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
TUESDAY - Aug 6 IN-PERSON CLASS:Â Intro To GSA Sche dules
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About Our Speaker: Skip Blackburn, CEO Education: BS Computer Science & Mathematics MBA Finance Company Name: BIT Solutions, LLC # of Years Federal Gov Con Experience: 25
7 Steps for Strategic & Effective Capture Program
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Agenda 1. Qualify before you spend time 2. Capture strategy plan 3. Right questions Right time 4. Understand the customer 5. Collect information 6. Executive updates 7. Compelling response
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
1. Qualify before you spend time o Spend the time up front doing research o Meet the customer
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
2. Capture strategy plan o Develop a call plan – customer & team o Gather gate review value o Shaping issues
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
3. Right questions Right time o What to ask? o When to ask?
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
4. Understand the customer o What are their real issues? o Focus on resolutions (shaping)
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
5. Collect information o Every piece of info is valuable o Find software that helps the sales team be successful
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
6. Executive updates o Reason for Gate reviews o Budget management
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
7. Compelling response o Differentiators o Win Themes o Ghost Themes
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Best Suggestions: o Create a repeatable Capture process and follow o Listen to the Customer o Bid deals you can win
THANK YOU! JSchaus & Assoc. Washington DC hello@JenniferSchaus.com www.JenniferSchaus.com +1–202–365–0598 Speaker: Skip Blackburn, BIT Solutions, LLC
Email: skip@bitsolutionsllc.com Phone: 410-925-0424