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
3 Tips For Effective Bid Pipeline Management
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
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
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
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 Business Meetings Program Meetings Focus on Client’s Program Needs Discussions that may lead to a task What are your data gaps? Do you need a more rigorous risk assessment Are you having web access issues? Have you used Krieging methods to reduce sampling costs? What subject matter experts are you using?
Essential Element 5: Bid Pursuit Information Get Program vs. Business Information
Focus on the Client’s Contract Needs Discussions that can lead to new contracts How are incumbents doing? Do you currently view us as competitive? Are there “must have” consultants or subs? What special capabilities most a prime have? Who are the thought leaders and decision makers?
IF YOUR COMPANY GUIDES STAFF ON HOW TO GET COMPETITIVE INFORMATION
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Too Early and The Wrong Firms Could be Locked on Your Team Too Late and The Right Firms May Already be Committed Close When Management Has No More Questions.
Essential Element 8:Teaming Sabotage Keep Teaming Decisions From Sabotaging the Bid Add Subs For…. Client confidence Critical skills Depth Geographic reach Special tools….
Too Many Firms Makes the Bid Look Confused
IF YOUR COMPANY USES EXPLICIT CRITERIA TO ADD SUBCONTRACTORS TO TEAMS
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates It took 9 months, but the client favors Readiness oard Storyb us an Mgt pl es Resum So we must have t Projec ons ti this in the bag, descrip ckages a p s b u S right? Etc mm Exec Su
Then We Lost? – Why!!??
Essential Element 9:Proposal Readiness Find Out If the Proposal Team is Ready to Go
ary
i on ing
Co m lan pet iti C ds lie cap ve e nt p S refer en pe dif cial ces T fer e E eam ntia ing tor tc th e s ory
Are we ready for the RFP or just positioned with the client?
IF YOUR COMPANY TESTS THE PROPOSAL TEAM BEFORE LAUNCHING THE PROPOSAL
Po sit
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates Red Team Scores at
Poor Red Team
Drafts
Waste the time of expensive senior reviewers Miss the chance for important experienced critiques Leave the proposal team scrambling to finish…. Instead of adding creativity Increase the proposal cost
Are negative experiences
for everyone
80% Essential Element 10:Red Team Scores Get High Scores in Internal Proposal Reviews
Don’t waste the time of expensive senior reviewers Get valuable input Spend final days polishing rather than panicking Saves proposal costs and increases the chance of winning
Are positive experiences It It takes takes just just as as long long to to write it early as late. write it early as late.
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
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