FED GOV CON - To bid or not to bid

Jennifer Schaus & Associates

SERVICES FOR US FEDERAL GOVERNMENT CONTRACTORS

WEBINAR WEDNESDAYS – 2018 WASHINGTON, DC OFFICE PHONE: 2 0 2 – 3 6 5 – 0 5 9 8

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

Join Us for Our 2018 Series of Complimentary Webinars on various US Federal Government Contracting Topics.

Presenters are industry experts sharing knowledge about the competitive government contracting sector.

Find all of our Govt Contracting webinars (free download) at www.JenniferSchaus.com

Contact Us @ 2 0 2 – 3 6 5 – 0 5 9 8

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

REMINDERS: All webinars are complimentary.

All webinars are recorded.

They are found on our website and on YouTube.

Please send your questions to the speaker directly.

Thank you for participating.

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

ABOUT JENNIFER SCHAUS & ASSOCIATES: - Based in downtown Washington, DC; - A la carte services for Federal Contractors; - Proposal Writing to GSA Schedules, 8a Cert and Contract Administration, etc.; - Educational webinars; - Networking events and seminars; WEBSITE: http://www.JenniferSchaus.com

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

ABOUT OUR SPEAKER: Eileen Kent - 17 Years of GovCon - Education: Wayne State University, BA Journalism - Trained over 10,000 Nationwide in Federal Sales, Proposal Writing, GSA - Now Builds Custom Federal Sales Action Plans Company Name: Custom Keynotes, LLC Brand: Federal Sales Sherpa

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

To Bid or Not to Bid That’s the $64,000 Question

Wednesday, May 23, 2018

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

“To Bid or Not To Bid?”

“Why A Bid/No Bid Process?”

• Saves You Time • Saves You Money • Saves Your Team • Helps You Focus on Winners

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

“Why a Bid/No Bid Process?”

“Saves You Time and Money” • Most Bids Take Time – From Selling, From Billing, From Family and Friends.

• On Average, Bids take 4 People 1 Month to Complete a Bid • 4 People for 1 Month at $100 an Hour 8 Hours x 5 Days x 4 Weeks x 4 People x $100 = $64,000

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

“Why a Bid/No Bid Process?”

“Saves Your Team ….. For Winning Bids Only” • Besides Work Days, It Takes Weekends and Evenings • It Pushes Into their Billable Work, Taking Them Off Their Game • You Don’t Want to Gather The Team Unless You Know You’ll Win • When You Know You’ll Win, You Need to Share With Them Why You’re Bidding – Then You Get Buy In and Dedication.

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

“To Bid or Not To Bid?”

“Write Less Proposals, WIN MORE!” • Less Proposals Mean More Focus and Time on Winners • Less Proposals – Doesn’t Push The Team into Overload • Less Proposals Mean You Don’t Write Losers • Less Proposals Saves You Up to $64K for Each No Bid

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

“To Bid or Not To Bid?” “Do You Know the Customer?”

• Who is the Contracting Officer and Their Protocols • Who is the End User, Their Role and Their Perceived Solution?

• What are Their Preferred Methods of Buying • Do You Have Contract Vehicles they Use? • Which Incumbent Do They Use the Most?

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

“To Bid or Not To Bid?”

“Do You Know What They Want – And Do You Have It?” • What are the exact specifications and can you meet them?

• Are You “Name Brand” or “Equivalent?”

• Can You Actually Perform All the Work?

• Do You Meet the Best Values, Past Performance and Evaluation Criteria?

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

“To Bid or Not To Bid?”

“Who is the Incumbent?”

• Does the Customer Know, Trust and Love Them?

• What Contracting Vehicles and Set Asides Do They Have?

• Can They Bid On This?

• If Not, Do They Have A Teaming Partner Who Can?

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

“To Bid or Not To Bid?” “When did you hear about the bid and when is it due?”

• Is the bid coming and we still have time to prepare?

• Is the bid already posted and we’re already scrambling?

• When is it due and can we meet the deadline?

• Do we need to hire more resources to prepare the bid?

• Do we need more teaming partners? Are we missing anything?

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

“To Bid or Not To Bid?”

“Does the Scope of Work Meet Our Expertise?”

• Is This One of Our Target Agencies • Did We Help Define the Needs Early On? • Can We Deliver Perfectly, On-time and Within Budget?

• Will We Make Money?

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

“To Bid or Not To Bid?”

“Do We Have the Set Asides and Contracting Vehicles?”

• What Type of Set Aside is This?

• What Type o Contract Vehicle are They Using?

• Do We Have Either or Both?

• If Not, Do We Have a Teaming Partner with Both?

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

“To Bid or Not To Bid?”

“How Much of this is Wishful Thinking?”

Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC www.JenniferSchaus.com

“To Bid or Not To Bid?”

“For Every Bid You Pass On, You’ve Saved Up to $64k” Spend 10 minutes with the team on a bid/no bid decision and save yourself for winners only.

THANK YOU FOR ATTENDING!!

WWW.JENNIFERSCHAUS.COM

QUESTIONS? CONTACT OUR SPEAKER: Eileen Kent at 312-636-5381 eileenkentstevens@gmail.com

SERVICES FOR US FEDERAL CONTRACTORS

OFFICE: 2 0 2 – 3 6 5 – 0 5 9 8