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, Contract Admin & more!; Educational webinars; -
Networking events and seminars;
WEBSITE: http://www.JenniferSchaus.com
Monday, OCT 22 – 2018 5.30pm -7.30pm Federal Contractors Fiscal New Year Soiree #govcon NETWORKING EVENT @ The John F Kennedy Center TICKETS REQUIRED, SPONSORSHIPS AVAIL: https://fiscalnew102218.eventbrite.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT OUR SPEAKER: Christy Roach Hollywood -
20+ of Years in GOV CON
- MBA, Strategy, Kenan-Flagler Business School, UNC-Chapel Hill; BA, University of Virginia - Hollywood & Associates, Ltd. hollywoodassoc.com | @HollywoodAssoc
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Proposal Processes that Win – Time and Again Wednesday, October 3, 2018
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
How are awards determined by Federal proposal evaluators? Multiple proposals, sometimes multiple procurements, are evaluated simultaneously. Checklist based on RFP is used. Primary focus: to find a response to each requirement. Your proposal is skimmed, not read thoroughly. Generally short time to score; rushed. Score is based only on what is in proposal.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
To Win, Must Be: • Compliant • Competitive • Compelling
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Top Three Proposal Processes 1. Don't bid everything 2. Plan before you write 3. Review and revise
www.JenniferSchaus.com
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
1. Don’t Bid Everything • Set clear bid criteria based on what you can win. • Don’t bid blind. • Work the opportunity - or team with someone who has.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
2. Plan Before You Write • Address compliance • Determine your solution and staffing • Offer clear differentiators and benefits to client • Include easily understood graphics and visuals
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
3. Review and Revise • Author reviews • Color/gate reviews • Perspective improves chance of win • Compliant, competitive, compelling!
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Beyond the Basics • Embrace what works from Shipley Associates 101 • Stay agile – rolling reviews, gradually fuller drafts, phased section completion • Use technology consistently to your advantage • Be ready
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
To Win, Be: •
Compliant
•
Competitive
•
Compelling
Using Three Simple Proposal Processes 1.
Don't bid everything
2.
Plan before you write
3.
Review and revise
THANK YOU FOR ATTENDING!!
WWW.JENNIFERSCHAUS.COM
QUESTIONS? CONTACT OUR SPEAKER CHRISTY HOLLYWOOD AT 571-290-0148 or CHRISTY@HOLLYWOODASSOC.COM
SERVICES FOR US FEDERAL CONTRACTORS
OFFICE: 2 0 2 – 3 6 5 – 0 5 9 8