FED GOV CON Webinar Wednesdays 2019 Series JSchaus & Assoc. Washington DC +1–202–365–0598
About Our Webinars: - Every Wednesday; - Complimentary; - Recorded; - YouTube & our Website; - No Questions
About Us:
Professional Services for Federal Contractors - GSA Sched; - SBA 8(a); - Proposal Writing; - Pricing; - Contract Administration; - Business Development
Advertise With Us! We offer newsletter & webinar advertising. CONTACT: Mallory.Flowers@ jenniferschaus.com for more information.
About Our Speaker: Judy Bradt Education: University of Toronto BA McMaster University MBA Company Name: SUMMIT INSIGHT # of Years Federal Gov Con Experience: 31
How To Get In Front Of Your Federal Buyer So You Can Win The Work You Deserve Strategies and Pitfalls
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Here’s The ONE Big Thing You Need To Know
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
There’s No Such Thing As “Selling To The Government”
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Agenda: Who Do You Want To Reach? Six Reasons Why They Don’t Take Your Calls The Five Worst Mistakes Contracting Officers Say Vendors Make What To Do Instead And How To Get Your Attendee Bonus
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Who, Exactly, Do You Want To Get In Front Of? “Veterans Affairs” “Homeland Security” “PEO STRI” “HHS”
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Who, Exactly, Do You Want To Get In Front Of? “Veterans Affairs” “Homeland Security” “PEO STRI” “HHS”
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
You’re Selling To Humans. To Be Successful, Get Specific.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
So. Who, Exactly, Do You Want To Get In Front Of?
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
So. Who, Exactly, Do You Want To Get In Front Of? Individual Federal Humans.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
So. Who, Exactly, Do You Want To Get In Front Of? Individual Federal Humans. Who Need What You Do. As Many As You’re Willing To Call On.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Know The Players At All Five Layers Contracting Officer End User Small Business Specialist Stakeholder Prime
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Who’s Really Your Buyer? Contracting Officer: Signing authority, acquisition process End User: requirements, funding Contracting Officer’s Representative Program Manager Folks with job titles YOUR end users have
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Psssst‌ Small Business Specialists And Stakeholders Are Not* Your Buyers. But they can help.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
OMG Where To Find Them All? Okay, SIX quick FREE sources Agency directories Past contract data – FPDS Forecasts Solicitations, incl Ebuy & FBO Google LinkedIn
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Contracting Officers DO Want To Talk To You. (Just not always when you want to talk to them.) FAR 15.201 can be your friend.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
What Contracting Officers Think Of Vendors
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
What Contracting Officers Think Of Vendors
Great Big Ball Of Risk.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
6
Reasons Why They Don’t Return Your Calls 1. “You Left A Rude Voicemail.” 2. “I’ve Got A Solicitation On The Street” 3. “I’m Out Of The Office” 4. “I Don’t Buy What You Do” 5. “I Don’t Need What You Do Right Now”
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
6
And…
6. You Just Haven’t Broken Through The Noise (Yet)
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Want To Get In Front Of Your Federal Buyer?
5 – 7 touches? 8 – 15 touches?
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Want To Get In Front Of Your Federal Buyer? First, focus. Then, persist.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Expect to take…
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Expect to take… 16 – 30 Touches, From Contact To Contract.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
“But what do I say?” First, let’s look at what NOT to say.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
The Top Five Mistakes Contracting Officers Say Vendors Make And What To Do Instead
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Top Mistake #5: Ask Me About Something I Don’t Do
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Top Mistake #5: Ask me about something I don’t do Fast Fix: Research the data, and ask me about requirements I handle
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Top Mistake #4: Ask Me Who Won The Contract
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Top Mistake #4: Ask Me Who Won The Contract
Federal Procurement Data System
Fast Fix: Use the data, do your own research
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Top Mistake #3: Ask Me For Matchmaking With Primes
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Top Mistake #3: Ask Me For Matchmaking With Primes Fast Fix: Do your own networking, matchmaking research & due diligence Consider a free service like www.govmates.com
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Top Mistake #2: Dump Me With Data I Didn’t Ask For
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Top Mistake #2: Dump Me With Data I Didn’t Ask For Fast Fix: Answer. The. Question. Mark Supplemental Info As Such.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Top Mistake #1: Go Fishing. “Got Anything Coming Up?”
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Top Mistake #1: Go Fishing. “Got Anything Coming Up?” Fast Fix: Have a specific ask about something I do.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
What TO Say, Do, Ask Your Federal Buyer? Shift the focus of your content to THEM, more than you. Research everything about them. Hang out online where they do. Put yourself in their shoes. Offer content and ideas they can use.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
We Covered A LOT! Who Do You Want To Reach? How To Decide Six Reasons Why They Don’t Take Your Calls The Five Worst Mistakes Contracting Officers Say Vendors Make (And What To Do Instead) And now…
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Secretly Wondering, “What Do They Really Want, When?” You Are Not Alone! It’s One Of Vendors’ Top Struggles.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Secretly Wondering, “What Do They Really Want, When?” Get the complimentary handout: Why Federal Content Marketing Works & What Your Buyer Wants Right Now https://GrowFedBiz.com/federal-content-marketing
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Catch Judy’s other webinar with Jennifer! How To Win Your Meeting (And Get Invited Back) http://bit.ly/HowToWinYourMeeting
THANK YOU! JSchaus & Assoc. Washington DC hello@JenniferSchaus.com www.JenniferSchaus.com +1–202–365–0598 Speaker: Judy Bradt Email: Judy.Bradt@SummitInsight.com Phone: 703 627 1074