1 · Professional Speaker and Bestselling Author Small Business Advocate − Chairman, Board of Directors, Veterans Business Resource Center (VBRC) (VBOC) − Guest speaker and trainer,

RSM FederalConnecting Business with Government

Nationally Recognized Leader In Government Sales Acceleration

1www.RSMFederal.com

© RSM Federal, 2018. All Rights Reserved.

To train, mentor, and assist returning military, National Guard and Reserve members, and their families in

addition to our nation’s Veterans as they start and grow small businesses.

Transitioning Military Skills Into Small Business Success

OUR MISSIONA recognized 501c(3) nonprofit organization founded and operated by Veterans in 2004

Missouri * Iowa * Kansas * Nebraska

Funded in part through a cooperative agreement with the US Small Business Administration

All Branches Welcome

The Most Valuable Training We’ve Ever Received For Government Sales

WOW – we should have done this . . . ten years ago! A better term would be “Total Solution!” We

learned more in two days with RSM Federal than years with other well-respected and well-known

experts. RSM Federal’s approach and strategies are a true paradigm-shift. Not only did we receive the

most valuable training we’ve ever received, we were given access to hundreds of business templates,

resources, and strategies which allow us to successfully execute what we’ve learned.

We won $600,000 with DOL; $1 Million with NAVSUP, and an IDIQ with the State of Maryland! Joshua

and his team at RSM Federal are the real deal!

Stephanie A. Parson, PresidentPresidentCrowned Grace International

Winning Strategies For Government Prospecting

Real-World Recommendations for SDVOSB Companies



6www.RSMFederal.com


Joshua P. Frank MIS, MBA

RSM Federal – Managing Partner

SDVOSB

28 years supporting public sector / government

Former military intelligence officer

Professional Speaker and Bestselling Author

Small Business Advocate

− Chairman, Board of Directors, Veterans Business Resource Center (VBRC) (VBOC)

− Guest speaker and trainer, SBA

− Judge for Entrepreneurial Competition (Arch Grants)

Expertise

− Education, training, and business coach

− Specialize in techniques & strategies to accelerate revenue and market entry



7www.RSMFederal.com


14,300 Companies Have a GSA Schedule 1

So much for the “Low-Hanging Fruit” theory

- Not often publicized

Almost half of companies with Schedule . . . fail

It’s Not Because of What They Sell

So. . . Why do 50% of GSA Schedule holders fail?

1 Note. You don’t need a Schedule to win contracts

FY 2013

22,000 Companies

54% <$50,000 in sales 12,000 Companies

37% $0 in sales 8,000 Companies

FY 2018

14,300 Companies 7,700 cancelled / terminated

48% <$50,000 in sales 6,900 Companies

34% $0 in sales 4,800 Companies



8www.RSMFederal.com


2 Identical Companies

Identical Products and Services

Both Companies:

- Same education level

- Get help from mentors, coaches, and consultants

- Attend same conferences

- Watch same webinars

- Buy same business books

- Joined the same associations

- Both certified (State and/or Federal)

- Attend the same training sessions

One company wins contracts. The other does not.

Why?



9www.RSMFederal.com


Why?

Because it’s not what you learn -

It’s how you apply it

Which is critical for capture, prospecting, and sales



10www.RSMFederal.com


Why Do Companies

Win Contracts?





Why do companies win contracts?

Past Performance

Management Team

Perceived Value

Strong Back Office

Socio-Economic Status

Pricing

Quality Product / Service Relationships





Past Performance

Management Team

Perceived Value

Strong Back Office

Socio-Economic Status

Pricing

Quality Product / Service Relationships

2nd

2nd

2nd

2nd

2nd

2nd

2nd

Why do companies win contracts?





Let’s Get Started

Session Expectations- Basic - intermediate content, techniques, and strategies

- 1 hour webinar with Q&A

- A ton of information

Agenda- SDVOSB Certification Requirements

- Federal Budget

- Acquisition vs. Pre-Acquisition

- Differentiation

- Who Buys What You Sell?

- 20 Prospecting Methods – Which Should You Use?

- Q&A





SDVOSB Certification RequirementsDisabled | Ownership | Control





Mandated by FAR* Part 19 “Small Business Programs”

Agencies follow the FAR to varying degrees- Not all meet their percentage obligations

- Some agencies utilize one set-aside more than others

Small business classification is dependent on your NAICS Codes

Federal Acquisition Goals For Small Business

Percentage Set-Asides Certification

23% Small Business (SB) Self-Certification

5% Small Disadvantaged Business (SDB) 8(a) Through SBA

5% Woman-Owned Small Business (WOSB) 4 Certifiers

0% Veteran-Owned Small Business (VOSB) Through VA / SBA

3% Historically Underutilized Business Zone (HUBZone) Through SBA

3% Service-Disabled Veteran-Owned Small Business (SDVOSB) Through VA / SBA

Source: SBA , http://www.sba.gov/ Figure 18: Fed Agency SB Procurement Goals

Federal Agency Small Business Statutory Goals





Certification

Disabled Veteran

- DD-214 | Disability status letter from VA if requested

Ownership

- 51% annual distribution and profits

- Ownership that is not subject to conditions precedent, conditions subsequent,

executory agreements, voting trusts, restrictions on or assignments of voting

rights, or other arrangements causing or potentially causing ownership

benefits to go to another (other than after death or incapacity).





Certification

Control

- Day-to-day management and long term decision-making authority

- Company documentation must not provide non-Veteran members with equal

or greater authority over the day-to-day management and long-term decision

making of the LLC than that of the Veteran

- Control over all decisions of the LLC and must provide demonstrable

evidence (e.g., provisions of the operating agreement) of this ability to control.

- Owners need not work full-time but must show sustained and significant time

invested in the business.

- Must demonstrate that a Veteran owner’s employment in another business

will not interfere with his/her control of the applicant or participant

- Highest compensated employee

- Highest officer position





Federal Budget





The Federal Budget

Government Fiscal Year

Starts October 1st

(In billions of dollars)

Outlays 2015 2016 2017 2018 2019

Appropriations

Defense

Federal Agencies

$1,186

623

563

$1,184

684

600

$1,216

592

624

$1,218

600

618

$1,304

678

626

Mandatory Programs 2,458 2,427 2,573 2,583 2,739

Total Outlays 3,644 3,611 3,789 3,801 4,407





Federal Spending FY2016 – FY2019





So What?

Billions in Federal Funding for Small Business FY2019

Your Top Priority – How To Properly Engage The Federal Market

- Don’t listen to colleagues that constantly complain about not winning

- Budget cuts and sequestration are a big deal – to uneducated / unprepared companies

- Companies that educate themselves and perform the right activities – win contracts

- It’s NOT about what you know. It’s how you apply what you’ve learned.





Government Opportunities- Don’t Do What Everyone Else Does -





6 Common Challenges

How to identify who buys what you sell and how to contact them

Bidding without information or intelligence (beyond FBO / FedBizOpps)

Bidding without knowing the prospect (talking to them)

Bidding without knowing the competition

Bidding without having done the up-front work

Not tailoring your marketing collateral (capability statement, etc.)





80% of Businesses Focus on Unqualified Opportunities

Target opportunities which align with your strongest offerings

- Where you clearly understand or plan to understand the prospect’s needs

- Where the value of your products / services align

Target agencies which are likely buyers of your solutions

- Propensity – Who buys what you sell … how much … how often?

- Discard all others – “Shotgun Sales” are rarely successful





Typical Business Focus

Meeting with Prospects (5%)

RFI and Sources Sought (5%)

Teaming / Partners (10%)

RFP Released (80%)

Where do most businesses focus?

Where should you focus?

Positioning with Prospects (80%)


Teaming / Partnering (10%)

RFP Released (5%)

Meeting with Prospects (5%)


Teaming / Partners (10%)

RFP Released (80%)

Where do most businesses focus?

Acquisition Phase

Pre-Acquisition Phase





Government Acquisition Cycle

26

SOW Statement of Work

RFI Request for Information

RFQ Request for Quote

IFB Invitation for Bid

RFP Request for Proposal

Procurement

Yes

IFB / eBuy

RFQ

Building Concept Procurement

Yes

RFP

Identify Process,

Features, Benefits

Basic Vision

SOW Defined No

No

Government Critical Path

3 – 6 Months X =

RFI

Sources

Sought

Sourc

e ©

Federa

l A

ccess, M

arc

h 2

012

Fig

ure

8 –

Govern

ment A

cquis

itio

n P

rocess

YesBasic Vision

SAP

Government

Meetings

Pre-Acquisition Acquisition





FedBizOpps (FBO) Only 10% of All OpportunitiesMost opportunities already in acquisition phase (90%)Sources Sought and RFIs Have Increased to 10% of all FBO Opportunities

FBO – Single Government Point of Entry (GPE) for >$25,000

Acquisition PhaseFedBizOpps, eBuy, DIBBS, et al.

Know They Need Your SolutionsBut not a priority to acquire

Don’t Recognize They Have Problems

You have to show them. . .

Preparing For AcquisitionMay be in FedBizOpps as RFI or Sources Sought

Figure 113 – FedBizOpps is Acquisition PhaseSource: © RSM Federal, March 2012

45%

45%

9%

1%




© RSM Federal, 2018. All Rights Reserved.www.RSMFederal.com

© RSM Federal, 2018. All Rights Reserved. Not Authorized as a Training Resource for Other Organizations or Entities.

DifferentiationIt’s Not What You Sell

It’s The VALUE You Provide






Categories of Differentiation

Direct

- Easily Qualifiable and Quantifiable

- Fairly easy to communicate and position

- Communicate Value

Indirect

- Difficult to position

- Trust is the most important

- Position by “Telling a Story”

Balancing

- Socio-Economic Status

- Corporate Certifications

- Recognized certification, perhaps not yet

mandated by government

Direct Differentiators

• Value versus Capability or Service

• Competencies and Past Performance

• Perceived / Actual Niche

• Key Personnel, Your Staff, SMEs

• Current Customers

• Staffing / Management Approach

• Teaming Partners

• Certifications

• CPARS / PPIRS Ratings

• Facility Clearance

Indirect Differentiators

• Trust → You Can Do What You Say

• Agility, Flexibility, Innovation

• Hyper-Responsiveness

• Reputation

Balancing Differentiators

• Socio-Economic Status

• Contract / Acquisition Vehicles

• CMMI, PMO

Source: © RSM Federal, 2018






Capability Statement

Your Baseline

On website (generic)

Tailor for every meeting

Tailor for teaming partners

Differentiation

− Graphical use of Federal logos

− Don’t take a copy to the meeting






Capability Statement

Unable to communicate

your real value?

Might as well do this. . .





“Hi! What do you do?





Hey Mike, nice to meet you.

What do you do?

Don’t Just Tell Me. . .

What products you sell.

What services you provide.

That you’re a small business.

That you’re MBE, DBE, SDVE.

Or that you’re ANC 8a, WOSB, or SDVOSB





It’s not what you sell.

It’s not your socio-economic status.

It’s the Value that your

products and services provide





What Happens When You Focus On Value?

That’s not who we are.

That’s not the value we provide.“

I think that’s one of the

best responses I’ve ever heard.“

Real World Example

- Minority and Woman Owned

- Meeting with senior contracting officer





Who Buys What You Sell?How Much? How Often?





Measuring An Agency’s Propensity For Small Business

FY 2017

Source: Source: Small Business Administration and Federal Procurement Next Generation

Consolidated by RSM Federal, 2018

Figure 59 – Small Business Score Cards by Status

Small Business 8(a) SDB VOSB SDVOSB WOSB HUBZone





© RSM Federal, 2018. All Rights Reserved. Not Authorized as a Training Resource for Other Organizations or Entities.38

Measuring An Agency’s Propensity For YOUR Business

USASpending.gov






Federal Procurement Data System (FPDS)





Construction Company (SDVOSB)

Years 2014 – 2016

13 NAICS Codes

90,000 Contract Actions


Federal Procurement Data SystemFederal Procurement Data SystemFederal Procurement Data System





Prospecting MethodsWhich Methods Are Right For You?





Prospecting Methods

STRONG WEAKCORE

Source: © RSM Federal, 2019

Bid-Matching Services(Contract Management Tools)

Government Directory

RFQ | RFP | IFB

Government Job Openings

Marketing | Advertising

Social Media

Government Acquisition

Systems

FedBizOpps

eBuy DLA DIBBS NECO

FedBid DOD EMALLASFI

FOIA

Government

Customer

Agency Forecasts(Internet / Websites)

OSBP / OSDBU(Impact Acquisition?)

Professional Associations

PTAC / SBDC / VBOC(Assistance Centers)

Trade Shows

FPDS / USASpending.gov

Professional Network

Meeting With Incumbent

VBRC Federal Access(Step-by-Step Strategies)

Engaging Pre-Acquisition(Sources Sought, RFIs, Calls)

Teaming / Partners(Proactive Teaming Strategy)

Government Meeting(Program Mgr / Contract Officer)

Bid-Matching Services(Contract Management Tools)

Government Directory

RFQ | RFP | IFB

Government Job Openings

Marketing | Advertising

Social Media

Government Acquisition

Systems

FedBizOpps

eBuy DLA DIBBS NECO

FedBid DOD EMALLASFI

FOIA

Agency Forecasts(Internet / Websites)

OSBP / OSDBU(Impact Acquisition?)

Professional Associations

PTAC / SBDC / VBOC(Assistance Centers)

Trade Shows

FPDS / USASpending.gov

Professional Network

Meeting With Incumbent

Successful Businesses

Combine Multiple

Prospecting

Methods

Teaming / Partners(Proactive Teaming Strategy)

Government Meeting(Program Mgr / Contract Officer)

Engaging Pre-Acquisition(Sources Sought, RFIs, Calls)

VBRC Federal Access(Step-by-Step Strategies)

1

2

3





What Did We Learn?

Common Challenges

Acquisition vs. Pre-Acquisition

Communicating Differentiation and Value

Propensity - Where to research who buys what you sell

Government Prospecting:

- Which methods provide the most value

- Combine most valuable methods to accelerate success





Joshua FrankManaging Partner

RSM Federal(703) 677-1700

[email protected]

LinkedIn Podcast Resource Resource2 53 4

32,000 Plays

FREE

www.RSMFederal.com

VBRC1

Connect with me

FREE FREE AMAZON AMAZON





VETERANS QUESTIONS?

Jo Eckert

Branch Manager, Veterans Business Development Officer

Iowa District, Cedar Rapids Branch Office

[email protected]

(319) 362-6535

Maggie Peterson

Administrative Director, AWE Program Manager

Veterans Business Outreach Center, Region IIV

[email protected]

314-531-8387

www.vetbiz.com

45

mailto:[email protected]

mailto:[email protected]

http://www.vetbiz.com/

Documents

1 · Professional Speaker and Bestselling Author Small Business Advocate − Chairman, Board of Directors, Veterans Business Resource Center (VBRC) (VBOC) − Guest speaker and trainer,