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
TUESDAY - Aug 6 IN-PERSON CLASS:Â Intro To GSA Sche dules
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About Our Speaker: Edward Saltzberg Education: Ph.D. Company Name: ERS Advisors # of Years Federal Gov Con Experience: 40
4 Business Components To Grow Your Government Business Common Sense But Not Always Common Knowledge Ways to Beat the Competition
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
ERS Advisors
www.ersadvisors.com Falls Church, Va. 22046 esaltzberg@ersadvisors.com 703 992 3848
Business Acquisition Training for Jr & Mid Level Staf Bid Pipeline Management Capture and Proposal Management Common Sense But Not Always Common Knowledge Ways to Beat the Competition.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
My Experience 40 Years of Business Know How
• 1977-1990 SAIC: Corporate Vice President ($50 Million to $1 Billion) • 1990-1997 Viar/DynCorp/CSC: Partner, Senior Vice President ($12 Million to $44 Million) • 1997-2005 MNG/SRA: Partner, Senior Vice President ($5 Million to $50 Million) • 2005-2007 Battelle: Environment Market Sector Leader, Vice President
2007 – present ERS Advisors: President
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Slides are Drawn Fr0m ERS Advisors’ One-day Training
Win More Government Work and Spend Less Money Doing it!
Insider Tactics for Winning Government Contracts Well led – Scaled - Unified
esaltzberg@ersadvisors.com Common Sense But Not Always Common Knowledge Ways to Beat the Competition.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates Revenue Profile of Industry Leaders By Bidding on Well Qualified Opportunities
20000
The Industry Leader
15000
Riser
Revenue ($1000)
25000
10000
The Average Firm
Tread 5000
0 2000
2001
2002
2003
2004
2005
Year
2006
2007
2008
2009
2010
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Goals of a Business Capture Program Consistently grow corporate revenues and profits
•Establish a pipeline of important bid opportunities •Get the right competitive data to qualify them •Enable management to make timely and informed bid decision •Increase win rates •Spend fewer indirect dollars
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
The Three Pillars -Well led – Scaled Unified Consistently grow corporate revenues through
•Informed bid decisions: based on information that fully defines the competitive nature of the procurement •Timely bid/no bid decisions: consciously apply resources to the best opportunities
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
The Three Pillars Unified: Common terms for important concepts
• Competitive Nature of the Bid: How the landscape is forming • Coach: Someone who knows the competitive nature of the bid • Teaming Decision Point: Not too early or too late in the process • Black Hat Review: Dissecting and countering the competitors' arguments • Informed Bid Decisions: Based on all the (competitive data vs. program/project data) • Too Busy to Win: A primary reason many “well qualified” opportunities fail • Discipline: Doing everything right and on schedule
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Essential Element 1: Health Measures The Five Business Health Measures
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates The Important Business Capture Metrics and what they measure
Firm Contract Backlog (FCB): Measures urgency Qualified Proposal Backlog (QPB): Measures stability • Qualified Leads Backlog (QLB): Indicates marketplace vitality • Sales Efficiency (ROI): Measures return on investment
Vital Signs
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Firm Contract Backlog “Urgency”
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates The Bid Decision Pyramid™ It generally takes 20 prospects to get 4 well qualified proposals
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Essential Element 1: Health Measures The Five Business Health Measures
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Calculating the Qualified Proposal Backlog Target Stability
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
The Total Backlog Picture Which profile is the better one?
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Executive Implementation Challenges
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
ERS Advisors
www.ersadvisors.com Falls Church, Va. 22046 esaltzberg@ersadvisors.com 703 992 3848
Business Acquisition Training for Jr & Mid Level Staf Bid Pipeline Management Capture and Proposal Management Common Sense But Not Always Common Knowledge Ways to Beat the Competition.
THANK YOU! JSchaus & Assoc.
Washington DC hello@JenniferSchaus.com www.JenniferSchaus.com +1–202–365–0598 Speaker: Ed Saltzberg Email: esaltzberg@securityandsustainabilityforu m.org
Phone: 703 992 3848