust Capability Statement
•
Federal Mentor Protégé Programs
•
Bid Matching – How to Find Opportunities within the Government
•
Deal or No Deal – How to Get the Results You Want from a Trade Show
•
Technical Proposals
•
Marketing Plan
•
\Certifications
•
Understanding Codes:
 NAICS (Products & Services), FSC (Products) and PSC (Services)
•
Capability Briefings
10
Cross Timbers Procurement Center
How We Do It
How We’re Funded:
• Generous Donations from:
Large Business
Small Business
SBA
Non-Profits
• Matching Funds from:
The Defense Logistics Agency through a Cost sharing
agreement between the University of Texas at Arlington
and the Department of Defense
11
Cross Timbers Procurement Center
Website: http://www.uta.edu/crosstimbers
Jim Randle
• Senior management professional with over 43 years of experience in
corporate, entrepreneurial and educational environments
• Worked for Lockheed Martin for 23 years in Supplier Diversity
• Jim is an ‘Insider’ and will tell you everything he knows
• Knows the buyers engineers, end users and what they are looking for
• Counsels customers how to sell to government prime contractors
• Works with primes to help them achieve small business goals
43 years of experience in:
•
Selling to the Primes
•
Small Business Coaching
•
Capability Statements
•
Certifications
•
Business Development
•
Business Improvement
•
Supplier Diversity
Program Management
Relevant Assignments:
• Prime Contractor Supplier Diversity Specialist, Veteran Advocate
•
Small Business Plans
•
Strategic Planning
Education and Training:
• BS degree, Marketing Management, University of Alabama
• Master of Education, Educational Administration, West Georgia
• Education Specialist degree, Georgia State University
• Georgia Teacher Certification, University of Georgia
• Various Lockheed Martin corporate management training courses
•
Capability Briefings
•
Mentor-Protégé Programs
•
Education and Training
Cross Timbers Procurement Center
Website: http://www.uta.edu/crosstimbers
The Cross Timbers Team
Gregory James, Program Director
Government Contracting, Teaming, Joint Ventures
Federal Marketing Research, Marketing Plans
(O) 817-272-5978 Email: gjames@uta.edu
Natalie Burden, Administrative Assistant
(O) 817- 272-0543 Email: nburden@uta.edu
Roger Flores, Procurement Counselor
Government Contracting, Bid-Match Specialist
(O) 469-682-9020 Email: rflores@uta.edu
Henry Vinson, Procurement Counselor
Government Contracting, Construction Specialist
Technical Proposals, SAM Specialist
(O) 214-682-2945 Email: hvinson@uta.edu
Jim Randle, Prime Contractor Supplier Diversity Specialist
Veteran Advocate, Small Business Coach
Selling to Prime Contractors, Capability Statements
Supplier Diversity Program Management
(O) 817-776-5489 Email: jrandle@uta.edu
Cross Timbers Procurement Center
Need Our Help?
 Go to our website
 http://www.uta.edu/crosstimbers
Click on Request Our Services
Tell us how we can help you!
14
Cross Timbers Procurement Center
Need Our Help?
Page 15
15
Cross Timbers Procurement Center
We know that you
‘Hit the Ground Running’ Every Day
Our job is to make sure your are
‘Running in the Right Direction’
16
Federal, State, Local Governments
17
Federal Government Primes
18
These Primes Are in Your Backyard
Aastra Intecom
Abscoa, Inc.
Adecco Employment Services
Alcatel North America
Alcon Laboratories, Inc.
Alon USA, LP
American Airlines
American Eurocopter Corporation
Austin Commercial Contractors, LP
Aviall Services, Inc.
AVW Telav Incorporated
Bell Aerospace Services, Inc
Bell Helicopter Textron Inc.
Brandywine Realty Trust
BWXT
CAE SimuFlite Training International, Inc.
Carter & Burgess, Inc.
Centreport Properties, Inc.
CF Jordan, L.P.
CompUSA, Inc.
Computer Sciences Corporation (CSC)
Crescent Fountain Place LP
Crescent Real Estate Equities, Ltd.
DRS Infrared Technologies L.P.
DRS Unmanned Technologies
DynCorp International LLC
EADS Telecom North America
EFW, Inc.
Emerson Construction Company, Inc.
Entrust Limited
Ericsson Inc.
FACSERVICES INCORPORATED
First Support Services, Inc.
Fresse & Nichols, Inc.
Galderma Laboratories L.P.
General Dynamics
Geo-Marine, Inc.
Gilbert Southern Corporation
GUYCO, Inc.
Halff Associates, Inc.
Healthcare Service Corporation
Healthpoint, Ltd.
Huitt-Zollars, Inc.
IEX
Jones Bros Dirt & Pavnig Contractors Inc.
Jordan BE&K Federal Group LLC
Kalyn/Siebert LP
Kowakaki
L3 Communications
Lerch, Bates, & Associates
Litton Electo-Optical Systems
Lockheed Martin Aeronautics Company
Lockheed Martin Missiles and Fire Control
Lockwood Andrews & Newnam Inc.
M.A. Block Investments Co.
Masterfoods USA, Waco
Matheson Tri Gas
MW Builders of Texas, Inc.
NEC America, Inc.
Northrop Grumman
Oak Farms Dairy
Oil States Industries
Parker Hannifin Corporation
Parkhill Smith & Cooper, Inc.
Practitioners Publishing Company
Professional Development Institute
Raytheon
Safety Kleen Systems Inc.
Siemens Logistics & Assembly Systems, Inc.
Southwest Airlines
TAC Americas
Technical Diagnostic Services, Inc.
Templeton Construction Company
TESCO
Tetra Tech EM Inc.
Texas A&M
Texas Agricultural Experiment Station
Texas Tech University
Trailblazer Health Enterprises, LLC
TriQuint Semiconductor Texas LP
Turbomeca USA
Unicco Government Services, Inc.
University of North Texas, Health Science Center
University of Texas, Southwestern Medical
Utech, Inc. dba BMS Catastrophe, Inc.
Vertex RSI
Vought Aircraft Industries, Inc.
Walton Construction Company LLC
Xcel Energy
Zachry Construction Company
These Primes Are in Your Backyard
Aastra Intecom
Abscoa, Inc.
Adecco Employment Services
Alcatel North America
Alcon Laboratories, Inc.
Alon USA, LP
American Airlines
American Eurocopter Corporation
Austin Commercial Contractors, LP
Aviall Services, Inc.
AVW Telav Incorporated
Bell Aerospace Services, Inc
Bell Helicopter Textron Inc.
Brandywine Realty Trust
BWXT
CAE SimuFlite Training International, Inc.
Carter & Burgess, Inc.
Centreport Properties, Inc.
CF Jordan, L.P.
CompUSA, Inc.
Computer Sciences Corporation (CSC)
Crescent Fountain Place LP
Crescent Real Estate Equities, Ltd.
DRS Infrared Technologies L.P.
DRS Unmanned Technologies
DynCorp International LLC
EADS Telecom North America
EFW, Inc.
Emerson Construction Company, Inc.
Entrust Limited
Ericsson Inc.
FACSERVICES INCORPORATED
First Support Services, Inc.
Fresse & Nichols, Inc.
Galderma Laboratories L.P.
General Dynamics
Geo-Marine, Inc.
Gilbert Southern Corporation
GUYCO, Inc.
Halff Associates, Inc.
Healthcare Service Corporation
Healthpoint, Ltd.
Huitt-Zollars, Inc.
IEX
Jones Bros Dirt & Pavnig Contractors Inc.
Jordan BE&K Federal Group LLC
Kalyn/Siebert LP
Kowakaki
L3 Communications
Lerch, Bates, & Associates
Litton Electo-Optical Systems
Lockheed Martin Aeronautics Company
Lockheed Martin Missiles and Fire Control
Lockwood Andrews & Newnam Inc.
M.A. Block Investments Co.
Masterfoods USA, Waco
Matheson Tri Gas
MW Builders of Texas, Inc.
NEC America, Inc.
Northrop Grumman
Oak Farms Dairy
Oil States Industries
Parker Hannifin Corporation
Parkhill Smith & Cooper, Inc.
Practitioners Publishing Company
Professional Development Institute
Raytheon
Safety Kleen Systems Inc.
Siemens Logistics & Assembly Systems, Inc.
Southwest Airlines
TAC Americas
Technical Diagnostic Services, Inc.
Templeton Construction Company
TESCO
Tetra Tech EM Inc.
Texas A&M
Texas Agricultural Experiment Station
Texas Tech University
Trailblazer Health Enterprises, LLC
TriQuint Semiconductor Texas LP
Turbomeca USA
Unicco Government Services, Inc.
University of North Texas, Health Science Center
University of Texas, Southwestern Medical
Utech, Inc. dba BMS Catastrophe, Inc.
Vertex RSI
Vought Aircraft Industries, Inc.
Walton Construction Company LLC
Xcel Energy
Zachry Construction Company
Veterans?
Page 21
21





Longevity
Start-Up – Less than 2 Years
2-5 Years
6-10 Years
11-15 Years
15+
Page 22
22
Small Business Classifications
SB, SDB, WOSB, EDWOSB,
SBA Certified HUBZone,
VOSB, SDVOSB
Page 23
23
+ Experience With Primes?
Page 24
24
+ Experience & Success With Primes?
Page 25
25
Are You Ready
for
Prime Time?
Overview
Winning
Awards
From
Government
Prime
Contractors
3 Hour
Workshop
 Page 26
Are You Ready
for
Prime Time?
Overview
 Page 27
Ask Questions Anytime!
WARNING!
How
Your
Footininthe
theDoor?
Door
How to
DoGet
I Get
My Foot
…. with your toes still attached!
Page 30
30
THE KEYS:
Prepare
Pursue
Page 33
33
THE WRONG WAY:
Pursue
Prepare
Page 34
34
Agenda
• Keys, Imperatives, Facts, Rules
• The Process: ‘21 Steps’
• O’Tool’s Theorem
35
How Do I Get My Foot in the Door?
Workshop Objectives
1. ROADMAP
2. ACTION PLAN
Page 36
36
Successfully Selling to the Primes
Requires …..
Prepare
Pursue
Process
Positive
Plan
Proactive
Passion
Persistence
Professional
Patience
Page 37
37
Small Business Coach
Page 38
38
21 Steps to Prime Time
‘Your Roadmap & Action Plan
Page 39
39
How Do
Get My
FootPrimes
in the Door?
ToISell
to the
You Have to Get to
RIGHT PERSON!
RIGHT PLACE!
RIGHT TIME!
RIGHT STUFF!
Page 40
40
is My
a Process
How Do I It
Get
Foot in the Door?
a ‘21 Step’ Process
Page 41
41
Facts:
You MAY Encounter a ROADBLOCK
Step-By-Step Guide to Work Through Roadblocks
Page 42
42
Government
Prime
Contractors
How
Do I Get My
Foot
in the Door?
All Have ….
Small Business Goals
Veteran and SDVOSB Goals
SDB, WOSB, EDWOSB, HubZone Goals
Great News!
Audit Review!
Page 43
43
How Do I Get My Foot in the Door?
Supplier Diversity Program Ratings
Outstanding
Highly Successful
Satisfactory
Their Rating
Can Affect
Future
Business
Marginal
Unsatisfactory
Audit Review!
Page 44
44
How Do I Get My Foot in the Door?
BUT ….
The Last Thing You Want to Say is …..
“I am a WOMAM-OWNED BUSINESS and I can help you
make your goals”!
Make You Case on:
Quality, Service, Delivery, Performance,
Track Record, Best Value
Page 45
Not Your Business Classification!
45
How Do I Get My Foot in the Door?
You Have To ….
Get to the Right People
At the Right Time
Page 46
Timing is Everything
46
Government
Prime
Contractors
How
Do I Get My
Foot
in the Door?
All Have ….
Small Business Liaison Officers (SBLOs) or
Supplier Diversity Professionals or
Small Business Specialists and …..
They Are Looking for You!
More Great News!
Page 47
47
How Do I Get My Foot in the Door?
and You Must
•
Have the ‘Right Stuff’
•
Answer the question …. Why You?
•
Show how you are Uniquely Different
•
Convince them that you are No Risk
•
Discuss your Opportunity Fit
•
Offer Solutions
Page 48
48
HowDo
to IGet
How
GetYour
My Foot
Footininthe
theDoor?
Door?
5 Imperatives!
1. Preparation
2. Passion
3. Execution
4. Persistence
5. Patience
Page 49
49
How Do I Get My Foot in the Door?
FACTS:

It’s Not
!

To WIN your opportunity, you must TAKE IT AWAY

DIFFERENTIATE your business from your Competitors

Must do it BETTER ,FASTER, SMARTER

Must be the BEST VALUE supplier
Understand that Selling to the Primes is a
Page 50
PROCESS!
50
How Do I Get My Foot in the Door?
FACTS:
To Sell to the Primes You Must
 Get On Their Radar Screen
and
STAY THERE!
Page 51
51
How Do I Get My Foot in the Door?
SECRETS:
How Do I Get On Their
RADAR SCREEN?
Page 52
52
How Do I Get My Foot in the Door?
SECRETS:
1. Know the PROCESS
2. Know your PRODUCT
3. Know your PROSPECT BETTER than they know themselves
-
Know Their RULES of ENGAGEMENT
-
Know WHAT THEY ARE LOOKING FOR in a Supplier
-
Have the ‘RIGHT STUFF
4. PAST PERFORMANCE
5. PERFORM
Page 53
53
How Do I Get My Foot in the Door?
5 MORE:
1. Do Everything Right, in THE RIGHT ORDER
2. FOLLOW DIRECTIONS to the letter
3. LISTEN more than you talk
4. Be PERSISTENT , NOT a pest
5. Be ALL-IN
Page 54
54
MAKE CONTACT FIRST?
FATAL MISTAKE
P
R
E
P
A
R
A
T
I
O
N
READY!
C
O
N
T
A
C
T
12 Steps
AIM!
6 Steps
FIRE!
MAKE CONTACT
3 Steps
Step-By-Step Guide
55
21 STEPS TO PRIME TIME
The Process, Roadmap & Action Plan
P
R
E
P
A
R
A
T
I
O
N
READY!
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
Don’t Go It Alone
SB Class, NAICS, DUNS, CAGE, SAM, SBA DSBS
Evaluate Your Website
Know Your Company
Know Your Team
Know Your Customers
Know Your Competitors
Manage Supply Chain
Identify & Mitigate their Worst Fear
Review, Update Business Cards
Develop & Practice your Elevator Pitch
Capability Statement
FIRE!
1.
Develop & Execute
Email & Telephone
Campaign that …..
Will Get Results!
Bingo!
2.
Develop & Present a
‘Knock Their Socks Off’
Capability Briefing!
Next
Steps
Double
Bingo!
AIM!
1.
2.
3.
4.
5.
6.
Page 56
Evaluate your Marketing Materials
Network; Join Organizations
Strategic Growth Plan,
Marketing Plan,
Identify 5-10 Key Prospects
Do Your Research
Identify Key Prospect’s SBLOs
3.
You Are Asked to
Respond to an RFQ.
Develop a Proposal
That Will …..
Win the Business!
$tep-By-$tep Guide
C
O
N
T
A
C
T
21 STEPS TO PRIME TIME
The Process, Roadmap & Action Plan
P
R
E
P
A
R
A
T
I
O
N
READY!
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
Don’t Go It Alone
SB Class, NAICS, DUNS, CAGE, SAM, SBA DSBS
Evaluate Your Website
Know Your Company
Know Your Team
Know Your Customers
Know Your Competitors
Manage Supply Chain
Identify & Mitigate their Worst Fear
Review, Update Business Cards
Develop & Practice your Elevator Pitch
Capability Statement
Next
Steps
AIM!
1.
2.
3.
4.
5.
6.
Page 57
Evaluate your Marketing Materials
Network; Join Organizations
Strategic Growth Plan,
Marketing Plan,
Identify 5-10 Key Prospects
Do Your Research
Identify Key Prospect’s SBLOs
$tep-By-$tep Guide
21 STEPS TO PRIME TIME
The Process, Roadmap & Action Plan
P
R
E
P
A
R
A
T
I
O
N
READY!
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
Page 58
Don’t Go It Alone
SB Class, NAICS, DUNS, CAGE, SAM, SBA DSBS
Evaluate Your Website
Know Your Company
Know Your Team
Know Your Customers
Know Your Competitors
Manage Supply Chain
Identify & Mitigate their Worst Fear
Review, Update Business Cards
Develop & Practice your Elevator Pitch
Capability Statement
$tep-By-$tep Guide
21 STEPS TO PRIME TIME
The Process, Roadmap & Action Plan
P
R
E
P
A
R
A
T
I
O
N
READY!
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
Page 59
Don’t Go It Alone
SB Class, NAICS, DUNS, CAGE, SAM, SBA DSBS
Evaluate Your Website
Know Your Company
Know Your Team
Know Your Customers
Know Your Competitors
Manage Supply Chain
Identify & Mitigate their Worst Fear
Review, Update Business Cards
Develop & Practice your Elevator Pitch
Capability Statement
$tep-By-$tep Guide
READY
1. Don’t Do it Alone
P READY!
1. Seek help from PTACS and SBDCs, TMAC, SBA, SCORE
R
E
P
A
R PTAC Website:
aptac-us.org/
A
T
I
O
N
Page 60
60
READY
2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS
P
R
E
P
A
R
A
T
I
O
N
READY!
2. Small Business Classifications
• Are you a small business?
• Check SBA website for Size Standards
• http://www.sba.gov
Page 61
SBA
Are You a Small Business?
61
READY
2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS
P
R
E
P
A
R
A
T
I
O
N
READY!
2. Review NAICS
• NAICS Codes:
http://www.census.gov/cgi-bin/sssd/naics/naicsrch
• List a PRIMARY NAICS Code
• Be sure your NAICS Codes Are Correct
• DO NOT list too many!
• Only What You Do UNDER YOUR ROOF!
Page 62
Your NAICS Are Important
62
READY
2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS
P
R
E
P
A
R
A
T
I
O
N
READY!
2. DUNS, SAM
• Get a DUNS number
• SAM – System for Award Management
https://www.sam.gov
• To sell to the primes, you Must be registered
• Was Central Contractor Registration (CCR)
Page 63
SAM – Make Sure it is Complete
63
READY
2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS
P
R
E
P
A
R
A
T
I
O
N
READY!
2. SAM
• SAM – System for Award Management
https://www.sam.gov
• You
DO NOT have to pay to get registered!
• You
DO NOT have to pay to get registered!
Page 64
Must Be Registered in SAM
64
READY
2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS
P READY!
2. SAM
R
E
WORKSHOP:
P
A How to Navigate the System for Award Management
R - Henry Vinson, Cross Timbers hvinson@uta.edu
A
T
I
O
N
Page 65
Need Help? Call Us!
65
READY
2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS
P
R
E
P
A
R
A
T
I
O
N
READY!
2. Review DSBS
• Linked to SAM is the ……
• SBA Dynamic Small Business Search
• http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm
• One tool a prime will use to check you out
• Keywords to find you
• Narrow their search: SDVOSB in Texas
Page 66
SBA DSBS – A Great Tool to Use
66
READY
2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS
P
R
E
P
A
R
A
T
I
O
N
READY!
2. Review DSBS
•http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm
Page 67
Table Listing, where
the firm or trade name begins with "QMF STEEL AND FABRICATION";
the profile's status is Active;
and randomized by original start time of search: 2014-06-17 11:00:22 AM.
Data validation took 0.01 seconds. The count and
search queries took 8.37 seconds and 8.57
seconds, respectively.
No profiles met your search criteria.
No more matches
A Busy Buyer Will Go the Next!
67
READY
2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS
P
R
E
P
A
R
A
T
I
O
N
READY!
2. Review DSBS
•http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm
View
Page 68
1
Name and Trade
Name of Firm
INC.
Contact
SAM
JONES
Address and City, State
Zip
Capabilities
Narrative
Fort Worth, TX 76107-7520
A Busy Buyer Will Go the Next!
68
READY
2. Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS
P
R
E
P
A
R
A
T
I
O
N
READY!
2. How
Do I Make Sure This is NOT ME?
Table Listing, where
the firm or trade name begins with
"QMF STEEL AND FABRICATION";
the profile's status is Active;
and randomized by original start time
of search: 2014-06-17 11:00:22 AM.
Data validation took 0.01 seconds.
The count and search queries took
8.37 seconds and 8.57 seconds,
respectively.
No profiles met your search
criteria.
View
1
Name and Trade
Name of Firm
INC.
Contact
SAM
JONES
Address and City, State
Zip
Capabilities
Narrative
Fort Worth, TX 76107-7520
No more matches
Send Me an Email and Ask How to Check!
Page 69
69
READY
3. Website
P
R
E
P
A
R
A
T
I
O
N
READY
3.
Evaluate Your Website; Ensure Cyber Security
I have a Website Guide
• Professional, User friendly
• The Right Information
• Capability Profile, Press Releases
• Modest, well-designed graphics
• Clear, crisp message
• Consistent style and fonts throughout the site
• Make sure Your CONTACT US is working
• Look at you’re the websites of your Competitors
Page 70
Professional Website is a Must
70
READY
3. Website & Cyber Security
P
R
E
P
A
R
A
T
I
O
N
READY
3. Evaluate Your Website; Ensure Cyber Security
I have a Cyber Security Guide, “Ten Cyber Security Tips for Small Business”
Ask me to send it to you
CYBER SECURITY
• Is your network secure?
Page 71
Cyber Security is on Their Minds
71
READY
4. Know Your Company
P
R
E
P
A
R
A
T
I
O
N
READY!
4.
Know Your Company
 What Do You Do?
 What Do You Do Best?
 Do You Have a Niche?
 Identify Top 5 Priorities
 Top 1 of 5
 Are they posted and visible?
 Keep the company Focused
Page 72
What Do You Do Best?
72
READY
4. Know Your Company
P
R
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P
A
R
A
T
I
O
N
READY!
4.
Know Your Company
SBA Dynamic Small Business Search (DSBS)
I have a DSBS Guide – Ask me to send it to you!
 You need to review the Dynamic Small Business Search
http://dsbs.sba.gov/dsbs/search/dsp_dsbs.cfm
Page 73
CHECK YOUR BUSINESS OUT
Prime Contractors Will ……
The First 12
73
READY
4. Know Your Company - SWOT Analysis
P
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P
A
R
A
T
I
O
N
Google SWOT
READY!
4.
Know Your Company
Perform a SWOT Analysis
SWOT ANALYSIS
STRENGTHS
WEAKNESSES
OPPORTUNITIES
THREATS
POSITIVE
NEGATIVE
Capitalize on Strengths
Seize Opportunities
Mitigate Weaknesses
Eliminate Threats
I
N
T
E
R
N
A
L
E
X
T
E
R
N
A
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Page 74
C
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T
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C
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74
READY
4. Know Your Company - SWOT Analysis
P
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P
A
R
A
T
I
O
N
READY!
4.
Know Your Company
Perform a SWOT Analysis
Answer the Question:
WHY US?
Page 75
75
READY
5. Know Your Team
P
R
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P
A
R
A
T
I
O
N
READY!
5.
Know Your Team
Develop a Training Plan
 Engage your Team
 Invest 3% of Payroll in Employee Training
 Especially Customer Service & Telephone Etiquette
 Be sure your Team is Focused
 Their Top 5 Priorities align with Your Top 5
 Their Top 1
 Priorities should be Posted and Visible
Page 76
Train Your Team Right!
76
READY
6. Know Your Market & Your Customers
P
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P
A
R
A
T
I
O
N
READY!
6. Know Your Market & Your Customers
KNOW YOUR MARKET
 Market Research
 Major Customer Groups
 Your Target Market
 Identify Potential Customers
Page 77
The First 12
C
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77
READY
6. Know Your Market & Your Customers
P
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P
A
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A
T
I
O
N
READY!
6. Know Your Market & Your Customers
KNOW YOUR CUSTOMERS

Prime contractors want to know who your customers are
Your Track Record of Customer Satisfaction

You should develop a list of your Top 5-6 Customers
Page 78
Customer List
C
R
I
T
I
C
A
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78
READY
6. Know Your Market & Your Customers
READY!
6. Know Your Market & Your Customers
KEY CUSTOMER LIST
Company
Name
Division
Supplier Supplier
Number Rating
Buyer's
Name
Phone
Email Products
Address Services
$$$$$
Other
1
2
3
4
5
6
Page 79
The First 12
79
READY
6. Know Your Market & Your Customers
P
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P
A
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A
T
I
O
N
READY!
6. Know Your Market & Your Customers
Page 80
Why Do Your Customers Buy From You?
The First 12
C
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I
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80
READY
6. Do You Know What Your Customers Are Thinking?
P
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P
A
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A
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I
O
N
READY!
6. Know Your Market & Your Customers
CUSTOMER SATISFACTION SURVEYS?
Page 81
C
R
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T
I
C
A
L
The First 12
81
READY
6. Know Your Market & Your Customers
P
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P
A
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A
T
I
O
N
READY!
6. Know Your Market & Your Customers
CUSTOMER SATISFACTION SURVEYS?
 Have you Lost Customers?
 What did you do to get the back?
Page 82
The First 12
C
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I
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82
READY
7. Know Your Competitors
P
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P
A
R
A
T
I
O
N
READY!
7. Know Your Competitors, How Are You Different?
 Your Competitors are selling to your Top Prospects
 If you want the business you must ‘TAKE IT AWAY’
Page 83
How do you do that?
To Win – You Must Take it Away
83
READY
7. Know Your Competitors
P
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P
A
R
A
T
I
O
N
READY!
7. Know Your Competitors, How Are You Different?
Ask me for my Dynamic Small Business Search Guide
 Identify your top 2-4 competitors
 Look them up in Dynamic Small Business Search
 Many List Their Customers, Buyer Names
 GREAT TOOL TO GET INTEL
C
R
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T
I
C
A
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Page 84
Get Intel on Your Competitors - DSBS
84
READY
7. Know Your Competitors
P
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E
P
A
R
A
T
I
O
N
READY!
7. Know Your Competitors, How Are You Different?
You can get valuable information from the Dynamic Small Business Search Guide
• Why You?
 What is your Competitive Advantage?
 How are you Different?
C
R
I
T
I
C
A
L
 This are THE questions you must answer!
Page 85
WHY US?
85
READY
8. Manage Your Supply Chain
P
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P
A
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A
T
I
O
N
READY!
8. Manage Your Supply Chain - Engage

You know your company

You know your employees

You know your market & customers

You know your competitors

You must Know Your Supply Chain
Page 86
WHY? You Are Joined at the Hip!
The First 12
86
READY
8. Manage Your Supply Chain
P
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P
A
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A
T
I
O
N
READY!
8. Manage Your Supply Chain - ENGAGE

Their prices affect your prices

You lose business because you are too high?

They lose that future business as well

Develop close relationships

Negotiate, agree on fair prices
Page 87
You Are Joined at the Hip!
The First 12
87
READY
9. What is a Buyer’s Fear?
P
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P
A
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A
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I
O
N
Page 88
The First 12
88
READY
READY
9. Mitigate
Mitigate Risk
RISK
9.
P
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P
A
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A
T
I
O
N
READY!
9. Mitigate RISK
RISK, a Prime Contractor’s Biggest Concern
A buyer is ROLLING THE DICE and taking a chance on a new
supplier
Page 89
7 or Craps?
89
READY
9. Mitigate Risk
P
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P
A
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A
T
I
O
N
READY!
9. Mitigate RISK
RISK, a Prime Contractor’s Biggest Concern
Begins and Ends with ETHICS & INTEGRITY
Page 90
Integrity!
C
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90
READY
9. Mitigate Risk
P
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P
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A
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I
O
N
READY!
9. Mitigate RISK
RISK, a Prime Contractor’s Biggest Concern
You Can Do 5 Things to Mitigate RISK!
1. Know Your D&B Rating
2. Develop a Trade References Document
3. Key Customer List - Proven Track Record
4. Create a Succession Plan
5. Develop a Strategic Growth Plan
Page 91
How Do You Mitigate Risk?
91
READY
10. Business Cards
P
R
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P
A
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A
T
I
O
N
READY!
10. Evaluate Business Cards
I have a Business Card Guide
Lay your business card on the table

Does it look professional?

Does it tell what you do?

Does it include your vital information?

Small Business Classification?

Do you use the back of your card?`
Do You Have the Right Information?
Page 92
92
READY
10. Business Cards
READY!
10. Evaluate Business Cards
Page 93
The First 12
93
READY
11. Elevator Pitch
P
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P
A
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A
T
I
O
N
READY!
11. Develop your Elevator Pitch – 6 Rules
I have an Elevator Pitch Guide
Rule # 1 – Assume Short Buildings ()
Rule # 2 – Show the Passion
Rule # 3 – Define What You Do, Hook ()
Rule # 4 - How You Can Help
Rule # 5 – Establish Credibility
Rule # 6 - Practice and practice again
Rule # 7 - End with an Action
Page 94
The First 12
94
READY
12. Capability Profile
P
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P
A
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A
T
I
O
N
READY!
12. Create Capability Profile
I have a Capability Profile Guide
Rule 1 -
One Page
Rule 2 -
5%
Rule 3 –
Why Us?
Page 95
95
READY
12. Capability Profile
P
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P
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I
O
N
READY!
12. Create Capability Profile
I have a Capability Profile Guide
Do You Have a One Page
Capability Statement?
We Can Help!
Page 96
96
Page 97
97
Page 98
98
Company
Name
LOGO
Contact:
(O) 817-776-5489 (M) 817-559-0010
Email:
CAPABILITY STATEMENT
Slogan
STATEMENT ABOUT YOUR OPPORTUNITY FIT (5%)
•
Capabilities
•
Competencies
•
Quality, Service, Delivery
•
Price
•
Products & Services
•
Your Niche
•
Quality Certifications
•
Special Equipment
CUSTOMERS
•
Customers:
•
Satisfaction:
•
Report Card:
•
Recognition:
•
Testimonials:
(Hopefully in the same industry as your prospect)
Other:
‘Follow Us’ on Facebook, LinkedIn, Twitter or other Social Media
Address:
City State Zip
(O) (F)
Website:
WHY US?
•
What is your Competitive Advantage?
•
How are you Different?
•
How do you Add Value?
•
How are you Better, Faster, Smarter?
•
How are you the ‘Best Value Supplier’
COMPANY INFORMATION
Established:
Revenue / Sales:
Employees: Shifts:
Facilities:
Clearances:
Duns / Cage:
NAICS Codes: Top 3
Classification:
Certifications::
SAM / DSBS: Hot Links directly to your profile
D&B Number/Rating:
Open Ratings Score:
READY
12. Capability Profile – Tips Before You Send
P
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P
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A
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I
O
N
READY!
12. Create Capability Profile
I have a Capability Profile Guide

Save it to a PDF file

See how it looks on your computer

Email your capability profile to yourself

Print it out in black & white

See how it looks on paper

Make adjustments

Email NOT Snail Mail not a Fax, UPS, Fed X
Page 100
100
21 STEPS TO PRIME TIME
The Process, Roadmap & Action Plan
P
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P
A
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A
T
I
O
N
AIM!
1.
2.
3.
4.
5.
6.
Page 102
Evaluate your Marketing Materials
Network; Join Organizations
Strategic Growth Plan,
Marketing Plan,
Identify 5-10 Key Prospects
Do Your Research
Identify Key Prospect’s SBLOs
AIM – The Next 6!
AIM
1. Evaluate Your Marketing Materials
P
R
E
P
A
R
A
T
I
O
N
AIM!
1. Evaluate Marketing Materials
Review and Evaluate
• Brochures
• Flyers
• Tri-Folds
• Logo
• Post cards
• Letterheads
• Advertising
• Newsletters
• Press Releases
(Ask me for my Press Release Guide)
Page 103
AIM - The Next 6!
Your
Professional
Image
103
AIM
1. Evaluate Your Marketing Materials
P
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P
A
R
A
T
I
O
N
AIM!
1. Evaluate Marketing Materials
DO YOU HAVE THE RIGHT
MARKETING MATERIALS?
ARE THEY
PROFESSIONAL?
Page 104
AIM - The Next 6!
Your
Professional
Image
104
SAVE THE DATE: August 6, 2014
18th Annual
2014 Government Procurement Conference
When: Wednesday, August 6, 2014
Where: Arlington Convention Center
Theme:
"Understanding the Process"
Hundreds of Networking Opportunities with your top prospects!
Learn more about the PROCESS of selling to the government and to their prime contractors!
105
AIM
2. Network
P
R
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P
A
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A
T
I
O
N
AIM!
2.
Page 106
Network – Join Organizations
Your Network is Your Net Worth!
106
2.
3. Organizations
P
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P
A
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A
T
I
O
N
AIM!
2.
Page 107
Network – Join Organizations
Your Network is Your Net Worth!
107
AIM
3. Marketing Plan & Budget
P
R
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P
A
R
A
T
I
O
N
AIM!
3.
Refine your Marketing Plan & Budget
Your GPS or map to Success!
Your Action Plan to get you from where you are
to where you want to be!







Page 108
Do you have a Marketing Plan?
Is it in Writing?
Do you set Goals? Responsibilities?
Identify Roadblocks
Do you evaluate where you are at least quarterly?
Do you communicate to your Team?
We can help you develop a Marketing Plan!
AIM - The Next 6!
108
AIM
3. Marketing Plan & Budget
P AIM!
3.
Refine your Marketing Plan & Budget
R Do you go to TRADE SHOWS ?
E
P
A
R
A
T
I
‘Deal or No Deal’
O …. The Art of Getting the Results You Want from a Trade Show!
N
Page 109
AIM - The Next 6!
109
AIM
3. Marketing Plan & Budget
P
R
E
P
A
R
A
T
I
O
N
AIM!
3.
Refine your Marketing Plan & Budget
 Do you establish a Marketing Budget?
 Is your Budget tied to Revenue / Sales?
 If so, when sales go down, so do your marketing efforts!
Page 110
AIM - The Next 6!
110
AIM
4. Develop a List o Prospects
P
R
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P
A
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A
T
I
O
N
AIM!
4.
Develop List of 5-10 Prospects
Have you identified your prospects?
 SBA Commercial Marketing Representatives
 Determine your OPPORTUNITY FIT
Page 111
The List!
111
AIM
4. Prospects
P
R
E
P
A
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A
T
I
O
N
AIM!
4.
Develop List of 5-10 Prospects
 CMRs in every SBA District compile a list of primes they audit
 They are happy to share with you
SBA Commercial Marketing Representatives
http://www.sba.gov/content/government-contracting-field-staff-directory






Page 112
Prime Contractor Names
Who they are, what they do, where they are located
Website
Programs
What they buy
SBLO name, phone, email address
Your PTAC can help you get the list from SBA
I have a list of 215 North Texas primes
112
Page 113
113
AIM
4. Prospects
P
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P
A
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A
T
I
O
N
AIM!
4.
Page 114
Develop List of 5-10 Prospects
The List!
114
AIM
4. Prospects
P AIM!
4.
Develop List of 5-10 Prospects
R Have you identified your prospects?
E • Ask me for ‘THE LIST’
P
A
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A
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I
O
N
Page 115
The List!
115
AIM
5. Develop a List o Prospects
P
R
E
P
A
R
A
T
I
O
N
AIM!
5.
Research, Rules of Engagement

Develop and refine your ‘HIT List’ – Top 10

Research their websites – Get Prepared

What are they looking for in a supplier?

Do you have the qualities they are looking for?

Do you have ‘The Right Stuff’? If so …..

Determine your ‘Opportunity Fit’

Download the Contacts List and identify the SBLO

Look at their Events Calendar – where will they be
Page 116
AIM - The Next 6!
116
AIM
5. Develop a List o Prospects
P
R
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P
A
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A
T
I
O
N
AIM!
5.
Page 117
What Are Their Rules of Engagement?










•
•
•
Do your Research – know all about us, BEFORE CONTACT
Know that we have No Set-A-Sides
Know what we are Looking For in a supplier
Ensure you have ‘The Right Stuff’
Determine your ‘Opportunity Fit’
If so, Register on the website
Answer the question, Why Us?
Articulate your Competitive Advantage, Differentiator
Provide a One Page Capability Statement
Discuss your Track Record
Be Financially Stable
Small Business Classifications are SECONDARY
Make your case on Quality, Service, Delivery, Price, Best
Value
RULES OF ENGAGEMENT
117
AIM
6. ID
SBLOs
and Learn
- Gatekeepers
All About the Gatekeepers
P
R
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P
A
R
A
T
I
O
N
AIM!
6. Identify Your Key Prospect’s SBLOs
 Primes all have small business goals
 They employ Small Business Liaison Officers (SBLO’s)
 Supplier Diversity Professionals, Small Business Officers
 SBLO’s ensure that the company is compliant
 SBLO’s are Advocates who work with hundreds of small businesses
 SBLO’s are Brokers – they bring buyers & sellers together
AIM - The Next 6!
118
AIM
6. Small Business Liaison Officers
P
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P
A
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A
T
I
O
N
AIM!
6. Learn all about SBLOs
Their job?
 The GATEKEEPER
 Check you out from TOP to BOTTOM
BEFORE recommending you to a buyer,
engineer or end-user
AIM - The Next 6!
119
21 STEPS TO PRIME TIME
The Process, Roadmap & Action Plan
FIRE!
1.
Develop & Execute
Email & Telephone
Campaign that …..
Will Get Results!
Bingo!
2.
Develop & Present a
‘Knock Their Socks Off’
Capability Briefing!
Double
Bingo!
3.
You Are Asked to
Respond to an RFQ.
Develop a Proposal
That Will …..
Win the Business!
Page 120
FIRE
C
O
N
T
A
C
T
FIRE – Email & Telephone Campaign
1. The Email – Tips Before Your Send
FIRE! MAKE CONTACT
1. Email Prospects
Send a concise email
3-4 paragraphs
225 Word count
Ask for my Email Guide
The Signature Line
• Your Name, Title
• Company Name
• Website
• Phone Number
• Email Address
Page 121

Subject Line? Your Company Name

Be concise – 225 words max

Do not rely on Spell Checker
 Attach or embed Capability Profile

DO NOT WRITE IN ALL CAPS

DO NOT use colors
Be Concise!
C
O
N
T
A
C
T
121
FIRE
1. Email Tips
FIRE! MAKE CONTACT
1. Email Prospects
Send a concise email
3-4 paragraphs
225 Word count
Ask for my Email Guide
The Signature Line
• Your Name, Title
• Company Name
• Website
• Phone Number
• Email Address
Page 122
Do not use a
Yahoo or Gmail address
 Get a domain name
 jim@yahoo.com is not professional as
C
O
N
T
A
C
T
jim@randleinc.com
Johnny@gmail.com
122
FIRE
1. Email Tips
FIRE! MAKE CONTACT

Avoid long sentences
Send a concise email
3-4 paragraphs
225 Word count
Ask for my Email Guide

Do not ask for a Read Receipt

Read twice, send once

Use acronyms sparingly
The Signature Line
• Your Name, Title
• Company Name
• Website
• Phone Number
• Email Address

Avoid exclamation points!!!!!!!!!!!!!!!!

Ask if Tuesday at 9:00 is a good time to call
1. Email Prospects
Page 123
Establish a Time to Call!
C
O
N
T
A
C
T
123
FIRE
1. Your Email Message
FIRE! MAKE CONTACT
1. Email Prospects
Send a concise email
3-4 paragraphs
225 Word count
Ask for my Email Guide
 Registered on the website
 Your Opportunity Fit
 Your Competitive Advantage
 Why You?
 Who you are
The Signature Line
• Your Name, Title
• Company Name
• Website
• Phone Number
• Email Address
Page 124
 What you do
 Customers, Satisfaction , Recognition
 Supplier for another division? Tell them!
 Supplier #, rating, buyer, email, phone
•
21 Steps
to Prime Time!
C
O
N
T
A
C
T
124
FIRE
1. Email Mistakes
FIRE! MAKE CONTACT
1. Email Prospects
Send a concise email
3-4 paragraphs
225 Word count
Ask for my Email Guide
The Signature Line
• Your Name, Title
• Company Name
• Website
• Phone Number
• Email Address
• SBLOs receive hundreds of emails
• Spam filters are very sensitive
BIG
MISTAKES

20M Power Point Presentation, 387 Slides

No capability profile

8 page capability profile

Sending a tri-fold as a capability profile

Pages of Marketing Material

Tell them that you can help them make their
C
O
N
T
A
C
T
goals
Page 125
21 Steps to Prime Time!
125
FIRE
1. Email Timing
FIRE! MAKE CONTACT
1. Email Prospects
Send a concise email
3-4 paragraphs
225 Word count
Ask for my Email Guide
 Wait 3-5 days after registering online
 Send on Tuesday, Wednesday or Thursday
 Timing is important
The Signature Line
• Your Name, Title
• Company Name
• Website
• Phone Number
• Email Address
Page 126
21 Steps to Prime Time!
C
O
N
T
A
C
T
126
FIRE
1. Email Tips
FIRE! MAKE CONTACT
1. Email Prospects
Send a concise email
3-4 paragraphs
225 Word count
Ask for my Email Guide
The Signature Line
• Your Name, Title
• Company Name
• Website
• Phone Number
• Email Address
Page 127
DO NOT ASSUME
 That your email was Received
 If received, that is was Read
 If read, that it was Digested
Always Make a
Follow-Up Call
to Make Sure it
was received
Do Not Assume!
C
O
N
T
A
C
T
127
FIRE
1. Email Spam Filters
Email Spam Filters
1. Prime’s Have Filters
2. Cyber Security
SPAM FILTERS
• Call to be sure your
email was received
• Primes DO NOT check
their JUNK MAIL
Primes
DO NOT check their
JUNK MAIL
• Primes DO NOT check
their JUNK MAIL
Page 128
Spam Filters Are Set Very High!
C
O
N
T
A
C
T
128
FIRE
1. Small Business Spam Filters
Email Spam Filters
1. Do you have a Spam Filters
2. Cyber Security
SPAM FILTERS
• ALWAYS check your
JUNK MAIL
• ALWAYS check your
JUNK MAIL
Page 129
C
Always check your O
JUNK MAIL
N
T
Call to make sure your A
email was received C
T
Always Check Your Junk Email !
129
FIRE
1. The Telephone Call
FIRE! MAKE CONTACT
2. Make the Phone Call
Phone calls are Cold Calls
If You Reach a Live Person,
ALWAYS ASK IF IT IS A
GOOD TIME TO TALK
Land Line
Page 130
21 Steps to Prime Time!
C
O
N
T
A
C
T
130
FIRE
1. The Telephone Call
FIRE! MAKE CONTACT
2. Make the Phone Call
Phone calls are Cold Calls
If You Reach a Live Person,
ALWAYS ASK IF IT IS A
GOOD TIME TO TALK
Page 131

Call on Tuesday at 9:00 like you said

Practice your Pitch – use a mirror

BE READY

If you get a live person, BINGO!

Always Ask if it’s a good time to talk

Have your Original Email Ready

Have your Top 3-5 Customer List Ready

Have your Trade References Ready
Be Prepared!
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A
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FIRE
1. The Telephone Call – Live Person
FIRE! MAKE CONTACT
2. Make the Phone Call

Registered on the Website

What you do, What you do

How Long You Have Been Doing It

Customers

Customer Satisfaction

Your Competitive Advantage

Why You!

Your Opportunity Fit

Your Track Record and Past Performance

By the Way, We’re a Woman Owned Business
Phone calls are Cold Calls
If You Reach a Live Person,
ALWAYS ASK IF IT IS A
GOOD TIME TO TALK
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21 Steps to Prime Time!
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O
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T
A
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T
132
FIRE
1. The Telephone Call – Live Person
FIRE! MAKE CONTACT

Listen to the SBLO
2. Make the Phone Call
Phone calls are Cold Calls
If You Reach a Live Person,
ALWAYS ASK IF IT IS A
GOOD TIME TO TALK
Page 133
The SBLO

Review your information

Check you out

Registered

Review your SAM

Send info to appropriate buyer

Tell you that the Buyer will contact you

Ask for the name of the buyer

Ask about your next steps

Prepare to Follow-up
Do Not Over Sell!
C
O
N
T
A
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FIRE
1. The Telephone Call - Voice Message
FIRE! MAKE CONTACT
2. Make the Phone Call
Phone calls are Cold Calls

When you leave a voice message

Name, Company and Phone Number

SHORT message:
You have registered online and you are
interested in becoming one of their Best
Value suppliers (Short & Sweet)
If You Reach a Live Person,
ALWAYS ASK IF IT IS A
GOOD TIME TO TALK

Give the Day and Time of your message

Name, Company, Phone Number At The End

Do not leave your entire sales message

Refer to your email
C
O
N
T
A
C
T
Vital Information:
Name, Company, Phone, Your Brief Message, Name, Company Phone
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21 Steps to Prime Time!
134
FIRE
1. The Telephone Call - Voice Message
FIRE! MAKE CONTACT
2. Make the Phone Call
Phone calls are Cold Calls
If You Reach a Live Person,
ALWAYS ASK IF IT IS A
GOOD TIME TO TALK
THE
KEY
 Keep Calling, Keep Calling
BUT ……
 Do not leave another voice message
 Put them on your speed dial and keep a
record
 Keep calling, voice message? Hang Up!
 Call again
 Somewhere, when you least expect it
they will answer the phone.
C
O
N
T
A
C
T
 Be Ready!
Page 135
One Voice Message, One Time!
135
FIRE
1. The Telephone Call - Voice Message
FIRE! MAKE CONTACT
2. Make the Phone Call
AGAIN …..
Have the email you sent ready to send again
….. Just In-Case
Fire it off if they did not receive it!
Page 136
21 Steps to Prime Time!
C
O
N
T
A
C
T
136
FIRE
1. Follow-Up
FIRE! MAKE CONTACT
3. FOLLOW-UP
Once you have made Telephone Contact
FOLLOW UP ONCE A MONTH
Page 137
21 Steps to Prime Time!
C
O
N
T
A
C
T
137
FIRE
1. Your Follow-Up is the Key
FIRE! MAKE CONTACT
3. Email Follow-Up
Follow-Up is the Key
to the entire Process
To Be There at the
Right Time
Page 138

Once a month send a short email

Say that you are following up

Attach, embed your updated capability
profile

Attach any press releases

Ask to be considered for any requirements
that fall within your capabilities

You want to become their supplier of choice

Short and Sweet
21 Steps to Prime Time!
C
O
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T
A
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T
138
FIRE
1. Your Follow-Up is the Key
FIRE! MAKE CONTACT
3. Email Follow-Up

Make the follow-up telephone call
Follow-Up is the Key
to the entire Process
To Be There at the
Right Time
Land Line
Page 139
21 Steps to Prime Time!
C
O
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T
A
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T
139
FIRE
1. Follow-Up
FIRE! MAKE CONTACT
3. Email Follow-Up
Follow-Up is the Key
to the entire Process
 Be Professionally
Persistent
To Be There at the
Right Time
C
O
N
T
A
C
T
 Not a Professional Pest
Page 140
21 Steps to Prime Time!
140
FIRE
1. Follow-Up – Telephone Mistakes
1. Calling your prospect on their cell phone
What is the difference between San Diego and New York City?
2. Do Not use a cell phone for an important sales call
3. Cold sales calls
4. When asked “what do you do” say that you can do anything
C
O
N
T
A
C
T
5. Tell the SBLO that you can help make their goals
Page 141
21 Steps to Prime Time!
141
You Are Invited to Give a Capability Briefing
Page 142
142
Page 143
143
To Seize the opportunity you must …..
1. Subscribe to O’Tool’s Theorem!
2. Develop and present a Capability
Briefing that will ‘Knock Their Socks Off
3. Understand the Secrets of developing a
dynamic Proposal that will
‘Win the Business’
Page 144
144
FIRE
2. The Capability Briefing
Topics:
 Why Us?
 Who We Are
 What We You Do
 How Long We’ve Been Doing It
 What We Do Best
 Our Opportunity Fit
 How We Are Different
 Who Our Customers Are
 Customer Satisfaction, Recognition
 Quality, Service, Delivery, Best Value
Capability
Briefing
RULE #1
Contingency Plan
C
O
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T
A
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T
 Equipment, Facilities, Quality Assurance, Clearances
PageWhy
145 Us?
O'Tool's Theorem?
145
FIRE
2. The Capability Briefing
• Send email with
presentation to
the SBLO, just in
case
• Take it on a
Thumb Drive
• Take a Hard
Copy
Page 146
Capability
Briefing
RULE #1
Contingency Plan
C
O
N
T
A
C
T
O'Tool's Theorem?
146
FIRE
2. The Capability Briefing
 When You Meet With Them: Turn you cell phone off
C
O
N
T
A
C
T
Page 147
147
FIRE
3. Develop a Proposal that will ‘Win the Business’
Winning proposals are the result of:
 Teamwork
 Coordination with the customer
 Good planning
Your PTAC can help with
Bids and Proposals
Page 148
148
FIRE
3. Develop a Proposal that will ‘Win the Business’
RULES FOR SUCCESS:
•
Do your Homework, know the Rules
•
No Bid? Send a Thank You Note and Tell Why
•
Invited to a Pre-Proposal Conference? Attend
•
Communicate Only with the POC
•
Use a RED and YELLOW Highlighter; pay close attention to “SHALL”
•
Develop a Compliance Matrix
Page 149
149
FIRE
3. Develop a Proposal that will ‘Win the Business’
Sample Compliance Matrix
RFP
Received
Customer
Address
Contact information
DUE COB
#
Topic
Supply Chain
Management
COMPLIANCE MATRIX
Requirements / Statements /
Rec'
Questions
d
Complet
e
Comments / Notes / Action
ID and negotiate with Key suppliers
150
FIRE
3. Develop a Proposal that will ‘Win the Business’
RULES FOR SUCCESS:
•
If you don’t understand a requirement, Ask The POC
•
If you need help, Call Us!
•
Respond before the Due Date
•
If not successful or successful, ask for a Debrief
•
If successful, Keep the Customer Satisfied! Perform!
Page 151
151
SUMMARY
Selling to the Primes is a PROCESS
Doing Many Little Things Right
21 Steps
In the Right Order
At the Right Time
First Time
Knowing What to Do, When
Page 152
152
Summary
Make You Case on:
Quality, Service, Delivery, Performance,
Your Track Record, Best Value
Not Your Business Classification!
You Want to Say is …..
“By the way, I am a veteran owned small business!”
Page 153
153
21 STEPS TO PRIME TIME
The Process, Roadmap & Action Plan
P
R
E
P
A
R
A
T
I
O
N
READY!
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
Don’t Go It Alone
SB Class, NAICS, DUNS, CAGE, SAM, SBA DSBS
Evaluate Your Website
Know Your Company
Know Your Team
Know Your Customers
Know Your Competitors
Manage Supply Chain
Identify & Mitigate their Worst Fear
Review, Update Business Cards
Develop & Practice your Elevator Pitch
Capability Statement
FIRE!
1.
Will Get Results!
Bingo!
2.
Next
Steps
Page 154
Evaluate your Marketing Materials
Network; Join Organizations
Strategic Growth Plan,
Marketing Plan,
Identify 5-10 Key Prospects
Do Your Research
Identify Key Prospect’s SBLOs
Develop & Present a
‘Knock Their Socks Off’
Capability Briefing!
Double
Bingo!
AIM!
1.
2.
3.
4.
5.
6.
Develop & Execute
Email & Telephone
Campaign that …..
3.
You Are Asked to
Respond to an RFQ.
Develop a Proposal
That Will …..
Win the Business!
Remember the ‘21 Step’ Process
C
O
N
T
A
C
T
21 STEPS TO PRIME TIME
The Process, Roadmap & Action Plan
P
R
E
P
A
R
A
T
I
O
N
READY!
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
Don’t Go It Alone
SB Class, NAICS, DUNS, CAGE, SAM, SBA DSBS
Evaluate Your Website
Know Your Company
Know Your Team
Know Your Customers
Know Your Competitors
Manage Supply Chain
Identify & Mitigate their Worst Fear
Review, Update Business Cards
Develop & Practice your Elevator Pitch
Capability Statement
Next
Steps
AIM!
1.
2.
3.
4.
5.
6.
Page 155
Evaluate your Marketing Materials
Network; Join Organizations
Strategic Growth Plan,
Marketing Plan,
Identify 5-10 Key Prospects
Do Your Research
Identify Key Prospect’s SBLOs
18 Steps BEFORE CONTACT
Summary
5 Imperatives
Preparation
Passion
Execution
Persistence
Patience
Page 156
156
READY
1
Don't Do it Alone
2
Classifications, NAICS, DUNS, CAGE, SAM, SBA DSBS
3
Evaluate Website; Ensure Cyber Security
4
Know Your Company - Perform a SWOT Analysis
5
Know Your Team
6
Know Your Customers
7
Know Your Competitors
8
Manage Your Supply Chain
9
10
11
12
Mitigate Your Customer's Worst Fear
Review, Update Business Cards
Develop a 12-15 Second 'Elevator Pitch'
Develop Capability Statement 1 Page/5%/Why US?
AIM
1
2
3
Develop, Refine Marketing Materials
Network, Join Organizations
Develop, Refine Marketing Plan
4
Develop a List of your Top 5 -10 Prospects
5
Research Each; Rules of Engagement
6
Learn About SBLOs; Where They Will Be
1
Develop, Execute Email & Telephone Campaign
2
Develop, Present a 'Knock Their Socks Off' Briefing
3
Develop a Proposal that will 'Win the Business'
FIRE
Page 157
ACTION
Contact Cross Timbers, ID Resources
Contact TMAC, ID Resources
Contact SBA, SCORE
Attend 'Winning Awards' workshop
Review NAICS Codes
Check SAM and SBA DSBS
Evaluate Website
'Contact Us' function
Perform SWOT Analysis
Answer 'Why Us'
ID Key People - Establish Goals
Develop Training Budget
ID Training Courses
Customer Satisfaction Survey
Develop Key Customer List
ID Competitors SBA DSBS
How Are We Different? Differentiator
ID Key Suppliers
Negotiate 'Win-Win'
Strategic Growth Plan
D&B, Open Ratings Scores
Trade References
Succession Plan
Review Business Card
Develop Pitch - Jim's Guide
Attend Jim's Workshop
ACTION
WHO
ECD
STATUS
ACTION PLAN
WHO
ECD
STATUS
WHO
ECD
STATUS
Review Materials
ID Key Organizations
ID Target Market
Develop Budget
Deal or No Deal - Jim's workshop
Sign Up for Bid Match
Get 'The List' from Jim
ID Top 5
ID, Contact Local CMRs
Get Jim's 'Rules of Engagement' Guide
Learn Your Top 5 ROE
ID Key SBLOs
ACTION
Develop Email
Track Emails
Follow-Up with Telephone Calls
Attend Jim's Workshop
Develop Capability Briefing
Attend Henry's Workshop
Get Jim's Guide
157
Are You Ready
for
Prime Time?
Jim Randle
Prime Contractor Supplier Diversity Specialist
Veteran Advocate, Small Business Coach
Email: jrandle@uta.edu
(O)817-776-5489 (M)817-559-0010
Website: http://www.uta.edu/crosstimbers
QUESTIONS?
158