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
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Professional Services for Federal Contractors - GSA Sched; - SBA 8(a); - Proposal Writing; - Pricing; - Contract Administration; - Business Development
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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 Win Your Meeting With Your Federal Buyer (And Get Invited Back)
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Agenda: What Are The Two Types of Wins You Need To Create With Your Buyer? What Are The Three Checklists You Need To Use? What Are The Four Keys That Unlock Federal Wins? And…How To Get Your Attendee Bonus
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Get Out Your Notebook! We’re Going To Do Some Work.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
What Kind Of Wins Do You Need To Create With Your Buyer?
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
The Two Types of Wins
2nd
1st
Win Their Attention (Get The Meeting) Win More Engagement (including getting invited back)
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
How To Win Their Attention And Get On Their Calendar 1. Identify The Specific Requirement(s) You’re Focused On And The Stage It’s At Published Forecast?
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
How To Win Their Attention And Get On Their Calendar 1. Identify The Specific Requirement(s) You’re Focused On And The Stage It’s At Published Forecast? Pre-Solicitation?
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
How To Win Their Attention And Get On Their Calendar 1. Identify The Specific Requirement(s) You’re Focused On And The Stage It’s At Published Forecast? Pre-Solicitation? Anticipation?
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
How To Win Their Attention And Get On Their Calendar 1. Identify The Specific Requirement(s) You’re Focused On And The Stage It’s At Published Forecast? Pre-Solicitation? Anticipation? Whisper In Your Ear?
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Win Their Attention 2. Invite The Right People For The Stage Of Acquisition Small Business Specialist? Contracting Officer? End User / Program Manager? Primes / Partners? Stakeholder?
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Win Their Attention 3. What’s In It For Them, Right Now? Innovation? Leading Trends? Savings? Greater Reliability / Capacity / Productivity? Faster Implementation / Greater Adoption? Show That They “Shopped”?
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Win Their Attention 3. What’s In It For Them, Right Now? Aha! OOO!
Can you solve a small problem, give them a fast result, right in the room?
Ahhhh...
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Win Their Attention 4. Get On Their Calendar Lots of Lead Time Right Time Of Year For The Topic Multiple Touch Points Reach Key Players Internal and External Proponents / Sponsors Ask agency contacts, “Who else should we invite?” Anticipation, Confirm
Build
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
We Got The Meeting! Now What?
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Checklists Let You Fly With Confidence. Pre-Flight Takeoff & In-Flight Landing & Shutdown
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
You’ll Want Three Checklists: Pre-Meeting Call Day Follow-Up Yours Are Unique. What Has Experience Taught You?
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
You’ll Want Three Checklists: Pre-Meeting Call Day Follow-Up Yours Are Unique. What Has Experience Taught You? Looking For Ideas?
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates Pre-Meeting Checklist: Starting Points Location & Facility Security & Clearances Allowable Equipment/Media Cooperatively-Developed Agenda & Handouts Rehearsal Speakers & Note-Takers Goals Backup Plans
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates Call/Meeting Day Checklist: Starting Points Final Checks: Tech, Point of Contact Transportation & Arrival Sign-in Sheet Your 600-Second Presentation ~ 60% of the time for questions & discussion Relax. They’re human. Show gratitude & empathy.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
“Wait, What? “You Said To Slash Our Presentation To 600 Seconds?” Actually, HACK It To 600 Seconds. Six Simple Slides. 10 Minutes. No Worries! Get Your Six-Slide Template In My Free Handout At The End Of This Presentation
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates Follow-Up Checklist: Starting Points Thank-You notes Meeting summary & next steps Send follow-up collateral Internal & Agency De-briefing Do What You Said You Would Do
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Top Tips To Get Invited Back Sign-in Sheet: Know Who’s There Keep Your Story Concise. Make It About Them First Validate, Then Educate Bring Quantifiable Case Studies From Similar Clients Give Them A Fast Result Write Your Thank You Notes Do Your Follow Up
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
The Four Keys That Open Federal Contract Wins Define & Identify Your Specific Buyers Know What To Do & Say, And When To Do It Systematize Processes for Increased & Predictable Success Take Rapid, Consistent Action To Build Engagement
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Secretly Wondering, “How Can I Build The Perfect Presentation?” Get the complimentary handout: Six Simple Slides: The Perfect Federal Capability Presentation Template https://GrowFedBiz.com/capability-presentation-template
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