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
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
GSA CLASSES
CONSTRUCTION CONFERENCES
TUESDAY - September 11 - Introduction to GSA Schedules Register: https://tinyurl.com/y973mbp6
THURSDAY - September 13 Federal Government Construction Contracting Summit Register: https://construction091318.eventbrite.com
TUESDAY - September 18 - CGSA Schedules For Beginners Register: https://tinyurl.com/ybrcrh2b THURSDAY - October 04 - GSA Schedule for Beginners Register: https://tinyurl.com/yazpw7da MONDAY - November 05 - So I Have a GSA Schedule, Now What? Register: https://vaptap.ecenterdirect.com/events/2414
November 13-15 GroundBreak - The Construction Conference Register: https://www.procore.com/groundbreak/schedule
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
ABOUT OUR SPEAKER: David M. Stearman - # of Years In GOV CON: 20 - Education: University of Maryland - Company Name: GovCon Services Consortium
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
What If…? GovCon Proposal Heresies Wednesday, August 29, 2018
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
What If…?
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
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What If…? What if what you think is true…isn’t?
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
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What If…? Are you willing to challenge orthodoxies?
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
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Heresy #1: PROPOSALS DON’T WIN!
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
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Heresy #1: PROPOSALS DON’T WIN! Good News: They don’t lose either.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #1: PROPOSALS DON’T WIN! Good News: They don’t lose either. (Usually.)
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #1: PROPOSALS DON’T WIN!
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #1: PROPOSALS DON’T WIN! • A proposal is an artifact—the tangible description of an offer..
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #1: PROPOSALS DON’T WIN! • A proposal is an artifact—the tangible description of an offer. • The offer is based on a strategy.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #1: PROPOSALS DON’T WIN! • A proposal is an artifact—the tangible description of an offer. • The offer is based on a strategy. • Winning or losing is based primarily on the strategy, not the artifact.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #1: PROPOSALS DON’T WIN! • A proposal is an artifact—the tangible description of an offer. • The offer is based on a strategy. • Winning or losing is based primarily on the strategy, not the artifact. Strategy Offer Win/Loss
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #1: PROPOSALS DON’T WIN! NEW CREDO: RSVP for the Win Party!
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #1: PROPOSALS DON’T WIN! NEW CREDO: RSVP for the Win Party! • Relationships
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #1: PROPOSALS DON’T WIN! NEW CREDO: RSVP for the Win Party! • Relationships • Solutions
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #1: PROPOSALS DON’T WIN! NEW CREDO: RSVP for the Win Party! • Relationships • Solutions • Value
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #1: PROPOSALS DON’T WIN! NEW CREDO: RSVP for the Win Party! • • • •
Relationships Solutions Value Proof
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #1: PROPOSALS DON’T WIN! NEW CREDO: RSVP for the Win Party!
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Heresy #2: Pwin = P-ew!
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
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Heresy #2: PWin = P-ew! (It’s neither objective nor predictive.)
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Heresy #2: Pwin = P-ew!
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #2: Pwin = P-ew! • What PWin is: A judgment―which may or may not be well-informed
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #2: Pwin = P-ew! • What PWin is: A judgment―which may or may not be well-informed • What PWin is not: An objective, data-based, predictive metric
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #2: Pwin = P-ew! NEW CREDO: Honesty and Transparency
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #2: Pwin = P-ew! NEW CREDO: Honesty and Transparency •
How we should use PWin (if at all): As just one element in a robust, nuanced approach to decision making regarding pipeline opportunities
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #2: Pwin = P-ew! NEW CREDO: Honesty and Transparency • •
How we should use PWin (if at all): As just one element in a robust, nuanced approach to decision making regarding pipeline opportunities How we should not use PWin: As a metric for incentivizing BD and capture professionals (e.g., as an artificial means to maintain a “full” pipeline), or as a replacement for more robust, nuanced, meaningful opportunity assessment
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #3: “No Bid” Helps You Grow!
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #3: “No Bid” Helps You Grow! (In fact, these may be the two most important words for your growth strategy.)
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #3: “No Bid” Helps You Grow!
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #3: “No Bid” Helps You Grow! • Bidding more does not necessarily mean winning more.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #3: “No Bid” Helps You Grow! • Bidding more does not necessarily mean winning more. • Bidding more requires more resources: time, money, people.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #3: “No Bid” Helps You Grow! • Bidding more does not necessarily mean winning more. • Bidding more requires more resources: time, money, people. • There is a “tipping point” beyond which the more you bid, the less successful you will be.
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #3: “No Bid” Helps You Grow! NEW CREDO: Ask the Right Questions
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
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Heresy #3: “No Bid” Helps You Grow! NEW CREDO: Ask the Right Questions • Can We Do It?
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #3: “No Bid” Helps You Grow! NEW CREDO: Ask the Right Questions • Can We Do It? • Can We Win?
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #3: “No Bid” Helps You Grow! NEW CREDO: Ask the Right Questions • Can We Do It? • Can We Win? • Can We Make Money?
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #3: “No Bid” Helps You Grow! NEW CREDO: Ask the Right Questions • Can We Do It? • Can We Win? • Can We Make Money?
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Heresy #4: Writing is Fungible!
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
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Heresy #4: Writing is Fungible! (It’s the “dirty little secret” of proposal development.)
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Heresy #4: Writing is Fungible!
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Heresy #4: Writing is Fungible! • Parkinson’s Law applies in this context:
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Heresy #4: Writing is Fungible! • Parkinson’s Law applies in this context: Writing will expand or contract to fit the available time.
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
Heresy #4: Writing is Fungible! • Parkinson’s Law applies in this context: Writing will expand or contract to fit the available time.
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #4: Writing is Fungible! NEW CREDO: Make Time for What Matters
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #4: Writing is Fungible! NEW CREDO: Make Time for What Matters • Prior planning prevents poor performance. Before you begin to write, PLAN. You’ll save time in the long run!
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
Heresy #4: Writing is Fungible! NEW CREDO: Make Time for What Matters • Prior planning prevents poor performance. Before you begin to write, PLAN. You’ll save time in the long run! • Quality matters. After you finish writing, make time for QC before you submit your proposal. You’ll be glad you did!
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
What If…?
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Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
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What If…? Which “truths” are you willing to question?
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
www.JenniferSchaus.com
What If…? Which assumptions are you willing to challenge?
Jennifer Schaus & Associates – GOV CON WEBINAR SERIES - 2018 - WASHINGTON DC
What If…? Which “heresies” and new credos are you willing to consider?
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THANK YOU FOR ATTENDING!!
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QUESTIONS? Contact our speaker David M. Stearman at 703-642-2465 and at dstearman@govcon-services.com
SERVICES FOR US FEDERAL CONTRACTORS
OFFICE: 2 0 2 – 3 6 5 – 0 5 9 8