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Marketing that Wins Federal Contracts

Session Worksheet

Agenda Introductions The Numbers that Matter Current Pattern Current Buying System

Q & A Show off isiFederal Next Steps

Winnable Opportunity Matrix Notes:

Winnable Opportunities… First: Adjust your mindset…

________________________ vs. ______________________

Opportunities come from _________________________.

Winnable Opportunities Come From: _____________________________________ People:

1) ________________________________________________________________

2) ________________________________________________________________

3) ________________________________________________________________

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People like us when…

1) ________________________________________________________________

2) ________________________________________________________________

3) ________________________________________________________________

Understanding & Connecting to Key Decision Makers Administrators Drive ________________________ ____________________ motivated ____________________ level Your job - ____________________ to initiatives and Be __________________

Find Who is Buying What You Sell

Different… _____________________________________________________________________________________________________________________________________

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Program/Project Manager Technical Representative

Contracting Officers

• Will not ___________ you

• _______________

• Experts in moving ___________

• Select _____________________

• Develop contract ____________

• Want the ____________ way to purchase

• Easy is ____________ Your Job…

• Make it _______!

• _________ them

2018 Special Federal Buyers Report

Construction

Electrical Services HVAC

Landscaping Architectural Services

Engineering Disaster Recovery

Save 50%

Coupon: Build2018

• ____________

• Reports to _____ • Assist in assembling ____________

o Government standards o Similar purchases o Certifications

• Mandatory requirements

Your Job…

• Help with _________________

• Help Them ________________

Follow _______________ Look for new ideas and new technology Influence able

• _________________ • _________________ • _________________

Get job done right Your Job… Tie in with ___________ Help Them _____________

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Key Buying Motives: Contracting: _______________________________________________________ Technical Rep: _____________________________________________________ Program/Project: ___________________________________________________ Administrator: _____________________________________________________ GovBrief.us Briefing Essentials

1) Have at least ____________________ people to invite 2) Pick a topic of interest to _________ 3) Make your message ____________ 4) Pick ______ key takeaway points 5) Dedicate _____________

1) Personal e-Mail invites 2) Phone invites and reminders (messages are OK)

3) Follow-up after the event – CRITICAL

Best Part is… It __________________ if they show up for the briefing.

Briefings Work Because...

You ____________ the Decision Makers _____________! You ___________ the message! You get ________ information! You are the ________! You are ____________! You show you _________ them! You make it ______ for them! You ____________of the RFP!!!

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Thanks for Joining Us!

Dave Lowe dlowe@isifederal.com Office: 202-568-6398

Cell: 410-440-8527 www.isifederal.com

YouTube: isiFederal

Notes & Comments _____________________________________________________________________ _____________________________________________________________________ _____________________________________________________________________ _____________________________________________________________________ _____________________________________________________________________ To Win Federal Contracts I Need To: ______________________________