Step 1 – Discovery
It’s important to understand who you are, the structure and ownership of your company, what you sell, and your understanding of the GovCon marketplace and all its channels. In this 60-minute virtual session we will thoroughly evaluate your current business operation and the solutions that you provide and wish to introduce to various government agencies.
- Assess your current product and service offerings
- Your reason for pursuing government contracts and funding for innovation
- Review your current client portfolio including client mission and relationships to look for links and connections
Step 2 – Contracting and Funding Methods
In step 2, I facilitate a corporate session that includes an overview of the various methods that the government uses to contract with companies. This 2.5 hour virtual seminar covers the elements of uncovering potential opportunities and explores methods to develop relationships to obtain contract awards and, if appropriate, funding assistance for innovative solutions. We discuss the following.
- Funding cycles
- FAR Contracts (BPAs, IDIQ, BICs)
- Socioeconomic programs
- Agency Acquisition Forecasts
Step 3 – Data Discovery
In this step, I introduce you to a trusted partner who will walk you through how to access and leverage publicly available contract data to determine your best prospects.
Step 4 – Market Analysis
Using your new data discovery tools and the information from steps 1 and 2, we will continue to analyze who buys what you sell, how much they buy, how often they buy it, how they buy it and who they buy it from. We will determine if alternative procurement authorities (OTA, SBIR) are an appropriate area for you to explore. At the end of this analysis, you will have identified targets agencies where your best prospective clients are and you will know how to approach them. We will also uncover whether strategic long-term teaming is appropriate.
Step 5 – Office Hours
In step 5, I become the coach who supports your team in executing your plan. Monthly for 60 days you have access to me during office hours where clients schedule time with me to discuss their challenges. Discussion often centers around the following topics.
- Guidance and support on current projects
- Advice and counsel on situations encountered
- Plan for meetings with prospective clients
- Proposal/grant application management advice
- Go/no go decision support for various contracts and funding opportunities
Who benefits from this program?
Small business owners
Key personnel in a small business
Sales professionals new to GovCon business development
Wondering, how to decide?
Ask yourself this question. “Will I be happy with my progress in winning government contracts if one year from today I am in the exact same place?”