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
Advertise With Us! We offer newsletter and webinar advertising. Email mallory.flowers@je nniferschaus.com for more information.
About Our Speaker: Olessia Smotrova, CF.APMP Fellow Education:
BA, International Affairs, University of Colorado, Boulder, CO
Company Name: OST Global Solutions, Inc. # of Years Federal Gov Con Experience: 21
White Papers and Point Papers
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
What situation warrants a white paper?
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
When you need to market a solution to multiple customers When you need effective marketing collateral When your solution is not easily replicated by the competition, and is truly unique
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
When is a point paper more appropriate?
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
When your solution is more competitively proprietary When you want to generate a meeting with the government quickly When you are looking to do capture for a specific opportunity When you don’t want to give away all of the details in writing
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Do Your Research: Identify part of the agency that may have the interest in your offer Identify any published information about this part of agency's offering Examine the agency's budget
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
The difference between White Papers and Point Papers
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
White papers show the entire solution in the absence of the presenter Point papers tease and invite the government to a meeting Both help position yourself as a trusted advisor
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Rules of thumb for the White Paper
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Brainstorm on customer's needs and pain points Lead with the customer's need and context "Sell" your solution - don't make it so technical that you forget the benefits
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
May add a case study or make the white paper about a case study Keep it well-researched and professional
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
If not used as a broad marketing tool: Include a portion that resembles a statement of work, so that the government can reuse it State a pathway of how the work could be completed (a vehicle, a contract, a sole source award)
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Good practices for a Point Paper
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Understand when you can talk about the opportunity directly or when to make an indirect pitch Relate the bullets to the opportunity Don’t exceed 6-7 slides Include your capabilities and contact information
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
Handling next steps with the Government
2019 – Fed Gov Con Webinar Series - Washington DC JSchaus & Associates
White and Point Papers may lead to meetings Bring your best SMEs Be prepared to offer alternative solutions and discuss specific applications Do more customer research to understand who you will be meeting with Prepare for fact finding and follow-on action
THANK YOU! JSchaus & Assoc. Washington DC hello@JenniferSchaus.com www.JenniferSchaus.com +1–202–365–0598 Speaker: Olessia Smotrova Email: otaylor@ostglobalsolutions.com Phone: 240-246-5305